Bottleneck Businesses

Bottleneck Businesses
April 5, 2021 John Neff

Over the years, we have written extensively about what we call “the three-legged stool” approach we use to identify the compounding machines in which we have concentrated our capital. The three legs are the business model, the people running the business, and the reinvestment acumen and opportunities. The combination of an exceptional business run by intelligent and rational people with the skill and opportunity to reinvest most of the free cash back into the business at high rates of return creates the flywheel we call a compounding machine. I would like to briefly elaborate on the business model leg of the stool by describing a concept we refer to internally as a “bottleneck business” and how it applies to several holdings.

We think of a bottleneck business as one that a) sits atop large, global, secular growth opportunities fed by multiple industries and geographies, b) has those opportunities funneled (hence the bottleneck visual) disproportionately to it because of sustainable competitive advantages, and c) enjoys exceptional economics, often superior to the industries and customers the business serves. An electric utility, for example, would typically fail to qualify as a bottleneck business—despite often having a local monopoly in its service area—because of its limited geographic scope and generally unexceptional, regulated economics.

Qualified examples of bottleneck businesses abound, however, in our portfolios, American Tower and Mastercard, in aggregate, represent a significant portion of our investable assets. How do these companies fit this notion of a bottleneck business?

Sit atop large, global, secular growth opportunities fed by multiple industries and geographies.
  • American Tower’s cellular tower assets across 17 countries represent the bottleneck in the secular growth of mobile communications and data. The business spans across countries, wireless carriers, handset manufacturers and connected devices.
  • In Mastercard, we own a business with secularly improving odds of being involved and so profiting from the growing share of electronic payments worldwide, a business that cuts across countries, retailers, online, offline, and mobile commerce.
Opportunities funneled disproportionately because of sustainable competitive advantages.
  • American Tower’s business is advantaged by the physics of radio frequency (including the physics of spectrum re-use and signal propagation) and the deployment and service efficiencies of carrier co-location on macro towers.
  • Mastercard’s leading global payment network is the result of powerful network effects having solved the two-sided dilemma of merchant acceptance and consumer usage, as well as the need for standards and innovation in payment systems.
Exceptional economics, often superior to the industries and customers the business serves.
  • American Tower’s free cash flow margin (as measured by adjusted funds from operations) exceeds 40%, revenues are in the form of hell-or-high-water multi-year leases with annual escalators, and maintenance capital requirements are a low single digit percentage of revenue.
  • Mastercard’s free cash flow margin exceeds 40%, its unlevered free cash flow return on assets exceeds 30%, and over half of its revenue is tied to purchasing volumes and so has built-in inflation protection.

By no means are “bottlenecks” the only business models we own. Other holdings owe their place in our portfolios due more to the equally important people and/or reinvestment legs of our three-legged stool. But my hope is that this bottleneck discussion puts some more meat on the bone in describing what, to us, a great business model looks like.

John Neff


The investment examples included herein have been selected based on objective, non-performance selection criteria, solely to provide general examples of the research and investment processes of Akre Capital Management. The investment examples should not be construed as an indicator of future performance. The information presented above should not be considered a recommendation to purchase or sell any particular security. There can be no assurance that any securities discussed herein will be a part of any portfolio or, if sold, will not be repurchased.