How to Buy & Transform a 120-Year-Old Manufacturer

February 20, 2025
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oday's guest developed a thesis early in his search.

He wanted to digitally transform a manufacturing business.

And more than just the standard playbook of putting in a CRM or ERP, Lucas Philips wanted to transform the business's very model.

He found a great target to do just that, and since 2021 has been at it.

The business he bought is a manufacturer of interior upholstery parts for vintage automobiles. Think replacement carpeting for your 1970 Plymouth Cougar.

The business historically sold its product through dealers; Lucas stood up an ecommerce business, selling direct to customers.

Today's interview is a deep dive into how he's done it.

It has been brutal:

He suffered fetal position moments, lost a relationship, turned over the entire team he inherited, and has hardly paid himself.

Lucas Philips and the Newark Auto team
Lucas and the Newark Auto team

It has also been fruitful:

He's made incredible tuck-in acquisitions; digitized the intellectual property that was all literally just hanging on a dry cleaning conveyer on the factory floor; widened the moat of the business; refined the manufacturing process; and built the ecommerce business that he envisioned.

Lucas Philips on a truck with assets he acquired
Lucas shipping home one of his tuck-ins

Today, over a third of Newark Auto's revenues come from DTC ecommerce, and that number will only grow. Overall, sales at the business are up 60% under Lucas's ownership.

Here he is, Lucas Philips, owner, transformer of Newark Auto.

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