LOAD IT OR LEAVE IT

Building the Skilled Trades Workforce for the Future of Material Handling

Camp Jennings and Scott Smith — Tue, 01 Sep 2026 05:00:00 -0400

Camp Jennings and Scott Smith sit down for a conversation about the growth of Henry North and the launch of American Automation Techs and American Forklift Techs, two new divisions focused on one of the material handling industry's most pressing challenges: finding the skilled technical talent required to keep increasingly complex equipment running. As Henry North has grown from a small startup into a team of more than a dozen people, Camp and Scott reflect on what they have learned about scaling a business, building culture, and experiencing firsthand many of the same talent challenges their clients face.

In this conversation, Camp and Scott discuss why technician recruiting has become one of the fastest growing parts of Henry North's business and why the shortage of skilled tradespeople is creating challenges throughout material handling and industrial automation. With experienced technicians retiring, fewer young people entering the trades, and equipment becoming more technologically advanced, companies are increasingly competing for a limited pool of people who possess both mechanical ability and sophisticated technical expertise.

The discussion also explores how American Automation Techs and American Forklift Techs are designed to connect employers with the specialized talent they need. Camp and Scott explain why aftermarket service and support are essential to the success of equipment manufacturers, dealers, integrators, and end users, and why technician shortages can directly limit growth, customer service, and revenue. They also discuss the expanding role of automation technicians, who increasingly need to combine hands on mechanical skills with advanced knowledge of controls, software, and complex automated systems.

Along the way, Camp and Scott reflect candidly on the challenges of entrepreneurship, hiring, and scaling Henry North while outlining their ambition to build dedicated communities for the technicians, engineers, installers, and other skilled professionals who will keep the next generation of material handling technology moving.

Chapters

[00:00] Catching up with Camp and Scott

[03:09] Growth, family, and life as entrepreneurs

[04:08] Building Henry North in public

[06:02] What is driving Henry North's growth

[07:23] Building culture while scaling the team

[08:01] The challenge of hiring at the right pace

[09:14] Finding and retaining great talent

[10:22] Introducing American Forklift Techs and American Automation Techs

[11:07] How technician recruiting became a major part of the business

[12:05] Why technicians are the lifeblood of material handling

[12:50] The skilled trades labor shortage

[14:10] Connecting technicians with the right employers

[16:04] The growing demand for automation technicians

[17:58] Building technician staffing at scale

[18:38] American Forklift Techs and the service workforce

[20:32] The business impact of unfilled technician positions

[21:21] Why Henry North is going all in on skilled trades

[22:09] Who American Automation Techs and American Forklift Techs serve

[23:21] Opportunities for technicians, engineers, and industry talent

[23:42] Final thoughts on the next chapter of Henry North

Load It Or Leave It

Camp Jennings and Scott Smith — Tue, 25 Aug 2026 09:06:14 -0400

John Santagate on Warehouse Automation, Robotics Strategy, and Making Smarter Technology Investments

Camp Jennings and Scott Smith — Tue, 18 Aug 2026 05:00:00 -0400

Camp Jennings and Scott Smith sit down with John Santagate, founder of EMP Advisors, to explore how companies can cut through the noise surrounding warehouse automation and make smarter technology investments. Drawing on years of experience researching, designing, deploying, and supporting automation systems around the world, John shares what end users, OEMs, and integrators need to understand as robotics becomes an increasingly important part of material handling.

John reflects on his path from management consulting and industry research to building a global mobile robotics business and eventually launching EMP Advisors. He explains why successful automation starts with clearly defining the problem rather than simply choosing the latest technology, and why buyers need to consider everything from software and support infrastructure to scalability, flexibility, and return on investment when evaluating potential solutions.

The discussion also explores what John saw at MODEX, including the continued growth of mobile robotics, the increasing importance of software, and why humanoid robots may take longer to reach widespread warehouse adoption than the current hype suggests. John breaks down the considerations behind CapEx and robotics as a service models and shares his vision for the next generation of goods to person systems, where robotic picking, sorting, and multi agent orchestration could create increasingly connected and touchless warehouse operations.

