Dustin Sellers

Katie Walker, Principal at Plexus Capital, discusses the financial challenges CEOs face in ETA deals, emphasizing that 'hope is not a strategy' for growth. Mark Mullins, a sales consultant, highlights the critical need for structured sales systems to optimize performance. Dustin Sellers, Managing Partner at Next Coast Legacy, shares insights on the urgency of operational improvements post-acquisition. Together, they explore how new CEOs must navigate the complexities of sales execution and growth in leveraged environments, urging realism over optimism.

Guests A. J. Wasserstein, a Yale lecturer and research expert, Daniel Lazier, a search fund entrepreneur, and Dustin Sellers, an ETA private equity veteran, dive into the intricacies of ETA investing. They reveal that 58% of investments yield below a 1.9x return and explore why broader investments don't guarantee better results. The discussion touches on the advantages of 'high-status' investors, the shifting nature of returns, and the importance of assessing searcher qualities. They also argue ETA is increasingly resembling venture capital dynamics.

In this engaging discussion, guests Anthony Walker and Dustin Sellers from Next Coast Legacy, along with Conor Tidgwell from Avidbank, dive into the intricacies of lower-middle-market transactions. They highlight how businesses acquired at single-digit multiples can be flipped for double digits through operational improvements. The conversation covers the growing demand for outsourcing in commercial services, the importance of customer retention, and the appeal of niche software investments. The trio shares insights on market trends and the critical nature of EBITDA in evaluating potential deals.