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🚀 This Week's Amazon Hack: Tips to Secure a 7-Figure Exit

So, I had a call with one of my clients recently, and the topic was selling his business. To give you some context, when I say "selling", I mean just that. These are asset-only exits where you end up selling your entire Amazon account, all your inventory, and intellectual property. The only thing you keep is your legal business entity. This is exactly what happened to me in 2019.

One of the things we covered was proper timing with due diligence. His potential buyer was getting a little greedy and asked for basically every financial document imaginable BEFORE due diligence. This is a big no-no.

This is easily one of the top mistakes I see brand owners make when exiting. Buyers make it their goal to poke as many holes in your business to lower the offer as much as possible.
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Refuse to comply and simply tell the buyer that this data will be handled by the due diligence officer. It's as simple as that. Until that happens, keep all your answers as broad as you can.

This call inspired this newsletter issue. Today, I want to arm you with some practical tips for ensuring that you exit for the highest multiple possible. Even if you are not even close to selling your business, save this somewhere so you can reference it in the future.

Tip #1: Mentally, don't even think about your exit. What do you think your buyer is going to do if he sees you slacking off and revenue starts dipping? He will walk away from the deal. I know it's hard, but you must continue to launch, grow, and be as aggressive as you were before you started negotiating with your buyer. Resist the urge to get lazy. This is a sure-fire way to kill your deal and your dreams.

Tip #2: Be ready to answer tough questions. Some of these will make you feel awkward, but you need to come prepared. Some of these questions include: "Have any of your listings ever been suspended? Has your account ever been suspended? Have you ever used blackhat tactics? Have you purchased fake reviews? Why is there a huge drop in revenue in the Spring of last year?" The worst thing you can do is say "Uhhhhh, I'm not sure. Let me get back to you on that."

Tip #3: Offer up your product launch pipeline and be transparent about it. So, what this is is a product launch planning document with real dates and real forecasts. This is something that is massive for securing the best multiple possible. A smart buyer does not want to buy a business and then fly blind. He wants to fly smoothly for the next 12 months. No questions. So, provide that for the buyer! It's also not a bad idea to offer your consulting services for the next 12 months. Sometimes, this is paid, and other times, it's free. It all comes down to the negotiation.

Tip #4: Prepare a "transition package." This is your "handoff" plan and should list things like training, Amazon account transfer, employee transfer, forecasts, and planned inventory orders for the next 12 months. This is an EXTREMELY critical document and alleviates any anxiety the buyer has. You need to come to the table with this document ready to go.

Tip #5: Get the majority of the money up front! I cannot stress this enough. You have no control over what the buyer does after you hand over everything. heck, they could drive the brand into the ground one year after closing. Yes, I have seen this happen. My recommendation is to get 80% of the money on Day 1, and the rest be paid out via a Seller Note over 5 years max. I would avoid things like Earnouts unless it's necessary to close the sale. A strong lawyer is going to be able to advise you on these payment structures, so lean on them when you feel lost.

That's a wrap!

As you can see, there are those who simply "exit," and then there is an elite bunch who truly EXIT. One mistake can take your multiple down by 0.5. Let's say that your SDE is $1,000,000. If the initial offer was a 5x multiple, you would get $5 million. If it went down by 0.5, the multiple is now 4.5x, which would result in an updated offer of $4.5 million. Catastrophic. Let's try to avoid that...

If you need help with anything related to selling your business, I'm just an email away.

🔥 Hot Amazon Seller News: Tariffs, Oh My!

No, the tariffs were not overturned by the Supreme Court. There is a TON of misinformation floating around out there, and I hope this clears things up for you. This is NOT a political post. My job is to bring you the facts so you can make better operational decisions for your brand. The worst thing you can do is fall prey to misinformation. I can't let that happen.

✅ Fact #1: The SCOTUS ruling was an extremely narrow ruling that ONLY affects Trump's IEPPA tariff authority. Guess how many other tariff authority tools he has left? 6.
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✅ Fact #2: Trump signed an executive order two days ago to impose a global 15% tariff on every country that does trade with us. This one is legal because it falls under Section 122 of the Trade Act of 1974. This one will last 150 days or until the Commerce Department conducts unfair trade investigations to replace his IEEPA tariffs with similar rates under Section 301 and 232. This serves as a "stopgap." Congress can intervene on this one if it wants to.
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✅ Fact #3: The SCOTUS ruling does NOT decide whether similar ones can be reimposed under other statutes. This is where the media is silent right now because they know what's coming. This is why it was very unwise to pop the champagne yesterday. The ruling is not what you think.
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✅ Fact #4: The White House has already confirmed that this was Plan B all along, and the US Treasury will see virtually unchanged tariff revenue in 2026. In other words, tariffs went from one bucket to another bucket. They never went anywhere.
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✅ Fact #5: You are not getting any refunds on past tariff payments. The court's ruling does not mention refunds at all. To capture these, you will need to sue the Feds and become a plaintiff. 99% of brands obviously do not have the budget for this legal fight that will take up to 5 years. FedEx and Costco just sued the Feds, but they have deep pockets.
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✅ Fact #6: I saw premature celebrating yesterday about the supposed De Minimis suspension going away. I'm not sure why they posted this because it's still in full effect. The court did not mention this in their ruling, and the White House has issued a full statement online confirming that all duty-free De Minimis for all nations is still suspended.
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💡 Justice Kavanaugh's dissent should clue you in: “although I firmly disagree with the Court’s holding today, the decision might not substantially constrain a President’s ability to order tariffs going forward … because numerous other federal statutes authorize the President to impose tariffs and might justify most (if not all) of the tariffs at issue in this case.”

See what I mean? It's all there in the case.
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Goldman Sachs said much the same thing shortly after the Trade Court ruling that started all this: “This ruling represents a setback for the administration’s tariff plans and increases uncertainty, but might not change the final outcome for most major U.S. trading partners. For now, we expect the Trump administration will find other ways to impose tariffs.”
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Welcome to a Constitutional Republic. It's messy, but it's still the best government structure known to man!

Jon Elder

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