LOAD IT OR LEAVE IT with Camp Jennings

Camp Jennings sits down with Scott Smith, Co Founder of Henry North, for a candid and wide ranging conversation on how LinkedIn is reshaping business development, networking, and personal brand building in the material handling and automation industry. While more professionals are active on the platform than ever before, Scott makes the case that most people are still underutilizing it by staying passive rather than engaging. In this conversation, Scott and Camp break down what actually works on LinkedIn, from posting authentically and sharing personal experiences to building trust through consistent visibility. They discuss the hesitation many professionals feel about putting themselves out there, why impressions matter even when engagement is low, and how real relationships often start from simple interactions on the platform. The discussion also explores common trends and hot takes seen across LinkedIn, including unlimited PTO policies, sales best practices, leadership development, and the balance between personal and professional content. Along the way, they share their own perspectives on what feels genuine versus performative and why sincerity ultimately wins. Follow ⁠Scott on LinkedIn⁠ Chapters: [00:00] Why LinkedIn has attention but low engagement [01:00] Introducing the episode and LinkedIn as a business tool [02:00] Overcoming the fear of posting and being visible [03:30] Building real relationships through LinkedIn [05:00] Why impressions matter more than likes [06:30] Authentic content versus overproduced posts [08:00] LinkedIn as a sales and business development tool [10:00] Unlimited PTO debate and workplace flexibility [12:00] Territory coverage and go to market strategy trends [14:00] Personal content and sharing family on LinkedIn [16:00] Selling value not features in modern sales [18:00] Highlighting top performers and unintended consequences [20:00] The rise of hustle culture content on LinkedIn [22:00] Work life balance and being present at home [24:00] Creating space for silence and reflection [26:00] Automation trends and the future of labor [28:00] Leadership development and what actually works [30:00] Final thoughts on using LinkedIn to create opportunity

Camp Jennings sits down with Kyle Chan, Director of Sales at VisionNav Robotics, to explore what it really takes to build and scale an automation company in the United States from the ground up. With VisionNav growing from three employees to more than 150 in just a few years, Kyle shares a firsthand look at the realities of startup sales, rapid expansion, and navigating cultural differences in a global business. In this conversation, Kyle walks through his unconventional path into robotics, from luxury watch sales and law school to helping lead VisionNav’s U.S. go to market strategy. He explains why early success depended on simply showing up, building credibility, and focusing on mid market customers before chasing enterprise accounts. He also breaks down the trust gap that many international companies face entering the U.S. and how consistent presence, communication, and service help overcome it. The discussion also dives into automation adoption, labor economics, and why rising wages and talent shortages are accelerating ROI driven decisions. Kyle shares practical insight on what separates elite salespeople from average ones, the importance of understanding the person behind the deal, and why long term relationships matter more than short term wins. Kyle on Linkedin Chapters:  [00:00] Why sales drives influence in a startup [01:00] Introducing Kyle Chan and VisionNav Robotics [02:30] The blank check idea and luxury market disruption [04:00] Kyle’s unconventional career path into robotics [07:20] Leaving law school and choosing a different path [08:45] What VisionNav does and where it fits in automation [10:00] Growing from three people to a national team [12:20] Building a U.S. go to market strategy from scratch [14:00] Why startups must earn trust before chasing big accounts [16:00] After sales support as a competitive advantage [17:30] Balancing rapid growth with culture and execution [18:45] The reality of automation adoption in the U.S. [20:00] Labor costs and ROI driving automation decisions [21:30] Cultural differences in global business and sales [23:00] The trust gap facing international companies [25:00] Why many companies fail entering the U.S. market [27:00] Product versus people in winning deals [29:00] What separates elite salespeople from average reps [31:30] The importance of business development and grit [34:00] Hiring for hunger and building a sales team [36:30] Career paths, burnout, and evolving roles in sales [39:00] Building relationships beyond transactions [40:30] Load it or Leave it rapid fire and industry takes [44:00] Final thoughts and connecting with Kyle

