UnfilteredFlowELSC

EastLake Search Consultants
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UnfilteredFlowELSC is THE podcast dedicated to the progression of the Fluid Power & Automation industries. We want you to meet our friends, our colleagues, our clients, and honestly some of the most brilliant minds in the industry…..so you can see what the fuss is all about. Who we're talking to: -Industry leaders who are shaking up the scene -Industry educators challenging the next generation -Industry Pros who are excelling in their current roles (Career Spotlights) -And sometimes we dive into recruiting trends and hot topics — after all we are Recruiters! We hope you enjoy!

  1. May 20

    Industrial Marketing Guru. Featured Guest: John Joyce, Founder Industrial Revenue

    # How to Navigate the Challenges of Industrial Marketing: Insights from John Joyce Learn effective strategies for overcoming the unique challenges in industrial marketing. John Joyce, founder of Industrial Revenue, shares his insights on differentiation, marketing debt, and distributor relationships. --- In the ever-evolving landscape of industrial marketing, companies face unique challenges that can hinder their growth and success. In this post, we'll explore key insights shared by John Joyce, founder of Industrial Revenue, on how to navigate these challenges, from fighting commoditization to managing marketing debt. ## About John Joyce John Joyce is a seasoned expert in industrial marketing with a diverse background that bridges technology and marketing. His experience spans various roles, including Global Marketing Director and consultant, where he focuses on helping industrial companies differentiate themselves in a competitive market. ## The Importance of Differentiation in Industrial Marketing ### Why Differentiation Matters In a market saturated with similar products, differentiation is crucial. Joyce emphasizes that simply having a better product is no longer enough. Companies must focus on unique selling propositions that resonate with their target audience. ### Strategies for Standing Out 1. **Enhance Customer Experience**: Provide exceptional service and ease of doing business. This can include offering personalized solutions and streamlining the purchasing process. 2. **Innovate Product Presentation**: Combine products in unique ways and expand your offerings to meet diverse customer needs. 3. **Unique Packaging Solutions**: Even packaging can become a differentiator. For instance, offering products in customized packaging can enhance the customer experience. ## Understanding Marketing Debt ### What is Marketing Debt? Marketing debt refers to the accumulated issues that prevent companies from effectively marketing their products. Joyce notes that many small to mid-sized industrial companies struggle with this concept, making it challenging to keep their marketing efforts up to date. ### The Impact of Marketing Debt 1. **Hindered Operations**: Companies that accumulate marketing debt often find it difficult to produce marketing materials and respond to customer inquiries efficiently. 2. **Scaling Challenges**: When your marketing systems are outdated, scaling operations becomes a daunting task. This can lead to missed opportunities and a decline in customer satisfaction. ## The Distributor Black Hole: Understanding Pipeline Losses ### What is the Distributor Black Hole? The term "distributor black hole" refers to the disconnect that occurs when manufacturers rely on distributors who may not effectively communicate product value to end users. Joyce highlights how this can lead to significant pipeline losses and missed sales opportunities. ### Strategies to Overcome the Black Hole 1. **Strengthen Distributor Relationships**: Develop close partnerships with distributors to ensure they understand your products and can effectively sell them. 2. **Invest in Training**: Provide training for distributor sales teams to enhance their product knowledge and selling capabilities. 3. **Implement Accountability Systems**: Establish systems to track distributor performance and lead handling to ensure accountability. ## Conclusion Navigating the challenges of industrial marketing requires a strategic approach focused on differentiation, effective management of marketing debt, and strong distributor relationships. By implementing the insights shared by John Joyce, companies can enhance their marketing efforts, prevent pipeline losses, and ultimately drive growth in a competitive landscape.

