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  • CMMC Is Coming — What It Means for Your Shop, Your Costs, and Your Customers, Ep #42

    CMMC Is Coming — What It Means for Your Shop, Your Costs, and Your Customers, Ep #42
    2026/03/19
    CMMC is no longer something manufacturers can afford to ignore. If you're doing work in the defense supply chain—or even thinking about it—this is quickly becoming a requirement, not a "nice to have." And what makes it challenging is that it's not just about passing an audit. It's about how your entire business handles data, systems, and security. In this episode of Buy the Numbers, we break down what CMMC actually means for manufacturers in practical terms. What does it require? What does it cost? And how do you even begin to approach something that touches everything from your ERP to who can access your building? We walk through the full scope of compliance—from documentation and system requirements to concepts like FedRAMP, POAMs, and shared responsibility across your vendor network. We also dig into the financial side, including how to think about ROI, the real cost and timeline, and why this could become a barrier to entry for some shops. If you're unsure whether CMMC applies to you—or how serious you need to take it yet—this episode will give you a clear, practical starting point. You will want to hear this episode if you are interested in... (0:00) CMMC requirements and what manufacturers need to know(3:30) Why compliance is becoming a real financial consideration(8:52) The process of CMMC: systems, documentation, and process changes(16:51) A discussion about FedRAMP compliance(19:35) User access, building control, and security considerations(22:57) Get a free report of sales opportunities in your area at FacturMFG.com/chips (24:01) Get advice from a Registered Practitioner Organizations (RPOs) (25:01) How ProShop helps you reach CMMC compliance(31:26) The real cost of compliance and how to think about ROI(33:51) POAM: Plan of Actions and Milestones (35:40) CMMC compliance may be a barrier to entry for some shops—but not all(41:47) The vendors you use must also protect CUI(45:40) Grow your top and bottom line with CLA(46:51) Cost and timeline for CMMC compliance(50:04) Do your due diligence on any consultant you may use(51:40) Ask your supplier for a "Shared Responsibility Matrix"(54:46) Why we love SMW Autoblok for workholding(55:30) Who is currently FedRamp compliant?(59:41) The opportunities that will be available if you're CMMC compliant (1:04:31) Does the math make sense for your shop to become compliant? (1:09:10) Assess your readiness and build systems around it Resources & People Mentioned CMMC Acronym Cheat Sheet for ManufacturersNIST SP 800-0171 DocumentGet a free report of sales opportunities in your area at FacturMFG.com/chips Grow your top and bottom line with CLAWhy we love SMW Autoblok for workholdingAsk your supplier for a "Shared Responsibility Matrix"GroundControlHighQA Connect with Paul Van Metre ProShop ERPProShop's CMMC Starter GuideConnect with Paul 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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    1 時間 12 分
  • The Overlooked Expense: How Utility Assessments Can Unlock Hidden Savings, Ep #41

