Making Chips Podcast for Manufacturing Leaders

On this episode of MakingChips, Jason and Jim sit down with Doug Woods, President of AMT to discuss the digital transformation in the manufacturing industry. Doug has had a lifetime of experience in manufacturing and now shares that experience with manufacturing leaders around the globe. He has a passion for innovation and for helping others integrate new technologies into their companies. Listen as Doug Woods shares his perspective on the future of manufacturing and gives tips for how your company can benefit from the digital transformation. Connect with us: www.MakingChips.com/contact Is there a manufacturing industry image problem? Prior to 2008, it seemed like the entire manufacturing industry was suffering from an image problem. However, following the recession, there was a shift in focus on the importance and opportunity of manufacturing jobs in America. With the rising cost of college and the plethora of irrelevant degree fields, manufacturing is starting to recover its image. The excitement of the digital transformation is also helping to change the perception of manufacturing, especially among younger men and women. The innovation and technologies at the forefront of the digital transformation Every generation since Ford introduced the assembly line has considered itself to be in the era of advanced technology. However, Doug Woods explains that what makes manufacturing different now from previous generations is the speed at which technology is advancing. This rapid introduction of technology and innovation is enabling the manufacturing industry to grow and change in new and exciting ways. Doug talks about some of these specific technologies and how they are contributing to the digital transformation during this interview. Being a part of the digital transformation of manufacturing requires a strategy New technologies are being introduced at such a fast pace that it is easy to become overwhelmed. However, there is a way to assess the opportunities that the digital transformation of manufacturing can provide for your company. The best way to prepare your company for these opportunities is by developing a strategy. Doug Woods says that you don't have to dive into new technology all at once. He encourages leaders to assess their areas of expertise. By finding a digital solution that can enhance your position in the market, you can begin the process of transformation in your company. Listen as Doug gives more tips for introducing new technologies during this interview. Tips for Cultivating a Positive Culture in Your Company You spend a lot of time at work. The people you work with can become family. If you have to spend so much time with your co-workers, you should do everything you can to enjoy it. The digital transformation can help you work better and more efficiently, but it can't create a new work culture. It is important to invest in the type of culture you want to have in your company. Doug Woods shares the four cornerstones that he has implemented into the culture of AMT. Applying these tips could motivate your employees to be better while enjoying their work more. Here's The Good Stuff! Introduction of Doug Woods, President of The Association of Manufacturing Technology Doug Woods background working on the tool and die shop floor How AMT serves manufacturers through industry intelligence and market access Does the manufacturing industry have an image problem? The innovation and technologies contributing to the digital transformation of manufacturing Developing a digital strategy that will help you integrate new technologies Doug Woods explains what blockchain technology is and how it is useful How to implement a digital strategy by leveraging your area of expertise Learning about future technology at IMTS Four cornerstones of business that Doug Woods has instilled at AMT Tools & Takeaways http://IMTS.com MTConnect MT360 This Week's Superstar Guest AMT Doug Woods Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify

Few people are champions of manufacturing education like Jim's guest on this episode of MakingChips, Aneesa Muthana. Aneesa began working in her father's manufacturing shop when she was a very young girl, answering phones and making chips of her own. She has grown up with a deep understanding of what makes the manufacturing industry special and now, as President of Pioneer Service she is a true champion of educating the public about the inspirational meaning behind being a manufacturer. This is an inspiring conversation that you won't want to miss. Connect with us: www.MakingChips.com/contact As Manufacturers We Have A Responsibility to Educate The Public The belief that many parents have - that their children need to go to college in order to get a good job - is fine for as far as that goes, but as Aneesa points out in this conversation, it leaves out the very real and profitable possibilities that the manufacturing industry provides. Aneesa believes that the average person doesn't understand the true purpose and contributions that are made by the manufacturing industry and that every person who works within the industry has a responsibility to educate those around them in order to raise the level of understanding about the vital nature of what manufacturers do. Don't miss this challenging conversation. Every Day Is Manufacturing Day At Pioneer Service Manufacturing Day℠ is a celebration of modern manufacturing that is organized to educate