John Santagate on Linkedin

Chapters

[00:00] Incremental innovation in warehouse automation
[00:55] Meet John Santagate
[02:24] The opportunity in multi agent orchestration
[05:00] EMP Advisors and making better automation decisions
[10:03] John's path from industry analyst to entrepreneur
[14:58] Key takeaways from MODEX
[17:09] Why software matters more than the robot
[17:34] Humanoid robots and the automation hype cycle
[19:02] The challenge of supporting robotics after deployment
[23:26] CapEx versus robotics as a service
[31:21] The future of goods to person automation
[35:04] Connecting automation into a system of systems
[39:03] Giving back through youth sports
[41:20] Load It or Leave It
[43:47] Final thoughts and connecting with John

Bill Pedriana on Service-Driven Leadership, Dealer Culture, and Building Organizations That Put People First

Camp Jennings and Scott Smith — Tue, 04 Aug 2026 05:00:00 -0400

Scott Smith sits down with Bill Pedriana, President of Noblelift North America, to explore why the future of material handling will be shaped less by technology alone and more by the leaders who know how to empower people through it. A third generation material handling professional, Bill shares how decades of experience across dealerships, manufacturing, and executive leadership have shaped a philosophy centered on service, culture, and long term thinking.

In this conversation, Bill reflects on his journey from cold calling warehouse doors as a teenager to leading two of the industry's most recognizable manufacturers. He explains why genuine curiosity, solving customer problems, and developing people have been the constants throughout his career, and why organizations that focus only on KPIs ultimately miss the bigger opportunity to create lasting value.

The discussion also explores leadership during a time of rapid technological change, the evolving relationship between manufacturers and independent dealers, and why empowering people should always come before replacing them. Bill shares his perspective on building cultures rooted in accountability, mentoring future leaders, and creating organizations where employees take responsibility for one another's success.

Bill on Linkedin

Chapters

[00:00] Leadership through service

[01:02] Meet Bill Pedriana

[01:57] AI, automation, and empowering people

[06:08] Growing up in material handling

[11:27] From Big Joe to Noblelift

[17:18] Leading culture as a president

[20:32] Balancing accountability and people first leadership

[26:01] Coaching, mentoring, and developing talent

[30:18] Hiring for character over resumes

[32:11] The future of independent dealers

[37:05] Giving back by serving personally

[39:39] Load It or Leave It

[45:05] Final leadership advice

Andrew McIntosh on Career Growth, Sales Leadership, and Building the Next Generation of Material Handling Leaders

Camp Jennings and Scott Smith — Tue, 21 Jul 2026 05:00:00 -0400

Camp Jennings and Scott Smith sit down with Andrew McIntosh, Vice President of Sales at ProLift Toyota Material Handling, to explore what it really takes to build a successful career in material handling and grow from frontline sales into executive leadership. Drawing on more than a decade with ProLift, Andrew shares the mindset, habits, and relationships that helped accelerate his career while remaining grounded in continuous learning.

In this conversation, Andrew reflects on his path from copier sales to leading one of the industry's largest Toyota dealerships, explaining why hard work, timing, and surrounding yourself with great mentors all play an essential role in long term success. He shares practical advice for sales professionals looking to advance into leadership, from protecting your time and staying disciplined to embracing the discomfort that comes with every new opportunity and overcoming the imposter syndrome that many leaders quietly experience.

The discussion also explores where the material handling industry is heading, including AI driven fleet optimization, Toyota's expanding automation ecosystem, and the growing collaboration across the Toyota family of companies. Along the way, Camp and Scott compare leadership lessons from their own careers, discuss the strengths of different dealership models, and challenge common assumptions about what makes great sales leaders.

Andrew on Linkedin

Chapters

[00:00] Getting comfortable with being uncomfortable

[01:01] Meet Andrew McIntosh

[02:11] AI and the future of warehouse operations

[06:25] Andrew's path into material handling

[09:39] What accelerated Andrew's career

[11:44] Stepping into sales leadership

[13:11] Inside the VP of Sales role

[17:10] Time management and career advice

[18:48] Imposter syndrome and leadership growth

[21:59] Toyota, Raymond, and the future of automation

[26:13] Dealer models and serving customers

[30:40] Giving back through Impacting Tomorrow

[35:49] Load It or Leave It

[41:02] Final thoughts and connecting with Andrew

Dave Tinnerman on Service Innovation, Entrepreneurship, and the Future of AI in Material Handling

Camp Jennings and Scott Smith — Tue, 07 Jul 2026 05:00:00 -0400

Camp Jennings sits down with Dave Tinnerman, Founder and CEO of Tinnacity, to explore how technology is transforming service operations across the material handling industry. After spending years leading technology initiatives at Crown Equipment, Dave took the entrepreneurial leap to build a software platform designed specifically for the challenges faced by equipment dealers, service technicians, and aftermarket operations.

