The Industrial Side

Bear with us on this one — Brian was running on cough medicine and not much else when we recorded this. The content is worth it.In this episode, Brian sits down with Guillermo Ochoa of Merseyshell LLC — a manufacturing veteran with 15 years across the auto industry and Bimbo Bakeries (the largest bread manufacturer in the world) — who is now on a self-funded search to acquire and operate a small industrial business.Guillermo walks through his career arc from R&D engineer to warehouse automation lead, with stints in Mexico, Colombia, Spain, and the UK. He breaks down how large-scale food manufacturing actually works — the machinery, the sourcing contracts, the labor economics, and how brands like Arnold's and Sara Lee compete against Walmart's Great Value on grocery shelves.Then the conversation shifts to where Guillermo is headed next: acquiring a company in the $8M–$30M revenue range (roughly $1.5M–$5M EBITDA) in manufacturing or industrial services, specifically targeting control system integrators that serve food manufacturing customers. He talks about what he looks for in a target, how he plans to grow through both organic expansion and bolt-on acquisitions, and why service contracts are one of the most underutilized levers in the businesses he's looking at.Topics covered:How Bimbo Bakeries operates across four continents and competes across grocery store tiersThe role of futures contracts in managing commodity ingredient costsWhy labor cost — not ingredients — is increasingly the defining cost equation in food manufacturingThe growing shelf space dedicated to specialty and organic bread productsWhat makes a company worth acquiring vs. passing onHow to convert a one-time installation customer into a recurring service contractThe Camino de Santiago and the River Mersey — and what they have to do with a holding company nameConnect with Guillermo: [email protected]

In industrial distribution, customer experience is rarely treated as a competitive advantage. Most companies assume the product and the price are all that matter. Shelly Chandler has spent her career proving that wrong.Note: This is a replay of a 2021 interview with Shelly recorded during her previous role. The lessons she shares on customer experience strategy are arguably more relevant today than when they were first recorded.Shelly was the VP of Customer Experience at American Tire Distributors, one of the largest distributors in North America. In this episode she breaks down how a large scale B2B distribution business builds a customer centric culture, uses data and analytics to anticipate customer needs before they become problems, and deploys technology to improve the experience at every point in the customer journey.This is not a conversation about theory. It is a practical look at what customer experience leadership actually looks like inside a complex logistics and distribution operation — and what operators in manufacturing and distribution can take from it regardless of their size.What we cover in this episode:How to build a customer experience strategy inside a B2B distribution business where relationships and reliability matter more than brand. Using data and voice of customer programs to identify friction points before they cost you accounts. The organizational and leadership challenges of making customer experience a company wide priority rather than a marketing function. How digital tools and voice technology are starting to change the B2B buying experience in distribution and logistics. Where to start if you have never formally audited your customer experience and what that process actually looks like.About Shelley Chandler:Shelly Chandler leads strategy, data analytics, and organizational culture initiatives focused on delivering differentiated B2B customer experiences across large scale operations.LinkedIn: https://www.linkedin.com/in/shelly-chandler-cxleader/Resources mentioned:Customer Experience Professionals Association: https://www.cxpa.orgAbout The Industrial Side:The Industrial Side is a podcast built for operators running real economy businesses in manufacturing, distribution, and home services. Every episode goes inside the tactical decisions that determine whether an industrial business wins or fails.

Most people have never thought about the chemistry behind a printed page. Rachel McGrath has spent her career mastering it.Rachel is the CEO of Tower Products, a manufacturer of technical chemicals for the printing industry — fountain solutions, dust control innovations, and specialty products that determine whether a print run succeeds or fails. In this episode she pulls back the curtain on what it actually takes to operate in a highly specialized manufacturing niche — from product development and SKU management to pricing strategy in the face of supply chain shocks.This is a conversation about the unglamorous, technical, and genuinely fascinating work of running a niche industrial business — and the strategic decisions that drive real growth in a complex sector.What we cover:How technical chemicals determine printing quality and why most people in the industry don't fully understand the products they're usingTower Products' distribution channels and OEM partnerships — how they go to market in a fragmented industryProduct development and innovation in printing chemicals, including dust control as an emerging areaHow Rachel thinks about pricing strategy — including the real-time tools and ERP systems that make dynamic pricing manageableCommunicating price changes to customers without losing the relationshipManaging SKU proliferation and controlling product sprawl as the business scalesGrowth through acquisition — how Tower Products has expanded its market position strategicallyBalancing deep technical expertise with business strategy at the CEO levelResources mentioned:Tower Products — towerproducts.comDataCore ERP System — datacore.comConnect with Rachel:LinkedIn — www.linkedin.com/in/rachel-mcgrath-78114625/Email — [email protected]

In this episode, Jonas shares his journey from the factory floor to private equity — covering the real challenges of managing manufacturing operations, lessons learned in the automotive industry, and what drew him to search funds as a path to ownership. Whether you're a plant manager, an aspiring entrepreneur, or an investor, Jonas delivers grounded insights on lean principles, cultural fit, and what it takes to create lasting value in manufacturing businesses.Key takeawaysThe automotive industry's supply chain pressures force manufacturing leaders to develop resilience and problem-solving skills that transfer directly to business ownership.Lean principles aren't just tools — they're a mindset. Jonas explains how operational discipline drives growth when applied consistently across teams.Search funds offer a unique path for operators who want ownership aligned with their values — Jonas breaks down why this model fits manufacturing veterans especially well.When acquiring a business, cultural fit and trust with the exiting owner matter as much as the financials — "stay humble and listen to the business owner."U.S. manufacturing has a strong future — but it requires leaders who understand both the shop floor and the balance sheet.Connect with Jonas via Linkedin: https://www.linkedin.com/in/jonas-linke-1a48a0132/

In this episode, I sit down with Thomas Campbell, CEO of Metric Marine, to discuss how you modernize a specialty distribution business without overcomplicating it or breaking what already works.Learn More About Today's GuestWebsite: https://www.metricmarine.com/Linkedin: https://www.linkedin.com/in/tcampbelliv/Email: [email protected]

In today's episode I sit down with Rob Trepa of YawPitch and discuss the evolving world of technical sales. What these firms do and how you can use them to extend your reach as a manufacturer of complex products.Learn more about today's guest:Website: yawpitch.comEmail: [email protected]

In this episode we go deep into discussing the sales and management challenges of advanced composite manufacturing with Jose Di Geronimo, CEO of Amalga Composites.Learn More About Today's GuestWebsite: https://amalgacomposites.com/Linkedin: https://www.linkedin.com/in/josedigeronimoEmail: [email protected]

Most businesses are not won in strategy meetings. They are won or lost in the day to day trenches.This is a short introduction to The Industrial Side. Why it exists, why now, and what you can expect.After hundreds of conversations with operators across distribution, manufacturing, and field service businesses, one thing became clear.The gap is not ideas. It is execution.This podcast is about those trenches.The goal is simple. Pull out practical lessons operators can apply immediately to run better businesses. From inventory and working capital to customer complexity and execution at the front lines.If you are building, running, or trying to understand how these businesses actually work, you are in the right place.