In this episode, Dave Parry and Richard Buckle explore the unique challenges faced by manufacturing businesses and how modern CRM systems like HubSpot can help address them. Drawing on years of manufacturing experience, they discuss practical solutions for growth in this sector. Head over to our YouTube channel and subscribe for exclusive content and a chance to see the fully clothed versions of our episodes: @TheSMEGrowthPodcast. Key Topics Discussed Complex Sales Cycles: Understanding extended sales processes in manufacturing, often spanning months or years, requiring systematic tracking and relationship management Stakeholder Management: Navigating relationships with multiple decision-makers including engineering directors, facilities management, health and safety, and commercial teams Data Visibility Challenges: Implementing systems to track pipeline value, revenue forecasting, and sales performance across long-term projects Customer Retention vs Acquisition: Breaking free from over-reliance on existing customers while maintaining strong relationships Technology Integration: Balancing AI implementation and CRM systems with traditional manufacturing expertise Shop Floor Culture: The importance of physical visits and understanding manufacturing processes first-hand Industry Evolution: The transition from Industry 4.0 to AI-driven manufacturing solutions Quotes to Remember "It's tremendously satisfying on a Friday afternoon, going down to the dispatch bay and watching the last wagon of the week being loaded up - we've just filled a wagon of stuff that someone's buying from us." "The best thing you can ever do is ask for a tour of someone's shop floor - everybody loves what they're making." "You can probably run a business up to £5-10 million turnover with just one or two salespeople, but to break out of that, you need better systems." "Don't get overwhelmed by the fact that the process can be complex. Just break it down into the steps that it may take." "Take your safety shoes with you, take your safety glasses. Wander around the shop floor and take an interest. You learn a lot." Top Takeaways Modern CRM systems like HubSpot are becoming essential for manufacturing growth, especially when managing complex sales cycles and multiple stakeholder relationships across long-term projects Manufacturing businesses need to move beyond their traditional reliance on existing customers, developing systematic approaches to market expansion while leveraging new technologies for prospecting and engagement. The integration of manufacturing systems with customer management tools creates powerful opportunities for better visibility, revenue forecasting, and capacity planning across the entire business. While the UK manufacturing sector has evolved, it maintains strong competitive advantages through high-value specialist manufacturing, requiring both technical excellence and modern business systems to drive future growth.

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