Built to Sell Radio

Built to Sell Radio

builttosell.com/blog
Built to Sell Radio is a weekly podcast for business owners. Each week, we ask a recently cashed out entrepreneur why they decided to sell, what they did right and what mistakes they made through the process of exiting their business. Built to Sell Radio is the ultimate insider’s guide to approaching the most important financial transaction of your life.
151 What To Do When Getting Out Means Staying On
Aug 10 • 46 min
A service-based company can be a tough sell, so Eric Enge found a buyer while his best asset was still on the table: himself.
150 Cracking the Amazon e-Commerce Code
Aug 3 • 39 min
Sophie Howard built and sold a 7 figure Amazon e-Commerce business in less than two years. Here’s how she did it.
149 How Indian Motorcycle & Chris-Craft Were Built to Sell
Jul 27 • 32 min
Stephen Heese buys fallen iconic brands and brings them back to life. Find out how he turns big personal risk into great rewards.
148 Getting Out Quick And Clean
Jul 20 • 29 min
Nathaniel Broughton grew Spread Effect to a $4 million company in only four years — so why would he sell for a rock bottom multiple?
A Good Acquisition Offer Goes Horribly Wrong
Jul 13 • 54 min
Ross Hoek built Impres Engineering into a $2.5 million company and got a fair acquisition offer. Little did he know, it was too good to be true.
146 Niche Down To Jack Up Your Value
Jul 6 • 39 min
It can be tempting to expand your niche to grow your business, but the broader the market you serve, the less valuable you may be to an acquirer.
Salsa Maker Gets Contract With Whole Foods On Her Way To A Surprising Exit
Jun 29 • 46 min
Despite having distribution at Whole Foods, Kroger, and Safeway, salsa-maker Julie Nirvelli found herself on the brink of bankruptcy. She sent a last-ditch email to four potential acquirers – and you won’t believe what happened next.
144 How Jennifer Aniston And Reese Witherspoon Helped Viviscal Exit For 15 x EBITDA
Jun 15 • 57 min
With celebrity endorsements like Jennifer Aniston and Reese Witherspoon, Viviscal hit €50 million in revenue…so, why would the CEO want to sell it?
142 From $15 In His Pocket To A $3.2M Exit
May 25 • 36 min
Chemco Industries’ customers included Walmart, eBay, and Amazon, which is one reason they were so irresistible to an acquirer.
How To Sell Your Family’s Business
May 18 • 43 min
Ross Organic was a family business so when Stephanie Leshney took over from her father, she knew she had to make some changes if it was going to grow into a more valuable company.
140 The Acquisition Of FPD: 4 Offers, 1 Big Regret
May 11 • 41 min
Tom Hannon’s publishing company grew rapidly, and he received 4 offers. So why does he wish he handled his exit differently?
139 Influencer Marketing Pioneer Acquired By Fullscreen
May 4 • 40 min
Pete Borum practically invented the term “influencer marketing.” So how did Borum raise $15 million dollars and attract multiple acquisition offers in an industry that didn’t exist before he showed up?
138 With Clients Like Starbucks And NIKE, Blast Radius Was Irresistible To Acquirers
Apr 27 • 40 min
Digital marketing agency Blast Radius went from 10 people to more than 400 in less that 10 years, ultimately attracting the attention of WPP who acquired them in 2007. Here’s how they did it.
137 From Broke To A $1B Sale
Apr 20 • 45 min
Gorny built his first business- and lost it. He was determined not to let that happen again.
136 How A Baby-Sitting Job Turned Into 100+ Franchises In A Few Short Years
Apr 13 • 32 min
What started as a part-time job to get through college turned into over 100 franchises.
135 How One Key Hire Helped Dimple Up Their Value By 500% in 2.5 Years
Apr 6 • 63 min
Teetering on the brink of liquidation, a key hire at Dimple led to a dramatic turnaround that resulted in a $13.4M exit.