and inspire the next generation of manufacturers. The first Friday in October is when the official celebration occurs, but because she is so passionate about manufacturing and equipping the next generation of manufacturers, Aneesa says that every day is manufacturing day at her shop. The doors of Pioneer Service are always open to community leaders, newspapers, school groups, and anyone else who desires to learn about manufacturing. Aneesa's enthusiasm is contagious, so listen to this episode to be inspired by her story and her efforts at raising the awareness of the importance of manufacturing. The Challenge of Equipping A Trained Workforce Is Real During this conversation, Jim asks Aneesa about her biggest concerns regarding the future of the manufacturing industry. Like many of us, she believes that the challenge to equip and raise up the next generation as a trained manufacturing workforce is a formidable challenge that we must take seriously. She is doing her part in her own community and on a national stage and shares how she is encouraging education and mobilization on behalf of the manufacturing industry. Children Today Need To Be Taught The Inspiration In Being A Maker It's interesting to note that when you ask a young child what they want to be when they grow up, they typically mention policemen, doctors, firemen, etc. Why don't they mention being a manufacturer? Aneesa believes it is because the education that should be happening about manufacturing's vital role in our culture is lacking. She encourages every opportunity for children to be taught about the inspirational role that makers are able to play in the creation of instrumentation that launches people into outer space, or the development of inventions that help to cure cancer. Being a part of those world-changing things is a worthwhile endeavor that children need to know about. Hear Aneesa's story and how she became so passionate about the manufacturing industry, on this episode of MakingChips. Here's The Good Stuff! [0:45] The excitement about the future of the manufacturing industry [3:31] Aneesa Muthana - Stereotype destroyer extraordinaire: her story [7:30] From working in her father's business to President of her Uncle's company [10:55] Raising prices to become profitable, cold calling to gain new business [12:43] The impact of the great recession on Pioneer: Aneesa's willingness to change [16:02] Manufacturing has a purpose greater than just the business [20:22] The purpose that fills Aneesa's days and fuels her vision [21:50] Why Anessa is breaking boundaries and why she does it [24:20] The key things Aneesa has learned as a shop owner [27:01] The vision and goals for Pioneer at this point in its history [30:34] Aneesa's efforts to build a skilled workforce [35:30] What Pioneer is doing to spearhead outreach in its community [37:40] Aneesa's top 3 lessons-learned [40:39] Digging deeper into Aneesa's insights Tools & Takeaways http://IMTS.com The Valley Industrial Association This Week's Superstar Guest Aneesa Muthana on LinkedIn Pioneer Service Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify

In order for your manufacturing company to outlast your leadership tenure, it's a good idea to have a succession plan. After investing so much time and energy into building a successful company, it can be difficult to hand over your responsibilities to another person. Having a succession plan can ensure that the right person is in place when the time comes. Doing so protects your employees and prepares the company for continued longevity. In this episode of MakingChips, you'll hear Bob Bechtold talk about his success in starting and leading HARBEC in Ontario, New York. You'll also hear about the challenges of developing his own succession plan. Connect with us: www.MakingChips.com/contact Do you have a 30-year plan? What will your business be like in the next 30 years? While it used to be necessary to have a long-term vision for your company, it is becoming increasingly difficult to plan far into the future. The rapid changes in technology and the global economy require more short-term planning. However, it is still important to consider the long-term future and goals of your company. During this episode, Bob Bechtold talks about his four decades of manufacturing experience and how he has dealt with challenges and changes throughout his career. Listen as Bob also shares his approach to future planning that will prepare Harbec for continued success. Fear of change could lead to failure Bob Bechtold started his manufacturing career as a journeyman toolmaker. His years of experience both in making and teaching gave him the knowledge and wisdom to start his own manufacturing business. One of the qualities that made Bob so successful was his willingness to embrace change. He says that most people in the 1980s saw computers and technology as a threat to manufacturing. However, instead of resisting new technologies, Bob saw them as an opportunity. Hear how he has continued to lead his company to adapt and use new technologies during this interview on MakingChips. The Challenges of Developing a Succession Plan Bob Bechtold says his main focus at HARBEC currently is finding the right leader to take his place. Because he cares about his employees and wants to ensure their well-being, Bob is dedicated to implementing a succession plan. He describes the thought of letting go of his leadership role as unnerving. Bob shares candidly about the challenges he