Camp Jennings sits down with Scott Smith, Co Founder of Henry North, to break down one of the most defining forces in today’s talent market: compensation. Drawing from real time insight across thousands of candidate conversations, Scott explains how shifting expectations around pay, structure, and stability are reshaping hiring across material handling and industrial automation. In this conversation, Scott walks through how compensation has evolved across key roles, from technicians to sales, and why demand is outpacing supply in ways that are driving bidding wars, inflated wages, and increasingly aggressive offers. He shares what organizations are getting right and wrong in today’s market, from outdated draw structures to misaligned incentives and unrealistic OTE expectations. The discussion also explores the growing importance of base salary, the tension between stability and upside, and how generational shifts, inflation, and market transparency are forcing companies to rethink how they attract and retain talent. Scott offers practical insight into building compensation plans that are competitive, flexible, and aligned with real performance. Grounded, candid, and highly relevant, this episode is a clear look at how compensation is no longer just a detail of hiring, but the central lever shaping who joins, who stays, and who leaves Follow ⁠Scott on LinkedIn⁠ Chapters [00:00] Why compensation is shaping the talent market [01:00] Introducing Scott Smith and today’s focus on comp [02:00] The blank check question and market opportunities [03:30] Technician pay and the reality of bidding wars [06:00] Supply and demand imbalance in skilled labor [08:00] Retention versus replacement cost [10:00] How compensation structures impact technician earnings [12:00] Automation technicians and rising pay ceilings [14:00] Why technical talent shortages will continue [16:00] Forklift sales compensation and legacy models [18:00] Draws, base salary, and shifting expectations [20:00] Year one guarantees and attracting talent [22:00] Income ceilings and long term earning potential [24:00] Automation sales compensation versus MHE models [26:00] High base salaries and lower upside tradeoffs [28:00] The risk of unrealistic OTE structures [30:00] Why base salary is now king [32:00] Generational shifts and changing risk tolerance [34:00] Pay equity challenges inside organizations [36:00] Retention as a compensation strategy [38:00] What great comp plans actually get right [40:00] Transparency, flexibility, and market alignment [42:00] Final thoughts on the future of compensation

Camp Jennings sits down with Hunter Senn, Vice President of Sales at Hai Robotics, to explore what it takes to lead sales organizations during explosive growth in the warehouse automation industry. With Hai Robotics experiencing massive adoption of goods to person automation systems, Hunter shares how operational excellence, customer success, and disciplined leadership have fueled the company’s rapid expansion. In this conversation, Hunter walks through his career journey from engineering and parcel logistics into system integration and ultimately OEM manufacturing, giving him a unique perspective across the automation ecosystem. He explains why automation growth is being driven not only by e commerce demand, but by customers searching for solutions that actually work in the field and deliver measurable outcomes. The discussion also dives deep into leadership philosophy during hypergrowth. Hunter outlines the difference between coaching and mentoring, why great leaders relieve pressure instead of adding to it, and how culture must remain a non negotiable even during aggressive hiring cycles. He shares practical insights on building trust, communicating standards, and developing future leaders inside fast scaling teams.  Hunter on Linkedin Chapters [01:00] Introducing Hunter Senn and Hai Robotics [02:00] The blank check idea for a new automation venture [03:30] AI and the future of warehouse automation [05:00] Hunter’s career path from parcel logistics to OEM manufacturing [08:00] Transitioning from individual contributor to sales leadership [10:00] What Hai Robotics does and the rise of goods to person systems [12:00] Explosive growth and scaling the organization [14:00] Coaching versus mentoring in leadership development [16:00] Relieving pressure and practicing servant leadership [19:00] Why culture is a non negotiable during hypergrowth [21:00] Hiring for culture before experience [23:00] Communicating expectations and holding teams accountable [25:00] Vulnerability and learning from leadership mistakes [27:00] Gratitude, mentorship, and giving back [29:00] Load it or Leave it rapid fire and sales philosophy [33:00] Final thoughts and connecting with Hunter  [43:44] Final reflections and connecting with Grant

