Acquiring Minds Pivoting to Swag in 7 Acquisitions Over 8 Years
12 snips
Jul 20, 2021 
In this engaging discussion, Ben Grossman, co-president of Grossman Marketing Group, shares how he and his brother transformed their 110-year-old family business from printing to a thriving promotional products powerhouse through seven strategic acquisitions. He emphasizes the importance of maintaining strong relationships with sellers and brokers, using transparency and trust to navigate buyer-seller dynamics. Ben also reveals his innovative approach to sourcing leads and adapting to market changes, showcasing the exciting future of their evolved business model.
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First Acquisition Lesson
- Ben's first acquisition taught him to prioritize seller's concerns about their people and legacy.
- This approach resulted in most employees and key clients staying with Grossman for nearly a decade.
Pivot Via Acquisition Strategy
- Acquisition was aimed both to grow the business and pivot away from the shrinking mature printing sector.
- Using cash flow from legacy business to invest in faster-growing branded merchandise drove transformation.
Leverage Suppliers for Leads
- Use supplier relationships to source acquisition leads by asking about owners interested in selling.
- Treat suppliers with respect and pay promptly to build trust and fruitful intel sources.