You have been through years of work - perhaps a life - a business model, and now you're ready to move ahead. When spent so much time, money and energy, we want to ensure that the fruits of your labor are duly rewarded.
Before the divers into the water, so that the stock market. The economy is too slow or too tight a credit? Decide whether this is the best time to sell to, and if your company is ready.
Determine Put yourself in the place of the purchaser, the marketability of your company. ItIt is important to be realistic its value and its strategic objective of the potential buyers who can benefit from the purchase to determine.
Be careful how the sale might affect your personal and financial situation, and how it affects your employees, suppliers and your family have. May impacts ranging from a right to financial benefits. The sale is forced to an emotional effect on you.
To examine carefully the reasons for the sale, are the most common health problems,Boredom, workload, business problems and money. Consider alternatives that may work better for you - franchising, developing a partnership with a company of similar mergers, going public, absentee ownership or partial retirement, two situations that you spend less time in the company. Perhaps one of them is the solution.
If, after careful research and soul of the analysis, the reasons for the sale of your company appears to be authentic, then you pay attention to the development of a seriesSales plan. It should facilitate the evaluation, preparation, pricing, marketing and sale of commercial negotiation and conclusion of the sale. Follow the plan and you can be surrounded by qualified consultants to help avoid common mistakes and surprises, and for a smooth transition of ownership.
Some goals never hurts
Sale of a business is a complex process. Like most of your assets in the area that you are wrappedMake sure you can use it for what it is to sell. Consider using a professional adviser to dispel some concerns and skills that make you own.
A trader can take advantage of objectivity, which are often lacking in your analysis of the company. Investment banking, mergers and acquisitions of companies and business broker may provide the necessary services, business brokers may deal in general with the companies worth $ 1 million or less. It is better to get references for intermediate and selectsomeone who is familiar with small businesses in general and especially with companies like yours.
Search for a buyer is only part of the reason to secure a consultant. If you followed the process of selling a house, you know that a professional advisor help you, and negotiating with potential buyers and position the company for sale - the pursuit of purity is to provide financial updates that documents that the true nature of society reflect and maintainkey employees during the entire duration of the negotiations and more. It's much harder to sell a business, rather than a purchase.
Moreover, the significance can not be underestimated, the use of the lawyers. You are dealing with questions that can be ignored if they can cancel the transaction. Legal advice is essential to close the deal at a fair price with reasonable terms and conditions and a minimum level of business risk.
And if you sell your business and keep runningnot only cheap, because at the end of the day, the buyer your boss.
There is also a good idea of hiring an accountant to advise of taxes and consider the tax consequences of the sale.
Consultants not only help to identify potential buyers and to orchestrate the operation, but can be used as agents to help protect your privacy, to organize the financing. These services are not cheap, however. Be prepared to pay a fixed fee,Hourly fees, a percentage of the purchase price or a combination.
Marketing 101 is good
The four P's of marketing - product, price, promotion and packaging - that is, even if you are selling a business. But before I go on these areas into account two other P: Let's be ready this time to sell your company to invest, and remember that patience is one of your greatest virtues. Realistically, it takes the processnot between six months and two years and six months, so to think that a deal will happen overnight, be deceived. The negotiations themselves last May to six months.
Also make sure that your expectations and goals are realistic, or if you are bound to encounter frustration.
Key drivers of sales
Like everything else on the market, the product should attract potential buyers. And in the case of a company, the less risk remains, and athe buyer might interest you.
Timing is everything. Buy According to a proposal to the law of supply and demand - and sell when all sell when everyone buys. The time of the sale of less strategic - if the company is doing, seriously, in a process expected that the revenues or profits to increase, is what the advantage of referrals, and if puts the economy into a recession or industry that a slowdown occurs. An economic decisionSale is to net seven or eight times the annual income.
Always negotiate from a position of strength to do much more easily if your business is successful. The best time to sell if it is not necessary.
Development of a rating scale informal key selling an idea of how your company can do to the market.
