TIPS FOR SELLING A LOCAL BUSINESS
There are many complex steps in selling your business. Business Advisors can walk you through all the steps so that you can concentrate on running your business, while we concentrate on selling it. Let us minimize your stress by only bringing you potential buyers that are ready, willing, and able to purchase your business. You may not know how to sell a business, but our business brokers do.
HOW TO SELL A BUSINESS
Below is a rough outline of the process of selling a business:
- Exclusive Listing Agreement
- Valuation & Pricing
- Completion of Professional Marketing Package
- Locating The Right Buyers (current business owners, strategic buyers, etc.)
- Screening Potential Buyers
- Meeting with Qualified Buyers
- Letter of Intent
- Purchase Agreement
- Acceptance of Purchase Agreement
- Financing Assistance for Buyer
- Lease Assignments
There are many intricacies involved in learning how to sell a business. Our advisors are all former business owners themselves, and they know the ins and outs of purchasing, owning and selling businesses in all types of industries.
Business Brokers will review your financial condition and overall selling strategy, and then suggest how to make your business more desirable to buyers. These won’t be massive changes, but rather valuable management or strategy changes that will make the business more attractive to buyers within a relatively short period of time.
Before this happens, we will work with the business owner to understand the selling requirements, the range of valuation expectations, and the owner’s strategic goals.
Buying a business for sale is a big and exciting decision and can be an involved processes. Just because a business for sale is listed on an outside website doesn’t ensure that the buyer is serious or that the price makes business sense. The business you are searching for may not even be listed for sale. This is where the Union Bay Group can help with Buyer Representation: we can save you time, money and frustration. Please contact us to see how we can help you.
Unless you’ve bought or sold a business in the past, you’ll find that buying a business can be a confusing and even trying experience. That’s why it is important for the prospective buyer to be knowledgeable about the process involved in buying a business. Thoroughly understanding the process will assist even a veteran of business transfers in working with our company.
Getting Started: Questions And More Questions
Finding a business opportunity usually starts with researching local newspapers, placing telephone calls or visiting web sites like the one we host. The prospective Buyer may be a Corporation, Private Investment Group or a sophisticated Private Investor who has a very definite idea of the type of business wanted. On the other hand, many first time buyers are still in the formative or exploratory stage of their search. Frequently that Buyer’s first question is, “What kinds of businesses do you have?”.
Although there are many business listings, that question can only be answered properly when we have some idea of the prospective Buyer’s resources, skills and needs. For example, if we just listed A Motor Company and the prospective Buyer has several billion dollars in available funds and a background in automobile manufacturing, that would be a match made in heaven. But that perfect match would never have occurred unless we ascertained pertinent information regarding the prospective Buyer’s background, resources and objectives in advance.
The first and most important step is for the Business Broker to learn about the prospective Buyer. When we ask, “How many days per week are you comfortable working?”, “Are you planning to work alone or hire employees?” or “How much cash do you have for a down payment?”, along with other questions, we are gathering the information necessary to match the prospective Buyer to an appropriate business opportunity. We are also narrowing the search and saving the prospective Buyer time and aggravation.
Defining The Business Opportunity Search
After the search has been refined to businesses which fit the prospective Buyer’s criteria and requirements, we can communicate non confidential summaries of our business listings to the prospective Buyer in a number of ways. One way is for the prospective Buyer to view our web site and access the non-confidential summaries of our business listings by simply clicking on the “Businesses for Sale” button. This section will provide our business opportunities lists, a description of each business, financial details and the asking prices.
Focusing On The Right Business Opportunities
During the search, the prospective Buyer will receive multiple lists of interesting business opportunities. At this stage the business opportunity search moves to a new level involving the necessary disclosure of confidential information relevant to the purchase or sale of any business.
The new level is one of mutual trust and obligation between the prospective Buyer, our company and the Seller(s) of the business(es) of interest.
