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Sell your Business E-Book Extract Part 13 – Sample Readiness Calculator

Posted by on Dec 6, 2015 in News | 0 comments

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Posted by on Nov 22, 2015 in News | 0 comments

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Sell your Business E-Book Extract Part 9 – Finding A Buyer

Posted by on Oct 6, 2015 in News | 0 comments

When business owners were asked about likely exit strategies for a CPA survey, respondents said that twenty five per cent would prefer to sell or pass on to a child or other family members, 26 per cent expected they would advertise the business for sale without identifying a buyer, 17 per cent expected to liquidate the business and 19 per cent considered a trade sale to someone in the industry as their most likely option. Only seven per cent favoured a sale to management or staff.   The Elusive Strategic Buyer The vendor needs to “spread the net” as widely as possible when looking for a strategic buyer who will pay a high price for the business.  Strategic investors may already be active in the market so it is worth watching what competitors are being sold for. Many newspapers list various types of businesses for sale in their classified section. Advertisements can contain as much or as little information about the business as the vendor wishes to disclose. The aim of mass market advertising is to direct interested parties to a contact telephone number or address for the purpose of making initial enquiries. Vendors should identify key people within an industry who may be useful in letting potential purchasers know that a business is for sale. Targeted advertisements in trade association journals or newsletters will reach those operators with experience and interest in running a similar type of business. When putting together information for a prospective buyer, include what you think is relevant and convincing, but keep in mind that confidential information may end up in the hands of competitors. It is important that at all times vendors are honest with prospective buyers.  If there are negative aspects to the business, it is better to be upfront about them rather than have secrets come out during the due diligence process.  A savy buyer will not only check obvious areas of hidden problems but less obvious things like investigating a WorkCover claim record. Other ways to source potential buyers are trade and press yearbooks, directories, The Yellow Pages, market surveys from organisations such as IBIS and the Internet.  Don’t discount direct competitors, suppliers and existing strategic partners. Remember, with a strategic buyer you are not just selling a business but also a vision for how the acquisition will strengthen the buyer’s existing business.  It is often successful to pitch the investment within the context of wanting to sell to someone who can take the business to the next level. Sometimes an investor will buy a business that is an extension of a hobby.  In this case research what industry publications are widely read and consider using them as a way of communicating with potential buyers. Business Organisations There are many industry associations that can provide leads for a buyer.  Given that the most buyers come from the same industry that the business operates in, it makes sense to network within that industry.  This is also a way for the vendor to keep abreast of market and industry trends.  Some associations also provide advisory services that can be accessed during the sale process. Understanding Decision Drivers Close to experience People want to work in certain industries. Low Risk Any purchaser wants reassurance that the business will continue to make money. Ease...

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Sell your Business E-Book Extract Part 8 – Preparing to Sell

Posted by on Sep 17, 2015 in News | 0 comments

Research shows that when asked what processes they would be willing to put in place in order to maximise the value of the business, 60 per cent mentioned document processes, 53 per cent mentioned upgrading relevant technology, but only 38 per cent would restructure the business, 36 per cent would spend three to five years preparing for a sale and 26 per cent would put on more staff.   Brand Issues A powerful recognisable brand increases goodwill. The most common mistake that small businesses make is to name the business after the owner. Usually this reduces the attractiveness of the brand to a potential purchaser, as it flags the fact that the business is reliant on the original owner. Prior to going to market, an entrepreneur must look at the business name and product names, making sure that the brand appeals and will not limit the business to a segment that in the future may become obsolete. When it comes time to selling a business, it can be restrictive if the name of the business is linked to a geographical area.  This makes it hard for a buyer to move to another location or open multiple outlets in other locations. Expense Reduction Prospective purchasers will be interested in the income earning ability of the business. Before a business is put up for sale, vendors can seek to increase the income by increasing trading hours, expanding the sales team, or by reducing expenses. Sellers should analyse their expenses and see if savings can be made.  One of the biggest expenses for any small business is salaries and wages, and eliminating even one employee’s wages can make a significant improvement to the bottom line.  Lowering commissions can also reduce a wages bill, but this can have a negative effect on the morale of sales people, so this needs to be weighed up against possible savings. Other areas where savings can be made are telephones and IT, motor vehicle expenses, inventory management, quotes and tender systems and cost of goods Government Grants An instant way to improve profit is to apply for a government grant. There might be a state or federal government grant that will provide assistance to a business and facilitate its immediate growth and profitability. An example of two grants that small businesses could be entitled to are an Export Market Development Grant (EMDG) or a Research and Development Grant. An EMDG is an Austrade grant that reimburses up to 50% of expenses incurred on eligible export promotional activities less the first $15,000. R & D Tax Concession is a broad-based market driven tax concession, which allows companies to deduct up to 125% of qualifying expenditure incurred on R & D activities when lodging their tax return.  AusIndustry administers these grants. Vendors should get a list of all government grants and see if any are applicable for their business. There are specialist consultants, who work on a commission only basis, to help companies apply for grants. Revenue Drivers Before going to market, a business owner should see if the company’s profitability could be improved by increasing the average value sale.  Some of the KPIs that a business owner should be aware of are the average value sales, the frequency of purchase, the number of customers and leads and the...

