Buy the Numbers
A deep dive into the financials of running a Manufacturing business.
info_outline
Cash Flow Power Moves: Pricing, Terms & Tools That Protect Your Business, Ep #33
11/20/2025
Cash Flow Power Moves: Pricing, Terms & Tools That Protect Your Business, Ep #33
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, 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 Connect with Connect with Why you should use for your next hire Grow your top and bottom line with Achieve effective workholding with Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/39104855
info_outline
The Section 179 Trap: Why Tax Breaks Shouldn’t Drive Your Equipment Purchases, Ep #32
11/06/2025
The Section 179 Trap: Why Tax Breaks Shouldn’t Drive Your Equipment Purchases, Ep #32
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 Commercial Capital to talk about how to make smarter, data-driven decisions when it comes to equipment purchases. Ty shares a powerful analysis tool that helps manufacturers look beyond tax savings to understand true ROI—factoring in cash flow, breakeven points, and strategic timing. Together, we dig into what it really means to make a strategic equipment investment instead of an emotional one. We also talk about what we’re seeing in the market after attending AMT’s MTForecast. While 2025 hasn’t lived up to some expectations, all signs point to a strong rebound in 2026. That makes this the perfect time to evaluate your CapEx plans, your lending relationships, and your readiness for growth. Ty and I explore how financing can be an influencer, not the decision itself—and why the best purchases are made in alignment with your customers, not just your accountant. If you’ve ever felt the year-end pressure to spend before you think, this conversation will help you pause, run the numbers, and invest with confidence. You will want to hear this episode if you are interested in... (1:17) Welcome to Buy the Numbers — Mike and Ty catch up and set the stage (1:40) Why manufacturers love Section 179—and why it shouldn’t drive your buying decision (2:19) Grow your top and bottom line with CliftonLarsonAllen (CLA) (2:58) Ty’s equipment purchasing analysis tool and how it partners with firms like CLA (6:15) MTForecast recap: What 2025 taught us and what 2026 could bring (7:43) “Finance is an influencer, not the decision”: Understanding your customer’s demand before you buy (9:33) Pent-up demand and why Q1 2026 could be explosive for U.S. manufacturing (11:11) Banking relationships vs. alternative lending—why both matter (16:34) Verdant Commercial Capital’s tailored approach to manufacturing finance (17:13) Structuring financing: loan-to-value and including setup, tooling, and rigging costs (19:50) Real numbers: Comparing cash flow impact between bank vs. Verdant financing (21:55) The Verdant application and approval process—approvals in 24–48 hours (24:57) Financing for cash-based businesses—building credit history the smart way (28:24) Setting good financial habits early to be “finance ready” when opportunity strikes (30:46) Beyond equipment: Verdant’s acquisition by Axos and expanded capabilities (33:43) How to follow Ty for updates on new financial services (37:07) How ProShop ERP can help you achieve on-time delivery Resources & People Mentioned tailored approach to manufacturing finance Grow your top and bottom line with How can help you achieve on-time delivery Connect with Ty Willis Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/38925310
info_outline
How Foreign Trade Zones Can Unlock Millions in Working Capital, Ep #31
10/23/2025
How Foreign Trade Zones Can Unlock Millions in Working Capital, Ep #31
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 facility into an FTZ, she found a way to defer duties, optimize cash flow, and even open up an entirely new revenue stream helping other companies do the same. The result? Over $5 million in freed-up working capital on a single program—and more than $500,000 in annual interest savings. Mary walks us through the process of becoming an FTZ, the operational realities, and how manufacturers of all sizes can take advantage of it. From understanding customs audits to calculating real-world ROI, she breaks down the numbers in a way every manufacturing leader can understand. This episode is part strategy, part inspiration—and all about how smart, scrappy thinking can turn financial chaos into competitive advantage. You will want to hear this episode if you are interested in... (0:00) Mary’s philosophy: “Where there’s chaos, there’s opportunity” (0:54) Mary Buchzeiger’s background that led to founding Lucerne International (3:04) Taking Lucerne global and learning through cycles of automotive highs and lows (4:24) How tariffs pushed her to explore creative cash-flow solutions (6:19) Why Verdant Commercial Capital is a true partner in your corner (6:50) Understanding what a Foreign Trade Zone (FTZ) is (and how Lucern got it) (6:10) How Lucerne became an FTZ and deferred millions in tariffs (9:42) The financial impact: $5 million in freed-up working capital and interest savings (11:52) Turning FTZ operations into a new business opportunity (12:31) How the certification process works — from audit to activation (15:45) Hidden savings: merchandise processing fees and weekly entry summaries (17:46) How Lucerne now helps other manufacturers with warehousing and FTZ setup (20:57) Grow your top and bottom line with CliftonLarsonAllen (CLA) (21:35) Which companies benefit most: importers with long payment cycles (24:14) Lucerne’s new FTZ savings calculator for manufacturers (26:08) The difference between FTZs, bonded warehouses, and free trade zones (29:14) Other ways FTZs can significantly positively impact your business (30:47) The importance of creative, adaptable thinking in manufacturing (36:35) Small financial adjustments that create massive long-term value (39:26) Check out the SMW Autoblok catalog Resources & People Mentioned Why is a true partner in your corner Grow your top and bottom line with Check out the Connect with Mary Buchzeiger Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on +
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/38750510
info_outline
Building a KPI Culture That Drives Real Improvement on the Shop Floor, Ep #30
10/09/2025
Building a KPI Culture That Drives Real Improvement on the Shop Floor, Ep #30
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. He and Mike talk about where to start when you don’t have a dashboard, how to align KPIs with what customers truly care about, and how to avoid “analysis paralysis” when trying to improve processes. Throughout the conversation, they uncover the real purpose of data collection: empowering teams to learn, not to punish. From establishing baseline metrics to tackling the “yeah, buts” that derail progress, Brian breaks down how to build a measurement mindset rooted in curiosity and continuous improvement. Mike also shares firsthand how his own team at Hill Manufacturing worked with Brian to align their KPIs, trust their systems, and use imperfect data to make better business decisions. It’s a conversation that bridges the gap between engineering precision and human behavior—showing that the key to success isn’t just tracking numbers, but understanding the story behind them. You will want to hear this episode if you are interested in... (0:49) Brian Karp’s background in manufacturing and continuous improvement (2:00) How Mike met Brian through local grant programs and Lean training (3:12) The importance of connecting KPIs to business goals (4:03) Where to start when you have no KPIs—beginning with quality, delivery, and cost (6:13) Grow your top and bottom line with CliftonLarsonAllen (CLA) (8:25) Defining metrics that actually reveal performance problems (9:41) Keeping measurement simple—tracking exceptions instead of every instance (10:55) The myth of perfect data (and why “better” beats “perfect” every time) (12:20) Getting buy-in for change: why people resist and how to bring them along (19:32) Avoiding the “yeah, buts” that derail progress (20:32) Measuring even variable processes: everything can be counted (21:55) Check out SMW Autoblok’s catalog to leverage RASRAM (22:50) Drilling deeper into job costing and profitability analysis (24:19) Benchmarking data against real performance, not assumptions (28:31) The danger of changing definitions (consistency matters) (31:04) Bringing KPIs to the shop floor—making performance visible and celebrated (33:53) Manufacturers: Make sure your voice is heard (41:38) Using customer scorecards to define internal KPIs (43:58) Why continuous improvement never ends—and why that’s a good thing (47:46) Using benchmarking tools like Top Shops to gauge industry performance (49:00) How Hill Manufacturing has evolved its KPI culture over eight years (50:28) Hill’s next challenge: driving toward zero defects (54:08) Why you need to meet us at MTForecast Resources & People Mentioned Grow your top and bottom line with Check out to leverage RASRAM Why you need to meet us at Connect with Brian Karp Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/38511990
info_outline
Inside the Numbers: Roger Atkins’ MTForecast 2025 Preview for Small Manufacturers, Ep #29
09/25/2025
Inside the Numbers: Roger Atkins’ MTForecast 2025 Preview for Small Manufacturers, Ep #29