Camp Jennings sits down with Grant Salisbury, Corporate Sales Manager at Papé Material Handling, to explore how the role of the material handling salesperson has transformed from product pusher to operational educator. Drawing on a career that spans pallet pooling, legacy MHE sales, and today’s integrated automation solutions, Grant explains why the future belongs to sellers who can see what customers cannot and guide them toward better outcomes. In this conversation, Grant shares how Papé has evolved from a forklift-focused dealership into a full warehouse solutions partner and why service infrastructure and exclusive distribution will determine which automation providers ultimately win. He walks through the realities of building a sales career in this industry, from the early grind and patience required to the long-term payoff of repeat customers and compounding territory growth. The discussion also covers recruiting and developing the next generation of sales talent, the power of mentorship and internal career paths, and why culture and leadership consistency drive retention for decades. Practical, candid, and deeply rooted in field experience, this episode serves as a playbook for sellers and sales leaders navigating the shift from equipment transactions to consultative, solution-driven partnerships.  Grant on Linkedin Chapters [00:00] Educating customers and identifying operational gaps [00:56] Introducing Grant Salisbury and Papé Material Handling [01:58] The blank check vision for AMR and AGV distribution [03:18] Why service after the sale wins in automation [04:38] From pallet pooling to a career in material handling [07:08] Sales as teaching and the shift to consultative selling [08:15] Early career advice and reaching senior decision-makers [09:56] Grant’s role leading corporate sales and robotics at Papé [12:01] The evolution from forklifts to integrated warehouse solutions [14:16] Listening to customers as the driver of expansion [15:17] Partners, interoperability, and complex automation projects [17:52] Team selling and the role of subject matter experts [19:24] Recruiting from university sales programs [21:57] Advice for sales reps on curiosity, preparation, and follow-up [24:17] Attracting new talent into the industry [27:04] The early career grind and the power of patience [30:39] Shifting customer perception beyond forklifts [32:09] Retaining talent through culture, leadership, and career paths [34:50] Mentorship and aligning with the right leader [37:10] Giving back by developing future sales professionals [39:29] Load It or Leave It rapid fire and industry outlook [43:44] Final reflections and connecting with Grant

Camp Jennings sits down with Scott Smith, co-founder of Henry North, to pull back the curtain on what actually makes interviews succeed or fail. Drawing from hundreds of real-world searches, candidate conversations, and hiring decisions, the two break down interviewing as a skill that must be learned from both sides of the table. In this conversation, Scott walks through the most common mistakes candidates make before an interview ever starts, from rescheduling meetings to rambling answers and overused buzzwords. He shares practical advice on how candidates can prepare, tell their story with purpose, ask deeper questions, and create momentum through communication and follow-up. Camp then flips the lens to hiring organizations, outlining why many companies struggle to attract top talent despite strong brands and open roles. He explains the importance of selling the opportunity, aligning internal teams around what success looks like, being prepared to answer tough compensation questions, and recognizing ownership language and emotional intelligence in candidates. Together, they explore why interviews should feel more like conversations than interrogations, how energy and presence shape perception, and why trust is built in small moments throughout the process. Grounded, candid, and highly practical, this episode serves as a playbook for candidates and leaders who want to make better decisions and build stronger teams. Follow ⁠Scott on LinkedIn⁠ Chapters [01:16] How Henry North approaches interviewing differently[07:00] Why interviews should feel like conversations, not interrogations[08:45] The most common mistakes candidates make[12:30] Rambling answers, buzzwords, and talking yourself out of a role[15:00] What strong candidates do before and after interviews[16:45] How to tell a clear career story and explain the why[18:15] Asking better questions and showing real curiosity[24:00] Energy, presence, and building trust in the room[28:00] What hiring organizations consistently get wrong[29:30] Why companies must sell the opportunity[33:00] Ownership language and emotional intelligence signals[35:30] Compensation conversations and expectation setting[39:00] Speed, alignment, and decision-making in hiring[42:15] Final reflections on trust, clarity, and better hiring outcomes

