# Always Be Exiting: How Manufacturers Build Value Years Before a Sale w/ Eric Wiklendt

- Show: [The Manufacturing Executive](https://hardwarepodcasts.com/podcast/the-manufacturing-executive)
- Published: 2026-09-29
- Length: 42m
- Episode: 329
- Page: https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-09-29-always-be-exiting-how-manufacturers-build-value-years-before-a-sale-w-eric-wikle
- Listen: https://www.spreaker.com/show/the-manufacturing-executive#episode-01a0bd0c-a625-704b-8308-0cd0bd08bd4f

## Summary

Eric Wiklendt, Managing Director at Speyside Equity, explains his two-phase 'portco value creation system' for middle-market manufacturing businesses: fixing margins through operational improvement (Phase 1) and then building top-line growth (Phase 2). He details how Speyside evaluates scalability, mitigates customer concentration risk, and structures management teams to ensure a business is sellable, arguing that owners should operate with the mindset of 'always be exiting' to maximize value. The discussion covers specific tools like sales force effectiveness frameworks and the importance of starting exit planning 24 months before a liquidity event.

## Chapters

- [0:04](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-09-29-always-be-exiting-how-manufacturers-build-value-years-before-a-sale-w-eric-wikle#t=4) Introduction: Joe Sullivan and Eric Wiklendt
- [5:30](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-09-29-always-be-exiting-how-manufacturers-build-value-years-before-a-sale-w-eric-wikle#t=330) Eric Wiklendt's Career Path: From Plant Manager to PE
- [8:52](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-09-29-always-be-exiting-how-manufacturers-build-value-years-before-a-sale-w-eric-wikle#t=532) The Portco Value Creation System: Fix and Build
- [15:27](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-09-29-always-be-exiting-how-manufacturers-build-value-years-before-a-sale-w-eric-wikle#t=927) Phase 1: Operational Improvement and Margin Enhancement
- [18:49](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-09-29-always-be-exiting-how-manufacturers-build-value-years-before-a-sale-w-eric-wikle#t=1129) Phase 2: Scaling Through Acquisitions and Organic Growth
- [20:46](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-09-29-always-be-exiting-how-manufacturers-build-value-years-before-a-sale-w-eric-wikle#t=1246) Sales Force Effectiveness Framework and Compensation
- [27:12](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-09-29-always-be-exiting-how-manufacturers-build-value-years-before-a-sale-w-eric-wikle#t=1632) Monetizing Value: Paper Equity vs. Cash in Bank
- [31:21](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-09-29-always-be-exiting-how-manufacturers-build-value-years-before-a-sale-w-eric-wikle#t=1881) Exit Planning: The Warren Buffett Test and Risk Mitigation

## Topics

- [Growth, exits & acquisitions](https://hardwarepodcasts.com/topic/growth-exits-and-acquisitions)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Leadership, teams & culture](https://hardwarepodcasts.com/topic/leadership-and-culture)
- [Scaling production](https://hardwarepodcasts.com/topic/scaling-production)

## Most relevant to

large enterprises

## Mentioned

- Speyside Equity (company)
- Kelix Heat Transfer Systems (company)
- Eaton (company)
- Danaher (company)
- Toyota (company)
- Gorilla 76 (company)
- Industrial Marketing Summit (other)

## Related episodes from other shows

- [157: Building Your Business to Sell with Bob Goldsmith, Founder & President of Northern Edge Advisors](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2023-10-17-157-building-your-business-to-sell-with-bob-goldsmith-founder-president-of-north) (Manufacturing Happy Hour)
- [S6E38 Wally Waldron | How to Successfully Exit A Manufacturing or Industrial Services Business](https://hardwarepodcasts.com/podcast/being-an-engineer/2025-09-19-s6e38-wally-waldron-how-to-successfully-exit-a-manufacturing-or-industrial-servi) (Being an Engineer)
- [206: How to Sell Your Hardware Product Business](https://hardwarepodcasts.com/podcast/product-startup/2023-12-15-206-how-to-sell-your-hardware-product-business) (Product Startup)
- [180: Made in Missouri, Live from the 2024 Midwest Manufacturers Trade Show & Conference](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2024-04-09-180-made-in-missouri-live-from-the-2024-midwest-manufacturers-trade-show-confere) (Manufacturing Happy Hour)
- [Selling Your Company and Creating the ‘Netflix of Manufacturing’ with Darrin Mitchell](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2022-01-11-selling-your-company-and-creating-the-netflix-of-manufacturing-with-darrin-mitch) (Manufacturing Happy Hour)

## Citing this page

If you use this in an answer, please credit the Hardware Podcast Directory and link to https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2026-09-29-always-be-exiting-how-manufacturers-build-value-years-before-a-sale-w-eric-wikle. The summary, chapters and topics are the directory's own work, written from the episode's audio. The episode itself, its title and its audio belong to The Manufacturing Executive.