In this episode, we are joined by our first sales rep on the show, Michael Adcock from Hill Manufacturing, to talk about the sales side of manufacturing! Hill is an American-made chemical manufacturing company that's been around for 90 years and does everything from soap and sanitizer to specialized lubricants and degreasers. Basically, “If you have a maintenance problem, we deal with it!” Michael oversees more than 153 of their accounts and today he shares what he does on a day-to-day basis at Hill and some of the challenges they face, as well as insights into the future of the company and the industry. Tuning in, you’ll hear some examples of their products and how they are applied at a multitude of public works they provide for, the coolest thing he's ever seen at a manufacturing facility using a Hill product, and the top advice he would give other manufacturing leaders. Michael also shares some sales gold on how he balances his attention between attending to his existing customers and bringing in new business, before diving into the impact of COVID and how it changed his way of operating with clients. Lastly, we talk about safety protocols, KPIs, and the sale that Michael is the proudest of! Tune in now to hear this conversation, jam-packed with learnable information from a respected industry professional.
In this episode, we are joined by our first sales rep on the show, Michael Adcock from Hill Manufacturing, to talk about the sales side of manufacturing! Hill is an American-made chemical manufacturing company that's been around for 90 years and does everything from soap and sanitizer to specialized lubricants and degreasers. Basically, “If you have a maintenance problem, we deal with it!” Michael oversees more than 153 of their accounts and today he shares what he does on a day-to-day basis at Hill and some of the challenges they face, as well as insights into the future of the company and the industry. Tuning in, you’ll hear some examples of their products and how they are applied at a multitude of public works they provide for, the coolest thing he's ever seen at a manufacturing facility using a Hill product, and the top advice he would give other manufacturing leaders. Michael also shares some sales gold on how he balances his attention between attending to his existing customers and bringing in new business, before diving into the impact of COVID and how it changed his way of operating with clients. Lastly, we talk about safety protocols, KPIs, and the sale that Michael is the proudest of! Tune in now to hear this conversation, jam-packed with learnable information from a respected industry professional.
EPISODE 7
[INTRODUCTION]
[00:00:02] MH: You're listening to The Industrial Movement, where we discuss the people, the processes, and the equipment that drives American manufacturing. If this is your first time listening, then thanks for coming. The Industrial Movement podcast is produced every week for your enjoyment, and the show notes can be found at our website at www.theindustrialmovement.com.
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Now, let's get on to the show.
[INTERVIEW]
[00:00:40] MH: Welcome folks, to the Industrial Movement. I'm your host Marty Hodge, and with me as always is my trusty sidekick, Greg Smith.
[00:00:47] GS: Hello, everyone. Welcome to the show.
[00:00:49] MH: Today we are excited to have a gentleman by the name of Michael Adcock on our episode, and he's going to talk to us a little bit about manufacturing on the sales side of manufacturing. He works with a company called Hill Manufacturing, which is a chemical manufacturer. Is that correct, Michael? They do aerosols and sprays. I mean a variety of products when I was doing some research to the show. It's an endless list of products that you guys make it Hill, isn't it?
[00:01:16] MA: It is. Hill is a 90 plus year old company now. Catalog says 85, but we're a 90 plus year old company. We started in 1930. We manufacture over 2,000 chemicals, everything from soap, to hand sanitizer, to specialized lubricants, to degreasers. Both solvent and water-based degreaser. So, you name it. We do it. We do a lot with public works. We do a lot with – if you have a maintenance problem, we deal with it. How about that?
[00:01:43] MH: Yeah, absolutely. I love it. Because you guys are from the unique perspective of your manufacturing facility. You're based out of Atlanta, Georgia, that is manufacturing products for the manufacturing industry. Is that right?
[00:01:53] MA: That's exactly what we do.
[00:01:56] MH: Yeah. We've had other guests on the show. That's exactly what they did. They were manufacturing, they catered – their customer base was manufacturing. So, Michael, tell us a little bit about you, how you got involved with Hill, and a little bit about your story.