    The Overlooked Expense: How Utility Assessments Can Unlock Hidden Savings, Ep #41
    2026/03/05
    Most of the time on Buy the Numbers, we focus on revenue growth, margin improvement, cash flow strategy, or capital investments. But in this episode, we turn our attention to something many manufacturers rarely question: utility expenses. Electricity. Gas. Water. Sewer. Waste. For most of us, these bills show up, we pay them, and we move on. They're viewed as fixed costs of doing business. But what if they're not as fixed as we think? In this episode, I'm joined by Lori Demeyer and Leticia Lawson from CliftonLarsonAllen to talk about utility assessments — what they are, how they work, and where manufacturers may be leaving real money on the table. We discuss exemption certificates, rate classifications, time-of-use billing, meter configurations, and why businesses in certain states may have more opportunity than they realize. Most importantly, we walk through the process and risk profile so owners can decide if it's worth exploring. If you've ever assumed your utility bills are simply "the cost of doing business," this conversation may change how you think about one of the most overlooked lines on your P&L. You will want to hear this episode if you are interested in... (0:00) Nearly $1M in utility savings: what's possible over multiple years(1:10) Introducing Lori Demeyer and Leticia Lawson from CLA(3:55) What a utility assessment actually is and how it works(7:37) Manufacturing exemptions and how they apply to utilities(9:59) Grow your top and bottom line with CliftonLarsonAllen (CLA)(10:40) Common billing errors, expired exemptions, and missed documentation(13:53) Rate classifications, multiple meters, and usage breakdowns(18:18) Incentives, business riders, and time-of-use rate opportunities(22:39) Get a free report of sales opportunities in your industry from facturmfg.com/chips(23:45) Who should consider a utility review and ideal spend profiles(26:36) State-by-state complexity and why California and the Northeast stand out(31:39) What the review process looks like (30–45 days, minimal client lift)(36:19) What happens if savings are identified and how implementation works(38:41) Real-world savings examples: six-figure and seven-figure impact(42:13) Why utility assessments are typically low-risk and contingency-based(45:00) How ProShop can help you achieve on-time delivery Resources & People Mentioned Grow your top and bottom line with CliftonLarsonAllen (CLA)Get a free report of sales opportunities in your industry from facturmfg.com/chipsHow ProShop can help you achieve on-time delivery Connect with Lori and Leticia CliftonLarsonAllen (CLA)Connect with Lori Demeyer on LinkedInConnect with Leticia Lawson 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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    48 分
  • Don't Just File the Return — How Smart Tax Planning Pays Off Over Time, Ep #40

    Don't Just File the Return — How Smart Tax Planning Pays Off Over Time, Ep #40
    2026/02/12
    Too many manufacturers treat taxes as a once-a-year compliance exercise. You gather the documents, sign the return, write the check, and move on. But the reality is that tax planning is one of the most powerful strategic tools available to business owners, especially in capital-intensive industries like manufacturing. In this episode of Buy the Numbers, I'm joined by Dylan Valentyn and Julie Helms from CliftonLarsonAllen to walk through what manufacturers should actually be thinking about as they prepare their 2025 returns and look ahead to 2026. This conversation builds on recent tax law changes and focuses less on loopholes and more on decision-making, timing, and tradeoffs. We talk about accounting method changes, bonus depreciation, R&D tax credits, inventory strategies, and real estate considerations, but always through the lens of practicality. Just because you can take a deduction doesn't always mean you should. The right answer depends on cash flow, growth plans, ownership structure, and even your long-term exit strategy. If you've ever wondered whether you're leaving money on the table or pulling the wrong levers at the wrong time, this episode is a reminder that the biggest tax wins usually come from planning ahead, asking better questions, and having the right advisors in your corner. You will want to hear this episode if you are interested in... (0:00) Why tax planning should go beyond annual compliance(0:58) Introducing Dylan Valentyn and Julie Helms from CLA(2:51) Cash vs accrual accounting and when switching methods makes sense(6:39) How Factur can help you build out your sales pipeline (7:47) Using accounting method changes to manage cash flow timing(10:19) What didn't change in recent tax law and why that matters(11:39) Bonus depreciation returns: what qualifies and key dates to know(13:47) Net operating losses, carryforwards, and practical limits(17:34) Timing deductions vs paying taxes over the life of the business(18:42) Section 174 changes and catching up prior-year R&D costs(21:30) What qualifies as R&D in manufacturing (without lab coats) (25:00) How to achieve on-time delivery with ProShop ERP(26:54) Economic risk, contracts, and who really owns R&D(29:36) Process changes, automation, and integration as R&D opportunities(31:29) Training vs experimentation and where R&D begins and ends(34:44) Inventory strategy considerations, including LIFO timing(37:12 Cost segregation studies and accelerating building depreciation(38:53) Qualified production property and manufacturing-specific benefits(40:22) Why we created Hire MFG Leaders—and how you can use it (40:54) Why proactive CPA relationships matter more than tax software Resources & People Mentioned Unlocking Tax Savings: Essential Strategies You Can Implement Immediately, Ep #10The One Big Beautiful Bill: What Manufacturers Need to Know Now, 474Get a free report of opportunities in your industry from FacturMFG.com/chipsMaximizing Tax Savings: R&D Credits, Entity Selection, and the Work Opportunity Credit, Ep #11Get ProShop's guide to on-time deliveryUse Hire MFG Leaders for your next recruit Connect with Dylan & Julie from CLA Connect with DylanDylan.Valentyn@CLAConnect.comConnect with JulieJulie.Helms@CLAConnect.com 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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    46 分
  • The Cost of Quality — Why Getting It Right Is the Fastest Way to Get Paid, Ep #39