The history of your company - how long you've successfully lead the business and the efficiency with which the company says,Goals - affect potential buyers. The tighter the company is represented to be the most interesting. Remember that the goodwill established by your company to deal with some points.
Man is at the center of society. You must judge the competence of your staff morale, and even if the company is re-sold. If society is too dependent on you as an owner, you may need to train or hire a replacement or at least offer to staytransient.
Products and services are often available. Consider the quality, price, reputation, delivery, service and competitiveness. Be realistic about this assessment by providing for the assessment of how the buyer can exercise an objective, your products and services.
Undoubtedly, a prospective buyer will want to know, as happened with the company financially. Consider the ability of the company, its history, capabilities and results. Ensure Especiallycan the benefits would have been justified.
The accounts are organized and inspires confidence in the books of a potential buyer. Not worth trying to hide the financial details. Most likely, they will come to light and jeopardize the credibility and sales opportunities. Mobilization of capital for the company in a financial burden. Try not to sell your business in a state of fear, because it is difficult to get a quick sale at a fair price.
ConditionFacilities and equipment certainly affect the sale of your business. According to them, believe that their skills, their competitiveness and their ability to promote the business. And selling "Like a house, try the work environment attractive and comfortable as possible for potential buyers. This may include cleaning painting, windows, furniture and appliances or carry out repairs.
Existing long-term agreements with customers and suppliers are alsoPoint of Sale, offering as confidence in his ability, quality products and services online and pay the bills.
Your relationship with lenders is an important criterion for the analysis of your company. The strength of financial institutions, the credit is an indication of the reliability and efficiency.
Considerations very similar to buying a home, location, location, location is important for potential buyers. A privileged position - with the availableParking, accessibility, environment and well-maintained vehicles neighbors - is a product of the strong attraction and conditions agreeable to the field of leasing, buying options and possibilities for expansion. A potential buyer wants assurance that the company is properly positioned to ensure the continued functioning efficiently.
Your company to survive the ten years, or the will of its products and services of tomorrow and the iPod will be replaced next year, clean garbage bag? Iflong-term growth is more like a short life, then you can into trouble. On the other hand, if your market segment and individuals are healthy, they can be opportunities for sales growth.
E ', you must assess your competitive advantage in terms of prices, products and services. This may be the time to develop a new competitive strategy.
Play your company's strengths, take the weaknesses in the review and decide whether it is worthwhileChanges that are only paid if the company is on the market. Like any other commodity, should be an interesting business model for the portfolio, both buyers and entrepreneurship.
So, what's really worth it?
Based on a thorough analysis of your heritage, you must now set a price for your business. Make sure yours are in your head, you specify exactly what you intend to. This may include the assets, equities, real estate, franchise, part of the company and your timeterms of employment, education or counseling.
Unfortunately, the determination of the fair market value of your company is not always an easy task. Often there is a gap between what society thinks is the value and the price at which they will actually sell.
The assessment can be approached in several ways. The methods of assessment at the whole range of informal guidelines cover the following strict mathematical calculations performed by professional valuers.
InDetermining the value of a company focused on four issues: the condition of the lease is in force, the position of the company, the replacement value of equipment, furnishings and equipment, and the actual number of books. Often produce a multiple of income and yield of three to five times, can make a realistic price to sell. We have to sell what is actually there. Sell the steak, not sizzle. Potential buyers want the facts - including balance sheets and profit and loss accountStatements.
Remember, a potential buyer looking at your company the same way, when you started. Buyer does not pay if you buy just a job. They want to be able to recoup their investments and realize their dreams and expectations.
To make an independent assessment of your assets conduct - the lease, the physical location of equipment and inventory) (wholesale and believes that the amount of debt and the value of the firm on the basis of threefinal six months of business income and take a look at comparable companies. Studies of other companies in the industry is invaluable, but also have a professional review of the activities, especially when they are in high demand. Otherwise - the discounted cash flow analysis on a realistic projection of revenues, costs, investments for growth and capital requirements - recommendations based.
Many salespeople have great ideas for the sale price. As a small business owner, you must firstMake sure the rigid ideas about the value of the company. I have seen some owners in an exaggerated idea of their business, but I also worked with the owners who have erred in the opposite direction from the underestimation before.
