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Victor Gichun, Vice President of Business Development at Excess Logic, a nationwide leader in surplus equipment and electronics liquidation, offers businesses a seamless way to
manage excess and obsolete inventory. What sets Excess Logic apart is its ability to create value through a robust ecosystem of providers and a laser focus on customer experience and competitive differentiation. In this episode, Victor shares how Excess Logic has engineered its customer-centric processes and ecosystem strategy to create value and growth, differentiated itself in a crowded market, and aligned its operations to deliver measurable results.
Victor, I’m looking forward to your insights and hearing how Excess Logic’s ecosystem and differentiation strategies have enabled it to create value and drive growth. Your story highlights the importance of aligning resources, fostering collaboration, and standing out in a crowded market.
High-Impact Ecosystem Takes Customer Experience to a New Level
Victor, let’s start by discussing the challenges your customers face. Managing surplus and obsolete equipment is a complex and often overlooked part of business operations. What are the most common challenges your customers encounter, and how does Excess Logic help them overcome these hurdles?
Hi Laura, thanks for having me here. One of the most common challenges our customers encounter is what to do with the excess equipment and electronics they no longer need. In the US, companies can’t just throw it into a garbage bin; they need to dispose of any electronic equipment properly to make sure it doesn’t end up in a landfill and doesn’t pollute the environment.
Excess Logic solves this problem.
It sounds like Excess Logic provides a lifeline for businesses struggling with these issues. Given your commitment to creating customer value, how do you ensure your solutions are tailored to meet the diverse needs of customers across industries?
To ensure that our solutions are tailored to meet the diverse needs of customers across industries, Excess Logic established a surplus equipment remarketing and disposal ecosystem across the nation. This is something that differentiates us from the competition.
Competing on a Differentiated Customer Experience Facilitated Growth
Excess Logic operates in a very competitive and cluttered market, making growth challenging. Yet the company is growing by focusing on customer experience. How do you differentiate your company from competitors, and how do you embed these qualities into your operations and service delivery?
To differentiate Excess Logic from competitors, we provide a one-stop solution. Any company has different departments with different types of equipment and electronics. The IT department has laptops and computers, the research department has analytical and R&D instruments, the production department has manufacturing equipment, and so on and so forth. A one-stop solution covers all departments and all types of surplus equipment anywhere in the US at once. A lot of our current clients, and we have over 500 clients now, used two or more different vendors for each location before they started working with Excess Logic, because each vendor they used before helped them dispose of a particular type of excess equipment. If the company has 15 locations, it works with 30-45 different vendors. As a result of our extensive provider network and streamlined logistics. This makes for a better customer experience and major cost savings, which drastically improves our customers’ bottom line.
We believe firmly in understanding and mapping the ecosystem and using the ecosystem to identify prospects and better serve customers. It’s a powerful growth strategy. Your nationwide reach and extensive network of providers are impressive. How does this ecosystem enhance your ability to serve customers efficiently and effectively?
This is a very good question. Since 2018, when we started working with Google Excess Logic has developed a true nationwide network. This ecosystem allows us to provide same-day excess equipment removal services anywhere in the US, except Alaska and Hawaii.
This flexibility allows our customers to feel confident that the excess equipment sitting in the way of the new equipment will be removed on time and disposed of properly or resold for the maximum value.
Achieve Better Customer Experience with Data-Driven Insights
We have found in our work that customer experience is often the linchpin of long-term success. Where does customer experience fit into your company’s strategy, and how do you ensure it remains a top priority?
Over 50% of our business is repeat customers. This is because our clients, once they receive our services, prefer to use Excess Logic again and again because it’s easy, dependable, and valuable.
Besides the value of removing and disposing of excess equipment, Excess Logic remarkets excess equipment to recoup the investments our clients made into equipment. Our ability to sell it via online marketplaces to end users and recover the maximum value makes our service invaluable.
In our experience, customer experience plays a critical role in customer retention and lifetime value. Data is critical to making sure you deliver what customers want. Without good data products and services, especially new ones, can end up being a market flop. While data is no guarantee you’ll have a hit, it can go a long way toward improving your odds of success. What data do you use to stay ahead of trends and continuously deliver value to your customers?
This is another very good question. Since we sell surplus equipment via online marketplaces, we need to make sure that the asking price is right. Excess Logic uses one of the most advanced data sources that shows how much surplus equipment has been sold for the last 90 days anywhere in the world. This data allows us to put surplus equipment on the market at the right price and therefore recover the maximum value for our clients.
Data is a powerful tool for identifying opportunities and driving innovation. What are some examples of data-driven insights that have enabled you to be more customer-centric?
We use a unique system that provides us with the actual prices the equipment we are selling has been sold for. This system integrates all major online marketplaces such as Amazon, eBay, Alibaba, Rakuten, and many more. Based on this information, we set the asking price, which is the highest price the market can pay. This insight allows Excess Logic to sell surplus equipment for much hire prices than traditional auctions or competitors that don’t have access to this system.