[00:02:09] MA: I've been with Hill now going on for years, started off in the security industry, if you will, just saw an opportunity with it and decided to pursue it. Liked it because you're dealing with customers, it's retention. Obviously, you're gaining new customers constantly as at the same time. But instead of the one and done, you're constantly maintaining your customers, and you're building your base, which is what appealed to me.
So, when I first started with Hill in this territory, I had about 15 active accounts, and I've got about 153 now. As time goes on, it goes more and more. What's nice about Hill is we guarantee every product we sell. So, if you don't like a product, we'll replace it, we'll put a product in that you like. We simply don't want product sitting around that you're not going to use. That's the biggest thing. So, that's a good selling feature for this. We're also American made, we're not China, or wherever. So, we're here, we're local, we deal with 48 of the contiguous states, we don't deal with California, for obvious reasons. That's it. There you go.
[00:03:17] MH: Michael, tell me a little bit about your day-to-day role as a salesman on the side of manufacturing. And I love this, like I said, very unique perspective to bring to the show, I think you're the first territory rep, sales rep that we've had on this show. And let's be honest, we all know that nothing begins until a sale is made.
[00:03:36] MA: That's exactly right. And you can't have production until the order is made. Because otherwise, they're not going to do anything. It's just as simple as that. But there's always that friction between sales and production at the same time. Sale is always accused of promising the moon and same time production is going to then say, “We can't do it.” Well, you always have to have that little bit of friction, that's actually healthy in a relationship and it really is. But at the same time, I'm a firm believer, it's better to under-sell, over-deliver. And if you do that, you're going to usually – your customers are never going to have issues with you. What's nice also about my company is we have a lot of products. Hill is one of our products. It's just a multipurpose, it's like WD-40 on steroids is, what it is, it never dries. Okay. What's nice about it is is that people will constantly order, they'll constantly repeat their business. Because once they find it works, it's good.
[00:04:36] MH: What are some of the challenges that Hill Manufacturing faces in 2021 as far as the manufacturing side of the business?
[00:04:44] MA: Supply is a big issue, obviously. Biggest problem for us has been aerosols. You mentioned that earlier. It's never the product. We have plenty of product in stock. But what happens with us is, is we send it to a canner who will then get the order and get it back to us in aerosols. But what happens with it is, is because they don't have enough workers, just like nobody else does, they can only fill our back orders. And so what happens with it is, is I go to see customers, and I tell them, I said, “The moment you crack a carton, you better call me immediately and let me know, because you got to put that order in now, because if you wait for that last two or three cans, you're going to be out of stock. It's not going to be here. So, it'd be better for you to just go out and have it now and place the order.” And that's probably our biggest issue is that right there is running out of containers. I just had an issue today with some ice melt that we couldn't get waterproof containers because same thing, we can’t get manufacturing quick enough. Well, we just got them in and there you go. Battles like that are probably our biggest issue.
[00:05:49] GS: I'm very curious about your sales process and what that looks like from the manufacturing sales perspective. Can you kind of talk through how that works for [inaudible 0:05:58]?
[00:05:59] MA: Obviously, just like anybody, you want to get a hold of the person that you need to. Facility managers, people like that are who I'm going to deal with more than anybody else. Warehouse managers depending on the place, but I'm going to find out who that person is. My job is to reveal a need, okay? They don't necessarily know they have a need until suddenly, they find there's a product that works better. And my job is to point out that there is a need and then once they see it, it becomes a problem for them, and they need to they need to fix that problem.
So, that's kind of what we do, I'll go in there, and we do a lot of product demonstrations. By doing product demos, they see how that product will benefit. And again, what helps us again, is our product guarantee. When we can guarantee to you that you can try it, basically, and see how it works for you. And if you don't like it, no questions asked, we'll pick it up, we'll plot something else, and we'll find something works. Out of 2,000 chemicals, we're going to find something that works, I can assure you that.