134 3 x EBITDA To 13 x EBITDA In Just 2.5 Years
Apr 4 • 66 min
Embanet broke just about every rule there is for running a company and still sold for $200M.
133 From Paper Sketches To $441M Sale
Mar 23 • 63 min
Oribe sold in early 2018 for $441M, but in 2008 they were just a few sketches of shampoo bottles on a piece of paper. Tev Finger shares the surprising tactics they used to drive revenue.
132 How Much Are Your Employees Worth To An Acquirer?
Mar 21 • 66 min
Impact LABS had no hard assets and little intellectual property, so why would ContextLabs want to acquire them for millions?
131 Finding An Investor Vs. An Acquirer
Mar 9 • 51 min
Finding an acquirer for your business feels a lot like searching for an investor, but as Moritz Plassnig found out, there is one crucial difference.
130 Why LinkedIn Acquired This Dorm Room Startup
Mar 2 • 52 min
Harpaul Sambhi’s company was 8 days away from bankruptcy. So why would LinkedIn want to buy it for millions?
129 From Food Stamps To A Seven-figure Exit
Feb 23 • 35 min
While Michael Pedone survived off of food stamps as a kid, he dreamed of living a lifestyle where money wasn’t scarce. Fast-forward a few decades, and Pedone sold his first company for $1.2MM.
128 Third Time’s A Charm: From False Starts To Finishing Big
Feb 16 • 43 min
Scott Miller knew that telling his employees he wanted to sell his $3M company, Miller Restoration, could get messy. But he wasn’t prepared for what actually happened.
127 How Forecasting The Future Led To A $100M Sale
Feb 9 • 41 min
Back when mobile phones had green screens with black dots on them, Andy Nulman founded Airborne Mobile. In one year, the company went from $2M in revenue to $20M, driven by the explosion in the adoption of mobile devices. Leveraging his client…
126 Getting A Second Bite Of The Apple
Feb 2 • 36 min
Richard Manders co-founded iAutomation and built it up to $12M before deciding it was time to recapitalize. Manders sold 75% of his company for almost 8 times EBITDA to a Private Equity (PE) and held 25% interest in the company after the sale.
125 Built to Flip: From Start Up To Sell Out In Just 2 Years
Jan 26 • 55 min
After a motorcycle accident shattered Jon Read’s collar bone into 6 pieces, he wasn’t able to follow-through on his post-surgical rehabilitation appointments because of his busy travel schedule. Knowing he needed to do something to augment…
124 How To Recover (and thrive) After Splitting From Your Co-Founder
Jan 12 • 45 min
Four years ago Nexalogy CEO Claude Théoret was counting the employees he had to lay off. His company had burned through their $600,000 seed round of investment and he was running out of cash. An ugly split with a former co-founder had…
123 Why VEEV Vodka Went for More Than 7 Times Revenue
Jan 5 • 50 min
Courtney Reum left Goldman Sachs in 2007 to start a Vodka business. He built VEEV up to more than $10 million in annual sales before he sold the company for more than seven times revenue.
122 How To Get Acquired By Facebook (Twice)
Dec 29, 2017 • 54 min
The market for digital assistants is booming. Apple has Siri, Amazon has Alexa and Google has Google Assistant. Now, thanks to Charles Jolley, Facebook has Ozlo, a digital assistant designed to outsmart Siri and Alexa at their own game.
121 - 5 (Sobering) Lessons from the Sales of Hammocks.com
Dec 22, 2017 • 34 min
David Fairley estimates he has sold more than 20 online properties but admits it was the sale of Hammocks.com—one of his first exits—that taught him the most.
119 The Hunter vs. the Hunted
Dec 4, 2017 • 41 min
Drew Goodmanson started Monk Development as a custom website development shop and evolved it into a product enabling churches to establish an online presence. With more than 300,000 churches in the United States, Goodmanson’s company took off and he…
118 The Founder of the “Female Viagra” Sells Her Business for $1 Billion
Nov 22, 2017 • 36 min
Cindy Whitehead started Sprout Pharmaceuticals and created the drug ADDYI, which has become known as the “female Viagra”.
