For most business owners, selling occurs out of need as opposed to want. You may need to sell due to financial, health or family reasons, which unfortunately dictate one of the most crucial planning points of a sale, the question of ‘when’ it occurs.

Ultimately, if you are in the position to make a clear and calculated decision when it comes to deciding when to sell your business, for example in order to retire; you will most likely achieve a higher sale price than if the timeframe is out of your hands due to reasons outside of your control.

So… I am planning to sell but am flexible with the timeframe. How do I know when the right time is?

How long is a piece of string? Many people may tell you that certain periods of the year are busier than others – and whilst this may be correct, it is based on past figures which are never a sure-fire, concrete determination of what the future holds. Instead of thinking of the right time being a certain period in the year, it is better to equip yourself and your business with the attributes that make it appealing to a potential buyer whenthe right time arises.

Below is a ‘to-do’ list when preparing your business for sale:

1. Improve your profits: Some buyers may not mind a ‘fixer-upper’, but it’s safe to say that most will look for a profitable business. If you know your business well, try to sell when the profits are high, as opposed to waiting for them to drop and then trying to convince buyers that profits will improve. “Trend is your friend” and buyers love to see a positive trend in sales and profits.
2. Make sure your financials are up-to-date and accurate: A great time to sell would be directly after your EOFY tax return. All documents are recent, relevant and (hopefully) neatly compiled. However, we do sell businesses throughout the year, so don’t let this deter you.
3. Ask your Core Business Broker about past trends in your industry: You may only sell your business once, but they sell businesses like yours every day. Their insight could save you a great deal and achieve a better sale price at the end of the day.
4. Standardise documents and procedures: A potential buyer will want to step into a business that is being run efficiently, with a clear outline of operations and procedures. Try and ensure that the ‘goodwill’ of your business does not rely entirely on you personally.
5. Resolve outstanding issues and debts: Eliminate liabilities and resolve outstanding debts and any issues that may detract from the business prior to listing your business for sale. Think of your business like a person who is getting ready for their first date. They want to look good, but ultimately if it’s all for show, they are going to be discovered eventually. Make some positive changes prior to listing your business for sale and genuine, qualified buyers will show interest. Work on a SWOT analysis with continual improvements to the areas that will be attractive to a buyer.

If you are planning to sell your business, contact Core Business Brokers today. We will be more than happy to discuss your industry, past sale history and guide you through your business sale process. Contact us on (02) 9413 2977 to chat with one of our experienced and friendly team or email us at [email protected]

Buying and selling businesses can seem straight forward, especially when looking in from the outside. However, there are many things to consider when doing so, which we covered in our previous blog ‘Understanding the Business Sale Process’.

Your Business Broker becomes your mentor throughout your sale process. Whether you are the buyer or seller, the Business Broker wears many hats. Let us explain:

1. Business Brokers represent the seller. They advertise the business, create a business memorandum that encapsulates all necessary business information and present this document to all viable, prospective buyers.
   
2. Their extensive network of qualified buyers is priceless. Alongside other marketing opportunities, your Broker has made hundreds of connections to buyers seeking businesses just like yours through years of work and relationship building.
   
3. Business Brokers maintain confidentiality. They have a vast network of professional contacts, from Accountants to Conveyancers who all work together to achieve the common goal ­- The business sale, without compromising the business in any way, shape or form.
   
4. A Broker acts as a go-between that liaises with the buyer and seller throughout the sale journey. Their role is the make the process as smooth and efficient as possible, taking a great deal of work off your plate, as the seller.
   
5. They ensure that all legal documents are filled out correctly, representing the needs of both the seller and the buyer. It is important to note that they go through this process frequently, therefore the chance of error is slim. Unlike yourself, who may only undertake one business sale in your lifetime, a Business Broker is a seasoned professional.
6. A Business Broker is exactly that, a professional. They can represent parties without emotional connections to your business. They can give honest advice, look at situations objectively and act accordingly.
   
7. The knowledge your Broker has through years of study and experience is invaluable. Their appraisal skills and attention to detail come into play when finding a realistic market price for your business. At Core Business Brokers, we’ve handled a variety of sales in a mix of industries. We have ample strategies to ensure that each business sale is achieved to the best of our ability. When you have a Business Broker you can trust, the process becomes less stressful and more efficient.
   
