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Buy the Numbers

Buy the Numbers

Von: Mike Payne
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A deep dive into the financials of running a Manufacturing business.2024 Management & Leadership Ökonomie
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  • Think Like a Buyer: How to Maximize Your Shop's Value Before You Sell

    Think Like a Buyer: How to Maximize Your Shop's Value Before You Sell
    Jun 25 2026
    Most shop owners never sell a business before the day they actually sell theirs. You build something for thirty years, then one phone call later you're trying to figure out what it's worth, what the buyer is really paying for, and why the number in your head doesn't match the offer on the table. The fix is simple to say and hard to do: start thinking like a buyer long before you ever plan to sell. In this episode I sat down with the deal team from CLA (Phil Hanke, Erin Mickels, and Brady Paschke), to walk through what actually moves the value of a manufacturing business. We're in the middle of a massive wave of baby boomer owners heading for the exit, and a lot of them show up ready to be done today, with no runway and no plan. That's rarely the best place to sell from. We get into the math and the art behind it. Your shop trades on a multiple of adjusted EBITDA, but where you land in the range, anywhere from two times to six in precision machining, comes down to the stuff that doesn't show up on a single line: how clean and consistent your books are, how concentrated your customers are, and how much the whole operation depends on you. If a buyer thinks they're buying a job instead of a business, you get discounted. Then there's the part that wrecks more deals than price ever does: structure. Net proceeds, not the headline number, are what actually land in your account. We talk through purchase price allocation, working capital, earn-outs, and seller financing, and why you want those conversations on the table at the letter of intent stage, not six months into diligence. And we don't skip the human side. This is usually the largest and most emotional transaction of an owner's life. We get into legacy, the arrival fallacy, and why knowing your why and your next chapter matters as much as the wire that hits your bank account. If you're anywhere from one to fifteen years out from a transition, there's something in here for you. What's Covered in this Episode (0:00) Meet the CLA crew: Phil Hanke, Erin, and Brady join Mike(3:34) Why now: a wave of boomer owners retiring with no succession plan(5:18) Readiness: a 3 to 5 year runway beats selling off a triggered event(6:40) What a buyer actually buys: your earnings, not your new machines(9:17) Cleaning up the financial house: add-backs, owner comp, related-party items(11:20) The owner-reliance question: can the business run without you?(13:40) Messy books get discounted; clean books are step one(14:52) "Am I buying a job or a business?" The buyer's real worry(18:03) The range in precision machining: 2x to 6x, and what moves it(20:02) Why size matters and enterprise value basics(23:14) The three-year rule: What you can still move late in the game(25:51) How Factur helps suppliers build a consistent sales pipeline(27:00) Step two: personal financial planning, know what you need to net(30:45) A client story: net proceeds, not headline price, got the deal done(32:34) Where deals break: purchase price allocation and working capital(35:43) Earn-outs and seller financing: bridging a valuation gap(40:50) How to get started: reflect on internal vs. external options(43:21) Build your advisor team, starting with your most trusted pro(46:53) Let Navu answer the hard questions for you(48:07) The emotional side: selling your life's work(53:36) Define your purpose before you sell Resources Mentioned Build a consistent sales pipeline with targeted outreach and a free custom report from FacturAdd AI chat to your website so buyers get accurate answers in real time with NavuExplore practical manufacturing insights from CLA on profitability, automation, growth, and more at CLAConnect.com/makingchips Connect with the CLA Team Connect with Phil Hanke on LinkedInConnect with Erin Mickels on LinkedInConnect with Brady Paschke on LinkedInReach the full team and browse their resources at claconnect.com
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    1 Std.
  • Women, Purpose, and Pay: The Honest Conversation Manufacturing Needs to Have, Ep #48

