Rob pivoted from British food shops to coffee shops and completed two deals within two months of joining the programme — with more in the pipeline.

GUEST

Rob — Canada-based acquirer targeting independent coffee shops across Ontario and the US northeast.

EPISODE SUMMARY

Based in Canada, Rob initially planned to acquire British food shops serving the expat community before pivoting to independent coffee shops after listening to a podcast episode featuring John Richardson. Within two months of joining the Fast Track programme, he had signed heads of terms on two deals and had a third imminent. His story is a masterclass in following the process, staying disciplined on the 30-minute initial call, and understanding your own valuation logic before you walk into a negotiation.

KEY TAKEAWAYS

▸ Pivoting your target sector based on new information (such as a podcast) is smart, not indecisive.

▸ 750 letters generated five to six enquiries per day — and they were still coming in weeks later.

▸ Discipline on the 30-minute initial call is critical: it signals professionalism and filters out time-wasters on both sides.

▸ Know your valuation multiple before you enter any conversation — Rob uses 1–1.5x for standard sites and up to 3x for strategic locations.

▸ Sellers who can't produce financials rarely have a real business to sell.

▸ The lease is often more complex than the purchase agreement — always request it early, especially if there's a mortgage on the property.

DEAL HIGHLIGHT

Rob's first deal seller — who had run the coffee shop since 2005 — wanted to return to bookkeeping. Rob offered her a separate bookkeeping role across his growing portfolio, turning the acquisition into a long-term operational relationship.

"Stick to the process. Be confident. Do your homework. And be persistent."

Learn more: www.dealmakers.co.uk