Turning Trash into Cash: The Secret of Recurring Revenue in Unlikely Industries

By Cheryl Powers

In a notable transaction last year, Darden Restaurants, the entity behind Olive Garden, disclosed its acquisition of Ruth's Chris Steak House for $715 million. This figure pegged the valuation at approximately one times the preceding year's annual revenue, translating to around ten times the adjusted EBITDA for 2022. While impressive for a corporation of its stature, the valuation metrics for Ruth's Chris may have been somewhat constrained by its absence of a recurring revenue model.

The contrasting valuation multiples between Ruth's Chris and enterprises like Waste Management, a non-software entity that operates under a recurring revenue model through long-term service contracts, are telling. Waste Management notably commands a valuation exceeding three times its annual revenue, underscoring the significant impact of recurring revenue streams even outside the tech domain.

Recurring Revenue: A Universal Value Enhancer

M&A deals are increasingly challenging the prevailing assumption that recurring revenue models are exclusive to the tech sector. By innovating their offerings, traditional businesses can effectively tap into the powerful benefits of recurring income. Gamal Codner, the visionary founder of Fresh Heritage, exemplifies this innovation through his transformative journey. Starting with a focus on men's grooming essentials, Codner initially faced slim margins with an average order value of $30 against a customer acquisition cost of $15 via Facebook ads.

The strategic pivot to a subscription-based model through the introduction of the VIP Club marked a turning point. This program was not merely about delivering products; it was about cultivating a unique brand ethos centered on the empowerment and self-advancement of its clientele. By tapping into the aspirations of his customers rather than focusing solely on price incentives, Codner fostered a community of individuals aligned with the brand's core values.

This community-building approach, coupled with exclusive events and meetups, transformed the VIP Club into a compelling value proposition, driving customer conversion from one-time purchases to committed subscribers. The results were:

• A substantial increase in the average order value to over $60.
• Growth in the subscriber base to 3,000 members.
• An impressive EBITDA margin expansion to 40%.

The culmination of these efforts caught the attention of BRANDED, a conglomerate specializing in acquiring direct-to-consumer digital brands, leading to a lucrative acquisition in 2022. This case underscores the transformative potential of recurring revenue models across various sectors, emphasizing the need for businesses to deeply understand and cater to the evolving preferences of their customers.

Embracing a recurring revenue framework elevates your company's valuation and ensures sustainable growth by building a loyal customer base invested in your brand's success. The shift from transactional interactions to enduring relationships is a strategic imperative for you if you are aiming to enhance your market position and financial robustness.

Learn more about how recurring revenue and other drivers can enhance your company's value acceleration and your personal wealth as an owner here.