Buy & Build in Industrial Marking and Succession Scouting

viaductus Podcast From Successor in Industrial Labeling to Succession Scout

From Niche Market to Successful Successor Entrepreneur – A Conversation with Sönke Duetsch

In the latest episode of the viaductus Podcast, Sönke Duetsch discusses his journey as a successor entrepreneur, particularly in the field of industrial labeling and signage. He openly reflects on the challenges of business succession, his strategy for deal sourcing, and the financing of his acquisitions. He also provides insights into his consulting firm Konvex, which helps other succession candidates successfully enter the market quickly and effectively.

🚀 Sönke Duetsch’s Career Path and Strategy

Sönke is a successor with two acquired companies in the specialized niche market of industrial labeling.
He emphasizes that the structure of successor companies can be very flexible depending on the situation – there is no “one-size-fits-all” solution.
The industrial labeling market is fragmented but precisely because of this offers many opportunities for consolidation.
His role is strategically oriented: he acts more as an owner and less operationally – employees manage day-to-day operations.
Active acquisitions play an important role: he pursues a clear M&A strategy to drive growth.
A thorough market analysis was crucial before acquiring additional companies.
Trust is essential in deal sourcing – personal contact and long-term relationships are central to his approach.
With his company Konvex, he actively supports first-time buyers in finding suitable companies.
He deliberately focuses on niche markets – where competition is lower, entry barriers are manageable, and potential is often significant.

💡 Key Learnings for Aspiring Successors

Flexibility is Key
The structure of a succession can vary widely – from operational managing director to strategic owner. Different models bring different opportunities and risks.
Niche Markets Offer Real Opportunities
A fragmented market (like industrial labeling) often holds untapped potential – especially for buyers willing to grow strategically and consolidate.
Strategy Is More Than Just Buying
Successful acquisitions require a clear strategy: market segment, synergies, growth potential. Spontaneous takeovers are rarely sustainable.
Trust in Deal Sourcing
For Sönke, a personal approach to deal sourcing was decisive: the best transactions arise through personal networks, conversations, and long-term relationships.
First-Time Buyers Need Support
The founding of Konvex highlights how important it is for new successors to receive guidance – whether in market analysis, financing, or strategic planning.
Think Strategically About Financing
Acquisitions are rarely “out of pocket”: financing often requires a smart mix of equity, debt, and seller financing.
↪️ See our overview “Financing Business Succession – Paths to a Successful Takeover”.

If little equity is available, there are still model options.
↪️ More on this in our guide “Business Succession Without Equity”.
Leverage External Expertise
External advisors (M&A, tax consultants, etc.) can provide great added value through their experience and market knowledge.
↪️ See our article “Involving External Advisors in Succession”.
Succession Is a Long-Term Game
Even if you take over a company today: think about consolidation, further growth, and possibly additional acquisitions. Succession is not an endpoint but the start of a new entrepreneurial phase.

🔍 Why This Episode Is Relevant for You

If you are currently considering becoming a successor, this episode is especially worthwhile because:

You gain practical insight into a highly specialized industry.
You see how to strategically approach a fragmented market.
You learn the importance of personal trust in deal sourcing.
You understand that financing does not have to rely solely on equity.
You recognize how support (e.g., from consulting firms like Konvex) can make a difference.

🎧 Listen Now

🔗 Additional Resources at viaductus

For a broad overview of business succession: Check out our guide on the largest wealth transfer in Germany.
↪️ 600,000 Companies Seeking Successors by 2028
For those considering modern succession models: Learn more about employee participation as a succession model.
↪️ Employee Participation in SMEs

Conclusion

Sönke Duetsch’s story shows: Succession is not a sideline, but a strategic, personal, and long-term challenge. Those who become successors must be financially savvy, think long-term, nurture relationships, and be willing to invest in niches. At the same time, his path demonstrates that success is achievable – with the right support, a clear strategy, and the courage to rethink markets.

Buy & Build in Industrial Marking and Succession Scouting - with Sönke Duetsch