Camp Jennings sits down with Ryan Boucher and Will Blount of Wize Solutions to explore why installation is the most overlooked and most critical part of material handling and automation projects. While system design and pricing often get the spotlight, Ryan and Will make the case that the final install experience ultimately determines whether a customer ever comes back. In this conversation, Ryan shares the origin story of Wize Solutions, which began as a small group installing used equipment while he was in college and grew into a nationwide installation partner with more than 500 technicians supporting racking, dock equipment, conveyance, and advanced automation. He reflects on the early volatility of building the business, the moment a major financial setback forced real change, and how long-term growth came from trusting people who knew more than he did. Will brings the system integrator perspective, walking through his career from system design and automation sales to leading automation sales at Wize. He explains why installation is often left out of early proposals, how accelerated timelines create risk, and why involving installation experts earlier leads to better outcomes for integrators and end users alike. Together, they discuss labor challenges, automation complexity, talent gaps in project management, and what it takes to deliver millimeter-level precision in modern warehouses. Grounded, practical, and deeply industry-focused, this episode is a reminder that no matter how advanced a system becomes, execution on the floor is what defines success. Ryan Boucher Will Blount [00:00] Why installation makes or breaks every project [00:24] Welcome to Load It or Leave It [00:54] Introducing Ryan and Will of Wize Solutions [01:35] The blank check question and big ideas for the industry [02:17] AI-based modeling and the future of system design [03:27] The one tool every installer wishes existed [04:34] What Wize Solutions does and how it started [05:22] From college installs to a national installation company [06:02] Growing through referrals and reputation [06:58] Why installation is the final customer touchpoint [07:18] Early volatility and the reality of uneven growth [08:21] The month that forced everything to change [09:17] Leadership lessons from near financial disaster [10:14] Decision fatigue and owning the weight of growth[10:33] Ryan’s personal path from mission work to Wize [12:09] Will’s journey into material handling and automation [12:50] System design as real-world problem solving [13:57] Moving from design into system sales [15:06] Why post-sale installation was always underestimated [16:18] Building automation capability at Wize [17:20] Why installation is often left out of proposals [19:23] Accelerated timelines and risk for integrators [21:31] Internal crews versus outsourced installation [22:56] What actually keeps Ryan up at night [24:05] Taking care of people and their families [25:07] Consultative selling versus pushing product [26:53] Training installers for advanced automation [28:02] Why experience matters more than confidence [29:55] Who Wize Solutions is built to support [31:14] Creating a one-stop installation partner [33:31] The hardest roles to hire in the industry [35:09] Giving back through local community support [37:22] Supporting families and food programs [39:29] Load It or Leave It rapid fire [41:11] Fixing bad installs costs more than doing it right [42:46] Why bigger clients are not always easier [43:17] Hyper-involved customers build better outcomes [44:04] Modex plans and industry visibility [44:14] A candid endorsement and closing reflections

