Shore Capital Partners Industrial Automation Insights: PE Perspective on 3 Headwinds & 3 Tailwinds Impacting Entrepreneurs, and 3 Trends Impacting Investor Outlook
Partner John Sznewajs shares his learnings from launching Shore Capital Industrial Partners Fund and beginning its buy-and-build strategy; John also lays out his view on the investor landscape.
John's automation perspective is shaped as investor, operator, and customer. He coheads the Industrial team and recently formed Ondex Automation, a Shore-backed process and factory systems integrator. Prior to Shore, John spent over twenty years at Masco Corporation (NYSE:MAS), a building products manufacturer with $8 billion in annual revenue. As Chief Financial Officer, John was integral to over 20 acquisitions and approved tens of millions of dollars in automation investments.
The Industrial Automation industry is growing rapidly, and entrepreneurs are experiencing opportunities and challenges to win in an increasingly competitive market. Shore Capital focuses on businesses with $1M to $20M in EBITDA and partnering with great companies to navigate the complexities of growth. Our proven playbook was developed over 15 years and 1,000 partnerships.
By addressing industry challenges head on, entrepreneurs can better position a company for a successful PE partnership. John notes that "we often tell founders that they've forgotten more about their business than we'll ever know, but as a financial partner coming in, we've done a lot of homework and we're pretty in tune with the market and the opportunity for that company." He adds, "we have a repeatable 360° process" that focuses on growth and partnerships, operations and infrastructure, client relationships and solutions, balancing performance and trust, and continuous improvement."
Shore Perspective: 3 Headwinds & 3 Tailwinds Impacting Entrepreneurs
Headwinds to small- and medium-sized businesses:
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1. Cost and Availability of Experienced Control Engineering Talent: The industrial automation sector is grappling with a shortage of experienced talent. Skilled control engineers are essential for designing, implementing, and maintaining complex automation systems. However, the talent pool is limited, and competition for professionals is intense.
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Impact: Smaller companies may struggle to attract and retain top talent. This talent scarcity can lead to project delays, reduced innovation, and the inability to meet client demands effectively. |
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Strategy: Entrepreneurs should invest in training programs to develop in-house talent and explore partnerships with trade schools and local associations. |
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Insight: The importance of providing a long-term career path for engineers cannot be overstated. Specializing in high-growth markets can attract talent excited about cutting-edge projects. Additionally, developing your network of relationships with deep knowledge of OEMs can provide valuable insights and connections to help navigate talent challenges.
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2. Persisting inflation, recessionary concerns, and geopolitical risks heighten the volatility of customers' capital planning: Customers' capital expenditure plans are often cyclical and influenced by economic conditions. During periods of uncertainty, companies may delay or reduce investment in new automation projects.
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Impact: Fluctuations in customer spending can lead to unpredictable revenue streams. Projects may be postponed or canceled, affecting cash flow and growth projections. |
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Strategy: Managing your backlog and pipeline requires intimate involvement in your customers' capital planning. By understanding their CapEx cycles and being part of their planning process, you can better anticipate project timelines and adjust strategies accordingly. |
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Insight: Building strong relationships allows you to be involved in long-term planning, providing insights into upcoming projects. This proactive approach helps smooth out the effects of CapEx cycles and ensures a more stable pipeline.
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3. Sustainable Go-to-Market Strategy for Reps, End Markets, and Customers: Developing a sustainable go-to-market strategy is a significant challenge. Balancing the needs and career path of sales representatives, targeting the right end markets, and effectively reaching customers requires careful planning but can future-proof your business.
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Impact: An ineffective strategy can result in missed opportunities, inefficient resource use, customer or sales rep concentration, and failure to grow share. Aligning sales efforts and talent with market demand and your 5 year plan is crucial for sustained growth. |
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Strategy: Identify high-potential industries and tailor sales strategies accordingly. Focusing on the right end markets, managing concentration, and understanding OEM relationships enhances your market position. |
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Insight: Partners with strong industry knowledge can assist in refining market focus, reducing risk of concentration, and leveraging OEM partnerships and connect with a broader network of key players in the industry.
