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hi welcome back to the manufacturing come up I'm your host Malachi greb today we have Shane Langley with Keller Engineering welcome thank you for having me no problem glad to have you on the show love having Engineers on the show love having sales Engineers on the show um you know me personally I always have like a uh a personal side of me that wants to you know extract knowledge and information from sales Engineers because that's one of the things I'm poorly focused on right now is like how can I improve my sales process coming from a controls engineering position yeah I mean it's it's definitely something that we've had to figure out here as well you know exactly how to approach customers and and how to go to go about it um we like to think we do things a little bit differently here so everybody on our sales team has a technical background I've been in Machining my entire career some of our other people have been in Machining you know three years four years um so I think having that background kind of helps us out as far as how to approach customers and feel a lot more comfortable when they can have a conversation with you and feel like you know what you're talking about absolutely absolutely that that's like the one advantage that I have like as far as being able to convert over sales easily at least I can talk technically the heart the hard part that I've challenged with is like say friends if it's if it's like a robotic cell and it's like a simple palletizing robotic cell it's been hard for me to convert what what um benefit does it bring that customer right that's been like the shift of mic it's a robotic cell like you know it's a palletizing set we just it it's easy like this is a no-brainer project and so like it's hard to like for me to transition and add those values and be able to you know translate that to the customer yeah definitely I mean I always use uh especially when we're interviewing uh sales people or we're talking about leads and you know how to approach it I always say you know everybody hates going into a store and you're asking one of the people uh I need to do this or this and they say well I'm not sure or you ask me one question about a product and they say I'm not sure I'd have to look it up you know everybody wants everything right now including answers on you know something that they're needing so I think that definitely helps out yeah absolutely go ahead and tell people where you're at currently in your in your career uh yeah so now I am director of sales for manufacturing at Kelly engineering um started out at a large company out in fountain in South Carolina and went through their apprenticeship program so they select about six people every single year and you go through a two-year apprenticeship program and you start out with stuff as simple as I mean filing Parts down and running manual machines you know just kind of the the dirty work um you know that you have to learn how to do before you know going into other positions there and then after about a year or two you start getting into the programming and actually running CNC machines stayed there for about four years or so and didn't really like the big company atmosphere I wanted to go somewhere a little bit smaller and I wanted to do something different but still in Machining and I found myself at a place that makes Uh custom carbide tooling for you know Boeing Lockheed Martin all the all the big names and they've been around forever stayed there again for about four years and ended up at a small Job Shop which got me into doing you know more complicated setups dealing with materials I wasn't used to um at other places you know getting into Alloys and things like that yeah and then was driving down the road uh one day and Kelly engineering had their bay door open uh Matt the owner had just purchased his first CNC machine and they happen to be a half a mile away from my house so I pulled in asked if I could interview and that's that's about all she wrote so we've been we're in year eight now um I'm going into year six uh with the company now that was perfect timing because I'm sure at that point when he's bringing in his first CNC machine he's needing some skilled individuals he definitely he definitely did I mean he wanted to find somebody that you know knew what they were knew what they were doing um could run a shop but also just wanted to find somebody that would fit the kind of culture that that he wanted here I mean we talk about our culture all the time that's that's one of the things that we really uh strive for is to have a good culture here so I think it was more of a uh the type of person fit more so than you know the skill set that he was looking for and I think he interviewed me like five times before he actually sent me the job offer over yeah I think that I think finding the good fit is like definitely much more important that's one of the things that I've I have 100 experience and and learned from over the past few years because I was always you know very engineering mindseted and so like I I wanted skill skill skill skill skill right and I knew if I got skilled individuals but then I didn't really realize that it's the work ethic it's the you know the cultural energy that they bring to the team that really makes the big difference yeah we've I mean we've had a lot of success with you know younger guys I mean coming out of high school or you know right even even out of uh tech school and just finding that right type of guy I mean you can train anybody to run a CNC machine if they're willing to do it you can train anybody to weld run a laser press brake all of that can be tall but you know you can't really teach somebody to show up to work every day be respectful to their employees things like that yeah yeah absolutely yeah definitely so going back to the beginning what did you have any idea of you were gonna become a CNC machinist or wanted to get into this type of Industry to an extent I mean most of most of my family was and manufacturing so my dad worked at Michelin which is you know big around here and yeah my grandfather worked at a small Job Shop so I've been around it you know my whole life but never really thought about getting into it and when I went to when I went to work and you know got my first job and started