The Birth of a Roll-Up | Stephen and Collin Interview

Strategic Fit

Collin Trimble and Stephen Ullman identified a strategic fit in acquiring a business with recurring revenue and a strong market presence. They focused on companies with a solid technician base and long-standing operations, ensuring stability and customer satisfaction. Collin emphasized the importance of having experienced technicians, stating, "We're kind of the dog pound for alarm panels. So we get a lot of companies that just can't do it" 1. Stephen highlighted the appeal of a business that remained steady during economic fluctuations, reinforcing its non-discretionary nature 2.

   

Due Diligence

Comprehensive due diligence was crucial for Collin and Stephen to ensure a successful acquisition. They implemented a low attrition strategy by personally engaging with customers who intended to cancel, significantly reducing customer loss. Collin shared, "Every single customer that had called to cancel from the day that we purchased the business, I have personally called, texted and sent a message to" 3. This hands-on approach not only retained customers but also provided valuable insights into customer needs and expectations 4.

   

Partnership Dynamics

The partnership between Collin and Stephen played a pivotal role in their acquisition strategy. Their complementary skill sets enhanced their ability to navigate the complexities of the acquisition process. Stephen noted, "There's a strong case to make to not go it alone and especially if you have differing skill sets" 5. Collin's conviction and experience in business building convinced Stephen of the opportunity's potential, leading to a successful collaboration 6.