[00:07:02] GS: Could you give me an example of like one of your products that a customer would buy from you and how they would apply it in their process?
[00:07:09] MA: Hilco Lube, without question. Hilco Lube is multipurpose, it never dries, it prevents rust, it's dielectric up to 18,000 volts. It'll do 95% of everything. So, if you've got a bolt, you can't get undone, 95% of the time, it's going to work. We also have [inaudible 00:07:27] 555 which is super penetrance as well. But most of the time, Hilco Lube is going to work. I sell that to a lot of people. It was like Sunbelt, or United rentals or places like that. Anybody that anytime you're having to maintain equipment, and especially nowadays, I mean, time is money. And if you need to maintain it, that's a great product right there. It helps you overall maintain the equipment that you have.
So, as I said, it's a great – once they've used it, they've seen how it works, they're calling me back, they're going to reorder and go from there. My job, it makes it easier. I just maintain those customers, and then show more needs at that point with more products, i.e. purple lube, other products and things like that. So, does that kind of answer your question?
[00:08:08] GS: Yeah. And that's kind of it, was going to be my follow up, you started to talk about it is, and you get in the door with you trying to find that one awesome product that's going to benefit them greatly. And then once you get your foot in the door, you can expand the options in different products. Are you trying to come up with a package sometimes?
[00:08:26] MA: It depends, it depends on – I mean, what I'll do is I'll show, initially four or five different products based on what they have. Based on the industry, we have an idea of what you have, what your needs are, coil cleaner, whatever it is. And I'll show different products that are based on your industry. And then I have a certain go to products, I'm always going to use my green tea, things like that, they are not blockers but they're actually entrap the odor and actually puts off a positive aroma instead.
So, things like that, once I show people these things, and they see how the products work, and they know how the products work, it's much easier at that point realizing that, “Hey, these products work and they do what they say they're going to do.” It makes my job much easier if that makes sense.
[00:09:14] MH: At the manufacturing facility in Atlanta, what are some of their biggest challenges outside of supply chain and labor issues? Any other challenges?
[00:09:24] MA: Raw ingredients. Sometimes getting the raw ingredients. Sometimes that's an issue, that's been an issue this year. Prices, prices have gone up. Literally, last year, my price book changed five times. And I don't mean little price changes, I mean changing up sections of books. So, raw ingredient changes, things like that. Constant changes, that's been a huge problem right there, and that's just – that’s not us. That's everybody. I know that for a fact.
[00:09:57] MH: To other manufacturing leaders such as yourself, what advice would you give them?
[00:10:03] MA: Don't quit. Keep looking. I mean, just don't give up. Keep looking. Keep knocking on those doors and eventually you'll find the right one. I was on fire for years. That's been part time job for years. I mean, I got thick skin, it doesn't bother me. You have to get so many “No”s to get to a “Yes.” And there you go. So, I know it's just another opportunity for yes. A no is not no on you personally, it's just, “I don't need it right now.” So, just go back.
[00:10:31] SG: You just said something that kind of struck my interest. And I know it has nothing to do with manufacturing. But you said you used to umpire. Tell us about that. I used to umpire as well, so I’m very curious.
[00:10:43] MA: I umpired for about 20 plus years. Just did some college ball, did some travel ball, did a little college but nothing serious. And that just because time-wise I could probably fit it in now if I wanted to do. But now, I kind of enjoy my weekends often. So, it's one of those things but just enjoyed it, is just one of those things to me. It's like I told people, umpiring to me was like you playing golf. I got paid, but what you paid for golf, I got paid for to umpire. But I got the same amount of enjoyment out of it. So, it was fun to me.
[00:11:09] SG: That's awesome. I enjoyed it a lot, too. I didn't go back to it, but I'm getting kind of too old and too broken.
[00:11:17] MA: No, you're not too old. We can do it still. I still have my equipment. I was actually asked if I were to do it this time. I was like, “No, I kind of enjoy my weekend still.”