seeing CNC machines it was just interesting to me you know something different even though I had been around it I'd seen you know bridgeports and things like that I hadn't seen a you know a decal or anything so it was definitely something that intrigued me and I would say within a couple of weeks of being in that apprenticeship program it just kind of you know piqued my interest and kept going from there how did you go about finding that apprenticeship um the first job that I had was at rexroth and I was actually just working in their uh Logistics area um so you know moving pallets around and then moved into Kitty um so getting parts ready to you know go on the CNC machines um they ran a ton of different part numbers um all very similar so they have people that would go around and get you know XYZ part number take it to the machines and uh I just kind of talking to the guys on the machines they were like hey you know if this is really something that interests you you should apply for the apprenticeship program um and I guess you know being friendly with some of the guys out on the floor they put in a good word for me and and ended up getting in nice nice so you took the base of the transition if you kind of went and just got a job because you needed a job or something and then this opportunity kind of arose to yeah exactly I mean when when I applied for the job there it was it was not anything where I was you know technically looking to get into Machining by any means um it was just one of those things where it really just worked out look of the draw I guess right yeah absolutely I mean my initial starts were kind of in the same way I started off getting a position as a uh just a machine tender for an injection molding machine and then within like three to six months they was they they brought they brought in a new plant manager and everything and and they had like one one or two guys that was like their mold Setter and their process technician and it was like we need to do something diversify because like basically all the skills within one guy if he ever quits we're screwed right and so I kind of came into the company right at that perfect time I was interested I was always watching the guy you know watching the the machine changes he would make and uh asking him questions on it and you know the plant manager was involved as well with kind of learning some of that company's particular processes so that way he could ever could step in and maybe train people if ever needed it and like so I was just there asking questions and uh you know through that the opportunity just kind of arose like hey would you be interested in in doing mold setting and process technician or yeah process technician position and I was like yeah sure definitely absolutely and I kind of was like my initial start to doing anything in manufacturing and really kind of got uh the ball moving forward yeah I mean we've got we've got a lot of guys here that are like that you know they come in the door they they're not 100 sure what they want to do you know some of them they think they want to do one thing and it ends up you know going in a different direction um we've had guys that start out on the saw or you know passivate and parts things like that and they just kind of slowly progress and and move move up and kind of figure out where they want to land um I mean we've had people that you know kind of like I was where they're just here to get a job in general one of the guys on our sales team now he was uh doing landscaping and his friend got a job here as a machinist and just kind of hearing him talk about it I guess it piqued his interest and he just wanted to get a job here and ran the saw then the next thing he knows started doing Machining as an operator then moved into setup and then eventually moved on to our sales team so I think there's so many different paths that you can take to to get into manufacturing you know even just in general that there's not really a right or a wrong way to do it yeah you know 101 and that's like you know for this podcast it's one of the main reasons why we do it is because like you didn't exposure to your story on how how your your path kind of transitioned and and there's like key things that people could take away like you you mentioned I was friendly with the guys that were operating the CNC machine and they put in a good word like keeping those key things in mind because like I wasn't the best at soft skills and you know if somebody hears that maybe they can try at least try to work if they're not naturally good at it they can like try to work towards those those type of skills or just create more communication with those individuals and then maybe the opportunities will arise but all those things come from like individuals like you telling your historically exactly and I mean I think there's fits you know for everybody I mean you talked about like you know the the soft skills and things like that you know any kind of skill set can can do the stuff that we're doing here it's just again finding that right position I mean we've had guys that you know maybe they don't have the technical background to actually be one of those you know main setup guys but they end up working out really well as programmers or maybe they go in as planners you know things like that there's just so many there's so many areas that you can get into that it's just wild diving into that a little bit how did you transition from being a CNC operator to sales yes so in the beginning I mean when when I said that you know I first applied here um it was Matt our owner and uh Travis the VP of operations now they were the two that were working here um Travis started in November um I came on in December and we were it was just the three of us and then some office help and we had to wear so many different hats I mean you know if you only have three employees at a company that you're trying to start up you're not just a machinist at that point You're The Machinist you're yeah the sales guy you're the programmer you're all of those things and uh Travis ran the Fab side of it so he you know welded he ran the Press break I mean there's just he helped out on Machining uh plenty of times um so with that I mean it kind of gave us that mentality of like we we were never going to be those people that said that's not my