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  • How a Consulting Firm Sold at 14x EBITDA by Firing Its Worst Clients

    How a Consulting Firm Sold at 14x EBITDA by Firing Its Worst Clients
    2026/06/09
    Lucas and Luna dive into a case study of a boutique management consulting firm that sold for 14 times EBITDA — nearly double the industry average. The secret? The founder fired his bottom 10% of clients by revenue two years before the sale, eliminating the most demanding, lowest-margin accounts. This freed up senior talent, improved net promoter scores, and boosted EBITDA margins from 18% to 34%. The hosts walk through the math, the risk of short-term revenue loss, and why buyers pay a premium for clean, predictable revenue streams. They also discuss how this tactic applies to service businesses, professional practices, and any firm with uneven client quality. A practical episode for any business owner thinking about an exit. #ConsultingFirmExit #ClientFiring #EBITDAMultiple #BusinessBroker #SellingABusiness #ServiceBusiness #ClientProfitability #RevenueQuality #LucasAndLuna #FexingoBusiness #BusinessPodcast #ExitPlanning #DueDiligence #BuyerPerspective #MultipleExpansion #OperationalEfficiency #PrivateSale #RevenueConcentration Keep every episode free: buymeacoffee.com/fexingo
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    11 分
  • How a Hardware Store Sold at 7x EBITDA with No Inventory Count

    How a Hardware Store Sold at 7x EBITDA with No Inventory Count
    2026/06/08
    Episode 39 of The Buyer & Seller Podcast digs into the story of a mid-sized hardware store in Ohio that closed at 7.1 times EBITDA despite having zero physical inventory count in its final financials. Lucas and Luna walk through how the seller's messy books — inventory tracked by memory, handwritten purchase logs, and a garage full of unopened pallets — nearly killed the deal. They explain the workaround the buyer and seller negotiated: a 'sale or return' inventory mechanism that capped the seller's risk while giving the buyer confidence. Along the way, they cover why inventory valuation is the single most common post-close dispute in Main Street acquisitions, how the earn-out structure saved the deal, and what any business owner can learn about bookkeeping before listing. If you own a product-based business and think 'close enough' inventory tracking is fine, this episode is for you. #HardwareStoreSale #InventoryValuation #EBITDAEarnings #MainStreetMAndA #BusinessBrokerTips #SellerFinance #EarnOutStructure #DueDiligence #InventoryCount #PostCloseDispute #OhioBusiness #RetailExit #FexingoBusiness #BusinessPodcast #BuyerAndSellerPodcast #BusinessBrokerage #PrivateBusinessSale #ExitPlanning Keep every episode free: buymeacoffee.com/fexingo
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    8 分
  • How a Pest Control Firm Sold for 12x EBITDA with Recurring Revenue

    How a Pest Control Firm Sold for 12x EBITDA with Recurring Revenue
    2026/06/08
    In this episode, Lucas and Luna break down how a regional pest control company with $2.8 million in EBITDA sold for nearly 12 times earnings — a multiple more typical of software businesses. The key? Recurring revenue from service contracts. Lucas walks through the deal structure, the buyer's logic, and the specific financial adjustments that lifted the multiple. Luna questions whether the premium was justified and what happens when contracts churn. Together, they explore how service businesses can command tech-like valuations by proving predictable cash flows. This is a practical look at the mechanics behind a surprising sale price in a brick-and-mortar industry. #PestControl #EBITDA #RecurringRevenue #BusinessSale #PrivateSale #Valuation #SmallBusiness #MergersAndAcquisitions #ServiceBusiness #CashFlow #ChurnRate #BuyerPerspective #SellerTips #DealStructure #BusinessBroker #FexingoBusiness #BusinessPodcast #TheBuyerAndSellerPodcast Keep every episode free: buymeacoffee.com/fexingo
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    9 分
  • How a Machine Shop Sold at 6x EBITDA With No Broker

    How a Machine Shop Sold at 6x EBITDA With No Broker
    2026/06/07
    In this episode, Lucas and Luna explore the story of a family-owned machine shop in Ohio that sold for 6x EBITDA without using a business broker. They break down the seller's DIY approach: how he prepared financials, found a buyer through industry contacts, and negotiated the deal himself. Along the way, they discuss the risks and rewards of selling without a broker, including valuation pitfalls, legal landmines, and the importance of a strong letter of intent. Specific numbers include a $2.5 million sale price, 6x EBITDA multiple, and how the seller saved a 150k broker commission but nearly lost the deal over a non-compete clause. A practical episode for any business owner considering a self-directed exit. #Business #BusinessSale #MachineShop #EBITDA #NoBroker #DIYExit #FamilyBusiness #Ohio #Manufacturing #LetterOfIntent #NonCompete #BusinessBroker #Valuation #DealMaking #ExitPlanning #SMB #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo
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    7 分
  • How a Retail Chain Sold at 12x EBITDA by Fixing Its Lease Portfolio