    25 min

  2. May 13

    Navy Pilot to Hydrostats. Featured Guest: Allen Burdette, Fluid Power Headhunter- EastLake Search Consultants

    Most of us underestimate how much the fluid power industry has truly evolved—and what’s coming next could reshape everything. Allen Burdette, a veteran with over 30 years in hydraulics and strategic insights into industry shifts, reveals how technological breakthroughs, consolidation, and the rise of IoT are revolutionizing the way we design, sell, and maintain hydraulic systems. In this lively conversation, Allen shares a behind-the-scenes look at the industry’s transformation— from the days of suits and manual catalogs to the digital age of connected machines. You'll discover how industry veterans see the pace of change accelerating, with automation and electrification presenting both challenges and unprecedented opportunities for small niche players and innovative startups. Key topics covered include the impact of industry consolidation, the rapid rise of Industry 4.0 technologies like online monitoring and AI, and how these shifts threaten to wipe out traditional business models while opening new doors. Allen also discusses the critical role of relationships, expert knowledge, and the importance of staying adaptable in a market that’s becoming more complex and integrated every day. Why does this matter? Because if you’re involved in fluid power—whether designing, selling, or maintaining hydraulic systems—this evolution could determine your company’s success or failure in the next decade. Missing out on these trends means risking obsolescence; embracing them could unlock massive growth and new markets. This episode is perfect for engineers, sales pros, entrepreneurs, and industry veterans eager to stay ahead of the curve. Allen’s insights are packed with practical predictions and a clear vision of what’s possible, making it essential listening for anyone passionate about the future of hydraulics and automation. Allen Burdette is a seasoned sales and technical expert in hydraulics, with decades of experience managing regional markets and driving innovation through industry consolidation and advanced automation solutions. His perspective offers invaluable guidance on navigating a rapidly changing industry landscape. Get ready for a conversation that’s as dynamic as the industry itself—full of surprising insights and future-shaping ideas. Whether you’re looking to adapt, innovate, or just stay informed, this episode is your blueprint for the next decade of fluid power. Press play now and see how you can turn these trends into your advantage.

    26 min

  3. May 6

    Integrity in Leadership. Featured Guest: Matt Christensen, Vice President Sales & Marketing

    Most fluid power professionals overlook how a deep technical background can revolutionize sales leadership — until Matt Christensen reveals the secret recipe for blending engineering expertise with human connection. Discover how a former pilot turned fluid power engineer navigates industry shifts, from electrification and dual sourcing to supply chain chaos, to lead with resilience, innovation, and a people-first mindset. In this episode, Matt shares his incredible journey from aspiring airline pilot to influential sales leader in the fluid power industry. He explains why understanding the nuances of hydraulic systems, industrial applications, and customer problems is crucial for sales success — and how engineers can leverage their technical skills to excel in commercial roles. You'll uncover the challenges of finding the elusive "unicorn" salespeople who combine technical prowess with sales instinct, and how to develop effective teams in a rapidly changing market. We break down key insights on the impact of electrification on mobile equipment, the strategic importance of dual sourcing, and how the energy transition might unfold over the next decade. Matt discusses how supply chain disruptions, tariffs, and industry environments shape sales strategies and competitor dynamics. He emphasizes the importance of relationship-building in a commoditized market and shares practical tips on attracting, developing, and retaining top talent amid societal and technological shifts. Why does this episode matter? Because in a world of uncertainty, those who combine technical excellence with genuine human connection can unlock unprecedented opportunities. Whether you're in sales, engineering, or leadership, you'll learn how to adapt, innovate, and lead with purpose — and why the fluid power industry’s future depends on it. Perfect for sales professionals, engineers transitioning into leadership, and industry veterans navigating the new normal. Tune in to get inspired by Matt’s proven strategies, real-world stories, and a fresh perspective on where the industry is headed.