has experienced while developing this succession plan and the ways he is seeking to overcome them. 3 Keys to Manufacturing Success A succession plan is only as good as the foundation upon which it is built. There are some practices that a manufacturing leader can implement to help set their company apart and increase the likelihood of long-term success. During this interview, Bob Bechtold talks about the three keys that he has put in place at Harbec that has contributed to the company's success. These three keys can help you not only see growth, but also help develop a culture that more readily can be passed on to the next generation of leadership. Here's The Good Stuff! Jim and Jason talk about trends that could change manufacturing over the next 30 years Manufacturing News: The future of American manufacturing Introduction of IMTS Rockstar Bob Bechtold, President at HARBEC in Ontario, New York The changes in manufacturing technology throughout Bob Bechtold's career and how he started HARBEC Bob Bechtold talks about his company's core competencies and who they serve How Bob is preparing HARBEC for future leadership The three most important lessons Bob Bechtold has learned during his career Tools & Takeaways HARBEC VIPs From The Metal Working Nation SPONSOR: https://IMTS.com This Week's Superstar Guest AMT Bob Bechtold Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify

In order to generate measurable growth in your manufacturing company, you need to develop a sales playbook. While marketing can help you get noticed among prospective clients, a sales division converts them into revenue producing clients. In order for these two branches of your organization to work effectively, they need a unified process. The sales playbook will help streamline your operation, improve alignment and ultimately lead to increased revenue. During this episode of MakingChips, Julie Poulos, Vice President at Red Caffeine Marketing + Technology, details how to develop your own sales playbook. Connect with us: www.MakingChips.com/contact 2 key factors to becoming sales enabled How can you get a prospective client interested and motivated to buy your product or service? Some might argue that it is through marketing. Others say it's through sales. The truth is that it takes both. A sales playbook is the key to helping your marketing and sales team work together to boost your company's growth. Julie Poulos is a marketing and sales guru who not only understands the importance of the sales playbook, but also how to implement one effectively into a business. Listen as Julie identifies 2 key factors in helping your manufacturing business become sales enabled through the use of a sales playbook. Fostering alignment through a sales playbook Because marketing and sales are complementary, it is important for them to be aligned. In some cases, a company could have a marketing department that is great at attracting prospective clients but lacks a sales team equipped to close deals. Or maybe the sales team is outpacing the marketing division. Just as a car that is out of alignment can be tough to drive, a company out of alignment has difficulty growing. Julie Poulos explains how having an organized infrastructure can help support both marketing and sales. By improving technology and processes through a sales playbook, manufacturing companies can restore alignment. How to identify your company's current reality and future potential One challenge manufacturing business leaders face is evaluating the health and culture of the organization. Knowing the current reality of your company will help you make appropriate adjustments in areas of operation and personnel. It will also help you forecast future growth and opportunity through both your current contracts and new-acquisition clients. Julie Poulos says that a sales playbook plays a key role in the evaluation process. It also helps you establish clear goals and objectives for your team. Hear all about that and more during this episode of MakingChips. The sales playbook by the numbers Numbers don't lie. Therefore, it is critical for manufacturing companies to keep track of their sales and production data. From customer acquisition costs to your website visitor count, Julie Poulos explains the value of understanding past and current numbers. Empirical data can help empower the sales team and enable owners and operators to develop realistic growth expectations. She also talks about the importance of systems integration so that you can easily access vital information. Listen to this episode, as Julie reveals tools and technologies that can help you measure and manage progress in your manufacturing company. Here's The Good Stuff! Jim and Jason talk about how they manage growth in their businesses Manufacturing News: Area schools promote manufacturing through a contest Jason shares how he is reorganizing his leadership structure at Zenger's Julie Poulos explains the difference between marketing and sales and how to align both The 2 key factors to help your business become sales enabled How to differentiate yourself by identifying purpose and communicating it to prospective clients Forecasting sales and then creating structure for your sales team The importance of collecting data to track progress and manage expectations Utilizing integrated technology to organize your sales process and measure ROI IMTS conference breakdown with Bill Herman, Director of International Exhibitions and Sponsorship for AMT Tools & Takeaways Whatssocool.org Red Caffeine Marketing + Technology VIPs From The Metal Working Nation SPONSOR: https://IMTS.com This Week's Superstar Guest Julie Poulos - Vice President at Red Caffeine Marketing + Technology Bill Herman - Director of International Exhibitions and Sponsorship for AMT Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify

Developing a positive culture within your manufacturing business could be the key to reaching the next level of success with your company. On this week's episode of MakingChips, you'll hear from Matt Guse, President of MRS Machining in Augusta, Wisconsin. Matt took over his family manufacturing business in the late 90s after being a machinist under his Dad's leadership. Drawing from years of experience, Matt has grown his business by creating a positive culture and work environment for his employees. His success makes him one of this year's IMTS Rockstars. During this interview, Matt talks about the challenges he has experienced and the lessons he has learned while leading a growing manufacturing company. Connect with us:www.MakingChips.com/contact Carrying on the legacy of manufacturing Manufacturing is largely a multi-generational, family-business industry. Many of today's manufacturing leaders are third and fourth generation owners. MRS Machining was started by Matt Guse's dad in the mid-1980s. Matt details how his family began the business in their garage and the factors that propelled the growth of the business. After his Mom and Dad passed away, Matt took over. He talks about the difficulties of losing his parents and the succession plan that was in place before his father passed away. He also shares keys of leading the business that he learned from his father and how they helped him develop the positive culture that is prevalent in MRS Machining today. Learn how to build a positive culture With his only experience being on the shop floor, Matt determined to learn as much as he could about the operational side of manufacturing. His first step was to join a peer group of business leaders in his community. Matt details what he learned by listening to the experience of others. By gaining wisdom and understanding from successful leaders, Matt was able to establish an employee friendly, positive culture in his company. Hear about the importance of being connected to a community of leaders and how that support can help you through the inevitable difficulties and challenges of manufacturing during this episode of MakingChips. How to unleash the talent in your company One key that Matt Guse reveals about developing a positive culture within your company is recruiting and maintaining talent. His goal is to discover the unique gifts his employees have so that he can empower them to excel. Creating a positive culture where people feel trusted and valued not only helps with employee morale but also helps attract quality talent. Matt says, "Your best recruiters are your current employees." Listen as Matt shares the ways he intentionally cultivates talent at MRS during this interview. 3 keys to building a positive culture Because running a business can be overwhelming, it is important to have a clearly defined set of directives that help keep you on target. While there are many good things you can do with your company, it is up to you to determine the best things and then drive your company to pursue them every day. Building a positive culture and work environment doesn't happen by accident. And it doesn't happen overnight. Matt Guse defines three keys that have impacted his company's culture. By focusing on these three things, Matt has led MRS Machining to not only grow and produce, but also to be an enjoyable place to work. Hear about these three keys and much more on this episode of MakingChips. Here's The Good Stuff! JIm and Jason talk about the multi-generational nature of manufacturing Jim shares about hiring a new sales manager and the importance of brand and culture in attracting talent Manufacturing News: The impact of the new tariffs on costs and supply chain Introduction of Matt Guse, President of MRS Machining in Augusta, Wisconsin How MRS started in a family garage and grew into full scale machining business Matt Guse describes the importance of investing in technology The expansion of MRS and how it navigated the recession How Matt Guse took over as president of MRS and what he learned through a local community of business leaders MRS's succession plan and lessons learned after Matt's dad was diagnosed with cancer Matt shares the impact of his investment in a positive culture for his employees 3 Keys to leading a successful manufacturing business VIPs From The Metal Working Nation SPONSOR: https://IMTS.com This Week's Superstar Guest MRS Machining Matt Guse Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify

Buying used equipment might sound like a bad idea. Purchasing brand new brings about a sense of excitement and confidence. However, in the manufacturing world, buying new equipment can be incredibly expensive. This week on MakingChips, find out how buying and selling used equipment can be a great option for your company. While it may seem risky, buying used can keep you on the cutting edge of technology without breaking the bank. Listen as Jim and Jason talk with Ryan Wiegel, Vice President of Operations and Co-owner of Wiegel Tool Works about his strategies for buying and selling used equipment. Connect with us: www.MakingChips.com/contact Why you should buy used equipment Ryan Wiegel has had great success in buying and selling previously owned equipment. He has a unique ability to identify a good piece of used equipment on the secondary market and purchase it for an excellent price. During his conversation with Jim, Ryan explains why buying used might be a good strategy for manufacturers. Even though buying new ensures top operating condition while including a factory warranty, he says you don't have to sacrifice quality when purchasing used equipment. Listen as Ryan Wiegel explains why you should consider buying used equipment for your company. Guidelines for buying previously owned equipment In order to ensure that you get the best deal on a great piece of used equipment, Ryan Wiegel suggests that you follow certain guidelines. He identifies several factors to consider which will give you confidence about the condition of the piece of equipment and will help you identify the true value of the machine. The key, he says, is to do your homework. Researching the cost, testing out the used machine, and talking with the manufacturer are just a few of the steps Ryan mentions. Hear more about the guidelines for buying previously owned equipment as you listen to this episode of MakingChips. Staying on the cutting edge of technology while saving money One of the concerns when buying used equipment is staying current. As technology continues to evolve, manufacturing companies can't afford to be behind the technological curve. Ryan Wiegel addresses this concern by suggesting a balanced approach to buying machinery. There are some pieces of equipment that have to be purchased new. However other machines can be retrofitted to make them current. You could pay half the price of a new piece, spend a marginal amount to retrofit the used machine, and still save money while adding a great piece to your shop. Hear more of Ryan's advice on this week's podcast. Strategies for Selling Used Equipment Not only can a manufacturer employ a strategy to buy used, they can also sell their used equipment. Internet and social network channels have opened a world of opportunities for selling equipment to customers around the globe. Utilizing those free marketing channels can help you move older pieces of equipment at a fair price. Even if a piece is in need of repair, there is a market of buyers willing to purchase and refurbish used machinery. Listen as Ryan explains his selling strategy while sharing stories of his successes and failures on this episode of MakingChips. Here's The Good Stuff! [3:58] Manufacturing News: Advocating for more manufacturing jobs in Washington [7:50] Jim and Jason discuss their experience with buying used items [10:11] Jim introduces Ryan Wiegel, Vice President of Operations and Co-Owner of Wiegel Tool Works [12:16] Ryan Wiegel details the history, niche and future of Wiegel Tool Works [18:03] How Ryan Wiegel started buying used equipment [20:03] The guidelines for buying used machinery [26:20] Staying on the cutting edge of technology while buying used equipment [32:09] The sequence of finding and procuring a used machine [37:40] How to get the right price on used equipment [41:55] Ryan Wiegel shares stories of success and failures in buying used equipment [47:50] Strategies to sell used equipment on the open market [51:23] Three tips for manufacturers when buying a used piece of equipment Tools & Takeaways Staub Manufacturing Solutions VIPs From The Metal Working Nation SPONSOR: https://IMTS.com This Week's Superstar Guest Ryan Wiegel Wiegel Tool Works Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify

Whether you are a veteran attendee of IMTS, or you are planning your first experience, this week's episode of Making Chips is for you. For 90 years, the International Manufacturing Technology Show has been the premiere manufacturing show in North America. It takes place in Chicago on even-numbered years. Peter Eelman has been involved with IMTS for 40 years. He is the Vice President of Exhibition and Business Development for The Association of Manufacturing Technology (AMT). On this episode, Peter joins Jason and Jim to give an in-depth preview of IMTS 2018. Connect with us: www.MakingChips.com/contact What makes IMTS 2018 a must-attend event Beyond just a machine tool show, IMTS encompasses all of manufacturing technology. It is the place to learn about and experience cutting-edge manufacturing technology and innovation. The show continues to get bigger and better, featuring over a million square feet of exhibition space with 1599 exhibitors. This year's show is September 10-15 in Chicago and will further the tradition of being the number one place to discover the newest technology that is revolutionizing the industry. During his conversation with Jim and Jason, Peter Eelman reveals how IMTS 2018 is gearing up to be the best yet. It's all about the experience at IMTS Throughout four buildings, there will be an exciting array of companies showing off the latest and greatest in manufacturing technology. Peter Eelman says that the exhibition space is expanding to include more CAD/CAM software and digital factory automation companies. IMTS gives you the opportunity to get to know these companies and see the products and services they offer. You can also expect to see million dollar pieces of equipment on display. Hear much more about what you can experience during Jim and Jason's conversation with Peter Eeman. The exciting Emerging Technologies Center at IMTS 