Podcast 40: My Private Equity Rolodex
In this episode, Drew shares his favourite assets and personal fairness funding contacts.
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- A number of names to file away and pull-out while you’re seeking to promote
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Hey, all people. It’s Drew Sanocki with the Nerd Marketing Podcast. We are speaking about shopping for and promoting companies on this quick internet collection if you’ll. This one, this episode, is the ultimate one. Here I sort of wish to open up my contacts to you and stroll you thru some people who find themselves doing a little fascinating shopping for of companies like yours, so these are … Just file it away. If you hope to promote sometime, these are among the individuals who could also be taken with shopping for what you are promoting, whether or not you run a SaaS firm or a direct-to-consumer model.
I’m going to present you some assets right here, and in addition simply wish to make it clear that it’s not what you already know; it’s who you already know. Part of fetching a great valuation and with the ability to promote what you are promoting or increase cash for what you are promoting is understanding the type of people that would like to personal what you are promoting, proper? Because these patrons, these funds are available 1,000,000 totally different flavors. What we wish to deal with right here just isn’t Robert Smith and Vista Capital. He’s going for the billion-dollar SaaS corporations. I wish to discuss people who find themselves taking part in in our area, direct-to-consumer and for smaller corporations.
First up is a buddy of mine over in Brooklyn. His identify’s Brian Colton. He runs Brooklyn Equities. Brooklyn Equities is his automobile for purchasing simply strong, good direct-to-consumer manufacturers. He owns one known as Sherrill Tree that I wish to say he purchased again when it was doing about $1 million in income and is now at $40 million in income. I imply, he’s simply had a pair large success tales. Those numbers, don’t quote me on them. I’m simply attempting to present you a way of what he buys. His typical checks are sometimes $5 to $15 million, so he writes checks that dimension in return for which he needs majority possession of the corporate. He’ll take a board seat. He’s concentrating on growth-ready corporations which might be doing below $5 million in EBITDA.
I’d additionally say I’ve seen him go after corporations which might be excessive in recurring income, usually from B2B, so it could possibly be an e-commerce firm with a powerful B2B play. I discussed Sherrill Tree, in order that they do arborist tools, so once more, a number of B2B patrons, which implies excessive recurring income, which implies decrease danger within the enterprise as I went over a few episodes in the past. So, his identify’s Brian. He’s at brooklyn-equity.com. I’m an working accomplice with him on his funds, so be at liberty to achieve out to me with any questions on Brooklyn Equities.
Number two could be Carson Biederman at Digital Fuel Capital. Carson’s up in Boston, one other buddy of mine. Great photographer and nice … simply actually sharp digital advertising and marketing thoughts. Again, most likely goes after offers of the identical dimension. I’d say Carson a little bit bit extra likes corporations with passionate clients the place content material can play rather well. He’s obtained ski.com. He’s obtained a pair sports activities attire corporations the place there’s a passionate consumer base. He sees that as a differentiator versus Amazon. He additionally owns Vermont Teddy Bear, which is a model lots of us are acquainted with. I’ve actually heard of them, rising up within the Northeast. Carson’s operation is a little bit bit totally different at Digital Fuel Capital as a result of he’s rising an inside crew of operators and entrepreneurs, the thought being that he can get synergies amongst his portfolio if he buys an organization and does lots of the advertising and marketing for them. So, he’s at digitalfuelcapital.com. Reach out any time about Carson. Again, I take into account him a very shut colleague.
Let’s transfer on to a different decide. Tom Clark at Convest. Tom and I’ve been working collectively for … I wish to say 5 – 6 years. I’m an working accomplice at Convest. I labored with them on a pair totally different offers. That’s the place Karmaloop got here from. Tom runs an even bigger fund, so his test dimension is bigger, so say like $50 million and up. Convest likes to jot down checks of that dimension. In return, they purchase the corporate. His funding thesis is sort of fascinating. He feels that greater family-run companies are sometimes inefficient, particularly on the digital facet as a result of they’ve obtained cousin Joe working accounting and cousin Steve is working operations and cousin Susie is working advertising and marketing, and it’s not at all times essentially the most environment friendly use of human capital, proper? He likes these companies. They’re usually offline companies with an under-optimized on-line aspect. I labored with him on the Discount Mugs deal, in order that they ended up shopping for out discountmugs.com. That’s been an enormous success story for them. Robbinsbrothers.com is one other one, Old Time Pottery, all manufacturers that I’ve labored on. So, simply one other taste of personal fairness investor. Obviously very totally different from Carson, very totally different from Brian.