    40 min

  4. Apr 29

    The Red Thread of Hydraulics: How Passion Shapes a Lifelong Career. Featured Guest: Peter Herder, Lecturer at CalPoly in Bio Resource and Agricultural Engineering

    Unlock the secrets of hydraulic and fluid power mastery with Peter Herder, a seasoned educator and industry veteran. Discover how a background from aeronautics to hydraulic schematics paved his journey through manufacturing giants like Racine and Bosch, and into shaping future engineers at Cal Poly. His unique perspective reveals the often-overlooked essentials in fluid power education–from reading data sheets to mastering hoses and fittings–which can mean the difference between success and failure in real-world applications. In this episode, you’ll uncover: The "red thread" that ties Peter’s entire career together—hydraulics as the foundation for innovation and problem-solving. The critical gaps in industry-ready education—what students aren’t learning about connectors, ports, and system integration, and how to fix it. Why engineers need more than technical skills—understanding finance, project management, and leadership to truly excel. Practical insights on staying current with industry trends—leveraging trade shows like Con Expo and industry publications to keep ahead of the curve. The importance of just trying, learning by doing, and developing integrity to build a resilient, impactful career. As a university lecturer, Peter emphasizes lifelong learning, integrity, and the power of multidisciplinary literacy. Whether you’re an aspiring fluid power engineer, an industry veteran, or a leader guiding teams into the future, his insights highlight that fluid power is everywhere—powering agriculture, transportation, energy, and even your car brakes. This episode is perfect for engineers eager to deepen their technical foundation, educators striving to bridge academia and industry, and leaders committed to cultivating culture and innovation in their teams. Peter’s advice—to learn from others, embrace risk, and prioritize integrity—will inspire you to elevate your impact and unlock new career opportunities. Join us to see why fluid power isn't just a niche—it's the lifeblood of modern engineering and industry transformation. Get ready to rethink what you thought you knew about hydraulics, leadership, and building a fulfilling, future-proof career

    38 min

  5. Apr 22

    The Automation Skills Gap. Featured Guest: Paul Godines, Owner & Trainer at Logix Trainers

    Addressing the Skills Gap in Automation: Insights from Paul Godinès Discover how to bridge the skills gap in automation and fluid power industries. Learn from Paul Godinès about effective training and the importance of tenacity in engineering roles. In the rapidly evolving fields of automation and fluid power, many professionals face a critical question: How can we effectively train the next generation of engineers? In this post, we delve into insights shared by Paul Godinès, a seasoned automation engineer, who sheds light on the challenges of training and the importance of tenacity in overcoming them. We'll discuss his journey from the Marines to engineering, the broken training systems, and actionable strategies for preparing future talent. A Journey from the Marines to Automation Paul Godinès shares how his transition from the Marines to the automation industry was driven by necessity. After struggling to find opportunities, he entered the factory environment through his wife's family connections. His initial experience in management led him to discover the world of electrical engineering through hands-on experience building control panels. This journey highlights the unpredictable career paths many in the industry face. Paul emphasizes the importance of gaining practical skills over formal education, stating, "You just got to get experience. You got to learn it. But it isn't easy." The Flaws in Current Training Approaches One of the most pressing issues Paul identifies is the lack of a clear training path for new engineers. Reflecting on his early experiences, he notes, "The path to this industry is unclear." Many recent graduates possess theoretical knowledge but lack practical skills, which leads to frustration for both employers and employees. Paul explains that traditional training often fails to deliver what is needed on the job. "Rockwell Automation has very expensive training. It's good, but it's hard to find employers willing to invest in new hires." The Cost of Inadequate Training The consequences of inadequate training are significant. Companies face production delays, increased costs, and a workforce that is not adequately prepared for the complexities of modern automation. Paul argues for the need to update training methodologies to better align with industry demands. The Importance of Tenacity in Engineering Roles According to Paul, the most successful engineers possess tenacity—the ability to endure challenges and maintain problem-solving focus under pressure. He describes these individuals as "heroes" who keep plants running, emphasizing their crucial role in ensuring operational efficiency. What Happens When They Leave? Paul warns that if companies do not address the skills gap, they risk losing these essential team members without proper backfilling. He notes that technology in automation is not becoming simpler; rather, it is advancing rapidly, making the need for skilled workers even more critical. Moving Towards Scenario-Based Training To better prepare future engineers, Paul advocates for scenario-based training that integrates real-world applications with theoretical knowledge. He believes that traditional training methods often neglect the practical skills that technicians need most. Bridging the Gap Between Theory and Practice In scenario-based training, learners engage with the actual hardware before jumping into software, ensuring they understand the entire system's workings. Paul explains, "We do not solve problems by initially dealing with the problem by opening a laptop. We go to the device and work backwards to the laptop.

