Built to Sell Radio

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.

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.

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.

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.

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.

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.

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. 

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.

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.

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.