Legacy, Liquidity, and the Long Game: Building Value Before You Sell, Ep #24
Release Date: 07/24/2025
Cash Flow Power Moves: Pricing, Terms & Tools That Protect Your Business, Ep #33
Buy the Numbers
In this special crossover episode of Buy the Numbers, Mike Payne joins Josh McCain on The Throughput Show for a fully interactive, live conversation about one of the most misunderstood and mission-critical topics in manufacturing: cash flow. Unlike traditional episodes, this one unfolds in real time with audience questions, open dialogue, and the kind of raw, honest examples operators rarely get to hear outside of private masterminds. Josh kicks off the episode with his hallmark energy and levity—complete with an unexpected “musical” intro for guests Mike, Jon Hughes,...
info_outline
The Section 179 Trap: Why Tax Breaks Shouldn’t Drive Your Equipment Purchases, Ep #32
Buy the Numbers
When Section 179 and bonus depreciation come back into play, it’s easy to get swept up in the excitement of “saving on taxes.” Every year around this time, I start hearing from shop owners who are ready to buy a new machine before the end of Q4—sometimes for the right reasons, but often for the wrong ones. Don’t get me wrong, I love a good deduction as much as anyone. But if you wouldn’t buy that equipment without the tax break, you probably shouldn’t buy it because of it. In this episode of Buy the Numbers, I sit down with my good friend Ty Willis from Verdant...
info_outline
How Foreign Trade Zones Can Unlock Millions in Working Capital, Ep #31
Buy the Numbers
When tariffs, trade policy, and cash flow collide, manufacturers are forced to think creatively—or risk being crushed by uncertainty. That’s exactly where Mary Buchzeiger, CEO of Lucerne International and Lucerne Global Solutions, found herself. With skyrocketing tariffs on imported automotive components, Mary realized the solution wasn’t to absorb the hit—it was to rewrite the playbook altogether. In this episode of Buy the Numbers, we dig into how Mary leveraged a little-known financial and logistical strategy: the Foreign Trade Zone (FTZ). By turning Lucerne’s Michigan...
info_outline
Building a KPI Culture That Drives Real Improvement on the Shop Floor, Ep #30
Buy the Numbers
In this episode of Buy the Numbers, host Mike Payne sits down with continuous improvement coach and Lean Six Sigma Master Black Belt Brian Karp to dig into the metrics that matter most for manufacturing leaders. Together, they explore how data can be used not just to measure performance, but to transform culture, drive engagement, and spark meaningful improvement across every department. For more than a decade, Brian has helped manufacturers simplify their approach to measurement—turning overwhelming spreadsheets and endless KPIs into tools that actually guide better decisions....
info_outline
Inside the Numbers: Roger Atkins’ MTForecast 2025 Preview for Small Manufacturers, Ep #29
Buy the Numbers
In this episode of Buy the Numbers, I sit down with Roger Atkins, President of the National Tooling and Machining Association (NTMA), to talk about the real state of U.S. manufacturing as we close out 2025. Representing more than 1,000 small and medium manufacturers nationwide, Roger brings a boots-on-the-ground perspective to the headwinds, opportunities, and trends shaping the industry right now. The conversation goes well beyond statistics to explore the forces behind them. Roger shares his preview of the MTForecast conference and NTMA’s ENGAGE event, pulling back the curtain on survey...
info_outline
From First Questions to First Deals: Navigating Machine Shop Acquisitions, Ep #28
Buy the Numbers
When you’re buying a machine shop for the first time, it’s easy to feel like you’re lost in the dark. I’ve been through more than 150 transactions in my career, but I still remember what it was like sitting across from my first seller—wondering if I was asking the right questions or if I was missing something important. That’s why I love conversations like this one. In this episode of Buy the Numbers, I sit down with Jeff Lee, Operations Manager at Hayer Engineering in Singapore. Jeff reached out after listening to some of our episodes on acquisitions, and the quality of his...
info_outline
Top Shops Benchmarking: The Numbers That Separate Leaders from the Rest, Ep #27
Buy the Numbers
In this episode of Buy the Numbers, Mike Payne sits down with Dave Necessary, Executive Vice President of Products and Markets at Gardner Business Media, to dig into the power of benchmarking and the Top Shops program. For more than a decade, Top Shops has been the definitive survey that shows manufacturers where they stand—highlighting the practices, strategies, and investments that consistently separate the best from everyone else. Dave shares how the survey functions like a business health check-up, providing both an industry-wide benchmarking standards report and a...
