When Selling Through a Dealer Backfires | Lean Built - Manufacturing Freedom E141

Jay begins by talking about selling a machine, and when it's better to go direct versus using a dealer, with broader implications regarding alignment, control, and the hidden costs of outsourcing parts of your business.  From there, the discussion shifts into shop operations: flow vs. batching, tool changes, and where efficiency actually comes from in real production environments. Jay and Andrew challenge common assumptions, showing how context matters: sometimes batching wins, sometimes ergonomics matter more than cycle time, and often the biggest gains come from reducing friction for the operator, not chasing theoretical efficiency. Plus: the perfect keyboard, how to get that most out of a conference or summit, and more.

Jay and Andrew begin with a deceptively simple question: what actually makes a company “lean”? Starting with a quote from Shigeo Shingo, they challenge the common misconception that lean is just Kanban, and explore the deeper reality that lean is less about specific tools and more about principles, tradeoffs, and context.From there, Andrew shares a deep dive into labor tracking and ERP data, uncovering how much work was happening that never made it into cost calculations, and why “door-to-door” time matters more than overly segmented tracking. Jay pushes back with the tension every shop feels: data is only valuable if it leads to action, and too much friction in systems can break team buy-in entirely.The episode then shifts into Andrew’s current challenge: producing tight-tolerance parts that his team can’t fully verify in-house. They take a candid look at outsourcing vs. vertical integration, the true cost of CMM capability, and the uncomfortable position of shipping parts you can’t independently validate. Jay talks about why he bought a CMM earlier than expected, what he regrets, and how fast feedback loops can change everything.

Andrew shares insights with Jay from a recent lean-focused shop tour with Paul Akers. The conversation goes to the hidden dangers of batch processing vs. one-piece flow, why takt time can matter more than cycle time, how to identify and eliminate waste at the micro-task level, and why “don’t solve problems until they exist” is often the best strategy They also explore practical challenges like line balancing, inspection differences (CMM vs. vision systems), and the surprising complexity of measuring quality in manufacturing. Plus, a candid discussion on whether shop tours actually scale, charging for tours vs. giving them away, and turning knowledge into a valuable product instead of a free commodity.

Why do some people naturally notice problems while others don’t? Andrew introduces ideas from the book Living Sensationally, exploring how different sensory personalities affect how workers perceive disorder and opportunities for improvement.Andrew also shares the results of his shop’s first full week of 8 a.m. morning meetings followed by shop-wide 3S, complete with funky music and a noticeable surge in improvement activity. Jay and Andrew discuss how creating space for small improvements can build momentum, and why the real goal of cleaning isn’t cleanliness, but exposing hidden problems.  They also compare notes on using AI in manufacturing environments, including Andrew’s first experiments with Claude to automate CNC workflows and program an Andon status light for his workstation. Does AI have a lot of promise as a technical collaborator? Does it also have a lot of frustrations? You bet.

Andrew shares a recent experiment in his shop: installing a full Sonos sound system and changing the structure of morning meetings and 3S time to give employees more room to pursue real improvements. Meanwhile, Jay discusses several new internal tools he has built, including an AI-powered quoting system and digital production boards designed to replace traditional analog shop boards.The conversation also includes the difference between Two Second Lean and traditional TPS-style lean, how AI is changing the speed of experimentation inside businesses, the hidden problems with too many meetings in manufacturing organizations, and what shop tours can teach you (and why you should never show up as a tourist.

A tornado tears through Bloomington, leading Andrew and Jay to discuss practical leadership during real-world emergencies. From there, the conversation shifts back to the shop floor: chip conveyors on Brother machines, production layout tradeoffs, palletized workholding vs. one-piece flow, and the realities of automation. They explore the pros and cons of high-density fixturing, robot-fed cells, and Okuma’s compact MU-600V five-axis machine with part handoff capability.The second half moves into the accelerating world of AI in manufacturing. Jay shares how he’s using Claude to rapidly build internal software tools, while Andrew talks through vibe-coded machine monitoring dashboards and real-time shop visibility systems. They wrestle with simplicity vs. data overload, operator-focused visual management, and what the next wave of AI-powered shop tools might look like.

In this special guest episode, Andrew sits down with Russell Watkins, co-founder of Sempai. Andrew first met Russell at the Gemba Summit in Belfast, where Russell delivered a keynote titled “10 Lightbulb Moments from Working with Toyota Japan and UK.” After cornering him at lunch with a notebook full of questions, Andrew knew this had to become a podcast conversation.They explore:What Russell learned apprenticing under a direct student of Taiichi Ohno and why he was told to “stop reading and start doing”Why you don’t learn lean from books alone (but why books still matter)How to actually observe work on the Gemba, and why empty workstations don’t tell the full storyThe danger of “putting lipstick on a pig” by optimizing rework instead of eliminating the need for itWhy “Fix What Bugs You” works and where it falls short without strategic directionA practical introduction to Hoshin Kanri (policy deployment) for small manufacturersHow to connect shop-floor improvements to real business needsThe power of visual defect analysis—even without formal data systemsFour simple questions that reveal the strength (or weakness) of your SOPsHow to handle the 20-70-10 dynamic when rolling out lean initiativesWhy humility and “opening the kimono” as a leader builds trust and cultural momentumThis conversation bridges the gap between the Two Second Lean community and traditional Toyota Production System thinking, offering practical insight for small and mid-sized manufacturers who want to move beyond local optimization and align improvement with long-term business survival.Links:The explainer on Hoshin Kanri/policy deployment that Russell mentioned

Jay and Andrew unpack a provocative quote from Shigeo Shingo: “If you don’t know why defects are occurring, make some defects.”It sounds like lean heresy at first. But they explore why some defects are treasures and others are just carelessness. The real question: are you reacting to problems under pressure or deliberately creating space to uncover them before they cost you?Along the way, they talk about a cantaloupe-sized rat’s nest choking a dust collector, moving machines and uncovering years of accumulated waste, the power (and danger) of acronyms in lean culture, and practical Fusion CAM workflows for maintaining standards across machines.

The way you treat people in business often matters more than the deal itself. Andrew and Jay talk about what happens when something breaks, an emergency hits, or you need a favor...and why companies that build goodwill get help while others get ignored. Drawing on real shop experience, customer behavior, game theory, and a Godfather analogy, they challenge the idea that business is a zero-sum game and argue that collaboration, trust, and shared wins quietly determine who survives and who doesn’t.Before that they catch up on what’s happening in their shops, covering recent machine work, air and power challenges, and small automation ideas to reduce wasted effort. They talk through using AI for internal software, quoting, and understanding business data; they also talk through websites, first-mover advantage, practical 3D printing workflows, and more.

What does a good lean elevator pitch sound like? Why do small, well-intentioned improvements end up causing problems later (hint: it helps to document things)? And how do owners listen closely to customers without losing sight of the long-term direction they’re trying to steer the business toward?In this episode of Lean Built, Jay and Andrew talk through those questions. Along the way, they discuss why intermittent problems are usually the result of stacked variables, not single root causes, why experience and judgment still matter even as systems and data improve, and much more.