Dennis Hart sold his advertising agency, Apex Media, for 7.1 times EBITDA.
Selling for 7X sounds like a great exit but it disguises the complexity of the negotiations. Hart felt like he knew precisely how much EBITDA he generated until the buyer started questioning his math, adding back extra expenses, and driving down his EBITDA.
Hart walked away from the negotiating table twice. Eventually, both parties were able to agree on a set of “add-backs,” but this is a good reminder that, when it comes to selling your business, your EBITDA can be subjective.
Listen to the entire interview as Hart describes the biggest surprise he encountered in selling his business. Listen here.
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