Making Chips Podcast for Manufacturing Leaders

In this special MakingChips Machine Shop MBA episode, we sit down with Peter Doyle—CEO of Hirsh Precision—to unpack what it takes to grow and transform a machine shop with purpose. From his roots as an Air Force officer to leading a former Top Shops award winner, Peter has blended strategy, structure, and heart into a roadmap any shop leader can learn from. Peter shares why strategic vision is more than a slogan on a wall. He explains how his team at Hirsh Precision focuses on high-mix, low-volume work, invests heavily in sales and marketing, and positions themselves as partners to engineers—not just parts suppliers. This shift has generated a steady stream of new business opportunities while maintaining the discipline required for regulated industries like aerospace and medical. Throughout the conversation, Peter emphasizes the importance of deliberate decisions: building customer-centric processes, developing leaders, hiring wisely, and implementing technology and certifications that align with their mission to “improve quality of life through precision manufacturing solutions.” For machine shop owners, managers, and future leaders, this episode is a blueprint for balancing risk with reward—how to create a strategic growth vision, win the right customers, and build a resilient team ready for the next decade of manufacturing innovation. Segments (2:42) Peter’s career journey from Air Force officer to Deloitte consultant to manufacturing leader (4:32) Lessons from Top Shops benchmarking—how to interpret the data and use it to guide strategy (5:53) Defining strategic growth: vision, customer focus, structure, agility, and leadership development (9:04) Building a sales and marketing engine—brand refresh, website upgrade, CRM adoption, and content strategy (10:57) Join us at Top Shops 2025 in Charlotte, NC!  (11:53) Deciding to purchase and expand the business—risk appetite, growth targets, and new facility (14:15) Aligning the team with a growth vision (overcoming skepticism and making decisive calls) (15:32) Hiring experienced business development talent and shifting from craft focus to customer experience (19:30) Implementing HubSpot CRM, learning to be externally focused, and building scalable marketing systems (23:00) The difference between doing sales and managing sales—lessons in leadership at the customer interface (27:00) Grow your top and bottom line with CliftonLarsonAllen (27:40) Moving beyond the buyer—how Peter built relationships with engineers and C-suite leaders (30:00) Choosing industries and customers that inspire—medical devices, surgical robotics, aerospace, and more (36:20) Translating customer-centric thinking into technology investments and equipment decisions (39:46) Balancing machine tool brand standardization with flexibility and innovation (42:40) Leadership evolution—learning to delegate, empower, and coach for high performance (45:31) SMART goals and performance management—aligning individual metrics with company-wide strategy (47:56) Closing reflections on creating a strategic growth vision and inspiring the next generation of shop leaders (49:19) Why you need to join us at MTForecast Resources mentioned on this episode  Hirsh Precision Peter’s episode on Machine Shop Mastery Join us at Top Shops 2025 in Charlotte, NC! Discount code: MAK20 Grow your top and bottom line with CliftonLarsonAllen (CLA)  Why you need to join us at MTForecast  Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

If you’ve ever lost sleep wondering whether you missed a critical detail in a quote—or felt the adrenaline of winning a job only to realize you underpriced it—this MakingChips episode is for you. Recorded live at FABTECH 2025, Nick sits down with Jason Ray, founder of Paperless Parts, to unveil a breakthrough tool that promises to transform how shops handle complex RFQs, drawings, and bills of materials. Over the past decade, Paperless Parts has become synonymous with solving bottlenecks in estimating and quoting. Their mission has been clear: empower people—not replace them—with software designed to make quoting faster, smarter, and less risky. In this conversation, Jason shares how their latest release takes that vision even further by surfacing critical requirements buried inside complex drawings and bills of materials. This episode is full of relatable stories and practical lessons. Jason explains how the new “Requirements Review” functionality captures tribal knowledge, accelerates mentoring, and helps shops avoid underpricing jobs while improving their RFQ triage process. Nick and Jason also dig into the big picture: the hype cycle of AI in manufacturing, the importance of trust and customer retention, and the future of Paperless Parts—including “historical intelligence” and next-level shop insights.  Whether you’re a shop owner, estimator, or manufacturing leader, you’ll leave this episode with actionable takeaways for quoting more accurately, prioritizing the right work, and scaling your business intelligently. Segments (0:53) “I Love Big BOMs”: How Paperless Parts tackles large bills of materials= (2:27) Bottlenecks in quoting and estimating—and why Paperless Parts was built (6:05) AI hype vs. reality in manufacturing software (7:39) Quote faster, smarter, and more consistently with Paperless Parts (9:20) “AI makes recommendations, humans make decisions” (12:38) Introducing “Requirements Review” to surface critical details in drawings (14:41) Capturing tribal knowledge and accelerating mentoring before retirements (17:13) Why missing something on a print leads to underpricing and margin compression (18:45) Using AI to read complex drawing packages and trigger shop-specific rules (20:22) Solving simpler problems first: best practices for adopting AI in manufacturing (22:14) Why you should join us at MTForecast 2025 (23:42) Quoting faster without over-engineering or missing key details (25:02) RFQs are getting larger—how to triage and prioritize the right work (26:47) Building an “ideal part profile” and learning to say no to non-fit work (29:54) Safety, flow state, and the hidden costs of taking on bad-fit jobs (30:53) Cash flow realities of contract manufacturing and avoiding high-risk mistakes (32:32) Aligning Paperless Parts’ incentives with customer success and retention (34:38) Value-based sales process and proving ROI before the sale (38:00) Emotional ROI for shop leaders and software founders alike (40:08) Why customer success is tied to clear ROI targets and ongoing support (42:27) Selling change management, not just a tool—how Paperless implements software (45:32) Looking ahead: Paperless Parts’ upcoming user conference and “historical intelligence” (49:32) Resources mentioned on this episode Quote faster, smarter, and more consistently with Paperless Parts Join us at MTForecast 2025 Achieve the 7 Habits of Successful Workholding with SMW Autobook Requirements Review Press Release Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