When buying a business, confidentiality protects the prospective Buyer from having anyone such as an employer, employees, or the competition discover the proposed acquisition prematurely. It also protects the Seller against unnecessary problems with customers, employees, vendors, competitors, landlords, bankers, creditors, etc.
As a result, all prospective Buyers are required to sign a Non-Disclosure and Confidentiality Agreement before receiving sensitive confidential information.
The Business Profile: The Facts
An important element in the purchase process is the business profile. This report on the business offered for sale is written to provide information that the prospective Buyer can review and evaluate in determining the suitability and desirability of the business opportunity. A typical Business Profile contains a detailed description of the business, a summary of financial data and additional business facts such as lease information, number of employees, inventories, pending and operative contracts with vendors and customers and other pertinent information. Following a thorough review of the Business Profile and consultations with the Business Broker, the prospective Buyer will have a solid understanding of the business, its operations and potential for continued future success.
Face to Face Meeting
After reviewing the Business Profile, financial data of the business and the business premises, if the prospective Buyer determines that the business presents a desirable opportunity, the prospective Buyer should be prepared to make a purchase offer. In some instances, it may be possible to arrange a face to face meeting between the prospective Buyer and the Seller. This may provide additional insights into the operation of the business not otherwise obvious from a review of written documentation.
Making An Offer
After meeting the business owner and touring the business, the next step is to present an offer of purchase for the business. Making the offer is not, however, the final step. In fact, it should be viewed as the first of several steps, each of which bring the Buyer and Seller closer to completing the transaction.
Since most sales involve privately held businesses, the Buyer is obligated to make an offer before actually reviewing the business’ internal financial records. The Buyer should understand that its offer is always contingent upon the Seller demonstrating the accuracy of its representations to the prospective Buyer’s satisfaction. It is the prospective Buyer’s duty and obligation to verify the accuracy of the Seller’s representations by retaining attorneys, accountants, business appraisers or other professionals. Any agreement between the prospective Buyer and Seller is “non-binding” until the prospective Buyer has exercised due diligence in verifying the accuracy of Seller’s books and records and all contingencies have been removed.
The Offer: Terms, Conditions & Contingencies
An Offer To Purchase will consist of the following:
- Terms of the offer including price, down payment and financing (interest rate, loan period, etc.).
- Conditions including covenants not to compete, consulting agreements, training agreements, accounting and apportionment of work-in-progress, and assumption of liability.
- Contingencies such as approval of books and records, equipment, inventory, assignment of leases or loans and any other items incorporated into the terms of the agreement.
- The Financial statement of the prospective Buyer.
- The Credit Report of the prospective Buyer (paid for by the prospective Buyer).
- “Earnest Money” Deposit Check for ten(10%) percent of the offered price.
The prospective Buyer and its business brokers, attorneys, accountants, business appraisers and other professionals will have a specified period of time to complete a thorough review of the Seller’s books and records, inspect the business premises and take other appropriate steps to verify the Seller’s representations and remove all contingencies (typically 5-10 days). The prospective Buyer and his/her advisors must utilize due diligence in completing their review of Seller’s business in a timely manner. When the due diligence process is completed and all contingencies are removed, the contract becomes binding. Should the business fail to pass due diligence review, the prospective Buyer may withdraw, modify or amend the Purchase Offer. The due diligence procedure is costly and time-consuming. It is only initiated after the respective Buyer and Seller have reached an agreement on price and terms.
The majority of business purchase transactions require some form of financing. We work with our Buyers to secure the appropriate financing. This may involve Seller’s financing, bank loan, Venture Capital financing, Angels financing (private investor), SBA financing and funds obtained through other financing resources. Regardless your financing requirements, we will provide guidance and assistance in locating the right lender.
Escrow & Closing
Your business purchase will be handled by an independent escrow company. Typically an escrow is opened with the deposit of the Buyer’s earnest money down payment, generally within three(3) to five(5) days after all contingencies have been removed or satisfied. The average escrow will close in one(1) to four(4) weeks if there are no recorded liens against the business. A Cashier’s check will be required for the amount due at closing of escrow.