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 data straight from job shops across America. From tariffs to labor shortages, election-year uncertainty to international trade shifts, he outlines what’s truly affecting shops and where he sees signs of stability. We also dig into the “new math” of manufacturing leadership — the push to do more with the same workforce, invest in automation and workholding instead of just machines, and partner with builders and integrators to drive productivity. Roger explains why this collaboration between equipment makers and shops is more critical than ever. Finally, we focus on one of Roger’s favorite topics: benchmarking. He shares a powerful story about how one shop used benchmarking against itself to command a premium sale price, underscoring why every shop owner should measure not just against the competition, but also against their own past performance. This episode is a blueprint for owners, operators, and leaders who want to thrive despite uncertainty—and who believe small manufacturers make the world go round. You will want to hear this episode if you are interested in... (1:00) Introducing Roger Atkins and the NTMA’s 1,000-member nationwide network (1:50) Previewing NTMA ENGAGE 2025 and MTForecast 2025 (3:57) Expectations vs. reality in 2025: Flat performance and sector-by-sector differences (5:32) Get 20% off your MTForecast registration with code MAK20 (6:47) Mike’s oil and gas perspective—slow and steady (8:32) Why no shop can depend on one industry anymore (10:22) Tariffs, international pressures, and how uncertainty delays investment decisions (11:28) Why “just make a decision” is Roger’s message to legislators (13:00) Why small manufacturers navigate uncertainty better than anyone (16:20) Forecasting equipment purchases: Bigger interest in workholding and automation (17:22) Grow your top and bottom line with CliftonLarsonAllen (CLA) (18:00) Why MTForecast is where builders and users come together to collaborate (19:22) Doing more with the same workforce: automation, quick-change workholding, and better tooling (22:23) Benchmarking: why every shop should start by measuring against itself (24:40) Benchmarking surveys as a top NTMA member benefit (and a sign of top-shop discipline) (28:14) Roger’s call to action: Business as usual no longer works (29:11) This is not your grandfather’s industry—adapt, invest, and collaborate (31:00) Paul’s Top Shops 2025 invitation and MAK20 discount code Resources & People Mentioned See us at in Detroit (7th-10th of October) AND Grow your top and bottom line with Get 20% off your with code MAK20 Connect with Roger Atkins Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/38341455
info_outline
From First Questions to First Deals: Navigating Machine Shop Acquisitions, Ep #28
09/11/2025
From First Questions to First Deals: Navigating Machine Shop Acquisitions, Ep #28
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 questions made me realize they weren’t just for him—these are the same questions countless first-time buyers wrestle with but rarely get answered. Jeff shares his story of joining his family’s 30-year-old oil & gas machining business, beginning the search for potential acquisitions in the region, and running into the roadblocks that every buyer faces: how to evaluate opportunities, when to buy assets versus equity, and what really happens when you integrate a new shop. As we work through his list, I pull from my own playbook—what I look for in a shop, how I handle customer concentration, and why ‘people’ issues almost always end up being the biggest surprises. Whether you’re on your first acquisition or your fiftieth, I think you’ll find this conversation valuable, practical, and maybe even a little reassuring. You will want to hear this episode if you are interested in… (0:43) Jeff Lee’s background and path to Hayer Engineering (3:00) Why pursuing deals can feel lonely and stressful (5:13) The characteristics I look for in a shop (7:47) Verdant Commercial Capital makes the process smooth & easy (8:25) What my acquisition strategy looks like: diversification and capabilities (11:08) Asset vs. equity deals and what transfers (14:13) Handling customer concentration risks (16:00) Declining revenue: neglect or market forces? (19:25) CapEx spending and owner age as indicators (21:18) Implementing a tech stack post-acquisition (23:53) Level up your workholding with SMW Autoblok (24:34) Onboarding employees and infrastructure quickly (27:01) Centralization vs. decentralization decisions (30:17) Managing customer relationships across shops (31:23) How people issues as the biggest surprises (33:58) Valuation approach and doubling value (39:54) Leveraging your strengths in due diligence (43:49) The future of machining: consolidation and automation (49:51) Grow your top and bottom line with CLA Resources & People Mentioned Episode #24: Episode #80: makes the process smooth & easy Level up your workholding with Grow your top and bottom line with Connect with Jeff Lee Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/38159145
info_outline
Top Shops Benchmarking: The Numbers That Separate Leaders from the Rest, Ep #27
08/28/2025
Top Shops Benchmarking: The Numbers That Separate Leaders from the Rest, Ep #27
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 personalized scorecard for participating shops. From capital investment and automation strategies to marketing, HR practices, and efficiency metrics, Top Shops reveals the numbers that matter most to shop owners serious about growth. Mike reflects on his own journey—how filling out that survey after acquiring his first shop in 2018 shaped a five-year plan to transform into a Top Shop. Along the way, he and Dave connect the dots between numbers like revenue per employee, profit margin, and capacity utilization, and the strategies that drive them upward. Whether you’re buying, selling, or scaling a manufacturing business, this conversation underscores why understanding and acting on benchmarking data isn’t optional—it’s essential. And with the upcoming Top Shops Conference in Charlotte this November, you’ll discover why being part of this community can accelerate your shop’s success. You will want to hear this episode if you are interested in... (0:14) Register for Top Shops and meet us in Charlotte, NC! (1:38) Learn about today’s guest, Dave Necessary (3:34) Hill Manufacturing's experience with the Top Shops benchmarking report (6:27) How the survey works, personalized reports, and five key differentiators (12:02) Why benchmarking matters for any shop size and metrics that drive performance (15:03) Automation and efficiency: horizontals, pallet changers, robots, ERP/MES, lights-out (17:34) Using Top Shops metrics in acquisitions, valuations, and profitability decisions (22:25) HR and marketing differentiators: cross-training, leadership, recruiting, video marketing (27:50) Adding customer value with turnkey services and expanded capabilities (28:46) Why you need to check out the SMW Autoblok catalogue (30:58) Strategic investments: automation upgrades, workholding, and optimizing older machines (39:55) Why you need to embrace the continuous improvement mindset (43:39) Survey timeline, reporting process, and the upcoming Top Shops Conference (46:20) What makes the event unique: peer learning, panels, networking, and fun (49:20) Accessing the Benchmarking Standards Report and Dave’s special offer (52:19) Grow your top and bottom-line with CLA Resources & People Mentioned Register for and meet us in Charlotte, NC! Why you need to check out the catalogue Contact Dave at DaveN@gardnerweb.com to get the Benchmarking Standards Report Grow your top and bottom-line with Connect with Dave Necessary Connect on DaveN@gardnerweb.com Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on +
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/37956245
info_outline
Beyond the Highest Bid: Selling Your Business with Legacy in Mind, Ep #26
08/14/2025
Beyond the Highest Bid: Selling Your Business with Legacy in Mind, Ep #26
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 132-employee operation. When industry consolidation threatened to change the game, he had to decide whether to expand aggressively or seek the right partner to carry the business forward. Tyler and Ashley Arrell, owners of Perfect Exteriors, walk us through their experience navigating private equity interest, evaluating strategic buyers, and prioritizing their team’s future over the highest payout. Throughout the conversation, Erin provides expert perspective from CLA’s owner transition services team, breaking down how to evaluate offers, run an efficient process, and protect your legacy. The discussion covers everything from preparing your books for sophisticated buyers to why you should always run your business as if you’re planning to sell—even if you aren’t. If you’ve ever wondered how to choose between multiple offers, when to bring in professional advisors, or how to ensure your employees and customers are taken care of after the deal closes, this episode delivers both the technical insights and the human side of the transaction. You will want to hear this episode if you are interested in... (0:32) Grow your top and bottom line with CLA (1:40) Introducing the guest co-host and today’s panel of sellers (3:56) Joel Bauer’s unconventional path to business ownership and growth (7:37) Tyler and Ashley Arrell’s journey to business ownership (12:35) The role of unsolicited offers in starting the sales process (14:33) How CLA helped assess and improve offers (17:36) Choosing between strategic buyers, private equity, and individuals (18:21) Fit, culture, and legacy versus the top-dollar offer (21:00) Narrowing down dozens of interested buyers (23:00) Why buyer interviews reveal more than just numbers (24:23) Considering internal transitions versus external sales (27:00) Running your business like you’ll sell it—whether you do or not (32:26) Nail the 7 habits of highly effective workholding with SMW Autoblok (33:08) Handling the sale process while keeping the business healthy (38:47) How unexpected events often accelerate sales decisions (40:50) Inside the interview process with potential buyers (44:13) The broker’s role in standing firm during negotiations (49:28) Why legal, tax, and financial specialists matter in M&A deals (50:22) Final advice for owners considering a sale (55:20) Navigating surprises in the buy/sell process (1:05:13) Register for Top Shops and get 20% off with code MAK20 Resources & People Mentioned Grow your top and bottom line with Nail the 7 habits of highly effective workholding with Connect with CLA Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/37779620
