Buy the Numbers Podcast Por Mike Payne arte de portada

Buy the Numbers

Buy the Numbers

De: Mike Payne
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A deep dive into the financials of running a Manufacturing business.2024 Economía Gestión Gestión y Liderazgo
Episodios
  • Cash Flow Power Moves: Pricing, Terms & Tools That Protect Your Business, Ep #33

    Cash Flow Power Moves: Pricing, Terms & Tools That Protect Your Business, Ep #33
    Nov 20 2025
    In this special crossover episode of Buy the Numbers, Mike Payne joins Josh McCain on The Throughput Show for a fully interactive, live conversation about one of the most misunderstood and mission-critical topics in manufacturing: cash flow. Unlike traditional episodes, this one unfolds in real time with audience questions, open dialogue, and the kind of raw, honest examples operators rarely get to hear outside of private masterminds. Josh kicks off the episode with his hallmark energy and levity—complete with an unexpected "musical" intro for guests Mike, Jon Hughes, and Phil Hanke of CLA—before guiding the conversation into the cash-flow trenches. What follows is an engaging deep dive into the issues manufacturers wrestle with every single day: slow-paying OEMs, inventory pile-ups, quoting mistakes, sneaky cash traps, and how to build the financial visibility that keeps shops alive. With decades of combined experience across shop ownership, accounting, and advisory, Mike, Jon, and Phil break down the real mechanics of cash flow: how it gets tied up, where it silently leaks, and how small changes in terms, quoting structure, deposits, and vendor relationships can immediately strengthen your financial position. Audience comments throughout the episode add even more depth, with owners openly sharing the challenges they face in today's extended-terms environment. From negotiating deposits to mastering the 13-week cash-flow model, this episode equips manufacturers with practical, battle-tested tools they can implement right away. Whether you're running a newly launched job shop or a mature precision manufacturer, this live format offers clarity, community, and real-world strategies you won't hear anywhere else. You will want to hear this episode if you are interested in... (2:16) Why you should use Hire MFG Leaders for your next hire(2:44) Mike sets the agenda: focusing on cash flow challenges manufacturers overlook(3:26) Jon and Phil introduce CLA and their work supporting manufacturers(4:40) Overlooked cash-flow issues and common pitfalls(8:10) Real shop example: obsolete inventory discovered during due diligence(9:36) Using deposits and up-front payments to improve the cash cycle(10:02) Why negotiating terms with OEMs is difficult and what shops can control(11:42) Pricing NREs, tooling, and upfront costs correctly(12:29) The accounts-payable side: terms, discounts, and preventative maintenance(13:14) Audience discussion: asking customers to cover material or provide it(15:02) How payment terms redefine what an "ideal customer" looks like(16:13) Customer grading: A/B/C/D system for evaluating cash-flow impact(19:08) Invoice terms, timing, early-payment discounts and hidden costs(20:34) Grow your top and bottom line with CliftonLarsonAllen (CLA)(21:09) Challenges with customers paying late or using credit cards(23:35) Audience question: when does factoring make sense?(25:29) Breaking down the 2%/10 Net 30 math and annualized cost(27:24) Story of a shop whose discount habits destroyed their cash cycle(30:30) Question on balancing discounts with cash availability(32:25) "Accounts Payable Olympics": gold, silver, and bronze strategies(38:10) Importance of accurate invoicing, paperwork, and timely receiving(39:51) The 13-week cash-flow tool: How to forecast receivables, payables, payroll, and fixed expenses(42:04) Achieve effective workholding with SMW Autoblok(44:05) Using the model for long-term CapEx and tax-payment planning(46:11) Real example: a $500k swing discovered through variance tracking(47:19) Why shop owners must personally review cash-flow forecasting weekly(49:00) Mike's closing message: cash flow is the lifeblood of every shop (50:37) Final thanks and episode wrap-up Resources & People Mentioned Connect with Josh McKainConnect with Phil HankeConnect with Jon HughesWhy you should use Hire MFG Leaders for your next hireGrow your top and bottom line with CliftonLarsonAllen (CLA)Achieve effective workholding with SMW Autoblok 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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    51 m
  • The Section 179 Trap: Why Tax Breaks Shouldn't Drive Your Equipment Purchases, Ep #32