[00:11:26] SG: I understand.
[00:11:29] MH: Michael, in your day-to-day, what tools or tool do you have or use that you couldn't live without?
[00:11:36] MA: My cell phone, no question about it. I mean, there's no way. I mean, it's really funny because I have everything on that thing now. I have my price book, I have my brochures, I've put all my my flyers onto a Google Drive. And I mean, I used to carry my big old red price book, which weighs 20 pounds. It still stays in my car, there are times I'll still use it, especially if I go to a place where I can't get a signal. But without question, that right there, I have to have that. If I don't have my phone, I’m a fish out of water.
[00:12:08] MH: Absolutely. As far as capital expenditure or anything in your company, if you had a magic wand, and you could get it approved in next year's budget, what would it be?
[00:12:20] MA: I am a big fan of CRMs. In other words of, and we don't do that. This company has looked at it. But they're like, “Yeah, it's one of those things.” Junk in is junk out. But I'm a firm believer in that. I've told people a million times that something is very, very important. And I've used them from – I’ve used Salesforce, I've used all the different ones. So, you don't have to have the most glorified in the world, but you do have to have it. And that's to me, because we're very antiquated, we do things awkward. I'm just going to leave it at that. But it is what it is. So, if I could change things, that would be the one thing that I would tell, that you need to change.
[00:13:01] SG: Selling different chemicals and stuff. Talk to us about different kinds of training or certifications or anything like that, that you've had to go through?
[00:13:10] MA: Just a lot is hands on, a lot of it. I mean, obviously in the beginning, there's a lot of training, you got to know certain – there’s a lot of you got to know the basics. There's a core group of about 50 chemicals that you're going to really need to know well. Some are some degreaser, some are some – just depending on what they are, there's just certain ones you need to know well. And as you get going, you're going to expand your repertoire. And you're going to add on to floating degreasers for lift stations, things like that. You're going to add more and more things to your knowledge. And as you get going, you're going to read about – if you want to do your job properly, you're going to always want to read up on your products just like my grease is a clay based grease, There are certain things that as I look at things, and I realize that you have to have certain things and you have to have the knowledge, and there are reasons that even though you're told, “Oh, you can't do this, you can't do this.” But why can't you do that? Well, that's why you have to read up on your products and you have to know this. Just knowledge, written up, and pay attention to it. That answers your question.
[00:14:17] MH: Michael, what do you think the biggest challenge in your industry is today? And what do you think it will be in 10 years?
[00:14:24] MA: I absolutely believe that door to door sales is always going to be there. I think that the biggest thing would be – we do a lot of niche sales. So, you just getting out there and finding the business. That's the biggest thing and not quitting. I guess that's really the biggest thing I'll tell you is don't be afraid of a no. And I know it sounds cliché, I realize, but that is the truth. Just get out there and knock the doors, that's it. That's always going to be the factor no matter who you are, no matter what time. Does that make sense?
[00:15:06] MH: It does. Do you think guys will still be knocking on doors in 10 years?
[00:15:09] MA: Oh, yeah. This company is a sales-based company. I mean, what's nice about this company is they realize, and that's one thing I really value with this company, they've realized that without the sale, nothing's done. So, the salespeople are commissioned, or they're paid generously for going out there and find a business. Our sales are capped. I mean, we are not capped. If a sale calls the office, it still goes to me. I still get credited for the sale, which is nice, because I've worked at other companies, that didn't happen. But the fact is, you're the one who generated the traffic. And if you didn't generate the traffic, we wouldn't have the sale in the first place. That's huge. Right there. That's a big thing.
[00:15:52] MH: Michael, you've been to a lot of manufacturing facilities over your days, I would imagine. Can you tell us what are your favorite things about some of your favorite customers? What I mean by that is when you walk into their facility, what are some things that they're doing that maybe could be beneficial you sharing with the audience?