Today everything, cash flow, cash flow, cash flow, as the credit market is tight. Acquisitions are always strategically and financially.
In addition to a textbook approach, financial records and a calculation of the property can be a good basisfor evaluation. The following guidelines provide the basis and not taking into account all factors that influence the number of May
First, determine the correct tangible net worth of your company by using a value of intangible assets minus liabilities.
Secondly, made the calculation of net income for your company - the difference between the gains over several years and costs, including costs of goods and services, wages and operating costs.
Third, estimate the value of yourBusiness as an investment. In short, this number is the performance of your adjusted tangible net worth, if you invest in something similar to interest rate risk.
Fourth, the calculation of the earning capacity of your organization. This figure is net income less purchasing power (which is the value of investments in addition to your salary as an owner is).
All these calculations - adjusted tangible net worth, net income and more ability to work - production on the basis of justice, bothValue of the company, the assets.
The valuation of intangible assets is subjective and difficult. Intangible factors such as location, resources and certain technological capabilities, brands, patents and copyrights, as well as new products and services, sales development for the growth potential of the sector, personnel, market competition and the willingness of Internet users.
Although it is difficult to assign a monetary value on intangible assets, is a proposal to increaseFigure gain power over stated by a factor of three. Add to your net worth basis, and that put a price tag on your business.
Now the question is whether a potential buyer can afford your company, and here the effective marketing is critical to reducing the deal.
Packaging / Promotion perception Prescribing
As with the successful sale of other products, it is important to define your market potential and to develop a plan targetingit. The marketing plan should make the package to include in your business look as attractive as possible and to promote and potential buyers will perceive your company as you like best.
First, define your market. There are a number of potential buyers in the market - individuals, manufacturers or suppliers, employees, competitors, and investment firms. Classify them to identify customers who are most important, and their objectives can best be incoming. Clearly identifiedNeeds of qualified buyers is the corresponding characteristics and advantages of the business highlight the best cover this need.
Concentrate on buyers who already know your business. This could sell at a higher selling price and reduce the required time.
I remember that, while the buyer of the analysis, you and your company, it is equally important to you, their skills and capabilities of the personal and financial situation of researchwell.
If you already have a qualified buyer, a short description of activities (including key figures general benefits derived, the purchaser and an indication of the financial needs of the buyer is s' expect to meet). It is important at this stage to maintain the confidentiality through a formal agreement. News about the impending sale of your company can raise your voice, your opinion fragment relationships with customers and suppliers, and destroy the moraleEmployees.
A full analysis of the company should, when a potential buyer turns out to be really interested and can afford to buy the company. These packages of your business, and how to differentiate it with other packages, the needs of your company from the competition. Preliminary discussions are often associated with business analysis.
The analysis should include an introduction, a description of the proposed transaction, an overview of the company, including its history,Products and services, facilities and equipment, operations, markets and competition, a review of the organizational structure, management and human resources, financial analysis and prospects for growth and marketing strategies.
It is associated with potential buyers and is the vehicle to get their attention.
Advertising in the business opportunity, part of a local newspaper, Internet or the Wall Street Journal or the placement of ads blind adsreach the public in general. Advertising in magazines, you can drag your specific audience. Direct Mail (telemarketing, especially when an intermediary is used to preserve confidentiality) and networking are other ways of promotion.
In addition, recommended that a consultant should be in a position to name the potential buyers who may have already expressed their interest in a field in your specific area of expression.
Transaction Structure
Before BiddingShe and the prospective buyer should have a structure of the transaction - the amount of the payments, if they are paid to create, and how they are doing. As an owner, you can affect the price, which is a central theme at this point.
Methods of payment include cash, paying stocks, notes, in which the seller agrees to make a note of the purchase price, interest can be repaid from the buyer, including earn-out situation where the 'buyer agrees to an additional amount to pay ifThe company receives a certain predetermined amount of earnings and guidance and employment contracts. A non-competition clause may also be part of the contract if the seller agrees to compete in certain geographic boundaries appropriate for a given period.
