Industrial Growth Institute Podcast Por Ed Marsh Consulting arte de portada

Industrial Growth Institute

Industrial Growth Institute

De: Ed Marsh Consulting
Escúchala gratis

Ed Marsh is a founder, Army veteran, independent board director, manufacturing marketing expert, and industrial sales leader. He has marketed and sold millions of $ of B2B industrial manufacturing stuff worldwide. Each week on the Industrial Growth Institute, he chats with makers and thinkers, experts and specialists to gather innovative insights, recent trends, and tried & true best practices for B2B business growth. Each episode provides both actionable tips and theory, for everyone from owners and executive management through managers & directors to individual contributors - all in an enjoyable and energetic conversation format.Copyright 2024-2025 All rights reserved. Economía Gestión Gestión y Liderazgo Marketing Marketing y Ventas
Episodios
  • Selling a Family Owned Manufacturing Business - Michael Horn Jr.

    Selling a Family Owned Manufacturing Business - Michael Horn Jr.
    Jul 23 2025
    Selling a business after a great run. Finding the right buyer, making the right decision, doing the deal right - Episode 70 of the Industrial Growth Institute Podcast with Michael Horn, Jr. Summary This week, Michael Horn, Jr., former CEO of AC Horn, a fourth-generation family-owned food processing machinery builder, is in the studio chatting about the journey to a business sale. After military service and a stint as a ski instructor, he joined the struggling family business in 2011 and became CEO unexpectedly in 2014 when his father died in a bicycle accident. Michael shares details of the transformation he helped lead, turning a company weakened by the GFC into an automated, precision, contemporary manufacturer, and shifting from fabrication and component sales to systems. Fun fact - 80 to 90 % of nut butters made in North America ran through at least one AC Horn machine. Michael speaks in detail about changes in buyer behaviors, the growth of buying teams, the impact of COVID-19 & PPP funds on capital equipment spending cycles, and succession planning. He offers tips for companies considering an exit, including: Hire professional M&A advisorsWork outside the family business first to gain perspective and leadership experienceMaintain clean financial records and establish proper organizational structure with defined processes The bottom line from Michael's perspective is simple - "Treat the business as an asset, not an heirloom." This enables you to make informed business decisions, including an exit if and when that becomes appropriate. In Michael's case, he watched another family successfully exit, and he planned to strategically emulate them. In early 2024, AC Horn was acquired by Probat. Takeaways Experience in the military teaches important business skills and perspectivesSuccession planning is criticalWork outside the family business is an important preparatory stepGenerational refresh can be important. Michael Sr. diversified from metal fab into machinery and Michael Jr. modernized the shop and business approachIndependent advisors and/or directors can guide a company through strategic transitions and exitsBigger transactions (system sales) may be beneficial to both seller and buyerInternational markets and competition have changed significantly in the past 15 yearsConsolidation of domestic suppliers, often through earlier exits, has changed the landscape for manufacturersCOVID and PPP money may have distorted capital equipment investment cyclesProper financial reporting is necessary to prepare for any transactionManaging the business and diligence is taxingProfessional M&A advisory is critical to navigate the exit journey and achieve an appropriate outcome Takeaway Quotes from Michael Horn "Think about your business like it's an asset, not an heirloom.""Assets have value. Values go up and down.""You may think that you know your business, but you'll have no idea how to sell it." Learn more about the Horn family legacy and machines: AC Horn LinkedIn: Michael Horn, Jr. and Ed Marsh Twitter: Ed Marsh Instagram: Ed Marsh YouTube: @EdMarsh Show Transcript Chapters 00:00 The Importance of Legacy in Family Businesses 02:16 Michael Horn's Journey in the Family Business 06:33 Transitioning Leadership: A Personal Story 17:11 Navigating Crisis and Succession Planning 23:52 Adapting to Market Changes and Buyer Behavior 30:20 Building Strong Supplier Relationships 40:47 The Art of Relationship Building in Sales 43:05 Market Dynamics and Sales Strategies Post-COVID 46:19 Advice for Machinery Companies Facing Slowdowns 50:06 The Journey of Selling a Family Business 53:48 The Importance of M&A Advisors 57:39 Post-Sale Reflections and Employee Communication 59:30 Preparing for Future Business Transactions 01:02:34 Advice for G3 and G4 in Family Businesses 01:06:08 Resources for Family-Owned Businesses 01:09:30 Final Thoughts on Liquidity Events You're Marketing and Selling to YESTERDAY'S Buyers! Buyers' behaviors are shifting quickly. Industrial sales and manufacturing marketing teams must adapt radically and quickly. Traditional approaches are failing. We need to change, but first we need to understand how buyers are changing, how their behaviors are evolving, and what that means to us. Read more from Ed's recent paper on these critical changes.
    Más Menos
    1 h y 12 m
  • Episode 69 - Radu Spineanu on How AI is Poised to Disrupt Enterprise Manufacturing Software

