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Built to Sell Radio
57 minutes | Jul 23, 2021
Ep 296 Ben & Ariel Zvaifler - The Inside Story of Petco’s Acquisition of Shark Tank-Featured PupBox
Like many young couples, Ben & Ariel Zvaifler got a puppy and found themselves trying to figure out how to train it. They wondered what toys were safe and what kind of food to give to their brand-new puppy. The couple figured they weren't alone and decided to launch PupBox, a subscription box for new puppy owners that offered owners training guides, treats, and toys for puppies appropriate for their age and stage of development.
57 minutes | Jul 16, 2021
Ep 295 Nick Huber - Sweat Equity
Nick Huber was a track star at Cornell when he fielded a call from a parent that would change his life. A fellow student needed to store their stuff over the summer, and Huber was offered money to pick up his classmate’s stuff and keep it until the fall. Huber realized that other students who lived out-of-state might need a similar service, and Storage Squad was born.
68 minutes | Jul 15, 2021
Built to Sell Intel - July 2021
On this month's episode of Built to Sell Intel, John will be sharing key insights from the latest group of entrepreneurs interviewed on Built to Sell Radio. John recaps his favorite anecdotes in this monthly live broadcast, highlighting helpful strategies and transferable lessons.
58 minutes | Jul 9, 2021
Ep 294 Cary Moretti - The Carve-Out Exit
Cary Moretti is the founder of NewSportMedia, an IT consulting company that does work with sports leagues. Along the way, Moretti created a software application called LeagueStat. The app helped hockey leagues like the AHL and CHL provide fans, journalists, parents, and scouts with real-time statistics on their favorite teams.
63 minutes | Jul 2, 2021
Ep 293 Dr. Kristin Kahle - How One Founder Moved Her Multiple From 2 to 8 Times EBITDA
Dr. Kristin Kahle helps businesses pick a benefits program for their employees. She started three insurance agencies and the first two were service businesses that sold for a modest 1.5-2 times EBITDA. With her third business, Kahle wanted to attract a higher multiple, so she decided to transform it into a technology company.
59 minutes | Jun 25, 2021
Ep 292 Jodie Cook - How to Sell a Service Business Without an Earn-Out
In 2011, Jodie Cook started an eponymously named social media agency, JC Social Media. Over the next nine years, Cook built the business up to 16 employees. Then, she decided to sell at the end of 2020 and thought her company could be worth in the 5-7 times EBITDA range.
55 minutes | Jun 18, 2021
Ep 291 Sebastian Johnston - The Humble Yogi Sell His Business
Along with three friends, Sebastian Johnston co-founded TheAmazeApp in 2014. The idea was based on a simple idea. Social media influencers could upload a picture of what they were wearing and tag the clothing on TheAmazeApp’s database of e-commerce retailers. Then, when one of their followers purchased the item, TheAmazeApp would receive a commission they shared with the influencer.
75 minutes | Jun 11, 2021
Ep 290 Eytan Wiener - How to Turn a Distribution Company Into a Valuable Business
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.
64 minutes | Jun 8, 2021
Special Edition - Built to Sell Intel - June 2021
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.
75 minutes | Jun 4, 2021
Ep 289 Dave & Carrie Kerpen - The Bait & Switch
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.
36 minutes | May 28, 2021
Ep 288 Shawn Finder - Finding the Middle Ground With an Acquirer
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.
69 minutes | May 21, 2021
Ep 287 Mike Agugliaro - The Turnaround
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.
56 minutes | May 14, 2021
Ep 286 Marc Elkman - The Good, the Bad (and the Ugly) Of Selling to Private Equity
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.
63 minutes | May 10, 2021
Special Edition - Built to Sell Intel
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.
78 minutes | May 7, 2021
Ep 285 Wes Mathews - Double an Offer, Without Turning off an Acquirer
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.
32 minutes | Apr 30, 2021
Ep 284 - Built to Sell Radio Q&A Feature
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.
59 minutes | Apr 23, 2021
Ep 283 Ben Leonard - How Amazon Became a Blessing and a Curse for Beast Gear
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.
53 minutes | Apr 16, 2021
Ep 282 James Prebble - A Rembrandt in the Attic
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.
67 minutes | Apr 9, 2021
Ep 281 Andrew Gazdecki - How a Cold Email to Apple’s Tim Cook Led to an 8-Figure Win
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.
67 minutes | Apr 1, 2021
Ep 280 Darrell Lerner - The Surprising Story Behind PetSmart’s Acquisition of AllPaws
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.
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