2018 IMTS has always been about emerging technologies. During the 2014 show, IMTS featured the world's first 3D printed car. Peter Eelman explains how IMTS will give attendees an opportunity to explore the digital transformation of industry. You will be able to explore virtual and augmented reality and learn about the impact those technologies are having in manufacturing. Peter Eelman says that because digital manufacturing is now a reality, manufacturers should be learning as much as they can so they can begin applying it in their businesses. The Emerging Technologies Center at IMTS 2018 can give you the jump start you need. How to maximize your IMTS 2018 experience Peter Eelman explains that in order to have the best experience at IMTS, you have to make a plan. There is so much to see and so much ground to cover that failing to plan will leave you overwhelmed and exhausted. Prioritizing your time will help you get the most out of the show. IMTS.com has an invaluable tool called "My Show Planner" which was developed specifically for IMTS attendees. Plan to stay for a couple of days so that you can see all of the new and exciting technology available. Hear more about how you can maximize your IMTS 2018 experience as you listen to this episode of Making Chips. Here's The Good Stuff! [5:40] What's new at Zenger's Industrial [7:11] Jason's take on the book The 4 Disciplines of Execution [8:19] Manufacturing News:Harry Moser and The Reshoring Initiative [14:12] Peter Eelman, Vice President of Exhibitions and Business Development at AMT [16:25] The scope and size of IMTS 2018 in comparison to past years [23:13] How the layout of IMTS is different and the new business that will have exhibits [27:00] Emerging technologies and innovation on display at IMTS 2018 [31:20] How IMTS attendees should prepare themselves [38:06] The registration process for IMTS [41:36] When and where you can see Jason and Jim at IMTS Tools & Takeaways The Four Disciplines of Execution The Reshoring Initiative AMT IMTS 2018 VIPs From The Metal Working Nation SPONSOR: https://IMTS.com This Week's Superstar Guest Peter Eelman Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify

In order to have a successful cutting tool manufacturing business, you must have a plan. As Benjamin Franklin once said, failing to plan is planning to fail. Manufacturers shutter their doors every day, not because they aren't providing a valuable service, but because they have an outdated business plan. You have to consistently invest in the business and adapt to new technology in order to best serve your customers. So how can you develop a solid plan for your cutting tool manufacturing business? Mike Polizzi, President of Hartland Cutting Tools is here to help by revealing 5 Keys that will help you build and sustain a successful cutting tool manufacturing business. You don't want to miss this week's episode of MakingChips. Connect with us: www.MakingChips.com/contact Be A Better Salesman by Staring on the Shop Floor Mike Polizzi is the third-generation president of Hartland Cutting Tools. Hartland is a leading supplier of standard and custom high-performance cutting tools. Mike's start in the business was not in a sales office, but rather on the shop floor. His knowledge of the tools his company manufactures comes from actually having made those very same tools early in his career. Mike is able to leverage his experience and credibility to help the manufacturers he now serves. As president of the company, Mike has turned his attention to helping Hartland increase its sales revenue with a solid marketing and technology plan. Listen now to hear Mike Polizzi give his 5 Keys to a successful cutting tool manufacturing business. Stay on the Cutting Edge of Custom Cutting Tools by Investing in Technology When the recession hit in 2008, many manufacturers were forced to close their businesses. While Mike had to cut his workforce significantly, he was able to help Hartland survive the downturn by utilizing technology. One of Mike's 5 keys involves having a specific plan and approach to technology, keeping overhead low and prices competitive. Mike talks about how often he upgrades his machinery and about the manpower it takes to keep those machines operating. Hear more about how you should invest in technology, keeping you on the cutting edge of making cutting tools in this week's episode of MakingChips. Should You Sell Direct to Consumer or Use a Distributor? When it comes to delivering your tools to the consumer, you have two options. You can employ your own sales force and sell direct or you can rely on distributors. One of Mike Polizzi's 5 keys to a successful cutting tool manufacturing business is deciding how you will distribute. Mike has made a firm choice on how he delivers to his customers. He believes that making this decision will help you stay competitive and allow you to give the level of service that will win lifelong customers. Find out what Mike calls the "old idea of the flywheel" during this episode of MakingChips. Build Your Business by Understanding Trends in Custom Cutting Tools Mike Polizzi continues to grow Hartland Cutting tools by knowing the latest trends in cutting tool manufacturing. He is then able to adapt and provide those tools and services to the end user. As Mike discusses his 5 keys to a successful cutting tool manufacturing business, he details the importance of the ERP (Enterprise Resource Planning) System. Hint: Not investing in this critical