Camp Jennings sits down with Parker Pursell, leader at Pursell Farms, to explore the tension between ambition, faith, and family, and how to build something meaningful without losing what matters most. While Pursell Farms has become one of the South’s most celebrated hospitality destinations, Parker’s story is less about scale and success, and more about stewardship, purpose, and long-term thinking. In this conversation, Parker reflects on his unconventional career path, from Chick-fil-A to pressure washing, finance, and ultimately returning to the family business, and how each chapter reshaped his definition of success. He shares candid insights on legacy planning, leading within a multi-generation family business, and why work should be a means, not an identity. The discussion goes deeper into fatherhood, marriage, faith, and the discipline of presence, challenging the idea that building something great requires sacrificing your family along the way. Grounded, reflective, and deeply human, this episode is a reminder that impact isn’t measured by growth alone, but by what (and who) you choose to invest in. Parker Pursell Pursell Farms [00:00] Work is what you do, not who you are [00:37] Welcome to Load It or Leave It [01:06] Introducing Parker Pursell and Pursell Farms [01:45] The blank-check question: starting something new [02:06] Why the trades still matter [03:14] Life after Auburn: Chick-fil-A and early leadership lessons [04:14] Returning to the family business and wrestling with legacy [05:19] COVID, risk, and stepping into uncertainty [05:37] Leaving the family business and pressure washing for perspective [06:37] A surprising chapter in finance [06:55] Coming home to lead the next season at Pursell Farms [07:36] What Chick-fil-A gets right about culture and scale [09:31] Leadership coaching and learning to ask better questions [10:39] What Pursell Farms really is and how it began [12:06] Weaponizing Southern hospitality [13:21] Stewardship, faith, and building with purpose [15:09] Leading both the business and the family [17:43] Responsibility, growth, and long-term vision [19:21] Why Pursell Farms is a legacy business not an exit plan [21:09] Fatherhood, pace, and permission to rest [22:48] Content, storytelling, and YouTube golf’s unexpected impact [25:58] Ambition, faith, and keeping first things first [29:58] Why “bad dudes” sometimes win and letting go of control [34:09] A cause worth supporting: Central Alabama FCA [35:37] Load It or Leave It: faith, work, and family [38:19] Purpose beyond career [39:04] Numbering our days and investing in what lasts [39:45] Who Pursell Farms is for and how to find it

Camp Jennings sits down with Meredith Steinmeyer, Director of Fleet Services at Floor & Decor, to explore what it really takes to manage large-scale fleets in a fast-growing retail and distribution environment. With a career that started on the sales side of forklifts before moving into enterprise fleet ownership, Meredith brings a rare, full-cycle perspective to material handling, service partnerships, and operational decision-making. Meredith shares her unconventional path from selling forklifts straight out of college to overseeing more than 3,000 assets across hundreds of stores and multiple mega distribution centers. She explains why service and reliability matter more than brand names, how her background as a vendor shaped the way she partners today, and what most sales reps still get wrong when trying to earn trust from buyers. The conversation dives deep into the future of fleet services—covering automation, predictive maintenance, hydrogen motive power, technician labor shortages, and the importance of optimizing processes before layering in new technology. Meredith also opens up about outreach fatigue, authentic selling, and what truly stands out when vendors try to earn her attention. Grounded, candid, and highly practical, this episode is a masterclass in modern fleet leadership—where strategy, service, and long-term thinking matter more than hype. Follow Meredith on LinkedIn. [00:00] Why sales reps misuse AI—and why listening still wins[00:37] Welcome to Load It or Leave It[01:06] Introducing Meredith Steinmeyer and Floor & Decor’s scale[01:52] The blank-check question: what Meredith would build in 2025[02:20] Hydrogen, service gaps, and the idea of self-repairing equipment[03:32] Why post-sale service matters more than equipment specs[03:55] Meredith’s background: UGA, career ambitions, and early pivots[04:38] Why actuarial science didn’t stick[05:20] Entering material handling: selling forklifts at 22[06:10] The brutal first year—and waiting 11 months for the first sale[07:05] Being trained by Hank Ogden and learning how to really sell[08:10] Why selling non-premium brands makes better salespeople[09:05] Moving from vendor to buyer: joining Floor & Decor[09:50] Treating internal teams like customers[10:36] Seeing the full lifecycle—from DCs to stores[11:25] Why former sellers often make better operators[11:58] Speccing forklifts for a historic Brooklyn store[12:48] Creative constraints, custom equipment, and “the cutest forklifts”[13:32] Meredith’s full scope: managing 3,000+ assets[14:13] Floor & Decor’s explosive growth and expanding footprint[14:57] What Meredith values most in vendor partners[15:48] Transparency, teamwork, and being an extension of the customer[16:07] Outreach overload—and what not to do[16:59] Why generic emails and cold texts fail[17:46] Using AI to understand customers—not spam them[18:40] Why phone calls still earn respect[19:11] The future of fleet services and predictive maintenance[19:37] Automation’s promise—and Meredith’s biggest concern[21:51] From reactive to predictive maintenance with AI[22:49] “Optimize before you automate”[24:03] The future of motive power: hydrogen vs. lithium vs. lead acid[24:21] Why hydrogen works—for the right fleets[25:53] Inside Floor & Decor’s first hydrogen-powered DC[26:37] Will forklifts disappear—or evolve?[28:19] In-house technicians vs. outsourced service[28:36] Building an internal technician program[29:41] The skilled labor shortage—and how Floor & Decor hires[29:56] Recruiting technicians without damaging partnerships

