What actually makes leadership work in a manufacturing environment? Is it KPIs, lean systems, and dashboards? Or is it something far more human?

In this episode of Buy the Numbers, I sit down with Jason Woodard, COO of Geislinger Corporation and author of Manufacturing Leadership That Works, to unpack the leadership principles that drive real operational performance.

While the conversation touches on KPIs, accountability, and operating cadence, the foundation is surprisingly simple: trust. Jason argues that before you can improve numbers, you have to earn credibility with your team through transparency, vulnerability, and consistency.

The discussion explores the common traps leaders fall into, especially believing they're being kind by avoiding difficult conversations. In reality, that avoidance slowly erodes culture, drives away high performers, and lowers organizational standards. Jason shares practical examples of balancing empathy with accountability, and how clarity of expectations is the key to holding teams responsible without becoming the "jerk boss."

From there, the conversation moves into operational discipline. Jason walks through the core KPIs every manufacturing business should track, why safety-quality-delivery-cost is the right order, and how leading indicators often reveal problems long before financials do. He also explains how daily, weekly, and monthly meeting cadence builds alignment and eliminates surprises.

This episode blends leadership philosophy with actionable operational structure. Whether you're leading five people or five hundred, the takeaway is clear: strong culture drives strong numbers, and both require intentional leadership.

You will want to hear this episode if you are interested in...

• (0:00) The overarching theme leaders should take away from Jason's book
• (2:00) Learn more about Jason Woodard and Geislinger Corporation
• (5:19) An overview of Jason's book Manufacturing Leadership That Works
• (10:17) Why trust is the foundation of leadership and business performance
• (14:58) An investment in ProShop ERP is an investment in your business
• (16:38) What is the biggest lie leaders tell themselves about performance issues?
• (21:23) How to balance empathy, grace, and accountability with employees
• (26:06) Why we created Hire MFG Leaders (and why you should use it)
• (26:37) Why clear expectations must come before accountability
• (32:03) What KPIs should manufacturing leaders track across the organization?
• (36:30) How KPIs should cascade from leadership to the shop floor
• (40:21) What does an effective daily production meeting look like?
• (45:14) How weekly pulse meetings and monthly reviews prevent surprises
• (46:45) Why leaders should "just start" building an operating cadence
• (48:50) Grow your top and bottom line with CliftonLarsonAllen (CLA)
• (49:30) What numbers quietly kill profitability if you don't track them
• (52:07) Where to find the book and how teams can use it for development

Resources & People Mentioned

• An investment in ProShop ERP is an investment in your business
• Why we created Hire MFG Leaders (and why you should use it)
• Grow your top and bottom line with CliftonLarsonAllen (CLA)
• Datanomix

Connect with Jason Woodard

• Manufacturing Leadership That Works
• Geislinger Corporation
• Buy 10 or more copies for your team and get two 30 minute calls with Jason (reach out on LinkedIn)

Connect With Buy the Numbers

• Follow on LinkedIn
• Connect with Mike Payne on LinkedIn

Subscribe to Buy the Numbers

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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 Manufacturers
• NIST SP 800-0171 Document
• Get a free report of sales opportunities in your area at FacturMFG.com/chips
• Grow your top and bottom line with CLA
• Why we love SMW Autoblok for workholding
• Ask your supplier for a "Shared Responsibility Matrix"
• GroundControl
• HighQA

Connect with Paul Van Metre

• ProShop ERP
• ProShop's CMMC Starter Guide
• Connect with Paul 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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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/chips
• How ProShop can help you achieve on-time delivery

Connect with Lori and Leticia

• CliftonLarsonAllen (CLA)
• Connect with Lori Demeyer on LinkedIn
• Connect with Leticia Lawson 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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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 #10
• The One Big Beautiful Bill: What Manufacturers Need to Know Now, 474
• Get a free report of opportunities in your industry from FacturMFG.com/chips
• Maximizing Tax Savings: R&D Credits, Entity Selection, and the Work Opportunity Credit, Ep #11
• Get ProShop's guide to on-time delivery
• Use Hire MFG Leaders for your next recruit

Connect with Dylan & Julie from CLA

• Connect with Dylan
• [email protected]
• Connect with Julie
• [email protected]

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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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/chips
• Mark your calendars and come see us at IMTS 2026

Connect with Mehul Shah

• Ground Control
• 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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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 Tool
• Arthur Field: Smashing the "Dark, Diary & Dangerous" Stereotypes in Manufacturing
• The Tech Stack Advantage: Turning Software into a Sales Tool for Machine Shops, 465
• Get a free custom report of opportunities in your industry from facturmfg.com/chips
• Jim Mayer: The Skills Gap is a Symptom; the Culture Gap is the Crisis
• Mike Payne: Cashflow King
• Scaling Success: Managing Growth Through Data and Culture, Ep #13
• QBQ! The Question Behind the Question

Connect with Josh McKain

• Connect on LinkedIn
• The Throughput Show
• Throughput Mastery

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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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/chips
• Why you need to meet us at the 2026 IMTS Exhibitor Workshop
• Grow your top and bottom-line with CliftonLarsonAllen (CLA)

Connect with Jack Watson

• HFW Industries
• Connect with Jack 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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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 CLA
• Register for the 2026 IMTS Exhibitor Workshop
• Use Hire MFG Leaders to hire your next leader

Connect with Cindy Houser and Erica Parra

• Connect with Cindy on LinkedIn
• Connect with Erica 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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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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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 CLA
• The KPIs to Help Manufacturers Improve Company Performance
• Your 6-Step Guide to Achieving Over 95% On-Time Delivery with Minimal Effort
• Cash Flow Power Moves: Pricing, Terms & Tools That Protect Your Business
• Why 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 LinkedIn
• Connect with Mike Payne on LinkedIn

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