Sell a Medical Supply Distribution business

Owner-operator medical supply distribution businesses trade at 3x–5x SDE for typical $500K–$3M SDE ranges. At $3M+ EBITDA scale the same operators sell at 6.5x–10x EBITDA. Multiples in this category are ebitda-based and data-sourced from PitchBook Healthcare Services 2025 + Bass Berry LMM Healthcare Report. Where you land in the range is driven by growth trajectory, revenue mix, customer concentration, and management-team depth beyond the owner.

McKesson, Cardinal Health, Owens & Minor, and Concordance Healthcare Solutions actively acquire regional medical-supply operators. Active buyer archetypes in healthcare include Physician-services PE platform, Health system / MSO, Physician successor. Which of these bids for your business depends on scale — sub-$1M SDE is typically individual or search-fund territory, $1-3M SDE opens up PE platforms and strategics, and $3M+ EBITDA gets full LMM buyer attention.

Medical-supply distributors with GPO contracts (Vizient, Premier, HealthTrust) and specialty product lines (orthopedic, wound care, urology) trade at meaningful premium. Beyond the industry-specific factor, the universal drivers in healthcare are payer mix (commercial vs government) — commercial-weighted practices command premium; provider retention post-close (employment agreements + earn-outs standard); multiple providers/practitioners (not solo-owner-dependent).

Medical-supply working capital is heavy and buyers scrutinize inventory turns; supplier concentration also drives diligence intensity. Buyers in this category also standardly scrutinize payer reimbursement rate compression and physician recruiting difficulty. Addressing these in advance in a well-prepared CIM materially reduces retrade risk during diligence.

Typical transaction range for medical supply distribution is $2.0M–$60M in annual revenue. Below that, buyer pool narrows to individual and small-search-fund. Above that, PE platforms and strategics dominate. NAICS code 423450 — buyers screen by NAICS in most deal sources.

From the day you engage a broker to close, expect 6–12 months for a well-prepared business in healthcare. The prep work — financial cleanup, addbacks documentation, key-employee retention agreements, real estate lease sorting — is where 3-6 months of the timeline hides. Starting that early is what separates a full-multiple exit from a discounted one.