    Episode 69 - Radu Spineanu on How AI is Poised to Disrupt Enterprise Manufacturing Software
    Jul 16 2025

    Rewriting the Rules of Enterprise Software for Manufacturing - Episode 69 of the Industrial Growth Institute Podcast with Radu Spineanu

    Summary

    Radu Spineanu is in the studio with Ed Marsh this week to discuss the intersection of AI and manufacturing, and explore how AI is poised to completely change enterprise software.

    Radu shares his journey as a founder, through an IPO, his time in YCombinator, and in founding HumbleOps, a company focused on leveraging AI to improve manufacturing processes. They delve into the challenges of selling to manufacturers, the importance of understanding buyer behavior, and the future of manufacturing in an AI-driven world.

    Radu emphasizes the need for manufacturers to adapt to these changes or risk being left behind, and explores the challenges he's found in selling to manufacturers vs. tech companies.

    Takeaways

    • Disruption in manufacturing requires a shift in sales strategies
    • AI is transforming how manufacturing operates and sells.
    • HumbleOps aims to digitize manufacturing processes effectively.
    • Manufacturers often face challenges in adopting new technologies.
    • Sales in manufacturing is more complex than in tech industries.
    • Understanding buyer behavior is crucial for successful sales.
    • AI can automate and optimize manufacturing operations.
    • The future of manufacturing will involve less human labor but higher efficiency.
    • Companies must adapt to AI or risk obsolescence.
    • The journey of founding a startup involves continuous learning and adaptation.

    Takeaway Quotes from Radu Spineanu

    • "AI will run your factory."
    • "The future is coming."
    • "You have to understand AI."

    Check out Radu's websites: HumbleOps.ai

    LinkedIn: Radu Spineanu and Ed Marsh

    Twitter: Radu Spineanu and Ed Marsh

    Instagram: Radu Spineanu and Ed Marsh

    YouTube: @RaduSpineanu and @EdMarsh

    Show Transcript

    Chapters

    00:00 Introduction to Disruption in Manufacturing 02:20 The Evolution of AI and Its Impact 14:11 Founding HumbleOps: A Journey in Manufacturing 22:12 HumbleOps: Revolutionizing Manufacturing with AI 33:24 Real-World Applications of HumbleOps 42:41 The Future of Custom Software in Manufacturing 43:41 The Rapid Evolution of AI 46:30 Imagining the Future of Manufacturing 48:59 The Impact of AI on Business Adaptation 52:45 Cultural Insights: From Romania to Silicon Valley 55:16 Entrepreneurship and Failure: A Cross-Cultural Perspective 59:12 Reflections on Romania's Transition from Communism 01:02:54 The Journey of a Tech Investor 01:08:32 Sales Strategies in Manufacturing 01:15:38 Navigating the Complexities of Manufacturing Sales 01:22:32 AI's Transformative Role in Manufacturing You're Marketing and Selling to YESTERDAY'S Buyers! Buyers' behaviors are shifting quickly. Industrial sales and manufacturing marketing teams must adapt radically and quickly. Traditional approaches are failing. We need to change, but first we need to understand how buyers are changing, how their behaviors are evolving, and what that means to us.

    Read more from Ed's recent paper on these critical changes.

