Sale-leaseback and asset-based lending enabled Carlo Santelli to acquire and own 100% of a $3.5m EBITDA manufacturer. Topics in Carlo’s interview: Applying 3x to Columbia before getting in Leaving a finance career to buy a business Why he only buys proprietary, not through brokers Maintaining deal momentum when a seller is very busy The power of asset-based lending The power of a successful sale leaseback Being comfortable learning as you go How he thinks about risk Closing on 4 businesses this ...
Jan 13, 2025•1 hr 28 min
Pete Ciaverilla bought a $12m HVAC business, then grew earnings 50% in 3 years. His timing couldn't have been better. Topics in Peter’s interview: Combining households with his parents while searching Using a buy-side advisor Funding less than 5% of the deal himself Transitioning the seller’s family out of the business Buying a company with 65 employees, $12M in revenue Advantages of buying a bigger company Balancing commercial and residential HVAC Impact of seasonality on revenue Why private eq...
Jan 09, 2025•1 hr 55 min
Michael Jacobson bought his uncle's barely-profitable 45-year-old flower shop in LA. In 4 years he's grown it 16x. Topics in Michael’s interview: Revamping his uncle’s flower shop Replacing the overpriced phone system Building custom software for the floral industry Why flower shops are hard to run How “wire services” like 1-800 Flowers work Switching to Google Ads for better ROI Doubling revenue with a new website Operating as a digital-first brand with physical locations Becoming the French Fl...
Jan 06, 2025•1 hr 50 min
Tim Lahey has doubled the $1.6m company he bought, and buying small has prepared him well for the next phase of growth. Topics in Tim’s interview: Being inspired by Doug Cook Looking for a “dusty, not rusty” business Partnering with an M&A firm to search Acquiring a home technology company Getting bitten on a cashflow crunch Handling customer complaints as the owner Culture of small businesses Changing too much too fast Listening for what customers want Challenges of buying small References ...
Jan 02, 2025•1 hr 24 min
Nick Molina on how he found, acquired, & plans to manage a 275-employee business in Minneapolis from his home in Miami. Topics in Nick’s interview: Taking his first company public in 1998 His unwillingness to retire The tremendous cost of start-ups Which state he won’t do business in Buying a business he doesn’t have to operate Importance of listening in sales Living in Miami while owning a business in Minneapolis What makes a good property management business Using a loan broker Appeal of k...
Dec 30, 2024•1 hr 31 min
After buying then exiting a 12-unit franchise portfolio, Alicia Miller became expert on how to attract private equity. Topics in Alicia’s interview: Leaving her corporate career to buy a franchise Acquiring a portfolio of Sylvan Learning Centers Turning around unprofitable locations Her tips for negotiating an acquisition How private equity has impacted franchising Acquiring existing franchise locations vs. de novo development Which brands attract private equity and why New brands that are disru...
Dec 26, 2024•1 hr 11 min
Dismissed by brokers, Simon Plummer bought & grew a manufacturer 75% in 3 years. Today he's building a long-term holdco. Topics in Simon’s interview: Creating the “BizBuySell” of Australia Buying a manufacturing business Difficulty of acquisition in Australia Running the machines himself for 18 months Learning from his cashflow mistakes Launching their brand in the UK, US, and Canada How a bricklaying YouTuber skyrocketed sales Finding and hiring a CEO Anxiety of owning a small business Buil...
Dec 23, 2024•1 hr 23 min
Josh Key partnered with a master plumber from his church to acquire a plumbing business doing $1.25m. It ended badly. Topics in Josh’s interview: Buying a plumbing business with a partner Quitting his job to go all-in Inadequate due diligence on his partner His partner’s wife getting involved in the business Emotional outbursts and threats from his partner Employees and clients leaving due to the partner Closing the business and filing for bankruptcy What he learned about due diligence How his m...
Dec 19, 2024•1 hr 31 min
Tom & Dawson Matter bought a vent cleaning business operating out of a parking lot. The transition has been interesting. Topics in Tom and Dawson’s interview: Teaming up to acquire Pro Duct Cleaning The nocturnal, detailed, messy nature of the work Tom keeping his W-2 while Dawson runs operations Maintaining a 42% margin Learning to deal with angry customers Upgrading the equipment and facilities Hiring Dawson’s wife to help with operations Switching from Google Calendar to a real CRM Troubl...
Dec 16, 2024•1 hr 35 min
Register for the webinar: Where Searchers Go Wrong, Part 2 - Thu Dec 12 - https://bit.ly/3VtCvC1 Fred McGill liked the trades and zeroed in on electrical. The $3.2m business he bought is likely to grow 25% in year 1. Topics in Fred’s interview: Founding a real estate start-up Comparing rental income to small business Acquiring an electrical company Reassuring employees during transition Learning how to hire electricians Compensation in the electrical industry Growth through digital marketing Mis...