To form of paint an image for you, Brian operates out of a espresso store in Brooklyn and he doesn’t have a fund, so when Brian wants cash for a deal, he raises cash from any variety of passive buyers he has. He has no drawback elevating these sorts of checks, whereas Tom and Convest is positioned in an house constructing … Sorry, “an apartment building.” In an workplace constructing in West Palm Beach. They have raised formal funds, in order that they’ve obtained X billion dollars below administration. They don’t want to boost cash deal-by-deal. They already obtained it within the fund. Just two knowledge factors so far as what these individuals might appear to be.
Another one I’ve labored with fairly a bit, I used to be a enterprise accomplice along with his fund for a couple of yr, is Dominic Ang at Turn/River Capital within the Bay Area. Dom is likely one of the smartest guys I do know. His focus is on SaaS. I’ve watched as Dom has began with … I feel he began out with $50 thousand acquisitions, so sort of piecing issues collectively, possibly not off a flip-up, however near it. Today he’s on his third fund. This one, I wish to say, is $150 million he raised. His deal dimension has gone means up. He writes $50, $70 million checks. He’s principally taken with SaaS, so software program corporations. He could be very bullish on high-velocity gross sales groups. His thesis is lots of these SaaS corporations are under-optimized on the gross sales facet. He will purchase them, get the gross sales crew cracking, get income up, and sometimes re-merchandise them and promote them at the next valuation to the large performs within the Bay Area. I labored with him on this firm Sucuri, which is a WordPress virus safety system software program. We optimized that firm and Turn/River offered that to GoDaddy, BookFresh to Square, and he’s had a quantity … He’s been very profitable.
Again, you bought to know what these individuals do since you wouldn’t pitch a direct-to-consumer retail model to Dominic as a result of he’s solely taken with SaaS and solely of a sure dimension. Conversely, you most likely wouldn’t go to Brian Colton with a SaaS firm, so that is the sort of homework you bought to do earlier than you consider elevating cash or attempting to promote what you are promoting. You wish to be sure to convey the proper purchaser to the desk.
Let’s see. Who else? We’ve obtained Kingswood Partners. I purchased AutoAnything by means of Kingswood Partners, or with Kingswood … on behalf of Kingswood Partners, extra precisely. Kingswood is a pair individuals in Los Angeles. They are former Cerberus guys. They are very value-focused, so similar to a price in a progress inventory, for those who consider that, Kingswood focuses on worth performs. They prefer to get an incredible value on an asset. The dream deal for Cerberus … or, sorry, for Kingswood, could be discovering the corporate that has extra cash in stock than the deal value. That occurs. Maybe it even occurs on the general public markets which might be … There are corporations buying and selling for beneath the amount of money they’ve within the financial institution. That’s the dream worth deal. Value investing is nice investing. It’s boring investing as a result of it’s the alternative of enterprise capital, you already know? They’re not shopping for social networks. They’re simply shopping for sort of these crushed down corporations which have a really low valuation. The AutoAnything deal is form of indicative as a result of this was a divestiture. AutoZone needed to eliminate this asset or divest itself of this asset. If you’re in the proper place on the proper time, you may get a great value, in order that’s Kingswood.
Then I’d point out me as a personal fairness investor you would possibly wish to know. Obviously these listening to this checklist know that I’ve completed a pair offers myself. I don’t have a proper fund. I’m most likely extra what if you wish to get into the sport your self, what you would possibly wish to mannequin as a result of for me it’s about if I discover the proper deal, I can attempt to increase capital for that deal. I deem that to be so much much less onerous than elevating a fund. Raising a fund is tough and there are lots of authorized necessities round it, so it’s not one thing I’m as taken with. For me, it’s way more opportunistic and I wish to assist my way of life, but when I discover the proper model I’m enthusiastic about, I’m not averse to proudly owning it or attempting to purchase that asset.
Those are a few names you would possibly wish to know. I’m throwing myself on the market. I’m certainly not the veteran non-public fairness investor as these I’ve named on this podcast, however if you wish to run a deal by me or have one thing that appears fascinating, hey, I’m all ears. I’d love to try it, so attain out any time, [email protected].