    #Manufacturing #AI #AISoftware #ManufacturingSoftware #EnterpriseSoftware #Disruption #Sales #Technology #HumbleOps #RaduSpineanu #DigitalTransformation #IndustrialGrowth #Innovation
    Más Menos
    1 h y 28 m
  • Episode 68 - Jim Vinoski on American Re-Industrialization and Marketing Content

    Episode 68 - Jim Vinoski on American Re-Industrialization and Marketing Content
    Jul 9 2025
    Sales for Manufacturers, and creating content that resonates with people who actually bend steel and make stuff - Episode 68 of the Industrial Growth Institute Podcast with Jim Vinoski, Forbes contributor and the voice of Manufacturing Talks Summary Manufacturing podcast veteran Jim Vinoski joins Ed Marsh in the studio this week to discuss manufacturing, policy, content creation, veterans, scouts, bicycling, and more! They discuss the importance of skilled trades education, the challenges of content creation in the manufacturing sector, and the need for a resurgence in American manufacturing. Jim shares his journey from factory floors to writing for Forbes and launching his own content consultancy. The conversation emphasizes the significance of understanding the audience, the role of policy in manufacturing, and the value of quality content in driving industry growth. Takeaways Jim Vinoski emphasizes the importance of promoting manufacturing among youth.The partnership between Mike Rowe and Pure Talk aims to support veterans in skilled trades education.Manufacturing is a challenging yet rewarding field that requires constant innovation.Content creation should focus on solving problems for the audience, not just promoting products.The resurgence of manufacturing in the U.S. is a national trend, not limited to specific regions. Scouting plays a vital role in developing skills and values in youth.Understanding the audience is crucial for effective content marketing in manufacturing.AI can help bridge the gap in content creation for manufacturers.Manufacturers need to take responsibility for their own content and messaging.Quality content creation requires time, effort, and expertise. Takeaway Quotes from Jim Vinoski "It's an honor to partner with Mike Rowe""We need to bring back manufacturing jobs.""Quality content creation takes work." Check out Jim's various websites: Cosgrove ContentManufacturing Talks Jim's Forbes bylineJim's Book on Amazon LinkedIn: Jim Vinoski and Ed Marsh Twitter: Jim Vinoski and Ed Marsh Instagram: Jim Vinoski and Ed Marsh YouTube: @ManufacturingTalks and @EdMarsh Ed's Website: Ed Marsh Consulting Show Transcript Chapters 00:00 Introduction to Manufacturing Advocacy 02:03 Veterans and Skilled Trades Education 05:40 Jim Vinoski's Manufacturing Experience 07:56 Writing for Forbes and Content Creation 11:58 Launching Cosgrove Content and Manufacturing Talks 15:14 Understanding the Audience in Content Creation 19:14 Re-Industrializing America 21:11 The Role of Scouting in Youth Development 30:07 History Buff and Its Influence 31:15 Navigating Policy and Regulation in Manufacturing 41:09 The National Resurgence of Manufacturing 42:12 Workflow and Consistency in Content Creation 43:23 Cycling as Stress Relief 50:57 The Importance of Quality Content 53:56 Recruitment Challenges in Manufacturing 55:53 Funding for MEPs and Industry Responsibility 01:00:22 The Need for Partnerships in Manufacturing 01:01:43 Upcoming Book and Its Themes 01:05:22 Recommended Podcasts and Resources 01:08:58 Final Thoughts on Content Creation You're Marketing and Selling to YESTERDAY'S Buyers! Buyers' behaviors are shifting quickly. Industrial sales and manufacturing marketing teams must adapt radically and quickly. Traditional approaches are failing. We need to change, but first we need to understand how buyers are changing, how their behaviors are evolving, and what that means to us. Read more from Ed's recent paper on these critical changes. #SalesForManufacturers #ManufacturingSales #ManufacturingTalks #JimVinoski #TipsForSellingToManufacturers #HowManufacturersCanSellMore #Podcast #EdMarsh #Manufacturing #BusinessDevelopment #ManufacturingRevenueGrowth #B2BSalesAndMarketing #B2BSalesTechniques #B2BSales #TechnicalSales #IndustrialMarketing #ManufacturingMarketing #ContentMarketing #complexSales #BusinessGrowth #B2BSalesProcess #IndustrialSalesTraining #ContentCreation #skilledTrades #IndustrialGrowth
    Más Menos
    1 h y 13 m
Todavía no hay opiniones