Oil Changers, the Greenbriar-backed quick lube platform, engaged Captarget to source add-on locations as they expanded beyond California. We delivered 300+ qualified targets, 60+ vetted leads, and 3 closed acquisitions, all for a flat monthly fee.

The Challenge

Oil Changers was executing an aggressive add-on strategy under Greenbriar Equity's ownership. Their goal: expand beyond their California home base into new markets across the U.S.

Greenbriar expected 4-6 closed add-ons per year to build toward their target exit valuation. The clock was ticking, every quarter without acquisitions meant falling behind the value creation plan.

Quick lube acquisitions are high-volume, lower-ticket transactions. Traditional buy-side fees, often 3-5% of deal value, would have eroded deal economics on each small add-on. On 3 acquisitions, that could mean $150K+ in fees.

Internal sourcing efforts were producing 3-4 qualified opportunities per quarter, nowhere near the 15-20 annual closings needed to hit growth targets.

Our Approach

We built a high-volume sourcing engine specifically designed for the quick lube add-on profile targeting smaller, multi-unit operators in priority expansion markets.

Every lead represents an engaged operator who has expressed genuine interest, not a franchise directory or business listing export. Applied geographic and size filters to narrow 500+ locations to 300 qualified targets. Our flat-fee model means $0 success fees regardless of how many locations close.

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• Mapped 300+ qualified quick lube targets across target geographies
• 2Developed succession-focused outreach for retiring owner-operators
• 3Generated 60+ vetted leads resulting in 30+ direct conversations
• 4Flat monthly fee structure preserved deal economics on every transaction

The Process

The Outcome

Over 12 months, Oil Changers acquired 3 new locations and built a robust pipeline for continued expansion, all for less than $25K in total sourcing costs. $0 success fees across 3 closed acquisitions, a savings of $75K+ vs. traditional 3% buy-side fees.

The add-on strategy, built on a foundation of high-volume, cost-effective sourcing, contributed to Greenbriar's successful $625M exit to Valvoline in December 2023. Captarget's sourcing infrastructure helped build the acquisition velocity that made that exit possible.