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Sell your Business E-Book Extract Part 7 – Systems and Documentation

Posted by on Sep 6, 2015 in News | 0 comments

In the past, many small business owners argued they were too busy running the business to implement costly internal systems and procedures. With powerful and affordable accounting and management software products now widely available, even a micro business can produce detailed management information in a simple and timely manner.   Systems and Documentation Intro In the past, many small business owners argued they were too busy running the business to implement costly internal systems and procedures.  With powerful and affordable accounting and management software products now widely available, even a micro business can produce detailed management information in a simple and timely manner. If a business does not appear systemised the business value goes down, so it is important for entrepreneurs thinking of selling to implement systems that will have the added benefit of increasing productivity and profitability in the lead up to the sale. During the due diligence phase, buyers begin tentatively but then quickly form a judgement about whether all the information provided is credible and whether the business has a good chance of continuing the income into the future. The sale process will be delayed if the necessary documentation is not in place. The seller needs to contact all these agencies at “Completion” and transfer ownership to the new party. (Note: “Completion” refers to the final purchase of the business based on the signing of the purchase agreement and the handover of the agreed purchase price of the business.) Human Resources A buyer looks for evidence that the business has a team of people in place who are capable of running and growing the business without the involvement of the previous owner.  This makes strong human resources systems vital to a sale. Many small businesses are only as good as their management and staff, and prospective purchasers know this. Where the business is a service industry, the value of trained and committed staff is a major component of the deal, and it is important that the workforce is motivated and accountable. Businesses also shouldn’t appear as if they are too heavily dependent on the involvement of the owner. If this is the case, more responsibility and autonomy should be given to senior staff as you prepare to sell, so that when you step out of the picture the business doesn’t fall apart. A business will be more attractive to prospective purchasers when it can show that its owner is not critical to the operation. The business should have job descriptions that include key performance indicators (KPIs) for each role within the business.  A job description covers why a job exists, what skills or qualifications are required, what are the mandatory and supplementary functions of the job, what the objectives of performance measurements of the job are and how they link to the organisational goals for the company. Setting KPIs for each employee means the business owner can better monitor performance. There should be a signed contract with each employee and evidence of Performance Reviews and their outcomes on file. All Intellectual property developed within the business should be signed off by employees and contractors. Company Policies and Procedures should be documented and a procedures manual becomes a useful document when inducting new employees.  There should also be a current Organisational Chart showing the title of each...

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Sell your Business E-Book Extract Part 6 – Valuation Overview

