{"id":124625,"date":"2026-08-19T08:16:24","date_gmt":"2026-08-19T15:16:24","guid":{"rendered":"https:\/\/www.prolandscapermagazine.com\/us\/?p=124625"},"modified":"2026-08-19T14:46:29","modified_gmt":"2026-08-19T21:46:29","slug":"cetane-associates-on-navigating-the-sale-of-a-small-business","status":"publish","type":"post","link":"https:\/\/www.prolandscapermagazine.com\/us\/2026\/08\/19\/cetane-associates-on-navigating-the-sale-of-a-small-business\/","title":{"rendered":"Cetane Associates on navigating the sale of a business"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">Selling a company is rarely just a financial transaction\u2014it is a life event comparable to marriage or buying a first home. <a href=\"https:\/\/www.cetane.com\/\" data-type=\"link\" data-id=\"https:\/\/www.cetane.com\/\">Cetane Associates<\/a>, a lower-middle-market M&amp;A advisory firm, has built its reputation on guiding owners through this emotional and logistical journey, offering personalised support that larger investment banks often cannot provide.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Barrett Conway, managing director of Cetane, spoke with\u00a0Pro Landscaper USA\u00a0about the firm\u2019s evolution and its recent expansion into the landscaping sector. Founded in 2006 with a focus on heating oil and diesel, the firm has since diversified into propane, HVAC, and more recently, landscaping, lawn care, pest control, and delivered fuels. Conway emphasises the importance of industry-specific expertise, stating that the firm avoids becoming a generalist to maintain credibility from the outset.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Cetane operates primarily on the sell-side, with roughly 95% of its work representing sellers. A competitive auction process is central to its approach, ensuring clients achieve maximum value. However, Conway notes that valuation is not always the deciding factor. \u201cSixty percent of the time sellers are not primarily going for top dollar,\u201d he explains. \u201cThey\u2019re going with a buyer who\u2019s the best fit, who\u2019s going to take care of their employees and customers.\u201d The firm\u2019s dedicated backend team, including two non-practicing attorneys, plays a crucial role in closing deals successfully.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Private equity interest in home and commercial services has grown significantly, with Conway noting that the number of potential buyers has increased from two to four to around ten in recent years. Commercial maintenance, with its recurring and recession-resilient revenue, is particularly attractive. He also points out that landscaping remains earlier in its M&amp;A lifecycle compared to more mature sectors like HVAC and pest control, with education still needed around EBITDA multiples.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">For owners considering a sale, Conway advises starting early\u2014ideally two or three years in advance\u2014to conduct a value range analysis and address any operational or financial gaps. Clean financial records, a trusted team of advisors, and careful estate planning are essential to maximising post-tax proceeds. \u201cThe reality is most sellers want to have sold yesterday,\u201d he concludes. \u201cIf you\u2019re thinking about an acquisition, it\u2019s good to call us in advance to get your house in order and really be prepared for the future.\u201d<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong><a href=\"https:\/\/issuu.com\/eljays44\/docs\/pro_landscaper_usa_august_2026\/38\">Read the full article in the August issue of Pro Landscaper USA.<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Selling a company is rarely just a financial transaction\u2014it is a life event comparable to marriage or buying a first home. Cetane Associates, a lower-middle-market M&amp;A advisory firm, has built its reputation on guiding owners through this emotional and logistical journey, offering personalised support that larger investment banks often cannot provide. Barrett Conway, managing director [&hellip;]<\/p>\n","protected":false},"author":242,"featured_media":124627,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"off","_et_pb_old_content":"","_et_gb_content_width":"","om_disable_all_campaigns":false,"footnotes":"","_ppma_block_editor_authors":""},"categories":[1066,2405,18,1134],"tags":[1832],"ppma_author":[1531],"class_list":["post-124625","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-from-the-mag","category-futurescape-usa","category-news","category-partner-content","tag-landscape-suppliers"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Cetane Associates on navigating the sale of a business - Pro Landscaper USA<\/title>\n<meta name=\"description\" content=\"Selling a company is rarely just a financial transaction\u2014it is a life event comparable to marriage or buying a first home. 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