Selling $100,000 per Day of Dog Training | Garth Fasano Interview

It's understood in our world that it's great to buy a business that provides non-discretionary services. And while that non-discretionary filter is indeed powerful, such services are still cost centers. Customers need to pay for these services, but they wouldn't if they didn't have to. Well, today's guest Garth Fasano bought a B2B business that offers a profit center. Top Dog Sales Center makes money by generating revenue for its customers. And its customers are all in a single niche: they're dog trainers. It's a performance-based outsourced sales function that charges its client only when that client receives a new customer, a true new customer that has actually themselves paid. You won't be surprised to learn that Top Dog's revenue is quite sticky. Hard to find a dynamic like this, but it's a powerful model if you can. Enjoy this interview with Garth Fasano, acquirer & owner of Top Dog Sales Center.

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00:00:00. Garth’s background
00:06:09. Gary narrows his search
00:10:15. Top Dog: the business he bought
00:18:52. Terms of the deal
00:25:21. Potential for expanding the business beyond dog training
00:33:37. Technology as a moat for the business
00:40:00. Revenue and growth numbers
00:45:36. Challenges after transition
00:51:58. Why it’s hard to start a business like Top Dog
01:00:00. Similarities between Top Dog and digital marketing agencies
01:08:24. The unique nature of Top Dog in the B2C services market
01:17:01. The Top Dog labor force
01:22:34. How Top Dog influences customer pricing
01:26:43. Conversion rates and lead funnel statistics
01:28:33. Garth’s passion project: Ski Huts

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ABOUT Acquiring Minds
Acquiring Minds is a podcast about buying businesses. Acquiring an existing business is an awesome opportunity for many entrepreneurs, and host Will Smith talks to the people who do it. New episodes 2x per week.

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