The Industrial Side

The Industrial Side features conversations with operators across industrial, distribution, and field service businesses. Each episode focuses on how these businesses actually run, with practical lessons on execution, working capital, labor, and day-to-day operations.

The Industrial Side is a business podcast hosted by Unknown Host, with 0 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Unknown Host hosts The Industrial Side, a business show with 0 episodes published.

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  Episode #21

  Buying and Selling Series Part 1: The Real Number — Preparing Your Company to Sell with Anthony Perez

  Aug 19, 202639 minS1

  Guest: Anthony Perez, Harvest Wealth Strategies Episode Summary Most business owners think about selling their company once — usually when someone finally makes them an offer. Anthony Perez says that's backwards: the exit plan should start the day you open the doors. In part one of this two-part Buying and Selling series, Anthony breaks down the "blind spots" that quietly kill company value — owner dependency, client concentration, missing systems, thin bench strength — and walks through what actually happens when a business owner gets an exciting offer that turns out to be far less than it looks on paper. This one's essential listening for any owner who's ever wondered what their business is really worth, and what it would take to actually see that number in the bank. What We Cover (00:00) What this Buying and Selling series is about, and why succession planning starts on day one, not year 29 (02:08) What a wealth advisor for business owners actually does — and how it's different from a business broker or investment banker (04:52) The four blind spots that quietly kill company value: owner dependency, client concentration, weak systems/processes, and bench strength (10:29) The emotional side of stepping back: owner guilt, team trust, and why "20% involved" beats "0% or 100%" (12:14) The customer concentration trap — why the "easiest" way to run a business (build everything around your best client) is also the most dangerous (15:02) Lifestyle business owner vs. wealth creator: the two mindsets that determine how you should actually run your company (17:35) Finding your "real number" — and the $20M offer that was actually only worth $4M after structure and taxes (19:50) Earnouts and seller notes, demystified — including the stat that over 70% of earnouts never get fully paid (23:08) How buyer type changes the risk calculus: strategic acquirer vs. first-time entrepreneur-through-acquisition (25:34) Lifestyle vs. wealth-building trade-off: hire a strong leadership team and increase your EBITDA multiple, or run lean and stay dependent on a perfect successor (30:03) The 3-year roadmap: what to actually do in year one, year two, and year three before an exit (32:29) The Lakers sale, HBO's Succession , and what family businesses get wrong about passing the company down (38:02) Where to find Anthony and get a free value gap assessment Key Takeaway Buyers aren't primarily paying for your cash flow — they're pricing risk. Every blind spot Anthony describes (you being the bottleneck, one client being 80% of revenue, no real leadership bench, no systems) is really just a different flavor of "what happens to this business if something changes." Fix the risk, and the multiple — and the number that actually lands in your pocket — moves with it. Connect with Anthony Perez Website: harvestwealthstrategies.net LinkedIn: https://www.linkedin.com/in/anthonyperezj/ Instagram / Facebook / YouTube: Harvest Wealth Strategies Free Value Gap Assessment available via the website or by emailing Anthony directly

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  Episode #20

  How Kaufman Logistics Wins (and Keeps) Clients in a Trust-First Business Part 2

  Aug 13, 202633 minS1

  Sammy and Elizabeth Kaufman are back for round two. In our first conversation, we broke down what freight forwarding and customs brokerage actually is. This time, we go deeper into how Kaufman Logistics actually runs the business day to day — how they price their services, how they win new clients in an industry where trust matters more than a pitch deck, and why logistics is fundamentally a relationship business dressed up as a technical one. We cover Incoterms (EXW, FOB, DDP) and why understanding who owns the risk at each stage of a shipment can save a buyer from getting stuck holding the bag. Sammy and Elizabeth explain where their margin actually comes from, why they see themselves as service providers rather than middlemen, and how they've built a reputation on being proactive — calling clients with bad news before the client even knows there's a problem. We also get into the slow, trust-based sales cycle in freight forwarding and customs brokerage, why new clients test a broker with a single shipment before handing over the full book of business, and why growth in this industry comes from a mix of new client acquisition and adding more "touches" to existing accounts. Sammy and Elizabeth also share why diversification — across verticals, regions, and product types — is critical to building a resilient logistics business, and why they're actively looking at acquisition opportunities as a growth lever. In this episode: Breaking down Incoterms: EXW, FOB, and DDP, and who's responsible at each stage Where a freight forwarder and customs broker actually make their margin Service provider vs. middleman — and why that distinction matters Why proactive communication is the biggest differentiator in logistics How new clients are earned and tested before winning full account trust The "octopus strategy": diversifying across verticals, regions, and product types Why any dollar saved in shipping goes straight to a client's bottom line Kaufman Logistics' interest in acquiring custom brokerages and forwarding companies as owners retire Connect with Kaufman Logistics Website: kaufmanlogistics.com Email: info@kaufmanlogistics.com Catch Part 1 Haven't listened to the first conversation with Sammy and Elizabeth yet? Start here: Cheap or Fast: Why You Can't Have Both in Global Shipping w/ Kaufman Logistics

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  Episode #19

  Sales Knows the Pain Point. Marketing Knows How to Say It.

