Industrial Growth Institute

By: Ed Marsh Consulting
Listen for free

  • Summary

  • Ed Marsh is a founder, Army veteran, independent board director, manufacturing marketing expert, and industrial sales leader. He has marketed and sold millions of $ of B2B industrial manufacturing stuff worldwide. Each week on the Industrial Growth Institute, he chats with makers and thinkers, experts and specialists to gather innovative insights, recent trends, and tried & true best practices for B2B business growth. Each episode provides both actionable tips and theory, for everyone from owners and executive management through managers & directors to individual contributors - all in an enjoyable and energetic conversation format.
    Copyright 2024 All rights reserved.
    Show more Show less
Economics Management Marketing
Show more Show less
activate_Holiday_promo_in_buybox_DT_T2
Episodes
  • Episode 38 - Kurt Palmer on Succession Planning, Family Business Exits, and Industrial Sales Leadership

    Episode 38 - Kurt Palmer on Succession Planning, Family Business Exits, and Industrial Sales Leadership
    Nov 27 2024

    Episode 38 - Kurt Palmer on Succession Planning, Family Business Exits, and Industrial Sales Leadership

    Summary

    In this episode of the Industrial Growth Institute podcast, Ed Marsh interviews Kurt Palmer, a seasoned professional in the PCB manufacturing industry.

    Kurt shares his journey from studying chemistry to leading a family business, discussing the challenges and lessons learned during leadership transitions, the importance of strategic growth, and the impact of automation in manufacturing.

    He reflects on succession planning, the complexities of selling a family business, navigating identity post-sale, and the evolving landscape of sales and marketing in the industry.

    Kurt's business and sales experience span various industries, but also international cultures from Taiwan to Germany, and experience on the manufacturing side, selling directly and through sales channel, and the distributor side, selling on behalf of a manufacturer. Additionally, he has experience in both capital equipment and consumables sales.

    The conversation also touches on the significance of trade shows, leveraging LinkedIn for business relevance, and providing advice for future generations in family businesses.

    Takeaways

    • Kurt transitioned from chemistry to a family business unexpectedly.
    • Leadership transitions in family businesses require clear communication.
    • Inorganic growth can lead to painful lessons if not managed well.
    • Selling a business brings both relief and a loss of identity.
    • Understanding the friction between distribution and manufacturing is crucial.
    • Traveling for work requires discipline in maintaining health and productivity.
    • Hiring salespeople with industry experience doesn't guarantee success.
    • Cultural differences impact sales strategies between regions.
    • Automation is becoming essential due to labor shortages in manufacturing.
    • Marketing strategies must evolve to engage customers effectively.

    Takeaway Quote from Kurt Palmer

    • "We needed to start to either grow organically or look at somebody to buy."

    Check out Kurt's website

    LinkedIn: Kurt Palmer and Ed Marsh

    Twitter: Ed Marsh

    Instagram: Ed Marsh

    YouTube: @EdMarsh

    Show Transcript

    Chapters

    00:00 Introduction to Industrial Growth and Kurt's Journey 02:22 From Chemistry to Family Business 04:40 Transitioning Leadership in Family Business 10:15 Inorganic Growth and Lessons Learned 15:18 Selling the Business: Opportunities and Regrets 17:22 Navigating Identity After Selling 22:23 Understanding Friction Between Distribution and Manufacturing 26:28 Traveling and Maintaining Work-Life Balance 29:13 Hiring Challenges in Sales 35:30 Cultural Differences in Sales Approaches 38:05 Insights from Equipment and Materials Sides 39:45 Trends in Automation and Service Contracts 42:29 Marketing Strategies and Customer Engagement 45:14 The Role of Trade Shows in Lead Generation 46:57 Leveraging LinkedIn for Business Relevance 48:47 Advice for Family Business Transitions 55:13 Future Trends in Manufacturing and Automation When's the right time to prepare your family-owned industrial manufacturing business for sale? Several years in advance. Learn from middle-market industrial M&A expert and investment banker Rudy Scarito. Learn about the system I helped Kurt implement to hire top-producing sales reps. #SuccessionPlanning #FamilyBusiness #SellingABusiness #BusinessTransition #CareerTransition #CapitalEquipmentSales #GermanBusiness #PostTransactionPsychology #FindingPurposeAfterSellingYourBusiness #organicGrowth #MandA #investmentbanker #ChannelSales
    Show more Show less
    1 hr and 1 min
  • Episode 37 - Salim Awad on LinkedIn Lead Generation for Industrial Sales and Marketing