info_outline
Legacy, Liquidity, and the Long Game: What Really Happens After the LOI (Part II), Ep #25
07/31/2025
Legacy, Liquidity, and the Long Game: What Really Happens After the LOI (Part II), Ep #25
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 rollovers, vague language that bites back later. This episode is all about what to watch for before you sign and how to avoid rookie mistakes that can cost you millions. Then we dive deep into the deal mechanics that trip up even seasoned sellers—working capital disputes, earnout illusions, and how sales price allocations affect what actually ends up in your pocket. If you’ve never had a deal derailed over working capital, you’re lucky. But most sellers? They’re not ready for that fight—and it’s why deals fall apart at the 11th hour. And once the wire hits your account? That’s not the end—it’s the start of a whole new challenge. What do you actually do with that liquidity? How do you avoid the tax bomb that comes a year later? How does your risk profile shift when you're no longer a builder, but a steward of capital? If you’re serious about getting full value for the company you’ve spent a lifetime building—this episode is essential listening. You will want to hear this episode if you are interested in... (0:15) Grow your top and bottom-line with CLA (1:54) Structuring employee retention bonuses after a sale (2:55) Why you shouldn’t sign an LOI without legal and tax review (11:02) What buyers scrutinize during financial due diligence (11:45) Working capital and earn-out frameworks (14:18) The challenge of valuing work-in-progress (WIP) in deals (16:51) The importance of post-close working capital adjustments (17:57) How sales price allocation impacts your tax bill (21:44) How ProShop ERP can help you achieve on-time delivery (24:12) Understanding which assets are taxed at ordinary income vs. capital gains (25:40) How earnouts tied to employment can trigger wage tax (27:15) What to do (and not do) after receiving your payout (29:40) How selling changes your risk profile and investment approach (32:08) How to value fully depreciated assets in a business sale (34:40) What determines your company’s EBITDA multiple (36:06) Mike’s “psycho spreadsheet” for modeling post-acquisition performance (38:12) Valuation as both art and science in the lower middle market (42:08) How Qualifying Small Business Stock (QSBS) can help you avoid federal taxes (44:18) Why complex tax strategies require early planning and good advisors (45:44) Stay tuned for Top Shops 2025 registration! Resources & People Mentioned Grow your top and bottom-line with How ProShop ERP can help you Connect with CLA Connect with Connect with Connect with Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/37582475
info_outline
Legacy, Liquidity, and the Long Game: Building Value Before You Sell, Ep #24
07/24/2025
Legacy, Liquidity, and the Long Game: Building Value Before You Sell, Ep #24
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 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 Check out to get a true partner in your corner preview—join us in Charlotte! Connect with CLA Connect with Connect with Connect with Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on +
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/37518975
info_outline
The One Big Beautiful Bill: What Manufacturers Need to Know Now, #23
07/17/2025
The One Big Beautiful Bill: What Manufacturers Need to Know Now, #23
When I first heard about the “One Big Beautiful Bill,” I knew we had to break it down for the MakingChips audience. This isn’t just another tax update—it’s a massive, 900-page piece of legislation with real implications for manufacturers like us. Whether you're thinking about buying equipment, expanding your facility, hiring more people, or selling your business down the road, the OBBB touches nearly every part of the decision-making process. That’s why I called up my friends at CLA—Susan Roberts and Steve Combs—two tax pros who spend every day helping manufacturers figure out what’s changing, what’s staying the same, and what you need to do now. In this episode, we sort through what’s “informational” and what’s “actionable”—so you can stop guessing and start planning. We talk about everything from the return of 100% bonus depreciation, to how you can now expense R&D costs again (finally), to smart moves around entity selection and estate planning. There’s even a little salt cap drama in there. If you want to get ahead before year-end—or avoid getting caught off guard—this episode’s for you. Let’s get into it and talk about how this “big, beautiful” bill can work for you… not against you. Segments (0:18) Grow your top and bottom-line with CLA (1:33) Learn more about Susan Roberts and Steve Combs (4:05) What’s “informational” vs. “actionable” in the bill (7:42) Bonus depreciation is back—100% write-offs retroactive to Jan 19, 2025 (10:01) How cost segregation studies unlock more depreciation for recent building purchases (12:20) Why you shouldn’t buy machines just for the deduction (13:45) QBI deduction (20%) made permanent (and what that means) (17:48) Entity selection: Is it time to consider a C Corp? (19:30) R&D can now be fully expensed—unlocking credits, cash flow, and retroactive deductions for everyday shop work (27:37) Why you should listen to Buy the Numbers (30:17) Interest expense deductions get easier for manufacturers in 2025 (32:00) Limitations on capitalizing interest into inventory coming in 2026 (33:21) Individual tax deductions: SALT cap increased from $10K to $40K (with phaseout) (38:02) Why PTET (pass-through entity tax) strategies still matter (40:39) Advanced manufacturing credit for semiconductors increased from 20% to 35% (42:09) Clarifying that buying tax credits is still an option for large C Corps (46:55) Estate exemption increased to $15M and indexed for inflation (48:02) Opportunity Zone deferral extended—now with rolling 10-year plan (50:10) Low-hanging fruit for 2025: R&D recapture, bonus depreciation, cost seg studies (53:40) The risk of unintended consequences without a tax advisor (55:01) Final verdict: Is the One Big Beautiful Bill actually beautiful for manufacturing? (1:01:16) Don’t get burned by recruiters who don’t understand manufacturing Resources mentioned on this episode - Susan.Roberts@CLAConnect.com - Steve.Combs@CLAConnect.com Connect With MakingChips On On On On On
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/37436255
info_outline
Smart Money Moves: How to Grow Your Shop Without Breaking the Bank, Ep #22
07/10/2025
Smart Money Moves: How to Grow Your Shop Without Breaking the Bank, Ep #22
I’m halfway through the year and, like many of you, I feel as if it’s still February. Orders are steady but not spectacular, and every headline seems designed to keep shop owners awake at night. That’s why I invited my friend and financing partner Ty Willis back on Buy the Numbers—because cautious optimism only works if your cash flow can keep up with your ambitions. Ty funds machine tools every day, from three-spindle startups to $40 million fab shops, so he sees the real score behind the press releases. In this conversation we pull the veil off equipment financing: when to borrow, when to walk away, and how to keep your banker, your line of credit, and your future robots playing nicely together. We also unpack why a “slow-and-steady foundation” beats any shiny new five-axis—unless that five-axis comes with the cash-flow runway to feed it. You’ll hear Ty’s three phases of lending wisdom, my own war stories of growing Hill Manufacturing (including a 24-spindle acquisition we’re closing in two weeks), and a practical playbook for calling your shot six months before you sign a PO. We even run a lightning round on interest rates, Section 179, and whether the latest “no payments for six months” gimmick is really a deal. If you’re tired of financing offers that treat every shop the same—or tired of hearing “rates are too high, maybe next year”—this episode gives you the numbers, questions, and mindset to finance growth without betting the farm. You will want to hear this episode if you are interested in... (0:00) Ty’s “run lean first” mantra and why slow & steady wins the race (0:25) Check out Verdant Commercial Capital to gain a partner in your corner (1:30) Ty’s path from tech to ten years in independent equipment finance (4:53) Job shops are softer, DOD/aerospace is humming, and diversification is critical (10:09) Using cash flow as the real growth lever; the 24-spindle acquisition example (11:49) Ty’s three phases of lending maturity (valuing consultative restraint over volume) (17:36) Case study: consolidating eight lenders into one partner to free a CFO’s week (22:33) Automation financing myths—why cobots and AGVs often outlive spindles and deserve funding (26:40) Sign up for updates about Modern Machine Shop’s Top Shops 2025 (27:04) Breathing new life into 15-year-old machines with robots, bar feeders, better workholding (29:52) Pre-qualification and “calling your shot” before IMTS or FABTECH (33:27) South-Dakota-to-Florida move: financing a $500K 5-axis and hidden relocation costs (37:41) Chicago fab/machine shop’s methodical growth with bargain used five-axis machines (41:42) Ty’s four-step engagement playbook: 20-minute call, one-page soft-pull app, roadmap, relationship (44:19) Lightning round: rates, imperfect books, Section 179 reality, deferred-payment traps (55:28) Why you need to listen to the Lights Out podcast Resources & People Mentioned Sign up for updates about Modern Machine Shop’s Why we leverage the expertise of Connect with Ty Willis Check out to gain a partner in your corner Connect with Ty on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/37346810
