BUYER POOL ANALYSIS
Selling a Specialty Retail to Individual / Owner-Operator buyers
Owner-operators, SBA-financed independent buyers, and smaller management buyouts. Pricing reflects what an individual can finance (typically 10-25% down + SBA 7(a)) and operate hands-on. Below typical PE engagement size.
Quick answers
- What multiple does this buyer pool pay?
- Median EV/EBITDA 8.7x across 5 disclosed deals (P25: 7.21x, P75: 22.4x). Median EV/Revenue 2x across 7 deals. Median deal value: $225.54M.
- How many disclosed transactions?
- 8 deals total (8 from 2018+), filtered to Individual / Owner-Operator acquirers of specialty retail businesses.
- Most active buyers
- Somnigroup International Inc. (1) · IPO (1) · Travertine Creek, Inc. (1)
Recent disclosed deals
Individual / Owner-Operator acquisitions of specialty retail businesses with named target, named acquirer, and disclosed financials.
| Year | Target | Acquirer | EV | EV/EBITDA | EV/Rev |
|---|---|---|---|---|---|
| 2023 | Mattress Firm Group Inc. | Somnigroup International Inc. | $4001.6M | 9.3x | — |
| 2021 | Olaplex | IPO | $13600.0M | 35.5x | 22.70x |
| 2019 | FTD Companies, Inc. | Travertine Creek, Inc. | $191.8M | 8.7x | 0.19x |
What this buyer pool prices for
Individual buyers — owner-operators, SBA-financed independents, smaller management buyouts — price for what they can finance (typically 10-25% down with SBA 7(a) loans up to $5M deal value) and operate hands-on. Multiples are below PE / strategic because the buyer is taking the owner-operator role, not stepping in as institutional capital. Owner-dependency and seasonality matter more here than to a PE buyer.
Methodology note
Multiples shown are computed from disclosed M&A transactions in the ExitValue.ai database, filtered to specialty retail businesses acquired by individual / owner-operator buyers. EV/EBITDA outliers outside the [0.5x, 60x] band and EV/Revenue outliers outside [0.05x, 25x] are excluded from medians. Where available, post-2018 transactions are weighted; otherwise the all-time sample is used. Deal counts shown reflect deals with disclosed financials only — total transaction count for this buyer pool is typically 2-3x larger. Full methodology
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