Every machine shop leader knows you can buy the best equipment, implement cutting-edge automation, and have bulletproof processes—but without the right team and culture, growth will stall. In this episode of MakingChips Machine Shop MBA, we talk with Matt Wardle, President of JD Machine, about how he transformed a small Utah shop into a 210-person powerhouse by prioritizing people and culture over everything else. Matt’s story shows what happens when leadership takes workforce development seriously. From his early days as a 10-person shop owner watching competitors poach his talent, to becoming a two-time Top Shops winner recognized for HR and culture, Matt has built a system for attracting, training, and retaining the kind of people who make growth possible. We dive deep into JD Machine’s unique approach to workforce development: Department of Labor-approved apprenticeship programs, high school counselor outreach, profit-sharing models, mentorship incentives, and cultural rituals like celebrating apprenticeship completions with a “Masters Jacket.” The result? A company that not only keeps top talent but grows its own leaders from within. If you’ve ever wondered how to build a resilient shop culture where employees feel invested, customers trust your team, and growth becomes sustainable, this conversation delivers the blueprint. Matt shows that “winning” in manufacturing isn’t just about throughput or margins—it’s about building people who build the business. Segments (0:58) Introducing Matt Wardle of JD Machine: from 10 employees to a 210-person operation (4:30) Early lessons in retention and the shift from poaching talent to building a pipeline (7:44) Why you should register and see us at AMT’s MTForecast (11:41) Community outreach: hosting school counselors, sponsoring robotics, and changing perceptions (17:10) Open houses, virtual field trips, and branding your shop to future employees (15:00) Mentorship structure, incentives for trainers, and celebrating completions with the “Masters Jacket” (19:20) Tracking the right metrics: turnover, reviews, skill increases, and retention as KPIs (22:58) Apprenticeship program design: 8,000 hours, Department of Labor approval, and clear pay raises (27:57) Grow your top and bottom line with CliftonLarsonAllen (28:32) How small shops can scale their workforce systems over time (30:18) Building your own curriculum: Tooling U, NTMA U, Titans of CNC, and customizing courses (31:50) Encouraging on-the-job learning during machine cycle times (34:10) Mentorship structure and incentives for experienced machinists training apprentices (36:05) Recruiting under-18 students through legislative partnerships and state risk management (37:52) How NTMA chapters create collaboration and make SkillsUSA more impactful (39:35) Balancing competitive pay with margins and long-term stability (43:58) Profit-sharing and open-book management to drive engagement and retention (44:44) Lessons learned from losing good employees and being proactive about retention (49:55) Matt’s closing thoughts: people who align with your core values become your greatest asset  (51:40) The countdown is on: See us at Top Shops 2025 in Charlotte, NC Resources mentioned on this episode JD Machine Connect with Matt on LinkedIn Why you should check out AMT’s MTForecast Matt’s episode on Machine Shop Mastery (all about culture) Grow your top and bottom line with CliftonLarsonAllen (CLA) The countdown is on: See us at Top Shops 2025 in Charlotte, NC (code MAK20 for 20% off) Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

Every machine shop has a story—and Chad Schmidt has made it his mission to tell them. As a sales engineer + content creator, Chad blends his technical background with a passion for storytelling. He creates authentic shop tour videos that shine a spotlight on the people, culture, and values driving the manufacturing industry. His YouTube channel has quickly gained traction, giving machinists and shop owners a platform to showcase their work in an honest and unpolished—but deeply engaging—format. In this episode of MakingChips, Chad shares his journey from tool rep to filmmaker and how a pandemic-era discovery of shop tour videos sparked his creative pursuit. He opens up about the challenges of convincing shop owners to go on camera, the humility he sees in the most successful leaders, and the business trends shaping machine shops across the country. The conversation dives into everything from diversification and leadership mindsets to adopting new technology and empowering the next generation of machinists. Whether you’re a seasoned shop owner or just starting out, Chad’s perspective reveals why authenticity, culture, and a willingness to evolve are essential ingredients for long-term success in manufacturing. By capturing raw, human-centered stories, Chad isn’t just documenting the industry—he’s helping elevate it. Tune in to hear his take on where shops are thriving, where they’re struggling, and what lessons every leader can take away from the tour videos that are inspiring thousands online. Segments (0:20) Grow your top and bottom line with CliftonLarsonAllen (2:06) How Chad got started in machining sales and what led him to shop tour videos (4:23) Inspiration from John Saunders’ NYC CNC channel during the pandemic (6:17) Balancing a sales career with filming shop tours and support from his company (7:12) Campro’s machine offerings and focus on job shops (8:19) Shop owners’ mixed reactions to being filmed and overcoming hesitations (11:06) Challenges of being on camera and blooper stories from filming (12:44) Insights from visiting shops: leadership humility, culture, and mindset trends (14:39) Tariffs, diversification, and the impact of customer concentration (17:43) Correlation between humility, ambition, and business growth (20:18) Balancing business ambition with family and personal life (20:58) Get transparency in the heat-treating process with Phoenix Heat Treating (22:07) Lifestyle businesses vs. growth-oriented shops and the risks of coasting (24:31) Stories from younger shop owners and COVID-era startups (26:05) Funding and customer acquisition strategies for new shops (27:27) How to leverage Xometry as a launchpad (time will change from this on after edit) (28:42) Observations on technology adoption: probing, CAM, ERP, and monitoring tools (33:25) Empowering younger team members and building fulfilling shop cultures (38:49) Shop cleanliness, lighting, and layout as indicators of culture and success (40:51) Biggest takeaways: zero-point workholding and inspiring shop stories (41:54) COVID-era entrepreneurs starting shops from scratch (44:58) Hire your next manufacturing leader with Hire MFG Leaders Resources mentioned on this episode Chad’s YouTube Channel Connect with Chad Schmidt Campro USA NYC CNC Get transparency in the heat-treating process with Phoenix Heat Treating Grow your top and bottom line with CliftonLarsonAllen MW Machine Motive Machine Works Hire MFG Leaders Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