Posted by on Aug 18, 2015 in News | 0 comments

To create an effective exit strategy, it is vital to understand how businesses are valued. An accurate valuation allows the business owner to make a realistic estimate of the profit from a sale, and whether this is going to be sufficient to meet future needs.  Valuation Intro To create an effective exit strategy, it is vital to understand how businesses are valued.  An accurate valuation allows the business owner to make a realistic estimate of the profit from a sale, and whether this is going to be sufficient to meet future needs. There is a common misconception that valuing a business is a simple financial calculation that is done with a great degree of certainty.  This is not the case The valuation of a business is extremely complex because of the diversity of companies, industries and individual business performance that need to be considered. The true value of a business is what any potential buyer is willing to pay at any particular point in time, and this fluctuates depending on whether the settlement involves cash, shares or debt financing.  Other factors that affect the price are timing of payment and the workout involved. Through years of R & D, some companies have developed IP, packaged it and built it into a recognised brand name. In this case the valuation mechanism needs to not only value current sales, but also to take into account the past development that will generate sales in future years. An investor who buys this type of company will reap the rewards of the previous investments into R & D. Valuation Methodologies There are ten commonly accepted methodologies for valuing a business. Most commonly used are; book value; adjusted book value; discounted earnings; discounted cash flow; income capitalisation (np b4 tax); sales multiple; earnings multiple; price/earnings The two most popular valuation methodologies used are a straight multiple using EBIT (Earnings before Interest and tax), and Discounted Cash Flow (factors in future income at a discount to today’s value). Most micro businesses that are sold to an owner/operator are sold for 1 – 2 x profits but buyers will sometimes pay a higher multiple depending on the accepted industry benchmark and the strategic fit with other business interests. Over a period of time, an industry usually develops its own rules of thumb by which a business is valued and this is a useful benchmark when selling to an owner/operator. If we look at one particular industry and take two companies with similar sales and profit performance for the last year, one might justifiably pay more for one business than the other for the following reasons: One business may appear to rely on the directors and owners, while the other appears to rely on numerous staff members. If the reliance is spread across the entire workforce, a potential buyer takes over a business with a higher chance of success One may be a start up company and the other may be an established company with a 5 year trading history One of the companies may have spent a considerable amount on R&D that will lift future profits One may have developed long term contracts that ensures profitability in future months and years, whereas the other may have to rely on winning contracts or work on a weekly basis...

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Sell your Business E-Book Extract Part 5 – Buyers

Posted by on Aug 4, 2015 in News | 0 comments

The primary reason someone buys a business is to get a return on the investment. Each potential acquisition will be judged on what level of future profits the buyer believes the business can generate, the level of risk attached to reaching these targets and by the attractiveness of the industry in which the business operates.  Why Buyers Buy The primary reason someone buys a business is to get a return on the investment.  Each potential acquisition will be judged on what level of future profits the buyer believes the business can generate, the level of risk attached to reaching these targets and by the attractiveness of the industry in which the business operates. The first thing a potential buyer will look for is a sound financial history. Ideally the business will have recorded a steady increase in profit for the last two to three years, with a similar increase in sales over the same period.  If the profits and sales figures are inconsistent or showing a downward trend, it may be better for the entrepreneur to delay putting the business on the market until the financial results improve. It is more difficult to sell a relatively new operation, because of the lack of historical data.  If this is the case it may be advisable to delay selling until the business has a proven track record. However, some investors will still be open to a business that is relatively young but has overcome the challenges facing a start-up.  These include an established customer base, sound internal systems, market awareness and credibility, an operational framework and cash flow.  Another reason people will buy an immature business is financiers are more likely to lend to an existing business with even a short track record. Potential buyers are reassured if they see the business has been systemised to such an extent that the absence of the previous owner will have almost no effect on its operations. A good starting point is for a business owner to look what he or she does for the business and identify other staff members who have the potential to take over specific responsibilities. Industry trends also influence buying decisions.  At any given time certain industries or business trends will be in favour.  For example, business that manufacture and sell ecologically friendly businesses would have struggled a decade ago but in today’s environment there is a great deal of marketing mileage to be made from an ecologically responsible product or service.   Negating Risk Factors Buyers assess any business through the filter of risk.  If the business is well organised and driven by strong systems that make employees accountable, it becomes less risky for a new owner. One of the first questions a buyer will ask is why the vendor is selling, and a vendor needs to be able to provide a genuine and consistent answer. There are many legitimate reasons for exiting a business.  These include wanting to sell to someone with more resources who can take the business to the next level, selling to someone who is younger and more energetic, or lifestyle reasons such as spending more time with the family or dealing with health issues. Buyers minimise their risk by carrying out a thorough due diligence investigation and sellers maximise their position by being...

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