Why Asking the Right Questions Leads to Better Logistics Solutions
Faith Artieda • August 25, 2026
Spend a few minutes talking with Scott Wilkins and one thing becomes obvious pretty quickly—he isn't interested in giving customers the fastest answer. He's interested in giving them the right one.
After years of helping companies navigate complex supply chain challenges, Scott has learned that the best solutions rarely come from having all the answers on day one. They come from slowing down, asking thoughtful questions, and taking the time to understand what a business is really trying to accomplish.
That's why, when we asked him what has contributed most to his success over the years, his answer wasn't about sales strategies or closing deals.
It was much simpler than that.
"Always be listening... The ability to ask important questions is critical because oftentimes you get limited data or the scope isn't clear."
It's advice that sounds simple, but in logistics, it's incredibly powerful.
Behind every request for a proposal is a business trying to solve a problem. Maybe orders have outgrown the current warehouse. Maybe customer expectations have changed. Maybe the company is preparing for its biggest season yet and isn't sure its current operation can keep up.
Those aren't challenges you solve by jumping straight into pricing.
You solve them by listening first.
Every Business Is Solving a Different Problem
One of the easiest mistakes a logistics provider can make is assuming every customer is searching for the same thing.
On paper, two companies might look nearly identical. They could ship similar products, process comparable order volumes, and operate in the same markets.
But once the conversation begins, those similarities often disappear.
One company may be preparing for a national retail rollout. Another may be overwhelmed by ecommerce growth. A third may simply be searching for a partner that's more responsive than the one they have today.
That's why Scott doesn't believe discovery is a step in the sales process—he believes it's the foundation of the relationship.
As he explained,
"The more you are able to uncover what their pain points are, what direction they want to go, what their business plan looks like—it not only leads to a better solution, but it leads to more cost certainty."
It's an insight that seems obvious once you hear it, yet it's often overlooked. Companies spend countless hours comparing pricing models and service offerings, but the quality of the questions being asked may ultimately have a greater impact on the success of the partnership than the proposal itself.
A logistics solution should never be built around assumptions. It should be built around understanding.
Trust Is Built Before the First Shipment Leaves the Warehouse
Scott smiled a little when we talked about implementation, because in his mind, it doesn't begin on day one.
It begins weeks—or even months—earlier.
Every conversation, every piece of shared data, every discussion about future goals helps shape what the partnership will eventually become. By the time a customer officially comes on board, there shouldn't be many surprises left.
Everyone should already understand the destination.
"The implementation itself really sets the stage for that relationship. The more information that you have up front, the better off that relationship is going to get off on the right foot."
It's easy to think of implementation as a checklist of tasks: system integrations, inventory transfers, warehouse setup.
Scott sees something different.
He sees it as the first opportunity to prove that every conversation leading up to that point mattered.
When customers feel heard from the very beginning, implementation becomes more than an operational milestone—it becomes the moment trust starts turning into partnership.
A Final Thought from Scott
As our conversation came to a close, it was easy to see that Scott's approach isn't defined by sales or strategy alone, it's defined by relationships. The questions he asks, the conversations he has, and the time he invests in understanding each customer's business all stem from the same belief: people deserve a partner who's willing to listen before offering a solution.
In an industry that's constantly evolving, that mindset remains timeless. And perhaps that's why the strongest partnerships aren't built on transactions at all, they're built on trust, understanding, and a shared commitment to helping businesses move forward together.
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And throughout the conversation, one idea continued to surface: the best partnerships happen when you understand what a business is trying to become, not simply what it needs today. Knowing Who You Are Matters There is a certain confidence that comes from knowing what you do well and not trying to be everything to everyone. For Barrett, that means understanding the kinds of businesses where its experience can make the greatest difference. Bryan described Barrett as a third generation, family owned 3PL with decades of experience and a network spanning key markets across the United States. But the more interesting part of the conversation was not the size of the network. It was what happens inside it. Barrett works with businesses at different stages of their journey, including established companies and growing brands that have reached a point where what worked before may no longer be enough. 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Goods still need to be unloaded, transported to a warehouse, processed, and prepared for distribution. Choosing a warehouse near a port helps minimize the time and cost associated with moving products inland. Instead of transporting containers long distances before inventory becomes available, businesses can quickly receive, inspect, and store products close to the port of entry. This approach improves inventory availability and creates a more responsive supply chain, especially for businesses managing high-volume imports or seasonal demand. How Does a Port Warehouse Reduce Transportation Costs? Transportation costs can increase significantly once imported goods leave the port. A warehouse located nearby reduces the distance containers must travel before inventory is received, helping businesses lower drayage and domestic transportation expenses. It can also reduce handling throughout the supply chain, creating a more efficient flow of goods from arrival to fulfillment. For companies importing products regularly, these savings can have a meaningful impact on overall logistics costs. How Does a Warehouse Near a Port Improve Supply Chain Efficiency? Speed is one of the biggest advantages of warehousing near a port. When imported inventory can be received and processed quickly, businesses gain faster access to sellable products. This helps reduce lead times, replenish inventory sooner, and respond more effectively to changes in customer demand. Port-adjacent warehouses also provide flexibility during peak shipping seasons by allowing businesses to move inventory efficiently through receiving, storage, and fulfillment operations. Which Businesses Benefit Most from Port Warehousing? While nearly any importer can benefit from a warehouse near a port, certain industries often see the greatest value. Businesses that frequently import consumer packaged goods, apparel, footwear, food and beverage products, health and beauty items, consumer electronics, or other high-volume products often rely on strategically located warehouses to improve inventory flow and reduce transportation costs. Companies with omnichannel distribution networks also benefit by positioning imported inventory for both retail replenishment and direct-to-consumer fulfillment. How Can a 3PL Maximize the Benefits of a Port Warehouse? A warehouse location is only one part of an efficient supply chain. The expertise and technology behind the operation are equally important. An experienced third-party logistics (3PL) provider can manage receiving, inventory storage, order fulfillment, transportation, and value-added services from a single facility. This helps businesses reduce operational complexity while maintaining visibility throughout the supply chain. Barrett Distribution operates a food-grade warehouse in Curtis Bay, Maryland, located within 10 miles of the Port of Baltimore. The facility is designed to support high-volume retail distribution, omnichannel logistics, ecommerce fulfillment, and value-added warehousing services. Barrett also provides advanced warehouse technology, transportation management, and real-time inventory visibility to help customers manage imported inventory efficiently. Is a Warehouse Near a Port Right for Your Business? If your business imports products internationally, stores large volumes of inventory, or serves customers across multiple sales channels, warehousing near a port may be a strategic advantage. A port-adjacent warehouse can reduce transportation costs, improve inventory availability, and create a faster, more resilient supply chain. 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Industries including consumer packaged goods (CPG), apparel, food and beverage, health and beauty, consumer electronics, and ecommerce often benefit from warehousing near major ports because they rely on frequent imports and efficient inventory distribution. Does Barrett Distribution offer warehousing near a port? Yes. Barrett Distribution operates a warehouse in Curtis Bay, Maryland, located within 10 miles of the Port of Baltimore. The facility supports omnichannel fulfillment, retail distribution, ecommerce fulfillment, and food-grade warehousing with advanced inventory management capabilities.
