Abbey Glass engaged George & Company after more than four decades of family ownership. What began as a desire to slow down gradually evolved into a full business sale driven by operational strain, market shifts, and changing personal priorities.

George & Company was retained to help the owner navigate valuation uncertainty, operational dependence, and fluctuating post-COVID performance—while identifying a buyer capable of sustaining the business long-term.

Owner Situation

The business had been operated for 42 years by two brothers. When one brother retired, the remaining owner was unable to find a suitable replacement, resulting in significantly increased workload and responsibility.

To manage the strain, the owner intentionally slowed the business—stopping bids on larger projects and focusing on day-to-day operations. When COVID hit, demand and complexity surged, creating an increasingly stressful environment as the owner balanced clients, staff, and operational oversight.

Abbey Glass was referred to George & Company by a major vendor, based on the firm’s experience successfully selling other glass companies and its reputation as a trusted business advisor within the industry.

Key Challenges

Several factors complicated the sale of Abbey Glass:

• The specialized skill set required to operate a glass company created a high barrier to entry for non-industry buyers
• The business was heavily owner-dependent, with no middle management in place
• No employees or family members were interested in taking over the company

Additionally, while sales and profits reached near-record highs during COVID, performance began returning to lower historical norms post-COVID—coinciding with the owner’s desire to sell.

Valuations across many industries fluctuated during this period, making it more difficult to forecast future profitability and secure financing, particularly for buyers unfamiliar with the glass industry.

George & Company’s Approach

George & Company worked closely with the owner to establish realistic valuation expectations aligned with both market conditions and the seller’s personal goals.

Understanding that a sale could take six to twelve months, George & Company advised the seller to remain actively engaged in the business and maintain accurate financial reporting. Rather than pulling back, the recommendation was to keep “the foot on the gas” while the company was on the market.

The business was taken to market based on projected profits, with the expectation that performance could improve during the sale process. The seller embraced this guidance, refocused on growth, and began to see sales trend upward.

Suggested Image Placement: A mid-page image showing technicians installing or fabricating glass, or a collaborative work environment that reinforces hands-on expertise.

Outcome and Results

As anticipated, identifying the right buyer required patience. In early 2025, as broader discussions around AI’s potential impact on numerous industries intensified, George & Company observed increased interest in skilled trade and service-based businesses—including glass companies.

Through expanded outreach, George & Company identified a buyer who owned a complementary business and saw meaningful synergies with Abbey Glass.

To support a smooth transition, the seller agreed to remain involved post-close, if necessary, to allow the buyer time to identify and train a suitable replacement for the owner.

The transaction successfully aligned price, terms, and transition expectations in a way that met the seller’s goals and positioned the business for continued success.

Key Takeaways for Business Owners

This transaction highlights several important lessons:

• Patience matters: Selling a specialized business often takes longer, especially in changing markets.
• Owner engagement drives value: Continuing to operate and grow the business during the sale process strengthens outcomes.
• Flexibility enables deals: Willingness to assist post-sale can expand the buyer pool and improve terms.

By trusting the process and remaining open to guidance, the seller enabled George & Company to secure a buyer at a price and on terms that worked.

Certain financial figures, timelines, and identifying details have been generalized or omitted to protect client confidentiality.