sell your commerce business Gary Nealon

Gary Nealon Interview – Selling Your eCommerce Business

FREE Powerful Interview with Karen Waksman, Founder of Retail MBA Brands, and Gary Nealon!

In this video interview, we will be discussing the process of selling an e-commerce business. We will be drawing insights from an interview with Gary Nealon, an experienced e-commerce entrepreneur, and Karen Waksman, the founder of Retail MBA. They will share their experiences and provide valuable tips for those considering selling their e-commerce businesses.

Finding the Right Broker

When it comes to finding a broker to help sell your e-commerce business, Gary Nealon relied on word of mouth for recommendations. He believes that seeking advice from friends and trusted sources is more valuable than conducting your own research. However, he cautions that finding the right broker can be challenging, especially if your business has both a physical location and an e-commerce aspect. It is important to work with a broker who is experienced in selling businesses with similar characteristics.

Nealon recommends interviewing potential brokers and understanding their process. He suggests choosing a broker who takes a strategic approach rather than simply setting a price and putting it on the market without much thought. A strategic broker will work to maximize the value of your business and ensure that you get the best possible deal.

Rolling Up Multiple Businesses

Nealon also discusses the growing trend of equity firms buying up multiple physical product companies and consolidating them into one entity. He explains that rolling up multiple businesses can lead to a higher valuation because it becomes more attractive to larger companies. For smaller Amazon sellers who want to exit or who know others in the same niche, Nealon suggests exploring the option of partnering with other businesses to create a combined offering. This strategic approach can increase the multiplier and make the business more appealing to potential buyers.

Determining the Right Time to Sell

There is no minimum revenue threshold that determines when an Amazon seller should start considering selling their business. Nealon advises sellers with lower revenue numbers to reach out to other businesses in their niche that sell complementary products. By forming partnerships, sellers can increase their revenue and make their businesses more attractive to potential buyers. However, the length of time the business has been operating and its track record of growth are important factors to consider. A longer track record with consistent growth makes the business more appealing to buyers.

The Importance of Justifying Drops in Revenue

Nealon emphasizes the importance of analyzing and understanding the reasons behind drops in revenue. He suggests that sellers should be able to justify these drops and provide data to support their claims. By doing so, sellers can ease potential buyers’ concerns and make it easier to justify a higher valuation. Nealon also recommends projecting future revenue and having financials to back up these projections. This allows buyers to consider the potential growth of the business and factor it into their decision-making process.

Diversify Traffic Flow and Build a Brand

Nealon advises sellers to diversify their traffic flow by not relying on a single source for sales. He recommends selling on multiple platforms, such as Amazon, their own website, and retail stores. By diversifying traffic sources and not relying solely on one platform, sellers can mitigate the risk of losing a significant portion of their business if that platform were to shut down or change its algorithms. Nealon also suggests building a brand around the business, as it adds value and makes it more difficult for competitors to replicate.

Creating a brand helps establish a reputation and differentiate the business from others in the market. Nealon admits that he made a mistake by focusing more on SEO value in the name of his business rather than creating a strong brand. He advises sellers to think long-term and consider how the brand will be perceived by potential buyers.

Be Patient and Project Future Revenue

Selling an e-commerce business takes time and patience. Nealon recommends building a model that projects future revenue for the business. By having financials to back up these projections, sellers can change the conversation from just looking at current revenue to considering the potential growth of the business in the coming years. This can significantly impact the valuation and make the business more attractive to buyers.


Selling an e-commerce business requires careful planning and consideration. It is important to find the right broker who understands the unique aspects of your business and takes a strategic approach to maximize its value. Building a brand, diversifying traffic flow, and justifying drops in revenue are crucial steps in preparing a business for sale. By projecting future revenue and having financials to support these projections, sellers can demonstrate the potential growth of the business and make it more appealing to buyers.

Gary Nealon and Karen Waksman provide valuable insights and tips for sellers considering selling their e-commerce businesses. By following their advice and taking a strategic approach, sellers can increase their chances of getting the best possible deal and successfully transitioning to their next venture.

To learn more about e-commerce business strategies and read case studies and split testing results, visit Gary Nealon’s blog at

Step-by-step training on how to sell to retail chains!

We explain exactly how to do that and how to get started today. I’ve taught over 100,000 of companies over the years across the globe on how to get your products to the stores. And so we’re here to support you. Or please subscribe to our Youtube channel and or be on the lookout for additional training that we create.

We are here to expedite the process of generating revenue with your physical products and that’s what we’re all about.  Take a look at our advanced training, live events, certification programs and so much more.

In this training, I will discuss some of the things to think about when approaching a retailer to sell your products and become a vendor. Hope it helps! 🙂

Karen Waksman,
Retail MBA

Questions? Contact Us!
1-855-Retail-2 (Call or Text)

Retail MBA provides a step-by-step formula on How to Sell to Major Retailers, Online Retailers, Smaller Retailers, Catalogs and More. No Experience Required! These solutions continue to convert for clients year-over-year! These are Time-Tested and Proven Strategies that we utilize ourselves when going after stores! Everything we teach, we test. Want access to these formulas? ANY one of our programs and coaching systems gives you access to them now. With that said… 

Here are 5 Easy Ways to Work with Us:

 1) Free Training If You Would Like to Join Our Next FREE Webinar Training Called “Retail Chain Store Secrets – How to Sell to Major Retail Chains. No Experience Required” Then Sign Up NOW To Learn All About Selling into Retail Chains By Clicking Here!

2) Retail MBA Year Long Coaching and Training System  Our Year Long Coaching and Training System with Karen Waksman is POWERFUL! This is our most popular training and coaching system! We walk you through how to approach, pitch and sell to retail chains and we coach you along the way! Join us by Clicking Here!

3) Masterclass Intensives  Want to Join our Next 4 Week Elite Retail MBA Masterclass Intensive? These Intensives Are EPIC for people who Love Fast Paced Learning – Homework, Retail Coaching, Developing Your Strategy, Buyers Contacts and More! These Events Are Held Every Quarter. Join us by Clicking Here!

4) Done-for-You Program If You Want Karen Waksman and Her Team to Reach Out to Your Top Dream Retail Chains On Your Behalf – And You Have a Retail-Ready Product, Check Out our Epic Done-For-You Service by Clicking Here!

5) In Person Events – If You Want to Learn LIVE and Meet Karen Waksman in Person at Our Next “America’s Next Retail Product: LIVE Event with Other Like-Minded Individuals in Beautiful San Diego, CA! We Would LOVE to Have You Join Us by Clicking Here!