Dec 12, 2024•1 hr 35 min
Register for the webinar: Where Searchers Go Wrong, Part 2 - Thu Dec 12 - https://bit.ly/4igqBVQ Jordan Dubin and his partners are rolling up a home services industry. They blew by their 5-year goal in the first year. Topics in Jordan’s interview: Partnering with his 2 friends Hand writing 200 letters to potential sellers Building a platform of garage door businesses Maintaining local brands Why private equity hasn’t picked over the industry yet How they chose the garage door market Building tru...
Dec 09, 2024•1 hr 44 min
Register for the webinar: Where Searchers Go Wrong, Part 2 - Thu Dec 12 - https://bit.ly/41ivxUl Fragmentation & an enormous TAM drew Jonathon Tupper to buy a 30-year-old business in the asset-based lending industry. Topics in Jonathon’s interview: Moving from politics to investment management Importance of liquidity Factoring: a form of asset-based lending What kinds of businesses benefit from factoring Buying a factoring business Acquiring without an SBA loan Paying 2x EBITDA Competing wit...
Dec 05, 2024•1 hr 21 min
Register for the webinar: • Where Searchers Go Wrong, Part 2 - Thu Dec 12 - https://bit.ly/4f0320C Michael Johnson started searching in April. Today he's having the time of his life as owner of a $1.2m printing business. Topics in Michael’s interview: Marine Corps experience in Iraq Acquiring a vending machine Frustration with his W-2 job Acquiring a SpeedPro location Ups and downs of negotiation and funding Frustrating first day as owner High demand for printing car wraps Empowering employees t...
Dec 02, 2024•1 hr 35 min
Link Moser built a nearly-passive business portfolio by acquiring tiny web design & hosting shops on favorable terms. Topics in Link’s interview: Learning to build websites in the 90’s Starting a web design/hosting business Sending out letters to target businesses Acquiring other digital marketing agencies nearby Integrating the businesses he bought Customer attrition rates during transition Getting bored with passive income Considering buying a traditional, non-digital business Willingness ...
Nov 27, 2024•1 hr 27 min
Derek Croft bought a $1m SDE business with a national footprint in an unusual niche. Just don't call him The Lice King. Topics in Derek’s interview: Leaving Bain to search for a business Acquiring LiceDoctors Why it’s good for a profitable business to be imperfect Personal satisfaction from helping customers Payroll emergency on day 2 Competition in the lice removal industry High staff turnover despite good pay Speeding up their response time Raising public awareness of their service His goal to...
Nov 25, 2024•1 hr 38 min
Register for the webinars: • Understanding the Waterfall - Thu Nov 21 - https://bit.ly/3AMj6Fk Francisco Del Rio & Diego Silva are 5 acquisitions into a venture to consolidate veterinary practices in Chile & beyond. Topics in Francisco & Diego’s interview: Vetting each other before partnering Teaming up to roll up vet clinics in Chile Pitching themselves to clinic owners Searching during strict Covid lockdowns Educating owners about business valuation Understanding the seller’s persp...
Nov 18, 2024•1 hr 46 min
Register for the webinars: Where Searchers Go Wrong - Thu Nov 14 - https://bit.ly/3O0im2a Legal Office Hours: Understanding the Waterfall - Thu Nov 21 - https://bit.ly/3O3zqo2 Sam Rosati & partners built the Sunbelt's largest commercial fencing contractor in 3 years. But the origins were modest. Topics in Sam’s interview: His background in accounting and law Being inspired by Chenmark and Brent Beshore Acquiring Alpha Dumpsters with his brother Birth of SMBash Origin story of SMB Law How an ...
Nov 14, 2024•1 hr 43 min
Register for the webinars: Where Searchers Go Wrong - Thu Nov. 14 - https://bit.ly/40HZtZK Legal Office Hours: Understanding the Waterfall - Thu Nov 24 - https://bit.ly/4hEzVTh The story behind "Rick & Royce", who've probably done more to grow entrepreneurship through acquisition than anyone. Topics in Rick and Royce’s interview: How they met in academia Growth of their ETA class at Harvard Unexpected success of their book Satisfaction of changing students’ lives Thoughts on their sons searc...
Nov 11, 2024•1 hr 32 min
When he realized he was willing to do the work himself, Matthew Railla bought a $500k SDE termite inspection business. Topics in Matt’s interview: His family’s culture of entrepreneurship His background running a winery Becoming a business broker Buying his own listing Buying a tough-to-sell business Getting an SBA loan using the new partial buyout rules Crawling under houses himself to learn the trade Seller agreeing to teach him for 2 years The 3 branches of pest control His plan to expand the...
Nov 07, 2024•1 hr 16 min
Iris Levine bought a 30-year-old construction firm just steps from the rough Nashville neighborhood where she grew up. Topics in Iris’s interview: Working 3 jobs to pay for college Background in high-growth startups Forming her own acquisition mastermind group Finding an unlisted business through a broker Buying a porch construction company Putting 5% down without outside investors Choosing to forego a quality of earnings Adding technology for project management Motivation to find work-life flex...