In this conversation, Dave reflects on his journey from computer science student to corporate innovator and entrepreneur, sharing how his experience inside the industry revealed an opportunity to modernize service management. He explains why Tinnacity was built from the ground up with dealer input, how digitizing service workflows creates better visibility and efficiency, and why understanding an industry's unique challenges matters more than simply applying generic software.

The discussion also explores artificial intelligence, entrepreneurship, and the importance of earning trust through deep industry expertise. Dave shares how AI is already helping technicians document repairs, identify equipment issues, and reduce administrative work, allowing them to focus on what they do best. Along the way, he offers candid lessons about building a business, overcoming setbacks, and why strong relationships remain the foundation of long term success.

Dave on Linkedin

Chapters

[00:00] How AI is transforming field service

[02:05] The opportunity to guide technology adoption

[04:15] From small town Ohio to Crown Equipment

[07:28] Building Crown's early technology platforms

[10:37] Why Dave founded Tinnacity

[12:20] Modernizing service operations through software

[13:08] The future of AI for service technicians

[14:34] The entrepreneurial leap from corporate life

[15:33] Finding the problem worth solving

[17:47] The hardest moments of building a company

[20:26] Why product quality comes before rapid growth

[22:15] Leveraging industry expertise to build a business

[24:11] Earning trust by speaking the customer's language

[26:27] What Dave misses about corporate life

[28:57] Personal growth, reading, and learning AI

[32:37] Giving back through Ride for Hope

[34:48] Load It or Leave It

[37:17] The best advice Dave ever received

[39:44] Final thoughts on service, innovation, and partnership

Kinzie Wright on Sales Excellence, Warehouse Solutions, and Building a Business from the Ground Up

Henry North / Camp Jennings — Tue, 23 Jun 2026 05:00:00 -0400

Camp Jennings sits down with Kinzie Wright, VP and General Manager at Sammons Warehouse Solutions, to explore what separates top performers from the rest in the material handling and warehouse solutions industry. Drawing on a career that spans installation, engineering, sales, entrepreneurship, and executive leadership, Kinzie shares lessons learned from building Sync Storage with his wife, scaling the business, and ultimately joining the Sammons family of companies.

In this conversation, Kinzie reflects on growing up in a material handling family, learning the industry from the ground up, and why understanding both the technical and sales sides of the business creates a powerful competitive advantage. He explains how Sync Storage became a trusted partner to forklift dealerships across the country, how that model evolved after its acquisition, and why warehouse optimization and automation have become central priorities for customers today.

The discussion also explores the changing nature of sales leadership, the growing demand for technical expertise among sales professionals, and the traits that consistently separate elite performers from average ones. Kinzie shares his perspective on hiring, coaching, prospecting, and why the best salespeople never stop hunting for opportunities regardless of how successful they become.

Kinzie on Linkedin

Chapters

[00:00] Why salespeople need both technical and entrepreneurial skills

[02:26] The opportunity to simplify automation adoption

[05:54] Growing up in a material handling family

[08:13] Starting Sync Storage with his wife

[09:37] Selling the business and joining Sammons

[10:03] Understanding the Sammons organization

[12:00] The Power of One philosophy

[13:17] How Sync became an extension of forklift dealerships

[17:57] Why many dealers still need warehouse design expertise

[21:08] What has changed in the market over the last five years

[22:43] The growing importance of safety and technical knowledge

[24:19] The missing sales talent gap

[25:22] The two types of elite salespeople

[27:40] Why learning the technical side creates an advantage

[30:37] What separates top performers from the middle

[32:46] How great salespeople build new territories

[35:38] Red flags when hiring sales talent

[37:08] Personal growth, endurance sports, and staying competitive

[39:43] Using AI and technology to work smarter

[41:17] Giving back through the Robb Foundation

Martin Boyd on Electrification, Dealer Evolution, and Building the Future of Material Handling

Henry North / Camp Jennings — Tue, 09 Jun 2026 05:00:00 -0400

Scott Smith, Co-Founder of Henry North, sits down with Martin Boyd, Chief Marketing Officer at Big Joe Forklifts, to explore one of the most significant shifts happening in material handling today: the transition from internal combustion equipment to integrated electric solutions. Drawing on more than three decades of experience spanning engineering, service, product management, and executive leadership roles at Hyster Yale, Toyota, Cascade, and Big Joe, Martin offers a unique perspective on where the industry has been and where it is headed.

In this conversation, Martin shares his unconventional journey from engineer to marketing executive and explains how his technical background continues to shape the way he approaches leadership, innovation, and go to market strategy. He discusses why Big Joe is betting heavily on electrification, how integrated lithium solutions are changing customer expectations, and why many organizations underestimate the complexity of transitioning from propane and diesel fleets to electric operations.