Camp Jennings sits down with Ace Coustal, Director of Business Development at Malin, to explore how the material handling industry must evolve to attract, develop, and retain the next generation of sales talent—without sacrificing grit, accountability, or results. From rethinking onboarding and training timelines to bridging the widening gap between veteran sellers and Gen Z hires, Ace shares what it really takes to build a sustainable sales bench in a rapidly changing market. Ace walks through Malin’s approach to early-career development, why curiosity beats credentials in warehouse selling, and how sales is shifting from pure art toward a blend of intuition, data, and systems thinking. He also offers candid insight into why many reps quit just before success hits—and how patience, structure, and clearer expectations can change that outcome. Beyond business, Ace opens up about family, balance, and the long-term mindset required to succeed both professionally and personally. From talent strategy and automation to leadership humility and purpose-driven work, this conversation is a thoughtful look at where the industry is headed—and who will thrive along the way. Follow Ace on LinkedIn. [05:01] If Ace had a blank check: solving the biggest sales productivity problem[07:17] What it really means to lead business development at Malin[09:53] Why early-career sales training needs a complete rethink[11:09] Who Malin is—and how the company approaches intralogistics differently[12:48] Moving from “selling forklifts” to solving warehouse systems problems[13:57] Ace’s unconventional career path into material handling[15:42] Canada vs. Texas: finding home while building a career[17:19] Family, travel, and redefining work-life balance[19:31] Investing time in kids—and reframing success long term[22:39] Big family road trips and choosing memories over margins[26:22] Recruiting Gen Z: what’s actually working (and what isn’t)[28:47] Why young talent is more capable—and more purpose-driven—than we think[29:47] Grit, upbringing, and where resilience really comes from[32:14] Why security matters more to today’s graduates[34:38] The brutal truth about year one (and why most reps quit too early)[36:48] Advice for reps on the brink of success—and companies hiring them[39:25] The future of sales: blending art, data, and intellectual curiosity[42:43] Automation, systems integration, and evolving go-to-market strategies[45:53] Load It or Leave It: pickleball, AI outreach, trade shows, and base salaries[49:38] Advice for anyone considering a career in material handling[50:25] The one interview question Ace trusts most[51:56] Outreach that actually gets Ace’s attention[53:45] The advice people should be asking for—but rarely do[56:46] Ace’s alternate career path—and why speaking matters to him

Camp Jennings sits down with Shawn McGuire, Western Area Sales Manager at Enersys, to explore the powerful story behind one of the industry’s most inspiring voices. From his early life shaped by music and golf, to an unexpected path into material-handling and energy systems, Shawn shares how curiosity and discipline have guided every chapter of his career. But the heart of the conversation is Shawn’s fight with stage-four cancer—and the perspective, humor, discipline, and radical gratitude that have defined his journey over the past year. Shawn opens up about receiving the diagnosis, navigating treatment at Mayo Clinic, the mindset shifts that changed everything, and how “day one, not one day” became his mantra for living. He also dives deep into time, family, work, discipline, faith, and the four-second rule that keeps him anchored. Shawn’s story is a masterclass in resilience, perspective, and choosing joy—even when the road gets rough. Follow Shawn on LinkedIn. [02:38] The donut shop dream — and what “day one, not one day” really means[08:52] Shawn’s winding path from golf professional to Enersys[17:22] What Enersys does—and why the people make it special[24:23] When everything changed: hearing the diagnosis[28:47] Navigating treatment, Mayo Clinic, and the plan forward[33:30] How cancer reshaped Shawn’s view of time and work[36:31] The “four-second rule” that fuels Shawn’s positivity[41:19] Grinding through uncertainty—and refusing to quit[52:20] The mindset of moving quickly, not dwelling, and choosing joy[53:05] What Shawn wants to do first after his transplant[59:42] Writing his book: What Time Can’t Touch

