Helping a Mechanical OEM Capture New Margin Through Integrated Controls

The Challenge

An industrial processing equipment manufacturer (OEM) was delivering high-quality mechanical equipment to its end users, but was overly dependent on third party providers to provide a complete solution a key part of the system depended on external providers to complete the solution.

 While the OEM’s equipment performed exceptionally well, the electrical controls and automation required to operate it were typically designed and installed by a third-party integrator hired directly by the end user. This approach created several challenges:

• Missed revenue and margin opportunity for the OEM
• Limited control over the final system performance and user experience
• Multiple suppliers lead to increased coordination complexity leading to delivery delays and integration challenges
• Inability to fully capture the value of a more integrated system offering

The OEM didn’t realize the opportunity to bring controls in-house, and lacked the internal resources to design, engineer, and support a production-ready control panel solution.

The Baldwin Supply Approach

Working closely with the OEM, Baldwin Supply identified an opportunity to help the manufacturer expand its offering and capture more value per unit sold.

Rather than treating controls as a bolt-on accessory, the Baldwin team approached the challenge as a system-level engineering partnership.

Baldwin Supply assembled a cross-functional team that included:

• An automation expert with deep experience in industrial controls
• An electrical engineer to support panel design and component selection
• Application experts familiar with the OEM’s equipment and end-user operating environment

Together, the teams collaborated directly with the OEM to design a fully integrated control panel that could be factory-installed as part of the equipment package.

The Solution

The Baldwin team worked side-by-side with the OEM to:

• Define control requirements based on real-world end-user needs
• Select reliable, scalable automation and electrical components
• Design and build a custom control panel optimized for the OEM’s equipment
• Ensure the solution was production-ready, serviceable, and repeatable

By leveraging Baldwin Supply’s engineering expertise and automation capabilities, the OEM was able to offer a turnkey system that eliminated the need for third-party controls integration.

The Results

The impact was immediate and measurable:

• New revenue stream: The OEM now captures work that was previously outsourced the OEM provides previously outsourced work to the customer directly.
• Improved margins: The integrated control panel delivers strong, repeatable margins
• Better value for the end user: Their customer receives a turn-key solution without additional parties involved
• Differentiated offering: The OEM strengthened its competitive position by delivering a more complete system

Most importantly, the solution is scalable, allowing the OEM to standardize the upgraded panel across future builds.

Why Baldwin Supply

At Baldwin Supply, the goal isn’t simply to sell components; it’s to be a trusted, long-term partner to the customers we serve.
In this case, Baldwin’s role was rooted in listening first: understanding the OEM’s business model, growth goals, and internal constraints before proposing a solution. The Baldwin team worked collaboratively alongside the OEM, aligning engineering expertise, application knowledge, and responsive customer service to support the manufacturer’s success.
By acting as an extension of the OEM’s team, Baldwin Supply helped turn a complex technical challenge into a scalable business opportunity. That level of partnership, combined with reliable execution and ongoing support, is what customers can expect when they work with Baldwin Supply as their preferred business partner.