Built to Sell Radio

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Ep. 25 The Phantom Buyer Jan 06, 2016

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When negotiating to sell your company, the single fastest way to spike your earnings is to introduce a competing offer. But you don’t always have the luxury of multiple buyers. It may be better to simply fake it, which is exactly what Trent Dyrsmid did to boost his take for the sale of his company in 2008.

Ep. 24 How a Non Compete Almost Derailed The Sale Of This $14M Business Dec 16, 2015

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In this episode of Built to Sell Radio John Warrillow interviews New York Times best selling author and serial entrepreneur, Kevin Kruse. As Kruse went to exit Axiom, the ultimate buyer wanted to avoid competing with Kruse down the road…and that’s where the negotiation hit a giant snag.

Ep. 23 How to Sell Your Sweat Equity Dec 09, 2015

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When you start a business from nothing, it can be hard to place a value on your “sweat equity”. This is where Phil Carson found himself when he decided to get out of the diabetes testing supply company he and his partner had built from the ground up. He estimated his shares might be worth $250,000 but, through a fortunate sequence of events and some shrewd moves on his part, he was able to capture $1.2 million for his stake.

Ep. 22 Engineered to Sell Dec 02, 2015

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In this week’s episode of Built to Sell Radio, John Warrillow interviews Beate Chelette, the founder of a Beate Works, a creative company that she sold to Bill Gates for a significant premium in 2006.

Ep. 21 To Sell or Not to Sell? Nov 24, 2015

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Would you rather have one million dollars in the bank today or a chance to have ten million a decade from now? It’s a philosophical question that comes down to the time value of money and your tolerance for risk.

Ep. 20 - The $192M Exit Nov 18, 2015

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After starting and exiting BabyCenter.com, Mark Selcow built Merced Systems into a profitable business after year one. Ten years later he sold Merced for $192 million, equating to over 3 times top line revenue.

Ep. 19 The Question Nov 11, 2015

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In this episode of Built to Sell Radio you’re going to hear from Erik Huberman, who started Swag-of-the-month, a T-shirt business he quickly scaled from start-up to sale in 18 months.

Huberman considers the exit a success, but during negotiations there was one question the acquirer asked that Huberman wishes he had never answered

Ep. 18 Tied At The Hip Nov 04, 2015

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Rick Day built Daycom Systems into a $26 million dollar business over a 17-year run. Daycom sold phone systems but the company had a problem: it had become too reliant on one supplier.

Daycom sold phone systems but the company had a problem: it had become too reliant on one supplier in a business where the technology was changing fast. Motivated by the fear of becoming obsolete, Day decided to assemble an advisory board to help him prepare the business to sell. The board helped him to see his business through the eyes of a potential buyer and exposed a number of things that Day needed to fix.

Ep. 17 The ADHD Entrepreneur Oct 28, 2015

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Mark Patey started Prodigy Engineering in 2010 to help companies leverage hybrid engine technology. Four short years later, Patey accepted a multi-million dollar offer to buy the company.

Prodigy Engineering is the latest in Patey’s pattern of starting businesses for the purposes of scaling them and then quickly flipping them. Patey has flipped six companies, and his approach could be considered the counterbalance to the prevailing view that businesses should be built to last a lifetime.

When you get to know Patey, his compacted timelines start to make sense. He – like so many successful entrepreneurs – suffers from ADHD, a blessing and at times a curse. Patey credits his ADHD with much of his success at selling businesses.

Ep. 16 The Pivot Oct 21, 2015

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Andrew Yang had built Manhattan GMAT into an $11 million business when Kaplan Test Prep, an 800-pound gorilla in the education business, threatened legal action against his company. Rather than react defensively, Yang sought to build a relationship with Kaplan executives, who would eventually go on to buy Manhattan GMAT for more than 8 times EBITDA. To see how Yang turned a potential crisis into a clean offer of more than 8 times EBITDA.

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