The Manufacturer’s Mindset Podcast by Ballantine Digital

A prospect shows real interest, asks for a quote, and then goes silent. For manufacturers selling capital equipment, that silence isn't a no. It's usually just the sales cycle. In this episode, Ryan Cote talks with Evan Bates, business advisor at MANTEC, part of Pennsylvania's Manufacturing Extension Partnership (MEP) network. Evan started his career at 22 traveling the world sellin...

Joe Gambino is the founder of Rogue Fabrication, an Oregon tool design and manufacturing company known for tube benders, notchers, and press brakes built for fabricators in tubing and motorsports. He designed the first bender for himself, because everything on the market needed concrete anchors in a garage floor he was renting. Friends wanted one. Then a swap meet crowd wanted one. Then his wife g...

Brandon Lincoln handles all the marketing for Ideal Manufacturing and all the marketing and sales for Ideal Rockaway, two companies under one roof in Lancaster County, Pennsylvania. One sells industrial woodworking machinery. The other sells skid steer attachments. They could not be more different from a marketing standpoint, and Brandon explains why. On the woodworking side, his team ranks for th...

John Hilgendorf handles all marketing for ABM Equipment, a company that designs dry bulk solid systems and inspection equipment for the food, chemical, and nutraceutical industries. And when I say all marketing, I mean all of it. Content, trade shows, brochures, the website, even a custom training platform he built from scratch. In this episode, John explains why he avoids paid ads entirely and ha...

Ryan Tilly of MSC Floors shares how honest marketing, SEO blogs, paid search, and real human connection help drive growth in a niche manufacturing industry. We also talk AI, trade shows, storytelling, and why effort still matters.

Michael Brooks has spent nearly 38 years with Oneda Corporation, so he’s seen a lot of change in manufacturing. In this episode, he shares what he’s learned about building strong customer relationships, doing business with a Japanese-influenced company, handling urgent customer needs, and staying useful as the industry keeps changing. It’s a down-to-earth conversation about trust, experience, prob...

Gabriela Miraglia of FormuNova shares her journey of building a cosmetic contract manufacturing company focused on small-batch production, innovative product development, and strong team culture. She also talks about the leadership lessons she learned from her entrepreneurial family, the challenge of managing finances as a business owner, and how her team is using AI.

Frank Lamb joins The Manufacturer's Mindset Podcast to share his unconventional path from uncertainty to a 40-year career in industrial automation. He explains what manufacturers should know about PLCs, robotics, AI, and the risks of scaling too fast, offering practical advice for engineers, entrepreneurs, and the next generation of technical talent.

Jeff Steele shares how a series of career experiences prepared him to step in, buy a manufacturing company during a chaotic period, and lead it forward. In this episode, you’ll pick up lessons on navigating uncertainty, leading through crisis, and building a business that lasts.

In this episode, Ryan Cote talks with Steven Reif of Roof Maintenance Systems about what it really takes to succeed in sales. Steven shares practical lessons on cold calling, persistence, listening, and building trust, with real-world advice that sales and business development professionals can put to work right away.

Valerie Menges, CEO of Walenta Grinding, shares how she led a fourth-generation precision grinding company through succession, modernization, and ISO-driven quality. You’ll learn how to prioritize talent and accountability, earn respect through expertise, and build a business that lasts.

Eric Seiberling (VP of Sales & Marketing at MXD Process) joins Ryan Cote to share practical lessons on industrial marketing, leadership, and using AI without the fluff. They cover MXD’s “most helpful” brand promise, how custom GPTs helped speed up quoting, and why “simplicity wins” when you’re trying to grow in manufacturing.

Rick Van Rikxoort explains how focus and inventory became the engine that scaled his FRP grating business across North America. He shares the specific decisions behind stocking deep, expanding branch locations to reduce freight friction, and building a reputation around speed and reliability. You will also hear his approach to hiring and leadership, including why he prioritizes attitude over resum...

A $4 part stuck overseas stopped sales of a $400 vacuum and pushed Spencer Loveless to find a better way. In this episode, Spencer - CEO of Dustless Technologies and Merit3D - shares how that moment led to scalable 3D printing for mass production, when additive beats injection molding, and why the next decade could reshape U.S.-based manufacturing. He also reflects on leadership, legacy, and build...

Ryan Cote sits down with ag-tech founder Dave Swain to unpack his journey from an Indiana farm to leading Vision Technology Management. They talk about adapting to change, surviving a full year with zero revenue, and why communication and relationships matter just as much as the latest tools. 

Video pro Robert Weiss joins Ryan Cote on the Manufacturer's Mindset Podcast to share how manufacturers win with message-first videos, smarter planning, and AI polish. Learn to turn one shoot into sales, training, and industry-specific assets that drive revenue. 

In this episode, we speak with Paul Kiesche from Aviate Creative about real world lessons on branding, AI, and resilience. Specifically, how a focused manufacturer brand boosts sales and hiring, how to show up in Google and ChatGPT, and why AI is a tool not a replacement. He also covers losing six clients in two days, the power of niching, and simple brand upgrades.

In this episode of The Manufacturer's Mindset Podcast, Ryan Cote talks with Don Fuchs, CEO of Harris Thermal Transfer Products. Don shares his unique career journey from law and legal tech entrepreneurship to leading a 140-year-old family-owned manufacturing company.

In this episode, we chat with Makenzie Morrill, Marketing Mgr at Spartronics, about her journey into manufacturing, networking, and "looking for the duct tape" when solving customer challenges. She shares lessons from being a one-person marketing team, how AMA fuels her growth, and why AI is best as an assistant (not a replacement).

In this episode of Manufacturer's Mindset, we sit down with Ben Hanfling, Chief Revenue Officer at Bay Cities Metal Products, a family-owned manufacturing company specializing in roofing and building products. Ben discusses the importance of listening to customers, empowering employees, and the strategic thinking required to increase revenue in a competitive market.

In this episode of Manufacturer's Mindset, we sit down with Mike Womack, Director of Marketing and Communications at NJMEP. We discuss how manufacturers can utilize marketing, adapt to AI, and thrive despite limited resources.

In this episode, we speak with Jon M. Williams, CEO of Viridi Parente, a company at the forefront of sustainable energy solutions. With over 35 years of entrepreneurial experience, Jon offers valuable insights into innovation, leadership, and the evolving landscape of battery technology.

In this episode we sit down with Sky Huddleston, a technologist and engineer specializing in precision machining and fabrication. Sky shares his journey from fixing engines as a teenager to developing a highly efficient internal combustion engine. He discusses his approach to innovation, overcoming regulatory challenges, and the importance of pursuing excellence in business.

In this episode, Ryan Cote sits down with Corey Pickett from ITAC, the NYC chapter of the Manufacturing Extension Partnership. Corey discusses the importance of niche specialization, adapting to industry changes, and the rewarding aspects of supporting local manufacturers.

In this episode, we sit down with Nick Duff, co-founder and CEO of Pure Prime Solutions, an engineering firm specializing in innovative solutions for industrial manufacturing. Nick shares the challenges of entrepreneurship, the importance of perseverance, and how he’s leveraging AI and other technologies to drive innovation in the manufacturing space.