info_outline
Beyond the Highest Bid: Selling Your Business with Legacy in Mind, Ep #26
Buy the Numbers
Selling a business is rarely just about the numbers—and in this episode of Buy the Numbers, we explore why. Recorded at the CLA Connect Center in Minnesota, Mike Payne and guest co-host Erin Mickels sit down with two sets of owners who have recently gone through the process of selling their companies. From fielding unsolicited offers to choosing between 26 potential buyers, their stories highlight the strategic, emotional, and deeply personal factors that shape a sale. Joel Bauer of Midsota Manufacturing shares his unlikely journey from part-time welder to co-owner of a thriving...
info_outline
Legacy, Liquidity, and the Long Game: What Really Happens After the LOI (Part II), Ep #25
Buy the Numbers
If you think selling your business is just about getting the highest number, think again. In Part II of my conversation with the all-star team at CLA—Erin Mickels, Mike Britten, and Mike Pohl—we dig into the fine print that can make or break your deal after the handshake. From LOIs to sales price allocations to working capital battles, this is where the real money is won or lost. We start with what seems like a formality—signing the LOI—but as you’ll hear, that’s often the moment your leverage walks out the door. I’ve seen it firsthand: missed tax planning, bad...
info_outline
Legacy, Liquidity, and the Long Game: Building Value Before You Sell, Ep #24
Buy the Numbers
If you’ve ever thought, “I’ll sell when I’m ready”—you’re already behind. In this episode of Buy the Numbers, I sit down with three powerhouse advisors from CLA—Erin Mickels (owner transition expert), Mike Britten (tax wizard), and Mike Pohl (wealth whisperer)—to unpack what it really takes to set yourself up for a successful exit from your manufacturing business. We talk through the overlooked planning window between “someday I’ll sell” and “it’s time to list.” Whether you're ten years out or just three, this conversation will help...
info_outlineIf you’ve ever thought, “I’ll sell when I’m ready”—you’re already behind. In this episode of Buy the Numbers, I sit down with three powerhouse advisors from CLA—Erin Mickels (owner transition expert), Mike Britten (tax wizard), and Mike Pohl (wealth whisperer)—to unpack what it really takes to set yourself up for a successful exit from your manufacturing business.
We talk through the overlooked planning window between “someday I’ll sell” and “it’s time to list.” Whether you're ten years out or just three, this conversation will help you shift your mindset from just growing revenue to building transferable value. Because a higher top line doesn't always mean a bigger payday—and once you understand the levers that actually impact valuation, you can start pulling them now.
We also hit some real talk about what happens after the wire hits your account. What are your personal goals? How much do you actually need to retire, launch your next thing, or leave a legacy? And how can you avoid giving too much to the IRS—or your kids, if that’s your preference?
Bottom line: The best exits aren’t lucky. They’re engineered. And if you want to stack the odds in your favor, this episode will show you where to start.
You will want to hear this episode if you are interested in...
- (0:12) Grow your top and bottom line with CLA
- (1:20) Meet the guests: CLA’s experts in wealth, tax, and transition
- (4:03) Start with the end in mind: How much do you really need to walk away?
- (8:10) Why personal financial clarity should come before valuation
- (11:37) Bridging the gap between what your business is worth and what you need
- (14:10) Growing value ≠ growing revenue—what actually drives multiples
- (15:32) The buyer’s perspective: asset sales, stock sales, and tax surprises
- (17:44) Market timing matters: Don't let ego miss the window
- (19:37) Check out Verdant Commercial Capital to get a true partner in your corner
- (20:17) Why it's normal to feel overwhelmed—and how to build the right team
- (22:30) The critical three-year window: Your numbers matter more than ever
- (27:00) From handwritten notes to a valuation nightmare
- (28:10) Here's why you need quality audited/reviewed financials
- (31:25) Quality of earnings reports: Not just validation, but storytelling
- (32:43) Building buyer confidence with customer profiles and payment history
- (35:24) Don’t ignore risk: succession, estate planning, and key-person exposure
- (38:10) Tax landmines: personal expenses, nexus issues, and employee bonuses
- (41:42) Top Shops 2025 preview—join us in Charlotte!
Resources & People Mentioned
- Grow your top and bottom line with CLA
- Check out Verdant Commercial Capital to get a true partner in your corner
- Top Shops 2025 preview—join us in Charlotte!
Connect with CLA
- Connect with Erin Mickels, CPA
- Connect with Mike Britten
- Connect with Michael Pohl, CPA, CFP®
Connect With Buy the Numbers
Subscribe to Buy the Numbers