Thomas Paciello

Examiner
DISC Type : cs

National Air Logistics Transportation Security & DG Compliance Manager at Kuehne+Nagel

Yonkers, New York, United States

Overview

Thomas is the Director of TSA Compliance and Processes at Kuehne+Nagel, with a deep background in air logistics, customs, and dangerous goods management. A graduate of New York University, he is also a licensed, albeit self-described "non-practicing, " customs broker with a long tenure at his current company.

Outside of his direct role, Thomas is highly engaged in the logistics community. He actively shares insights on complex topics like customs classifications, the future of freight forwarding with AI, and collaborative efforts with government agencies like the TSA to improve air cargo security.

He is part of the TSA Advisory Group, a collective of freight forwarders that assists the TSAs Air Cargo division.

Personality Overview

Overcautious

Process Oriented

Late Adopter

The only way to convince them is by showing them examples and ample proof.  Being observant comes to them naturally. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

TSA & Air Security
As Director of TSA Compliance and a member of a TSA advisory group, he is focused on securing air cargo from explosives and other threats.
Customs Brokerage
As a licensed customs broker, he shows a deep interest in complex HTS classifications and customs compliance issues.
Dangerous Goods
He is qualified in Dangerous Goods (DG) training and is authorized to approve shipments of High Consequence Dangerous Goods.

Media Appearances

Thomas has no verified media appearances

Work History

7-2024
National Air Logistics Transportation Security & DG Compliance Manager at Kuehne+Nagel
1-2016
Director-TSA Compliance & Processes at Kuehne+Nagel
9-2008 - 12-2015
National Airfreight Process Manager at Kuehne+Nagel
10-1996 - 10-1997
Customs Brokerage and Sales at Comet Customs Brokers Inc
10-1995 - 10-1996
Customs Brokerage Manager at Salvati & Santori Group

Education

1975 - 1979
Bachelor of Arts (BA) from New York University
1971 - 1975
Education details unavailable from Cardinal Hayes High School

More Information

Social Presence :

Prographics :

Exp : 26 Location : Yonkers, New York, United States Job Level : Middle Designation : National Air Logistics Transportation Security & DG Compliance Manager at Kuehne+Nagel
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Be firm in your communication and stay in control

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Thomas

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Thomas move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Thomas take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Thomas

Personality Compatibility


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