info_outline
The Marketing Metrics That Actually Matter, Ep #21
06/26/2025
The Marketing Metrics That Actually Matter, Ep #21
What happens when a former MLB.com writer ends up leading marketing for one of the most complex machine tool portfolios in the country? You get a masterclass in translating business goals into real marketing ROI. In this episode of Buy the Numbers, Jon Star—Director of Marketing at Methods Machine Tools—joins us for a conversation about data-driven marketing, building trust with job shops, and how to actually prove your impact in manufacturing. Jon shares his winding path from sports journalism to enterprise tech to metalworking, revealing how his background in internal communications and executive messaging taught him the metrics that matter. He explains how marketing can (and should) directly support sales by understanding how the company makes money, building content around that mission, and tracking revenue—not just leads. We also dive into the real challenges job shops face when trying to diversify into new industries, and how methods like CRM implementation, service-first messaging, and persona-driven marketing help shops target the right customers with confidence. Whether you're a machine tool distributor, job shop owner, or marketer trying to earn your seat at the executive table, this episode is packed with practical insights. You will want to hear this episode if you are interested in... (0:00) Welcome to Buy the Numbers—Nick finally makes his co-host debut (0:46) Stay tuned to learn more about Top Shops 2025! (1:54) Jon Star’s unexpected journey from baseball writing to industrial marketing (8:34) Knowing how your company makes money is the foundation of great marketing (12:04) Branded house vs. house of brands explained (14:22) Selling to small job shops vs. large enterprises (15:50) Why shop owners need to market differently based on business goals (17:05) Hill’s strategy for diversifying into new industries (19:04) How Methods supports diversification through engineering and service (22:25) Measuring marketing success and hitting the right customer pain points (27:51) Why a focus on service is the best sales strategy (29:25) Grow your top and bottom line with CLA (30:03) What we’ve learned from building empathy into our marketing (31:37) Jon’s first six months: Listening, shadowing, and learning from the field (35:05) Internal dashboards vs. “sicko spreadsheets”: Jon’s tracking habits (37:41) Mike’s CRM journey—when it’s finally time to scale (39:00) MQL vs. SQL: What they mean and why they matter (46:18) Attribution doesn’t have to be perfect—but it has to be useful (47:47) Sales, marketing, and product must operate as one flywheel (51:45) Why you need to talk to your long-standing customers (and team) (56:05) Don’t be afraid to start with something basic (1:05:35) How ProShop can help you achieve on-time delivery Resources & People Mentioned Meaghan Ziemba on Connect with Guest Name Connect with Jon on Methods on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/37156470
info_outline
Beyond the Books: Turning Your Accounting into a Competitive Advantage, Ep #20
06/12/2025
Beyond the Books: Turning Your Accounting into a Competitive Advantage, Ep #20
What if I told you that your accounting function could be your greatest weapon in the fight for better margins, smarter decisions, and stronger growth? Too often, we treat accounting like a chore—just another box to check, another invoice to send. But if you're serious about building a resilient, efficient, and scalable manufacturing business, then it's time to look at accounting as a strategic function. In this episode, I’m joined by three experts from CLA—Phil Hanke, Mary Strand, and David Mauch—who live and breathe operational accounting for manufacturers. We dig into how small to midsize shops can build better systems, forecast more effectively, and make real-time decisions rooted in good data (not gut feelings). We’re not talking about spreadsheets for the sake of spreadsheets. We’re talking about boots-on-the-floor insight, setting up your ERP and accounting tools the right way, and actually using the information you collect to improve margins, reduce waste, and grow confidently. From budgeting basics to cash cycle calculations, this episode is packed with practical takeaways. If your current financial reporting feels like a black box—or if your books are still being run by a well-meaning family member without formal training—you’ll want to lean in. Because accounting isn’t just about reconciling the past; it’s about owning your future. You will want to hear this episode if you are interested in... (0:00) Mike shares a personal success story about ROI from investing in ProShop ERP (0:20) Why I believe you need to invest in ProShop ERP (2:25) Introducing guests from CLA and why their work matters to manufacturers (5:04) The labor gap isn’t just on the floor—it’s in accounting and admin roles too (8:26) Mary defines “operational accounting” and why it starts on the shop floor (12:54) Steel toes and inventory flows: how to diagnose inefficiency at ground level (14:53) Budgeting isn’t optional—Mary breaks down how to start simple and get real (19:11) Why budgeting should be a living, breathing document (20:46) Phil walks through how to turn planning into performance KPIs (24:32) Gross margin, product-line profitability, and how to use your income statement (27:43) Working capital and cash cycles—don’t let your AR terms bury your business (29:55) Pricing strategy that accounts for your cost of capital (33:00) Stay tuned for more information about Top Shops 2025 (33:25) Frequency of financial monitoring—daily vs. monthly vs. quarterly (34:47) Predictive vs. lagging indicators and building a metrics dashboard (38:38) David explains how to collect actionable data without fancy tools (43:48) Connecting floor-level data to pricing, burden rates, and margins (47:22) How 5S and competition drive operator engagement in performance metrics (53:03) The danger of underutilizing your ERP or treating QuickBooks like a checkbook (56:00) Why financial statements should align with what’s happening on your floor (58:16) Low-hanging fruit you should focus on now (1:01:47) Check out the Machine Shop Mastery podcast Resources & People Mentioned Connect with Mary, Phil, and David with CLA Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/36953225
info_outline
Golf, Grit, and CNC: Inside the Launch of Hanna Golf, Ep #19
05/29/2025
Golf, Grit, and CNC: Inside the Launch of Hanna Golf, Ep #19
Most golfers obsess over their gear—but almost none of them build it. Jared Doerfler did. After playing college golf and spending years in sales, he found himself pulled back into the game he loved—but this time, through the lens of product creation. With zero machining experience, he quit his job, bought a beginner CNC mill, and decided to manufacture putters himself, from his garage. In this episode, we dive into how Jared taught himself CAD/CAM, figured out the physics behind great putter design, and slowly carved out a niche in a crowded marketplace. This wasn’t a white-label brand with flashy headcovers—it was a soul-first, steel-cut, full-stack operation. You’ll hear how golf gave Jared the idea, how family gave him the work ethic, and how sheer persistence turned that idea into a functioning business. From naming each model after towns tied to his grandfather to prototyping for months just to get the sound right, Jared’s approach to design and manufacturing is anything but casual. Whether you’re a golfer, a builder, or someone with a product idea burning in your brain, this episode is a masterclass in starting from zero—with nothing but curiosity, grit, and a love for the game. You will want to hear this episode if you are interested in... (0:15) Stay tuned: Top Shops 2025 registration coming soon! (1:09) Jared explains how he transitioned from sales into self-taught CNC work (2:52) Jared’s family history in manufacturing and how that shaped his path (6:34) Discovering a niche product to design and manufacture himself (10:05) The decision to make the product in-house vs. outsourcing production (12:00) How MAESTRO can simplify inspection in automated processes (17:21) Jared explains why he started with a Tormach and how he upgraded (19:12) Teaching himself CAD/CAM, the CAM learning curve, and iterative machining (24:40) Jared’s first putter design and how aesthetics vs. precision played out (26:54) Grow your top and bottom line with CliftonLarsonAllen (28:32) Naming each putter after towns tied to his grandfather (30:53) Going to market: Balancing performance with style (35:46) Manufacturing breakdown: 4 ops, soft jaws, materials, and finish choices (39:14) Challenges with scale, inventory vs. make-to-order, and a growing scrap pile (41:30) Diving into the finishing and the post-machining process (44:45) Entrepreneurship talk: bootstrapping, debt vs. investors, and capital priorities (46:37) Pricing strategy differences between product businesses and job shops (48:35) Advice for aspiring founders and a nod to the massive challenge of job shops (54:34) Why you need to subscribe to the Lights Out podcast Resources & People Mentioned Connect with Jared Doerfler Connect on Follow on and Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/36737550
