Entrepreneur, former M&A expert, and semi-pro hockey goalie, Nunzio Presta, recently joined Pallet Connect as head of strategic growth, global. Pallet Connect is the leading cloud-based ERP software for pallet companies worldwide.
Pallet Enterprise: What is your background in the business world?
Presta: I’m a graduate of the Ted Rogers School of Management with a Bachelor of Commerce and over 17 years of experience building, leading, operating, and advising ventures. I’ve been recognized with the 2025 G. Raymond Chang Outstanding Volunteer Award from Toronto Metropolitan University, the 2023 Emerging Leader Under 40 Award from Peak Media, and was named among TRSM’s Top 10 Alumni of the Past Decade in 2021. I’ve also been nominated for Canada’s Top 40 Under 40 and the World Economic Forum’s Young Global Leader.
Most notably, I founded BuyAndSellABusiness.com, a platform that facilitated over $4.5 billion in business transactions before I sold it last year. Since then, I’ve been exploring new opportunities and was drawn to Pallet Connect after hearing from many about the industry’s exciting potential.
Pallet Enterprise: From an M&A perspective, what is a challenge when it comes to selling a pallet company?
Presta: I’m seeing firsthand that many small pallet companies are not built to sell. They may be dependent on one key operator or family members, and they don’t have the systems or technology in the back end to really create a self-sufficient business. That’s where solutions like Pallet Connect can really help. You may never want to sell, but you should always be ready if you need to. Building a valuable, sellable business means having the right data and systems in place, not messy spreadsheets.
Pallet Enterprise: Based on your M&A experience, what are buyers typically looking for when they evaluate a business to purchase?
Presta: There are three pillars that buyers are looking for – timing, strong financials, and self-sufficient operations. There has to be good timing in the market in terms of social, economic outlook and technology. And the second is strong financials; buyers typically look for strong recurring revenue and a stable customer base. The third pillar is a self-sufficient business, also known as the Switzerland Structure – one that doesn’t rely on a single founder, client, vendor, or partner.
Pallet Enterprise: What are the biggest mistakes that people make when they go to put their business up to sell?
Presta: It’s literally the opposite of what buyers are looking for. One mistake is a lack of focus on making sure financials are updated, organized and audited. Buyers will want to look at least the last three years of financials. Another major mistake is that sellers aren’t willing to be flexible on terms. When I ran BuyAndSellABusiness.com, one thing our team noticed was that a lot of deals would die because sellers had unreasonable expectations and couldn’t defend their valuations. You need to be flexible on terms and sell for the right price, and that is usually what the market is willing to pay. You shouldn’t be overvalued. You shouldn’t be undervalued. Next, many avoided investing in forward-thinking technology, then wondered why buyers devalued their business. Finally, many sellers just chased the biggest number instead of looking for the right buyer, then wondered why their deal would fall apart at the end. Truth is, when you chase just the number deals die a lot quicker. Chasing the right buyer gets deals done, even if the offer is 10% less than from a mediocre buyer. In the end, would you rather have 90% of something or 100% of nothing?
Pallet Enterprise: You used to be a hockey goalie. What are some lessons from hockey that you think translate to business, particularly a small fragmented but hard industry like the pallets?
Presta: Success in sports and business takes resilience. There are tough moments, opponents, and doubters. Hockey taught me discipline, commitment, and the power of showing up, just like running a pallet company. It’s hard but meaningful work, and at Pallet Connect, we’re making it a lot easier for operators worldwide.
Pallet Enterprise: What is your role at Pallet Connect?
Presta: My focus spans strategy, operations, product, and sales & marketing. I’m driving worldwide revenue growth and introducing Pallet Connect to operators ready to embrace technology that boosts productivity, efficiency, and margins, so they can deliver better products and customer experiences.
Pallet Enterprise: What is the best piece of business advice that you have ever received?
Presta: Listen to the things you don’t want to hear! It pushes you to lean into discomfort and face the stuff that challenges your beliefs or blindsides you. That’s where growth lives. It’s not easy, but when you stop resisting and start really listening, that’s when the magic happens.
Pallet Enterprise: What are your first impressions of the pallet industry?
Presta: The pallet industry is one of the most essential, underrated and quietly powerful sectors I’ve encountered. Coming from tech and startups, I’ve seen a lot of noise, flashy pitches, and constant change. The pallet space is the opposite, in the best way. It’s stable, mission-critical, and everywhere, yet it flies under the radar. What struck me immediately was how foundational it is to the global economy. Almost everything you see, touch or use has likely been on a pallet. Yet, many businesses here still run on spreadsheets and whiteboards. That signals a huge opportunity to bring efficiency, modernization, and value, without reinventing the wheel. That’s where Pallet Connect (www.palletconnect.com) can really help.