job you know we always wanted to help out whatever was best for the company whatever was needed we were you know gonna do it so as we hired more and more people we got two machinists to come on and help us out and the Machine Shop really started to grow but we still didn't have a sales force so I was dealing with 99 of our customers for the most part um and the bigger we got the more customers that we had it just got harder for me to do both of them and it became to where you know I wasn't really good at either one at that point you know I was I was lacking on the sales side of it because I didn't have time but I was also lacking on running the machine shop so yeah Matt just came to me and said I think this is something that you know you would like you do really great with the customers I think you should move into just strictly doing sales and it was you know one of those things where I'm not sure I want to do that and you know there's always that like you know kind of get that bad bad taste in your mouth from the word sales for whatever reason and then once you get into it you kind of think I don't even know why I felt like that it's it's nothing like you think it's going to be so yeah and a lot of times I think even if even if like you're you're a good salesperson and you are doing sales internally in your company if you're like a smaller company like that you may not realize that that's what you're doing right you're just like talking to the customer out of uh just telling them all the things right and and uh you're doing the sales process right but it just doesn't have that title yeah I mean Matt asked me about going into sales and I'm like I've never done sales and he said well what do you think you've been doing for the last two or three years I mean and I looked at it and I'm just giving the customer updates or giving them quotes or you know feedback on projects and things like that and he said well that's that's sales that's what you've been doing yeah so we uh it's it was definitely something that I'm glad I did I mean now you know 2022 we invoice 95 different customers so I couldn't even imagine trying to deal with 95 customers along with you know trying to be out on the shop floor oh yeah absolutely it's completely impossible definitely right like you know working in a smaller company versus working in a larger company and like for people like getting into industry and getting jobs that like if you you go with a smaller company you're going to get a lot more exposure to a lot of things but you're also going to not get a ton of singular exposure to One Singular thing and that was like one of the things that you touched on yeah I mean I I definitely you know I love the the smaller shop atmosphere I mean you know a lot of times it'll be a company you're just a number on a spreadsheet um you know here the CEO knows your name you know he knows how many kids you got you know where you vacation things like that everybody on the floor is you know friends with each other you've got guys that are you know going out after work and riding motorcycles going to play golf things like that so I definitely think yeah it's more of a you know family style atmosphere you know a lot friendlier whereas you know those big places um you might not see 70 of the people that work at the same company as you just because there's so many of them and the place is so large yeah yeah absolutely yeah that's another thing too to keep in mind is like the the two different sizes of a of companies will give you a completely different vibe say hi to everybody we're live okay hi they're up there hi hi yeah I mean I I think one of the other big things that I I think is great about people going into those uh smaller companies is you're going to get more of an opportunity of those smaller companies I mean if you go to a big company and you know like me luckily I was one of the few that got the opportunity to go into that apprenticeship but a lot of times you'll have guys that you know they get stuck in a certain position they don't get that opportunity to move up because you know management or you know the the higher Powers at the company they aren't seeing them on a daily basis they don't know what kind of potential they have at a smaller company that potential is getting seen every single day um you've got you're working directly with you know management you're working directly with the leads and things like that and it just makes it easier for you to get an opportunity to move up yeah yeah absolutely like a huge part so I also came from a smaller company I think really at their biggest it was like 15 employees and so it was that same type of culture and there's so much opportunity that was brought to me and there's also just like so much opportunity that I took on um it's like organic right we didn't like one of the things was we didn't have an internal electrical engineer so now either we were Outsourcing it and if we outsourced it we had to wait you know one two three weeks till you know they got they provided us back the uh electrical prints and at this point I've I've wired enough panels I've wired enough junction boxes that you know enough robots that I know all the electrical engineering by in my own mind right so really it's just a matter of learning the software and I was like okay I'm I'm gonna do it I said don't worry about it guys don't worry about Outsourcing I'll just I'll just do it right and then we could have somebody verify the work after I've done it and you know I did I did it with that I did it with risk assessments which I don't know why I did that because there's so much documentation that's involved in that and I was like you know this is one of those things where I was like one of those individuals that stepped up so be careful guys if you want to step up and take an opportunity I always suggest do that but you might want to pay attention to how much documentation that goes behind it you know like that like you said like you can only get that in the in the smaller working culture and smaller companies and also too like going back to like the apprenticeship thing there might be some people that wait two or three years to get in that apprenticeship maybe they finally get it but they also wasted two or three years to finally get into that position or or like you said they never get it