Built to Sell Radio

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Ep 282 James Prebble - A Rembrandt in the Attic Apr 16, 2021

Show notes

James Prebble co-founded Palladium Digital, a consultancy helping companies think about their digital strategy.

The company experimented with various business models until they landed on helping private equity groups get a return on their investments. Private equity groups hired Palladium to perform "digital due diligence" before they invested. Along with identifying any flaws in a target company's digital strategy, Prebble and his team were also asked to identify any untapped digital assets that, if adequately exploited, had the potential to transform the business being considered for investment. Discovering these so-called "Rembrandts in the attic" is what private equity groups often look for to jack up their return on investing in your business.

Ep 281 Andrew Gazdecki - How a Cold Email to Apple's Tim Cook Led to an 8-Figure Win Apr 09, 2021

Show notes

Andrew Gazdecki was born in Detroit and lost his father as a young boy. He and his Mom grew up using food stamps. In College, Gazdecki created an online marketplace for freelancers (think a tiny version of UpWork). He sold his online marketplace for $50,000 and said it "felt like a trillion dollars" at the time.

Ep 280 Darrell Lerner - The Surprising Story Behind PetSmart's Acquisition of AllPaws Apr 01, 2021

Show notes

Back in 2013, on the heels of building a successful online dating application, Darrell Lerner decided to apply his experience in the dating industry to pet adoption. He built a website and mobile app called AllPaws which allows users to find a pet based on a variety of criteria important to people considering adopting an animal.

Ep 279 Jim Estill- 10 Things Most Celebrity Entrepreneurs Won't Tell You About Building a Business Mar 26, 2021

Show notes

Jim Estill is one of the most successful entrepreneurs you've probably never heard of.

In 1975, Estill started EMJ Data, a technology distribution company, from the trunk of his car and grew it to $350 million in sales before taking it public.

Ep 278 Matt McGowan - One Bold Move That Can Make Your Company More Valuable Mar 19, 2021

Show notes

Henry Hyder-Smith and Steve Denner started UK-based Adestra in 2004. Adestra is a digital marketing software that helps big companies handle email campaigns, among other things.

The company grew nicely. By 2016, it had around $9 million in revenue and a client list that featured some of the U.K.'s best companies. Hyder-Smith and Denner decided it was time to go beyond their borders and enter the U.S. and Asian markets. To fund the effort, they raised $7.2 million from the Business Growth Fund (BGF), one of the U.K.'s largest private equity groups. BGF's investment valued Adestra at around $35 million — a little shy of four times revenue.

Ep 277 Frank Cianciulli - A $30 Million Bird in Hand Mar 12, 2021

Show notes

Before Zoom, when you wanted to meet with a group of people remotely, you used a teleconferencing service. If you lived in Canada during the early 2000s, you probably used one of Frank Cianciulli's lines.

Ep 276 Jason Flick - The Story Behind Jason Flick's $100 Million Sale to WarnerMedia Mar 05, 2021

Show notes

These days, you're just as likely to watch a football game on a mobile phone as you are on an old-school TV. The technology that enables you to watch your favorite show on whatever device you have handy was made possible by Jason Flick. Flick co-founded a company called You.i TV with a vision to "own the glass." He struck deals to provide the user interface, which enabled content to be viewed across devices with the likes of the NFL, NBA, and just about anyone else who produces original content.

Ep 275 Adii Pienaar - How a Simple Strategy Led to a 35% Higher Valuation for Conversio Feb 26, 2021

Show notes

In 2014, Adii Pienaar started an email marketing platform for retailers, which became Conversio. By 2019, Pienaar had $2 million in revenue and 14 employees.

Ep 274 Cesar Quintero - How to Sell When Everything Is Broken Feb 19, 2021

Show notes

In 2004, Cesar Quintero started Fit2Go, a meal delivery service in Miami. The business delivered healthy meals to office workers in South Florida, and by 2017, Fit2Go was earning 12% profit on $3 million in revenue. That's when Quintero decided to sell half of his business based on a four times EBITDA valuation.

Ep 273 Mike Malatesta - Re-Occurring Revenue vs. Recurring Revenue Feb 12, 2021

Show notes

Mike Malatesta built Advanced Waste Services, a company that helped businesses dispose of their industrial waste, to $45 million in annual sales before a fateful lunch changed his life forever. It was with a division president of Covanta (NYSE: CVA) who saw acquiring Malatesta's company as the perfect way to enter the industrial waste industry.

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