How to Double EBITDA in 3 Years The Multi-Unit Retail Playbook

Alex Rawlings speaks with Jeff Helfgott, CEO of Boardroom Salon, about scaling PE-backed multi-unit businesses. They discuss talent strategy, retention, resilience, and how to turn operational fixes into sustainable growth.

⏱️ Key Timestamps

00:00 – Introduction & Jeff’s Background
From barbershop beginnings to PE-backed CEO.

01:04 – Common PE Mistakes
Overlooking talent strategy during diligence.

02:11 – Talent Assessment
Evaluating teams based on current business needs.

05:58 – Hiring Non-Negotiables
Integrity and focus on top 3 priorities.

08:18 – Resilience in Leadership
Navigating crises like COVID.

10:10 – Managing Growth & Change
Using EOS and quarterly planning.

14:11 – Driving EBITDA Growth
Fix retention before scaling revenue.

16:01 – Retention Flywheel
Employee retention → customer retention → growth.

18:24 – Membership Strategy
Aligning offerings with real customer behavior.

21:18 – Finding the Real Constraint
Using data segmentation to identify core issues.

24:31 – Data vs Insight
Combining analytics with customer feedback.

27:33 – KPI Pitfalls
Avoid over-optimising a single metric.

28:02 – PE Thesis vs Reality
Treat strategy as a hypothesis, not fact.

29:12 – Underrated Growth Lever
Talent retention and adaptability.

32:08 – Building Resilient Teams
Supporting middle management and preventing burnout.

35:25 – Resources & Closing

🚀 Key Takeaways

• Assess talent early in diligence
• Integrity and resilience are critical traits
• Retention is a primary driver of growth
• Data must be paired with real customer insight
• Pressure-test your investment thesis
• Middle management drives execution

Raw Selection partners with Private Equity firms and their portfolio companies to secure exceptional executive talent. We focus on de-risking executive recruitment through meticulous search and selection processes, ensuring top-tier performance and long-term success.

🔗 Connect with Alex Rawlings on LinkedIn https://www.linkedin.com/in/alexrawlings/

🌐 Visit Raw Selection www.raw-selection.com

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