and that happens and I mean you know I think I think it's uh at least I have found that you know at these smaller companies a lot of times people are more willing to teach you and work with you than they are at you know some of the larger companies I mean some of the some of the people that work at larger companies I mean they're great they want to teach you you know they want you to learn everything you can but then you've also got people that you know in all honesty there's nothing wrong with it but they're just there to you know get their check go home and you know be done for the day they might not be as willing to teach you you know what you're trying to learn and things like that yeah yeah absolutely and I think it is good that like experience the corporate culture like especially for like somebody like myself I didn't really never ever I didn't really ever have like that corporate structure right because it was a smaller company so now starting a company and and having the ambition that I have the only way a company that you know I envisioned can survive is having a corporate structure right you you can only grow so big before things don't work at a at a non-corporate level at least to some degrees right you can still try to maintain like you know a good working culture that's like friendly and open and all those good things but you know the one thing we've been transitioning into this past year was like creating departments so you know before you know when you're smaller and there's less people it's just like just job titles and like you said it's three job titles to one person right and then you start to convert to to one job title three people and and and start to develop okay what positions are separate and and seeing that from a corporate job that experience is uh you know a super big help because now since I haven't experienced that firsthand I'm trying to think of all things in my mind what what type of departments do huge corporations have right okay they have Finance departments they have sales departments they have you know marketing departments engineering departments and then and then and then like as you grow past that like then there's departments within those departments right and and it's just something to keep them keep in mind if depending on how somebody wants to try to navigate their career like I mean it's it's I think it's definitely something that's good for you know people to do I mean some people work out great at big companies but I think that it's always you know it's one of those things that you've you've got to go through that whether it's going to be your career staying at one of those bigger companies or you know whether you decide that you want to move on to a smaller one I think it's something that's really good for people to to go through especially if they're going to be somebody that is coming into a very small company and trying to grow it because if you're trying to grow the company no matter how small it is and you're good at it it's going to get bigger you're eventually going to get to the point to where you are one of those big companies you know that people talk about and I think that part of the the goodness of working at one of those big companies is you know you can say okay I really really like the way that they do these things I don't like the way that they do these things and you can kind of turn it into to your own style you know of of corporate management or that corporate style company you can kind of pick and choose what you want to what you want to keep yeah yeah absolutely the experience is great and like also like this is not something that never crossed my mind but it's something I probably should have definitely put more thought into was do I want a corporate type of position so it never came into my mind like do I Wanna Do I Wanna Be in corporate and it's highly likely it would have been a good route for me and it's also highly likely I would have never started a company because maybe I would have worked for a corporate company and I would have you know been very successful in it and climbed the corporate ladder and kind of never had the ceiling that I had that that made me say okay why don't I just do this myself right like that was one of the big things that I experienced through working with another employer was you know I'm working I'm trying to improve myself and grow and grow and grow and grow and then you know with this company the you know the company I was within I get to see there wasn't there wasn't that level of like drive and like trying to do things differently enough that you know really facilitated the the level of expansion that I was I was looking to to reach you know I'll just give an example because I think this is important for people that are in these positions if you're working for a company and they're doing I'm just using some smaller numbers they're doing two million dollars a year in revenue and over the course of the next 10 years they're going to get to 10 million dollars in Revenue maybe that growth projection doesn't match what you want in your career path because you gotta think if they reach 10 million dollars a year in Revenue how much money and salaries can they pay to the employees underneath that right obviously like if you get to a company that's doing 100 million a year or can even hit a billion in a year Revenue that that facilitates the ability to pay a lot higher salaries and reach let's say an executive level position because you know in my opinion you can't even really have an executive level position until you reach like maybe a hundred thousand dollar I mean 900 000 100 million dollar uh uh right Revenue hit hit needing like an actual corporate executive structure definitely and I mean I think it's you know every everybody's got a different you know a different style of job that they want to have or you know uh different type of company that they want but I mean yeah you definitely got to do your research on the size company you want to work at you know like you said how much revenue are they bringing in how many employees do they have things like that it's it's definitely something that that goes into play yeah I think that like through schooling we're not really taught those things I you know I never thought about looking at company size I mean I I think you know they