aspect of the business could threaten efficiency throughout your business. Mike also discusses the latest trends in custom/special tools, including coatings, carbide grades, and other options that can make tools last longer. Hear all about that and more on this week's episode of MakingChips. Here's The Good Stuff! [0:42] Jim debriefs his recent trip to Ireland and updates about Carr Machine and Tool [6:40] Manufacturing News: Is the trend toward automation slowing down? [12:06] Mike Polizzi on 5 points of Hartland Cutting Tools' three generations of success [13:31] How Mike's extensive experience in tool grinding gives him credibility in sales [18:40] Technology's impact on the long-term success of Harland Cutting Tools [21:11] The core value of selling exclusively through distribution companies [24:33] The human touch of knowing and empathizing with the end user [27:11] Hartland's ERP system and how it helps them serve clients [28:19] Latest trends in custom special tools [32:36] Advice for manufacturers who are attempting to produce their own tools [47:58] Takeaways from the interview with Mike Polizzi Tools & Takeaways Hartland Cutting Tools VIPs From The Metal Working Nation SPONSOR: https://IMTS.com This Week's Superstar Guest Mike Polizzi - President of Hartland Cutting Tools Inc. Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify

Building an outbound marketing strategy for your marketing business is crucial. The reality is that, in order to stay in business, you have to have customers. You need someone willing to buy what you are manufacturing. While it would be great to have a product or business that sells itself, more often than not there is some legwork involved in finding the people that need your product or service. Then you have to showcase your work so that they can become a customer. This means that in manufacturing, having an outbound marketing strategy is essential. It's not always easy but it is necessary. In this week's episode, Jason and Jim discuss how to institute a simple 3-step sales process, with Julie Poulos, Vice President at Red Caffeine Marketing + Technology . If you're ready to step up your sales game, then be sure to tune in to this episode. Connect with us: www.MakingChips.com/contact The End Goal is to Close a Sale, So You're Gonna Need A Plan Every manufacturing businesses ultimate goal is to close sales. You make things so that people can buy and use them. However, closing is the last step of the process. You can't close sales unless you have attracted potential customers. And what do you do after you've attracted them? You have to prove your value to the potential customers in ways that lead to closing a sale. In order to do this well, you have to have a good outbound marketing strategy. The good news is the process doesn't have to be difficult. You can do this and MakingChips is ready to help you. Listen as Jason talks with Jule Poulos about a 3-step sales process that will help you be in a better position to do your outbound marketing in a way that enables you to close sales. Julie's 3-step process: Identify Your Best Customers, Warm Them Up, Then Make the Call You don't have to have a thousand potential clients or customers. But you do need a list. When developing an effective outbound marketing strategy, start with what you know about your best customers to help you develop a good customer profile. Channel your marketing energy and resources where you'll see the most likely returns. Narrow your list down to the handful leads that seem most promising. Do your homework on those customers in order to show them how you can offer them value.The key is to be intentional and specific. In this episode, Julie gives tips on how to create what she calls an "intentional warm" across 4-8 weeks. You will learn how to make your outbound marketing strategy more targeted and natural. Then after "warming" the potential customer, you can call with confidence and get one step closer to converting a lead into a customer. What Do You Do Once You've Warmed Up a Prospect? One of the hardest parts of managing a manufacturing company's outbound marketing strategy is knowing what to do with a potential lead after you've warmed them up. What's the best way to contact them? When is the best time? There is no hard and fast way to contact a lead. It might be a phone call, email, or a LinkedIn message. Julie Poulos explains that the best rule is to approach each lead individually and give them an opportunity to respond. She gives great advice on how to be natural and authentic throughout your marketing and sales process. Julie also shares practical examples of exactly how to follow up with a lead. Hear all of this and more on this week's episode. An Outbound Marketing Strategy Doesn't Have to be Intimidating or Time-Consuming For manufacturing business owners, sales skills don't always come naturally. Manufacturers know how to make things but going after sales can be intimidating. Also, managing the time between making products and generating sales can be overwhelming. Julie Poulos delivers a marketing strategy with a clear process and easily applicable steps. Listen as Julie and Jason give you a 3-step marketing strategy that will help you simplify your own outbound marketing strategy. It doesn't have to be overwhelming or intimidating. Let your mind-shift about marketing and sales start today as you listen to this episode. Here's The Good Stuff! [2:38] Jason asks Jim about his sales processes and