Running a machine shop isn’t just about cutting chips—it’s about managing the numbers that make the whole operation possible. In this Machine Shop MBA episode of MakingChips, the team sits down with Jon Hughes of CLA to tackle one of the most overlooked yet critical parts of shop ownership: financial strategy. Many shop leaders rise through the ranks of the shop floor without formal financial training. The books often become “just compliance”—something you do because you have to file taxes. But as Jon makes clear, your financial systems can be far more than compliance—they can be a competitive advantage. From managing cash flow to planning for growth and capital expenditures, the way you handle money directly impacts your ability to survive downturns, seize opportunities, and build wealth. In this episode, we dig into why cash flow is king, what “working capital” really means for a shop, and how to navigate customer payment terms that often feel stacked against smaller manufacturers. They also explore practical strategies for budgeting, forecasting, and job costing—ensuring that every hour and every order drives long-term profitability. Packed with stories, humor, and battle-tested advice, this episode equips shop owners with the knowledge they need to turn finance into a weapon rather than a weakness. Whether you’re just trying to make payroll or planning your long-term exit, these insights will help you keep making chips—and making money. Segments (0:46) Join us at Top Shops 2025 in Charlotte, NC! (6:05) Finance as more than compliance: a competitive advantage (7:45) Cash flow vs. accrual accounting in day-to-day operations (10:40) The profitability vs. cash flow argument (14:10) Managing uncertainty and strengthening the balance sheet (15:09) Working capital defined: how much is enough and how to measure it (18:15) Current ratio explained and what “healthy” looks like (22:15) Owner compensation: salaries vs. distributions and tax implications (23:48) Achieve RASRAM by checking out the SME Autoblok catalogue  (25:28) Strategies for managing receivables, payables, and customer terms (31:08) Invoicing hygiene and avoiding clerical delays in payments (32:40) Following up on overdue invoices and staying proactive (36:32) Adjusting pricing to offset extended payment terms (38:45) Budgeting and forecasting as part of long-term financial strategy (44:56) Job costing and the 80/20 rule of profits and losses (48:10) Building financial review cadences and making finance a competitive advantage (50:20) Grow your top and bottom line with CliftonLarsonAllen (CLA) Resources mentioned on this episode Join us at Top Shops 2025 in Charlotte, NC! Use code MAK20 for 20% off Funding Your Dream Shop: Creative Ownership Strategies You Haven’t Heard Yet Profits Aren't Everything, They're the Only Thing Business Model Generation Achieve RASRAM by checking out the SMW Autoblok catalogue  Grow your top and bottom line with CliftonLarsonAllen (CLA) Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

At the heart of every successful machine shop isn’t just the parts it produces—it’s the experience it delivers to its clients. In this episode of MakingChips (part of our Machine Shop MBA series), we sit down with Andy Reinwald, President of Ripley Machine, to unpack what it really takes to deliver an excellent client experience in manufacturing. Andy shares his journey of stepping into leadership at a young age, navigating the challenges of declining sales, and transforming Ripley Machine into a recognized Top Shops award winner. His story proves that client experience doesn’t happen by accident—it’s built intentionally through systems, communication, and values that shape the culture of the entire shop. From implementing ISO and ProShop ERP, to instilling a daily rhythm of accountability and continuous improvement, Andy reveals the practical steps his team has taken to turn Ripley into a trusted partner for its customers. Along the way, he highlights how something as simple as quick communication—or as complex as restructuring internal systems—can make all the difference in retaining clients and earning their loyalty. Whether you’re a seasoned shop owner or just starting out, this conversation will challenge you to look at your business through the lens of your customers. Because at the end of the day, consistency, transparency, and responsiveness aren’t just “nice to have”—they are the foundation of growth and profitability. Segments (0:32) How Phoenix Heat Treating provides next-level transparency (2:18) Why client experience is the capstone of the Machine Shop MBA series (3:39) Introducing guest Andy Reinwald of Ripley Machine (5:00) Family business history, early days in the shop, and finding a passion for manufacturing (8:47) Becoming shop foreman at 19, buying the business at 21, and facing business challenges (12:11) Lessons learned: Poor customer experiences and the wake-up call (17:26) The values of transparency, accessibility, and responsiveness (20:00) Practical changes: communication, customer-specific notes, quoting with Paperless Parts, and implementing ProShop ERP (27:04) Investing in ProShop is an investment in your shop (28:39) The power of quick, honest communication and technology that supports it (35:05) Building culture: consistency, details that matter, and systems that allow Andy to step away (37:23) How Andy roots his business values on his faith (39:10) Going above and beyond for customers (42:38) How Andy hires according to a fit for his culture (44:54) Implementing daily drumbeat meetings and lean principles (50:04) Ripley Machine’s Top Shops award journey and continuous improvement (55:42) Joins us at the Top Shops 2025 Conference in Charlotte, NC Resources mentioned on this episode Could Phoenix Heat Treating solve your bottleneck? Investing in ProShop is an investment in your shop Joins us at the Top Shops 2025 Conference in Charlotte, NC Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

Inventory and materials management may not sound glamorous, but for us—and for any thriving shop—it’s the difference between healthy cashflow and a financial chokehold. In this Machine Shop MBA conversation, we break down how smart inventory practices—both physical and digital—can free up space, cut costs, and improve delivery performance. From raw materials and finished goods to WIP and cutting tools, we share the financial, operational, and workflow implications of what you keep on the shelf (and what you shouldn’t). You’ll hear real-world examples of vendor-managed material programs, strategies for keeping traceability without burying yourself in admin work, and ways we’ve turned “dead” stock into real cash. We also dig into why inventory accuracy matters beyond just making parts—touching on tax implications, property valuations, and how inventory missteps can kill the value of your business in a sale. And if you’ve ever lost hours hunting for the right cutter or fixture, our storage and tracking advice might change the way you think about tooling forever. This episode isn’t about counting nuts and bolts—it’s about building an inventory strategy that supports your cashflow, your team’s efficiency, and your long-term profitability. Segments (0:24) Paperless Parts: Quoting made simple, profitable, and powerful (3:09) Why inventory is “sneaky important” for cashflow, workflow, and profitability (4:00) Common categories: raw materials, finished goods, consumables, and workholding (6:30) “Part stock” vs. catalogued vs hybrid strategies (7:58) Calculating the real cost of capital when buying material in bulk (10:45) Consolidating material sizes to reduce stock complexity (13:07) Physical storage, traceability, and avoiding costly scrap from lost certs (15:07) Labeling and marking best practices—from PO numbers to color codes (19:05) Storage layouts that save space and speed up retrieval (22:28) FIFO, LIFO, and how inventory accounting can impact your taxes (24:07) Why you need to check out the SMW Autoblok Catalogue  (24:50) Why WIP can matter for accurate financials and business valuation (29:24) Cycle counting vs. painful year-end full inventory counts (33:26) Real-world wins from knowing exactly what’s on your shelves (36:10) Avoiding the trap of overbuilding and obsolete finished goods (39:09) Using contracts and order commitments to protect yourself from rev changes (42:02) Inventory strategies for cutting tools—your most critical shop consumable (45:11) The value of having the right tool at the right time vs. lowest cost (49:45) Why random storage beats “organized” by type for cutting tools (52:19) Fixture storage, location tracking, and purging rarely used setups (54:39) How reviewing inventory can generate sales and free up cash (57:35) Key takeaways for building a smart, profitable inventory strategy  (58:42) Grow your top and bottom line with CLA Resources mentioned on this episode Tooling and the Demon of Chaos Unlocking Tax Savings: Essential Strategies You Can Implement Immediately Paperless Parts: Quoting made simple, profitable, and powerful Why you need to check out the SMW Autoblok Catalogue  Grow your top and bottom line with CLA Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