8. With the help of an experienced Business Broker, you can continue to run your business, without taking excessive amounts of leave to handle the sale process. Less day-to-day impact means the business continues its success during the sale journey.

To have your specific questions answered or to learn more about the role of a Business Broker, contact Core Business Brokers today, on (02) 9413 2977 or click here to email. Choosing a Business Broker you can trust is crucial to a successful sale.

AN INTERVIEW WITH PETER GOLDING AND ROY LEVY

Getting to know your Business Broker is an important part of your decision-making process when looking to buy a business or beginning your sale journey. Here at Core Business Brokers, we pride ourselves on our customer relationships, professionalism and the importance we place on trust, honesty and transparency.

In a recent interview, both Roy and Peter sat down to discuss what makes them tick, allowing us to see the men behind the business.

What made you become a Business Broker?  

Peter:      I entered this profession in 1998 after selling my business of 16 years. Through my own personal experiences selling my business, I dealt briefly with other Brokers and saw the need for a Business Broker who offered service and genuine feedback to their clients which in my opinion was severely lacking in the industry at the time.

Roy:         As an Accountant, I was involved in management consultancy where I assisted businesses to grow through marketing strategies and cash flow management. We then listed our company on the stock exchange and engaged in mergers and acquisitions where we listed 11 companies on the stock exchange. After emigrating to Australia in 1996, going into business broking was a natural progression for me — and it also gave me insight into how businesses differed in Australia.

How many years’ experience do you have in the industry?  

Peter:      21 years in the Business Broking industry.

Roy:         Approximately 14 years in South Africa and 23 years here in Australia

What makes Core Business Brokers different from other Business Broking firms?  

Peter:     Today many business owners find out the hard way that there is a difference between a selling agent and a listing agent. Unfortunately, there a number of Brokers that take an upfront fee and are not sighted again. We offer genuine market advice, provide comprehensive information on the business to our buyers in order for them to make an informed decision; and provide our vendors with regular updates on what is being said about their business out there in the market.
Roy:         We are a boutique firm and the owners are involved in the businesses we list. We have over 78 years’ of experience amongst the Brokers and thus anyone wishing to sell their business can be confident that they will have a well-experienced and professional Broker working for them.

What advice would you give to current business owners who want to achieve the best possible sale price for their business?  

Peter:      Make sure the business is ready for sale.  Are the financials and other business information up-to-date and presentable? Some businesses rely almost entirely on the owner’s daily management.  In this case, it is advisable for those types of vendors to try and see what staff members are capable within their organisation to step up to lessen this risk for a new buyer.
Roy:         If possible, prepare your business for sale from day 1. Critically assess the business by wearing a buyer’s hat and build the business to be able to operate without the owner’s continual input. Assess the SWOT analysis (strengths, weaknesses, opportunities & threats) and work to reduce any risks that a buyer may see.

In your opinion, what are the biggest factors that influence a business sale?  

Peter:      There are many factors that can influence a business sale. Perhaps the most important is not having all the information available when required. Audited financials if not available can hugely affect a buyer’s trust and interest.  Security of tenure is also important for a buyer to have interest in the business purchase. Unfortunately, owner’s expectations and the current market are frequently not on the same page.
Roy:         Historical performance that can be proven, quality staff to run the business and good cash management to ensure positive cash flow. Regular and contracted income will be a huge positive.

What should buyers look for when selecting a business to purchase?

Peter:     Key questions to ask yourself as a buyer should include: Is my finance in place for the business in question? Can I afford to buy this business? Do I have experience in this Industry?  
Roy:       Experience in the industry of the business and the risks associated with the business itself and the industry in which it operates.

Roy, If you weren’t a Business Broker, what would you be doing?

Travelling! I would pack my bags and take a big holiday – I enjoy seeing new things and exploring new places.

Peter, What do you enjoy in your down time?

I love spending quality time with my family. I am a keen golfer, enjoy exercise, carpentry and gardening.

What do you both enjoy most about Business Broking?

Peter:     I enjoy dealing with all different types of business opportunities. Some are very different and most interesting.  
Roy:       I enjoy the satisfaction of a ‘win-win-win’ at the conclusion of the sale. I.e. The seller achieves an exit, the buyer purchases a good business and I as the Broker earn my commission; everyone is happy.

