When Selling Your Business, Play to Win

If you are an independent business owner, you are most likely also an independent business seller–if not now, you will be somewhere down the road. The Small Business Administration reports that three to five years is a long enough stretch for many business owners and that one in every three plans to sell, many of them right from the outset. With fewer cases of a business being passed on to future generations, selling has become a fact of independent business life. No matter at what stage your own business life may be, prepare now to stay ahead in the selling game. Perhaps one of the most important rules of the selling game is learning how not to “sell.” An apt anecdote from Cary Reich's The Life of Nelson Rockefeller shows a pro at work doing (or not doing) just that: When the indomitable J.P. Morgan was seeking the Rockefeller's Mesabi iron ore properties to complete his assemblage of what was to become U.S. Steel, it was Junior [John D. Rockefeller, Jr.] who went head-to-head … [Read more...]

Similar Companies Can Have Huge Value Differences

Can two companies in the same industry have very different valuations? In short, the answer is a resounding, yes. Let's take an example of two companies that both have an EBITDA of $6 million but with two very different values. In fact, Business One is valued at five times EBITDA, which prices it at $30 million whereas Business Two is valued at seven times EBITDA, meaning it has a value of $42 million. Value Difference Checklist Revenue Size Profitability The Market Growth Rate Regional/Global Distribution Management & Employees Capital Equipment Requirements Systems/Controls Uniqueness/Proprietary Intangibles (Intellectual property/patents/brand, etc.) There are quite a few variables on the above checklist that stand out, with the top one being that of growth rate. Growth rate is a major value driver when buyers are considering value. Business Two, for example, with its seven times EBITDA has a growth rate of 50%, whereas Business One, with its five times EBITDA has a growth … [Read more...]

There’s No Business Quite Like a Family Business

The simple fact is that family businesses are different. After all, a family business means working with family and all the good and bad that comes with it. While an estimated 80% to 90% of all businesses are family owned, relatively few are properly planning for what happens when it comes time to sell. According to one study, a whopping 72% of family businesses lack a developed succession plan which is, of course, a recipe for confusion and potentially disaster. Additionally, there are many complicating factors, for example, studies indicate that 40% to 60% of owners of family businesses want the business to remain in the family, but only 40% of businesses are passed to a second generation and a mere 10% are passed down to a third generation. Let's turn our attention to a few of the key points that family business owners should consider when selling a business. Confidentiality should be placed at the top of your “to do” list. When it comes to selling a family business, it is … [Read more...]

Around the Web: A Month in Summary

A recent article posted by The National Law Review entitled “Thinking of Selling? Start Early, Build Your Team” explains the importance of putting together a good team of trusted advisors well in advance of selling your business. Your team should include an attorney, accountant, investment banker, and wealth manager. This team will help you with various aspects of selling your business such as: Setting a realistic valuation on the business Finding potential buyers Handling due diligence and information requests from buyers Structuring a transaction for tax & liability protection Dealing with the sale proceeds and making sure your goals are met It is a good idea to put this team together as soon as possible if you're thinking of selling, so everyone has time to prepare. There are so many aspects to a business sale and it is essential to have an experienced team of professionals to guide you in the process. Click here to read the full article. A recent article from The San Angelo … [Read more...]

The Difficult Issues Often Attached to Valuing a Business

There is little doubt that valuing a business is often complex. In part, this complexity is due to the fact that business evaluation is subjective. The simple fact is that the value of a business is often left to the mercy of the person conducting the evaluation. Adding yet another level of complexity is the fact that the person conducting the valuation has no choice but to assume that all the information provided is, in fact, correct and accurate. In this article, we will explore the six key issues that must be considered when determining the value of a business. As you will see, determining the value of a business involves taking in several factors. Factor #1 – Intangible Assets Intangible assets can make determining the value of a business quite tricky. Intellectual property ranging from patents to trademarks and copyrights can impact the value of a business. These intangible assets are notoriously difficult to value. Factor #2 – Product Diversity One of the truisms of valuing … [Read more...]

