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Welcome to another weekly recording of M&A Zing — the podcast for acquisition entrepreneurs, search funds, and holdco builders across the UK & Europe.
In this episode, host Gareth Hawkins kicks off a new interview series featuring emerging searchers and established acquirers. Today, he sits down with Florian Wilisch, founder of Hamburg Ventures. Florian’s path to ETA (Entrepreneurship Through Acquisition) includes nearly a decade at Apple (working on iconic products like the iPhone and Apple Music), plus years of startup scaling and a successful e-commerce exit. Now he’s applying his love for product innovation and digitisation to buying a profitable small business — with a B2C twist.
From near-miss deals and financing struggles to the joy of connecting with sellers on more than just the numbers, Florian shares valuable insights for anyone navigating the SMB acquisition space.
Timestamps
In this episode, host Gareth Hawkins kicks off a new interview series featuring emerging searchers and established acquirers. Today, he sits down with Florian Wilisch, founder of Hamburg Ventures. Florian’s path to ETA (Entrepreneurship Through Acquisition) includes nearly a decade at Apple (working on iconic products like the iPhone and Apple Music), plus years of startup scaling and a successful e-commerce exit. Now he’s applying his love for product innovation and digitisation to buying a profitable small business — with a B2C twist.
From near-miss deals and financing struggles to the joy of connecting with sellers on more than just the numbers, Florian shares valuable insights for anyone navigating the SMB acquisition space.
Timestamps
- [00:00:13] Introduction & Welcome
- Gareth kicks off the new interview series, introduces Florian’s background.
- [00:01:07] Florian’s Apple & Startup Roots
- Managing major product launches at Apple
- Transitioning to startup life and selling his own e-commerce venture
- [00:03:35] The Pull of ETA
- Why Florian left corporate roles for buying a business
- Balancing family, personal risk, and entrepreneurship
- [00:06:08] Hamburg Ventures & Search Focus
- Targeting companies ripe for digitisation and product innovation
- Building trust with owners via operational insights (vs. pure financials)
- [00:10:30] Search Journey & Challenges*
- Early near-miss deals falling through
- Staying resilient through lender setbacks
- Why B2C acquisitions face extra financing hurdles
- [00:14:45] Dealing with Brokers & Debt Brokers
- Pros and cons of brokered deals
- Finding a debt broker who truly adds value
- Navigating bank reluctance for non–recurring revenue models
- [00:19:50] Lessons Learned & Key Takeaways
- Speed vs. thoroughness — straddling the line
- Crafting a personal “story” to resonate with sellers
- Coping with setbacks and mental resilience
- [00:26:00] Looking Ahead: Hamburg Ventures
- Plans for the next 12 months
- Positioning to acquire, then modernise an established SMB
- The dream: bridging the gap for B2C deals in ETA
- [00:39:20] Final Thoughts & Contact Info
- Florian’s call to lenders, owners, and other searchers
- Connect with Florian via LinkedIn or HamburgVentures.com
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Episode Highlights
- Innovating in Legacy SMBs: Florian uses his Apple and startup experience to spot growth potential where others see “old-fashioned” systems.
- B2C Financing Struggles: Most lenders prefer recurring B2B revenue, leaving B2C deals under-served and creating hidden opportunities.
- Trust-Building with Sellers: Being an operator can win an owner’s confidence, especially if they’re not purely numbers-driven.
- Resilience in Search: Missed deals and lender fallouts are common. Staying focused on why you’re doing ETA helps you push forward.
- Future Vision: In 12 months, Florian hopes to have closed a deal and applied his “digitisation + innovation” playbook to scale it fast.
40 episodes
