If you own a business in the custom corrugated packaging or display space, you already know this is no ordinary manufacturing sector. Your company blends engineering, creative design, precision logistics, and high-touch customer service. You’re likely juggling everything from structural prototypes to POP display rollouts and rush retail packaging orders, while managing margins, staff, supply chain volatility, and equipment upkeep.
But at some point, whether for retirement, diversification, or strategic growth, every owner asks:
“What is my business worth—and how do I sell it the right way?”
At Beacon Advisors, we’ve guided business owners just like you through successful exits. This article is a resource to help you understand:
- What makes your type of business attractive to buyers
- How to assess its real value
- Why the industry is in demand
- And how to prepare for the best possible outcome
Whether you’re ready to sell now or just starting to think ahead, this guide is designed for you.
Your Business Is More Than “Just Boxes”
From the outside, people might think you’re just in the packaging business. But you know that’s not quite right.
Your company is a problem solver and brand builder. You help clients:
- Ship fragile, oversized, or irregular items securely
- Launch seasonal retail campaigns with in-store displays
- Design packaging that reflects their brand and protects their products
- Get to market fast, even under impossible lead times
This combination of creativity, service, and manufacturing precision is what sets your business apart. And that’s exactly what buyers are looking for.
What’s Driving Buyer Interest in Your Industry?
Over the past decade, buyers—including private equity firms, strategic acquirers, and family offices, have taken a strong interest in the custom corrugated packaging and POP display sector. Why?
1. E-Commerce and Branding
With online shopping on the rise, packaging has become the first physical brand touchpoint. Businesses want packaging that’s not just protective, but also branded, eco-friendly, and unboxing-friendly.
2. Retail Still Matters
Despite e-commerce, in-store retail is still massive and competitive. Brands need bold, custom POP displays that stand out on crowded shelves.
3. Recyclability and ESG Trends
Corrugated is recyclable, biodegradable, and ris eplacing plastic in many sectors. That gives your business a natural edge in sustainability-conscious markets.
4. Outsourcing and Specialization
Brands want partners who can handle the design, manufacturing, inventory, and delivery of packaging, so they can focus on their core business.
This shift is making packaging and display companies like yours more essential—and more valuable—than ever before.
What Makes Your Business Attractive to Buyers?
Buyers look beyond your revenue and machinery. They’re investing in stability, capability, and potential. Here’s what they love to see:
A. Design and Engineering In-House
If you offer CAD design, prototyping, or custom dielines, that’s a big plus. It means clients rely on you early in their workflow, and are less likely to switch suppliers.
B. Modern Equipment and Automation
Investments in digital printing, high-speed die-cutters, or automated gluing systems show operational maturity and scalability.
C. Strong Customer Relationships
Repeat business, multi-year accounts, and high retention all point to long-term value. Bonus points for diversity—buyers get nervous if 40% of revenue comes from one customer.
D. Dependable Team Beyond the Owner
Buyers want to see second-tier leadership—plant managers, sales leads, or designers—who can run the show post-sale if needed.
E. Consistent Profitability
Strong margins and a history of stable or growing EBITDA (earnings before interest, taxes, depreciation, and amortization) make your business easier to value and finance.
Case Study: What a Great Business Profile Looks Like
Here’s a composite example of the kind of business that attracts attention from buyers:
- $8M–$45M in annual revenue
- 30–80 employees including designers, account managers, production staff
- 1–3 facilities, often with warehousing and fulfillment capabilities
- In-house design and prototyping, serving industries like CPG, personal care, and health & wellness
- Diverse customer base, with no client making up more than 20% of revenue
- Modern equipment, including wide-format digital presses, CAD tables, and automated gluing systems
- Value-added services, such as kitting, vendor-managed inventory (VMI), or just-in-time programs
If your company resembles this, you’re likely in a strong position for a strategic or financial sale.
How Buyers Evaluate You
Here’s a simplified version of what buyers (and advisors like us) look at when evaluating a packaging or display business:
| Factor | What Buyers Look For |
|---|---|
| Revenue & EBITDA | Stable or growing, with clean financials |
| Customer Base | Low concentration, long-term accounts |
| Equipment | Well-maintained, modern, and scalable |
| Design Capability | In-house design team and creative portfolio |
| Processes | Documented workflows and lean production |
| Team | Management depth beyond the owner |
| Location | Proximity to key markets or clients |
Many owners are surprised to learn how much value lies in intangibles—client relationships, internal systems, or your company’s reputation for dependability.
Preparing for a Future Sale: 5 Things to Do Now
You don’t have to be ready to sell today to start preparing. Here are smart steps that increase value and make life easier when the time comes:
1. Clean Up Your Financials
Use your accountant to normalize EBITDA. Identify one-time costs or personal expenses that don’t reflect ongoing operations.
2. Diversify Your Customer Base
Even a small shift—reducing overreliance on one client—can boost valuation significantly.
3. Document Processes
From quoting to delivery, having repeatable systems makes your business more transferable and less dependent on you.
4. Invest in Second-Level Leaders
Promote or hire people who can take over day-to-day roles, even if just partially. It gives buyers confidence.
5. Track KPIs That Matter
Include order turnaround time, scrap rates, setup time, gross margin per SKU, and on-time delivery rates. These speak volumes to buyers.
Why Owners Work with Beacon
At Beacon Advisors, we know this industry. We’ve walked factory floors. We understand the difference between B-flute and double-wall. We speak the language of corrugated and retail display, and we know how to explain your business to buyers who don’t.
Our experience means we can:
- Value your business based on the real drivers, not just a multiple
- Help you position your company as a solution provider, not a commodity
- Introduce you to serious, qualified buyers who understand this sector
- Guide you through the complexities of deal structure, timing, and transition
Final Thoughts
Selling your packaging or display business is one of the biggest decisions you’ll ever make. It’s not just about money—it’s about legacy, people, and knowing the business you built will continue to thrive.
The good news? Your business is likely worth more than you think, especially when it’s understood and marketed the right way.
If you’re curious about valuation, timing, or next steps, the best place to start is with a confidential conversation. There’s no pressure. Just clarity.
At Beacon, we specialize in helping owners like you unlock the value you’ve worked hard to build.