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But First, a Sobering Fact - Most businesses will never be sold!
Studies reveal the unsettling reality that a the majority (perhaps 75%) of all private businesses loose a dramatic amount of value in the few years prior to attempting a sale. The overwhelming majority of once valuable businesses loose so much value that they end up being "Sold" for Liquidation Value of the Business's Assets only.
Why? Sales are attempted while:
To summarize success in selling businesses by those doing the selling:
If
large companies could be sold ninety plus percent of the time why couldn’t
small and mid-size businesses enjoy similar success?
I wanted to find a way for us to become more effective helping people to
buy or sell a private business. "The
Complete Guide to Selling Your Business
for the Most Money" is the result
of our efforts. It took several years and a lot of persistence but the
results were well worth it. Our success and the success of those using our
Unique Business Selling Process to sell a business improved to
better than 90%. Our
Unique Business Selling Process
improved results to better than 90%! How did we do it? (The short version) Our Merger and Acquisition (M&A) division manager came to us from Merrill Lynch where he was vice president in charge of M&A activities for Private companies. What we did was modify the process used by Wall Street to sell large businesses to one that was appropriate for selling smaller private companies.
The process employed by essentially everyone attempting to sell a business is based upon a Real Estate Model i.e.:
The secret to our Revolutionary New Process's success is that it is based upon a Wall Street Model i.e.:
This book reveals a Revolutionary New Process of Selling a Business that is dramatically more effective than the ineffective Real Estate Sales model used by essentially everyone when attempting to sell a business i.e. List the Business (Fire), Attract Buyers (Aim), Order inspections etc. (Ready). Even Business Brokers using the Real Estate Sales Model are successful less than 25% of the time.
"Increase
The Chances of Selling Your Business
Follow the Step by Step Instructions the Guide provides and you will dramatically improve both your chances for success and the money you will receive for your business.
"This is the Only Book of its Kind - You Cannot Find This Information Anywhere Else"
Many
books have been written by Attorneys, Accountants and others offering advice
from their technical points of reference. Unfortunately their counsel is framed
within the ineffective "Fire, Aim, Ready" process. The very
process that has contributed to the disastrous End Game results of so many
Business Owners. Much of the information
they provide is valuable but will not provide
you with the "Winning Game Plan" you need to Score Big as you exit
your business.
Three
Excellent Reasons Why Selling Your Business in a Down Economy Can Actually Increase Your Company's Value!" Selling more than 2,000 businesses in both good times and bad over the last thirty years has taught us that good businesses can and do command premium prices in down economies and this book will illustrate why. "Maximize
the Value of Your Company and then, When
the Time is Right, Sell it for the Most Money"
Learn
how to Sell Your Business Quickly and Quietly, to the buyer most qualified to
take it to the next level, for the best possible price, before
anyone ever knows it's for sale! Summary Selling, or buying, a
Private business does not present a pretty picture. Most all who attempt it fail,
even the professionals! First, you
need to The
book is designed to walk you through the process one step at a time.
“Inch by inch it’s a cinch.”
Avoid the temptation to skip what may appear mundane and uninteresting
segments. Each piece is a link in
the chain of events that must be completed if a successful sale (or any sale at
all) is to be consummated. Selling
a business is not difficult once you understand that it is NOTHING like
selling real estate or anything else for that matter.
Conventional
Business Valuations Do NOT Address Unique Rules and Environment The rules and environment that govern the purchase and sale of private companies are unique. A perfect example of this is the fact that the American Society of Appraisers has assigned Private Businesses their own Definition of Fair Market Value (FMV) i.e. Price to be paid "under terms usual in the marketplace" In other words, some component of seller financing instead of the way everything else is sold. Everything, except a private business, is sold for "cash on the barrel head." Why is the sale of a small business an exception? you ask. Because a company's "Goodwill" Value does not represent a solid bankable asset and therefore not an asset readily financed. "What is Goodwill?" is a very common and often asked question. What do you think it is?
It's not what you get - It's how you get it. Conventional valuations provide a probable price but ignore how the price will be paid. An extreme example to illustrate the point - Price = 1 Million Dollars - Terms of Sale = $1 a day for a million days. A typical business valuation will provide a price and totally ignore the probable terms. Our software develops both Price and the Probable Terms.