The discussion also explores automation, dealership transformation, and the future role of material handling distributors. Martin explains why successful dealers must evolve from transactional sellers into consultative partners, how automation adoption depends on simplicity and measurable outcomes, and why the industry's next wave of growth will be driven by companies that can help customers navigate increasingly complex operational decisions.

Martin on Linkedin

Chapters

[00:00] Why automation must be simple and purposeful

[02:46] MODEX, automation trends, and the Big Joe vision

[06:40] Martin's 34 year journey through material handling

[10:06] Why he joined Big Joe and what drew him to the mission

[14:25] Big Joe's evolution from niche player to electrification leader

[17:34] The rise of lithium and the shift from IC to electric

[21:21] How automation and electrification work together

[24:55] Why dealers must evolve beyond transactional selling

[28:34] Integrated lithium and changing the dealership model

[31:22] From engineer to CMO and lessons in leadership

[35:55] Building teams, culture, and embracing failure

[39:16] Giving back through veterans and dementia support

[42:17] Load It or Leave It

[45:45] Why Martin would choose material handling all over again

The Jennings Brothers on Family Chaos, Golf Trips, and Building Four The Kids Together

Henry North / Camp Jennings — Tue, 26 May 2026 05:00:00 -0400

Camp Jennings is joined by his three brothers, Hilyer, Zee, and Winn Jennings, for a lighter and more personal episode centered around family stories, brotherly roasting, and the mission behind their nonprofit organization, Four The Kids. Far from the usual conversations around material handling and automation, this episode is a candid look at the personalities, memories, and relationships that shaped the Jennings brothers long before careers, businesses, and family life took over.

In this conversation, the brothers swap stories from growing up in LaGrange, Georgia, from reusing sandwich bags in Jackson Hole and sneaking beers as teenagers to forgotten passports, Vegas bachelor parties, and endless debates over who was the family screw up. Along the way, listeners get an inside look at the very different paths each brother took into law, healthcare real estate, entrepreneurship, and beyond.

The discussion also highlights the deeper purpose behind Four The Kids, the charitable organization the brothers launched to support children’s health initiatives through golf centered fundraising events. They reflect on the success of their first tournament in Hilton Head, why partnering with Children’s Miracle Network and Play Yellow felt meaningful, and how the organization has become both a way to give back and a reason for the four brothers to build something together.

Chapters:

[00:00] Introducing the Jennings brothers and today’s different kind of episode

[01:00] Meet the four Jennings brothers and their career paths

[05:00] Harvard Law, healthcare real estate, and family dynamics

[06:45] Jennings Family Court begins

[07:00] Best hair in the family and Hilyer’s transplant story

[08:30] Who peaked the earliest

[09:30] Biggest screw up growing up

[10:50] Jamaica passport disaster stories

[11:45] The Europe trip that Zee skipped

[12:45] Who always wants to move somewhere new

[13:40] The “I’m never drinking again” conversation

[14:30] Venmo requests and family accounting

[16:00] Reusing sandwich bags and struggling in Jackson Hole

[18:00] Which brother never calls back

[19:30] Introducing Four The Kids and its mission

[20:30] Why children’s health became personal for the family

[21:30] Partnering with Play Yellow and Children’s Miracle Network

[22:30] Building something meaningful together as brothers

[24:00] The vision for future fundraising events

[25:00] Hilton Head golf tournament highlights and favorite memories

[27:00] How friends, sponsors, and attendees made the event special

[29:00] Ways listeners can support Four The Kids

[31:00] Final reflections on family, philanthropy, and the future

[32:00] Planning the next Jennings brothers adventure and Jackson Hole trip

Buddy Bockweg on AI Transformation, Digital Assembly Lines, and Why Operational Chaos Is Holding Companies Back

Henry North / Camp Jennings — Tue, 12 May 2026 05:00:00 -0400

Camp Jennings sits down with Buddy Bockweg, Co Founder of Vsimple, to explore how artificial intelligence is reshaping the future of material handling and why most companies are still not operationally prepared for what is coming. Drawing on his background in supply chain operations and technology, Buddy explains why the biggest opportunity in the industry is not just adopting AI, but transforming the underlying workflows, systems, and processes that AI depends on.