    The Cost of Quality — Why Getting It Right Is the Fastest Way to Get Paid, Ep #39
    2026/01/29
    Quality is often treated like a cost center in manufacturing. Something we have to do to satisfy customers, auditors, or certifications. But in my experience, quality is much more than that. It's one of the biggest drivers of cash flow, reputation, and long-term profitability in a shop. In this episode of Buy the Numbers, I sat down with Mehul from Ground Control to talk through the real, often hidden, cost of quality. Our conversation starts with a simple but critical idea: parts don't get paid for unless the paperwork is right. You can machine a perfect part, ship it on time, and still watch payment get delayed weeks or months because an inspection report or FAI is missing or incorrect. That reality reframes quality documentation from "extra work" into a core financial process. We walk through the full value chain of quality, from inspection planning and bubbled prints to in-process checks, scrap, rework, and external escapes. Along the way, we talk about where shops lose the most time and money, how better systems can prevent problems before they happen, and why catching issues internally is always cheaper than letting them reach the customer. This episode is a practical look at quality as prevention, protection, and leverage. If you've ever dealt with late payments, chargebacks, rejected paperwork, or rework that quietly eats margin, this conversation will change how you think about the true cost of quality. You will want to hear this episode if you are interested in... (0:00) A real-world quality failure and why documentation mistakes are so costly(1:30) Meeting Mehul and the origin story behind Ground Control(5:01) Grow your top and bottom-line with CliftonLarsonAllen (CLA)(6:12) Why quality documentation is directly tied to getting paid(12:00) Why bubbled prints are the essential first step of quality planning (14:16) Using automation and AI in quality without removing human judgment(15:15) How Factur can help you fill a qualified sales pipeline (16:21) The time and labor cost of manual quality processes(19:07) Prevention vs correction: how better planning reduces scrap and rework(20:31) The importance of in-process checks and smarter inspection strategies(23:26) Why quality education must extend beyond the quality department(24:07) Mark your calendars and come see us at IMTS 2026(25:07) Reporting quality data with or without a fully integrated QMS(26:54) Internal vs external failures and why external escapes are far more expensive(28:55) Supplier scorecards, penalties, and long-term reputation risk(31:40) How paperwork errors can erase margins and delay cash flow(35:56) Reframing quality as a revenue generator, not just a cost center(39:56) When quality failures become safety, legal, and life-or-death issues(41:48) Quick hits: key KPIs, common myths, and no-cost improvements(44:10) How to connect with Mehul and learn more about Ground Control Resources & People Mentioned Grow your top and bottom-line with CliftonLarsonAllen (CLA)Get a free report of opportunities in your industry from facturmfg.com/chipsMark your calendars and come see us at IMTS 2026 Connect with Mehul Shah Ground ControlConnect 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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    45 分
  • Owning the Problem: Why Accountability, Communication, and Culture Drive Throughput, Ep #38

