Selling Your Catalog: Prepare for the End Game

Rarely, an owner will say something such as: “To improve earnings by 25 percent during each of the next three years in order to create a multiple of eight times EBITDA [earnings before interest, taxes, depreciation and amortization] instead of the present five times EBITDA, and to do that using disciplined segmentations of customer and prospect mailings through advanced RFM tactics, and to focus on universe penetration in four major SIC segments to sell the company to one of three strong strategic buyer candidates.”