Nov 04, 2024•1 hr 16 min
Register for the webinar: How to Run a 2-Year Search in 2 Months - Nov 1 - https://bit.ly/48sjkh9 Seattle-based Dan Drake & his wife wanted to raise their kids in Bend, Oregon. Buying a business allowed them to do it. Topics in Dan’s interview: His search in Bend, Oregon Understanding negotiation tactics Bundling the real estate with the business His seller-financed deal Renegotiating after sales dipped 20% Pros and cons of having experienced staff Explaining balloon payments Giving back to ...
Oct 31, 2024•1 hr 27 min
Register for the webinar: How to Run a 2-Year Search in 2 Months - Friday, Nov 1 - https://bit.ly/3YEN9YE When, at age 29, Gat Caperton bought a furniture maker in his native West Virginia, he was also buying himself a career. Topics in Gat’s interview: Working for the legendary Sam Zell Acquiring a furniture manufacturer in 1996 You’re better off with smart competitors than dumb competitors Cutting his lead time in half the first year Implementing lean manufacturing Owning the business with his...
Oct 28, 2024•1 hr 53 min
Register for the webinars: Cap Tables 101: How Capital Structure Works When Buying a Business - Thu Oct 24 - https://bit.ly/3UihUQG How to Run a 2-Year Search in 2 Months - Friday Nov 1 - https://bit.ly/3UfYJqz Nik Hulewsky bought a $3.2m medical billing company during peak Covid, anticipating a surge in demand. He was right. Topics in Nik’s interview: Tragedy that ignited his passion for hospice Losing his job while his wife was in labor Searching for a business to fit his skillset Industry is ...
Oct 24, 2024•1 hr 27 min
Register for the webinars: Cap Tables 101: How Capital Structure Works When Buying a Business - Thu Oct 24 - https://bit.ly/4dR5CWq How to Run a 2-Year Search in 2 Months - Friday Nov 1 - https://bit.ly/4dQifkn Kristiana Laugen left tech to buy a 40-year-old pool business with $300k SDE. Fast growth from a small base is the plan. Topics in Kristiana’s interview: Her career working for start-ups Her desire to “eat what she kills” Finding a business sooner than expected Acquiring a commercial pool...
Oct 21, 2024•1 hr 23 min
Register for the webinar: Cap Tables 101: How Capital Structure Works When Buying a Business - Thu Oct 24 - https://bit.ly/3zTykbc Tech industry vet Eric Bauer wanted to build something for himself. Buying a hat brand across the country was the path. Topics in Eric’s interview: Skills he acquired during 10 years at Amazon Moving from Seattle to Alabama to buy a business Red flags in business listings Comparing BizBuySell and Axial for business search Acquiring a hat distributor Solving problems ...
Oct 17, 2024•1 hr 54 min
Register for the webinars: Due Diligence Office Hours - Wed Oct 16 - https://bit.ly/4h3R74o Cap Tables 101: How Capital Structure Works When Buying a Business - Thu Oct 24 - https://bit.ly/3zT8sMA Justin Willess liquidated his 401k to buy a $8.5m construction business. He lost the business and may lose his house. Topics in Justin’s interview: Frustration with his consulting career Buying a construction company Construction landscape in Northern Virginia Discovering cooked books after transition ...
Oct 14, 2024•1 hr 39 min
Register for the webinars: Which Business Should You Buy? - Thu Oct 10 - https://bit.ly/3TYdVZ8 Due Diligence Office Hours - Wed Oct 16 - https://bit.ly/3BznZl0 As a banker Greg Bruns dealt with business owners, wanting what they had. When a friend bought a business, he saw a way. Topics in Greg’s interview: Leaving his banking career to buy a business Big risks of doing an asset sale How ownership is different than expected Risks and benefits to buying small Why erosion control matters to infra...
Oct 10, 2024•1 hr 33 min
Register for the webinars: Which Business Should You Buy? - Thu Oct 10 - https://bit.ly/47TzaBc Marc Nzojibwami and 2 partners bought a business in Calgary, with a plan to keep buying (and without investor capital). Topics in Marc’s interview: Early attempts at launching companies in university Acquiring with 2 partners Their plan to build a holdco together Acquiring a 40 year old sign shop Financing their deal in Canada Negotiating purchase price and seller note One change they made immediately...
Oct 07, 2024•1 hr 12 min
Register for the webinars: Which Business Should You Buy? - Thu Oct 10 - https://bit.ly/4gQqKP5 Taylor Wallace & Tyler O'Connor return to discuss selling to private equity & the painful reality of managing people. Topics in Taylor’s interview: Evaluating the risk/reward of selling to private equity Selling to private equity but not exiting Good PE vs. bad PE Transition to a corporate structure Comparing outcomes with tech startups References and how to contact Taylor: Twitter LinkedIn Ta...
Oct 03, 2024•1 hr 30 min
George Tibil & Keith Fields bought a $1.1m janitorial business with falling revenues. 9 months later, sales are up 60%. Topics in George and Keith’s interview: Their dissatisfaction with the corporate ladder Calling on Acquiring Minds guests for search advice Acquiring a ServiceMaster Clean franchise location What changed their minds about franchises Firing their first employee before taking ownership Cleaning all night when business was understaffed Managing an immigrant-heavy workforce Tur...
Sep 30, 2024•1 hr 40 min
