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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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  • QDISC Explained: A 5-KPI System for Smarter, More Profitable Manufacturing, Ep #34

    QDISC Explained: A 5-KPI System for Smarter, More Profitable Manufacturing, Ep #34
    2025/12/04
    KPIs can feel like a buzzword—every manufacturer knows they should be tracking them, but few feel confident about where to start or what actually matters. In this episode of Buy the Numbers, Mike Payne sits down once again with Jon Hughes of CLA to unpack the real purpose of KPIs, why they're so misunderstood, and how data-driven decision-making can completely change the way a shop performs. Mike and Jon dive into the QDISC framework—Quality, Delivery, Inventory, Safety, and Cost—and explore how these five buckets give manufacturers a clear, stable foundation for visibility. But they don't stop at what to track. They go deeper into how to understand the story behind the metrics, how to trend progress over time, and how to set targets that actually mean something for your business and your customers. Whether it's measuring scrap and rework, calculating utilization, tightening cost control, or maintaining high on-time delivery, the two leaders discuss how the right KPIs help owners move from reactive firefighting to proactive leadership. They also break down the softer side of metrics: employee engagement, customer satisfaction, and the "why" behind the numbers that every team member needs to understand. Most importantly, Mike and Jon show that KPIs don't have to be complicated. In fact, the power comes from keeping them simple, actionable, relevant, and directly tied to your goals. If you're ready to elevate your operation by measuring what actually matters, this episode gives you the roadmap to get there. You will want to hear this episode if you are interested in... (1:16) Introducing Jon Hughes and why KPIs matter(2:34) Why business owners struggle to start tracking KPIs(3:51) Learn how to grow your top and bottom line with CLA(5:46) How data reduces pressure and improves decision-making(7:41) KPIs as a living system that changes with your business(8:57) The QDISC framework: Quality, Delivery, Inventory, Safety, Cost(10:47) Safety metrics and examples of what to measure(12:15) Quality metrics: scrap, rework, escapes, and root-cause analysis(14:51) How to set meaningful KPI targets and benchmark well(16:55) Benchmarking challenges and looking at your own historical data(18:09) Trending metrics using percentages versus absolute values(19:44) Using yield and scrap data to price jobs correctly (22:48) Delivery and inventory KPIs, including OTD and cycle counting(24:26) Cost and capacity KPIs: utilization as a profitability lever(25:16) How ProShop ERP can help you achieve on-time delivery(26:15) Mike's simple utilization KPI: billed vs. paid hours(30:28) Pricing strategy and understanding capacity(31:30) Tracking safety using workers' comp modifier as a high-level metric(33:18) Why less is more when selecting KPIs(34:32) Financial review vs. weekly KPI review(36:26) Integrating KPIs into 13-week cash flow(37:39) Digging deeper only when KPIs show leakage(40:13) Measuring soft KPIs like customer concerns and employee satisfaction(42:48) Using employee surveys and tracking trends over time(44:00) KPIs as directional tools for improvement(45:12) Teaching employees how their actions affect KPIs(47:23) Using KPIs in all-hands meetings and bonus plans(49:16) Why we created Hire MFG Leaders (and why you should use it)(49:45) Final thoughts, how to connect with Jon, and closing Resources & People Mentioned Learn how to grow your top and bottom line with CLAThe KPIs to Help Manufacturers Improve Company PerformanceYour 6-Step Guide to Achieving Over 95% On-Time Delivery with Minimal EffortCash Flow Power Moves: Pricing, Terms & Tools That Protect Your BusinessWhy we created Hire MFG Leaders (and why you should use it) Connect with Jon Hughes CliftonLarsonAllen (CLA)Connect on LinkedIn Connect With Buy the Numbers Follow on LinkedInConnect with Mike Payne on LinkedIn Subscribe to Buy the Numbers on Apple + Spotify
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    51 分
  • Cash Flow Power Moves: Pricing, Terms & Tools That Protect Your Business, Ep #33

    Cash Flow Power Moves: Pricing, Terms & Tools That Protect Your Business, Ep #33
    2025/11/20
    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 Josh McKainConnect with Phil HankeConnect with Jon HughesWhy you should use Hire MFG Leaders for your next hireGrow your top and bottom line with CliftonLarsonAllen (CLA)Achieve effective workholding with SMW Autoblok 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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    51 分
  • The Section 179 Trap: Why Tax Breaks Shouldn't Drive Your Equipment Purchases, Ep #32

    The Section 179 Trap: Why Tax Breaks Shouldn't Drive Your Equipment Purchases, Ep #32
    2025/11/06
    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 Verdant Commercial Capital's tailored approach to manufacturing financeGrow your top and bottom line with CliftonLarsonAllen (CLA)How ProShop ERP can help you achieve on-time delivery Connect with Ty Willis Connect on LinkedInVerdant Commercial Capital 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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    38 分
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