info_outline
Compensation Isn’t Just About Money—It’s About Loyalty, Retention, and Legacy, Ep #18
05/15/2025
Compensation Isn’t Just About Money—It’s About Loyalty, Retention, and Legacy, Ep #18
Most of us shop owners tend to keep compensation pretty simple: pay ourselves what the business can afford, pay our team what feels fair, and hope that keeps everyone happy. But I’ve learned over the years that this approach can quietly hurt the very business we’re trying to grow. In this episode, I sit down with John Jones from Scissortail Executive Advisors to dig into how owner and executive compensation really works—and how getting strategic about it can lead to better retention, stronger tax positioning, and a more valuable business overall. John and I talk through why it’s critical to separate your roles as owner and operator, especially when setting your own salary. We also cover how small shops—yes, even with 10 or 12 employees—can make use of tools like 401(k)s and non-qualified retirement plans. These aren't just for big corporations. There’s a ton of flexibility and strategy available here that most folks just don’t realize. I’ve met a lot of great shop owners who take the bare minimum they need to survive and put everything else back into the business. That’s noble, but it’s not always the most efficient or rewarding way to structure things. John shares ways to keep your team happy, secure your own financial future, and still make sure the business has what it needs to grow. If you’ve never given much thought to how you compensate yourself—or how to build real retention plans for your team—this episode will open your eyes. You’ll walk away with practical tools, smarter strategies, and maybe even a little peace of mind. You will want to hear this episode if you are interested in... (0:00) Cold open on non-qualified plan flexibility (humorous examples) (0:26) Grow your top and bottom line with CLA (1:34) How Mike and John first connected over foster dogs (3:09) What John’s firm does and who they serve (5:21) Splitting owner vs. executive compensation (and why it matters) (11:28) Intro to 401(k)s and non-qualified plans as supplemental tools (13:27) Deep dive into non-qualified plans: flexibility, vesting, tax savings (18:44) Structuring benefits for a 12-person machine shop (23:40) Get ready for Top Shops 2025 in Charlotte, NC (24:05) Tax advantages of these plans for both owner and business (26:43) Discretionary contributions and plan flexibility year-to-year (33:09) Risks of non-qualified plans in the event of business failure (36:56) Costs and scalability of both 401(k) and non-qualified plans (39:40) Other areas owners should consider for employee retention (42:48 Phantom stock vs. profit sharing for retention and motivation (47:10) Final takeaways: tax planning, recruiting, and valuing employees (52:54) Head on over and listen to the Machine Shop Mastery podcast Resources & People Mentioned Connect with John Jones Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/36549145
info_outline
Personal Guarantees & Loan Covenants: How to Not Get Burned, Ep #17
05/01/2025
Personal Guarantees & Loan Covenants: How to Not Get Burned, Ep #17
Most of us would never machine a part without checking the tolerances first — so why do so many shop owners sign off on financing agreements without understanding the performance “tolerances” our banks are quietly measuring us against? In this episode of Buy the Numbers, commercial banker Danny O’Keefe returns to break down two terms that sound like dry legal jargon but carry real operational consequences: loan covenants and personal guarantees. If your shop relies on bank financing to grow, these aren't just details — they’re the guardrails shaping what we can do, and what could get us in trouble. Loan covenants aren’t just something we sign and forget. They’re the metrics banks use to judge whether our business is still a safe bet. From debt service coverage to balance sheet leverage and owner distributions, these numbers can quietly restrict how we grow, how we pay ourselves, and how much flexibility we have in tough times. If we’re not checking them ourselves when we close the books, we could be tripping violations without even knowing — and that’s a problem our lender won’t ignore. Then there’s the personal guarantee — something a lot of us sign with a shrug, not realizing what it really means. We dig into how it works, when it’s enforced, and why it's not usually about losing your house — it’s about staying accountable and engaged if the business hits rough waters. With real-world examples, Danny explains how guarantees play out in practice, how banks try to resolve issues, and why going dark is the worst move you can make. The biggest surprise for many: almost everything about your loan is negotiable — including the covenants and guarantees. But only if you understand your balance sheet, your bank’s priorities, and how to advocate for yourself. Whether you’re taking out your first note or renegotiating a renewal, this episode gives you the tools to treat your financing like a partnership, not a one-and-done transaction. By the end, you’ll walk away with a clearer view of your bank relationship — not just as a source of capital, but as a strategic tool. One that, when managed well, can protect you and your shop… and when ignored, can quietly start to chip away at your freedom to operate. You will want to hear this episode if you are interested in... (0:00) What personal guarantees really mean—and why banks don’t want your keys (0:29) Achieve on-time delivery with ProShop ERP (1:58) Guest reintroduction: Danny’s background in commercial lending for shops (4:48) Defining the "big scary words": Loan covenants and personal guarantees (8:12) How banks evaluate owner distributions and when limits apply (9:50) Balance sheet leverage: Why your assets vs. liabilities matter (12:53) UCC filings: What they are and why they get overlooked (14:37) Proactive vs. reactive reporting: How to stay on your bank’s good side (23:44) Types of personal guarantees and what really triggers enforcement (26:46) Learn how to grow your top and bottom-line with CLA (30:24) What happens in worst-case scenarios—and how communication can save you (34:14) How outside consultants and investors can step in when banks get nervous (40:57) What a strong balance sheet might mean for guarantees (46:43) Negotiating your covenants: Why the whole loan is a conversation (52:54) The most important things to pay attention to at closing (56:35) Why you need to listen to the MakingSparks podcast Resources & People Mentioned Achieve on-time delivery with Connect with Dan O’Keefe Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/36383085
info_outline
Navigating the New Tariff Terrain: What Manufacturers Need to Know Now, Ep #16
04/24/2025
Navigating the New Tariff Terrain: What Manufacturers Need to Know Now, Ep #16
Tariffs aren’t just a line item buried in your supply chain—they’re a fast-moving, often misunderstood force that could have a massive impact on your profitability, pricing, and even your global strategy. In this eye-opening episode of Buy the Numbers, Jennifer Clement and Leslie Boyd from CLA join me for a masterclass in tariff mitigation strategies. As volatility re-emerges on the global trade front, Jennifer and Leslie offer clarity, practical steps, and a proactive roadmap that manufacturers of all sizes can follow. Jennifer and Leslie break down the reality that waiting for the rules to settle is no longer a viable plan. Instead, they introduce a three-bucket framework that helps businesses act now, in six months, and long-term—everything from basic “tariff hygiene” and invoice scrubbing to more advanced strategies like tariff engineering, duty drawback, and setting up foreign trade zones. The conversation also dives into how manufacturers can hold their vendors accountable, optimize their pricing inputs, and think creatively about global operations in a world where tariffs can change mid-shipment. Whether you’re sourcing machines from overseas or fielding questions from customers about cost projections, this episode equips you to speak the language of tariffs fluently—and use that fluency to your financial advantage. Rounding out the discussion is a preview of CLA’s upcoming webinar series, a free, multi-part educational deep dive for manufacturers who want to master cost control in a tariff-heavy environment. This isn’t just about playing defense—it’s about making moves that could shield your margins, even amid economic uncertainty. You will want to hear this episode if you are interested in... (0:00) Understanding why tariffs are urgent now and how they impact manufacturers (0:14) Learning how CLA helps manufacturers grow their top and bottom line (1:35) Getting to know Leslie Boyd and Jennifer Clemente from CLA (4:38) Discovering why a proactive strategy is essential despite tariff volatility (6:13) Clarifying common misconceptions about tariffs and pricing strategies (10:17) Exploring Bucket #1: “Good tariff hygiene” and how invoice scrubbing can save you (17:30) Learning additional compliance strategies like transfer pricing and duty drawback (18:38) Hearing about the Lights Out podcast and automation trends in manufacturing (20:21) Understanding how currency hedging can protect against cost fluctuations (22:16) Breaking down the first sale rule and how it reduces tariff costs (24:55) Exploring Bucket #2: Using bonded warehouses and free trade zones to defer tariffs (28:19) Learning how tariff engineering can reduce exposure by rethinking product design (30:44) Exploring Bucket #3: Re-imagining supply chains and reshoring for long-term gains (33:51) Understanding the process and odds of getting tariff relief through exclusions (36:10) Getting an overview of CLA’s upcoming webinar series on tariff mitigation strategies (40:24) Completing the Top Shops survey to benchmark your shop against the industry Resources & People Mentioned (Deck to accompany episode) and let the numbers tell the story Connect with Jennifer Clement and Leslie Boyd Connect with Jennifer on Connect with Leslie on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/36280030
