AIT Worldwide sees e-commerce M&A, organic growth in Eastern Europe

AIT Worldwide Logistics is planning more investment to grow its e-commerce logistics services, which will include the evaluation of two or three potential acquisition targets in 2022, Executive Chairman and CEO Vaughn Moore said during today’s Air Cargo World webinar, “Growth strategies: AIT’s CEO on e-commerce, M&A and the pathways to greater revenue.” [caption id="attachment_99121" align="alignright" width="450"] Air Cargo World Associate Editor Kelly Stroh and AIT Worldwide Logistics Executive Chairman and CEO Vaughn Moore[/caption] Meeting e-commerce growth requires “more and more resources,” Moore said during today’s discussion. “The world has pivoted into home delivery; the world has changed how they receive not only manufactured goods, but they’re getting food products and everything delivered into the home. So I think we’ve got to look for all solutions and [make] sure that OK, what can we offer and what are we best in class at? And then, where can we further enhance those needs?” AIT is currently evaluating two or three companies for potential mergers and acquisitions (M&A) to decide whether they’re “the right fit or not” for AIT’s culture. When considering M&A growth, the most important element is ensuring a good cultural fit, Moore explained. “That’s the thing that’s way more important than any dollar amount or discount or price, whatever it may be,” he said. “The companies that we purchase — we make sure that they’re like-minded, that we have commonalities, areas that we recognize.” That consideration is just as important for the seller as well, he added. “You need to find an acquirer that fits your culture more than the dollar. The dollar and the multiple will take care of itself if you let that play out,” Moore said. “You’ve got to make sure that you’re leaving your employees in the hands of the right party, that leave a legacy for you and for your employees to fit in and have a voice for their future and their careers. In some cases you may be moving on, but remember, these people are left with those companies, so that is what they’re going to remember you for.” In addition to its M&A plans, AIT recently opened its first office in India , with plans to continue growing there as well as in Eastern Europe, Moore said. The 2020 acquisition of Feige Forwarding in Germany gave AIT “a global footprint in a market that we wanted to fast-forward our presence,” as well as building AIT’s ocean and air connectivity between Asia and Europe, he said. To build on those benefits, AIT plans to expand into Eastern Europe but is taking a cautious approach due to the impact of the war in Ukraine. The company will have between one and three openings in that region “coming up,” but is remaining cautious on the timing due to the current unrest, Moore added. Private equity opportunities AIT’s rapid growth has occurred with the support of its private equity partners, with the recent expansion supported by The Jordan Company after AIT’s 2021 recapitalization . On the private equity path there are two types of partners — operating and financial — according to Moore, with The Jordan Company serving as a financial partner for AIT. “They bring that expertise in the mergers and acquisitions side, they helped me with the strategy side as a been-there-done-that type thing, and they tremendously help on the financial side. They really give us a backbone and a broader scope and view of the world of finance and how it can be used to your advantage.” Moore said some businesses may prefer an operating partner, especially if the current leadership team is looking to exit the company. “Sometimes an operating partner is a better player because they’ll put a leader [in charge] that [the partner is] used to, that may have experience,” according to Moore. That leadership may come in a variety of forms, he added. “They may sit in your corporate offices to give you some advice, maybe they have some operational expertise that they can bring to the table and experiences that could really help you. They may also help when it comes to contract negotiation, or maybe some other areas of lowering costs in certain areas, from an aggregate,” Moore said. But ultimately, the ideal private equity partner depends on the company’s goals and needs. “You’ve got to decide which type you’re looking for,” Moore said. The Air Cargo Tech Summit, the new airfreight logistics event presented by Air Cargo World , will take place live in Miami from June 6-7. Learn more and register here.

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