Making Chips Podcast for Manufacturing Leaders – Details, episodes & analysis

When you walk into IMTS—the International Manufacturing Technology Show—it's easy to be awestruck by the machines, the energy, and the sheer scale. But few people realize just how much planning, logistics, and collaboration go into bringing that experience to life. In this episode of MakingChips, we sit down with Mark Kennedy, Senior Director of Exhibitions at AMT, to get a behind-the-scenes look at how the world's largest manufacturing trade show comes together.

This conversation dives deep into the IMTS Exhibitor Workshop, a two-day event that helps exhibitors prepare for success long before the show floor opens. Mark explains how exhibitors—from first-timers to seasoned veterans—can maximize ROI, streamline operations, and turn their IMTS booth into a "Super Bowl moment" for their brand.

From freight logistics and pavilion planning to marketing strategy and exhibitor education, Mark shares stories that reveal the incredible coordination required to transform McCormick Place into a million-square-foot hub of innovation. The hosts also share their own trade show experiences—from lessons learned the hard way to creative booth strategies like ProShop's "Ambassador Program."

Whether you're an exhibitor, attendee, or simply curious about the manufacturing event that defines the industry every two years, this episode offers a rare look at what it takes to make IMTS happen—and how to make it count.

• (1:00) Introducing guest Mark Kennedy and the importance of the IMTS Exhibitor Workshop
• (3:14) Grow your top and bottom-line with CliftonLarsonAllen (CLA)
• (6:32) How IMTS continues to evolve — from pavilions to product sectors
• (8:20) Why IMTS is the "Super Bowl" for manufacturers
• (9:01) What separates the best exhibitors (habits of highly effective show teams)
• (9:52) Creative booth ideas that drive engagement (ProShop Ambassadors, Toolpath's cornhole concept)
• (13:46) Lessons for first-time exhibitors and the importance of detailed planning
• (14:51) Panel discussions and hearing directly from attendees
• (16:46) Check out SMW Autoblok's workholding catalog
• (18:00) The new executive track — teaching leaders how to measure ROI
• (19:07) Alternatives for those who can't attend: Regional "Spring Training" sessions
• (20:38) Why McCormick Place and in-person networking still matter
• (21:53) Understanding the E-Kit and saving money through early planning
• (23:35) Collaboration among competitors and shared learning on the show floor
• (24:32) Maximizing IMTS Plus and digital marketing before the show
• (25:33) Introducing the IMTS Exhibitor Workbook — your "playbook for ROI"
• (26:35) The importance of preparation (you can't wing IMTS like a football game)
• (30:30) The continuous improvement mindset and what's coming next for IMTS 2026
• (31:29) Predicting the next big trend — AI as the "prom queen" of manufacturing
• (33:46) Why we created Hire MFG Leaders—and why you should use the service

• Register for the IMTS Exhibitor Workshop
• Grow your top and bottom-line with CliftonLarsonAllen (CLA)
• Check out SMW Autoblok's workholding catalog
• Why we created Hire MFG Leaders—and why you should use the service

• www.MakingChips.com
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We're coming to you once again from the Goldman Sachs 10,000 Small Businesses Summit in Washington, D.C.—the largest gathering of small business owners in U.S. history. This time, we're joined by two inspiring leaders from the Metalworking Nation who prove that the heart of American manufacturing beats strongest in small towns and family-run shops.

Our guests, Jenny Steffensmeier, owner of Steffensmeier Welding & Manufacturing in Pilot Grove, Iowa, and Paul Bothe, third-generation owner of a CNC job shop in Kenosha, Wisconsin, share how the Goldman Sachs 10KSB program transformed not only their businesses, but their lives. From resilience in the face of loss to the legacy of family ownership and the power of advocacy, their stories show what it means to make small big.

Together, we talk about how to lead through transition, the role of creativity in machining, and why the best shops are built by "high-quality people doing high-quality work." Whether you're a shop owner, an aspiring entrepreneur, or a believer in the power of community, this episode will remind you why manufacturing matters—and how small businesses create a big impact.