    How a Retail Chain Sold at 12x EBITDA by Fixing Its Lease Portfolio
    2026/06/07
    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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    12 分
  • How a Tire Shop Sold at 8x EBITDA With a Two-Week Due Diligence

    How a Tire Shop Sold at 8x EBITDA With a Two-Week Due Diligence
    2026/06/06
    In this episode of The Buyer & Seller Podcast, hosts Lucas and Luna examine how a family-owned tire and auto service chain in suburban Ohio achieved an 8x EBITDA sale by front-loading a data room that took most buyers two weeks to verify. They walk through the specific documents the seller prepared, why the buyer waived the usual 45-day exclusivity period, and how the deal structure saved both sides roughly $80,000 in advisory fees. Lucas explains the concept of 'due diligence readiness' and contrasts it with the typical seller who scrambles to produce records during the exclusivity period. Luna raises the question of whether this approach leaves money on the table by scaring off strategic buyers who need more time. The episode closes with practical steps any business owner can take to compress the sale timeline without lowering the multiple. #TireShopSale #EBITDA #DueDiligence #BusinessBroker #MergerAndAcquisition #FamilyBusiness #OhioBusiness #AutoService #DataRoom #ExclusivityPeriod #DealStructure #AdvisoryFees #StrategicBuyer #FinancialBuyer #QofE #BusinessExit #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo
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    11 分
  • How a Pool Company Sold at 9x EBITDA with Seasonal Financials

    How a Pool Company Sold at 9x EBITDA with Seasonal Financials
    2026/06/06
    Episode 34 of The Buyer & Seller Podcast digs into the messy reality of selling a seasonal business. Lucas and Luna examine a real deal: a pool maintenance and repair company in Phoenix that averaged just $400k in EBITDA during summer months but posted losses each winter. The seller struggled for two years with buyers offering 3-4x peak earnings. Then a private equity-backed roll-up came in with a different approach — they valued the business on a trailing twelve-month basis and added a working capital facility to smooth the seasonal cash flow gap. The pool company sold at 9x trailing EBITDA, or about $3.6 million. Lucas walks through the key negotiating lever: how the seller shifted the valuation frame from peak-quarter earnings to an annualized normalized EBITDA by showing repeat customer retention and winter service contracts they'd started building. Luna challenges whether the multiple was a fluke or a replicable playbook. The hosts also touch on what happens when a seasonal business's financials don't fit standard bank underwriting — and how seller financing or earnouts can bridge the gap. The episode ends with a candid reflection on whether seasonal business owners systematically undervalue their own companies. #SeasonalBusiness #BusinessValuation #EBITDAMultiple #PoolServiceBusiness #BusinessBroker #B2B #SmallBusinessExit #PrivateEquity #RollUp #WorkingCapital #SeasonalFinancials #BusinessPodcast #Business #FexingoBusiness #TheBuyerAndSellerPodcast #Podcast #ExitPlanning #Negotiation Keep every episode free: buymeacoffee.com/fexingo
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    7 分
  • How a Niche Software Firm Sold at 15x Revenue with 80 Percent Recurring Revenue

    How a Niche Software Firm Sold at 15x Revenue with 80 Percent Recurring Revenue
    2026/06/05
    Lucas and Luna unpack the sale of a specialized HVAC scheduling software company that fetched an eye-popping 15x revenue multiple — nearly double the typical SaaS range. They walk through how the firm's 80 percent recurring revenue base, low churn of 3 percent, and a single dominant buyer created a perfect bidding environment. The episode reveals why private equity firms pay up for predictable revenue streams, how the founders structured a clean exit without an earnout, and what any business owner can learn about building recurring revenue before a sale. Specific numbers: 15x revenue, 80 percent recurring, 3 percent monthly churn, 8 million dollar sale price. No fluff, just the mechanics of a real deal. #SaaSExit #RecurringRevenue #BusinessSale #MultipleExpansion #PrivateEquity #HVACSoftware #NicheMarket #ChurnRate #Earnout #BusinessBroker #FexingoBusiness #BusinessPodcast #BuyerAndSeller #Valuation #DueDiligence #CashFlow #ExitPlanning #RevenueMultiple Keep every episode free: buymeacoffee.com/fexingo
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    9 分