The Close M&A Podcast with Caber Hill Advisors

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Craig is joined by Denielle Finkelstein & Thyme Sullivan, the founders of Unicorn, who made a bold pivot from retail shelves to revolutionizing workplace bathrooms. After struggling in the competitive retail space selling premium period products, they discovered an untapped market by creating the first-ever dispensers placed directly in bathroom stalls. With zero customer churn over three and a half years, patent-pending technology, and a mission to change women's lives, they've built a blue ocean business model. The founders share insights on fi...

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In this episode of The Close, Maria Melone discusses the challenges facing healthcare M&A, particularly in dental and med spa sectors. She explains how many advisors focus solely on headline multiples while ignoring crucial deal structure elements like cash-at-close ratios, equity terms, and buyer-seller fit. Maria shares a compelling example of how the same transaction could be valued at 28x, 15x, or 8.5x depending on EBITDA calculations. The conversation covers the shift toward lower cash-at-close deals, the importance of rollover eq...

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Nick Olsen, Managing Director of Cornerstone International Alliance, discusses what makes successful M&A advisors and how business owners should evaluate them. Nick shares insights from working with 165 M&A advisors who've closed $5.5 billion in deals over four years. He emphasizes the importance of relationship management, being a trusted advisor, and developing strong business development skills. The conversation also covers what business owners should look for when selecting an M&A advisor, including industry experience, track record, and communication skills. Finally, Ni...

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Dr. Abhishek Nagaraj and Dr. Anushka Gaglani, co-founders of Areo Dental Group, discuss their entrepreneurial journey from associates to successful multi-practice owners. Founded in 2016, Areo has grown through strategic acquisitions and de novo development across multiple states. The duo shares insights on leadership development, the importance of peer groups and mentorship, and their decision to pursue MBAs while scaling their business. They emphasize that success comes from focusing on vision and execution, surrounding yourself with other entrepreneurs outside dentistry, and prioritizing ca...

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Brian Zielinski discusses how AI is transforming business operations and M&A processes. He explains how his company streamlines post-acquisition integration by connecting tools and improving data flow. In M&A, AI eliminates mundane work by accelerating target research, conducting deeper due diligence, and handling time-consuming tasks like reviewing multiple legal documents. This technology shift allows professionals to focus on building relationships with business owners rather than back-office work. Brian also shares his vision for Shape Connect's future as an AI-powered pl...

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In this episode, Caber Hill's Managing Director Peter Holton discusses his unique background in family-owned businesses and how it helps him connect with blue-collar business owners, particularly in the facility services sector. Peter shares insights on building trust with clients who've built their companies from the ground up, navigating family business dynamics, and preparing the next generation for leadership. The conversation concludes with valuable advice from Peter's personal experience: the critical importance of estate planning for business owners, regardless of age, to...

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In this episode, Craig Castelli interviews Bob Armbruster, founder of Clean Team, who shares his journey from humble beginnings to building a nationwide janitorial company. Starting with just $5,000 in 1996, Bob grew his business from personally cleaning offices to operating 18 locations across the U.S., primarily through strategic acquisitions. He discusses key growth factors including joining industry associations, forming an advisory board, implementing EOS, and focusing on acquiring companies with strong teams and compatible cultures. Bob offers valuable insights on business perseverance, pl...

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In this episode, Dr. Erica Person shares her journey from selling her first audiology practice to building a new one with a unique fee-for-service model. Dr. Person discusses how prioritizing service over devices has kept her business thriving despite industry downturns. She also offers valuable insights on preparing a practice for eventual sale, including the importance of clean financials, replacing yourself in the business, and building with your exit strategy in mind from day one. Explore the full episode page to wat...

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Tim Murch shares his remarkable journey growing 4M Building Solutions from a small family business to a $125 million enterprise with 6,500 team members. He discusses his strategic approach to acquisitions (completing 40+ deals), the importance of setting written goals, and how bringing in the right leadership team was crucial to breaking through growth plateaus. Later in the episode, Tim explains his successful partnership with private equity firm O2 Investment Partners, emphasizing transparency with his team throughout the process. Explore the full episode page to...

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In this episode of The Close M&A Podcast, host Craig Castelli interviews Darrin Shillair, owner of Specialty Sales, an industrial distribution business in Chicago's western suburbs. Darrin shares his journey from leaving his position at Guggenheim in 2018 to pursue business ownership, driven by his desire for autonomy and control over his work and schedule. As a solo buyer competing against well-funded private equity firms, Darrin discusses how he differentiated himself by emphasizing his personal commitment to preserving business legacies and pr...

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Craig's first episode with a member of the Caber Hill team features Managing Director Brian Steffens, as they discuss the common characteristics of successful clients, the importance of alignment and transparency, the competitive landscape in the middle market M&A space, and how Steffens' buy-side experience makes him a better sell-side advisor. Explore our full episode page to watch a video or read a transcript of the full interview.

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In this episode of The Close, Founder and CEO of Root3 Marketing, Scott Christiansen, shares proven strategies for small business owners to increase revenue before selling. Learn how to leverage digital marketing with measurable ROI, discover the untapped potential of cross-selling to existing customers, and understand how to handle brand evolution during growth. Scott reveals how a small monthly marketing investment can generate revenue for healthcare practices, plus practical advice on Google optimization that any business can implement today. Explore our fu...

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Craig talks with Dr. Anthony Ponzio, who shares his remarkable journey from managing a single dental practice to building, scaling, and ultimately selling a 10-practice DSO. Learn how trust between partners, maintaining clinical autonomy, and finding work-life balance were key to his success. Anthony offers valuable insights for practice owners considering their next steps and reveals why the highest offer isn't always the best choice when selling your dental business. Explore our full episode page to watch a video or read a...

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In this episode of The Close M&A Podcast, Craig talks with Brian Ludden, founder of Ludex, as he shares his journey from trader to tech entrepreneur. Discover how a simple card collecting activity with his son during COVID sparked a business idea that grew into an app with 3 million downloads. Brian reveals how embracing failure became his greatest asset, the challenges of building a tech company, and valuable lessons for aspiring entrepreneurs. Learn about the unexpected educational benefits of card co...

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In this episode of The Close M&A Podcast with Caber Hill Advisors, Craig Castelli interviews entrepreneur Amir Hadar about his experience selling businesses. Amir shares candid reflections on the transition from business owner to employee after the acquisition, including the challenges of working for new leadership. He offers valuable advice for business owners considering an exit. Explore our full episode page to watch a video or read a transcript of the full interview.