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Ep 304 Mehul Sheth - Punching Above Your Weight When It's Time to Sell

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Mehul Sheth started VMS Aircraft in 1995 with a plan to sell spare parts to airlines. Sheth had just $25,000 to invest in inventory, so VMS got off to a modest start. However, by 2016 Sheth had crested $8 million in revenue. VMS counted some of the largest airlines in the world as customers.

Sheth was hoping for 6-8 times EBITDA for his business, so when he got an offer of 7.4 times EBITDA from a French company looking to establish a beachhead in the United States, Sheth decided to sell.

There are lots to pull out of this edition of Built to Sell Radio, including how you can:
• Improve your gross margins in a competitive industry.
• Create recurring revenue streams through service contracts.
• Ensure your employees follow your Standard Operating Procedures (grab our free ebook on creating SOPs at BuiltToSell.com/SOP).
• Attract acquirers who would typically turn their nose up at companies of your size.
• Evaluate the authenticity of an acquirer.
• Avoid re-trading after diligence identifies working capital discrepancies.
• Increase your leverage in a negotiation to sell.
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MILITARY
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