A career transition
I transitioned from being an executive of an industrial gases distributorship to being a deal-maker in that space. After spending 46 successful years in the welding and atmospheric gas business, I retired from my company position but continued to write, speak, and consult in that field. My consulting endeavors led me to an opportunity to broker sales for gases and welding distributors.
Expertise matters when selling your business
In early 2025, an independent welding and gases distributor, for which I did consulting work, asked if I would sell his business. In this industry, venture capitalists and international, national, and regional distribution companies have been buying independent distributors at a record pace. Distributors with $20 million and smaller revenue streams inundated with offers, sometimes for more than 13 players. Distributors, like the one asking for my help, are not able to deal with the number and sophistication of these types of transactions. Involving a person with industry expertise in the selling process is crucial to a successful sale.
Tapping into aggressive pricing offers
Today, the welding and gases distribution business, and many others, are of great interest to buyers. With years of experience in supply chain channels. The independent gas distributor needs a broker who understands the current market value of his business. When high-finance players need to collectively compete for the purchase of a business, they offer the most aggressive prices. The businesses I have brokered have received 10-15% more than they expected. We are seeing sales rates in excess of 15 times EBITDA!
Experience translates to dollars
The difference between selling your business yourself and using an experienced industry broker isn’t just about convenience; it’s about value. When you have someone who knows every buyer, understands their acquisition strategies, and can orchestrate genuine competition among them. You’re not just getting a broker, you’re getting an advocate who can increase your sale price by double digits. Lastly, after nearly five decades in this industry. I’ve seen firsthand that knowledge, relationships, and strategic positioning are worth their weight. In gold, or in this case, 10-15% more than expected, when selling your business.
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