    Episode 37 - Salim Awad on LinkedIn Lead Generation for Industrial Sales and Marketing
    Nov 20 2024

    Episode 37 - Salim Awad shares his inspiring personal story and his journey experimenting with LinkedIn Lead Generation

    Summary

    In this episode of the Industrial Growth Institute podcast, host Ed Marsh interviews Saleem Awad, president of Spinner North America.

    Saleem shares his remarkable journey from Colombia to the U.S. Army, his transition to law, and ultimately his role in advanced manufacturing.

    The conversation delves into the importance of solution-based sales, building authentic customer relationships, and leveraging social media, particularly LinkedIn, for professional growth.

    Saleem emphasizes the significance of accountability, authenticity, and commitment in leadership, as well as the need for a strong industrial base in the U.S.

    Takeaways

    • Saleem Awad's journey is marked by resilience and adaptability.
    • The rebirth of manufacturing in the U.S. is a positive trend.
    • Solution-based sales focus on customer success beyond just technology.
    • Building authentic relationships is crucial in the machine tool industry. - LinkedIn is a powerful tool for professional networking and growth.
    • Authenticity in leadership fosters trust and accountability.
    • Prioritizing well-being is essential for effective leadership.
    • Spinner North America aims to provide precision engineering solutions.
    • Training sales teams to understand customer needs is vital.
    • Social media can enhance customer engagement and trust.

    Takeaway Quote from Salim Awad

    • "The rebirth of manufacturing is real."

    Check out Salim's website

    LinkedIn: Salim Awad and Ed Marsh

    Twitter: Ed Marsh

    Instagram: Ed Marsh

    YouTube: @SpinnerNorthAmerica and @EdMarsh

    Show Transcript

    Chapters

    00:00 - Introduction to Saleem Awad and Spinner North America 03:12 - Saleem's Journey: From Colombia to the U.S. Army as a combat diver 06:12 - Transitioning from Military to Law and Business Development 09:11 - The Shift to Advanced Manufacturing and Automation 12:11 - Solution-Based Sales in the Machine Tool Industry 15:10 - Building Relationships and Trust with Customers 18:09 - Leveraging LinkedIn for Professional Growth 20:47 - The Importance of Authenticity in Leadership 23:47 - Managing Workload and Prioritizing Well-Being 26:46 - Introducing Spinner: A Legacy of Precision Engineering 29:48 - Training Sales Teams for Success 33:12 - The Role of Social Media in Building Trust 36:11 - Preparing for Trade Shows: Engaging Customers Effectively 39:01 - The Importance of Accountability in Business 41:53 - Final Thoughts on Leadership and Social Media What's the role of social media in industrial marketing? See how it fits into the concept of Overall Revenue Effectiveness. Learn more here. #LinkedInLeadGeneration #LinkedInMarketing #LinkedInBranding #ExecutiveBranding #LinkedInForSales #IndustrialMarketing #ManufacturingMarketing #MachineTools #B2BSales #ExecutivePresence
    Show more Show less
    49 mins
  • Episode 36 - Samantha Gadenne on Optimizing Partnership Marketing and Sales for Industrial Companies