In Part 2 of our conversation with certified lead auditor Jess Teasdake, we dig deeper into what it really takes to build an efficient, audit-ready quality management system (QMS). If you caught Part 1, you heard us talk through the big picture: certifications, audits, and what separates a good QMS from a bad one. This time, we’re getting tactical. We’re not just talking about passing an audit—we’re talking about building a system that supports your team, reduces risk, and eliminates waste across your business. From risk registers and RPN scoring to digitizing your paperwork and planning with cross-functional teams, we cover the actual tools and habits that make quality real on the shop floor. Along the way, we share stories from our own shops—what’s worked, what hasn’t, and how integrated technology has changed the game. We’ve lived the paper-chasing, binder-filled chaos that too many shops call a QMS. And we’ve seen what happens when you replace it with a connected system that actually reflects how your shop runs day to day. If you’re working toward certification—or just want to build a culture of quality that doesn’t require heroics to maintain—this episode is your blueprint. Segments (0:26) Grow your top and bottom line with CLA (2:53) Recap of Part 1 + why efficient QMS design matters in regulated industries (3:33) Defining and mapping core processes from RFQ to shipment (6:23) Risk-based thinking: risk registers, RPN scoring, and real-world examples (9:11) Tracking and improving risk scores over time with team input (11:33) Cross-functional planning: involving machinists, programmers, and QA early (12:57) Ballooned drawings, IPCs, and quality planning before the job hits the floor (14:01) Integrated quality checkpoints: from receiving to signoffs and inspection (16:20) Why going paperless saves time and improves accuracy (17:56) Join us at Top Shops 2025! (18:51) Quality as a company-wide responsibility—not a department (21:12) Digital documentation strategy and collaboration tips (23:26) How to implement QMS step by step (26:55) Linking vs. integrating: what real QMS tech should do (29:50) Before & after ProShop: how integrated QMS changed our audit process (33:46) Certification myths: ISO, AS9100, and audit readiness every day (35:53) Why QMS should be built into your tech stack and team culture (38:07) Use Hire MFG Leaders to recruit the next level of talent Resources mentioned on this episode Machine Shop MBA: Planning for Precision Register for Top Shops 2025 now: Get 20% off with code: MAK20 Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

If you think quality management is just about passing audits, think again. In this episode of MakingChips, we’re joined by Jess Teasdale—a true QMS expert and certified lead auditor in both AS9100 and ISO 13485—to break down what it really takes to build a world-class quality system. Whether you're running a two-person job shop or leading a growing operation aiming for medical or aerospace work, we consider this your QMS MBA. We dig into the purpose, process, and power of implementing a robust quality management system—from selecting the right registrar to defining your key processes and KPIs. Jess also shares why culture matters more than checklists, how leadership buy-in can make or break your success, and how tools like ProShop ERP can make audit day feel like just another Tuesday. This isn’t just about earning a certificate. It’s about building a business where quality is baked into how you operate—every single day. If you're trying to compete in regulated industries—or simply want to stop cleaning up preventable mistakes—this episode is your blueprint. Segments (0:00) “He’s a real quality guy”: Dad jokes and introductions (1:12) Every day is audit day: Building a quality culture vs. chasing audits (4:24) Jess’s background—from job shop QC to Raytheon to ProShop (9:27) What it takes to get certified as a lead auditor (11:03) Key differences between ISO 9001, AS9100, and ISO 13485 (12:27) Why regulated industry certifications are “table stakes” for growth (14:05) How certification shapes customer perception—and shop success (16:21) What a QMS really is (and why it’s not just a binder) (17:42) The challenge of cultural adoption—from shop floor to CEO (22:30) Grow your top and bottom line with CLA  (23:05) The first steps: quality manual, key processes, and KPIs (26:18) Cross-functional teams vs. solo efforts—what works best (28:08) How grants and workforce programs can help fund your QMS journey (31:03) Lessons from a painful audit—and how ProShop changed everything (35:00) Choosing the right certification body (registrar) (39:35) Stage 1 vs. Stage 2 audits—what to expect (41:53) Nonconformances: OFIs, minors, majors, and 8Ds explained (45:47) Wrap-up and preview of Part 2: How to build a great QMS (48:20) Register for Top Shops 2025! Resources mentioned on this episode https://www.highqa.com/ Register for Top Shops 2025! Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

Let’s be real—every shop says they make quality parts. But doing it consistently? That’s a whole different game. In this episode of the MakingChips Machine Shop MBA series, we break down what it actually takes to build—and sustain—excellence in quality control. From quoting parts you can actually make, to in-process inspections, to how your shipping paperwork could delay your cash flow, this episode covers the full spectrum. We dive into real-world strategies for building quality into every step of the process—from the first RFQ to the final shipment. We talk about ownership, team structure, risk-based IPC strategies, final inspections, and how a simple $100 reward created a culture of accountability on the shop floor. Whether you’re building your first quality system or tightening up an already dialed-in process, this conversation will challenge you to think beyond just tolerances and calipers. You’ll hear how quality isn’t just about measuring—it’s about quoting smarter, communicating across departments, and building a shop culture where excellence is everyone’s job. This episode is packed with sharp insights and real-world stories from three shop leaders who know what it takes to deliver consistent, swit-level quality. Segments (0:50) Get excited for Top Shops 2025! (1:14) Why listening to MakingChips is SWIT (2:40) Why quality starts in quoting—before a chip is ever made (4:36) Aligning your manufacturing plan with your quality plan (6:35) Why you should track which tool cuts which feature (7:23) Probing vs. offline inspection: finding the right balance (8:27) Should quality report to operations? (Organizational insights) (11:41) Why balloon drawings still matter—and the tools to make it easier (14:30) Incoming and outgoing inspections for outside processing (16:48) When (and why) to keep quality in-house (17:41) First articles, first parts, and final inspection clarity (20:18) Grow your top and bottom line with CLA (20:57) Should machines sit idle during inspection? Risk vs. throughput (22:47) Calibration musts: Why you can’t trust dropped tools (24:08) Catching bad tolerances before they hit the floor (26:00) Deviation requests: When it’s worth asking (27:00) Rotating inspection plans and in-process strategies (29:53) Building inspection frequency around quantity and value (30:35) Peer checks and the $100 bill that changed everything (32:05) What “final inspection” really means at Hill Manufacturing (36:02) When paperwork mistakes delay payment—and damage quality ratings (37:37) Systematizing delivery to meet each customer’s expectations (39:16) The bottom line? Quality is everyone’s job (40:21) 3 reasons to check out Buy the Numbers Resources mentioned on this episode Get excited for Top Shops 2025! Grow your top and bottom line with CLA High QA Lights Out Automation Trap Series Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

