How a Retail Chain Sold at 12x EBITDA by Fixing Its Lease Portfolio

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How a Retail Chain Sold at 12x EBITDA by Fixing Its Lease Portfolio

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In this episode of The Buyer & Seller Podcast, Lucas and Luna examine a mid-sized regional retail chain that achieved a 12x EBITDA sale by restructuring its lease portfolio before going to market. They walk through the actual lease terms that were dragging the valuation down — above-market rents, co-tenancy clauses, and personal guarantees — and how the seller renegotiated or bought out eight leases over six months to transform the financial profile. The hosts compare this to a typical retail deal where unfixed leases cost the seller two to three turns of multiple. They also discuss why lease quality has become a bigger factor since the post-pandemic shift in brick-and-mortar retail, and how buyers in 2026 are underwriting occupancy costs more aggressively than ever. Specific numbers: the chain had 14 locations, 4.2 million in EBITDA before lease restructuring, and closed at 12x after reducing occupancy costs by 18 percent. A practical episode for any business owner with physical locations thinking about an exit. #RetailChain #EBITDA #LeaseRestructuring #BusinessValuation #ExitPlanning #PrivateSale #OccupancyCosts #BusinessBroker #BrickAndMortar #CoTenancy #PersonalGuarantee #BusinessExit #BusinessPodcast #Fexingo #FexingoBusiness #BuyerAndSeller #MergersAndAcquisitions #BusinessSale Keep every episode free: buymeacoffee.com/fexingo

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