they leave out of school that you know would be great if if they taught I mean just just talking about Manufacturing in general is one of those things I mean I I can't tell you how many times we've we've met um kids that are you know coming out of high school and things like that that have no idea about you know CNC Machining or welding or you know what a what a fiber laser is and and things like that so I think it's definitely something that would be great if they start talking about it in schools you know what kind of company sizes the type of benefits that you're going to get at those companies I mean you know that's another thing you got to think about is what's most important to you you go to those big companies and your benefits they're they're amazing um you go you go to a smaller yeah yeah you might make a little bit more money but your benefits might not be is good so I I think it's something that would be great if they talk about it yeah 101 and and and and to that note that you just said I pretty much went my entire career without health insurance because of that factor so as of right now uh in a sales director position can you give people a little bit of insight to what that position looks like and maybe also what it looks like as a cell representative we we are definitely different when it comes to sales I will say that I mean um we have uh outside and inside sales positions and I say that but at the same time they're they're all kind of doing the same thing I mean our inside sales uh guys you know they're quoting jobs and you know getting jobs ready to release to the floor things like that but our outside sales on top of going out and getting customers they're quoting their own jobs they're you know getting their own orders on ready to release out to the floor um and that's one of those things again with with a company that's growing we are having to adjust and adapt to how we handle things normal sales day uh for me is first thing in the morning coming in and you know going through emails from you know second shift we've got customers in other countries that you know you've got to catch up with them give them updates things like that and then it's kind of just going through through and figuring out okay whose jobs are coming up who needs quotes um when the orders need to be getting out um are there any things that are kind of at the top of the list of of things that we need to try and push uh push the production to hopefully get done yeah so like for the for like our structure talking about that uh our structure is more of our inside cells or out so we try to keep much more inside cells and much less outside cells and I I try to touch as much outside sales stuff as I potentially can right I try to be like face-to-face with customers as much as I potentially can and then you know for us we uh try to have our inside sales team support our outside sales team as much as possible and then they're also outside facing as well so those those different structures definitely play play a little bit of a role in like what the daily job tasks look like for looks like yeah I mean it's it's one of those things where we just gotta you know adapt I mean I hope that we can get to the point to where you know we've got inside sales that are you know supporting those outside sales and they do to an extent um but it's just you know we're growing I mean and it's it's hard for us to for the industries that we're in you know it's hard to find somebody that is welding or Machining and trying to convince them to come into a sales role um and it's hard to find that technical background that we're looking for to come into sales so it definitely makes it tough um for inside and outside um we're just kind of trying you know like I said to adapt to it and build it the best we can technical sales positions especially in our industry is like one it's it's one of the hardest harder positions to find it's one of the high higher paying positions it offers one it's one of the most challenging uh positions but then again it like it gains you quite a bit of experience and exposure to Industry and and different types of facilities right I mean that's one of the reasons why our outside sales team is quoting a lot of their own jobs is because the more that you're doing it the the easier and quicker you're going to learn it you know whether you've got a background in it or not I mean if you if you turn into where you're just never seeing quotes you're never seeing you know orders come through you're outside visiting customers and things like that all the time it gets easier and easier for you to forget things and it gets harder for you to go out and talk to customers and tell them exactly what we can offer them or what they may need on a certain project yeah absolutely absolutely and actually to think about it like the one part about sales that I had actually done was like the RFQ process so that part definitely did help transition into into the sales role because like you said going on site sometimes you forget like little small things but you know whenever you whenever you go through like that quoting process okay robot tooling okay robot tooling okay sensors okay cylinders okay you know what I mean like and so you start thinking about these smaller things and they're they are small things but I mean you know a robot tooling could have a thousand dollars and sensors on it or or you know or yeah people I think one of the things that that I always push for is you know outside or inside sales either one is to spend as much time as they can on the shop for you know when they get that opportunity because if you're walking around and you're you're around it every single day when you go to a customer and you're walking through their facility you're going to be walking by and say okay I've I've read we've seen something like that before out on the floor that might be something that we could help you guys with so it makes it easier for you to see those things as you're going through customers facilities or you might be able to show them certain things at our facility that may be something they need and we can help them what were some particular things that helped you throughout throughout your journey and your growth um I definitely think the different uh types of Industries you know that I was involved in I