    Owning the Problem: Why Accountability, Communication, and Culture Drive Throughput, Ep #38
    2026/01/15
    One of the patterns I keep seeing in manufacturing has nothing to do with machines, software, or technology. It shows up in how teams respond when something goes wrong. In this episode of Buy the Numbers, I sat down again with Josh McKain from Throughput Mastery to talk about the habits that actually drive throughput, especially accountability, communication, and culture. Josh has now hosted more than a dozen live conversations with manufacturing owners and leaders, and what stood out to me is how often completely different topics circle back to the same root issue. Whether the discussion starts with cash flow, sales, hiring, or quality, it almost always ends up at communication. The shops that move forward aren't the ones avoiding hard conversations, they're the ones willing to own problems and work through them together. We talked through real, practical examples from the shop floor. Scrapped parts, heat treat failures, non-conformances, and rework are going to happen. The difference is how leaders respond. Even when something isn't technically your fault, it's still your responsibility to solve if you want to deliver for customers and keep improving. This conversation also pushed into leadership and culture. Delegation matters, but abdication is dangerous. Some things, like cash flow, culture, and accountability, are too important to fully hand off. If you're trying to build a shop that consistently improves and doesn't rely on blame as a coping mechanism, this episode will resonate. You will want to hear this episode if you are interested in... (0:57) Welcoming Josh McKain back to Buy the Numbers(1:41) Josh explains Throughput Mastery and the structure of his leadership groups(4:10) Why small, trusted groups unlock vulnerability and honest discussion(5:43) The most consistent takeaway across episodes: communication(7:51) How trust, not technology, becomes a true sales differentiator(9:10) Showing customers systems, not just machines, to build confidence(11:52) Using data to prove on-time delivery and reliability(12:33) Overcoming manufacturing stereotypes in hiring(14:51) Why authenticity matters more than polished marketing(17:36) Taking responsibility for workforce challenges instead of assigning blame(19:15) Scrap, rework, and why problem-solving is cultural, not procedural(21:22) We detail how Factur can generate new opportunities for your business(23:09) Using non-conformance reports to drive continuous improvement(24:55) Applying AI tools to uncover overlooked process improvements(27:24) Identifying trends through NCR data and KPI reviews(31:18) Why cash flow is too important to fully delegate(32:26) Delegation vs abdication and what leaders must always own(36:24) Can culture be measured? Using simple scoring to track trends(40:39) Combining "gut feel" with turnover and HR data(41:59) How to connect with Josh and participate in Throughput Mastery Resources & People Mentioned Paul Van Metre: Your Tech Stack is Your Best Sales ToolArthur Field: Smashing the "Dark, Diary & Dangerous" Stereotypes in ManufacturingThe Tech Stack Advantage: Turning Software into a Sales Tool for Machine Shops, 465Get a free custom report of opportunities in your industry from facturmfg.com/chipsJim Mayer: The Skills Gap is a Symptom; the Culture Gap is the CrisisMike Payne: Cashflow KingScaling Success: Managing Growth Through Data and Culture, Ep #13QBQ! The Question Behind the Question Connect with Josh McKain Connect on LinkedInThe Throughput ShowThroughput Mastery 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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    44 分
  • How a Fourth-Generation Manufacturer Measures Success, Ep #37

