Built to Sell Radio

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Ep. 96 The Philosophy of Building to Sell Jun 07, 2017

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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.

Ep. 95 The (Awfully) Thin Line Between Success and Failure May 31, 2017

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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 raw materials and sold off the base metals.

Ep. 94 From Nothing to $25 Million in 12 Months May 24, 2017

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SnapSaves was created by Toronto-based company Buytopia, which has a deal-of-the-day business model similar to that of Groupon.

Ep. 93 What's Your Company's Name Worth May 17, 2017

Show notes

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 business, the buyer wanted his hard assets and for Gould to sign over the development contracts he had commitments on, but the buyer did not want to take Gould's company name.

Ep. 92 America's Condom King Sells His Business May 10, 2017

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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 in New York City. Based on the success of the Manhattan store, Glickman expanded to Los Angeles and in 1996 became an e-commerce pioneer.

Ep. 91 10 X Earnings By Future Proofing Your Buyer May 03, 2017

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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 terms because he started to look at the world through the eyes of his would-be acquirer.

Ep. 90 When to Tell Employees You're Thinking of Selling Apr 26, 2017

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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 private equity firm rolling up software companies in the human resources field.

Ep. 89 What UPS looks for when making an acquisition Apr 19, 2017

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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.

Ep. 88 What Happens When the Big Dog Sells Apr 12, 2017

Show notes

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.

Ep. 87 The success rate statistics on selling your business Apr 05, 2017

Show notes

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 conversion rate of those approached to those who signed a Non-Disclosure Agreement (NDA), what proportion of people under NDA requested a face-to-face meeting and, of the people he met with, how many offers he received.

It's the first time that we at Built to Sell Radio have received such specific conversion rate statistics on a single deal. Arnott's story is treasure trove of hard-fought wisdom, including:

How to figure out "your number."
How to time your exit.
A detailed breakdown of what's included in an Offering Memorandum (OM).
How to prepare for a face-to-face meeting with a potential acquirer.

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