info_outline
The Quiet Cut That's Loudly Threatening Small Manufacturing
04/19/2025
The Quiet Cut That's Loudly Threatening Small Manufacturing
Most small manufacturers don’t realize they’re being quietly supported by one of the most impactful public-private partnerships in the country. The Manufacturing Extension Partnership (MEP) has long been the hidden backbone behind training programs, grant facilitation, process improvements, and critical tech upgrades for shops across the U.S. But recent Federal decisions to defund these programs—without clear communication or reasoning—have sparked confusion and alarm among industry insiders. In this episode, a passionate roundtable of manufacturers and advocates reveals just how deeply the MEPs have shaped their businesses, supported workforce development, and opened doors to opportunity they couldn’t have accessed alone. From AR-integrated quoting tools to automation investment guidance, these stories show a clear economic impact that extends far beyond individual shops—right into the health of local communities and the national manufacturing strategy. If you're just hearing about MEPs now, you're not alone—but you are at risk. This conversation lays out what’s at stake, why it matters, and what you can do right now to help save a resource that quietly powers tens of thousands of manufacturers nationwide. YouTube: VideoAsk: https://www.videoask.com/fiyvfkcdd
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/36231295
info_outline
Culture’s Not a Beer Fridge: Rethinking Leadership in Manufacturing, Ep #15
04/17/2025
Culture’s Not a Beer Fridge: Rethinking Leadership in Manufacturing, Ep #15
If you're still thinking of culture in your manufacturing shop as a side dish instead of the main course, you're already behind. In this episode of Buy the Numbers, I sat down with Jim Mayer to unpack what shop culture really looks like on the floor—and why we need to start talking about it differently. This isn't about breakroom ping-pong tables or slogans on the wall. Those things are fine, but they don’t build lasting culture. We're talking about turnover, pride, accountability, and results that actually move the needle. Jim’s got a fascinating story—he went from falling off roofs to falling in love with manufacturing, and now he’s one of the leading voices on what modern shop leadership needs to look like. He shared how a misstep early in his consulting work (calling himself a “culture consultant”) forced him to reframe his approach completely. What he landed on—hands-on workshops and real-time cultural diagnostics—has quietly transformed how a lot of shops build trust and accountability. What I loved about this conversation is how tactical it got. We talked about the death of command-and-control leadership, the rise of reverse mentorship, and why the youngest people on your team might actually be the cultural glue. We also dove into what I’ve seen firsthand here at Hill—how we went from a stark divide between the office and the shop floor to a culture that’s collaborative, human, and proud. One thing Jim said really stuck with me: “Culture is individual.” That hit hard. It’s not about copying someone else’s approach; it’s about aligning your team to your own values and leading accordingly. We got into the metrics too—how to actually measure culture, and why asking your team if they’re proud of where they work might be the highest-leverage question you can ask this year. If culture feels like a fuzzy concept in your shop, this episode will give you the clarity (and the tools) you’ve been missing. You will want to hear this episode if you are interested in... (0:00) Culture is individual: what works for one shop may be toxic to another (1:50) Jim’s path from contractor to manufacturing leadership (and the problem with “consultant”) (06:25) Why shop owners resist cultural evaluations—and what works better (9:35) The generational shift in manufacturing and the death of command-and-control leadership (11:51) Reverse mentorship and how under-35s are leading the cultural charge (16:12) Hill Manufacturing’s office-floor divide and the cultural shift toward collaboration (20:35) What happens to employees when leadership and values change? (22:38) Measuring culture: red-yellow-green vs. specific engagement questions (24:03) Why you should listen to the Machine Shop Mastery podcast (29:27) The power of asking “Are you proud of where you work?” (38:18) Jim’s 2-day process for diagnosing culture with qualitative and quantitative data (42:42) Top five strengths and weaknesses in manufacturing shop cultures (48:08) Learn about Mike’s business, podcasts, and upcoming workshops (54:08) Why you need to take the Modern Machine Shop Top Shops Survey Resources & People Mentioned Connect with Jim Mayer Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/36186605
info_outline
The Art and Science of Buying Machines: How to Choose the Right Equipment (And When), Ep #14
04/03/2025
The Art and Science of Buying Machines: How to Choose the Right Equipment (And When), Ep #14
This conversation will transform how you think about machine tool investments. Keith Granno, a seasoned expert with over three decades of experience in the machine tool industry, offers invaluable insights on the delicate balance between machine selection and long-term profitability. From choosing the right machines to understanding when it's time to upgrade, Keith dives into the critical factors manufacturers often overlook when purchasing new equipment. You'll hear practical advice on how to evaluate your shop's real needs, focusing on the hidden costs that impact your bottom line, such as tooling, automation, and machine maintenance. Keith emphasizes the importance of buying with an eye on the future, knowing when to act, and what to consider before pulling the trigger on a purchase. With Keith’s guidance, you'll gain a clearer understanding of not just how to acquire equipment but how to make sure that equipment serves your growing business for years to come. This episode is more than just a discussion on what to buy—it's about how to make smarter, data-driven decisions that will pay off in the long run. Whether you’re considering a new machine, evaluating the performance of your current assets, or trying to optimize your workflow with automation, you’ll walk away with actionable strategies that can elevate your operations and profits. You will want to hear this episode if you are interested in... (0:00) Introducing Keith Granno and his background in the machine tool industry (5:37) The blend of art and science in the manufacturing industry (7:45) The various brands Keith is familiar with and has sold (10:10) Key indicators that signal it's time to invest in a new machine (14:57) The impact of automation on efficiency and machine performance (19:32) Discussing the total cost of ownership and considering hidden costs (23:40) Why you should listen to Machine Shop Mastery! (26:52) How to determine if a machine is the right solution for your needs (32:27) The pros and cons of financing versus paying cash for equipment (34:05) The importance of being proactive and investing during slower periods (37:36) Mistakes to avoid when purchasing new or used machines (47:25) Why you need the right work for the spindle that you’re buying (52:13) Take The Modern Machine Shop Top Shops Survey Resources & People Mentioned Why you should listen to ! Connect with Keith Granno Connect on Keith@TitansofCNC.com Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/35963685
info_outline
Scaling Success: Managing Growth Through Data and Culture, Ep #13
03/20/2025
Scaling Success: Managing Growth Through Data and Culture, Ep #13