What if your CAM software could learn from every part you've ever programmed—and make your next one faster, smarter, and easier? At Hexagon Live, we sat down with Ryan Pembroke to explore how ESPRIT EDGE is doing exactly that. As Hexagon’s Product Manager for cloud-based production software, Ryan shares how this next-gen platform is helping shops streamline programming, automate workflows, and scale smarter with every click. If you’ve ever wished your CAM system could remember what worked, eliminate repetitive programming, and accelerate your path to the spindle, this is the episode for you. Ryan explains how Hexagon’s new Nexus Cloud ecosystem—including tools like Hexagon Copilot and ProPlan AI—is designed to empower programmers, reduce onboarding time, and unlock serious productivity gains. From intelligent feature recognition to machine-aware automation and real-time learning, ESPRIT EDGE is all about putting past experience to work for future success. You’ll hear how shops are reclaiming 75% of their programming time, how Swiss machining is finally getting the Edge treatment, and why the platform is built not to replace your team—but to amplify their talent. Whether you're programming complex parts or scaling new workflows across your machines, Hexagon's vision is clear: give users control, reduce the mental load, and continuously learn from what’s already working. ESPRIT EDGE doesn’t just help you make better parts—it helps you build a smarter shop. This is what automation looks like when it starts with the user. Segments (0:00) Intro from Hexagon Live and some Vegas fun (2:06) Meet Ryan Pembroke and learn about his role at Hexagon (2:45) What Nexus Cloud is and how it works with CAM (3:38) Modular access to apps—scale your tools, not your cost (4:21) Ryan’s origin story in manufacturing (5:27) The evolution of ESPRIT EDGE for complex machining (9:53) Automated part copying across tombstones and setups (11:03) How user feedback drives product development (13:51) What excites Ryan today—The application of Hexagon Copilot & ProPlan AI (16:28) Listen to the Lights Out podcast to scale your shop the smart way (16:56) Continuous learning and real-time tool adaptation (19:45) How Espree Edge optimizes for tool changes (21:30) Vision for Nexus: cross-platform, connected manufacturing intelligence (23:13) Eliminate redundant work to unlock your team’s creativity (24:38) How ESPRIT EDGE helps new users get up to speed quickly (25:29) Customer training, updates, and user support forums (27:45) Leverage the Nexus community forum (28:45) Cutting programming time and increasing utilization Resources mentioned on this episode ESPRIT EDGE Connect with Ryan on LinkedIn Nexus User Community CoPilot and Pro Plan AI Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

When I first heard about the “One Big Beautiful Bill,” I knew we had to break it down for the MakingChips audience. This isn’t just another tax update—it’s a massive, 900-page piece of legislation with real implications for manufacturers like us. Whether you're thinking about buying equipment, expanding your facility, hiring more people, or selling your business down the road, the OBBB touches nearly every part of the decision-making process. That’s why I called up my friends at CLA—Susan Roberts and Steve Combs—two tax pros who spend every day helping manufacturers figure out what’s changing, what’s staying the same, and what you need to do now. In this episode, we sort through what’s “informational” and what’s “actionable”—so you can stop guessing and start planning. We talk about everything from the return of 100% bonus depreciation, to how you can now expense R&D costs again (finally), to smart moves around entity selection and estate planning. There’s even a little salt cap drama in there. If you want to get ahead before year-end—or avoid getting caught off guard—this episode’s for you. Let’s get into it and talk about how this “big, beautiful” bill can work for you… not against you. Segments (0:18) Grow your top and bottom-line with CLA (1:33) Learn more about Susan Roberts and Steve Combs (4:05) What’s “informational” vs. “actionable” in the bill (7:42) Bonus depreciation is back—100% write-offs retroactive to Jan 19, 2025 (10:01) How cost segregation studies unlock more depreciation for recent building purchases (12:20) Why you shouldn’t buy machines just for the deduction (13:45) QBI deduction (20%) made permanent (and what that means) (17:48) Entity selection: Is it time to consider a C Corp? (19:30) R&D can now be fully expensed—unlocking credits, cash flow, and retroactive deductions for everyday shop work (27:37) Why you should listen to Buy the Numbers (30:17) Interest expense deductions get easier for manufacturers in 2025 (32:00) Limitations on capitalizing interest into inventory coming in 2026 (33:21) Individual tax deductions: SALT cap increased from $10K to $40K (with phaseout) (38:02) Why PTET (pass-through entity tax) strategies still matter (40:39) Advanced manufacturing credit for semiconductors increased from 20% to 35% (42:09) Clarifying that buying tax credits is still an option for large C Corps (46:55) Estate exemption increased to $15M and indexed for inflation (48:02) Opportunity Zone deferral extended—now with rolling 10-year plan (50:10) Low-hanging fruit for 2025: R&D recapture, bonus depreciation, cost seg studies (53:40) The risk of unintended consequences without a tax advisor (55:01) Final verdict: Is the One Big Beautiful Bill actually beautiful for manufacturing? (1:01:16) Don’t get burned by recruiters who don’t understand manufacturing Resources mentioned on this episode CLA’s Website Susan Roberts - Susan.Roberts@CLAConnect.com Steve Combs - Steve.Combs@CLAConnect.com Tax Cuts and Jobs Act Manufacturing Grants Made Simple Hire MFG Leaders Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