[00:16:14] MA: Efficiency, organizations. I'll give you a public works example of one of my customers who just had all his equipment. I even took a picture of it and show to customers. As a matter of fact, what you're asking. And he just had it very well organized, so that he knew at a glance, what was low, what he needed. And instead of going back and rummaging through, which slows you down, he knew exactly what it was and had it all labeled very perfectly. And by doing that, I mean, that was just brilliant. So, that was definitely one of the things that I saw. That's probably the biggest one, is that right there, is the organization factor right there. Obviously, there's always certain factors. But that is a huge one, no question.
[00:16:58] SG: Do you try to spend most of your time doing more business with the customers you have already and have relationships with? Or do you spend more time trying to get more and more new customers?
[00:17:09] MA: Both. There are times I'll spend more time with customers with existing customers, especially if issues arise. They have some problems, whatever, we need to take care of problems, obviously, I'm going to spend more time. But at the same time, I try to make sure that I go out and try to find somebody's business. I don't always do it, I'm not going to lie to you, because we're all human beings, but I try to. I try to go out there and see at least three to four new businesses every time I go out there, maybe five, depending, because you got to constantly hit the doors, and you got to find the needs. If I find it, I found LinkedIn has been been an excellent source for me. I get people – if you use LinkedIn, smart, as just an example. You can find people that have needs because you can use things smartly and be smart about it and find leads that way, and I do that. I tried to be that way.
Especially now with COVID, with this stuff going around, the sales factor has been different. The gatekeepers, you're not going to get into it. And especially a lot of times, but at the same time, we're old fashioned. We'd go through and we'll backdoor a lot of things. Once I get in door, I'll go in the back door a lot of times just because they know who I am. I’m dealing with the maintenance guy most of the time and it’s easier. My job is easier. So, a lot of times I really just ensure that my customers are taken care of, and they have what they need. I don't like the salesperson and I've run across these people who will just add more and more products to them because they're on an outflow. I don't like that. I personally don't like that. I like to make sure that that is what they need. Because sometimes they want to use something else. And that's fine. I mean, it is – communication, I guess my biggest answer to that is communication. You always want to communicate to your customer and just be straight up with them.
[00:18:53] MH: Absolutely. Tell me about your facility in Atlanta. Do you know what kind of equipment that you guys use?
[00:19:02] MA: I do not. That one I can't tell you. I cannot.
[00:19:06] MH: You been there. You've seen the process, though, correct?
[00:19:09] MA: Oh, yeah.
[00:19:09] MH: Tell me about the process that you guys use for your different products. How is it made?
[00:19:14] MA: Depends on the product, obviously. But I mean, hand sanitizer, obviously, we have huge vats of isopropyl alcohol, and it goes to the process and you have to have huge tanks and things like that and do a lot with hydrogen peroxide, stuff like that. We do a lot of products with hydroperoxide, kind of go from there. So, obviously the raw ingredients are going to come in, totally depends on the product that we're dealing with. Ice melt is a huge thing right now, obviously. And so, we deal with those products too. So, raw ingredients come in and product comes out. I mean, there's a process to it and I really can't get into the process much too because I don't know as much as to be fair to you.
[00:19:57] MH: Sure.
[00:19:57] SG: Is that the only facility that Hill has? Is that the main facility that you have in all your products are what your raw materials are brought in and then produced and then goes out of that facility?
[00:20:09] MA: We're based out of Jonesboro. I mean, we have reps in a bunch of states. But yes, everything comes out of Jonesboro.
[00:20:21] MH: Fantastic. Yeah, I was going to ask you that. How many states did you guys cover? Do you know?
[00:20:24] MA: I know that we're in Mississippi. I know we're in Alabama, Georgia, South Carolina, North Carolina, Virginia, Ohio, probably about 20 states, somewhere in that range. Always looking to expand. I mean, know we're in Oklahoma. So, probably not as much out west, definitely not going to be in California. Once they changed some of the rules. We will sell to any of the states that are – I mean, we're licensed to sell to any of the states, with the exception of California, because like I said, they've gotten crazy. But we'd probably sell to about 20. I think that's about fair.