    Episode 36 - Samantha Gadenne on Optimizing Partnership Marketing and Sales for Industrial Companies
    Nov 13 2024
    Episode 36 - Partnership marketing and sales secrets and real-world lessons learned from Samantha Gadenne on the Industrial Growth Insitute Podcast Summary Samantha Gadenne, Director of Portfolio Development at EIT Food, joins the podcast to talk about her experience implementing partnerships in the agri-food industry. Samantha shares her insights and experiences in building successful partnerships and highlights the importance of: being open, curious, and asking questionsset clear expectations, determine the mutual benefits for both parties, and establish a partnership frameworkcultural differences in partnership approaches between Europe and the US She explains that partnerships are a long-term investment that can expand resources and open doors to new markets and technologies. It is important to be intentional and proactive in building partnerships, rather than relying on passive collaboration. Success in partnerships requires clear communication, regular meetings, and problem-solving. It is crucial to set expectations and address issues such as intellectual property and exclusivity early on. Companies should allocate sufficient time and resources to partnerships, understanding that it may take time to see concrete results. She recommends starting with someone within the sales or marketing team who has a propensity for partnerships. Cultivating each other's audiences can be achieved through cross-posting, articles, newsletters, and trade shows. It is important to think outside the box and be open to partnerships with companies in different industries. Takeaways Partnerships in industry require being open, curious, and asking questions.Setting clear expectations and determining mutual benefits are crucial for successful partnerships.Pilot projects can help flesh out expectations and demonstrate the value of partnerships. Partnerships are a long-term investment that can expand resources and open doors to new markets and technologies.Success in partnerships requires clear communication, regular meetings, and problem-solving.It is important to set expectations and address issues such as intellectual property and exclusivity early on.The success of partnerships can be measured through various metrics, such as the number of clients, engagements, or revenue generated.Companies should allocate sufficient time and resources to partnerships, understanding that it may take time to see concrete results.Cultivating each other's audiences can be achieved through cross-posting, articles, newsletters, and trade shows.Getting started with partnerships involves thinking outside the box, exploring opportunities with current customers, and having someone in the company who is passionate about partnerships. Takeaway Quotes from Samantha Gadenne "Partnerships today are going more in-depth and broader across organizations.""Money talks. Show how the partnership can open up new markets and access new technologies." Check out Samantha's website LinkedIn: Samantha Gadenne and Ed Marsh Twitter: Ed Marsh Instagram: Ed Marsh YouTube: @EdMarsh Show Transcript Chapters 00:00 Introduction and Background 03:01 The Journey of Implementing Partnerships 09:43 Insights into Middle Market Industrial Manufacturing 11:13 Understanding the Food Supply Chain and Agriculture 14:14 The Evolution of Partnerships and Preconceptions 16:08 Moving Beyond Indirect Sales Channels 20:27 Sharing Information and Creating Business Value 23:00 Finding the Right Partners and Ideal Partner Profile 25:41 Cultural Differences in Partnership Approaches 30:12 Key Elements of Effective Partnerships 32:02 Fleshing Out Expectations and Gaining Management Buy-In 34:04 Successes and Failures in Partnership Execution 35:39 Knowing When to Pull the Plug on a Partnership 37:32 Building Visibility and Showcasing Technology 39:14 Active Engagement and Communication in Partnerships 41:19 Addressing Intellectual Property and Exclusivity 45:15 Measuring Partnership Success with Metrics 49:16 Partnerships in Tech vs. Manufacturing 56:22 Staffing for Partnerships: Sales or Marketing 59:36 Resources for Learning about Partnerships Partnerships are an important part of a nearbound marketing and sales approach to build trust and reach buyers in a Zero Click world. Learn more here. #PartnershipMarketing #PartnershipSales #Partnerships #SalesChannel #MarketingPartnershipStrategy #PartnershipMarketingExplained #WhatIsPartnershipMarketing #PartnershipMarketingStrategies #StrategiesForSalesAndMarketingPartnership
    Show more Show less
    1 hr and 7 mins

What listeners say about Industrial Growth Institute

Average customer ratings

Reviews - Please select the tabs below to change the source of reviews.

Audible.com reviews

Amazon reviews
No Reviews are Available