117 The Man Behind the $1.3B Sale of Wind Mobile
Nov 15, 2017 • 64 min
Anthony Lacavera has started 12 businesses, six of which he has exited. His exits have ranged in value from the $6 million he got for one of his recent start-ups to the $1.3 billion that Wind Mobile sold for.
116 Bitcoin - The Investor vs. The Acquirer
Nov 9, 2017 • 54 min
Back in 2013, Dave Ripley became fascinated with Bitcoin. The cryptocurrency market was gaining notoriety and Ripley and a friend decided to start Glidera, a company focused on creating tools to help developers integrate cryptocurrency.
115 How to Get Negotiating Leverage When You’re Desperate
Nov 2, 2017 • 37 min
Chris Muench started C-Labs in 2008 to go after the burgeoning opportunities presented by the Internet-of-Things (IOT). He began by writing custom software applications that allowed one machine to talk to another. In 2014, he got the industrial giant…
114 Selling a Main-street Business
Oct 18, 2017 • 27 min
Jim McManaman started his accounting firm in a small town of 3,000, so when he decided to sell, he had to figure out how to do it without tipping off his employees. McManaman is well known in town, so he relied on secret, out-of-town meetings with…
113 How to Get More Than 1 Times Revenue for a Company with No Hard Assets
Oct 11, 2017 • 31 min
Etienne Borgeat co-founded PCO innovation, an IT consulting firm, in 2000. By 2016, the firm had 600 full-time employees and offices around the world, which is when Accenture knocked on their door.
112 The Strategic vs. The Financial Buyer
Oct 4, 2017 • 52 min
Tom Franceski and his two partners built DocStar up to 45 employees when they decided to shop the business to some private equity (PE) investors. The PE guys offered four to six times Earnings Before Interest Taxes Depreciation and Amortization…
111 How to Sell a Consulting Firm
Sep 27, 2017 • 36 min
Susan Hrib started an oil and gas industry consulting firm called Signum back in 1994. Recently Hrib received a call from an industry contact who said they would be interested in buying Signum. After more than 20 years in the same company, Hrib…
110 How Mainspring Went From a Valuation of 1 to 5 Times Revenue
Sep 20, 2017 • 51 min
In 2014, Hank Goddard got an offer of one times revenue to buy his software company, Mainspring Healthcare Solutions. Goddard said, “No, thank you”. A year later, the acquirer came back and doubled their offer to two times revenue. Again,…
109 How to Exit a Consulting Business
Sep 13, 2017 • 33 min
Sohail Khan built J.V. Global Consulting into a $3 million consulting business, offering training boot camps and consulting on how to set up joint venture partnerships. Khan was approached by one of his clients wanting to buy his business. Khan…
108 Lessons from Home Depot’s Acquisition of a $100 Million Juggernaut Blinds.com
Sep 6, 2017 • 50 min
Jay Steinfeld started selling blinds online in 1993. The e-commerce pioneer went on to build Blinds.com into a $100 million category killer before Home Depot decided enough was enough and made Steinfeld an offer he couldn’t refuse.
107 Negotiation Secrets From Three Exits
Aug 30, 2017 • 38 min
Dan Martell started Spheric Technologies to help Fortune 500 companies build website portals, an emerging business back in 2004. Within four years, Martell had scaled the business to 30 employees when he received an acquisition offer that would…
106 Cashing Out of the Oil Business
Aug 23, 2017 • 43 min
Terry Lammers took over the family oil wholesaling business in 1991. By 2010, Tri-County Petroleum was selling $42 million worth of gas and oil, when Lammers decided it was time to cash in.
105 Why Did This $3MM Company Sell For 5X Revenue?
Aug 16, 2017 • 43 min
Brian Ferrilla started Resort Advantage in 2006 to help casinos adhere to new anti-money laundering laws. Criminals were laundering money through casinos and Ferrilla’s software helped casinos help spot the bad guys.