    How a Fourth-Generation Manufacturer Measures Success, Ep #37
    2026/01/01
    What changes when you're not building a business to sell, but building one to hand down? That's the question that kept coming up for me in this conversation. In this episode of Buy the Numbers, I sat down with Jack Watson of HFW Industries, a fourth-generation manufacturer whose family has been operating the same business for nearly 80 years. Jack's story starts with his great-grandfather in 1947, fresh out of World War II, taking a bet on an emerging technology that would eventually become the foundation of HFW's identity. What struck me wasn't just the history, but how that long lineage still shows up in the way the business is run today, from capital investment decisions to how risk, debt, and growth are viewed through a generational lens. As someone who runs a business with a very different ownership mindset, I found this conversation especially valuable. We explored how thinking in decades instead of deal cycles changes what numbers matter most. Instead of obsessing over EBITDA multiples or exit value, Jack shared how balance sheet strength, liquidity, employee tenure, and operational durability guide their decisions. We also talked about leadership, tribal knowledge, and the responsibility that comes with stewarding a business that employs people who may spend their entire careers there. Whether you're in a multi-generation family business or not, there's a lot to learn from how Jack and his family think about building something that lasts. This episode offers a different perspective on success in manufacturing, one rooted less in transactions and more in continuity, resilience, and long-term stewardship. You will want to hear this episode if you are interested in... (0:00) Jack introduces HFW Industries and its four-generation legacy(3:05) The origin story: thermal spray technology after World War II(5:53) Family involvement across generations and roles in the business(7:15) We detail how Factur can generate new opportunities for your business(8:22) Family ownership vs founder ownership: different lenses for decisions(9:50) Financial conservatism born from early hardship(12:33) How long-term thinking shapes capital investment decisions(14:23) Real estate ownership and building for generations, not exits(18:04) How to ride out downturns like 2008 and COVID with minimal debt(21:18) Why you need to meet us at the 2026 IMTS Exhibitor Workshop(23:25) The financial metrics that matter most in a family business(25:49) Tracking rework, training costs, and generational skill transfer(27:46) Bottlenecks, utilization, and strategic use of top talent(30:26) Capturing tribal knowledge before experienced employees retire(31:36) Documentation, standards, and low-volume high-mix challenges(32:47) Leadership structure across generations(38:23) Grow your top and bottom-line with CliftonLarsonAllen (CLA)(39:00) Decoupling the business from individual family members(40:48) Building a pipeline of leaders who act like owners(42:32) Employee tenure as a point of pride and competitive advantage(44:58) What Jack hopes his great-grandfather would think today Resources & People Mentioned Get a free custom report of opportunities in your industry from facturmfg.com/chipsWhy you need to meet us at the 2026 IMTS Exhibitor WorkshopGrow your top and bottom-line with CliftonLarsonAllen (CLA) Connect with Jack Watson HFW IndustriesConnect with Jack 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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    49 分
  • The Inventory Blind Spot: How LIFO Can Unlock Massive Tax Savings, Ep #36

    The Inventory Blind Spot: How LIFO Can Unlock Massive Tax Savings, Ep #36
    2025/12/19
    Inventory is one of the most overlooked levers in manufacturing finance, yet it is often the single largest asset sitting on a company's balance sheet. In this bonus episode of Buy the Numbers, Mike Payne is joined by inventory accounting experts Erica Parra and Cindy Houser from CLA to unpack why inventory accounting methods deserve far more attention than they typically receive. Most manufacturers default to FIFO or weighted average simply because that is how their ERP is set up. But in periods of inflation, tariffs, and volatile raw material pricing, that default choice can quietly cost companies hundreds of thousands or even millions in unnecessary tax payments. This conversation pulls inventory out of the "once-a-year count" bucket and reframes it as a strategic financial decision. Erica and Cindy break down the fundamentals of inventory valuation and identification, then zero in on LIFO as a powerful but often misunderstood tax deferral strategy. They explain why 2025 represents a rare "strike while the iron's hot" opportunity due to elevated inflation and tariff pressure, and why LIFO is truly a use-it-or-lose-it election. Using a realistic mock case study, the episode walks through how a manufacturer with $50 million in inventory could unlock nearly $2 million in cash tax savings by adopting LIFO in the right year. The discussion also covers how the analysis is done, what data is required, how long companies must stay on LIFO, and why this is not a DIY exercise. If you think inventory is just what's sitting on the shelf, this episode will change how you see one of the most powerful numbers in your business. You will want to hear this episode if you are interested in... (0:43) Introducing Erica Parra and Cindy Houser from CLA(3:00) The two core decisions in inventory accounting: valuation and identification(5:21) FIFO, weighted average, and LIFO explained in practical manufacturing terms(7:23) How raw material inflation and tariffs amplify inventory accounting decisions(8:38) When FIFO or weighted average may still make sense(10:41) Grow your top and bottom line with CLA (12:26) Signs that a manufacturer should evaluate LIFO as a tax strategy(15:30) The short-term and long-term questions every LIFO analysis must answer(17:27) How CLA uses inflation indexes and inventory data to model LIFO benefits(20:18) Why LIFO is tax deferral, not tax avoidance(21:14) Internal vs external inflation indexes and dollar-value LIFO(23:11) What data is required and how invasive the analysis really is(24:33) IMTS Exhibitor Workshop: Why planning matters(26:41) Mock case study showing nearly $2M in potential tax savings(29:47) Required holding period and what happens in deflationary cycles(32:06) Why LIFO is not a do-it-yourself calculation(34:17) Using tax strategy to offset rising compliance costs(38:50) Other major tax strategy changes manufacturers should watch in 2025/2026(42:52) How to connect with Erica, Cindy, or Mike to explore an inventory assessment(44:58) Use Hire MFG Leaders to hire your next leader Resources & People Mentioned Grow your top and bottom line with CLARegister for the 2026 IMTS Exhibitor WorkshopUse Hire MFG Leaders to hire your next leader Connect with Cindy Houser and Erica Parra Connect with Cindy on LinkedInConnect with Erica 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 by - PODCAST FAST TRACK
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    46 分
  • Innovation at the Speed of Trust: Why Real Progress Happens When People Connect, Ep #35

