In this episode of The Manufacturers Network Podcast, host Lisa Ryan welcomes Guitze Messina, the executive director of Hardy LatAm, to discuss sales, industry trends, and the importance of understanding customer needs in the HVACR industry. The conversation explores the impact of AI on sales, the significance of sustainability practices, attracting new talent to the industry, and the emerging shift from sales as an art to a science.*Key Points and Lessons Learned:*- Understanding Current Customers: Guitze Messina emphasizes the importance of understanding current customers before seeking new ones. Salespeople should focus on what percentage of products customers buy and what they like buying from the competition. It's essential to ask open-ended questions without being defensive to gather valuable information.- Implementing Sales Systems: The discussion also delves into the implementation of systems to increase sales and provide more value to customers. Follow-up and understanding if salespeople are in control or if customers are driving the sales process are vital components.- The Impact of AI: Guitze Messina and Lisa Ryan touch on the impact of AI in the industry, highlighting its potential to analyze customer buying patterns and facilitate more personalized interactions. The use of AI in writing emails and texts to make interactions more effective and humane is also emphasized.- Industry Trends and Sustainability: The conversation expands to historical examples of technological advancements affecting job markets and the industry's focus on energy efficiency and sustainability. Guitze Messina notes the importance of attracting new talent, especially women, into the industry for diverse perspectives and strength.- Understanding HVACR Business Aspects: Guitze Messina stresses the need for manufacturers to understand the financial aspects and challenges faced by distributors and contractors in the HVACR industry, highlighting the need for recurring sales strategies and dealer programs.- Guitze's Book "Money Call": The episode concludes with Guitze providing a segue to discuss his book "Money Call," which focuses on sales techniques specific to the HVACR industry.*Key Themes:*- Customer Understanding and Sales Strategies- AI Impact on Sales and Interactions- Industry Trends and Sustainability- Attracting New Talent and Diversity- Understanding HVACR Business Aspects*Fun Facts:*- Guitze Messina's expertise in the HVACR industry in Latin America and his role as the executive director of Hardy LatAm.- The shifting focus of sales from an art to a science, incorporating statistical and data-driven approaches.- The growing adoption of best practices from the US HVACR industry in Latin America.- Guitze Messina's book "Money Call," tailored to sales techniques specific to the HVACR industry.

Darrin Mitchell has spent the last 25 years owning a global manufacturing business. After the business was sold, he recognized the frustration of always searching for guidance and excellence in growing his business. This led him to create the Manufacturing Masters Platform, where listeners can find practical advice and guidance for their leadership roles in the manufacturing industry. This platform aims to provide short, concise, and meaningful content for leaders in the industry.On this episode of the Manufacturers Network podcast, Lisa Ryan welcomes back Darrin Mitchell, President of Mitchell Industries and Chief Marketing Officer of the Manufacturing Masters platform. Darrin specializes in developing learning platforms that cater to the immediate needs of manufacturing teams, providing them with essential knowledge and advice to move their businesses forward. Manufacturing Masters is a platform with battle-tested industry experts who deliver concise, actionable insights to manufacturers within 5 minutes, addressing specific challenges and sharing best practices.Darrin reflects on the data collected by the platform, showcasing the key trends in the consumption of information by manufacturers. He emphasizes the importance of meeting manufacturers where they are and providing them with the information they need when they need it. Darrin also provides insightful predictions for 2024, highlighting the expected emphasis on digital transformation and the continuing focus on continuous improvement, people skills, and business leadership.The conversation also delves into the growing significance of mental health and well-being in the manufacturing industry, emphasizing the need for meaningful employee support and resources. As the podcast ends, Darrin provides contact details for Manufacturing Masters, encouraging listeners to explore the platform for their training and development needs in 2024 and beyond.This episode offers valuable insights for manufacturers, showcasing the evolving landscape of training and development in the industry and the shifting focus on important issues such as mental health and digital transformation.