104 The Other Reason Owners Decide to Sell
Aug 9, 2017 • 45 min
In 2012, Randy Ambrosie was hired to run 3Macs, a Montreal-based wealth management firm with $4 billion in assets under management at the time.
103 The Acquisition of the Company Behind Chicago Bulls Sunglasses
Aug 2, 2017 • 39 min
If you own Chicago Bulls sunglasses—or sunglasses from just about any other NBA team—you owe your eyewear to Jason Bolt.
102 The Downside Of Being Upfront With Employees
Jul 19, 2017 • 42 min
In 2011 Josh Holtzman, the founder and CEO of American Data Company, gathered his employees into a conference room to announce “Fifteen Cubed”, a company-wide initiative to grow to $15 million in revenue by the year 2015.
101 The Doer vs. The Deal Maker
Jul 12, 2017 • 47 min
Entrepreneurs can be categorized into two groups. On one hand, you have the doers. These are the people who organically grow a business over time. They plod along for years, or even decades in the same business. They look for small, incremental…
100 How a Vision Board Drove One Owner to Sell
Jul 5, 2017 • 41 min
A few weeks ago, Shaun Oshamn sold iSupportU, a Colorado-based IT support business. Oshamn started the business at the age of 32 and knew he wanted to sell before his 40th birthday. As that milestone approached, Oshamn started getting his business…
99 Why Hitting $10MM In Annual Revenue Matters
Jun 28, 2017 • 47 min
Jill Nelson built Ruby Receptionists, a call answering service, into an $11MM business when she met with an investment banker who told her the technology she had built to answer calls could be worth a mint.
98 How Cigar City Brewing Got Oskar Blues To Triple Their Acquisition Offer
Jun 21, 2017 • 39 min
Joey Redner started Cigar City Brewing in Tampa Bay in 2009 with a vision of being the first quality craft beer in Tampa at a time when craft beer was gaining popularity across the country.
97 How EBITDA adjustments impact the value of your business
Jun 14, 2017 • 58 min
Ari Ackerman started Bunk1 in 1999 to give parents a way to keep in touch with their kids while they were at summer camp. Over 17 years, Ackerman grew his technology business into one of the biggest brands in the summer camp industry, which is about…
96 The Philosophy of Building to Sell
Jun 7, 2017 • 44 min
Dan Faggella started Science of Skill, an e-commerce website selling self-defense videos and paraphernalia, in 2013. His goal was to sell the business as soon as possible, and he started soliciting offers just 14 months later.
95 The (Awfully) Thin Line Between Success and Failure
May 31, 2017 • 52 min
Shelley Rogers started Admincomm Warehousing to help companies recycle their old technology. Rogers purchased old phone systems and computer monitors for pennies on the dollar and sold the gear to recyclers who dismantled the technology down to its…
94 From Nothing to $25 Million in 12 Months
May 24, 2017 • 41 min
SnapSaves was created by Toronto-based company Buytopia, which has a deal-of-the-day business model similar to that of Groupon.
93 What’s Your Company’s Name Worth
May 17, 2017 • 37 min
In the early 2000s, Carl Gould gained notoriety in New Jersey for building upscale modular and log homes under the banner Outdoor Imaging. Gould invested heavily in growing his reputation in the New Jersey market. When Gould went to sell his…
92 America’s Condom King Sells His Business
May 10, 2017 • 43 min
Adam Glickman started hawking “Jumbo Brand Condoms” from his Tuft’s dorm room in 1989 under the moniker “a safe jumbo is a happy jumbo.” His brand grew across campus and, upon graduation, Glickman started America’s first retail condom shop…
91 10 X Earnings By Future Proofing Your Buyer
May 3, 2017 • 58 min
Melbourne-based David Trewern grew DT, a digital advertising agency, to $10 million in annual revenue before he sold it to STW Group in 2007 for almost 10 times profit after tax. Trewern was able to get maximum value for his business and preferred…
90 When to Tell Employees You’re Thinking of Selling
Apr 26, 2017 • 46 min
Lois Melbourne and her husband started Acquire Solutions, a software business that helped large companies manage their employees. After 18 years, the self-funded business had grown to 85 people and the Melbournes received an offer from a…
89 What UPS looks for when making an acquisition
Apr 19, 2017 • 51 min
Acquirers are a secretive bunch. They typically operate behind confidentiality agreements with their motives and tactics disguised from the public. That’s one reason I enjoyed my interview with Rocky Romanella so much.