mean working in a you know high production uh large facility and then getting into CNC grinding um was the other one and then I mean I've been in Aerospace and medical and automotive and I think that that made it easier for me to recognize like what kind of customers can we go after um which ones you know might be a big customer you know down the road which ones may be a little bit smaller and you know I've kind of brought that here to the sales uh team and we do work for just about in every industry there is I mean Automotive Aerospace Marine Transit medical so I think I think the biggest thing for me was just having that exposure to so many different types of Industries you kind of learn every style of Machining and and you know every style of part that you could come across be it low quantity High quantity um you know tons of different types of materials I think that really helped and so from from like these the exposure to all the different Industries what what exactly do you think that taught you just learning what those different Industries expect probably you know every I've I've learned you know especially here like a lot of times people say you know Aerospace and medical those are the toughest companies to do work for because you know all the tolerances are tight you know all of their standards are extremely in-depth and they ask a lot of you and you know had I not worked in other Industries I mean I've learned you know just in the last two or three years that Transit is surprisingly one of the ones that have even harder standards to follow and you know Tighter tolerances and ask a lot of of the vendors I mean I I would say that you know learning that has has really helped in you know seeing the the different styles of things that they're going to ask for Via you know uh documents or inspection reports that you're going to have to do or just little things that they want to see from you that you might not know unless you're around it yeah absolutely it's like it's like they say uh the riches are in the niches right and it's like if you the more you understand like the small things like the more it helps you like navigate I'm still learning you know every day here I mean it's it's something that I think that you have to do and you have to you know I keep saying it but you have to be able to adapt you have to be able to learn um every single day and you know pick up on new things um I think that you know learning that is probably one of the biggest things that can help you in in this industry yeah that's one thing I really love about this industry as well is like I feel like I can't really imagine a particular time where you're just gonna not learn right like things are always evolving the what you knew five years ago may not be the same today so like even after you you know you reach expert level there's still so many things that are changing from what you knew even a year or two ago right like not to get too specific but like right now I've spent a lot of my time analyzing a particular sector of the industry and within one to two years I want to be an expert where if you ask me any particular thing on this uh on this topic that I can tell you I can tell you who owns what company you know roughly how much they're doing in Revenue per year like and and so I'm spending a lot of my time in in uh you know researching that and exploring all that and even after I accomplished that right those things are still gonna be ever changing the companies that this company that owned that company is now going to get bought out by another company this company is going to sell off that complete division you know so the the the the growth learning curve will change but now you can like spend your time and energy into like really really become an expert right like there's there's individuals that are experts at what they do and then you know may I think I think the word expert could technically be used a little too much right like when are you really an expert and I mean I think you know even even here at Kelly engineering like one of the things that I have uh you know learned or at least started trying to learn is I've never been around the automation side uh of this industry so that's been something where I've been really trying to learn as as much as I can and ask questions and you know I'll have customers that come visit our facility and you know I'll take them through the Machine Shop I'll take them through the Fab shop and you know I can tell them everything you know they need to know but then when it comes to we're walking by and they see one of our automation projects I don't know a whole lot about it you know it's just something that I haven't been involved in so I'll take them over there and I'll have you know one of the project managers that one of the engineers tell them a little bit more about what they're doing and you know what's involved in in getting that project done and I'll just try to listen and learn as much as I can you know I never knew how much it took to you know get a robot project off the ground or you know something as simple as you know uh chain conveyors and you know getting them to to link everything together and get it all to work for you you just don't think about how much goes into that until you actually see it happening in front of you yeah absolutely absolutely and like kind of for me it's kind of more so on the on the Machining side of things so like and even you know robotic welding so I came from like Material Handling and now our our company is pretty much completely shifted to robotic welding so you know we're still doing Material Handling but we're all our marketing all our sales initiatives all those things have shifted over to robotic welding applications and you know me being a company owner it's like it's kind of it's different because it's not where my expertise is but it's where like 80 of our employees are like that's where they came from they came from BIW lines they came from you know MIG welding of Automotive spot welding and you know with that transition it's like exposing me to so many things and I'm having to learn so many things like like so quickly even being you know coming from like a controls engineering background a lot of those you know the engineering processes are different right a lot of things that you got to think about