• (0:00) Recording live from the Goldman Sachs 10KSB Summit
• (2:45) Introducing guests Jenny Steffensmeier and Paul Bothe
• (5:50) Invest in your business by investing in ProShop ERP
• (7:23) How Jenny got involved with the Goldman Sachs 10KSB program
• (8:22) How Paul found his way from music to manufacturing
• (13:20) Jenny's story of taking over the business after her husband's passing
• (17:12) The power of community and connection in the 10KSB program
• (18:39) Leadership lessons from raising five kids and leading a team
• (20:24) Why you should consider Phoenix Heat Treating for Outside Processing
• (21:33) Favorite lessons from the 10,000 Small Businesses modules
• (25:00) Jenny's realization at 10KSB: "I'm not alone."
• (27:58) Why vulnerability builds better leaders
• (28:54) Family legacy: The German "Mittelstand" mindset and stewardship over ownership
• (30:42) How family values and long-term customer relationships build trust
• (32:21) Jenny on her children's involvement and carrying forward their father's legacy
• (35:22) Lessons in storytelling—Tailoring your message for customers, students, and policymakers
• (38:52) "High-quality people doing high-quality work"—what culture really means
• (40:54) Grow your top and bottom-line with CliftonLarsonAllen (CLA)
• (41:29) Thinking bigger: making small businesses big through policy and voice
• (40:30) Final reflections and memorable takeaways

• Invest in your business by investing in ProShop ERP
• Use Phoenix Heat Treating for Outside Processing
• Grow your top and bottom-line with CliftonLarsonAllen (CLA)
• Connect with Jenny on LinkedIn
• Connect with Paul on LinkedIn

• www.MakingChips.com
• On Facebook
• On LinkedIn
• On Instagram
• On Twitter
• On YouTube

If you've ever lost sleep wondering whether you missed a critical detail in a quote—or felt the adrenaline of winning a job only to realize you underpriced it—this MakingChips episode is for you. Recorded live at FABTECH 2025, Nick sits down with Jason Ray, founder of Paperless Parts, to unveil a breakthrough tool that promises to transform how shops handle complex RFQs, drawings, and bills of materials.

Over the past decade, Paperless Parts has become synonymous with solving bottlenecks in estimating and quoting. Their mission has been clear: empower people—not replace them—with software designed to make quoting faster, smarter, and less risky. In this conversation, Jason shares how their latest release takes that vision even further by surfacing critical requirements buried inside complex drawings and bills of materials.

This episode is full of relatable stories and practical lessons. Jason explains how the new "Requirements Review" functionality captures tribal knowledge, accelerates mentoring, and helps shops avoid underpricing jobs while improving their RFQ triage process.

Nick and Jason also dig into the big picture: the hype cycle of AI in manufacturing, the importance of trust and customer retention, and the future of Paperless Parts—including "historical intelligence" and next-level shop insights. 

Whether you're a shop owner, estimator, or manufacturing leader, you'll leave this episode with actionable takeaways for quoting more accurately, prioritizing the right work, and scaling your business intelligently.

• (0:53) "I Love Big BOMs": How Paperless Parts tackles large bills of materials=
• (2:27) Bottlenecks in quoting and estimating—and why Paperless Parts was built
• (6:05) AI hype vs. reality in manufacturing software
• (7:39) Quote faster, smarter, and more consistently with Paperless Parts
• (9:20) "AI makes recommendations, humans make decisions"
• (12:38) Introducing "Requirements Review" to surface critical details in drawings
• (14:41) Capturing tribal knowledge and accelerating mentoring before retirements
• (17:13) Why missing something on a print leads to underpricing and margin compression
• (18:45) Using AI to read complex drawing packages and trigger shop-specific rules
• (20:22) Solving simpler problems first: best practices for adopting AI in manufacturing
• (22:14) Why you should join us at MTForecast 2025
• (23:42) Quoting faster without over-engineering or missing key details
• (25:02) RFQs are getting larger—how to triage and prioritize the right work
• (26:47) Building an "ideal part profile" and learning to say no to non-fit work
• (29:54) Safety, flow state, and the hidden costs of taking on bad-fit jobs
• (30:53) Cash flow realities of contract manufacturing and avoiding high-risk mistakes
• (32:32) Aligning Paperless Parts' incentives with customer success and retention
• (34:38) Value-based sales process and proving ROI before the sale
• (38:00) Emotional ROI for shop leaders and software founders alike
• (40:08) Why customer success is tied to clear ROI targets and ongoing support
• (42:27) Selling change management, not just a tool—how Paperless implements software
• (45:32) Looking ahead: Paperless Parts' upcoming user conference and "historical intelligence"
• (49:32)

• Quote faster, smarter, and more consistently with Paperless Parts
• Join us at MTForecast 2025
• Achieve the 7 Habits of Successful Workholding with SMW Autobook
• Requirements Review Press Release

• www.MakingChips.com
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What are the pros and cons of plasma cutters vs. water jets vs. lasers? How does cutting with nitrogen differ from cutting with oxygen? How is technology driving innovation in fabrication? R.J. Reed and Brendon DiVincenzo join us in this episode of MakingSparks to cover all things lasers and fabrication. Because if you're not MakingSparks with the right tool, you're not making money. BAM!