Camp Jennings sits down with Scott Smith, Co-Founder of Henry North, to explore how recruiting is evolving—and why the future belongs to firms that lead with trust, transparency, and deep specialization. From building Henry North around client intimacy and candidate advocacy, to disrupting the traditional agency model, Scott shares how he’s creating a modern recruiting experience that actually works for humans. He also dives into the changing expectations of candidates, the importance of founder-led selling in services businesses, and how clear process and positioning help Henry North stand out in a noisy space. Follow Scott on LinkedIn. Highlights: [01:40] Why most recruiting feels broken—and what to do instead[05:30] Building Henry North around trust and long-term partnerships[09:20] Scott’s philosophy on founder-led selling and client intimacy[13:50] How to scale high-trust recruiting in a service business[18:10] The power of tight process and clear positioning[22:45] Finding joy in the work, not just the outcome[27:30] Why Henry North is betting on people—not just placements

Camp Jennings sits down with Mason Cole, Head of Sales at Slip Robotics, to explore what’s really driving change in material handling and industrial automation. From selling complex technology with old-school persistence to Slip’s demo-first model that’s rewriting the sales playbook, Mason reveals how to move fast, stay simple, and deliver results in a high-stakes industry. He also breaks down the mindset behind Slip’s rapid growth, the value of competitive DNA in sales, and how authenticity still wins in an age of automation. Follow Mason on LinkedIn. Highlights: [02:00] Mason’s “blank check” vision for warehouse automation [05:00] Inside Slip Robotics’ 5-minute truck-loading robots [09:30] How athletic discipline translates into sales success [16:20] Why Slip’s demo-first model converts faster than paid pilots [24:40] How Slip tripled its team and revenue in just two years [28:50] “Get higher, faster” — Mason’s most important sales lesson [33:30] Why authenticity and persistence still beat automation in sales

In this episode, Camp Jennings talks with Mike Gainor, Executive Vice President at Associated, about what it really means to lead with humility and impact. Mike shares how empathy, accountability, and self-awareness drive better teams, and why leadership in industrial automation is less about control and more about connection. This is a candid conversation about people, perspective, and performance that resonates far beyond the warehouse floor. Highlights: [02:30] Mike’s early leadership lessons and defining career moments [08:20] Why vulnerability makes leaders stronger [14:10] Building culture through mentorship and communication [21:00] How to balance growth and gratitude [27:15] The “ego check” every executive should practice [33:40] What leadership looks like in the next generation of the industry Follow Mike on LinkedIn.

Camp Jennings is joined by FORTNA’s VP of Sales, Billy Binder, for a fast-moving conversation about the future of distribution, automation, and AI in the warehouse. Billy shares a rare inside look at FORTNA’s approach to optimizing supply chains and reveals what’s coming next in robotics, humanoids, and next-gen warehouse design. From labor shortages to location strategy and the evolving role of AI, this episode is packed with sharp perspective from one of the industry’s rising stars. Highlights: [03:10] Billy’s unconventional path from baseball to automation leadership [09:45] What “agility” really means in a distribution center [15:30] The role of AI and machine learning in supply chain design [21:40] How Fortna helps clients future-proof through systems thinking [29:20] Building culture and collaboration across teams [35:50] Billy’s advice for leaders facing fast change Connect with Billy on LinkedIn.