What if your machine shop could reach millions—not just buyers, but future employees, potential partners, and everyday people who suddenly “get” why manufacturing matters? In this episode of MakingChips, we sit down with Hüseyin Kılıç, founder and CEO of Interesting Engineering, a digital media powerhouse with over 25 million followers across YouTube, LinkedIn, TikTok, and Instagram.  Hüseyin shares the incredible story of how he grew his brand—starting in an internet café in Turkey—into one of the world’s most recognized platforms for engineering, science, and manufacturing content. We talk about how he built his audience from scratch, why some technical content goes viral while most gets ignored, and what manufacturers like us can do to tell better stories. Hüseyin offers practical, no-nonsense advice for how even small shops can reach more people, find more talent, and make a bigger impact through smart, simple content creation. If you want to grow your brand, attract the next generation of talent, and show the world why what we do matters, this episode is for you. Segments (0:00) Reflecting on an inspiring conversation with Hüseyin (1:50) Stay tuned to register for Top Shops 2025! (2:53) Meet the founder of Interesting Engineering—25M followers and counting (3:47) Hüseyin’s origin story: From internet café to engineering media empire (10:52) Building a remote-first team and becoming a real CEO (16:00) What kind of content actually resonates with a broad audience? (17:07) Why niche communities are the future—and how IE is evolving (19:58) Grow your top and bottom line with CliftonLarsonAllen (20:36) Storytelling that works: From quantum chips to pasta factories (26:09) Why manufacturers need to stop writing press releases and start telling stories (27:52) How even one person can make a big impact with content (30:24) Real faces, real footage—why this matters more than follower counts (33:23) Why polished stock footage actually hurts your reach (36:49) Where to go to learn how to tell better stories (tailored to each platform) (38:31) The AI content boom—and why human storytelling still wins (40:15) Telling compelling stories within NDA limits (42:21) Our biggest takeaway: storytelling is a manufacturing advantage (44:58) Why you need to listen to the Lights Out podcast  Resources mentioned on this episode Connect with Hüseyin Kılıç on LinkedIn Interesting Engineering Stay tuned to register for Top Shops 2025! Grow your top and bottom line with CliftonLarsonAllen Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

What do a luxury wristwatch and a 50-foot-long aerospace weldment have in common? They’re both precision-machined, but that’s where the similarities end.  In this episode of MakingChips, we’re exploring the extremes of manufacturing—from parts that fit on the tip of your finger to parts so massive they require cranes and riggers just to load onto a machine. Paul Van Metre and Mike Payne are joined by two guests who represent the far ends of the machining scale. Josh Hacko, a fourth-generation watchmaker from Sydney, Australia, crafts ultra-small and ultra-precise components for timepieces and high-tech applications like quantum computing and medical implants.  On the other end, Jerry from Baker Industries in Michigan oversees the fabrication and machining of massive weldments and structural components for aerospace, defense, and nuclear energy—some measuring over 50 feet and weighing tens of tons. This episode dives deep into the radically different strategies each shop uses for tooling, fixturing, inspection, quoting, and problem-solving. From tea strainers used to sort microscopic parts to massive additive weld builds handled by 30-ton cranes, it’s a fascinating look at how scale transforms every aspect of the job. If you’ve ever wondered how much machining can vary across the industry, this conversation will expand your view. Whether you're cutting parts measured in microns or managing five-ton setups, one thing remains constant: it’s all about having the right people who love the craft. Segments (0:00) Why the people behind the process matter most—no matter the scale (0:26) How Paperless Parts can simplify quoting in your shop (2:16) Comparing the biggest and smallest jobs in machining (4:30) Josh Hacko’s background in watchmaking and micro part production (6:03) Jerry Kablak’s work on large-scale machining for aerospace, energy, and defense (6:51) Part sizes: from sub-millimeter to over 70 feet long (8:38) How Josh got into contract micro-manufacturing by accident (11:53) Handling tiny parts: bar diameters under 2mm and parts smaller than a fingerprint (13:45) How Jerry and his team navigate some of the largest projects in the world (19:28) Josh’s creative solutions: glue workholding, sieves, acetone, and hand-ground tweezers (22:19) Logistics challenges in big machining: setup time, crane handling, and laser tracking (26:16) Leverage Hire MFG Leaders to equip your shop (28:22) Handling and inspection of tiny parts: from tea strainers to plastic tweezers (32:16) Overproduction and scrap on both sides of the spectrum (33:54) Inspection: From laser trackers to 700x optical zoom on a Zeiss CMM (36:14) Tolerances: Josh works in single-digit microns; Jerry works in 10–20 thou over 40 feet (44:05) Drilling a 20-micron hole and the tools it takes to do it (45:29) Your success depends on the skill and resilience of your people (47:34) From rocket hardware to medical implants to lunar landers (51:08) Mutual respect across the size divide (54:11) Listen to Machine Shop Mastery if you’re serious about growing your shop  Resources mentioned on this episode Josh Hacko on LinkedIn NH Micro  Nicholas Hacko Watches Jerry Kablak on LinkedIn Baker Industries Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