Connect with Addison Adams:In this episode of The Manufacturers Network Podcast, Lisa Ryan is joined by M&A specialist Addison Adams, who shares valuable insights into the world of mergers and acquisitions within the manufacturing industry.Addison Adams is a seasoned lawyer turned corporate deal maker specializing in mergers and acquisitions for small and mid-size businesses. After starting his career in litigation, he transitioned to .com investor financings and found his passion in bringing parties together to close deals with mutual satisfaction. With a keen eye for deal structuring and a knack for navigating complex negotiations, Addison has become a trusted advisor in the corporate world. Addison's expertise and focus on creating win-win situations have made him a valuable asset in the business world, from buying and selling businesses to forming joint ventures.Key Theme:- Addison sheds light on the intricacies of selling a manufacturing company, emphasizing the importance of preparation, expertise, and strategic decision-making to navigate the process successfully.Lessons Learned:1. The Value of Investment Bankers and Business Brokers: Addison highlights the value brought by these professionals in casting a wide net for potential buyers, aiding in negotiations, and driving up sale prices through engaging in auctions.2. Confidentiality in Sales: The significance of maintaining confidentiality during the sale process is to prevent disruptions within the company and avoid potential risks associated with employees and customers becoming aware of the potential sale.3. Compliance with Employment Law: It is important to ensure all employment laws are meticulously adhered to, minimizing risks for the buyer in the sale process.4. The Role of Attorneys in M&A Deals: The benefits of partnering with specialist attorneys experienced in closing M&A deals for a faster, smoother, and more cost-effective process with better results.Fun Facts:- Addison Adams transitioned from a career in litigation to specialization in M&A within the manufacturing industry, driven by the positive energy of successful deals.- His firm represents companies outside California, exemplified by their current deal in Wisconsin.Actionable Ideas:1. Manufacturers should get organized, understand the value of their business, and be well-versed in their business's worth before a sale.2. Prepare for a sale by considering specialized employees, customer lists, facilities, supplier relationships, and proprietary processes.3. Engage a specialist attorney experienced in closing M&A deals to navigate the sale process effectively and efficiently.4. Understand sales' legal and financial implications, including the importance of due diligence and compliance with employment and other laws.In this episode, Addison Adams provides invaluable insights that manufacturers looking to sell their businesses can leverage to make informed decisions and navigate the complexities of the sales process effectively.Listen to the full episode for more detailed information, including specific examples and resources.

In this episode of The Manufacturers Network Podcast, host Lisa Ryan interviews Lisa Sanderson, the Vice President of Marketing and Strategy at Gleicher Manufacturing. Gleicher Manufacturing provides bonding, sealing, and fastening solutions for global clients, servicing industries such as the US military, aerospace, electronics, and medical devices. Lisa Sanderson shares her journey of returning to the family-owned business and her experiences implementing changes to transition from a family business to a business run by a family.Key Themes:1. Family Business Dynamics: Lisa Sanderson recounts her early exposure to the family business and the unexpected path that led her back to the company. The complexities and challenges of employing family members in a business, particularly in succession planning, are explored.2. Change Management: The discussion delves into the intricacies of implementing organizational changes in a long-standing company. Lisa Sanderson emphasizes the importance of understanding the workforce's resistance to change and the need to balance tradition with evolution.3. Training and Development: The importance of investing in employee training and development to adapt to modern manufacturing practices is highlighted. The conversation explores strategies for training, capturing employee knowledge, and transitioning towards digital practices.Lessons Learned:- There is a need to convince individuals of the necessity for change before expecting their willingness to adapt.- Regular and inclusive communication's significance in fostering employee buy-in amidst organizational changes.- Balancing tradition with the demand for innovation in a long-established family business requires patience and strategic planning.Fun Facts:- Lisa Sanderson discusses her diverse career journey, from being a product manager for consumer packaged goods to becoming a holistic health coach and author.- The conversation reflects on the challenges and humor in introducing modern technology and practices to longtime employees, highlighting the generational diversity within the workforce.Connect with Lisa Sanderson:- Email: lisa.s@gleicher.com- LinkedIn: https://www.linkedin.com/in/lisajoysanderson/#Manufacturing #FamilyBusiness #ChangeManagement #SuccessionPlanning #TrainingAndDevelopment #Innovation #PodcastInterview #LeadershipDevelopment #OrganizationalChange

In this episode of The Manufacturers Network Podcast, Lisa Ryan interviews Brent Kedzierski, a renowned leader in connected worker ecosystems at Hexagon, delving into the complexities of human-centric design in manufacturing. Kedzierski draws from his extensive background in industrial psychology, military aviation training, and global HR strategy at Shell to highlight the pressing issue of talent retention in the manufacturing industry. He details how the workforce is rapidly evolving and shares insights on how companies can adapt to meet employees' evolving needs. Key Themes:- High-quality, digitized content is needed to engage employees in the manufacturing industry and facilitate efficient learning processes.- The importance of a human-centered approach to design in manufacturing companies and the challenges and failure rates associated with digital transformation efforts.- The impact of automation and AI in manufacturing, including the necessity to automate mundane tasks and encourage employee creativity.- The evolving workforce, which seeks purpose, connection, and pride in their work, and the shift towards prioritizing the whole person in employee development.- The future of work, where cognitive thinking, creativity, and collaboration will be prioritized, necessitating the development of new intellectual and creative skills.Lessons Learned:- Companies in the manufacturing industry must prioritize personalized experiences, connect with employees on a deeper level, and invest in employee development to retain talent in a rapidly changing workforce.- Digitization and content curation are vital for efficient learning and human-centered design in manufacturing.- The workforce is evolving, emphasizing purpose, connection, and personal development, necessitating a shift in company strategies to address these changing needs.Fun Facts:- Brent Kedzierski's extensive background includes military aviation training, industrial psychology, and a 25-year stint at Shell as a global HR strategist.- Lisa Ryan and Brent Kedzierski engage in a dynamic discussion about the future of work, dispelling myths about younger generations being disinterested in work and emphasizing the importance of creativity and collaboration in the workforce.For more information and to connect with Brent Kedzierski, you can contact him on LinkedIn.