88 What Happens When the Big Dog Sells
Apr 12, 2017 • 49 min
Anthony Amos and his brother started HydroDog, an Australian company offering a mobile dog washing and grooming service. For $10, the Amos brothers would show up at your door with a giant dog bath on the back of their trailer and wash your dog.
87 The success rate statistics on selling your business
Apr 5, 2017 • 52 min
How many people will you have to approach about buying your business before you end up getting an offer? In this week’s episode, you’ll hear from John Arnott who gives you a breakdown of the statistics on how many people he approached, the…
86 The Speedy Sale
Mar 29, 2017 • 29 min
Dan Lok packaged a set of table tennis video tutorials into a membership website and charged a subscription fee to join. Over eight years, Lok managed to build a five-figure recurring revenue stream from subscribers to Table Tennis Master. Table…
85 3 Acquisition Offers, 1 Surprising Decision
Mar 8, 2017 • 51 min
The Mortgage Reports publishes information about mortgages for home owners. Site founder Dan Green, capitalized on the internet traffic they generated by selling leads to mortgage lenders. Within three years, Green crested a million dollars a year in…
84 Wisdom From The Sale Of Six Businesses
Mar 1, 2017 • 41 min
Laura Gisborne has started nine companies and sold six of them, including The Art of Wine, the subject of this week’s episode. The Art of Wine is a tasting room with a subscription-based wine club division. With a little more than $1MM in annual…
83 Do You Want An All-Cash Offer?
Feb 22, 2017 • 36 min
Most sellers want to be paid all of their money up front, and most buyers want to avoid paying anything up front. Deals usually get done somewhere in the middle, where the seller agrees to accept some cash and to be paid some of their proceeds over…
82 A Big Chunk of Something Small vs. a Small Slice of Something Big?
Feb 15, 2017 • 48 min
Have you ever noticed the ads that run before you watch an official online video clip from shows like Saturday Night Live or Jimmy Kimmel? You can thank Nicholas Seet for that. Seet developed the video player that hosts both the content and the…
81 Four Mistakes To Avoid When You Get An Acquisition Offer
Feb 8, 2017 • 34 min
Ian Ippolito started Rent a Coder as an online marketplace for hiring technical talent. He quickly expanded to go beyond technical professionals and re-branded as vWorker. Ippolito built vWorker up to $11.5MM in annual revenue before he received an…
80 From Start-Up To Exit In Three Years
Feb 1, 2017 • 22 min
Peter Shankman started Help A Reporter Out (HARO) to connect experts with journalists who needed people to quote for stories. HARO sent a simple email three times a day to subscribers and because every email had the potential to be a reporter from a…
79 How To Double An Acquisition Offer For Your Business
Jan 25, 2017 • 54 min
Bobby Albert took over the family moving business when his father died unexpectedly. Determined to succeed, he transformed his father’s five-person business into a fast growth company, eventually employing 150 people before The Albert Group of…
77 The $15 Million Lesson
Jan 11, 2017 • 52 min
Julie Pickens and her partner Mindee Hardin created Boogie Wipes, a moistened tissue Moms use so their sick kids can avoid a raw nose in cold season. They patented their formula and won orders from Rite Aid, Walmart and Target leading to annual…
