Fetch Logistics Inc.

Experienced people and technology.

That's what Robert Closs II credits to the success his company has had over the last year.

Closs is president of Fetch Logistics Inc., a third-party transportation logistics provider specializing in the transport of groceries, metal products, building materials and plastics.

"We have put some people in place (who) can get business from Fortune 500 companies," Closs said. "The sales cycle is sometimes three years. We have people in place that can close those deals a lot quicker. Previous to a year ago we never had the sales people that could close deals with these kinds of companies. Now we do."

Closs declined to identify new business clients but said acquisition of those accounts was led by David Bryk, Vice President of Sales, and Thomas Cloen, Vice President of Operations.

"We've been able to bring in highly experienced people from the transportation and trucking industries," Closs said. "You can't take a person off the street and have them fully understand the ins and outs of this industry. We have people in place that can work all aspects of an account because they have the technical know-how to get the job done. That only comes from experience."

One example of that experience is Gary Zoldos. Zoldos was vice president and general manager of Extra Mile Transportation, a transportation logistics firm in Buffalo. Zoldos was instrumental in the success of his previous employer and is now vice president of operations at Fetch.

"Gary is capable of coaching and teaching everyone," Closs said. "Anyone with 20 plus years experience in a particular industry is going to add depth to whatever company that person is working for."

Fetch has seen revenue increase from $5 million in 2001 to $16 million in 2003 with the addition of 20 jobs. Major markets are New England, Baltimore, Erie, Pa., and New Jersey with expansion into Atlanta, Florida and Dallas.

In terms of technology, Fetch has custom designed software programs in place that assist in the tracking of shipments and movement of goods. Closs said the company has invested around $300,000 in technology over the last six years.

Fetch has partnered with Advance 2000, a computer/networking services company in Williamsville. An Advance software development specialist works at Fetch three days a week.

"We are constantly changing the way we use technology to our advantage," Closs said. "Our relationship with Advance helps us communicate better not just with ourselves but with our customers too."

Fetch plans to add 100 jobs in the next five years along with eclipsing $100 million in sales. Closs said he hopes to set up virtual offices with employees based on the West Coast.

"Having the right people accessing the right markets is one thing but having them based there is another," Closs said. "By having Fetch employees based in those markets, we can serve those customers better."

Reinvesting in technology can be a competitive advantage, said a third party logistics expert.

"You've got to maintain technology to stay ahead of the competition," said Gerry Catalano, president of Catalano Consulting, a third party logistics company based in Kenmore. "Being a third party provider, you can see what is available a lot faster because a lot of trucking companies post their empty equipment online. If you have access to that information, you are one step ahead. It makes your employees more efficient too."

Catalano said retaining and hiring good employees is also important.

"In this business relationships mean a lot," he said. "When you have longevity in a company, you build a relationship with clients. That's why its so important to keep the same people over the course of time. Your customers will pick up on that and understand your needs a lot better."

® 2003 American City Business Journals Inc.