Without customer buy-in, even the most innovative robotics automation products can fall flat. But the approach most manufacturers take with new products is to build them first, then get feedback. In this episode, you’ll hear how one company flipped the script and did robotics product development the other way around.

Joining this episode is Anthony Leo, President of IPR Robotics, a robotics automation company, to explain how a customer advisory board became invaluable for uncovering exactly what customers need – before they even built the product. You’ll also hear Mandy Dwight, Founder of Dwight & Company, a marketing and sales company that works with automation companies to tell and sell their story to customers.

While they come from different areas of the sales cycle, both Mandy and Anthony share great insights into how products are transformed from ideas to implemented solutions. We hear about how to avoid customer prevention and friction in the sales cycle, how larger companies can act like startups, and the secrets to selling based on value, not just technical specs.

In this episode, find out:

• We talk about all the important food places and bars in the Boston and Detroit areas our guests come from
• How Anthony and Mandy first met and decided to start working together
• Why companies need to fully support those in R&D to drive product innovation
• How IPR’s Sawyer robot brought something new to the market at the time as a two-armed humanoid robot
• The different strengths that Mandy and Anthony bring to the manufacturing and product innovation space
• The top lessons they’ve learned from their previous experiences in the industry that they still use in their roles today
• Why the most important lesson Mandy learned as a marketing business founder is to listen to customers
• The importance of telling a company’s value story and selling beyond the tech spec sheets
• Why all stakeholders in the sales cycle need to understand the value story and how that can look different for each one
• Why Anthony built an advisory board of customers to get feedback and insights before starting development
• How large companies can use startup style tactics to fast-track product innovation
• What a “customer prevention team” does to remove friction from the buying process
• Why you sometimes need to build an ecosystem of partners to reduce friction
• The secrets to a great product innovation team and why silos in a company should be avoided
• Mandy explains more about what IPR Robotics does from her perspective as a marketer

Enjoying the show? Please leave us a review here. Even one sentence helps. It’s feedback from Manufacturing All-Stars like you that keeps us going!

Tweetable Quotes:

• "Instead of burning a bunch of cash trying to go through development, let's go find three to five customers that we think fit in the wheelhouse of the problem we think we found and ask them if they wouldn't mind being involved in the development of the product." – Anthony
• "A lot of founders tell the technical story... But a customer wants to hear value. How is this automation going to show up in my facility and really be a game changer." – Mandy
• "People buy from people at the end of the day. Some people are willing to spend more money with people they trust and solve problems... compared to saving 10, 20% and dealing with headaches the whole way through." – Anthony

Links & mentions:

How does a startup scale? It all starts with a great product that solves a real problem. And sometimes that means taking the slow and steady road to startup success.

Recorded at Trillium Brewing in Boston, we sit down with Adi Dalvi, the VP of Sales at OSARO, a company that specializes in robot piece-picking and machine learning solutions to automate warehouse tasks. With minimal marketing in the early days, OSARO managed to grow and scale operations to deliver holistic systems to solve real warehouse challenges.

The secret? Rather than rushing technology and products to market and hoping someone bites, OSARO spent years perfecting products before deploying. We hear about how its founders, with backgrounds in industry, achieved calculated growth and targeted the right customers from the beginning.

Adi shares his view on the four types of people you need on your startup team, how OSARO set 3-step criteria for finding the right customers, and Adi’s approach to getting great case studies from customers.

In this episode, find out:

• Adi gives a breakdown of what OSARO does – developing vision software and machine learning to integrate with articulating arm robots in the warehouse
• What “calculated growth” means at OSARO and the importance of taking the time to develop products before deploying
• Why Adi wouldn’t describe OSARO as a startup anymore and instead a company in early-stage growth
• Why companies shouldn’t rush to get products out when they’re still in the research project stage
• The benefits of having founders come from industry
• The three-step criteria OSARO used to pick the right customers in the beginning
• How startups can extend their runway and keep investors updated with the progress
• Adi’s method for getting customer case studies in the early negotiation stages with customers
• What four types of founder backgrounds bring to a startup and why you benefit from having them all
• How OSARO managed to achieve growth without marketing in the early days by focusing on perfecting the product
• Adi’s advice for startups just trying to get early customers so they can grow and scale successfully
• The best part about running this podcast and how things have changed since going down the entrepreneur route

Enjoying the show? Please leave us a review here. Even one sentence helps. It’s feedback from Manufacturing All-Stars like you that keeps us going!

Tweetable Quotes:

• "Really testing your product, making sure it's robust with actual products that you're going to pick is very important as you move from very early company to somebody that can scale."
• "They wanted to have a deployable product before they actually deployed to a customer site... You don't want to deploy a research project into your customers’ warehouses where they're actually fulfilling orders for their customers."
• "What [someone with a VC background] brings is they’ve seen a lot of competing technologies and understand what those technologies are doing well and what they're not doing well."

