Square peg in a round hole. This is how Fraser Voll had always felt professionally until a friend told him about buying a business. It was a light-bulb moment for Fraser, the same one that so many of my guests have when they first learn about acquisition entrepreneurship. Flash forward and Fraser is the new owner of a 50-year-old janitorial business in Niagara, Ontario, that does $2 million in annual revenue. Listen closely to the section where we discuss the earnout that he structured for his acquisition. The business had two big risks — customer concentration and recent Covid growth — and Fraser was careful to structure his deal to mitigate them. You're also going to learn about commercial cleaning businesses, which are a perennial favorite among searchers, in an industry with notoriously tight margins. Fraser's business is doing $600,000 to $800,000 in SDE on its $2 million in revenue. He explains how they're able to get these enviable 35% margins. By the way, for another great acquisition story about commercial cleaning, see episode 78 with James Maxwell. Okay, enjoy this awesome story of a dream fulfilled with Fraser Voll, the new owner of Regional Janitorial Services.

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