In today’s episode of Buy the Numbers, we’re diving into the key metrics that help a company scale successfully. Growth can be both exhilarating and overwhelming, especially when you’re managing multiple locations and divisions. How do you ensure that each part of your business is operating smoothly while also keeping a strong grip on the culture and values that made your company successful in the first place? Our guest, Matthew Nix, shares how his company navigated these challenges and the data-driven strategies they’ve implemented to manage growth effectively. Matthew Nix, the fifth-generation CEO of Nix Companies, discusses the importance of establishing clear metrics and systems for tracking daily operations. From staffing levels to production capacity and morale, Matthew highlights how small, consistent data points can give a real-time snapshot of a business's health. He also shares the shift from tracking data merely for analysis to using it as a tool for action and decision-making. One of the major themes in this episode is how to balance growth with maintaining a positive culture. Matthew explains how they’ve used feedback loops and regular check-ins to keep track of their employees' engagement and morale. He also shares insight into how they've systematized their operations to manage multiple business units under one umbrella, making it easier to identify issues early on and take corrective actions before they become larger problems. Whether you're running a small shop or a multi-location operation, this episode will give you practical takeaways on how to implement simple, yet effective data-driven systems that help you manage growth while maintaining a focus on your culture and values. You will want to hear this episode if you are interested in... (0:00) Introduction to the episode and Matthew Nix (3:46) Overview of Matthew's company, podcast, and book (10:49) The role of data in managing business growth (14:52) The data used for daily decision-making (20:44) How morale impacts company culture (and tracking the data) (25:06) Weekly metrics: The strategic priority for each business unit (28:28) Why you need to listen to the Lights Out Podcast (32:40) How to operationalize strategic goals and tie them to KPIs (36:58) KPIs for HR: Recruiting and turnover metrics (41:08) Using volume and efficiency metrics in business development (46:57) Why lead and lag indicators are important for long-term success (51:45) Encouraging employee participation in data tracking (54:25) Pro Fab Alliance and how they help other businesses (59:06) Why you need to take the Modern Machine Shop Top Shops Survey Resources & People Mentioned Connect with Matthew Nix Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/35744845
info_outline
Banking Secrets for Manufacturers: How to Secure the Cash You Need, Ep #12
03/06/2025
Banking Secrets for Manufacturers: How to Secure the Cash You Need, Ep #12
How do you secure the cash you need to run your manufacturing business? In this episode of Buy the Numbers, I sit down with Dan O'Keefe, Senior Vice President at Busey Bank, to explore the crucial steps in securing a line of credit for your business. If you’re a manufacturer looking for financing, this episode is packed with essential advice on how to prepare. We walk through the specific financial documents you need to have in order when applying for a line of credit, from profit and loss statements to accounts receivable aging reports. Dan explains what banks are looking for and why these documents are key to getting approved. Beyond just having the right documents, we discuss how to make your business more attractive to banks. Dan shares insights into what banks want to see in your financials, such as strong cash flow, solid inventory management, and the ability to manage receivables. We also dive into the importance of building a strong relationship with your banker. A solid connection can help smooth the process, ensuring that your banker understands your business and your specific needs for credit. Whether you're applying for your first line of credit or expanding an existing one, this episode will give you the tools you need to successfully navigate the application process and secure the capital to grow your business. You will want to hear this episode if you are interested in... (0:00) Learn about Dan O'Keefe, Senior Vice President at Busey Bank (6:21) How to build a strong, positive connection with a bank (7:38) What information does a bank need from you? (11:29) What is a borrowing base? (12:35) The impact of customer payment terms (17:58) What does it mean to “underwrite” a customer? (20:06) How a bank calculates the amount of credit available (22:01) The impact of customer concentration on credit lines (25:03) Red flags that banks look out for (27:44) How banks look at inventory (raw materials, WIP, and finished goods) (32:11) Using a line of credit as a backup for payroll (36:43) How to prepare for a line of credit request Connect with Dan O’Keefe Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers on + Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/35527505
info_outline
Diving into R&D Credits, Entity Selection, and the Work Opportunity Credit, Ep #11
02/20/2025
Diving into R&D Credits, Entity Selection, and the Work Opportunity Credit, Ep #11
What if you could save thousands on your taxes with a few strategic changes to your business? In this episode, Nick Romanelli and Dylan Valentyn from Clifton Larson Allen share key tax strategies that many manufacturers overlook. We dive into the R&D tax credit, showing how manufacturers—whether small job shops or larger factories—can qualify by innovating in ways they may not have considered, such as improving products, developing new processes, or creating prototypes. By documenting these activities and tracking time and materials, manufacturers can unlock valuable credits that could significantly boost their bottom line. We also explore the impact of the Section 174 rules, which now require manufacturers to capitalize and amortize research expenses over several years rather than expensing them immediately. While this change can affect cash flow, the R&D tax credit offers relief by providing a dollar-for-dollar reduction in tax liability. Nick and Dylan explain how to navigate these changes and ensure manufacturers are maximizing their R&D claims. Next, we discuss the critical decision of entity selection—LLC, S Corp, or C Corp. Nick and Dylan break down the advantages and disadvantages of each structure, and how making the right choice can lower your tax burden, attract investment, and set up your business for long-term success. Finally, we introduce the Work Opportunity Tax Credit (WOTC), a valuable but often overlooked tax benefit for manufacturers who hire employees from groups facing employment barriers, such as veterans or long-term unemployed individuals. Tune in to discover how these tax strategies can save you money and help your manufacturing business thrive, plus a look at what tax changes to watch for in 2025. You will want to hear this episode if you are interested in... (0:00) Introduction to the episode and the guests (0:59) Depreciation strategies for IT and power infrastructure (02:25) The overlooked opportunity of R&D tax credits (04:34) Tracking R&D activities for tax credit qualification (10:32) The process for claiming R&D credits (13:51) The impact of the 174 rules on research expenses (17:10) Tax strategy for manufacturers considering entity selection (21:16) Exploring the Work Opportunity Credit (24:18) Tax changes to watch for in 2025 Resources & People Mentioned Connect with Dylan Valentyn and Nick Romanelli Connect with Dylan on Connect with Nick on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/35353880
info_outline
Unlocking Tax Savings: Essential Strategies You Can Implement Immediately, Ep #10
02/13/2025
Unlocking Tax Savings: Essential Strategies You Can Implement Immediately, Ep #10
What can you do to impact your tax liability for 2024? With tax season right around the corner, manufacturers are faced with the crucial task of optimizing their tax strategies to both reduce liabilities and unlock future growth potential. In part one of a two-part series, I sat down with tax experts Dylan Valentyn and Nick Romanelli from CliftonLarsonAllen (CLA) to explore the critical tax-saving opportunities that could significantly improve cash flow and business sustainability—for 2024 and beyond. We kick off with a discussion on tax planning, particularly focusing on strategies for deferring taxes and accelerating deductions. Dylan and Nick emphasize how businesses can free up valuable cash flow through smart deferral tactics, such as depreciation, and how this can be reinvested to fuel future growth. They also dive into the importance of working closely with your accountant to ensure that tax strategies are aligned with the business’s long-term goals, especially when planning for 2025. One of the key strategies explored is reviewing capital expenditures and utilizing powerful tax-saving tools like Section 179 deductions, bonus depreciation, and cost segregation studies. Dylan and Nick explain how these methods can offer immediate tax relief and boost cash flow—saving manufacturers substantial amounts in taxes. Dylan and Nick also unravel common misconceptions about taxes in the manufacturing sector. They break down the importance of inventory accounting methods (FIFO vs. LIFO), offer insights into managing capital purchases, and provide guidance on how to navigate complex tax decisions that can make or break a business’s financial performance. This episode is packed with information you can employ to make a difference right now. Don’t miss it. STAY TUNED: In the next episode, the team will dive even deeper into advanced strategies that focus on long-term tax planning. It will be can’t-miss in-depth advice that could help unlock your business’s full financial potential. You will want to hear this episode if you are interested in... [2:08] Get to know Dylan Valentyn and Nick Romanelli [4:59] Why taxes are a misunderstood concept [6:48] What can you do to impact your tax liability for 2024? [10:49] Dissecting FIFO versus LIFO [15:30] Small business taxpayer exception [17:58] Non-incidental materials and supplies [19:08] Cash versus accrual accounting [26:02] Do contract methods matter to accounting? [27:53] What is a cost segregation study? Resources & People Mentioned Connect with Dylan Valentyn and Nick Romanelli Connect with Dylan on Connect with Nick on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers On and Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/35249425
