Meet Trincon’s advisory team
Duff H. Swain, President
“We go through the same process of discovery every time we work with a company and we always turn up different results because no two companies are the same. If the ownership is different, the company is different and the solutions to its individual dilemma’s are different.”
In 1982, business consultant Duff H. Swain found an opportunity to apply his industry knowledge and experience to help the ownership of closely-held trucking companies through a difficult period. The industry was reeling from recent deregulation, the economy was in recession and the failure rate of trucking operations doubled the national average of all companies.
He founded his consulting firm, TRINCON Group, and took on his first client—a trucking company that was emerging from Chapter-11 reorganization. Despite the troubled times, the business plan that Swain developed allowed the client to successfully exit bankruptcy protection in 1983. It was one of only two transportation companies to do so that year.
From his initial successes, Swain moved the company forward and assembled a multi-faceted professional team to focus on the unique needs of the trucking, transportation and shipping industries.
In 1983, Swain developed an activity based costing system which was used as an analysis tool for new clients. The system allows motor carriers to develop pricing that relates to customers and trips and measure cost as affected by time and distance. In 2002, the system evolved into the product Tru-Cost®.
In 1999, Swain spear-headed an innovative program to address the severe driver shortage in the U.S. by training and recruiting new drivers from Puerto Rico’s large labor pool. The program provided prospective drivers with CDL training and an opportunity to earn a competitive wage based on quality, productive performance. Most notable was the development of a driver career path that introduced the employees to the profession and allowed them to progress and develop a successful career.
Swain has authored several white papers and trade articles on the subjects of driver turnover, cost-based accounting and other topics. He is frequently featured in national publications and media outlets, including leading industry magazines, The New York Times, USA Today and National Public Radio, to discuss issues that affect the trucking industry. He also appears as a featured speaker in the “Fleet Executive” DVD series produced in 2006 by Big Truck TV.
Swain is a member of the Truckload Carriers Association (TCA), the Ohio Trucking Association (OTA) and the National Tank Truck Carriers (NTTC).
William Kistner, Vice President of Marketing Services
“It is amazing how much better companies function once management fully understands that their sales and marketing employees cannot do their jobs well without a clear, understandable process in place.”
Kistner has worked as a professional consultant and educator for more than 24 years and has served as a TRINCON advisor since 1992. As vice president of marketing services, he specializes in developing marketing strategies and training programs, as well as management development for transportation industry companies. Kistner is also TRINCON’s on-site manager of the company’s Driver Hiring & Retention consultation program. Some of his accomplishments include:
- Career training for more than 84,000 professionals
- Marketing program development for more than 100 trade shows
- Development of profit selling plans for the trucking industry
- Seminar instruction and advisory services for driver recruiting and retention programs
Kistner is a graduate of Bowling Green State University with a master’s degree from the University of Toledo.
Kistner is an adjunct faculty member at Franklin University in Columbus, Ohio, and a member of the American Marketing Association, among other professional organizations.
John Jackson, Vice President of Operations
“Many transportation companies have been late to the technological revolution. We can recognize where they are under-asserting themselves and show them how technology can wring out costs and pay for itself over and over again.”
Jackson, who joined TRINCON in 2006, has held high-level executive positions at several diversified carriers, including Odyssey Logistics, HazMat Environmental Group, Trimac / DSI Transports, Enterprise Transportation, and Chemical Leaman. Jackson offers expertise in operations planning and technology, pricing, and cost-containment.
Some of his specialized experience includes helping carriers:
- Make cost-effective technology investments
- Develop profitable pricing strategies
- Trim costs
- Operate in specialized industries, including liquids and dry bulk products
An honors graduate of Villanova University with a degree in accounting, Jackson is a certified transportation practitioner. He authored the publication Tank Truck Operations and General Trucking Terminology and has been affiliated with several trucking industry associations.
Jim Buchanan, Vice President of Operations
Buchanan has extensive operations and financial experience gained by leading two international logistics and trucking organizations. Top positions include CEO, COO, VP Maintenance, and National Sales and Marketing Manager. As VP Operations for Trincon, Buchanan is involved with project management that takes clients from evaluation of financial information through implementation of an action plan for turnaround and problem resolution. With recent experience setting up two divisions for clients in heavy haul and super heavy haul initiatives specific to wind power and petrochemical projects, he calls on past achievements and successes in these areas for fleets looking to develop niche markets.
Prior to his arrival at Trincon Buchanan was actively involved with commercial real estate and business acquisition pro forma initiatives, and owner of a 1250 power unit specialized heavy haul fleet. Part of the ongoing research and participation in the industry, he has written and contributed to White Papers as well as receiving current exposure as a driver in van and flatbed fleets. From a perspective of hands on experience, Buchanan brings credibility in the industry not only from a top leadership and advisory role, but as a front line member in the day to day operation of fleet and customer service.
Buchanan’s education includes an MBA. He also served in the US Army.
Jim Swain, Marketing Services & Sales Manager
Swain joined TRINCON in November 2007 and will focus on the development of the company’s sales plans. Additionally, he will work on generating new business development and maintaining current client relationships.
Prior to working for TRINCON, Swain was the director of infrastructure and business development for Milestone Presentations, LLC, where he successfully developed marketing and sales plans for event promotions. He also served as the executive director for infotec, where he created a regional destination event and increased infrastructure support by 400 percent.
Swain also serves as the chapter president of the Association of Information Technology Professionals (AITP).