    42 min

  6. Apr 15

    Automation, AI, and Workforce Strategy. Featured Guest: Mike Nager, Solutions Center Manager at Festo Didactic

    🎙️ The Future of Manufacturing: Automation, AI, Workforce Strategy & Industry 4.0 Explained In this episode of Unfiltered Flow ELSC, hosts Meghann Cook and Allen Burdette sit down with industry expert Mike Nager from Festo Didactic to explore what’s really happening across modern manufacturing, automation, and workforce development. From robotics and AI adoption to data strategy and talent shortages, this conversation breaks down the real challenges—and real opportunities—driving the next industrial transformation. If you work in manufacturing, engineering, operations, automation, or workforce development, this episode is packed with practical insight you can apply immediately. Why so many automation investments fall short—and how leading companies ensure technology is tied directly to measurable business outcomes instead of trends or hype. How organizations are currently using AI (and where they’re underutilizing it), plus what it looks like when AI shifts from a “tool” to a real-time decision-making system. Why the challenge is no longer collecting data—but structuring, interpreting, and acting on it effectively across systems and teams. A grounded look at Industry 4.0—what’s real, what’s hype, and why many initiatives stall at the pilot stage without leadership alignment. Why workforce strategy is now a critical business issue, not an HR function—and how companies can better align education, training, and industry needs. Insights from visiting hundreds of manufacturing facilities: Strong operational cultureEmpowered frontline decision-makingClear communication and trustSystems thinking across the entire operationThe biggest opportunity in manufacturing today isn’t just adopting new technology—it’s learning how to connect people, process, and technology into one aligned system. Companies that succeed are not necessarily those with the most advanced tools, but those that: Start with a clear business problemBuild a strong workforce foundationAnd use data + automation to drive real-time decisionsMike Nager is the Manager of the Solutions Center at Festo Didactic, where he focuses on workforce development, hands-on technical education, and bridging the gap between industry needs and education systems. He brings decades of experience across automation, manufacturing systems, and industry collaboration—helping organizations better prepare for the future of work. New episodes of Unfiltered Flow ELSC bring together industry leaders to explore the technologies and ideas shaping the future of manufacturing. 🔑 Key Topics Covered in This Episode🤖 Automation Strategy & ROI🧠 AI in Manufacturing & Operations📊 Data in Manufacturing: The Real Bottleneck🏭 Industry 4.0 in Practice👷 Workforce Development & Skills Gap🧭 What High-Performing Plants Do Differently💡 Key Insight from This Episode👤 About the Guest