What advice do you have for aspiring Business Brokers who are entering the industry?

Peter:      Most Brokers don’t offer genuine customer service. In my opinion, most vendors want to feel respected and valued. Taking the time to provide regular updates and feedback to your clients is greatly appreciated.
Roy:         It takes a while to get a flow of business listings, which can be financially taxing at times. Never take your foot off the pedal, as you need a constant flow of new listings whilst working through the marketing, negotiations and contract of existing deals.

Like to know more about our friendly team? Or simply have a question about your business sale journey? Contact Core Business Brokers today, on (02) 9413 2977. Our knowledgeable team are always happy to answer your calls and queries.

You’ve decided to sell your business, but this terrain is unfamiliar. What is involved? Who should you contact? What does the process entail? In a business sale, there are many factors to consider, so we decided to outline the process, allowing you to begin your business sale journey with a better understanding of the steps involved.

1.    Meet with your Broker

Finding the right Broker is key. You want to select a professional with both industry experience and a friendly demeanour, as your Broker will be the point of call for all potential buyers. At Core Business Brokers, with a combined industry experience of 68 years, we have represented sellers from a variety of industries. We pride ourselves on our professional, yet down-to-earth nature, being an honest and reliable guide, leading you through your sale process. One of the Principals is a qualified Accountant who can steer you through the numbers.

2.    Business Appraisal

Your Core Business Broker will then appraise your business, looking at the business’ financial history, the current market conditions alongside other variables such as a SWOT analysis that will affect the current market price. It is important to remember that many factors affect the appraisal process and accepting a realistic, achievable sale price will increase the probability of a successful sale. We will tell you what you need to know – not just what you want to hear.

3.    Organise Your Financial Statements

Ask your Accountant to organise your financial information, making sure relevant financial statements are available and accurate. When you meet with your Accountant it is recommended that you discuss any tax implications associated with the sale of your business. It is also important to ensure that your exit strategy is both up-to-date and relevant to allow the transition process to be as smooth as possible post-sale.

4.    Advertising and Enquiries

Your Core Business Broker will advertise your business on all relevant platforms that are best suited to your industry. Alongside this, they will share your business with their extensive network of buyers and contacts, in order to find the best possible buyer. It is important to note that not all business sales are the same, and therefore advertising options vary for each business. Core Business Brokers will always maintain the level of confidentiality required to ensure your business is advertised discreetly if necessary. Encouragingly, we sell a good number of businesses through our expanding database of buyers.

5.    Offer and Negotiation

Interested parties will then submit an offer for your business and any negotiation will take place before the offer is accepted by you, the seller.

6.    Potential MOU (Memorandum of Understanding)

At this point, a Memorandum Of Understanding (MOU) may be utilised. Although not mandatory, a MOU outlines the agreed terms and conditions. The MOU acts as an assistant for the contract of sale to be drafted more efficiently. This can lower costs for both the buyer and seller, as it lessens the ‘back and forth’ between parties when the contract is being drawn up, thus reducing legal costs.

7.    Due Diligence

The buyer will then have an agreed time period to complete their due diligence. During this time they will review particular financial statements and other important information to ensure that the information provided by the seller is accurate, and to also allow any concerns to be addressed before the settlement date.

8.    Contract Preparation and Exchange

Both parties’ Solicitors are then involved in the process, preparing the sale contract and going back and forth between the buyer and seller until the contract is signed. At the time of signing, a deposit is paid by the buyer, which is held in trust until settlement takes place.

9.    Settlement

Once an agreed period has passed, all issues have been addressed and both parties are happy to proceed, settlement takes place. An up-to-date stock take occurs, the buyer pays the balance of the purchase price to the seller and the seller transfers the business and any associated business assets into the buyer’s name.

For a more in-depth explanation of the process, or to learn how your specific sale journey will unfold, contact Core Business Brokers today, on (02) 9413 2977. One of our professional and knowledgeable team will be more than happy to discuss your options and answer any questions you may have.

Planning your exit strategy, otherwise referred to as your ‘succession plan’ can seem like a daunting task. However, it is an important factor that should be planned well, before the need arises. Think of an exit strategy like any other important planning task – you have a big event on and need a specific outfit, if you leave the shopping until the last minute, it is likely that you will not find what you need before the big day. With business, the same rule applies. Planning correctly and giving yourself enough time to do so, will ensure a smooth, effective and successful transition when the time comes.