Links & mentions:

• OSARO, manufacturer of robot piece-picking and machine learning solutions to automate warehouse tasks
• Adi’s Pittsburgh brewery crawl, including Grist House, Dancing Gnome, Pittsburgh Brewing Co., and

What role does higher ed play in making sure manufacturing thrives? Universities and other higher ed hubs are playing a leading role in shaping the future of this industry. And MIT is a prime example of this, with specialist courses to help graduates and professionals get the skills they need to bring new innovations to life.

We’re joined by the Principal Investigator of MIT’s LEAP Group (Learning Engineering and Practice), Dr. John Liu. As someone deeply involved in building much-needed programs, including the MicroMasters and TechAMP, we asked for his take on manufacturing today, what we can learn from history, and higher ed’s role in revitalizing the industry.

We also talk about the hot topic of globalization and offshoring and what research says about the impact on the U.S. as an innovator economy.

In this episode, find out:

• An introduction to LEAP Group and Dr. John’s role in researching and leading programs to help the future of manufacturing leaders
• How John’s career pivoted to the manufacturing side of tech
• What people should know about MIT’s history in manufacturing, including innovative practices and technologies we still use today
• What can we learn from history that applies to manufacturing in today’s AI-driven world?
• The impact of globalization and the conclusions that an MIT report came to about its impact on an innovator economy
• How manufacturing has changed since the report was published and what John would add that’s relevant today
• What is MIT doing to help educate and drive innovation across manufacturing and tech
• Dr. John explains his involvement in the MicroMasters program as its founder
• The four principles of manufacturing that remain universal and timeless
• How MIT’s programs differ from trade or regular tech schools
• How the TechAMP program differs from MicroMasters as a program for professionals already in the industry
• Dr. John gives an overview of MIT’s collaborations with the DoD and Manufacturing USA
• The important role that higher ed plays in reindustrialization

Enjoying the show? Please leave us a review here. Even one sentence helps. It’s feedback from Manufacturing All-Stars like you that keeps us going!

Tweetable Quotes:

• "If we just continue to set up walls, we'll never learn and innovate. And so how do we, instead of setting up walls, reach across walls and learn from all the innovation that's happening?"
• "We lose our ability to innovate if we produce elsewhere. Why? Because when you actually are forced to go from prototype to make a lot of these things, the design changes in all these sorts of ways... That's a whole type of innovation that is not as celebrated in our country today."
• "No matter what age, what company, you always have to be able to control four things: manufacturing processes, manufacturing systems, the supply, the people and finances. Always these four."

Links & mentions:

• The Machine That Changed the World, a book written by MIT professors about finding success in automotive manufacturing, which led to the popularity of lean manufacturing
• Making in America: From Innovation to Market, a book written by MIT scientists, engineers and social scientists about rebuilding the industrial landscape in the U.S.
• TechAMP, a 12-month program at MIT LEAP Group to bridge the gap between technicians and engineers

Sometimes indecision costs more than a wrong decision. Making decisions is a leader’s bread and butter, but during times of uncertainty or crisis, they often become more cautious and hesitant. The danger here is getting left behind while more confident, proactive leaders charge ahead.

Jason T. Ray, Co-Founder and CEO of Paperless Parts, is a regular on Manufacturing Happy Hour, so we compare some of the insights he made when he was last on the show to what he’s seeing in the industry today.

One of the big ones was on the skills gap – or “leadership gap” as Jason calls it. The good news is that this seems to be closing, with more manufacturing leaders taking advantage of the vast amounts of information and industry insights out there in the form of articles and podcasts. We hear Jason’s approach to great leadership in manufacturing and the positive changes he’s seen in the industry lately.

We also chat about scaling effectively, complying with CMMC, and how to avoid getting lost in the AI hype cycle.

In this episode, find out:

• The four pillars that are leading Paperless Parts to greatness and successful expansion
• Why the leadership gap (which Jason said last time was responsible for the skills gap) seems to be closing
• Positive changes Jason’s seeing when it comes to preparing younger professionals for leadership positions
• How to navigate through uncertain times and the important lesson he learned in the Navy that he still uses today
• The power of decisive leadership and what happens when leaders are overly cautious
• The leading indicators in the industry that Jason watches closely to help him make great long-term decisions
• The gap between data and information and why data alone is not enough to make good decisions
• How small to medium manufacturers can win government contracts and become CMMC compliant
• The common mistake shop leaders make about AI and why leaders should start with the low-hanging fruit that we know AI is great for
• The easiest ways to scale in today’s market and how to get your team onboard with a growth mindset
• Jason’s thoughts on the opportunities of reshoring and why we need to meet the right balance between global collaboration without dependence
• Jason talks about the Cutting Through the Noise videos series and why he aims to highlight the truly important insights in the industry for busy manufacturing leaders

Enjoying the show? Please leave us a review here. Even one sentence helps. It’s feedback from Manufacturing All-Stars like you that keeps us going!