In this episode of The Manufacturers Network Podcast, host Lisa Ryan engages in a powerful conversation with retired Air Force veteran Kathy Gallowitz. Gallowitz shares her expertise in supporting veterans' transition into the civilian workforce, particularly focusing on their integration within the manufacturing industry.Key Themes:1. Challenges of Transition: Kathy Gallowitz underscores the challenges veterans face when transitioning to civilian life, such as identity loss, unstructured environments, and a lack of understanding of their strengths and aptitudes. She emphasizes the need for employers to act as advocates, not just architects, for veterans, outlining a strategic plan to help veterans succeed in the workforce.2. Best Practices: Best practices for attracting, hiring, and retaining veteran talent in the manufacturing sector are discussed, including the use of military skills translators, the involvement of current veteran employees in the hiring process, and the importance of building a veteran voice committee or employee resource group.3. Military Culture Training: Employers are encouraged to invest in military culture training to understand the unique needs and experiences of military personnel. Building a veteran-friendly workplace, offering career ladders, and providing clear pathways for advancement are vital factors in becoming a veteran-ready employer.Lessons Learned:- The episode sheds light on the importance of recognizing the unique skills and value that veterans bring to the manufacturing sector, including safety focus, leadership capabilities, operational discipline, and technical proficiencies.- Gallowitz's journey, from growing up as a navy kid to becoming a career Air Force veteran, is not just inspiring but also provides valuable insights into understanding the challenges veterans face during their transition to civilian life and the workforce.For more information:Vanguard Veteran Overview: https://vanguardveteran.start.pageVeteran Talent Academy: https://vanguardveteran.com/veteran-champion-consulting-training/Complimentary Veteran-Ready assessment: https://vanguardveteran.files.wordpress.com/2022/07/may-2021_-vr-employer-assessment.pdfVanguard Veteran's Employer Consulting and Training:  https://vanguardveteran.com/veteran-champion-consulting-training/Invite Vanguard Veteran to Speak: https://vanguardveteran.com/invite-me-to-speak/

Host: Lisa Ryan Guest: Nicole Morgan**Contact Nicole Morgan through Resolute PR's website. www.resolutepr.com/workforce-recruitmentLisa Ryan welcomes Nicole Morgan to the Manufacturers Network podcast. Nicole Morgan is a PR and marketing expert and founder of Resolute PR. She has an innovative approach to addressing changing workforce behavior.#### Background and Work at Resolute PR- Nicole shares her journey, having worked in PR and marketing for nearly 20 years and founded Resolute PR about ten years ago.- Resolute PR takes a holistic approach to addressing client issues by understanding their goals and struggles, with a recent focus on assisting HR departments in marketing open positions.#### Addressing Workforce Recruitment Challenges- HR departments often faced challenges in attracting employees as they primarily targeted those actively seeking jobs, neglecting potential employees who may not be actively looking.- Employers must focus on branding themselves as an employer, emphasizing work culture and value for potential employees.#### Employer Marketing and Employee Recruitment- Employers should focus on marketing job positions through clear job descriptions, regular performance reviews, and transparent employee growth paths.- Encouraging positive employee feedback and addressing negative feedback on platforms like Glassdoor can influence job seekers' perceptions.#### Trends in Workforce Marketing- Trends are shifting towards retention campaigns rather than labor shortage solutions, emphasizing the importance of employee communication and transparency.#### Women in Traditionally Male Positions- Nicole addresses the importance of accommodating women in traditionally male-dominated industries, such as ensuring the availability of women's restrooms and fostering a diverse and inclusive workforce.#### Contact Information- To learn more about Resolute PR's workforce recruitment study and services, visit [resolutepr.com/workforce-recruitment](www.resolutepr.com/workforce-recruitment). - Contact Nicole Morgan through the website's contact form.#### Key Themes- Workforce Recruitment Challenges: Understanding the changing hiring landscape and the need to market job positions effectively to attract potential employees.- Employee Retention: Shifting trends towards retaining top talent through effective communication and transparent growth paths.- Women in the Workforce: Recognizing the importance of accommodating and inclusivity for women in traditionally male-dominated industries.#### Lessons Learned- Employers need to adapt their recruitment strategies to appeal to actively seeking and passive job seekers.- Clear job descriptions and transparent growth paths are key for attracting and retaining employees.- Creating a diverse and inclusive workplace is essential for accommodating women in traditionally male-dominated industries.#### Fun Facts- Manufacturing and industrial sectors are adapting to workforce demands by offering flexible scheduling and on-site childcare facilities.- Employers need to prioritize employee communication and transparency, aiming to retain top talent as the employment landscape evolves.