fixturing and and you know weld parameters and just different things like that right and then you have like multiple sectors of the industry that's you know manufacturing that's already in robotic welding so they just need pay we just need another robotic welding cell okay cool and then you have the other customer that's hey we're not robotically welding anything but we'd like to try to robotically weld this you know so like just that alone is like two two sectors that are in two completely different directions and and navigating the conversations completely different like all those things are offering like new learnings and and uh new experiences and exposures where do you see yourself going over over the next few years well I mean we uh we definitely have um goals in place you know sales goals the size of company um that we want to become um our biggest thing right now is we're moving into a new facility so all of our manufacturers uh moving into a 60 000 square foot facility um and we're adding powder coating which is going to be a big thing for us which again that goes back to you know that that learning curve of learning something every day is something we've never done before it's we've always sent it out and now we've got to learn learn you know how to bring it in-house um yeah we we've grown really quickly we want to keep on doing it uh we did seven and a half million dollars last year um we're hoping hoping to do hoping to do 10 this year oh you know that's a it's a big goal to say about hoping to uh reach that goal this year um but I think you know getting into our new facility getting powder coat up and going and seeing where that can take us is is kind of The Next Step um we just purchased a uh company as well about 45 minutes away from us that does Production Machining oh and that's another thing that I'm I'm really looking forward to to Growing that and also taking the customers that they have and being able to offer them you know lower quantity projects whether it's you know prototype orb form or you know also getting into Fab work with them as well yeah yeah absolutely that's one thing I'm extremely excited about uh business-wise is is acquisition of companies and you know we'll probably start doing it fairly early on we're even internally discussing it now I think Acquisitions are powerful like you said like just being able to leverage you know acquiring that company and then offering your services to them and then also like it could be the other way around they could you can now take on projects that maybe were more of high high running parts that you can't just dedicate a machine towards or or do it profitably enough that this company's already got it down they already got the business model down everything yeah so like a lot of a lot of those things are extremely exciting and also it's like now it's almost like you get to go work for another company and and see what their culture is see what their you know procedures and processes are and and uh that exposure experiences yeah I mean you're inside you're going to learn something from them you know every single time no matter no matter what kind of company you're getting sometimes it's good things sometimes it's bad but you're always going to have things that you can take away from those companies and you can integrate into yours that you know something that you really like so I definitely think that exposure is great and it it definitely is powerful I mean we we were expecting to in the year uh last year with 45 or so employees and we ended up ending the year with I think around 63 or so um and you can just imagine I mean that immediate capacity increase is one of the biggest things because everybody wants everything right now I mean that's just kind of the world that we live in you know they want lead times shorter you know they want to get it faster they want to get it cheaper all of that stuff and and being able to increase your capacity essentially overnight is just it's it's hard to compare it yeah yeah it's extremely powerful that's one thing like I'm I'm very expansive our CEO of our company so let's slow down so like me I'm like latara latara attire you know because I think about capabilities like okay we hire this type of person that has this skill set uh now we can do this type of project or now we can do more of these type of projects yeah so I'm always excited to for the expansion bringing on new people into the team the capacity is huge makes it I think I think we deal with that all the time I mean every everybody here is like that where it's you know let's hire this this position let's hire this position you know let's get these you know new machines in or you know this new capability that we can have and sometimes our uh owner has to kind of pull the pull the reins back a little bit and say let's let's not overdo it just yeah you know yeah you always need like you always need that type of person in your company that's that the the counterbalance right like if it yeah if it wasn't for people saying to me saying like hey don't spend that money and there's no telling what I would do Shane where can people find you uh we are on Facebook we're on Instagram LinkedIn um so you can go to our website kelly-eng.com um same thing on Instagram Facebook and uh LinkedIn uh got a ton of equipment list on there pictures a ton of information on the company you can request quote directly on our website make it super easy awesome you got do you have any last valuable points for the audience um I would say I mean just pushing for for manufacturing in the younger generation I mean I think that's something that's that's got to be done you know I I can't tell you how many shots that I've worked at where you know the average age is you know 55 years old and you just don't have young guys coming in and I mean we've we've got to have that availability where we've got you know a stream of of people coming into the industry I think it's it's got to start at you know a high school level or or even younger than that and making sure that we're talking about it we're telling them how cool the industry it is and that in all honesty you can you can make a great living from it yeah absolutely absolutely well Shane thank you for being on today and thank you for having me thank you

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