  Aug 4, 202634 minS1

  Abigail Lind writes content for manufacturers and industrial companies. She started out as a high school English teacher and cheer coach, picked up a master's in English, spent time in outside sales, and now works with everyone from mid market shops to Fortune 500 manufacturers on messaging and content. We got into why marketing is still a hard sell inside industrial companies, how to prove value when the sales cycle runs three years, and where the handoff between sales and marketing actually breaks down. What we covered Why marketing is still treated as overhead in traditional industries and how that shows up as agency churn Marketing qualified leads versus sales qualified leads, and who really owns the pipeline What happens to your customer data when a salesperson walks out the door with the spreadsheet The AMAROK campaign: security guards versus electric fencing, a 35 page research guide, and 20 leads handed to sales off the first email Why one big research piece should turn into five or six others How to get real information out of technical subject matter experts who do not want to be on your call Whether anyone reads blogs anymore, and why that is the wrong question SEO as the foundation for AEO and GEO, and why your LinkedIn and Reddit presence now feed the same machine Why search engines can spot AI written language and deprioritize it Abigail's definition of good writing: clear on the first read whether or not you are in the industry Timestamps 01:05 From high school English teacher to industrial content 04:05 Why manufacturers do not value marketing 06:50 Sales enablement and where alignment breaks 08:06 MQL versus SQL and who owns the pipeline 11:00 What it costs to have sales doing marketing's job 14:55 The AMAROK electric fencing campaign 17:51 Content is recyclable 18:29 How they actually distributed it 21:47 Getting time with subject matter experts 25:05 Writing for humans versus writing for AI 30:36 What separates good writing from bad Find Abigail Website: abigailgracewriting.com LinkedIn: Abigail G Lind , or the Abigail Grace Writing company page Speaking at Content Marketing World in Denver this fall on how to interview subject matter experts about their content

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  Episode #18

  Inside the IRS Network: How Independent Restoration Services Builds Owner-Operators

  Jul 28, 202638 minS1

  This one's a little different — Dustin Walter is the founder of Independent Restoration Services, the network Brian is a partner in. In this episode, Brian gets to ask questions as an insider, and Dustin breaks down how IRS's ownership model works, why he built a centralized back office instead of a traditional franchise, and what he actually looks for in the people he partners with. What we cover: Dustin's path from a decade in the insurance industry (adjuster, supervisor, manager) to founding a restoration company Why IRS operates as a "network" or "cooperative" rather than a franchise, and how partners can own roughly a third of a location while capturing more value than 100% ownership elsewhere What the centralized back office actually does: call center, Xactimate estimate writers, insurance negotiators, accounting, and marketing How a location can go from zero employees to a fully staffed team on day one, and why that changes the economics of the first two years What Dustin looks for in a partner: availability, grit, and a long-term mindset over industry experience How restoration companies function as both first responders and advocates, helping homeowners understand what's actually covered under a "sudden and accidental" water damage clause Why insurance claims are more gray area than black and white, and how that shapes the way IRS approaches each job Where Dustin sees the insurance and restoration industry heading over the next 10-20 years, including AI adoption, preventative tech like water shutoff switches, and shifting deductible structures Why Dustin sees a major opportunity in blue collar trades right now, and what he'd tell someone considering it Connect with Dustin: LinkedIn: https://www.linkedin.com/in/dustin-walter-209686239/ Company: https://irs-247.com/

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  Episode #17

  Metal, Margins, and Mission-Critical Parts with Mick Montesi

  Jul 21, 202626 minS1

  Mick Montesi runs an aerospace components manufacturer supplying structural metal parts to defense, commercial, and space OEMs like Boeing and Airbus. In this episode, Mick breaks down what it actually takes to become an approved aerospace supplier, why the onboarding process can take up to two years, and how his company competes on speed and in-house capability rather than price. What we cover: What an aerospace components manufacturer actually does and who the end customers are Why defense and commercial customers have completely different priorities (speed vs. price) How Mick's company wins work through in-house heat treating, painting, and welding instead of outsourcing The two-year supplier onboarding process and why most companies buy their way into aerospace instead of starting from scratch How quality control works when a single defect can be a life-and-death issue, including in-process inspection, first article inspection, and third-party source inspectors The difference between AS9100 and NADCAP certifications, and why not having the right certifications in-house can cost you the job How staffing and capacity planning work when no two parts made in a day look the same The mix of sheet metal and CNC machining that makes Mick's company unusual among competitors Why CapEx requirements and long growth timelines make aerospace one of the hardest industries to break into Connect with Mick: LinkedIn: https://www.linkedin.com/in/mickmontesi/ Company inquiries: Quotes@ValleyTL.com

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