This agreement is structured, how to make sense to believe a prospective buyer, while the realization of their goals.
If you think it's time for a bid to press, remember to makefor the buyer to purchase the operation. A 'formal offer should include a description of what the buyer wants to purchase, date, expiry date and the date of completion of the offer price and terms, repayment arrangements, deposits, if any, and any contingencies. A non-refundable deposit typically accompanies the offer.
This is a question of compromise
The negotiation phase can be a bit "twisted. If an agreement on the table, an arrangement that occur somewhere in the willthe environment, but not without much stress and tension. Providers think of their society, the higher value they place on them, which often is not realistic. The expectations are too high. Buyer experience on the other hand, a credit crisis, you should make a wise investment without paying too much. The dilemma is how to bridge the gap.
The answer is compromise. Given the current economic situation, the attitude of banks in financing these activities is narrow, so you needmore creative ways of funding in the past. Recommend to earn-out payment or a note.
If you are moving in the negotiations to be ready not to object as a buyer too high a price marker or an unsuitable location request. In your previous analysis of the strengths and weaknesses of your company, you should be able to anticipate some of these objections and make reasonable concessions, if necessary, to keep the negotiations.
Reaffirm its credibilityMaintaining the integrity of play convincingly to reduce the profitability of the transaction and the risks associated with the purchase of your enterprise. The negotiations, a win-win situation where both parties benefit from the results.
Keeping things in proper perspective, you are obliged to come closer to fulfilling your expectations. At the same time, they recognize that, if the case has not happened, the other potential buyers on the market.
Signing on the dotted line
Once an acceptableOffer has been made, your attorney will begin preparation of final documents. Submit additional resources can be put in place at this time. Under the so-called "due diligence" process, the buyer now has the ability to copy all documents of the company's books, equipment, contracts, and to examine if the supply of such content risks, talking with employees, customers, suppliers and other . At this point, you should refrain from any other variety of entertainment.
Unfortunately, the closure isnot always smooth. The list of that what must be done - such as the transfer of the banking system and public services, customer lists, an allocation of funds disbursed and the settlement of outstanding loans - and who is responsible, can often be the problems that may occur to . relief
When the final documents are signed, you now have the time to pursue other interests, or Take That long-awaited, three months vacation in Hawaii. But if you do the entrepreneurial spirit, the firstHas led them to start a business, you can be on the table - as a potential buyer of a company.
In summary, is a mediator for the right reason - such as the sale of visibility, a thorough investigation of the market and scouting for qualified buyers - common sense, the sale of a business. However, it is important not to abdicate its position as a leading spokesman during the negotiations. No one is better prepared to represent your interests,especially when clearly understand your needs. Be realistic in your expectations of what the company is worth. It is also important not to sell under pressure. A mutually satisfactory sale takes time and patience. The arrangement of a broker from the outset, it was money well spent.
A short excerpt from the Business attributions
A beautifully decorated French restaurant in Fairfield County is for sale.
The restaurant is 70 people and is open for dinner 6 daysWeek. The head and the
The restaurant has received numerous awards. An excellent run at lease 5 years.
The restaurant owner will be sacrificed because of illness. Owners cash flow on average more than $ 70,000 for the last 2 years.
Share greet you and welcome your guests into your own creation.
Everything is there, ready for you. You can expand your business to provide lunch, and add significantly toIncome.
The buyer must be able to at least half the asking price of U.S. $ 200,000 offer in cash.
An example of a Business Opportunity
Good French food in a restaurant for sale
70 seats. Profitable. Everything is ready for your
hit. You can add lunch to a volume even more.
A lease is too long to develop for your company guaranteed.
Fair prices, the terms available to qualified buyers. Phases of the marketing and sale of business (time in months:From bottom to top) Preparation (1-12) Packaging / Documentation (1-3) prospecting, qualification, initial visit (1-3) Negotiations with the Letter of Intent (1-6) due diligence (1-3) drawing definitive agreements that preparations for the conclusion, the final closure (2-3), Total (6-30)
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