Touting more than two decades in transloading, Bill Kinzeler knows one-and-done training cannot supply sufficient industry knowledge. That’s why the InterMat LLC partner prioritizes guiding the incoming generation and promoting systemic change.
“We’re in the first inning, or even just batting practice, of a shakeup due to geopolitical events accelerated by the pandemic,” he said. “We need to both reinvent the industry and transform the mindset of incoming professionals.”
Kinzeler, who will deliver his presentation “Business Development in the Post-COVID World” at the upcoming TDANA Fall Regional Conference in Denver, kicked off his career with studying and acquiring transload companies through Kinder Morgan. He ran Houston-area steel transloading operations, served as general manager for Gulf operations and then advanced to Kinder Morgan general manager of material services to oversee 50 operations in 20 states. Kinzeler then transitioned back to business development for Kinder Morgan and Watco Cos.
These experiences enabled Kinzeler and his group to work with many different models and processes, creating a broad knowledge base. Buying, selling and developing facilities offered insight to how to scale up and the pitfalls to expect.
“The key to success was willingness to adapt, try new things and work toward the best solution, not necessarily the one with which I was most comfortable,” he said. “It also helped me keep my ego in check.”
This dynamic environment played a key role in Kinzeler’s desire to remain in the industry.
“There’s always something different,” he said. “Cargo always moves, but people never stop pursuing better strategies for efficient, reliable service. There’s always something new to address, and I welcome that.”
Through InterMat, Kinzeler currently offers consultations for terminal operators, shippers and transloaders to assist them with supply chain processes. His group also provides services such as capacity and risk analysis, site selection, and equipment review and selection.
“As a partner, I interface with clients and promote our services,” he said. “We’re small but mighty with a six-member grow boasting more than 100 years of industry experience.”
Despite the impressive retention rate within transloading, Kinzeler harbors concern about the coming years and advocates for the appropriate preparation. Already a baby boomer-dominated industry, COVID-19 expedited retirements and the need for a well-trained incoming generation. Efforts to implement training in previous years were often delayed due to recessions and plummeting stocks.
His colleagues lament this lost decade; and while software offers great resources, it does not bridge the knowledge gap.
“We need to teach incoming professionals not only something’s purpose, but also how it's done, particularly how outside factors impact the supply chain and cause increased risk,” he said. “No one knows the answer, but I want to work with clients to process these challenges and be part of the solution.”
Kinzeler’s presentation will review how COVID-19 exposed many supply chains’ to potential shocks. The pandemic’s impact will last for many years as it bent long-established models. These factors combined with countless retirements and the vast number of private equity without long-term plans pose a dire need to invest in equipment and personnel to recover. His goals involve enticing millennials and members of Generation Z who may be accustomed to working from home or regularly switching jobs.
“Transloading doesn’t lend itself well to that lifestyle, and you can’t learn it quickly,” he said. “Because young people like challenges, we must strive to convince them this field offers exactly that if they stick with it. Companies that need to succeed will take a fresh look at previous processes and think of new solutions.”
Kinzeler will examine business development’s three-pronged solution: financial growth with existing assets; working with clients to develop new assets to meet goals and needs; and how buyers and sellers can prepare for acquisitions and mergers.
“I emphasize new technology and strategies as we can’t use the same systems upon which we’ve previously relied,” he said. “It’s not a one-size-fits-all situation because it depends on the specific business and clientele; therefore, my presentation will not so much instruct as it will inspire.”
The industry professional encourages members to register for the Oct. 18-20 TDANA Fall Regional Conference in Denver to receive diverse perspectives on many topics. His presentation will assist attendees – both buyers and sellers – in diagnosing their businesses with various key prompts.
“The information I’ll share will equip transloaders with the right mindset needed to plan for the future logistically and realistically,” Kinzeler said. “If they’re not able to check all of the boxes right now, I’ll offer guidance on how they can get there.” | 