ideas [6:43] Manufacturing News: Great Britain & Northern Ireland Ads for manufacturing [8:31] Julie Poulos on equipping a sales team with a 3 step outbound marketing strategy [12:06] What to do with a potential client list [15:10] How to "warm up" the client with a personal touch [18:00] Creative and intentional ways to stand out [21:00] Now that the you've warmed the lead determine the best method of contact [25:47] Following up authentically with potential clients [28:30] The difficulty of manufacturing sales and how the 3 step sales process can help Tools & Takeaways Red Caffeine Marketing + Technology VIPs From The Metal Working Nation SPONSOR: https://IMTS.com This Week's Superstar Guest Julie Poulos - Vice President at Red Caffeine Marketing + Technology Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify

This episode, recorded live at a recent conference, consists of a conversation between Jim and Jason and their guest, Mike Ramsey, Global Vice President of The Industrial Diversified Market Unit at Kennametal. Kennametal is a global manufacturer of cutting tools, mills, drills, taps, and more, so Jason and Jim thought it would be great to ask Mike about the newest cutting tool advances and his perspective on the future of manufacturing. Mike shares insight into the newest cutting tool technology, the power of automation, the need for a new generation of skilled metal workers, and more, so don't miss it. Connect with us:www.MakingChips.com/contact PCD use in manufacturing PCD tools (polycrystalline diamond) are one of the items Mike Ramsey pointed to as an example of cutting tool innovations that are making a huge difference in the manufacturing industry. Many people think of PCD as being used only for finish machining, but some PCD cutting tools are now durable enough to be used in a much wider range of applications. Mike points to the more common use of aluminum in the automotive and aircraft industries as examples of what has caused PDC tools to be improved and to become more useful. Mike mentions a handful of other cutting tool innovations in this episode as well, so don't miss it. Carbon Reinforced Polymer Fibers make new styles of cutting tools a necessity Carbon-fiber reinforced polymer (CFRP) is a material that is growing in popularity and being applied in a wider and wider range of applications. Its strength, durability, and corrosion resistance make it ideal for automotive and aerospace uses. But CFRP is not exactly friendly to many cutting or drilling tools. It can cause the tool geometry to wear down in a matter of minutes. That requires cutting tool manufacturers like Kennametal to go back to the drawing board to come up with cutting tool solutions that don't have the same disadvantages. In this conversation, Mike Ramsey explains some of the newer tools available and why it's important for manufacturers to make the switch as soon as possible. Today PVD coatings on various cutting tools enable many advantages One of the major costs of any manufacturing operation is the replacement of tools. Therefore, manufacturers do everything they can to extend the life and usability of the tools they purchase. One of the enhancements to tool technology mentioned by Jim and Jason's guest, Mike Ramsey is the implementation of PVD (Physical Vapor Deposition). Coating appropriate tools in this manner can bring about increased performance, improved productivity, reduced wear and friction, and more. Get the inside story on PVD coatings and discover if they may be of benefit to you, on this episode of Making Chips. How Mike Ramsey and Kennametal stay ahead of the competition Every manufacturer is looking for ways to be more competitive and superior to their competitors. Jim and Jason asked Mike Ramsey what he's seen successful manufacturers do that those who are unsuccessful do not do, as well as what should be done to stay ahead of the competition. In answer to the first question, Mike says those who are not afraid to implement automation are the ones who are succeeding. And in order to stay ahead of the competition, Mike advises manufacturers to be aware of what's going on in the metallurgical end of the market (What are the materials being cut?), listen to your customers in order to better understand and meet their needs, understand where the market is going, and know what's being developed in the machine tool industry. That's the information that will enable you to know what you need to do to supply customer needs and stay ahead of your competition. Here's The Good Stuff! [0:08] The MFG introduction to Jason and Jim at their live podcast recording [5:22] The increasing growth of the manufacturing industry [9:07] Introducing Mike Ramsey of Kennametal [10:28] The latest trends in cutting tools [14:17] Cutting tool advances and the leap frog with machine tools [17:20] What's happening in other parts of the world that the U.S. should consider [18:52] The biggest challenges Kennametal faces in the future: demographics [20:18] How Mike and Kennametal stay ahead of the trends [21:25] The difference between manufacturers who are growing and those that are not [23:08] Advice for a successful career in the manufacturing business [26:31] What are you doing to automate and bring up the next generation? Tools & Takeaways Kennametal The IMTS Website This Week's Superstar Guest Mike Ramsey - Global Vice President of The Industrial Diversified Market Unit at Kennametal Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify