For founders, selling the business is the easy part—selling it right is much harder.
In the glass industry, many companies are family-owned, regionally dominant, and relationship-driven. Founders often approach M&A with a mix of urgency and emotion. But while valuation grabs headlines, the real value is in the details—and founders often overlook critical deal elements that shape life after the sale.
Here are the most common things founders miss—and how to avoid them.
1. Misjudging the Post-Sale Role
Many assume they’ll either stay indefinitely or walk away clean. But most acquirers expect:
A 6–24 month transition period
Knowledge transfer sessions
Introductions to top customers and vendors
🎯 Tip: Define your role upfront. “President for 12 months with quarterly reviews” is better than “TBD based on fit.”
2. Underestimating the Power of Working Capital Adjustments
Deal value isn’t just the purchase price—it’s also how much working capital stays in the business. Founders who underprepare can lose:
Access to prepaid vendor rebates
Control over slow-paying receivables
Liquidity during the final months
🎯 Solution: Engage a deal accountant to benchmark net working capital before LOI.
3. Leaving Key Employees Out of the Deal Process
If your top operations manager or sales lead gets blindsided:
They may resign before close
Customers may follow them to competitors
Integration suffers from morale loss and silence
🎯 Strategy: Identify your “critical 5” employees and build retention or incentive packages as part of the deal.
4. Ignoring Earnout Mechanics
Many founders agree to an earnout to close valuation gaps—but then:
Lose control over how revenue or EBITDA is calculated
Misunderstand what counts toward milestone metrics
Receive payouts later than expected
🎯 Tip: Insist on transparent definitions and monthly reporting rights. Align earnout metrics with things you can directly influence.
5. Overlooking Legacy Reputation and Name Usage
Will the brand survive? Will your name be used in marketing, or retired quietly?
🎯 If your legacy matters, negotiate brand rights, local signage terms, and website redirects. Don’t assume your name stays on the truck.
: Smart Exits Aren’t Just About Price—They’re About Peace of Mind
The best exits in glass distribution or fabrication reflect not just what you built—but how you want to be remembered. Know what matters beyond the check—and structure your deal to honor it.