– Nick

• [0:19] FREE IMTS 2024 Exhibitor Workshop
• [2:17] Nick's dad joke
• [2:43] Learn more about R.J. Reed and Brendon DiVincenzo
• [9:45] The definition of precision
• [12:16] The history of lasers in machining
• [19:28] Netsuite by Oracle's Ultimate KPI Checklist
• [21:29] Plasma versus water jet versus laser cutting
• [25:55] Cutting with nitrogen versus oxygen
• [31:05] How technology is driving innovation
• [38:48] Are people still G-code programming?

• FREE IMTS 2024 Exhibitor Workshop
• When the Machine Stopped
• Connect with Brendon DiVincenzo
• Connect with R.J. Reed
• Netsuite by Oracle's Ultimate KPI Checklist
• "The Goal" by Eliyahu M Goldratt
• FABTECH 2024: October 15-17, 2024

• www.MakingChips.com
• On Facebook
• On LinkedIn
• On Instagram
• On Twitter
• On YouTube

On December 7th, 2023, Jason had a heart attack, the type well-known as the "widow-maker." Miraculously, Jason survived. Then he survived a heart transplant. January 19th, 2024, he went home. Jason beat the odds. In this episode of MakingChips, we'll share Jason's miraculous story. We'll also share some of the lessons we've learned throughout the last couple of months. Be ready to be awe-struck. 

– Nick

• [0:18] IMTS 2024
• [2:01] Miracle #1: Making it to the hospital
• [8:35] Miracle #2: Getting a heart transplant
• [12:01] Miracle #3: Being near the right hospital 
• [14:41] Miracle #4: Hearing Jason on the phone
• [21:22] Netsuite by Oracle KPI Checklist
• [24:16] Takeaway #1: Focus on your health
• [26:59] Takeaway #2: Create an estate plan
• [29:23] Takeaway #3: Build a team you can trust
• [32:19] Takeaway #4: Don't take anything for granted 

• Jason's CaringBridge page
• Netsuite by Oracle KPI Checklist
• IMTS 2024

• www.MakingChips.com
• On Facebook
• On LinkedIn
• On Instagram
• On Twitter
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Every family business that's growing and expanding runs into some challenges. From navigating tough conversations with family to determining a centralized versus decentralized model, there are numerous things to consider. Joe Patterson's family business overcame the challenges that came their way and expanded globally. 

However, they had lofty goals for the business and ultimately needed more capital to realize those goals. Joe shares how they expanded their family business and why they sold the majority of their shares to private equity in this episode of MakingSparks. Listen to learn how you can help your family business make sparks, grow, and make money.

• [1:20] Palo Alto Networks Zero Trust OT Security
• [5:03] Matthew's dad joke
• [6:20] Learn more about Joe Patterson
• [10:50] Why Joe initially left the family business 
• [13:30] Sparks of Knowledge: Host "tryouts"
• [14:33] How to have the conversation with family 
• [17:05] How Flanders scaled the family business
• [20:51] Netsuite by Oracle KPI Checklist
• [22:23] The difference between offering services and products
• [24:40] A centralized versus decentralized model
• [31:35] Why the family decided to sell the business
• [40:08] How to join the AMT Community 
• [41:00] How to scale your family business 

• Palo Alto Zero Trust OT Security
• Netsuite by Oracle KPI Checklist
• Join the AMT Community by reaching out to Chahn@AMTOnline.org or going to AMT Online
• Connect with Joe Patterson on LinkedIn
• Flanders

• www.MakingChips.com
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communication with your family? How do you foster open communication in difficult conversations? 

Running a family business is full of unique challenges—and successes—that many other businesses don't have to think about. But navigating those challenges doesn't have to be difficult. Tad Dickel returns in this episode of MakingSparks to cover it all. 