[00:20:58] MH: Is your company big into KPIs? And if so, what kind of KPIs do they hold you accountable to?
[00:21:03] MA: Yes. The best way to tell you is Hill looks for self-starters. And they want people that are motivated. If you're not going to – there’s a certain point of time, where if you're not going to make it, you're not going to stay. And the truth is in sales, I've always said this in sales, you're going to fire yourself, because if you're not going to produce, you're not going to work, you're not going to stay there long enough anyway. So, you’re going to starve. So, the truth is, but if you're out knocking doors, you're doing the things that you need to be doing, your customer base is going to grow. Thus, your volume is going to grow, and when your volume grows, you're going to make good money. That's how it works. And so, they're not going to necessarily get rid of a person, but they'll put another rep in that territory, if they're not going to produce. I'll say it that way.
[00:21:52] MH: How has COVID impacted your day-to-day?
[00:21:55] MA: When it began, COVID was phenomenal. Because everybody needed hand sanitizer and soap and everything. I sold a lot to a lot of nursing facilities. And I do a lot with retirement centers and things like that. So, we've got some products that just are sent out at 128 is a is a 10-minute spray, wet, one and done, you're good. We have a pet product called backside, which is a one-minute kill time on COVID. Spray, wipe it off, you're good, it's done. And so, products like that, sold crazy. Hand sanitizer absolutely was nuts. As time went on, once everybody had the stock that they needed, you maintained, it made it difficult to get new business is what it made.
So, not saying you couldn't get new business, but it made it harder, because the thing is, they weren't going to see you right away. It was much more difficult. The gatekeepers were adamant doors were locked, you couldn't get in that way. So, you had to work on the phone more, okay, and you had to get ahold of the person. It's little more difficult to do that when you're trying to create a need situation, because the truth is, my only thing I use the phone for is to set appointments. Once I get in front of you, I can create the need, does that make sense? The need is going to be there. You just got to reveal the need, is the truth.
So, that's the biggest thing is that you had to get more creative on how to do it, again. But then it died back down a little bit. And it went back. And thing about it is, we do a lot. 70% of what Hill does is public works, 30% is business. I do a lot of universities. So, the thing about it is, even with COVID and all this stuff, public works are still working. They never shut down one time. In fact, the funny thing about that is sanitation department flat out said they're busier because more people were at home, they had more trash, so they never shut down one time and the fact is, they still have huge problems. These things still occur. So, wastewater treatment, those things, they still have same issues. They have grease and all these things that they still have. So, we can take care of those issues.
It didn't really affect us terribly. I mean, it's just getting new business I guess is the best way me to tell you, getting new business was more difficult. But again, a lot of referrals, things like that helped out. So, I'm not afraid to ask for referrals at all.
[00:24:18] SG: Alright, I got a fun question for you. Out of all of the places that you've been to, especially manufacturing, which one was – made the coolest product that you used one of your products to manufacture or somewhere in the facility?
[00:24:33] MA: That's a good question right there. The coolest one was wasn't really – it didn't manufacture it, it was more of a recycle that kind of – it was a place in Union, but it was the way they did it. They actually recycled aluminum and how they did it, just their process, but there was a lot of need for all that stuff. But how it just took raw scrap and made it into sellable rolls, if you will, of aluminum, is how it went back through. At one back there, I guess that process was probably one of the coolest processes that I've seen.
[00:25:05] MH: Very cool. Safety is a top priority everywhere. What type of safety protocols are you expected to follow when you go into a manufacturing facility?
