Cash Flow Power Moves: Pricing, Terms & Tools That Protect Your Business, Ep #33
Release Date: 11/20/2025
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,...
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The Section 179 Trap: Why Tax Breaks Shouldn’t Drive Your Equipment Purchases, Ep #32
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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...
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How Foreign Trade Zones Can Unlock Millions in Working Capital, Ep #31
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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...
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Building a KPI Culture That Drives Real Improvement on the Shop Floor, Ep #30
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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....
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Inside the Numbers: Roger Atkins’ MTForecast 2025 Preview for Small Manufacturers, Ep #29
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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...
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From First Questions to First Deals: Navigating Machine Shop Acquisitions, Ep #28
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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...
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Top Shops Benchmarking: The Numbers That Separate Leaders from the Rest, Ep #27
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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...
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Beyond the Highest Bid: Selling Your Business with Legacy in Mind, Ep #26
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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...
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Legacy, Liquidity, and the Long Game: What Really Happens After the LOI (Part II), Ep #25
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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...
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Legacy, Liquidity, and the Long Game: Building Value Before You Sell, Ep #24
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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_outlineIn 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, and Phil Hanke of CLA—before guiding the conversation into the cash-flow trenches. What follows is an engaging deep dive into the issues manufacturers wrestle with every single day: slow-paying OEMs, inventory pile-ups, quoting mistakes, sneaky cash traps, and how to build the financial visibility that keeps shops alive.
With decades of combined experience across shop ownership, accounting, and advisory, Mike, Jon, and Phil break down the real mechanics of cash flow: how it gets tied up, where it silently leaks, and how small changes in terms, quoting structure, deposits, and vendor relationships can immediately strengthen your financial position. Audience comments throughout the episode add even more depth, with owners openly sharing the challenges they face in today’s extended-terms environment.
From negotiating deposits to mastering the 13-week cash-flow model, this episode equips manufacturers with practical, battle-tested tools they can implement right away. Whether you're running a newly launched job shop or a mature precision manufacturer, this live format offers clarity, community, and real-world strategies you won’t hear anywhere else.
You will want to hear this episode if you are interested in...
- (2:16) Why you should use Hire MFG Leaders for your next hire
- (2:44) Mike sets the agenda: focusing on cash flow challenges manufacturers overlook
- (3:26) Jon and Phil introduce CLA and their work supporting manufacturers
- (4:40) Overlooked cash-flow issues and common pitfalls
- (8:10) Real shop example: obsolete inventory discovered during due diligence
- (9:36) Using deposits and up-front payments to improve the cash cycle
- (10:02) Why negotiating terms with OEMs is difficult and what shops can control
- (11:42) Pricing NREs, tooling, and upfront costs correctly
- (12:29) The accounts-payable side: terms, discounts, and preventative maintenance
- (13:14) Audience discussion: asking customers to cover material or provide it
- (15:02) How payment terms redefine what an “ideal customer” looks like
- (16:13) Customer grading: A/B/C/D system for evaluating cash-flow impact
- (19:08) Invoice terms, timing, early-payment discounts and hidden costs
- (20:34) Grow your top and bottom line with CliftonLarsonAllen (CLA)
- (21:09) Challenges with customers paying late or using credit cards
- (23:35) Audience question: when does factoring make sense?
- (25:29) Breaking down the 2%/10 Net 30 math and annualized cost
- (27:24) Story of a shop whose discount habits destroyed their cash cycle
- (30:30) Question on balancing discounts with cash availability
- (32:25) “Accounts Payable Olympics”: gold, silver, and bronze strategies
- (38:10) Importance of accurate invoicing, paperwork, and timely receiving
- (39:51) The 13-week cash-flow tool: How to forecast receivables, payables, payroll, and fixed expenses
- (42:04) Achieve effective workholding with SMW Autoblok
- (44:05) Using the model for long-term CapEx and tax-payment planning
- (46:11) Real example: a $500k swing discovered through variance tracking
- (47:19) Why shop owners must personally review cash-flow forecasting weekly
- (49:00) Mike’s closing message: cash flow is the lifeblood of every shop
(50:37) Final thanks and episode wrap-up
Resources & People Mentioned
- Connect with Josh McKain
- Connect with Phil Hanke
- Connect with Jon Hughes
- Why you should use Hire MFG Leaders for your next hire
- Grow your top and bottom line with CliftonLarsonAllen (CLA)
- Achieve effective workholding with SMW Autoblok
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