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Case Study:

Helping an E-commerce Company Achieve a Profitable Exit

Background Information

  • Business: An e-commerce company specializing in eco-friendly home goods.
  • Location: West Coast, USA.
  • Revenue: $6M annually with an EBITDA of $1.2M.
  • Team: 10 full-time employees, including a supply chain manager and marketing specialist.
  • Owner’s Goal: To sell the business and explore philanthropic opportunities.

Current Challenge

  • Overreliance on Amazon: 70% of sales came from one platform, creating risk for buyers.
  • Supply Chain Inefficiencies: High shipping costs and inventory issues reduced margins.
  • Limited Customer Retention: Weak brand loyalty outside of marketplaces.

Our Solutions

  1. Diversification of Sales Channels:
    – Expanded sales to Shopify, wholesale distributors, and niche online marketplaces.
    – Built a direct-to-consumer strategy using email and social media marketing.
  2. Supply Chain Optimization:
    – Negotiated better terms with suppliers and moved to a more cost-effective 3PL.
    – Improved inventory forecasting to reduce holding costs and avoid stockouts.
  3. Customer Retention Strategies:
    – Launched a loyalty program and subscription service for repeat buyers.
    – Increased customer lifetime value by upselling complementary products.
  4. Brand Positioning:
    – Rebranded with a focus on sustainability, aligning with current market trends.
    – Developed impactful content highlighting the company’s eco-friendly mission.
  5. Buyer Preparation:
    – Highlighted recurring revenue and reduced reliance on third-party platforms.
    – Structured a valuation narrative showcasing growth potential in direct-to-consumer sales.

Conclusion

  • Sale Price: Sold for $10M within 9 months—60% above initial broker estimates.
  • Buyer: A global e-commerce conglomerate focusing on eco-friendly products.
  • Owner’s Outcome: Exited with financial freedom, ready to pursue philanthropic goals.

Could this be your success story? Let’s make it happen.

 

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