IMTS 2024 Conference: Quoting This Way Is Killing Your Profits

Tuesday September 10 1:15 PM CST
IMTS25 Room W193-A

About the presentation
Manufacturers create what amounts to a business plan for every job they bid on. It represents their best estimate of what it will cost to make the parts and what the appropriate profit margin is to stay competitive in the market. Too often there is a gap between that plan and the final costs calculated after a job is completed. Miscalculating costs on the front end can have serious consequences, including losing money, losing the bid, or leaving money on the table. On the production side, not hitting the assumed production performance cuts into profits or pushes the job into the red. This session will focus on addressing the root causes of this gap, how to close it and hit your profit targets.

Dave Capkovitz, profitability expert, pulls from 25+ years of experience in manufacturing to offer practical advice for accurately calculating costs, including your shop rate. Greg McHale will discuss how growth-minded manufacturers can use data to benchmark realistic utilization rates to feed cost calculations. Real-time data also enables manufacturers to quickly respond to down machines and intervene before it impacts production performance.

This session is tailored for owners and managers who want to increase the accuracy of their quoting process and maximize utilization and profitability. If you’re not sure if a part is profitable until it ships out the door, or your bank account doesn’t reflect your quote totals, this is a session you NEED to attend!

Meet your presenters
Dave Capkovitz is a family man, a principal at EBITDA Growth Systems, and a scaling small business owner. He is a passionate business leader driven to help organizations grow in sales, profitability, teamwork, accountability, and efficiency. His expertise is the result of more than 25 years in senior executive roles in a variety of settings from start-ups to world-class medical device companies. Dave has extensive, real-world experience in manufacturing and business management. He started out as a tool and die maker in 1996 and went on to found eight start-up manufacturing and service companies with four successful exits to date. When it comes to growing businesses, he has a successful track record of achieving growth rates from 90% – 300% in 12 to 60 months. Dave is continually honing his skills as a profitability expert and leveraging his experience to enhance the lives and businesses of manufacturing leaders.

Greg McHale is the president, CEO, and founder of Datanomix, a company delivering game-changing production insights and intelligence to manufacturers of discrete components. Datanomix was founded on the premise that the 4th industrial revolution would require turnkey products that integrate seamlessly with how manufacturers work today – not clunky workflows that depend on human input or complex data extraction. He brings enterprise data skills to a market ripe for innovation. Greg has held engineering leadership positions at several venture-backed companies and is a graduate of Worcester Polytechnic Institute.