The software calculates both a probable Price and likely Terms (price with seller financing) as well as the Fair Cash Value (FCV) for the business. You need to know what the two values are before you decide to sell. Most business owners would rather not offer financing to a buyer however, what if the Cash Value of the company is about the same as the probable down payment if terms were offered? Additionally, won't the quality of the buyer you attract have a bearing on your willingness to offer financing? For this and other reasons explained in the book, you will not put a price on the business when you "go to market."
Different Buyers will Pay Different Prices There are essentially three classes of buyers active in the marketplace for small and mid-size Private businesses. Each has its unique perspective and approach to determining a business's value. The software calculates a Fair Cash Value and Fair Market Value for each class or type of buyer. For example: a
The Software is Easy to Use Our software has been designed to be used by the Non-Financial Entrepreneur (although you may decide to acquire it for use by your accountant or other trusted advisor) and it is very easy to use. Simply enter numbers into a template and the software will automatically:
Don't
let the ease of use fool you. This is very powerful software and an
exceptional tool that is highly valued and used by MBAs, CPAs and other
financial professionals all over the world. With our software you'll
be able to present your business in a most professional way, which by itself,
can raise the value of your business and the price you can get for it.
Sample Business Valuations and Transaction Structuring Sample business valuations will help you as you value your own company. These samples are Transactional Valuations not scholarly dissertations prepared for use in a Divorce Court. They reflect the realities the Marketplace places upon probable Prices and the Terms of the Sale.
The samples include retail, service and manufacturing/distribution businesses representing small, medium and large private companies. Having completed valuations to review facilitates a fast track understanding of this mysterious subject. The combination of our book and the valuation examples will help you determine and, of equal if not more importance, defend the value of your business.
It's not what you get but, more importantly, what you get to keep that is important. The Transaction Structuring portion of our software makes calculating fairness and workability of a deal's structure a simple and automated process. Make sure the business stays sold and that the transaction does not fail because of faulty deal structure.
In addition to the Books and Buyer Identification and Business Valuation software you need the Sell a Business Tool Kit which includes:
Sell a Business Tool Kit CD completes the picture We know that you will require the tools the CD contains as you and your advisors first prepare and then sell your business for the most money. On the CD are: Selling Aides - Buyer Profiling Matrix, Forms, Letters, Contracts, Worksheets and Checklists and a List of Buyers (Investor Group, Private Equity Groups) in the marketplace for Private companies.
Document Pack All
the essential documents required to sell a business ~ Forms, Letters,
Contracts, Special Contingencies, Checklists and Closing Documents all ready to
be used as is or customized by you. All documents have been field
tested in several thousand negotiations. All documents
are designed to protect you fully during
and after negotiations are completed. The
Documents - (Important
should you decide to sell on your own) Documents, checklists etc. are considered uninteresting and mundane by many. We can assure you they are vitally important in many subtle and not so subtle ways. Just having a checklist to assure that vital steps are not overlooked and costly traps are avoided is worth the cost of the program. Plus they are all on the Tool Kit's CD-ROM ready to be customized by you with very little typing required.
The Tool Kit Selling Aides are divided into six section:
1 Business Profiling Matrix Perhaps the most important tool in the kit. It is also the least understood element of the entire wealth creating or value building process. We often are too close to the business to clearly recognize its opportunities just as we are not the most accurate judge of the scope and limits of our own skills and talents. Once you have developed a clear picture and understanding of you and your company's strengths and weaknesses (areas of opportunity), you can now develop an accurate profile of your ideal acquirer.
2 Buyer Profiling Matrix A tool that simplifies the creation of the Ideal Buyer's Profile. A key element in preserving confidentiality and obtaining premium value for a business begins with identifying your ideal buyer. The ideal buyer will recognize that "all the right things are wrong" and that they have the skills and resources required to take the business to the next level of prosperity.
3 Sample Prospectus or Selling Document Three sample selling documents ranging from a one page version for the smallest businesses to one with twenty pages for a somewhat complex, larger business. Knowing how your target buyer thinks and how they approach the acquisition and valuation process is like your having a spy in the enemy's camp. It's not what they see but rather how they see it. Every business has its weaknesses or problem issues. The book explains how and why these factors help you define your best buyer. The examples and the Business Profiling Matrix will help you highlight how the "low spots" of your business can be made to represent a part of the exciting opportunity your business represents.
4 Deal Maker's Road Map and Check List The selling process must followed verbatim to assure success. Deviations from the process or the taking of short cuts will result in either a lost sale or sale at a diminished value. Leaving out even a seemingly minor step in the beginning can and usually does lead to bad results. The Tool Kit's check lists and Road Map let you proceed with confidence to a successful sale.