– Matthew Nix

If you missed part 1, go back and listen HERE.

• [0:56] Palo Alto Zero Trust OT Security
• [4:38] Casey's dad joke
• [5:30] Common challenges family businesses face
• [7:28] Spark of Knowledge: Social media
• [8:40] How to have hard conversations 
• [10:07] Tad's thoughts on family governance
• [16:50] The purpose of the family council
• [19:49] Palo Alto Zero Trust OT Security
• [21:24] Open communication is the goal
• [26:08] When a small business should start
• [31:10] Think about the future now
• [32:30] Thomasnet programs

• Connect with Tad Dickel on LinkedIn
• T.A. Dickel Group
• Tad's podcast
• Palo Alto Zero Trust OT Security
• The Family Business Consulting Group
• The Legacy Journey by Dave Ramsay
• Thomasnet Programs

• www.MakingChips.com
• On Facebook
• On LinkedIn
• On Instagram
• On Twitter
• On YouTube

Nix Companies is a fifth-generation family business in an industry that's predominantly privately held and family-owned. Family-owned businesses are the fabric of our economy. Today's guest on MakingSparks, Tad Dickel, is a Leadership & Strategy Consultant with a special interest in family-owned businesses. He helps them with everything from governance to succession planning. 

Tad shares why having difficult conversations with family early can make a profound impact on the long-term generational success of the business. He also covers how to have those conversations. Don't miss this one! 

– Matthew Nix

• [0:38] Netsuite by Oracle
• [2:42] How Tad Dickel helps family-owned businesses
• [5:39] Why work with a Leadership & Strategy Consultant 
• [9:16] Challenges that family businesses face
• [12:42] Spark of Knowledge: The Ideal Team Player
• [13:57] Casey's dad joke
• [14:25] Tad's hope for this episode
• [17:43] Palo Alto Zero Trust OT Security
• [21:33] Using a Venn diagram to think through family dynamics

• Connect with Tad Dickel on LinkedIn
• T.A. Dickel Group
• Netsuite by Oracle: CFO's Ultimate KPI Checklist
• The Ideal Team Player by Patrick M. Lencioni
• Palo Alto Zero Trust OT Security

• www.MakingChips.com
• On Facebook
• On LinkedIn
• On Instagram
• On Twitter
• On YouTube

Cutting tool manufacturers have to remain on the cutting edge. If you do so, it's possible to stay competitive. We know that a solid education and training for new talent is the best first step. But you also have to learn to embrace grit to make it through. We cover what else is important to remain successful and competitive in this episode of MakingChips. 

– Drew Crowe

Out call-to-action: Bring us someone who can talk about innovation in the tooling industry in North America. 

• [0:13] Palo Alto Networks Industrial OT Security
• [2:32] Why collaborations are important
• [9:02] Manufacturing fuels grit 
• [11:18] Palo Alto Networks Industrial OT Security
• [14:58] The future of American manufacturing

• Andy Mueller Missouri Tools
• Palo Alto Networks Industrial OT Security
• 5 Keys to A Successful Cutting Tool Manufacturing Business with Mike Polizzi

• www.MakingChips.com
• On Facebook
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Andy Mueller is a seasoned vet in manufacturing, one of the real OGs. I've leaned on him for advice and support throughout the years because he's been through the seasons and weathered the storms. Andy was able to step in and teach my students things that I couldn't with my limited resources. That's why, in this episode of MakingChips, we have a conversation with Andy about inspiring the next generation and teaching them what they can't learn in classes. Because if they aren't MakingChips, they aren't making money. BAM!

– Drew Crowe

• [0:12] Palo Alto Networks Industrial OT Security
• [6:58] Drew's passion for the metalworking nation
• [7:42] Where in the world is Tony Gunn?
• [12:36] Introducing Andy Mueller
• [16:00] Impacting the future of manufacturing
• [23:59] Check out Thomas™ Programs
• [25:18] Get your team invested in the process
• [27:00] Andy's start in manufacturing 
• [29:37] The value Andy brought to Ranken students
• [39:00] What are you trying to achieve? 

• Palo Alto Networks Industrial OT Security
• Connect with Andy Mueller on LinkedIn
• Check out Thomas™ Programs

• www.MakingChips.com
• On Facebook
• On LinkedIn
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• On Twitter
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