info_outline
Build Smarter: How to Scale Your Shop Beyond $2 Million, Ep #9
01/30/2025
Build Smarter: How to Scale Your Shop Beyond $2 Million, Ep #9
Many manufacturing businesses hit a plateau around $2 million in revenue, and breaking through that ceiling can feel overwhelming. According to Paul Van Metre, it’s not just about working harder—it’s about building systems that work harder for you. In this episode, Paul, a manufacturing entrepreneur and co-founder of ProShop ERP, uncovers why so many businesses get stuck at this threshold—and how to overcome it. We cover real-world insights on the common challenges shop owners face, from over-reliance on a single customer to wearing too many hats as the business owner. He explains why reinvesting in systems, processes, and people is essential—not just for scaling your business but for creating a better quality of life. Whether your goal is to grow past $2 million or simply work fewer hours while maintaining profitability, Paul’s advice on lean principles, automation, and delegation will equip you with practical steps to move forward. Tune in to learn how you can take control of your shop’s future, empower your team, and build a business that thrives—whether you’re at the helm or spending more time with your family. You will want to hear this episode if you are interested in... (0:00) Introducing Paul Van Metre and today’s topic (5:08) Why businesses cap at $2 million in revenue (10:48) Why reinvest revenue in systems and processes (13:13) The importance of hiring and delegation (20:52) How to break the $2 million cap (33:42) What can you do to make meaningful improvements? Resources & People Mentioned Connect with Paul Van Metre Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/35064505
info_outline
Manufacturing Grants Made Simple: Expert Tips from Micki Vandeloo, Ep #8
01/16/2025
Manufacturing Grants Made Simple: Expert Tips from Micki Vandeloo, Ep #8
Did you know you could be leaving tens—or even hundreds—of thousands of dollars on the table every year? Most manufacturers don’t realize the incredible potential of grants to fund new projects, invest in equipment, and upskill their workforce. In this episode of Buy the Numbers, we’re breaking down everything you need to know about manufacturing grants, with insights from Micki Vandeloo, a seasoned expert who has helped manufacturers secure over $185 million in funding. Micki’s journey from 25 years in manufacturing to running her own grant-writing business is inspiring. In this episode, she shares how she went from securing $600,000 for her company to building a team dedicated to helping businesses unlock grant funding. Whether you're just starting your search or looking to maximize your opportunities, Micki outlines actionable steps and key tips to navigate the grant process. You’ll learn: How grants can revolutionize your business (and how Micki leveraged them to secure millions). The most common types of grants available to manufacturers, from training to equipment investments. Practical steps to get started, including where to find opportunities at the state, federal, and local levels. How to stack multiple grants to lower project costs and maximize impact. The importance of well-defined projects and detailed applications to increase your chances of success. If you’ve ever wondered how to make grant funding work for your business, this is the episode you don’t want to miss. Tune in to discover how you can tap into grants to grow, innovate, and secure the future of your manufacturing business. Don’t let this money go unused. You will want to hear this episode if you are interested in... (2:02) From 25 years in manufacturing to grant-writing (5:40) The impact grants can have on your business (9:53) The basics of manufacturing grants (17:18) Where can you get started? (21:13) What’s available at the Federal level? (24:53) How to start stacking grants (27:51) Why you need a well-defined project (29:06) Completing the grant application (33:30) Fine print to keep in mind (35:45) Who’s a good fit for Lakeview Consulting? (37:19) Micki shares some success stories (38:43) The importance of building relationships (44:43) Don’t let this money go unused Resources & People Mentioned Connect with Micki Vandeloo Connect on Sign up for Micki’s Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/34876055
info_outline
Josh McKain’s Data-Driven Framework to Align Goals and Accountability, Ep #7
01/02/2025
Josh McKain’s Data-Driven Framework to Align Goals and Accountability, Ep #7
On this episode of Buy the Numbers, I sit down with Josh McKain to talk about his 3.5-step framework—the process he uses to help companies turn their goals into results. Josh shares how he starts every project by aligning teams, often uncovering surprising gaps in understanding. From there, his framework guides teams through assessing their capacity, building a strategic roadmap, and staying on track with regular check-ins—the “half-step” that keeps everyone aligned. We also explore the importance of tracking the right KPIs. Overloading your team with metrics can create confusion and dilute focus. Instead, Josh recommends identifying 3–5 key metrics that truly drive success and making sure every team member understands how their work impacts those goals. Whether it’s coaching your team with data, staying agile in the face of challenges, or gamifying progress to boost performance, Josh’s insights are packed with actionable advice. Tune in to learn how you can set your team up for measurable success. You will want to hear this episode if you are interested in... Learn more about Josh McKain and Henry Rose Consulting [1:23] Josh’s three-and-a-half-step framework [4:42] Breaking down goals into KPIs [8:28] Why you need to review KPIs as a team [19:31] How Josh measures accountability [23:03] The importance of machine monitoring and data [25:43] The key to setting good goals [34:40] Connect with Josh McKain Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/34672320
info_outline
The Cashflow Advantage: Why the Right Banker Makes All the Difference, Ep #6
12/19/2024
The Cashflow Advantage: Why the Right Banker Makes All the Difference, Ep #6
“A good banker understands your business’s financial picture. They understand your balance sheet. They understand what your cashflow looks like. They have an understanding of what your needs are.” In this episode, I sit down with Jace Dawson—the Commercial Regional Executive for Simmons Bank—to explore how manufacturing businesses can manage cashflow, secure financing, and grow strategically by leveraging traditional banking solutions. Cashflow is the lifeblood of any shop, and understanding your operating cycle is critical to ensuring your business stays competitive and solvent. We discuss the advantages of traditional banking over independent financing, how treasury management tools can streamline payables and receivables, and why a well-structured revolving line of credit can be a game-changer for managing working capital. Whether you’re navigating equipment purchases, labor costs, or long payment terms, the right financial strategies can help your manufacturing business thrive. You will want to hear this episode if you are interested in... [2:12] Learn more about Jace Dawson [7:22] Bank financing vs independent financing [10:21] The advantages to traditional banking [13:07] The importance of cashflow in a business [16:32] Creating a good relationship with your banker [25:08] How your bank can help you manage cashflow [27:54] The basics of treasury management [30:33] What to look for with a working line of credit [36:18] What do payment terms cost you? [39:11] It’s time to reach out to your banker Connect with Jace Dawson Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/34503720
info_outline
Smart Money Moves: Equipment Financing Tips with Ty Willis, Ep #5
12/05/2024
Smart Money Moves: Equipment Financing Tips with Ty Willis, Ep #5
When it comes to purchasing machinery, the decision isn’t always as simple as cash or financing—it’s a strategic move that can shape the future of your business. In this episode of Buy the Numbers, Ty Willis joins me to break down equipment financing, Section 179 tax benefits, and how to make smart purchasing decisions. Should you leverage financing to preserve cash flow or invest upfront for incremental growth? Ty dives into these questions, exploring how diverse lending strategies and tools like equipment finance agreements can help you maximize ROI without overextending your business. We’ll also discuss common pitfalls, like buying equipment for depreciation alone, and why Section 179 should complement a smart decision—not drive it. Whether you’re expanding operations, upgrading technology, or testing new markets, Ty’s expert insights will help you weigh the tax, financial, and growth implications of your next big move. Tune in for actionable advice to keep your business growing strategically! You will want to hear this episode if you are interested in... [2:44] Learn more about Ty Willis [5:11] How to build connections in the industry [10:42] Equipment financing + section 179 [15:00] Why finance versus pay cash? [23:13] Why look at independent financing? [30:40] Flexible financing options [36:02] Is financing a purchase an option? [41:14] Key ratios that lenders look at [43:15] Pitfalls to watch out for [47:25] How to connect with Ty Resources & People Mentioned Connect with Ty Willis Connect on Connect With Buy the Numbers Follow on Connect with Mike Payne on Subscribe to Buy the Numbers Audio Production and Show Notes by -
/episode/index/show/dcc033c8-8903-4fb0-9253-67dad5f7e9db/id/34265180