76 Is Your Business Worth Less Than You Think?
Jan 4, 2017 • 35 min
Bert Martinez is a best-selling author and a national radio host who has sold a dozen businesses in his career. In this episode, you’ll hear the story of Accelerator, a supplements company he sold for just under $1.6MM in 2014. Accelerator’s main…
75 How Shapeup Got Richard Branson To Boost His Acquisition Offer By 50%
Dec 28, 2016 • 49 min
Rajiv Kumar and Brad Weinberg started ShapeUp, a software company designed around getting people to improve their health. Instead of going direct to consumers, they decided to license the platform to large Fortune 500 companies looking to reduce their…
74 Would You Have the Audacity to Turn Down $40MM for a $9MM Company?
Dec 21, 2016 • 40 min
In 1992 Stephanie Breedlove started a payroll company to make it easier for parents to pay their nannies. It began small and she self-funded their growth, which averaged 20% per year. By 2012 they had hit $9 million in annual sales when she got a call…
73 The Second Most Important Thing to Negotiate When Selling Your Business
Dec 14, 2016 • 38 min
When you get an acquisition offer for your business, it is natural to focus on the offer price, but your employment contract can be a key element of your remuneration. I know, you don’t want to be an employee but, when you sell, you’ll likely have…
72 Raising Money? Avoid This Sleazy Investor’s Trap
Dec 7, 2016 • 43 min
Barry Hinckley founded Bullhorn with his two partners Art Papas and Roger Colvin. The software company built an application recruiters used to manage candidates and clients. Bullhorn raised three rounds of financing and went on to sell for $135MM in…
71 An Interview with The E-Myth’s Michael Gerber
Nov 30, 2016 • 31 min
The first book I ever read about entrepreneurship was The E-Myth by Michael Gerber. I loved it. Gerber’s knack for simplifying the complex art of starting and growing a company resonated with me immediately. Although I’ve never met Michael, I…
70 Inside the Mind of a Private Equity Investor
Nov 23, 2016 • 46 min
Frank Cottle led an investor group to buy Hi-Mark Software for 10 times EBITDA. Cottle then sold a chunk for 15 times and ultimately sold his last tranche of equity for more than 16 times EBITDA to Lufthansa. In this interview, you’ll get deep…
69 A Cautionary Tale
Nov 16, 2016 • 49 min
Most of our Built to Sell Radio episodes have been success stories but this week’s show is a cautionary tale of what happens when you don’t plan ahead. It features Dan Bradbury, a young entrepreneur who was growing a successful business right up…
68 How to structure your earn-out
Nov 9, 2016 • 43 min
Mark Stephenson and his partners grew their conference business, Media Edge Communications, to north of $10 million in annual revenue when they were approached by an acquirer. They agreed to a deal that was just shy of eight times EBITDA—85% of the…
67 The 8:1 Flip
Nov 2, 2016 • 47 min
Steve Huey bought The Learning House, a company that creates online courses on behalf of colleges, for $2.7MM in 2007 because he saw the opportunity to professionalize the sales and account management of the business. Five years later, Huey sold the…
66 Are you stacking a few Benjamins?
Oct 26, 2016 • 47 min
Joe Saul Sehy is the host of Stacking Benjamins, a popular personal finance podcast on which he has interviewed everyone from Jean Chatzky to David Bach. Sehy’s journey to becoming a podcasting sensation was a little unusual: he started as a…
65 The downside of accepting shares as payment from your acquirer
Oct 19, 2016 • 36 min
Doug Chapiewsky built CenterPoint Solutions Inc. into an Inc. 500 company with $5 million in revenue and more than $3 million in EBITDA before he sold it to Israeli-based Nice Systems. In this episode of Built to Sell Radio, Chapiewsky describes…
64 Two to Tango
Oct 12, 2016 • 33 min
Manny Fernandez started HomeBuyingCenter.com in 2007, just as the real estate market started to wobble in the United States. As it turned out, his timing was perfect as his site helped underwater homeowners unload their real estate. In fact, Fernandez…