    The Section 179 Trap: Why Tax Breaks Shouldn't Drive Your Equipment Purchases, Ep #32
    Nov 6 2025
    When Section 179 and bonus depreciation come back into play, it's easy to get swept up in the excitement of "saving on taxes." Every year around this time, I start hearing from shop owners who are ready to buy a new machine before the end of Q4—sometimes for the right reasons, but often for the wrong ones. Don't get me wrong, I love a good deduction as much as anyone. But if you wouldn't buy that equipment without the tax break, you probably shouldn't buy it because of it. In this episode of Buy the Numbers, I sit down with my good friend Ty Willis from Verdant Commercial Capital to talk about how to make smarter, data-driven decisions when it comes to equipment purchases. Ty shares a powerful analysis tool that helps manufacturers look beyond tax savings to understand true ROI—factoring in cash flow, breakeven points, and strategic timing. Together, we dig into what it really means to make a strategic equipment investment instead of an emotional one. We also talk about what we're seeing in the market after attending AMT's MTForecast. While 2025 hasn't lived up to some expectations, all signs point to a strong rebound in 2026. That makes this the perfect time to evaluate your CapEx plans, your lending relationships, and your readiness for growth. Ty and I explore how financing can be an influencer, not the decision itself—and why the best purchases are made in alignment with your customers, not just your accountant. If you've ever felt the year-end pressure to spend before you think, this conversation will help you pause, run the numbers, and invest with confidence. You will want to hear this episode if you are interested in... (1:17) Welcome to Buy the Numbers — Mike and Ty catch up and set the stage(1:40) Why manufacturers love Section 179—and why it shouldn't drive your buying decision(2:19) Grow your top and bottom line with CliftonLarsonAllen (CLA)(2:58) Ty's equipment purchasing analysis tool and how it partners with firms like CLA(6:15) MTForecast recap: What 2025 taught us and what 2026 could bring(7:43) "Finance is an influencer, not the decision": Understanding your customer's demand before you buy(9:33) Pent-up demand and why Q1 2026 could be explosive for U.S. manufacturing(11:11) Banking relationships vs. alternative lending—why both matter(16:34) Verdant Commercial Capital's tailored approach to manufacturing finance(17:13) Structuring financing: loan-to-value and including setup, tooling, and rigging costs(19:50) Real numbers: Comparing cash flow impact between bank vs. Verdant financing(21:55) The Verdant application and approval process—approvals in 24–48 hours(24:57) Financing for cash-based businesses—building credit history the smart way(28:24) Setting good financial habits early to be "finance ready" when opportunity strikes(30:46) Beyond equipment: Verdant's acquisition by Axos and expanded capabilities(33:43) How to follow Ty for updates on new financial services(37:07) How ProShop ERP can help you achieve on-time delivery Resources & People Mentioned Verdant Commercial Capital's tailored approach to manufacturing financeGrow your top and bottom line with CliftonLarsonAllen (CLA)How ProShop ERP can help you achieve on-time delivery Connect with Ty Willis Connect on LinkedInVerdant Commercial Capital 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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    38 m
  • How Foreign Trade Zones Can Unlock Millions in Working Capital, Ep #31

    How Foreign Trade Zones Can Unlock Millions in Working Capital, Ep #31
    Oct 23 2025
    When tariffs, trade policy, and cash flow collide, manufacturers are forced to think creatively—or risk being crushed by uncertainty. That's exactly where Mary Buchzeiger, CEO of Lucerne International and Lucerne Global Solutions, found herself. With skyrocketing tariffs on imported automotive components, Mary realized the solution wasn't to absorb the hit—it was to rewrite the playbook altogether. In this episode of Buy the Numbers, we dig into how Mary leveraged a little-known financial and logistical strategy: the Foreign Trade Zone (FTZ). By turning Lucerne's Michigan facility into an FTZ, she found a way to defer duties, optimize cash flow, and even open up an entirely new revenue stream helping other companies do the same. The result? Over $5 million in freed-up working capital on a single program—and more than $500,000 in annual interest savings. Mary walks us through the process of becoming an FTZ, the operational realities, and how manufacturers of all sizes can take advantage of it. From understanding customs audits to calculating real-world ROI, she breaks down the numbers in a way every manufacturing leader can understand. This episode is part strategy, part inspiration—and all about how smart, scrappy thinking can turn financial chaos into competitive advantage. You will want to hear this episode if you are interested in... (0:00) Mary's philosophy: "Where there's chaos, there's opportunity"(0:54) Mary Buchzeiger's background that led to founding Lucerne International(3:04) Taking Lucerne global and learning through cycles of automotive highs and lows(4:24) How tariffs pushed her to explore creative cash-flow solutions(6:19) Why Verdant Commercial Capital is a true partner in your corner(6:50) Understanding what a Foreign Trade Zone (FTZ) is (and how Lucern got it)(6:10) How Lucerne became an FTZ and deferred millions in tariffs(9:42) The financial impact: $5 million in freed-up working capital and interest savings(11:52) Turning FTZ operations into a new business opportunity(12:31) How the certification process works — from audit to activation(15:45) Hidden savings: merchandise processing fees and weekly entry summaries(17:46) How Lucerne now helps other manufacturers with warehousing and FTZ setup(20:57) Grow your top and bottom line with CliftonLarsonAllen (CLA)(21:35) Which companies benefit most: importers with long payment cycles(24:14) Lucerne's new FTZ savings calculator for manufacturers(26:08) The difference between FTZs, bonded warehouses, and free trade zones(29:14) Other ways FTZs can significantly positively impact your business(30:47) The importance of creative, adaptable thinking in manufacturing(36:35) Small financial adjustments that create massive long-term value(39:26) Check out the SMW Autoblok catalog Resources & People Mentioned Why Verdant Commercial Capital is a true partner in your cornerGrow your top and bottom line with CliftonLarsonAllen (CLA)Check out the SMW Autoblok catalogBuilding the Entrepreneurial Mindset Connect with Mary Buchzeiger Lucerne InternationalConnect on LinkedIn 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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    40 m
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