How to Determine When It's Time to Sell

Dustin Shafer, Director of Business Development, Legacy Energy Consulting


In 2010 I founded Phelan Gas Company, a propane delivery business serving residential and commercial customers across Southern California.

What started as a small operation with one truck and a small bulk plant in Phelan grew steadily over the years into a successful company with over 3,500 loyal customers. I’m proud of what we built—a reliable, customer-first business rooted in community and hard work.


By the mid-2020s, organic growth had naturally slowed. We had captured a significant share of our local market, which made further expansion challenging without pursuing acquisitions. I began exploring the idea of buying a small competitor to keep scaling the business.

That’s when I reached out to Legacy Energy Consulting for an independent valuation.

I wanted an objective view of what my company was truly worth before committing more capital and risk to grow the business. Chad and Tyler Pendill handled the valuation, and when he shared the results, the number was eye-opening—far higher than I had anticipated. Suddenly, I had to ask myself a tough question: Was it smarter to invest heavily in an acquisition, or was this the right time to consider selling?

After careful thought, I decided to put Phelan Gas Company on the market.

Several factors influenced my decision:

  • Operating costs were rising sharply—labor, equipment, and especially insurance.
  • California’s business environment was becoming increasingly difficult, with regulatory pressures and a heavy litigation landscape that added real risk to owning and operating a propane company.

When I ran the numbers on the ongoing risks versus the opportunity to exit at a strong valuation, selling made the most sense.

I entrusted Legacy Energy Consulting with the entire sale process.

Chad and Tyler Pendill marketed the business discreetly, identified qualified buyers, negotiated terms, and guided us through due diligence. The transaction moved efficiently and closed in approximately nine months from start to finish.


Today, I serve as Director of Business Development at Legacy Energy Consulting, where I help other propane business owners navigate valuations, growth strategies, and exits. Looking back, getting that initial valuation was the turning point—it gave me clarity at a critical moment and allowed me to make a strategic decision that aligned with both my personal and professional goals.


If you’re a propane company owner wondering about your options, I highly recommend starting with a professional valuation. It might just change the way you see your future, the way it did for me.

More Completed Sales

By Karlie Mosher July 6, 2026
July 2, 2026 Legacy Energy Consulting, a prominent merger and acquisitions consulting firm, is pleased to announce the successful sale of O’Connell Oil Company of LeSueur, MN, to Central Farm Service (CFS), headquartered in Truman, MN. O’Connell Oil Company’s story is deeply woven into the LeSueur, MN, community. Its roots date back to 1961, when brothers Tom and Richard O’Connell carried forward their family’s legacy by purchasing their father JJ’s general store and fuel business, which was first established in the 1930s. What began as a family fuel business grew over the decades into a trusted local provider of fuel, propane, anhydrous ammonia, and dry fertilizer, built on relationships, hard work, and a commitment to serving neighbors. That legacy continued through the next generation as brothers Pat, Mike, and Brandon joined the company in 1979, 1980, and 2005, respectively. The family connection remained strong with Pat’s wife, Rita, also contributing to the business and Mike’s son, Mark, becoming part of the fourth generation involved in carrying the O’Connell name forward. The O’Connell’s commented “We have spent the last 30+ years building our propane/fuel business and we have known Chad for all of them. When it came time to sell, we knew we could trust Chad to guide us through the difficult and emotional process. Chad, Tyler and Dustin were with us every step of the way and we couldn’t have asked for an easier transition to finding a company we felt could continue our level of customer service. The guidance and knowledge Chad and his team at Legacy have to offer are second to none.” Chad Pendill, founder and President of Legacy Energy Consulting, commented, “I have known the O’Connell family for 30 years, and it was both an honor and a privilege to help guide them through this important transition. Their business is a true legacy company, built through generations of hard work, family commitment, and service to their community.” Legacy Energy Consulting delivered comprehensive merger and acquisition services to O’Connell Oil Company. These services encompassed the initial valuation, discreetly marketing the business to potential buyers through an efficient and structured sale process, negotiating the final deal structure, and managing the due diligence process between the seller and the eventual buyer. Chad Pendill, Tyler Pendill and Dustin Shafer managed the transaction. This transaction is the second for Legacy Energy Consulting in 2026, and it’s twenty-ninth since 2020. About Legacy Energy Consulting Legacy Energy Consulting was established in 2020 by Chad Pendill, a propane industry veteran with over thirty years in the industry, and his son Tyler Pendill. The firm specializes in offering merger and acquisition services to propane and refined fuel businesses across the nation. Legacy Energy Consulting is a family-owned business that aims to provide personalized and reliable guidance to other family-owned businesses during the sale of the business they have worked so hard to build.
Legacy Propane LLC
By Karlie Mosher June 1, 2026
June 1, 2026 Legacy Energy Consulting, a prominent merger and acquisitions consulting firm, is pleased to announce the successful sale of Legacy Propane in Allison, IA to Heartland Co-op headquartered in Clive, IA. Legacy Propane of Allison, IA was originally established as Allison Propane in 1972 and was acquired by Heritage Petroleum of Evansville, IN as part of its much larger acquisition of Diamond Oil in February of 2025. John Clark, the COO of Heritage Petroleum commented “We have bought 25 companies in 12 years but had never sold anything. The Legacy Energy team presented, then executed a plan seamlessly to make our first selling experience a success. I would not only use them again, but I would recommend them to other companies looking to execute a transition." Chad Pendill, founder, and President of Legacy Energy Consulting commented "John Clark and Phil Davidson of Heritage Petroleum were a pleasure to work with on this project and it could not have gone any smoother." Legacy Energy Consulting delivered comprehensive merger and acquisition services to Legacy Propane. These services encompassed the initial valuation, discreetly marketing the business to potential buyers through an efficient and structured sale process, negotiating the final deal structure, and managing the due diligence process between the seller and the eventual buyer. Chad Pendill, Tyler Pendill and Dustin Shafer managed the transaction. This transaction is the first for Legacy Energy Consulting in 2026, and it’s twenty-eighth since 2020.
Undisclosed Oklahoma Propane Company
By Karlie Mosher November 3, 2025
November 3, 2025 Legacy Energy Consulting, a leading firm specializing in mergers and acquisitions, is pleased to announce the successful sale of a distinguished, undisclosed Oklahoma-based propane and refined fuel company. Legacy Energy Consulting delivered comprehensive merger and acquisition services to the undisclosed company. These services encompassed the initial valuation, discreetly marketing the business to potential buyers through an efficient and structured sale process, negotiating the final deal structure, and managing the due diligence process between the seller and the eventual buyer. Chad Pendill and Tyler Pendill managed the transaction. This transaction is the sixth for Legacy Energy Consulting in 2025 and its twenty-seventh nationwide since its inception in 2020 .