Built to Sell Radio

Latest Episodes:

Ep 290 Eytan Wiener - How to Turn a Distribution Company Into a Valuable Business Jun 11, 2021

Show notes

Eytan Wiener started Quantum Networks as a simple Amazon Reseller of technology gadgets. The business model was basic. Resell a semi-known brand's product on Amazon, or source a device people wanted in China and resell it on Amazon at a slim margin.

Special Edition - Built to Sell Intel - June 2021 Jun 08, 2021

Show notes

This past month, we've interviewed four riveting guests on Built to Sell Radio.

John shares the transferable lessons on Built to Sell Intel, a monthly live webinar hosted for our listeners.

In this 1-hour, jam-packed session, we'll be discussing:

How Ben Leonard's 95% sales channel dependency on Amazon cut Beast Gear's valuation.
The danger in being "too committed to the deal" and how this affected Marc Elkman's sale of Fresh Meal Plan.
How Wes Mathew's doubled an offer without turning off the acquirer.
Mike Agugliaro's strategy to save his business partner from quitting which helped increase revenue from $700,000 to $32 million.

Ep 289 Dave & Carrie Kerpen - The Bait & Switch Jun 04, 2021

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Carrie and Dave Kerpen started Likeable Media, a social media agency, in 2006.

The business grew to more than 50 employees when the couple met for their annual partner's retreat. The Kerpens realized their business had blossomed into a big success which they estimated was close to 90% of their net worth.

Ep 288 Shawn Finder - Finding the Middle Ground With an Acquirer May 28, 2021

Show notes

Shawn Finder built email marketing platform Autoklose to $1 million in revenue when a chance encounter at a conference led to an acquisition conversation with VanillaSoft. Finder thought his company was worth much more initially than VanillaSoft did – their valuations were quite far apart and both sides had to negotiate to ultimately meet in the middle.

Ep 287 Mike Agugliaro - The Turnaround May 21, 2021

Show notes

Mike Agugliaro is an electrician by trade and over 12 years built Gold Medal Service to around $700,000 in revenue with his partner Rob Zadotti.

The days were long, which was one reason Zadotti decided to quit.

Agugliaro took a few days to consider how things had gotten so bad. He realized they had been making a lot of mistakes and knew they could do better. Agugliaro convinced his partner that if he would stay, they could build a better company together.

Zadotti agreed, and that kicked off a journey that would see Agugliaro and Zadotti build Gold Medal Service into a $32 million company with double digital profit margins.

Ep 286 Marc Elkman - The Good, the Bad (and the Ugly) Of Selling to Private Equity May 14, 2021

Show notes

Marc Elkman built Fresh Meal Plan, a meal delivery service for healthy eaters, from an idea to $20 million in annual revenue in just three years.

Still in his twenties, Elkman earned a # 70 spot on the Inc 500 list of fastest-growing companies in America. Then he caught the attention of New Heights Capital, a private equity group focused on the fitness industry. New Heights acquired the controlling interest in Fresh Meal Plan in 2016 and Elkman continues to hold a minority stake.

Special Edition - Built to Sell Intel May 10, 2021

Show notes

Over the last month, we've interviewed four fascinating guests on Built to Sell Radio.

John Warrillow shares the transferable lessons with you on Built to Sell Intel, a monthly live webinar hosted for our listeners.

Dr. Jeremy Weisz hosts this Q&A and asks for John's take on four successful exits.

Ep 285 Wes Mathews - Double an Offer, Without Turning off an Acquirer May 07, 2021

Show notes

Wes Mathews built High Level Marketing, a digital advertising agency, to $6.5 million in annual revenue. The business was thriving, but when COVID hit, Mathews started to question the risk he was shouldering employing 49 people. It was around that time that Mathews received an email that would change his life forever.

Ep 284 - Built to Sell Radio Q&A Feature Apr 30, 2021

Show notes

This week on the show, we tried something a little different.

Instead of interviewing an owner about their exit, we canvassed founders for their questions about building to sell and asked the host of Built to Sell Radio, John Warrillow, to answer them.

In this episode, John draws on his experience interviewing more than 300 founders on Built to Sell Radio to answer five essential questions.

Ep 283 Ben Leonard - How Amazon Became a Blessing and a Curse for Beast Gear Apr 23, 2021

Show notes

Ben Leonard is a fitness enthusiast who found himself in bed with a heart problem in his early 20's (he's fit and healthy now). His doctors told him to rest. Said not to go to the gym, he cleared out his bag and noticed some of the accessories he used had worn out prematurely.

The experience sparked an idea. Leonard decided to launch a brand of fitness accessories made to last longer and cost less than the alternatives. He named his fledging company Beast Gear.

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