Operational Excellence with Analytics Improves Customer Experience and Growth
Operational excellence is at the heart of delivering consistent value. McKinsey’s article on analytics and asset management highlighted the importance of analytics and insights in the asset management space to improve distribution effectiveness, investment performance, and productivity. What steps has Excess Logic taken to leverage analytics and insights to improve the efficiency of the ecosystem and enhance the customer experience?
Automation, combined with our nationwide ecosystem, enables us to scale efficiently while maintaining high service quality. For example, this allows us to schedule 5 pickups a day from five different locations and provide unified reports within one week.
It’s clear that your focus on process and operational excellence has positioned Excess Logic as a trusted partner for businesses nationwide and accelerated your growth.
Boost Growth with Analytics, Operational Excellence, and a Dynamic Ecosystem
As we wrap up, is there any advice you have for other companies looking to reengineer their processes for growth or create an ecosystem?
My advice to the listeners. If you run a business or want to start one,
here are three things to consider:
- Find an edge, meaning, what would make your company stand out from your competitors. This is crucial for success.
- Hire only top performers. The first five people you hire will define the future of your company. If you hire underperformers, they will hire underperformers too. If you hire top performers, they will hire people alike, and every new hire will make your company stronger.
- Implement a compensation system that depends on the results. Average, not high salary and bonuses, and commissions for meeting KPIs. Such a system is a good filter for underperformers.
Victor, thank you for sharing your insights and giving us a closer look at how Excess Logic leverages analytics, automation, and a powerful nationwide ecosystem to deliver operational excellence and enhance the customer experience. Your story highlights the powerful role of aligning processes, outsourcing, and leveraging data to scale efficiently while maintaining high service quality.
We welcome a conversation with you if you are looking to drive growth, focus on operational excellence, and/or create a seamless customer experience through data-driven decision-making.
FAQ:
A1: Excess Logic solves a high-friction, high-risk operational problem: how to remove, dispose of, and/or remarket surplus and obsolete equipment—especially electronics—legally, responsibly, and efficiently. For many businesses, this is not a simple “clean-out” task. Regulations and environmental constraints mean equipment cannot be casually discarded, and operational realities mean excess inventory often blocks new equipment deployment. The complexity is compounded by multi-location footprints and multiple equipment categories across departments.
A2: By building a nationwide remarketing and disposal ecosystem—a structured network of providers and logistics partners capable of handling diverse equipment types across geographies. This ecosystem approach allows Excess Logic to adapt to different customer needs without forcing customers to manage multiple vendors, contracts, and processes. The differentiation is not merely service coverage; it is operational coordination at scale.
A3: A true one-stop solution across departments, equipment categories, and locations. Most companies previously used multiple vendors—often two or more per location—because vendors specialized by equipment type. For a business with 15 locations, that could mean managing 30–45 vendors. Excess Logic replaces that fragmentation with a single coordinated system, enabled by a robust provider network and streamlined logistics. The customer value is clear: fewer handoffs, fewer failure points, faster execution, and meaningful cost savings.
A4: The ecosystem enables operational flexibility and responsiveness. Since developing its nationwide network (notably strengthened through work beginning in 2018), Excess Logic can provide same-day removal services anywhere in the U.S. (excluding Alaska and Hawaii). This capability reduces downtime and operational clutter for customers, ensuring excess equipment does not become a bottleneck for new equipment deployment. It also increases customer confidence that removal, disposal, and resale will be handled correctly and on time.
A5: Customer experience is a growth engine. Victor notes that over 50% of business comes from repeat customers, which signals that the experience is easy, dependable, and valuable enough to become the default choice. In a service category where switching costs can be low and vendor performance varies widely, repeat usage is a strong indicator of customer trust and operational reliability.
A6: Excess Logic uses advanced market data to price surplus equipment accurately and maximize recovery value for clients. Specifically, they leverage a data source showing what similar equipment has sold for in the last 90 days globally, integrating pricing intelligence across major marketplaces (e.g., Amazon, eBay, Alibaba, Rakuten). This enables them to set asking prices at the highest level the market will bear, often outperforming traditional auctions or competitors without comparable data access. The customer value is direct: higher recovery value, better ROI on equipment investments, and improved bottom-line impact.
A7: Automation combined with the ecosystem enables scale and consistency. Victor cites the ability to schedule multiple pickups per day across different locations and deliver unified reporting within one week. This is operational excellence in practice: coordinated execution, reduced administrative burden for the customer, and standardized reporting that supports accountability and repeatability.
A8: Three principles:
- Find an edge: Define what makes the company stand out—differentiation is not optional in crowded markets.
- Hire top performers early: The first hires shape culture and future talent quality.
- Tie compensation to results: Use KPI-linked bonuses/commissions as both a performance driver and a filter for underperformance.
A9: Differentiation is engineered—not declared. Excess Logic demonstrates how a customer-centric ecosystem, supported by analytics, automation, and operational discipline, can reduce customer complexity, increase speed and reliability, and create measurable financial value. When the experience becomes easier and outcomes become provable, retention rises—and growth follows.
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