When private equity begins rolling up an industry, it’s like a high-stakes game of musical chairs. The music plays, acquisitions happen, and the stakes get higher for every founder still in the game. But when the music stops, you don’t want to be left standing.
In this week’s episode of Built to Sell Radio, we meet Carrie Kelsch, founder of A Plus Garage Doors, who built a $35 million business from the ground up. Carrie was faced with this very game: Private equity buyers were circling, and she knew she had to act or risk being left out. A personal tragedy ultimately pushed her to consider selling.
In this episode, you’ll discover how to:
- Understand the “musical chairs” dynamic of private equity roll-ups.
- Decide when to make your move before options narrow.
- Negotiate with savvy acquirers without losing value.
- Protect your team while securing a high-value exit.
Don’t miss Carrie’s story of resilience and strategy—it’s a must-listen for any business owner considering their options in an industry that’s heating up with acquisition activity.
Quote of the Week
When private equity starts the music, don’t be the one left without a chair.
Carrie Kelsch
The Trophy
Carrie admittedly isn’t a big spender, but to celebrate the sale of A Plus Garage Doors, she and her husband splurged on a brand-new Tesla and a Regal boat. To check out Regal’s inventory of boats, visit here.
Deals
- Technifab Products, Inc., a provider of vacuum insulated pipe systems and valves, has been acquired by Crane Company (NYSE: CR), an industrial manufacturing and technology company, for $40.5 million on a cash-free and debt-free basis. Founded in 1992 and based in Brazil, Indiana, Technifab reported trailing 12-month sales of approximately $20 million and adjusted EBITDA of $4 million through September 2024. The acquisition price represents a multiple of two times sales and just over 10 times EBITDA.
- Ascent LLC, a provider of data center facility management services based in St. Louis, Missouri, is being acquired by Wesco International (NYSE: WCC) for $185 million. Ascent has generated $115 million in trailing twelve-month sales, with the acquisition price reflecting a revenue multiple of approximately 1.6 times sales.