In this conversation, Buddy introduces the concept of the “digital assembly line,” comparing modern operational software to Henry Ford’s revolutionary manufacturing process. He explains how disconnected systems, spreadsheets, emails, and manual workflows create inefficiencies that prevent organizations from scaling, gaining visibility, and competing effectively in an AI driven world. He also shares how Vsimple helps companies streamline quote to cash processes, reduce costly mistakes, improve accountability, and create real time operational visibility across departments.

The discussion also explores entrepreneurship, leadership, workforce transformation, and the future of talent in material handling. Buddy reflects on the challenge of convincing organizations to embrace change, why the companies investing now are pulling ahead rapidly, and how technology can improve not only business outcomes, but employees’ day to day lives as well.

Follow Buddy on Linkedin

Chapters:

[00:00] Bridging the gap between operations and AI

[02:00] Why most organizations are still pre AI companies

[04:00] The operational changes required before AI works

[06:00] Buddy’s career journey into entrepreneurship

[07:30] The idea behind the digital assembly line

[10:00] Why operational visibility creates competitive advantage

[11:00] What Vsimple actually does for material handling companies

[14:00] Eliminating costly mistakes and operational chaos

[16:00] Real time accountability versus backward looking reporting

[18:00] Why broken processes frustrate employees and customers

[21:00] Improving employee experience through technology

[22:00] Attracting younger talent into material handling

[24:00] Why now is the moment to invest in transformation

[28:00] The hardest part of changing established organizations

[30:00] Why AI adoption is accelerating operational transformation

[33:00] The growing competitive gap between adopters and laggards

[35:00] Serving people through technology and leadership

[39:00] Load It or Leave It on entrepreneurship and AI

[41:00] Why personal branding and visibility matter

[42:00] Will AI reduce jobs in material handling

[44:00] Final thoughts on winning the future through transformation

Scott Smith on LinkedIn Strategy, Authentic Content, and Turning Visibility into Real Relationships

Henry North / Camp Jennings — Tue, 28 Apr 2026 05:00:00 -0400

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

Kyle Chan on Startup Sales, Breaking into the U.S. Market, and Building Trust in Automation

Henry North / Camp Jennings — Tue, 14 Apr 2026 05:00:00 -0400

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

Scott Smith on Modern Compensation Models, Talent Market Shifts, and Building Competitive Pay Structures

Henry North / Camp Jennings — Tue, 31 Mar 2026 05:00:00 -0400

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

Hunter Senn on Servant Leadership, Hypergrowth, and Protecting Culture as Teams Scale

Henry North / Camp Jennings — Tue, 17 Mar 2026 05:00:00 -0400

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

Grant Salisbury on Consultative Selling, Automation Evolution, and Building a Career That Compounds

Henry North / Camp Jennings — Tue, 03 Mar 2026 05:00:00 -0500

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 and Scott on the Art of Interviewing, Earning Trust, and What Both Sides Get Wrong

Henry North / Camp Jennings — Tue, 17 Feb 2026 05:00:00 -0500

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

Ryan Boucher and Will Blount on Installation Excellence, Automation Growth, and Why the Last Touchpoint Matters Most

Henry North / Camp Jennings — Tue, 03 Feb 2026 05:00:00 -0500

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

Parker Pursell on Faith-Driven Leadership, Family Legacy, and Building What Actually Lasts

Henry North / Camp Jennings — Tue, 20 Jan 2026 05:00:00 -0500

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

Meredith Steinmeyer – Optimizing Before Automating, Leading from the Buyer’s Seat, and Rethinking Fleet Strategy

Henry North / Camp Jennings — Tue, 06 Jan 2026 05:00:00 -0500

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

Ace Coustal – Building the Next Generation of Sales Talent (Without Losing the Human Edge)

Henry North / Camp Jennings — Tue, 16 Dec 2025 05:00:00 -0500

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

Shawn McGuire – Turning Adversity Into Purpose, Perspective, and Relentless Forward Motion

Henry North / Camp Jennings — Tue, 02 Dec 2025 05:00:00 -0500

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

Scott Smith – Why Recruiting Is Broken (and How to Fix It)

Henry North / Camp Jennings — Tue, 18 Nov 2025 05:00:00 -0500

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

Mason Cole – Building for What’s Next

Henry North / Camp Jennings — Thu, 06 Nov 2025 07:00:00 -0500

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

Mike Gainor – Leading Without Ego

Henry North / Camp Jennings — Wed, 05 Nov 2025 07:03:00 -0500

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.

Billy Binder – The Future of Automation, AI, and Agility

Henry North / Camp Jennings — Mon, 03 Nov 2025 18:47:00 -0500

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.