Acquiring Minds

In this discussion, Clayton Collins, Entrepreneur and CEO of HousingWire, shares his journey of acquiring the B2B publisher and scaling it from $4M to nearly $20M. He highlights the importance of in-person meetings with investors and rebuilding sales teams. Clayton also delves into the significance of events for deepening audience engagement and driving revenue. He discusses the integration of acquisitions like RealTrends and their flywheel strategy, where content, events, and data create cross-selling opportunities. His insights on hiring for growth reveal how talent fuels product innovation.

Jared Lenner, an MBA and former finance professional, now leads Grade Potential Tutoring after acquiring it from Dave Serwitz, who founded the business two decades ago. They discuss the unique challenges of the acquisition process, including the importance of transparency and assuming positive intent during negotiations. Jared shares insights on leveraging data for growth and addressing the competitive threat of AI to in-person tutoring. Dave reflects on his feelings post-sale and the mixed emotions that come with transitioning ownership.

Shaun Stimpson, a former wealth manager turned mid-career acquirer, shares his journey of growing his industrial distribution business to $38M in just three years. He discusses the power of cold calling, revealing how he reached out to 1,200 businesses during his search. Shaun dives into his strategic decision to focus on a long-term ownership model and the diverse nature of industrial distribution. He also emphasizes the importance of his professional network for securing investors and the surprising benefits of switching careers at mid-life.

Ania Aliev, CEO of Life Support Systems and a dynamic search fund entrepreneur, shares her fascinating journey in acquiring an AED sales and service business. She reveals how she finalized the deal while in labor—talk about dedication! Ania discusses the industry's unique dynamics, the importance of customer relationships, and her innovative pricing strategy that ties low AED sales to service commitments. She also highlights the minimal competition and vast growth potential in this fragmented market, making it an ideal space for acquisition.

Ivona Butcher, Co-CEO of Bayeret and former Kellogg MBA, shares her inspiring journey from acquiring a business in the Czech Republic to facing a total revenue collapse during COVID-19. She discusses the challenges of operating in a post-Soviet culture and pivoting to virtual events to keep her staff employed. Ivona highlights her aggressive strategies in negotiating with banks, successfully buying back a seller note, and ultimately tripling revenue and doubling EBITDA post-crisis. Her insights on entrepreneurship alongside her husband offer valuable lessons for aspiring business owners.

Ruchik Gandhi, a former CPA turned business owner, shares his journey from financial due diligence to owning a $3M workroom specializing in upholstery and fabrication. He discusses the importance of building employee trust and learning to manage a blue-collar workforce. Ruchik reflects on navigating initial skepticism from staff and the importance of hands-on leadership. His growth strategy includes expanding through acquisitions and enhancing service offerings in a fragmented market. Tune in to hear his insights on balancing operations with growth while fostering strong team relationships.

Danyelle Nys, an entrepreneur and owner of Decorus Home Staging, shares her inspiring journey of acquiring a $1.6M staging business. She discusses overcoming self-doubt, the decision to buy rather than start a business, and the valuable coaching that guided her. Danyelle reveals how she grew the company by investing in inventory and people, as well as raising prices. She reflects on the challenges of moving inventory and navigating commercial leases, all while targeting the luxury market for future growth.

Kyle Paul, a former LinkedIn Learning and Gympass executive, shares his transformative journey in merging two rival companies to create a market leader. He discusses the emotional highs and lows of his acquisition process, including lessons from a failed deal that ultimately led to success. Kyle dives into the intricate details of due diligence, the importance of aligning incentives, and the strategic benefits of combining businesses. He also reflects on the transferable skills gained from his past roles and how they shaped his approach to running Get Out Pass.

Brian Seeling, owner of PGM and a former MSP founder, shares his journey from IT to acquiring a $2.6M appliance repair business. He emphasizes the importance of choosing a solid management team and the challenges of SBA lending. Brian also discusses the satisfaction of developing his staff and the benefits of implementing tech upgrades. He offers insights into generating revenue through preventive maintenance programs and shares growth strategies for expanding his business in the competitive Tampa market.

Nick Keegan, the Founder and CEO of MailMetrics, transitioned from a struggling €1M software start-up to a powerhouse generating over €210M through strategic acquisitions. He shares his journey from military aspirations to entrepreneurial endeavors, including the pivot that transformed his company. Nick discusses acquiring two printing firms simultaneously and his approach to financing high-interest deals. His unique four-pillar strategy emphasizes M&A and tech enablement, guiding MailMetrics toward ambitious growth and expansion plans, including a future in the US market.