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Tailwinds to small- and medium-sized businesses:
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1. Labor Shortages in Customers and End Markets Driving Automation: Many industries are experiencing labor shortages, increasing the appeal of automation solutions. Companies seek ways to maintain productivity despite a limited workforce, if the ROI is clear.
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Opportunity: businesses can capitalize on this trend by providing solutions that help companies overcome labor constraints. Demand for automation technologies is likely to grow as firms automate repetitive or labor-intensive tasks. |
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Strategy: Business owners can best explain to operators the reasons to invest in automation by highlighting how it addresses labor shortages, increases productivity, and improves operational efficiency. |
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Insight: Emphasizing quick ROI is crucial. With declining implementation costs, ROI on smaller (<$150k) automation investments frequently yield paybacks in months instead of years, making it a compelling proposition for customers.
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2. Ongoing Customer Support Post-Sale as Their Needs Evolve: Customers' needs evolve after the initial sale, especially as they integrate automation solutions. Providing exceptional post-sale support enhances customer satisfaction and loyalty, and many will pay for it at stronger margins than project revenue.
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Opportunity: Offering ongoing support, training, and updates builds long-term relationships. This approach can lead to repeat business, upselling opportunities, and positive referrals. |
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Strategy: Understanding your customers' pain points is essential. By addressing specific challenges and adapting solutions over time, you ensure your offerings remain relevant and valuable, plus you can expand your business within businesses. |
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Insight: Regular communication helps identify opportunities to enhance systems, further cementing your role as a trusted partner. Understanding their dynamics can benefit your long term prospects and tailor services to customer needs.
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3. Adoption of Automation is Rapidly Accelerating while Costs to Deploy Automation Technology Decline, Further Growing Demand for Automation Solutions.: There's increasing demand for solutions and the costs to adopt automation are declining due to advancements and increased competition.
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Opportunity: Lower barriers to entry make it easier for more companies to invest in automation. This expanding market potential allows businesses to reach new customers who were previously priced out. |
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Strategy: Highlight the cost-effectiveness and accelerated ROI of modern automation solutions. If you pencil the ROI, lower implementation costs now yield returns in 3-9 months, pulling forward the financial benefits. Also demonstrate the downstream benefits of "an ounce of prevention or pound of cure" for their challenges like managing talent, human capital costs, and CapEx planning. |
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Insight: Emphasizing these advantages can drive adoption and open new market segments. Positioning your offerings around quick payback periods while driving long-term value appeals to budget-conscious customers in competitive markets.
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John's three key trends impacting Industrial Automation investments in 2024-2025:
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1. Consolidation and Market Fragmentation Trends: Investors are increasingly influenced by ongoing consolidation in the industrial automation sector. While the market remains fragmented with numerous small players, there's a noticeable trend toward consolidation as larger companies acquire smaller ones to enhance capabilities and reach. Consolidation can lead to more comprehensive service offerings and increased market share. Companies that position themselves as attractive acquisition targets or proactively pursue strategic acquisitions can capitalize on this trend.
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2. Re-shoring and Near-shoring Manufacturing: Recent global events have prompted companies to reconsider supply chain strategies. There's a growing trend of re-shoring and near-shoring. This shift increases demand for industrial automation solutions domestically, as companies seek to enhance efficiency and reduce costs associated with local manufacturing. Understanding end market growth prospects and customers' capital planning is crucial.
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3. Headwinds Hit Independent Operators Harder: Smaller companies often face compounded operational challenges due to industry, economic, and local headwinds. Businesses may struggle with rising costs, supply chain issues, and technological advancements requiring significant investment. Investors that understand end markets and customer are in a great position to partner, scale, and create long-term success for strong regional companies.
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In summary:
Small and mid-sized business entrepreneurs and investors are experiencing similar opportunities and challenges. Those with a solid plan can build a competitive advantage and gain market share. It starts with knowing which levers to pull and aligning them with where your business is today.
View source version on businesswire.com: https://www.businesswire.com/news/home/20250122590298/en/
Shore Capital Partners
Jordan Niezelski, Edelman Smithfield
[email protected]