What does it take to run one of the top-performing machine shops in the country? In this episode of MakingChips, we sit down with Kevin Bowling, COO of Major Tool & Machine, to find out exactly what drives their success—and why it all starts with people. Kevin isn’t just leading a massive operation with 670,000 square feet of manufacturing space and machines that can turn parts up to 40 feet in diameter—he’s cultivating a culture of excellence, servant leadership, and continuous improvement. From daily standups to custom-built software tools that empower employees to submit (and track) improvement ideas, Kevin shares how his team fuels a winning environment. We talk about how Major Tool keeps scrap rates under 1.6%, mitigates multi-million dollar risks, and engages machinists in everything from quoting to process design. But more than that, Kevin reveals why trust, gratitude, action, growth, and excellence aren’t just words on a wall—they’re the foundation for shop floor performance. Whether you're running a 3-person shop or leading hundreds, this conversation is packed with ideas you can apply to raise the bar. Because when leadership is intentional and people are empowered, that’s when you start making chips—and making money. Segments (0:00) Nick ditches the t-shirt to interview like an adult (0:47) Will we see you at Top Shops 2025? (1:51) Paul shares insights from a woodworking leadership forum (3:50) Introducing Kevin Bowling from Major Tool & Machine (7:40) Overview of Major Tool’s massive facility and machine capabilities (12:41) Building culture through employee-led process design and daily Kaizen (16:24) How culture drives retention—Kevin's team gives Cadillacs at 50 years (18:00) Inverted org charts and servant leadership in practice (19:32) Custom software and dashboards built around the floor’s needs (22:39) Grow your top and bottom line with CLA (25:05) Aligning improvement ideas with key business KPIs (26:50) Making the scoreboard visible: everyone should know if they won today (29:48) KPIs that drive engagement and performance (31:25) Major Tool’s five core values: Trust, Gratitude, Action, Growth, Excellence (35:08) Managing massive parts and multi-million dollar risk (39:45) Everything is scalable—even if you’re just starting out (41:13) Real-world Kaizen: from newspaper boards to software tickets (44:25) Why every initiative must start with defining the current state (46:21) Sustaining improvements through standard work (47:39) Integrated systems, employee engagement, and long-term culture (50:22) Let Hire MFG Leaders make your next hire smooth and seamless Resources mentioned on this episode Will we see you at Top Shops 2025? Grow your top and bottom line with CLA Let Hire MFG Leaders make your next hire smooth Major Tool & Machine Virtual Tour of Major Tool Connect with Kevin on LinkedIn PFMEA risk management Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

Planning a job is one thing—getting it through the shop without chaos is something else entirely. In part two of our Managing Orders series, we move beyond quoting and scheduling to the messy reality of production: where kitting falls short, setups go long, expectations don’t match reality, and quality gets squeezed when time runs out. We’ve seen it happen. A setup that was budgeted for two hours takes six. Why? Because the job wasn’t kitted right. Because the estimator used wishful thinking. Because no one raised their hand when they knew the target was off. It’s not just frustrating—it’s a breakdown in accountability and trust across your team. This episode is about fixing those breakdowns. We unpack how better handoffs, clearer documentation, and stronger internal service mindsets can completely transform your process. From shift tie-ins and floor leads to process development and postmortems, we share how to build a shop where problems get solved before they become expensive. Because making chips isn’t just about getting to the spindle—it’s about building a culture where everyone owns their part of the process, and where your systems hold up even when the pressure’s on. Segments (0:00) Why planning isn’t enough—execution is where things break (0:43) Grow your top and bottom-line with CLA (2:00) The dangers of “sharpening the pencil” on setup time (5:25) Why you must separate first-time setup from recurring setup targets (6:35) The hidden costs of poor kitting and missing tools at setup (11:21) Tribal knowledge, shift leads, and how to monitor execution in real time (14:08) Creating a culture where machinists feel safe to speak up (17:58) “Tiger Teams” and how to solve setup issues in the moment (20:56) Top Shops (21:22) Documenting feedback through process development and tying it to improvement (24:20) Using shift tie-ins and handoffs to reduce lost context (25:40) Rethinking quality: from bottleneck to built-in step (34:08) Treating vendors like internal customers and setting them up for success (38:15) The final handoff: why packaging, paperwork, and delivery are part of your brand (43:45) Final takeaways: document your process, eliminate failure points, and keep improving (47:46) Why you need to listen to the Lights Out Podcast  Resources mentioned on this episode The Automation Trap: Why Automating Chaos Won’t Save You, Ep #18  Vericut Hexagon Maestro The E Myth Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

Once the PO comes in, it’s easy to fall into the trap of “just get it done.” But if we don’t manage orders with intention and clarity, we’re setting ourselves—and our teams—up for chaos. In this episode of the Machine Shop MBA series, we break down what it really takes to run a smooth, efficient production floor. This isn’t just about buying software or printing a checklist. It’s about building a culture where planning is seen as an act of leadership, not overhead. We share lessons from our own experiences—like rebuilding internal systems from scratch and learning the hard way that quoting means nothing if we can’t deliver on time. We explore how order management touches everything: lead times, stress levels, team morale, and profit margins. We talk about what it means to serve internal customers, how to build standards everyone can actually follow, and why checklists might just be the most underrated tool in your shop. If we want to stop firefighting, reduce turnover, and grow a business that lasts, we need to start treating order management like the strategic function it is. Because without a plan, even good shops fall short. Segments (1:39) Stay tuned: Top Shops 2025 registration coming soon! (2:40) Paul’s early lessons from Pro CNC (4:59) The role of ERP systems and process discipline—even for small shops (8:18) Why you need a detailed process for making parts (with associated timing) (12:04) Identifying bottlenecks early: the Herbie analogy and long lead-time items (15:19) Planning as leadership: how we reduce chaos and stress for our teams (17:12) What “kind leadership” actually looks like (18:49) The power of checklists for staying on-track (21:25) Grow your top and bottom-line with CLA (23:02) Defining complete and accurate: internal customers and downstream clarity (27:40) Scheduling mistakes: why poor input ruins even the best software (31:06) How we build lead-time buffers and deal with vendor risk (35:37) Letting ERP guide quoting, planning, and scheduling (38:51) Investing time to save time: building in space for continuous improvement (43:30) What great kitting actually looks like—and how it cuts setup time (47:47) Wrapping up Part 1—with a joke, of course (48:47) Why investing in ProShop ERP is investing in your business Resources mentioned on this episode Stay tuned: Top Shops 2025 registration coming soon! The Tech Stack Advantage Profit Starts with the Quote “The Goal” By Eliyahu Goldratt “The Checklist Manifesto” by Atul Gawande The KAIZEN™ methodology ProShop Setup Reduction Guide Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

