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Buy the Numbers

Buy the Numbers

By: Mike Payne
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 A deep dive into the financials of running a Manufacturing business.2024 Economics Management Management & Leadership
Episodes
  • 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 mins
  • Building a KPI Culture That Drives Real Improvement on the Shop Floor, Ep #30

    Building a KPI Culture That Drives Real Improvement on the Shop Floor, Ep #30
    Oct 9 2025
    In this episode of Buy the Numbers, host Mike Payne sits down with continuous improvement coach and Lean Six Sigma Master Black Belt Brian Karp to dig into the metrics that matter most for manufacturing leaders. Together, they explore how data can be used not just to measure performance, but to transform culture, drive engagement, and spark meaningful improvement across every department. For more than a decade, Brian has helped manufacturers simplify their approach to measurement—turning overwhelming spreadsheets and endless KPIs into tools that actually guide better decisions. He and Mike talk about where to start when you don't have a dashboard, how to align KPIs with what customers truly care about, and how to avoid "analysis paralysis" when trying to improve processes. Throughout the conversation, they uncover the real purpose of data collection: empowering teams to learn, not to punish. From establishing baseline metrics to tackling the "yeah, buts" that derail progress, Brian breaks down how to build a measurement mindset rooted in curiosity and continuous improvement. Mike also shares firsthand how his own team at Hill Manufacturing worked with Brian to align their KPIs, trust their systems, and use imperfect data to make better business decisions. It's a conversation that bridges the gap between engineering precision and human behavior—showing that the key to success isn't just tracking numbers, but understanding the story behind them. You will want to hear this episode if you are interested in... (0:49) Brian Karp's background in manufacturing and continuous improvement(2:00) How Mike met Brian through local grant programs and Lean training(3:12) The importance of connecting KPIs to business goals(4:03) Where to start when you have no KPIs—beginning with quality, delivery, and cost(6:13) Grow your top and bottom line with CliftonLarsonAllen (CLA)(8:25) Defining metrics that actually reveal performance problems(9:41) Keeping measurement simple—tracking exceptions instead of every instance(10:55) The myth of perfect data (and why "better" beats "perfect" every time)(12:20) Getting buy-in for change: why people resist and how to bring them along(19:32) Avoiding the "yeah, buts" that derail progress(20:32) Measuring even variable processes: everything can be counted(21:55) Check out SMW Autoblok's catalog to leverage RASRAM(22:50) Drilling deeper into job costing and profitability analysis(24:19) Benchmarking data against real performance, not assumptions(28:31) The danger of changing definitions (consistency matters)(31:04) Bringing KPIs to the shop floor—making performance visible and celebrated(33:53) Manufacturers: Make sure your voice is heard(41:38) Using customer scorecards to define internal KPIs(43:58) Why continuous improvement never ends—and why that's a good thing(47:46) Using benchmarking tools like Top Shops to gauge industry performance(49:00) How Hill Manufacturing has evolved its KPI culture over eight years(50:28) Hill's next challenge: driving toward zero defects(54:08) Why you need to meet us at MTForecast Resources & People Mentioned Grow your top and bottom line with CliftonLarsonAllen (CLA)Check out SMW Autoblok's catalog to leverage RASRAMWhy you need to meet us at MTForecast Connect with Brian Karp CI Solutions Connect on LinkedIn 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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    56 mins
  • Inside the Numbers: Roger Atkins’ MTForecast 2025 Preview for Small Manufacturers, Ep #29

    Inside the Numbers: Roger Atkins’ MTForecast 2025 Preview for Small Manufacturers, Ep #29
    Sep 25 2025
    In this episode of Buy the Numbers, I sit down with Roger Atkins, President of the National Tooling and Machining Association (NTMA), to talk about the real state of U.S. manufacturing as we close out 2025. Representing more than 1,000 small and medium manufacturers nationwide, Roger brings a boots-on-the-ground perspective to the headwinds, opportunities, and trends shaping the industry right now. The conversation goes well beyond statistics to explore the forces behind them. Roger shares his preview of the MTForecast conference and NTMA’s ENGAGE event, pulling back the curtain on survey data straight from job shops across America. From tariffs to labor shortages, election-year uncertainty to international trade shifts, he outlines what’s truly affecting shops and where he sees signs of stability. We also dig into the “new math” of manufacturing leadership — the push to do more with the same workforce, invest in automation and workholding instead of just machines, and partner with builders and integrators to drive productivity. Roger explains why this collaboration between equipment makers and shops is more critical than ever. Finally, we focus on one of Roger’s favorite topics: benchmarking. He shares a powerful story about how one shop used benchmarking against itself to command a premium sale price, underscoring why every shop owner should measure not just against the competition, but also against their own past performance. This episode is a blueprint for owners, operators, and leaders who want to thrive despite uncertainty—and who believe small manufacturers make the world go round. You will want to hear this episode if you are interested in... (1:00) Introducing Roger Atkins and the NTMA’s 1,000-member nationwide network(1:50) Previewing NTMA ENGAGE 2025 and MTForecast 2025(3:57) Expectations vs. reality in 2025: Flat performance and sector-by-sector differences(5:32) Get 20% off your MTForecast registration with code MAK20(6:47) Mike’s oil and gas perspective—slow and steady(8:32) Why no shop can depend on one industry anymore(10:22) Tariffs, international pressures, and how uncertainty delays investment decisions(11:28) Why “just make a decision” is Roger’s message to legislators(13:00) Why small manufacturers navigate uncertainty better than anyone(16:20) Forecasting equipment purchases: Bigger interest in workholding and automation(17:22) Grow your top and bottom line with CliftonLarsonAllen (CLA)(18:00) Why MTForecast is where builders and users come together to collaborate (19:22) Doing more with the same workforce: automation, quick-change workholding, and better tooling(22:23) Benchmarking: why every shop should start by measuring against itself(24:40) Benchmarking surveys as a top NTMA member benefit (and a sign of top-shop discipline)(28:14) Roger’s call to action: Business as usual no longer works(29:11) This is not your grandfather’s industry—adapt, invest, and collaborate(31:00) Paul’s Top Shops 2025 invitation and MAK20 discount code Resources & People Mentioned See us at NTMA ENGAGE 2025 in Detroit (7th-10th of October) AND MTForecast 2025Grow your top and bottom line with CliftonLarsonAllen (CLA)Get 20% off your Top Shops registration with code MAK20 Connect with Roger Atkins Connect on LinkedInNTMA MTForecast 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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    32 mins
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