5 A Guide to Maintaining Confidentiality This guide is a critical part of Selling the Business Without Anyone Knowing It's For Sale. We were able to limit the number of exposures to three or less following the elements of this all important guide. With this Tool you can learn all you need to know about a candidate before they even know it's your company that's for sale.
6 List of Web Sites A constantly updated listing of the multiple websites that feature businesses for sale (some are free).
Special Bonus We will include a List of Buyers on the CD FREE The Sell a Business Tool Kit CD will provide you with a list of scores of Investor Groups currently seeking small and mid-size private companies to acquire or Joint Venture with. The latter is often an ideal alternative to an immediate sale. The Investor group provides resources necessary to bring the company to the next level with present ownership providing the industry specific expertise. Then, after mutually agreed upon goals are met, the company is sold and sale price split according to a predetermined formula. This type of an arrangement usually proves very lucrative as the missing resources provided by the Investor Group typically increase the Company's valuation dramatically. The System will also show you how to identify and attract Strategic buyers, this class of buyer pays the highest prices of all.
Now You Know Why You Need our New Book and the Companion CD As they say on TV - But Wait! FREE BONUS! to help youMaximize the Value of Your Business
This
book and software provides you with
the same quality
Understand
the Secret Rules to Building
and
The Book: Wealth Building Exit Strategies
What is covered?
Click here to see the Table of Contents Assure
that you MAXIMIZE and OBTAIN This book will show you how to employ Public company techniques to create extraordinary wealth with your business or franchise.
Unlike Public Company CEOs who's Primary Focus is on Value; Private Business Owners are Primarily Concerned With Earnings. This Book Shows You How You Can Dramatically Increase BOTH Earnings and Value The Software: Successor
Identification, Business Valuation and This software has been designed to be used by the Non-Financial Entrepreneur (you may decide to acquire it for use by your accountant or other trusted advisor) and it is very easy to use. Simply enter numbers into a template and the software will automatically:
Don't let the ease of use fool you. This is very powerful software and an exceptional tool that is highly valued and used by MBAs, CPAs and other financial professionals all over the world. With our software you'll be able to monitor your progress in building and growing your company's value. Sample Business Valuations and Transaction Structuring The sample business valuations will help you as you value your own company. The samples include retail, service and manufacturing/distribution businesses representing small, medium and large private companies. Having completed valuations to review facilitates a fast track understanding of this mysterious subject. The combination of our book and the valuation examples will help you determine and, of equal if not more importance, grow the value of your business. It's not what you get but, more importantly, what you get to keep that is important and that's where the Transaction Structuring feature becomes important. You and your financial advisors can test. various transaction structures for fairness and measure tax implications of various transaction structures. Marketplace Intelligence Understanding the motivations of the different types of buyers in the Marketplace for small and mid-size companies and, how they each determine value is key to maximizing your company's valuation. The adage that "Different Buyers Pay Different Prices" and that only "The Right Buyer will Pay the Best Price" applies to the Valuation of Your Business also. Knowing how to prepare your company to be an attractive acquisition for your "Right Buyer" is a crucial element in Maximizing Your Company's Value. An Unfortunate Reality Advisors to small and mid-size business owners, especially those with degrees in finance or business, are well schooled in "Wall Street" protocols and methods. However, this excellent training does not prepare them for the marketplace realities that are found on "Main Street." As a result you can almost be guaranteed that the type buyer they choose to approach and the valuation methods they select will be the wrong and inappropriate.
This is especially true if your company has earnings between $250,000 and $1,000,000.
The Results? Wrong Type Buyer #1 - You will be offered a low ball price, confidentiality is lost, key employees and customers are nervous and perhaps leave.
Wrong Type Buyer #2 - Many entities tour your facility, show an interest, make offers that you are advised are inappropriate. You spend thousands on legal and accounting fees for deals that tank, eventually word gets out that your business is "On the Block" - See lost confidentiality above.
Wrong Valuation #1 - Appropriate buyer candidates are driven away by the Wall Street valuation - See above
Wrong Valuation #2 - Offers are rejected because they contain a component of seller financing or the Cash Offer is too low. P.S. If you own a relatively small company and want to cash in now and don't want to spend a lot of time preparing for sale; implementing a few of the Tips found in the book (that do not take any time at all) could easily add $100,000 to your valuation.
If you own a larger company and are planning to exit your business in a year or more then you can add Millions to your Valuation with some preparation and effort as outlined in the books chapters.
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