    Innovation at the Speed of Trust: Why Real Progress Happens When People Connect, Ep #35
    2025/12/18

    Innovation in manufacturing is often framed as a technology problem. Better machines, faster software, smarter automation. But in this episode of Buy the Numbers, the conversation takes a different turn, one that looks past tools and toward the human systems that actually make innovation stick.

    Mike Payne is joined once again by Al Whatmough, CEO of Toolpath, for a wide-ranging discussion on why innovation truly happens at the speed of communication and why trust, relationships, and shared experiences matter more than ever in an AI-driven world. From AI-powered productivity to the limitations of traditional trade shows, Al challenges conventional thinking about how the manufacturing industry learns, connects, and moves forward.

    The episode centers on Toolpath's upcoming Machining Summit on the Summit in Mammoth Mountain, an intentionally unconventional event designed to prioritize conversation over sales pitches and relationships over transactions. By removing the usual trade show noise, Al explains how smaller, effort-required gatherings create deeper connections, better idea exchange, and more meaningful outcomes for shop owners and industry leaders.

    Along the way, the conversation explores community building, trust in an age of AI, why shared meals and experiences still matter, and how manufacturers can rethink events, partnerships, and collaboration to drive real progress. This episode isn't about hype. It's about the numbers behind innovation, and why people remain the most important variable.

    You will want to hear this episode if you are interested in...
    • (0:39) Learn about the Machining Summit on the Summit (and why you should go)
    • (7:28) Why you should consider attending the IMTS Exhibitor workshop
    • (9:38) How Toolpath builds community and trust beyond the product
    • (13:06) Why trust becomes more important as AI capabilities increase
    • (14:10) Who the summit is built for and why decision-maker diversity matters
    • (17:34) Selecting panelists who prioritize shared knowledge over gatekeeping
    • (19:54) Why we love the SMW Autoblok catalog
    • (20:35) Balancing shop owners, vendors, and leaders for broader perspective
    • (24:18) Who should attend the Machining Summit on the Summit?
    • (25:52) Creating access for newer and smaller shops through Fresh Tracks
    • (28:04) Why shared experiences, meals, and even plus-ones deepen trust

    • (31:17) Grow your top and bottom line with CLA
    Resources & People Mentioned
    • Register for the Machining Summit on the Summit
    • Why you should consider attending the IMTS Exhibitor workshop
    • Why we love the SMW Autoblok catalog
    • Grow your top and bottom line with CLA
    Connect with Al Whatmough
    • Toolpath
    • Connect on LinkedIn
    Connect With Buy the Numbers
    • Follow on LinkedIn
    • Connect with Mike Payne on LinkedIn

    Subscribe to Buy the Numbers

    on Apple + Spotify


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    32 分