Built to Sell Radio

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Ep 238 How to Hire a CEO Without Losing Your Company May 29, 2020

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When we discover a vaccine or reliable treatment regime for COVID-19, there will inevitably be an unscrupulous gang of counterfeiters trying to make a quick buck by selling fake remedies.

Systech International could provide a defense against these crooked operators. Systech has developed technology that allows drug makers to create a unique bar code for each of their products, which stops counterfeiters from ripping them off. The technology is used by drug manufacturers and just about any company that needs to ensure its packaged products are safe and authentic.

Ep 237 How to Package Your Service Into a Product May 22, 2020

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Michael Spinosa and Scott Greenwell started a digital marketing agency called Unleashed Technologies at the start of the 2007 financial crisis. Spinosa believes the recession helped Unleashed get started because their flexibility and lower fees enabled them to pick up business from larger rivals who were losing customers amid cost-cutting. By 2019, Unleashed had grown to over $6 million in revenue when they were approached by LINC Partners, a private equity-backed group looking to do a role up of digital marketing agencies.

Ep 236 How to Structure Your Earn-out in Uncertain Times May 15, 2020

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Anson Sowby started Battery, a creative advertising agency in 2013. Battery quickly won assignments from companies like Netflix and LEGO featuring A-list celebrities such as LeBron James, fuelling their growth to 50 employees by 2019. That's when Paris-based Havas decided to make an offer to buy Battery.

Ep 235 How To Increase An Acquisition Offer Without Appearing Greedy May 08, 2020

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In 2012, Gabriela Isturiz co-founded Bellefield Systems, a company offering a timekeeping application for lawyers. Over the next seven years, Bellefield grew to 45 employees when Isturiz decided to hire an advisor to find a strategic investor. Given Bellefield's growth and success, Isturiz was hoping the process would garner a valuation of 5-7 times Bellefield's Annual Recurring Revenue (ARR).

Ep 234 How To Maintain Your Leverage After You Sign An LOI May 01, 2020

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Ganesh Ramakrishna and Mike Watson built Opex Analytics to 140 employees before they sold it to PE-backed LLamasoft in the fall of last year.

Ep 233 How To Get Acquired By A Partner Apr 24, 2020

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Adam Ochstein started an HR software company called StratEx in the depths of the 2008 recession. CEOs were asking HR managers to do more with less and Ochstein's software promised to help HR managers do just that. Despite the challenging economic environment, StratEx was an early success and was particularly popular with restaurants. Ochstein decided to focus on the hospitality sector and forged a partnership with Toast, one of the fastest-growing Point of Sale (POS) providers serving restaurants. The collaboration was a success, and StratEx ballooned to 160 employees.

Ep 232 Building to Sell Through a Crisis Apr 17, 2020

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Nashville-based Bryan Clayton was running Peachtree, a landscaping business, when the financial crisis of 2008 hit hard. Customers stopped spending money overnight. Clayton gathered his employees together and told them the world had changed and asked each to re-commit to the company. Clayton told them that the road ahead would be challenging, but he would do everything in his power not to cut staff.

Ep 231 Tips, Hacks And Countermeasures For Negotiating With A Giant Apr 09, 2020

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If you're working from home amid the COVID-19 pandemic, you've probably received a few packages from Amazon. As more people order essentials to deal with "shelter at home" restrictions, Amazon has seen a sudden spike in activity, which is causing them to hire more than 100,000 fulfillment center workers.

Ep 230 How To Rethink Your Business Like A Lobster Apr 03, 2020

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It's ironic that Joshua Dick lives in Italy, one of the country's worst hit by COVID-19 deaths. He moved to Italy with his family as a reward for selling his business, Urnex Brands. Urnex was in the unglamorous business of selling cleaning supplies for coffee makers. As is often the case, the least attractive companies are often some of the most profitable, and when Urnex ticked passed $5 million in EBITDA, Dick decided to sell.

Ep 210 Start-up To Exit In 186 Days Apr 03, 2020

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Staffing-industry veteran Will Gilbert co-founded Socium – a U.K.-based company supplying workers to companies that needed them – in early 2019. Within six months, Socium was generating more than 7 million U.K. Pounds in revenue.

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