[00:25:17] MA: I mean, totally dependent on the facility manager there, of how he tells me. I mean, obviously, we're going to follow whatever protocols are there. If we need to wear goggles, we need to wear hats, we'll do whatever, we'll do is we're told to do, obviously. And follow the yellow line or wherever it is, don't go out of there and just be attentive of whatever their situation is. Because it's their house, not your house. So, pay attention to their situation. And that's the biggest thing, I guess, is just make yourself – again, my job is to make your job easier, so if I'm going to do something to upset the applecart, well, probably I won’t get a call back. So, I'm going to try to make sure that doesn't happen.
[00:26:02] MH: I'm sure that in your position, you've attended multiple training courses, which programs have been the most valuable to you, and why?
[00:26:10] MA: Product usages, demonstrations, that we would do different demonstrations. What's really funny that you said there is, as I tell my customers, once you use a product, you're going to get to know it better than I will, because you'll find Hilco Lube is a perfect example. We say on there, it's got thousand uses, but the truth is, is the more you use it, you'll have more than that. So, you'll find more uses for it than it even will tell you. But that's just one thing. I mean, just product demonstrations, just knowing what it can do, pay attention to the CDC guidelines on certain, how fast it'll kill whatever virus it is, Parvo or COVID, obviously. Whatever it is, just knowing these factors that you have to pay attention to, it's our job is to pay attention to these things, and to know, because we go in there, and we kill these things. That's what we do.
So, we're very attentive to what EPA guidelines and USDA, so whether it's a rendering facility, or whatever. I guess what I'm telling you is product knowledge. You've got to pay attention to those things, and you got to make sure that you got to sell the right product to the right industry, and you had to be very aware of that stuff right there. So again, knowledge.
[00:27:28] MH: What was your proudest sale? What was the one where you had felt like you really helped a manufacturing facility out the most? Or any other kind of facility, it doesn’t have to be manufacturing.
[00:27:38] MA: Probably one of my biggest ones, was actually as a public works was Greenville Sanitation, getting that account, just an example. Where – huge, huge account, never been in the door, knocking on the door, knocking on the door, and it literally took me a year and a half to get in the door. But once I got in, every other month they would buy a drum. So, whenever you go, to this day, been a customer for over two years, plus maybe three, and I guess that was probably one biggest. But you're always constantly looking. And obviously, I'm going to sell ones and twosies. But those aren't the ones I really go after. I try to go after – I guess I'm accused of being an elephant hunter. I go after big game. We’re the ones that are looking to sell drums, things like that. But at the same time, I'm not stupid enough to realize that if you need a carton or two of this, and this, I'm still going to sell this and take care of what you need and go from there.
But that's not where you're going to make a lot of your money. You’re going to make money, but you're not going to make – your biggest ones are the ones that use products and constantly using the product, and that's what you want to use. I really guess I'll just say to answer your questions, I just try to make sure customers are taken care of, and if they’re taken care of, they're going to call you back. It's just overall, I look at overall volume. But at the same time, I'd like to have those big accounts.
[00:28:58] MH: Absolutely. Michael Adock, thank you so much for joining us today.
[00:29:01] MA: Always a pleasure.
[00:29:02] MH: I enjoyed learning about Hill Manufacturing and how you're able to serve the manufacturing industry. If some of our listeners wanted to reach out to you, what's the best way to get ahold of you?
[00:29:14] MA: Best way to get a hold of me is call me on my cell (864) 201-8723. You can also email me, michael.s.adcock@gmail.com and I'd be happy to talk to you.
[00:29:29] MH: Fantastic. Michael, thank you so much. You have a great day.
[00:29:30] MA: You too. Thanks, guys.
[00:29:32] SG: Thank you.
[OUTRO]
[00:29:35] MH: Well, folks, that's it for this week's episode. Be sure to visit our website www.theindustrialmovement.com to view today's show notes and get more golden nuggets of value that we have collected from manufacturing industrial professionals in our archived episodes.
On our website, you can also sign up for our newsletter and find links to join The Industrial Movement community on Facebook. The Industrial Movement podcast is where we discuss the people, the process, and the equipment that drives American manufacturing. I'm your host Morty Hodge, wishing you great success.
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