Tweetable Quotes:

• “I think they're putting young people in their organizations in positions of responsibility. I think more and more they're realizing that these young professionals are ready to take on that responsibility and those folks are bringing new ideas in.”
• “I think it is such an important understanding of what the right level of global collaboration is where you have not fallen into dependence.”
• “When you're leading through a period of uncertainty that tends to lead folks to indecision. And that can waste a lot of people's time and shatter your team's confidence in your ability as a leader. The folks that are most successful at leading through a crisis lead with very decisive action.”

Links & mentions:

• Paperless Parts, quoting software for manufacturers to help part manufacturers streamline the quoting process
• Cutting Through the Noise, a new video series run by Jason that gets straight to the point on manufacturing...

What does it take to find the best talent in the manufacturing industry these days? When it comes to automation, you can use location (or lack of location) to your advantage. In this episode, Kyle Mahan of Ohio-based Wauseon Machine takes us through their approach to securing the best automation talent. We'll also hear some history on the organization, learn about Kyle's career, and share strategies for robotics and automation integrators.

It’s not every day that a former NFL player joins the podcast. And it’s not every day you see one make such a dramatic career pivot from pro football to craft brewing and small business ownership.

But that’s exactly what Brandon Fields did. When he was winding down his football career, he found his passion in brewing, starting out with a home brewing kit. He teamed up with his wife Katie and opened up Inside the Five Brewing Co., which has scaled to three locations and 120 team members as a full-service beer manufacturing empire.

Katie and Brandon wear many hats across each area of the manufacturing process – from the crafting itself to the sales side to distribution – even their kids get involved. Today, they run the business with a welcoming, inclusive, family-friendly vibe that keeps loyal beer fans sipping. Hear about their story from NFL to brewing, what it’s like running a small full-service business, their approach to managing talent, and developing their distinct branding. Also learn how beers like “Snap to the Face” and “Big Fat Boss Baby” get their names.

In this episode, find out:

• Brandon gives us the background on his time playing in the NFL with the Miami Dolphins, plus the story behind the beer ‘Snap to the Face’
• What made Brandon decide to move from the NFL world into professional brewing
• The biggest lesson learned from Brandon’s NFL days that he applies to his life now as a small business owner
• How Brandon and Katie learned how to grow and scale a brewing business to three locations and 120 team members
• The most rewarding parts of manufacturing craft beers and experimenting with new beer flavors
• How Brandon and Katie’s kids get involved in the craft brewing life and inspired the names of some of their top beers
• The benefits of being a full-service manufacturer, managing the manufacturing, distribution, and sales
• A reality check on what the transition from NFL to brewing was like for Brandon and what he learned from Katie’s people management approach
• The strategy behind developing Inside the Five’s distinct branding and why it’s about more than just the visuals
• Why it’s important not to force a brand style that doesn’t feel natural
• How Inside the Five’s branding has added to their success by being a welcoming, family-friendly ethos that gets people to stick around for another beer
• Katie’s approach to managing the competition and why it’s key to focus on your own success

Enjoying the show? Please leave us a review here. Even one sentence helps. It’s feedback from Manufacturing All-Stars like you that keeps us going!

Tweetable Quotes:

• “You have to have that drive, that perfectionist in you to want to constantly do better... But it's that constant, “how can we improve?” Good is not good enough." – Brandon Fields
• “We're beginning to end in terms of product. So if you see it in a bar, our people sold it, made the sales pitch, got it there, gave it to them. So our hands are on it from beginning to end.” – Brandon Fields
• "Figuring out what does branding mean to me? Not just the logo, the slogan, the colors, the font, but what message do you want to send and how do you want people to feel when they're at your location?” – Katie Fields
• "A lot of people ask me about competitors, like when another craft brewery opens. The more the merrier, because our success is not based on what someone else is doing. If we're not successful, it means we need to change something.” – Katie Fields

Links & mentions:

• Inside the Five Brewing Co., a Northwest Ohio full-service brewpub with unique...

Manufacturing and engineering are full of talented, passionate people. Just listen to literally any of these episodes for proof of that. But what is it that keeps people in this space motivated and fulfilled? Ask 10 different people, and you’d likely get 10 very different answers.

For this episode, we posed the question to three guests – Steve Ilmrud, VP of Operations for North America at Hexagon Manufacturing Intelligence, Jeff Van Horn, Owner & Sr. Project Manager at Industrial Technology Solutions Inc., and Randy Smith, a CNC Programmer & Machinist in the Aerospace and Defense Industries.