Are you losing money before the job even hits the floor? If your quotes are based on outdated spreadsheets, rough guesses, or a “that’s what we’ve always charged” mindset, you might be setting your shop up to fail—before the first chip falls. In this episode of the Machine Shop MBA series, we tackle one of the most common (and costly) problems in manufacturing: bad quoting. Mike shares lessons from five shop acquisitions—each one quoting the wrong way. Paul lays out a clear framework for cost modeling, from flat-rate estimating to activity-based precision. And Nick brings it all home with real-world strategies for walking away from unprofitable jobs and quoting with confidence. You’ll learn how to: Break down your true cost per hour (and why most shops get it wrong) Quote faster and win better work Tie quoting to sales strategy and customer fit Eliminate jobs that quietly kill your margin Because quoting isn’t just a math problem. It’s a leadership decision—and the future of your shop depends on getting it right. Segments (0:00) Friday energy, name mispronunciations, and intro banter (1:01) Why ProShop can help you achieve on-time delivery (2:34) Common quoting mistakes usually stem from broken models (6:25) Scarcity mindset vs. abundance mindset in quoting decisions (7:45) The four cost buckets you need to understand (9:22) Estimating 101, 201, and 301: building smarter quoting systems (12:58) How automation changes the math (or does it…?) (16:20) Value-based pricing: how some shops quote with confidence and win (18:00) Customer transparency: when it helps, and when it hurts (19:50) Sales pressure and quoting leverage: why quoting ties back to marketing (21:05) Calculating machine rates: depreciation, utilization, and more (24:30) Overhead, tooling, scrap—when to include it, and how (25:22) Stay tuned for Top Shops 2025 registration!  (27:45) Quoting efficiency: Don’t win everything—win smart (30:42) Win rates: Why 100% is a red flag, and 40% might be just right (34:20) Speed-to-quote: The biggest untapped quoting advantage (37:43) Don’t forget to charge for review, prep, and inspection (39:32) Kill the losers: How to identify and eliminate unprofitable jobs (44:38) Use quoting as a filter for new customer relationships (46:15) Knowing your limits and stretching your niche (51:17) Recap and preview: How quoting connects to sales, strategy, and growth  (55:30) Grow your top and bottom line with CLA Resources mentioned on this episode ProShop can help you achieve on-time delivery Episode #73: A Recipe for Winning High-Volume Work Stay tuned for Top Shops 2025 registration!  Machine Rate Spreadsheet FedEx French Benefits Commercial Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

Before you spend a dime on advertising—or hire a marketing agency—you need to answer one foundational question: Who exactly are you trying to reach?  In this episode of the Machine Shop MBA series, Nick, Mike, and Paul sit down with Joe Sullivan, co-founder of Gorilla 76 and host of The Manufacturing Executive podcast, to break down the strategy behind smart marketing for job shops. Joe makes one thing clear from the jump: marketing isn’t just sales turned up louder. Instead, it’s about building trust before the buying conversation even starts. That means identifying your ideal customer profile (ICP), understanding their pain points, and crafting messages that speak directly to them—so when they’re triggered to buy, they already know who you are. The conversation dives into the practical side of marketing strategy: defining your total addressable market, publishing your ICP, understanding buyer personas, and turning a few high-quality content pieces into lead-generating machines. Joe also shares real-world tips for measuring ROI, why your content distribution matters more than volume, and how even a 10-person shop can build a consistent, credible marketing engine. Whether you’re starting your marketing journey or rethinking your current efforts, this episode gives you the roadmap to go from aimless activity to strategic growth. Stop being invisible—and start being the shop your best-fit customers call first. Segments (0:37) Grow your top and bottom line with CLA (2:50) Capturing demand vs. creating demand: Where shops go wrong (5:40) Defining and scoring ideal customers by fit and behavior (7:24) Why publishing your ideal client criteria helps filter leads (8:57) Step #1: Sizing your market realistically (13:00) “Riches are in the niches”: How tight positioning builds credibility (16:52) ICP vs. persona: company fit vs. human influencers (20:08) Foundational marketing steps to complete before execution (26:27) Moving from research to messaging: Strategy before tactics (30:15) Stay tuned: Top Shops 2025 registration coming soon (31:30) Playing the long game: Becoming next in line when a vendor fails (33:44) Content campaign thinking: Repurposing and repeating your core message (39:20) How to position your machine shop online (i.e. equipment list) (43:27) Bad blogs and lorem ipsum: When marketing is clearly an afterthought (44:43) Diving intro distribution—How to make content work for sales enablement (47:22) How do I know if it’s working? Metrics that matter. (50:10) The real role of marketing vs. sales (54:17) The shift from reactive to proactive: Marketing as a strategic function (58:57) Closing thoughts: Play the long game, be specific, stay consistent (1:03:57) Bonus question: The importance of personal branding vs. company branding (1:08:05) Why you need to listen to the Lights Out Podcast  Resources mentioned on this episode The Tech Stack Advantage The Manufacturing Marketer podcast Building a StoryBrand Obviously Awesome New Sales. Simplified.  Joe@Gorilla76.com The Manufacturing Culture Podcast Rapidfire Manufacturing  Next Gen MFG Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube

This might be one of the most important conversations we’ve had in the Machine Shop MBA series—because we’re unpacking a mindset that quietly limits the growth potential of so many shops: the “cashier model.” We’ve seen it time and time again—shops waiting at the counter for purchase orders to roll in, instead of actively building relationships, solving problems, and driving new revenue. That model might work for a while, but over time it leads to stagnation. That’s why we brought in Mike Fritz, a fellow host and the mind behind Machine Shop Growth, to break down exactly why shops get stuck—and how to break out of it. Together, we explore the three customer types every shop must understand: current, dormant, and new. We share how we approach each one, the psychology behind why they buy, and the specific tactics we’ve used to unlock more value from the accounts we already have—while building smart pathways to growth. If you’ve ever looked at your sales numbers and wondered why things aren’t growing the way they should, this episode might explain why—and what to do next. Segments (0:00) Getting back into the groove & introducing the sales topic (0:50) Top Shops 2025 is coming up in Charlotte, NC! (1:50) Welcoming Mike Fritz back to the show (5:30) The “cashier model” and how it quietly limits shop growth (13:38) Why you need to love on your current customers (21:43) Account management tactics that unlock growth (27:24) Psychology of current customers and how to earn more work (32:06) Grow your top and bottom line with CLA (34:00) Strategies to win new customers in your niche (42:00) The importance of top-of-mind awareness (45:30) Hiring for network strength and turning people into growth assets (47:55) How to leverage a CRM to get in front of customers (53:09) How to reignite a dormant customer (1:03:41) Being a sales-driven organization gives you options (1:07:58) 3 reasons to listen to Buy the Numbers Resources mentioned on this episode Brownies.com HireMFGleaders.com  Use Interviews to Discover Your Brand and Get More Business How to Build Manufacturing Buyer Personas Machine Shop Growth Podcast Connect With MakingChips www.MakingChips.com On Facebook On LinkedIn On Instagram On Twitter On YouTube