587: Lucas Solutions on Startup Lessons, 3PL Strategy, and Relationship-Driven Growth

In this episode of The New Warehouse Podcast, Kevin chats with Chris Lucas, founder and CEO of Lucas Solutions, a startup built around helping emerging brands grow through better 3PL relationships, compliance-focused software, and real operational support. From accounting at KPMG to hedge funds to fulfillment floors, Chris shares the unfiltered story behind launching his own company, learning from failure, and embracing the unexpected. This episode offers a rare behind-the-scenes look at the journey from employee to founder—and the power of relationships in warehousing.

From CPA to Warehouse Floor: A Nonlinear Path to Logistics

Chris never planned to land in warehousing. His early career in accounting and finance helped him realize he wanted to make an impact beyond the audit. After transitioning into sales at a third-party logistics provider(3PL), he found himself on the receiving dock, pick line, and eventually in high-stakes boardrooms.

That hands-on experience shaped his perspective. “Anytime I closed an account, I would go work their operation and learn it while we were doing it.” Exposure to operations, sales, engineering, and ownership gave him a uniquely broad foundation for launching Lucas Solutions.

Early on, he landed a major deal through pure hustle—1,000 LinkedIn messages led to a client that became the 3PL’s largest in history. When that brand later went bankrupt, Chris had to sell off inventory and navigate the fallout. “One week you’re the hero, the next you’re in cleanup mode. That’s logistics.”

Building Lucas Solutions: Failures, Detours, and a Vision

Lucas Solutions didn’t start with a clear roadmap. Chris originally set out to build a small 3PL focused on supporting early-stage brands with more attention, tech, and care than most startups receive. However, when a facility deal fell through, he shifted his focus to solving operational problems through compliance-driven software.

That pivot opened unexpected doors. “I didn’t plan to build software—I just saw a problem and started building a solution.” Now, in pre-seed mode, Lucas Solutions is attracting partners across the logistics and brand ecosystem. Chris credits the founder network, particularly the Beauty Connect community, for fueling the company’s momentum.

His advice to others going solo? Don’t wait for perfect conditions. “You can plan the best you can, but you can’t see everything that’s going to come your way.”

Relationships Are the Real Infrastructure

Throughout the conversation, Chris returns to one recurring truth: relationships matter most. From mentors and former bosses to random conference connections and fellow founders, every opportunity in his career has been built through people.

He also emphasizes the long game when it comes to industry events. “If you’re going to go to a conference, plan to invest three years.” For Chris, Beauty Connect is more than just a booth.

“I’ve met some amazing partners—and a lot of that was because of Beauty Connect.”

Whether it’s a Mets suite, a Lakers game, or a warehouse walk-through, his approach is grounded in creating real experiences with people. That mindset has helped him support startups, sell stuck inventory, and find the next opportunity, even when the original plan falls apart.

Key Takeaways from Lucas Solutions

• Chris built his company by working every role—from sales to warehouse floor—to understand fulfillment inside and out.
• His first big win came from sending 1,000 LinkedIn messages, proving that hustle often beats a perfect plan.
• After a major client went bankrupt, he pivoted and built Lucas Solutions around solving operational pain points.
• Relationships, not funding or tools, have been the most significant driver of opportunity and growth for his business.
• He believes success in logistics comes from flexibility, resilience, and a willingness to walk through hard lessons. Every deal, partner, and opportunity came from investing in people first, not transactions.

Listen to the episode below and leave your thoughts in the comments.

Guest Information

To connect with Chris on LinkedIn, click here or email him directly at CDL@lucassolutions.com. 

For more stories like Lucas Solutions, check out the podcasts below. 

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517: Leveraging Podcasting to Fuel 3PL Growth

459: Managing Rapid 3PL Growth and Insights into the 3PL Landscape with Renewal Logistics