We explore the common threads throughout all their careers, paying particular attention to the art of metrology – how we measure things in manufacturing. Without accurate measurement, products wouldn’t make it out the door and manufacturers would be left with a bunch of scrap and route back to square one.

On-the-job training is another big focus of our talk, and we hear why we should prioritize proactive rather than just reactive training, plus how modern tools are shaping both training and production efficiency.

In this episode, find out:

• What is metrology? Jeff, Steve, and Randy give their own definitions in relation to how they’ve used it in their careers
• Why measuring things throughout a fabrication process is critical to reducing waste
• Real examples of how good metrology practice has helped manufacturers build the best products (and what happens when it’s not used)
• Why the right data and statistics are critical for improving reliability
• Leveraging metrology during on-the-job training to be more proactive than reactive to challenges
• How modern tools and technology can help manufacturers be more proactive and productive
• Working smart vs working hard and using the right technology
• The mindset shift that manufacturers need to adopt, both in training and production
• How focusing on the three Ps (people, parts, and process) has helped Steve stay focused and solve challenges
• The common themes that keep Jeff, Steve, and Randy motivated in their careers

Enjoying the show? Please leave us a review here. Even one sentence helps. It’s feedback from Manufacturing All-Stars like you that keeps us going!

Tweetable Quotes:

• "You cannot wait to inspect all your parts, especially in the fabrication shops, when they're done. If you don't catch it during the process, it's going to end up in rework." – Jeff Van Horn
• "Regardless of the parts you're making or what you're doing, real-time inspection and feedback are really critical and it can save you a lot of time and time and aggravation." – Randy Smith
• "It comes down to people, parts, and process – the three Ps. Almost any challenge I've had in my career can be addressed through the three Ps." – Steve Ilmrud

Links & mentions:

• Hexagon Manufacturing Intelligence, empowering makers to innovate and create without limit with solutions support optimization throughout the product lifecycle, specializing in metrology, production, and design & engineering
• Leica Absolute Tracker ATS600, the first ever direct scanning laser tracker that can digitally pinpoint and inspect large parts and surfaces that are simply out of range of traditional handheld 3D laser scanners, touch probes,

An AI agent can create. It can predict. It can analyze data. But for it to really drive change and enhance operations, it needs to take action. That’s the next step of machine learning and AI, says Kence Anderson, CEO of Composabl, a company that helps manufacturers create multi-agent AI systems.

Our discussion with Kence is probably one of the most important you’ll hear on the podcast lately. AI has been a big topic for a while now, but we dig further into how it can be applied at an industrial level to help manufacturers and engineers make decisions and solve problems.

We start with Kence’s overview of AI agents, specifically in manufacturing, and talk about what drew him to this industry. Kence talks about how companies can find a balance between capturing data and also using expertise from your team (and why it’s crucial to do this before they start retiring!)

In this episode, find out:

• What is an AI agent and how could manufacturers implement them to take action?
• Ways AI agents can take how engineers and manufacturers already use machine learning to the next level
• Kence explains how he first entered the manufacturing world with a mechanical engineering degree and roles in startups
• Why Kence believes that high-value technology needs methodology combined with a platform to enable widespread adoption
• 3 reasons why AI in manufacturing has always fascinated Kence
• Why AI agents need to be taught specific information and why this enhances rather than restricts how they work
• The importance of collecting data but also interviewing experts in your team to gain their unique knowledge
• Kence shares an example of how an extruder making Cheetos is way harder than just programming a machine
• How Kence uses simulations to enable AI agents to practice and learn tasks before they’re implemented
• Where does the AI agent live? Kence gives a detailed explanation of how AI agents are stored and communicate with wider internal systems
• Different ways AI agents can not only be taught but also teach others
• The steps manufacturers need to take to start using AI agents and why the first one should be to identify the high-value skills in danger of extinction

Enjoying the show? Please leave us a review here. Even one sentence helps. It’s feedback from Manufacturing All-Stars like you that keeps us going!

Tweetable Quotes:

• “ The thing that moves the needle is decisions. And so, if you're predicting something, analyzing something, it's only to serve the purpose of making great decisions.”
• “ You can have an AI just look at your data and discover a bunch of stuff that you know Susan and Joe over there could have told you in 15 minutes. So there's this need to capture and codify high-value subject matter expertise, frankly, before it goes extinct.”
• “There's a hundred million engineers out there in an industry that if you empower them with the right tools, they'll innovate and engineer systems the same way as they have everything else.”

Links & mentions:

• Composabl, a platform that combines the power of Composite AI with expertise to design and deploy multi-agent AI systems for industrial environments

Make sure to visit http://manufacturinghappyhour.com for detailed show notes and a full list of resources mentioned in this episode. Stay Innovative, Stay Thirsty.