In this episode of The Manufacturers Network Podcast, host Lisa Ryan welcomes Jarid Beck, Risk Management Advisors's managing director and co-founder. Jarid offers valuable insights into risk management and insurance strategies in manufacturing, particularly focusing on self-insurance and captives for reducing the costs of providing group health benefits.Jarid Beck begins by sharing his career journey, transitioning from financial planning to focusing on captive insurance companies due to their multifaceted benefits for business owners. He provides a comprehensive explanation of captives, highlighting how they are beneficial for manufacturers in managing risks by providing personalized, cost-effective insurance options tailored to specific business needs.The conversation delves into the concept of self-insurance and its distinction from traditional insurance models. Jarid emphasizes the financial efficiency and flexibility of captive insurance compared to traditional insurance, shedding light on how it empowers businesses to take control of their insurance expenses and stabilize cash flow.Additionally, the discussion touches on the challenges manufacturers face when implementing self-insurance and captive insurance strategies, particularly the need for early education and effective communication with stakeholders.**Key Lessons Learned:**- Captive insurance companies offer personalized, cost-effective insurance solutions tailored to specific business needs.- Self-insurance, when approached formally through captives, provides financial efficiency and allows businesses to retain profits and stabilize cash flow.- Effective education and communication are essential when implementing self-insurance and captive insurance strategies.**Ideas for Manufacturers to Implement:**- Explore off-cycle self-insurance and captive insurance strategies to educate and prepare for potential transitions.- Assemble a team of knowledgeable advisors to guide the exploration and implementation of self-insurance and captive insurance options.**Fun Facts:**Did you know that captive insurance companies provide manufacturers with more control over their insurance expenses, potentially leading to cost savings and a stabilized cash flow?If you want to learn more about self-insurance and captive insurance in manufacturing, connect with Jarid Beck and his team at Risk Management Advisors through their website at www.riskmgmtadvisors.com or explore their informative content on their YouTube channel and LinkedIn.Join us in the next episode for more insightful discussions on navigating the world of manufacturing.

Welcome to The Manufacturers Network podcast with your host, Lisa Ryan. In this episode, Lisa interviews Mona Shum, owner and principal industrial hygienist at AURA Health and Safety. Mona's extensive experience in exposure assessment, indoor air quality investigations, and environmental public health brings valuable insights into occupational health and safety within the manufacturing sector.Mona shares her journey into occupational hygiene, highlighting the importance of understanding workplace exposures to chemicals, biological hazards, and physical hazards such as noise and radiation. She emphasizes the need to assess and control these exposures, ensuring the well-being of workers in various industries.During the conversation, Mona discusses the most common challenges in manufacturing related to air quality and exposure control, citing examples from food-related facilities experiencing dust and chemical hazards. The impact of climate change, including heat stress and wildfire smoke, on occupational settings is highlighted, shedding light on the broader implications for business operations and worker safety.Lessons Learned:1. **Refusal of Unsafe Work**: Workers hold the power to refuse unsafe work, creating a platform for change and improved safety standards within organizations.2. **Proactive Planning for Exposures**: Proactive planning, utilizing resources, and creating exposure control plans are vital for reducing risks associated with heat stress and wildfire smoke.3. **Digital Technology in Industrial Hygiene**: The incorporation of digital technology, such as user-friendly apps, is shaping the field of industrial hygiene, enabling more individuals to assess and address occupational health risks.Key Themes:- Occupational Health and Safety- Workplace Exposure Assessment- Impact of Climate Change on Manufacturing- Proactive Safety Planning- Digital Technology in Industrial HygieneFun Fact:Mona Shum discusses the development of an app tailored for the film industry, designed to assess the risk of heat stress based on relative humidity and temperature, showcasing the integration of modern digital solutions in addressing occupational health concerns.To learn more about AURA or continue the conversation with Mona Shum, visit www.aurahealthsafety.com.Thank you for tuning in to The Manufacturers Network podcast. Join us next time for more insights into the world of manufacturing.

In this podcast, Lisa Ryan interviews Mike Bowers, the Chief Architect at Faircom. They discuss the importance of capturing data in the manufacturing industry and the challenges of integration costs. They introduce Faircom's IoT platform as an integration hub and discuss its security features. They also talk about using Faircom's IoT platform to enhance manufacturing efficiency, and they emphasize the benefits of analytics and integration with Node-RED. Finally, they discuss how to connect with the guest and the importance of sharing the podcast with others.