Those are some names of people that form of play in direct-to-consumer. I feel subsequent I wish to simply offer you some assets. The first useful resource, I met this man Chris Yates possibly six months in the past. He runs Rhodium Weekend, and it’s sort of like this mastermind neighborhood round shopping for and promoting companies. He’s only a very nice, trustworthy, good man. I spent a while speaking to him. I haven’t been to his occasion, however he’s obtained an internet neighborhood and it’s a bunch of individuals form of swapping tales about shopping for and promoting corporations. You would possibly wish to simply try Rhodium Weekend. I’ll put a hyperlink within the present notes to it. Chris Yates is the identify of the man who runs it. If you’re enthusiastic about entering into the sport, the sport of shopping for and promoting corporations, Rhodium Weekend could be a pleasant factor to take a look at.
Empire Flippers. Justin Cooke. I’ve additionally identified Justin for a variety of years. He initially began flipping AdWords websites and I feel he’s moved on to larger issues, greater companies. He runs Empire Flippers. I feel it’s at empireflippers.com, however once more, one other useful resource. Both Chris and Justin, they’re simply examples of the place you can begin at this time with out lots of private capital. I imply, you’re not going to be placing collectively $10 million offers or $100 million offers, however how a couple of $1,000 deal or $5,000 deal? There are corporations you should purchase for that. Both Chris and Justin would know much more about that. Great assets.
You know, the brokerage websites are actually good. I’ve been having fun with the Quiet Light Brokerage Podcast. Quiet Light does lots of e-commerce work. In explicit, their episodes two and eight, as I convey up the present notes for 2 and eight, in each episodes they spotlight people who’re constructing their very own little non-public fairness empire of, say, beginning with five-figure companies, transferring as much as like seven-figure companies. They’re chipping away at it. They’re doing it one-by-one. They’re utilizing the money movement for his or her preliminary purchases to fund latter purchases. I simply love the mannequin. It takes some cojones, however I feel when you get your head round it, it’s a good way to lever up your effort and time.
I encourage you to take a look at their episodes two and eight. One is known as “How to Buy Multiple Businesses – Without Going Insane,” and Quiet Light talks to this entrepreneur Shakil Prasla, who has simply purchased one enterprise after the subsequent. In 4 years, I feel he’s obtained eight corporations, all self-financed, so actually spectacular, what he’s completed. The different episode is known as “Building a Portfolio of SaaS Businesses … The Right Way.” There they speak to a man named Kevin, who began out with a $300 content material website promoting tattoos. He’s simply moved on from there to personal a portfolio of SaaS. It may be completed. It may be completed in any respect ranges. You don’t want entry to among the individuals I mentioned on this podcast to get began.
Just to sort of wrap up these few episodes on non-public fairness, I began out by telling a narrative about how I offered my first enterprise. It sort of satisfied me that purchasing and promoting companies is the place you accumulate essentially the most wealth as an entrepreneur, no less than for the sort of entrepreneurship I play in. As I’ve gotten extra senior/older in my profession, I’m in my mid-forties now, that is entrepreneurship in my forties and fifties. I’ve a household. I now not wish to work seven days per week, cranking on fixing a Facebook advert or attempting to get my website again up. I might do this, however I really feel like that is only a a lot … gives a a lot better way of life. If you purchase an asset that has money movement and clients, you may make the choice proactively while you wish to work on that and while you wish to sort of let it sit for some time and possibly transfer on to buy the subsequent one. It’s only a good play for the subsequent couple years. I encourage you to contemplate it.
I hope I’ve offer you a pleasant overview of what goes into that course of, the way you would possibly get began, the way you would possibly enhance your valuation in these previous couple of podcasts. You can discover out extra and take heed to the entire webisode collection at nerdmarketing.com/privateequity. Give it a hear. I’ve loved sort of doing this overview. Where are we going to go from right here? I’d prefer to get again into advertising and marketing and begin drilling down on among the issues we’re doing at AutoAnything to extend profitability there. That’s to return, however for now I hope you’ve loved this detour into the world of personal fairness. As at all times, go away any feedback and I’d love to listen to from you so far as any questions you may need or aid you out in any means. My identify’s Drew Sanocki. This is the Nerd Marketing Podcast. Thanks for listening.