    Women, Purpose, and Pay: The Honest Conversation Manufacturing Needs to Have, Ep #48
    Jun 11 2026
    Part two of a good conversation is where things usually get real. In this episode, I pick back up with Nush Ahmed and Brooke Laing from Sisterhood of Trades, and we get into the questions most shop owners quietly wonder about but rarely say out loud: why more women aren't walking through the door, what it actually looks like to attract them, and whether our instinct to "just hire good people" is actually enough. One of the things that struck me in this conversation is how simple some of the answers are. Women aren't applying to manufacturing jobs in large numbers not because they don't want to work in a shop, but because many of them have no idea what manufacturing even is as a career option. Visibility is the entry point. And social media, whether you're comfortable with TikTok or not, is where that visibility happens today. If your shop isn't showing up where the next generation is spending time, you're not even in the conversation. We also got real about what the next generation is actually looking for, and it's more nuanced than just higher wages. Purpose matters. Acknowledgment matters. The small things, a "good job" at the end of a shift, a manager who notices when someone puts in extra effort, carry more weight than I expected. That said, we had an honest conversation about total compensation, and I think every business owner who has ever been frustrated by someone turning down a job offer because the hourly rate was a dollar short will find something useful in where that conversation went. We also touched on transparency, specifically what happens when shop owners start being honest with their teams about the economics of running a business. The response is usually not what you'd expect. Most people, when they actually understand the numbers, become more invested, not less. That's a management insight worth sitting with. This is one of those episodes where I walked away having learned something. And when that happens, I like to share it. You will want to hear this episode if you are interested in… (0:00) Welcome back and kicking off Part 2 with Nush and Brooke from Sisterhood of Trades(1:35) Why the next generation values purpose as much as a paycheck (and what that means for hiring)(4:55) How showing up at industry events creates real connections across generations(6:24) Your buyers have technical questions. Navu delivers reliable, accurate answers. Learn more at Navu.co/MakingChips (7:35) The visibility problem: women don't enter manufacturing because most don't know it's an option(10:10) Why your shop's social media presence is a recruiting tool whether you use it that way or not(13:07) Show women doing the real work: why representation on social media drives applications(17:42) Take your shop to the next level with DN Solutions(18:57) The positive reinforcement gap and why a simple "good job" can keep someone in the trades(20:54) Can you give hard feedback if you're not giving positive feedback first?(23:33) Why clean bathrooms are a better judge of company culture than most shop owners realize(24:58) Why we love the quality of SMW Autoblok workholding(25:45) Healthcare benefits and why total compensation matters more than the number on an offer letter(33:59) Why being transparent about shop economics helps workers understand what owners are dealing with(37:46) Closing the generational gap: what both sides actually need to do to connect(42:37) How to find Sisterhood of Trades and connect with Nush and Brooke Resources Mentioned Your buyers have technical questions. Navu delivers reliable, accurate answers. Learn more at Navu.co/MakingChips Take your shop to the next level with DN SolutionsWhy we love the quality of SMW Autoblok workholding Connect with Our Guests Nush Ahmed on LinkedInBrooke Laing on LinkedInSisterhood of Trades on TikTok Connect with Buy the Numbers Follow on LinkedInConnect with Mike Payne on LinkedIn Subscribe to Buy the Numbers on Apple + Spotify
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    44 Min.
  • No Cap: Manufacturing's Generational Communication Breakdown, Ep #47

    No Cap: Manufacturing's Generational Communication Breakdown, Ep #47
    May 28 2026
    In this episode of Buy the Numbers, I sat down with Nush Ahmed and Brooke Laing for one of the more entertaining and eye-opening conversations I've had in a while. What started with jokes about generational slang and communication styles quickly turned into a serious discussion about leadership, workplace culture, and what younger generations are actually looking for in manufacturing careers. As someone who's spent decades building teams and leading manufacturing companies, I've seen firsthand how much the workforce has changed. Today, many companies have four or even five generations working side by side, each with different expectations around communication, feedback, work-life balance, and career growth. This episode dives into those differences head-on, from the "no news is good news" mentality many older generations grew up with to the constant feedback and transparency younger workers expect today. We also talked about something I think manufacturing leaders need to hear more often: younger employees want opportunity and involvement, not just a paycheck. Nush and Brooke shared stories about trade shows, networking, community-building, and why companies often miss the mark when they fail to support employees who are trying to grow professionally. Hearing how impactful events like IMTS and industry networking were to their careers reinforced something I strongly believe: if someone on your team wants to learn, connect, and represent your company, you should encourage it. This conversation challenged some of my own assumptions and reinforced others, but more than anything, it highlighted how important communication and intentional leadership are if we want to attract and retain the next generation in manufacturing. Whether you're a shop owner, manager, or someone entering the trades yourself, there's a lot in this episode that will probably sound familiar. And yes, there are still plenty of dad jokes and generational roasts mixed in along the way. You will want to hear this episode if you are interested in... (0:00) Mike reflects on the chaotic and hilarious Toolpath Summit recording session(2:25) Nush and Brooke introduce their backgrounds in trades, manufacturing, and Sisterhood of Trades(4:08) Navigating multiple generations in today's manufacturing workforce(6:33) Breaking down Gen Z slang, communication styles, and workplace language gaps(12:02) How generational communication differences affect management and feedback(16:16) Get a free report of sales opportunities in your area from FacturMFG.com/chips(17:25) Mike shares how Hill Manufacturing intentionally built a younger leadership team(19:56) Why younger workers often feel disconnected from ownership and management(24:35) Red flags Gen Z notices immediately when evaluating employers(26:45) Why older generations often equate long hours with commitment and value(29:46) Gen Z perspectives on work-life balance, proving yourself, and career growth(32:23) Grow your top and bottom line with CliftonLarsonAllen (CLA)(33:34) The debate around "family culture" in manufacturing companies(36:55) What younger workers actually value most from leadership and workplace culture(38:21) Trying to finance your equipment? Check out Verdantcc.com/numbers(38:54) The role of pay, flexibility, and opportunity in attracting younger talent(40:11) Why employers should support younger workers attending trade shows and industry events(43:10) Brooke shares her experience being laid off after taking time off for industry involvement(44:03) Stay tuned for part two: A conversation around women in manufacturing and social visibility Resources & People Mentioned Get a free report of sales opportunities in your area from FacturMFG.com/chipsGrow your top and bottom line with CliftonLarsonAllen (CLA)Trying to finance your equipment? Check out Verdantcc.com/numbers Connect with the Sisterhood of Trades Sisterhood of TradesNush Ahmed on LinkedInBrooke Laing on LinkedInSisterhood of Trades on LinkedInSisterhood of Trades on InstagramSisterhood of Trades on TikTok 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 Min.
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