Gwen Whiting

Like it was just this like never ending toss of processes that were pointless and had no value.

And if anyone is listening and goes through an earn out, like you will never get paid because of all that crap that they throw at you that you have no control over.

Luckily, I didn't have an earn out.

But if I did have an earn out, I would have zero takeaway within the first three to six months because they like throw out this layers and process and nonsense that like I was incredibly profitable.

But after the six months of Unilever nonsense.

No.

Sure.

It's when it's like the salesmanship, when they dangle the carrot and tell you how much more you're going to make because they're so awesome and they know everything and you don't, and they're going to make you so much more money.

And then you're like, okay, great.

I'll keep an upside for all that amazing money that you're going to make and bring into our organization.

Yeah.

And so you only take a certain percent off at the table at the sale and you leave an open amount for your future upside.

But from my experience and what I know of other Unilever deals, no one gets an upside because

They say it's not based on sales or EBITDA or whatever, but fundamentally they throw all this expense at you, which then affects your bottom line and your EBITDA.

And you as a seller generally have no control over what they throw into your organization.

Right.

Yes, yes, yes.

The ad and the paper and da, da, da, da, da.

Yeah.

I was in my early 40s.