What Do Buyers Want in a Company?

Selling your business doesn't have to feel like online dating, but for many sellers this is exactly what it can feel like. Many sellers are left wondering, “What exactly do buyers want to see in order to buy my company?” Working with a business broker is an excellent way to take some of the mystery out of this often elusive equation. In general, there are three areas that buyers should give particular attention to in order to make their businesses more attractive to sellers. Area #1 – The Quality of Earnings The bottom line, no pun intended, is that many accountants and intermediaries can be rather aggressive when it comes to adding back one-time or non-recurring expenses. Obviously, this can cause headaches for sellers. Here are a few examples of non-recurring expenses: a building undergoing foundation repairs, expenses related to meeting new government guidelines or legal fees involving a lawsuit or actually paying for a major lawsuit. Buyers will want to emphasize that a … [Read more...]

A Short Story All Family-Owned Businesses Should Read

When it comes to selling a family-owned business there are no shortage of complicating factors, but one in particular pops up quite often. This article contains a true story about a popular family business that was built up from the ground up only to later meet a very sad ending. While this is just one story, there are countless similar situations all across the country. Once upon a time, there was a family-owned pizza dough company that had millions in sales. They sold their pizza dough to a range of businesses including restaurants and supermarkets. The founder had five children and split the business equally amongst them. Complicating matters was the fact that the children didn't feel compelled to work in the family business. As a result, they turned the operation of the business over to two members of the third generation. Once the founder's children reached retirement age, they decided that they wanted to sell. So, they hired a business broker. The business broker began … [Read more...]

Around the Web: A Month in Summary

A recent article from Divestopedia entitled “To Sell Your Business, Start with the End in Mind” explains the importance of planning your exit strategy in the early stages of your business. The article points out that emotion plays a big part in humans' decision making process, and when a potential buyer perceives that the owner has not prepared a company for sale, they associate this with uncertainty, effort and stress that will accompany rebuilding the business. Focusing on building your company's culture is also very important for exit planning because a well-established company culture will continue to endure after you're gone. Creating a self-sustaining culture that involves talented employees, succession plans for key people, talent acquisition and talent retention can help your business be seen as more valuable in the future. Click here to read the full article. A recent article posted on BizJournals.com entitled “How to know when the ride is over and it's time to get off” … [Read more...]

Around the Web: A Month in Summary

A recent article posted on BizJournals.com entitled “Top 5 rules on preparing your company for sale” explains how the best time to begin preparing your business for sale is right now. The article highlights these main rules to follow: Start auditing your financial statements now as these will be required by the purchaser. Keep appropriate, complete corporate books and records so everything is ready to be presented to a buyer when the time comes. Obtain a professional valuation of your company so you can use this as a roadmap for growing your company and ultimately maximizing the exit price. Use the valuation of your company to determine what assets are superfluous and will not be valued. This can also help you make future decisions with your business strategy. Start the process now for finding a second in command who could easily replace the founder of the company. This will be very valuable to the future buyer after the sale is made. Starting to prepare your business for sale now will … [Read more...]

Peter Picciano recognized with prestigious awards during the IBBA annual conference

Peter Picciano of Premier Business Brokers is the recipient of the Outstanding Producer Award and Deal Maker Award given out by the International Business Brokers Association (IBBA) during its annual conference on May 6, 2017. The Outstanding Producer Award was awarded to applicants who closed one or more business deals amounting to at least $1 million in total purchase price during the 2016 calendar year. The Deal Maker Award was awarded to applicants who sold at least 10 qualified businesses in the 2016 calendar year. “Peter is (One Of The Top Sales Producing Business Brokers In The USA), said Lou Vescio, IBBA Board Chair. “As the only international association for business brokers, it’s important for the IBBA to recognize individuals like Peter who are worldwide leaders in this industry and who display the high standards of skill and excellence that the IBBA promotes.” The IBBA is the world’s premier organization operating exclusively for professionals and firms engaged in … [Read more...]