63 What Do You Need From The Sale Of Your Business?
Oct 5, 2016 • 42 min
Of course you want an all-cash offer at a beefy multiple with no strings attached, but what do you really need from the sale of your company? That’s a question Dr. Frank Gibson thought a lot about. He had a successful healthcare business but had…
62 How One Pivot Doubled The Value of This Business
Sep 28, 2016 • 38 min
James Garvey and his partner grew Objective Loyalty from a standing start in 2005 to $2.5 million in EBITDA before they decided to sell their email marketing platform. Garvey’s investment banker spent six months shopping the deal without a single…
61 How To Structure Your Earn-Out
Sep 21, 2016 • 48 min
An earn out is a way to bridge the gap between what you want for your business and what a buyer is willing to pay. In an earn out, a portion of the sale price of your business is set aside for payment in the future if you reach certain goals the…
60 When To Sell Your Business
Sep 14, 2016 • 42 min
Peach New Media was launched in 2001 by Dave Will, who carried the title “Chief Peach” until he sold the business in 2015. Will had built his learning-management software company up to 40 employees when he received an offer from the private equity…
59 Think Twice Before Starting That New Division
Sep 7, 2016 • 47 min
Jim Beach sold American Computer Experience for $200 million, which sounds like a fantastic exit, but when I asked Beach if he had any regrets I was surprised by how long a list of lessons he had to share including: How creating new divisions can help…
58 The Surprising Truth About Who Will Buy Your Company
Aug 24, 2016 • 66 min
With Andrew Weinreich
57 How To Quadruple The Value Of Your Business
Aug 17, 2016 • 41 min
Intellectually, you know you need recurring revenue, but how do you build an annuity stream in an industry where subscription billing is not the standard? Take a look at the example of Laura Steward, the founder of Guardian Angel Computer Services….
56 The $20 Million Mistake
Aug 10, 2016 • 46 min
Rod Drury is the founder and CEO of Xero, a cloud-based accounting platform that competes head on with Intuit’s QuickBooks. Started in 2006, Xero now boasts 700,000 subscribers and a market capitalization of almost $3 billion. Xero was picked by…
55 Lessons From A £20 Million Exit
Aug 3, 2016 • 55 min
Have you ever stayed in a fancy hotel and wondered how much they pay Aveda for those little bottles of shampoo? Turns out, there is a company called Pacific Direct that acts as a middleman between the hotel chain and the company supplying the shampoo….
54 The Competitive Threat
Jul 27, 2016 • 51 min
A direct competitor can often be the most likely buyer for your business. A competitor already knows your industry and may see your company as a way to consolidate market share and gain more pricing control. They may also be able to buy your business…
53 Who Would Buy Your Business?
Jul 20, 2016 • 38 min
Part of building to sell is knowing who you are going to sell to. If you don’t start thinking about your potential buyers list early, you may end up growing an entire appendage of your business that an acquirer will neither want nor value….
52 Selling The Baby In The Bathwater
Jul 13, 2016 • 41 min
If you run a service, my guess is you’ve dreamt of owning a product business instead. Service businesses are such a mess – demanding clients, scope creep, and more often than not, slow growth. Which leads many service company founders yearning for…
51 Your Training Wheels Business
Jul 6, 2016 • 34 min
Have you thought about when you want to sell your company? A lot of owners think selling equates to retirement, but selling your business and retiring are not the same thing. Sure, some people sell because they want to play more golf but many others…
50 The 50% Bump
Jun 29, 2016 • 47 min
When Mark Carlson put Minnesota Mailing Solutions on the block, he got two offers for around $3 million, which represented about four times his pre tax profit – a respectable price for a postage meter reseller turning over $4.5 million in revenue….
49 The External vs. Internal Sale
Jun 22, 2016 • 36 min
When the time comes, do you want to sell your business externally, or internally to your employees or family members? Once you decide, a little piece of you may always wonder how the other option would have played out. That’s why the story of Barry…