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Buy the Numbers

Buy the Numbers

著者： Mike Payne
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 A deep dive into the financials of running a Manufacturing business.2024 マネジメント マネジメント・リーダーシップ 経済学
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  • Smart Money Moves: How to Grow Your Shop Without Breaking the Bank, Ep #22

    Smart Money Moves: How to Grow Your Shop Without Breaking the Bank, Ep #22
    2025/07/10
    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 Smart Money Moves: Equipment Financing Tips with Ty Willis, Ep #5The Cashflow Advantage: Why the Right Banker Makes All the Difference, Ep #6Banking Secrets for Manufacturers: How to Secure the Cash You Need, Ep #12Sign up for updates about Modern Machine Shop’s Top Shops 2025Why we leverage the expertise of CliftonLarsonAllen Connect with Ty Willis Check out Verdant Commercial Capital to gain a partner in your cornerVerdant Commercial Capital on LinkedInConnect with Ty on LinkedIn Connect With Buy the Numbers Follow on LinkedInConnect with Mike Payne on LinkedIn Subscribe to Buy the Numbers on Apple + Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
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    56 分
  • The Marketing Metrics That Actually Matter, Ep #21

    The Marketing Metrics That Actually Matter, Ep #21
    2025/06/26
    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 Marketing that Attracts WorkMeaghan Ziemba on MakingSparks Connect with Guest Name Connect with Jon on LinkedInJStart@MethodsMachine.comMethods MachineMethods on InstagramHow ProShop can help you achieve on-time delivery Connect With Buy the Numbers Follow on LinkedInConnect with Mike Payne on LinkedIn Subscribe to Buy the Numbers on Apple + Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
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    1 時間 7 分
  • Beyond the Books: Turning Your Accounting into a Competitive Advantage, Ep #20

    Beyond the Books: Turning Your Accounting into a Competitive Advantage, Ep #20
    2025/06/12
    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 Stay tuned for more information about Top Shops 2025Machine Shop Mastery Connect with Mary, Phil, and David with CLA Mary StrandPhil HankeDavid Mauch Connect With Buy the Numbers Follow on LinkedInConnect with Mike Payne on LinkedIn Subscribe to Buy the Numbers on Apple + Spotify Audio Production and Show Notes by - PODCAST FAST TRACK
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    1 時間 3 分

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