    40 min

  7. Apr 8

    Leadership Advice. Featured Guest: John Kumler, Former Pres at Linde Hydraulics

    Discover leadership strategies from industry veteran John Kumler. Learn how to foster team cohesion, navigate challenges, and build a resilient company culture in the fluid power sector. In a world where effective leadership can make or break a business, understanding the nuances of team dynamics and strategic decision-making is crucial. In this post, we delve into insights shared by John Kumler, a seasoned leader in the fluid power industry, who emphasizes the importance of good leadership amidst industry changes and challenges. Whether you're an aspiring leader or a seasoned executive, Kumler's experiences offer valuable lessons on navigating the complexities of leadership. ## About John Kumler John Kumler has an extensive background in the fluid power industry, having spent over three decades in various roles, including President of Lindy Hydraulics. His journey reflects a blend of engineering expertise and leadership acumen, making him a credible voice in the conversation about effective leadership in the fluid power sector. ## The Evolution of Leadership in Fluid Power Leadership in the fluid power industry has evolved significantly over the years. According to Kumler, successful leadership transcends mere strategy; it involves the ability to implement that strategy effectively. - **The Importance of Implementation**: Kumler remarks that good leadership is more than crafting a strategy; it’s about the ability to execute it. Without effective implementation, even the best strategies fall flat. - **Leadership Styles**: He highlights that leadership styles vary from autocratic to collaborative, but successful companies often cultivate a culture that values teamwork and communication. Companies led by leaders who foster a collaborative environment tend to succeed over those led by more authoritarian figures. ## Building a Cohesive Team A cohesive team is essential for any organization's success. Kumler emphasizes the significance of hiring for fit within the team rather than solely for skills. - **Personality Fit Over Skills**: In his experience, the personality of a hire often outweighs their technical skills. While basic competencies are necessary, the ability to integrate into the team and contribute positively is paramount. - **Developing Personnel Skills**: Kumler believes that leaders must develop personnel skills to communicate effectively with both customers and internal teams. This ability to empathize and understand differing perspectives is crucial in creating a unified team pulling in the same direction. ## Navigating Industry Changes The fluid power industry is no stranger to change, and Kumler's experiences illustrate how to navigate these transitions effectively. - **Responding to Consolidation**: As the industry experiences consolidation, leaders must prioritize the well-being of their employees. Kumler stresses that leadership during tough times should focus on the needs and concerns of the workforce. - **Making Tough Decisions**: He shares insights on making difficult decisions while considering the impact on employees. Navigating these situations requires a balance between business needs and employee welfare, ensuring that the workforce feels secure and valued. ## Key Takeaways - **Leadership is multifaceted**: It encompasses strategy development, implementation, and fostering a positive company culture. - **Hire for team fit**: Personality and cultural fit should be prioritized in the hiring process. - **Empathy is essential**: Understanding the perspectives of both employees and customers is crucial for effective leadership. In conclusion, the insights shared by John Kumler offer a roadmap for navigating leadership in the fluid power industry. By focusing on team cohesion, effective communication, and navigating changes with empathy, leaders can foster a resilient organizational culture that thrives even in turbulent times.

    26 min

  8. Apr 1

    Growing the Future of Fluid Power. Featured Guest: Eric Lanke, President & CEO of NFPA

    What does it take to grow an entire industry? In this episode of Unfiltered Flow ELSC, hosts Meghann Cook and Allen Burdette sit down with Eric Lanke, President & CEO of the National Fluid Power Association (NFPA), to discuss how the fluid power industry is evolving — and what needs to happen next to ensure its future. From workforce development to industry-wide collaboration, Eric shares how NFPA is working behind the scenes to connect companies, educate the next generation, and drive growth across fluid power and automation. What You’ll Learn in This Episode: How NFPA connects manufacturers, distributors, and OEMs Why industry data and market insights are critical for growth What actually excites students about fluid power (and what doesn’t) The challenge of converting student interest into real careers Why companies need to be more involved in mentorship and recruitment How fluid power integrates with AI, electronics, and advanced controls What the next 5–10 years could look like for the industry Key Takeaway: Fluid power isn’t competing with emerging technologies — it’s evolving alongside them. The opportunity lies in better storytelling, stronger connections, and direct industry involvement. Get Involved: Interested in mentoring, recruiting, or supporting future talent in fluid power? Visit NFPA’s website to learn more about programs like the Fluid Power Vehicle Challenge and how to participate.

    16 min
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About

UnfilteredFlowELSC is THE podcast dedicated to the progression of the Fluid Power & Automation industries. We want you to meet our friends, our colleagues, our clients, and honestly some of the most brilliant minds in the industry…..so you can see what the fuss is all about. Who we're talking to: -Industry leaders who are shaking up the scene -Industry educators challenging the next generation -Industry Pros who are excelling in their current roles (Career Spotlights) -And sometimes we dive into recruiting trends and hot topics — after all we are Recruiters! We hope you enjoy!

Information

  • Creator
    EastLake Search Consultants
  • Years Active
    2025 - 2026
  • Episodes
    39
  • Rating
    Clean
  • Copyright
    © EastLake Search Consultants
  • Show Website
    UnfilteredFlowELSC