What do you include in an ‘exit strategy’?

• Time Frame: How long until your exit strategy is likely to take place as well and how long it will take to implement the exit strategy itself
• Successor: The details of your successor, if known
• Restrictions: Any legal, financial or other restrictions that may come into play
• Ownership: Whether the succession is part or full
• Financial considerations: Fees, tax, post-exit income options and any other components that need to be assessed prior to implementation
• Staff: Identifying any changes required prior to, during or post-transition
• Legal requirements: Any legal considerations alongside risk management solutions

Whether you are planning to sell your business or planning to hand over the reins to a family member or employee, an exit strategy outlines specific processes which when followed, create a seamless transition. An exit strategy ensures that the business continues to operate in the most successful manner whilst ownership transfers; maintaining the level of sales, providing the same services and following protocol which allow the operation to continue as normal.

Your exit strategy should identify ways to make your role, as the owner, less hands on. This will allow the transition to be gradual, whilst also allowing the business time to adjust and become less reliant on the current owner. This is an important aspect of an exit strategy, as it alleviates risk in the eyes of the successor, knowing that the business can function successfully without the previous owner present.

We recommend seeking legal advice when planning your exit strategy. This can rule out potential disputes and ensure that all legal requirements are addressed.

I’ve created my exit strategy, what now?

Review it annually. Think of your exit strategy like your will. As life changes and situations arise, modifications will need to be made. The creation of your exit strategy is a necessary and beneficial planning task, however, it will need to be altered and adjusted as the years go by.

Core Business Brokers have countless years of Business Broking experience, which means we understand that no two businesses are the same. When it comes to selling, we will treat your business like a unique operation, because it is. The Core Business Broker you deal with initially will see you through to the end of your sale, answering your questions and assisting throughout your sale journey.

If you are planning to exit your business, contact Core Business Brokers today. We will be more than happy to discuss your options and guide you through your business Sale. Contact us on (02) 9413 2977 to chat to one of our friendly and knowledgeable team.

All members of our buyers database are the first to hear about any new business for sale.

Once a new business is listed for sale  Core Business Brokers immediately emails to our exclusive business buyers database alerting each member of the new opportunity.

Stay in front of the market join our expanding list of business buyers

Simply click on CORE NEWS below on our home page or email [email protected] with your name, email address and mobile number. Please indicate whether you are interested in                     Food or Non Food businesses or Both. Thank you.

Making an offer for a business can be a daunting process. Please read the below on how to make an offer and what you need to keep in mind before making the offer.

Before Making an Offer

The buyer should make sure that their finance is in place before an offer is made.

When buying a business, a buyer needs to be aware of the other costs involved such as Accountancy, legal fees and in most cases a Bank guarantee will be required by the Landlord.

Landlords – Things to keep in mind

In 2015 Landlords are being ever so protective of their properties and when a tenant comes to them to say that they wish to sell their business, most are taken back as they have been happy with that tenant for perhaps many years as they have always paid their rent on time and have run a good business with no problems. Now they have to offer a lease to a new buyer who they do not know.

Landlords will want to know:

• Is the buyer capable of buying this or any business?
• Is the buyer able to provide business and personal references to the landlord and a statement of their assets and liabilities to show their ability to be able to pay the rent?
• Does the buyer have the experience needed to run the business?
• An astute buyer would provide a business plan to the landlord to show them how they intend to run the business and improve it.

How to Make an Offer

Any offer should be made to the agent in writing, email is sufficient or fax. Verbal offers are accepted however for the business to be taken off the market a written offer is required.

When making an offer please ensure that you clearly describe what conditions you want. Please note Finance is not an agreed condition. For example, you may need a new lease or an assignment of the current lease, you may require training, you may need a delayed settlement.

A buyer upon acceptance of their offer should be ready to put down a deposit of up 10% of the agreed purchase price for the business to be withdrawn from sale. This deposit is held in TRUST and a Trust account receipt will be provided on cleared funds. This amount is fully refundable up until contracts are exchanged.

For more information on buying a business please click here.

Core Business Brokers has been approached by an Australia wide company looking at growing by means of acquisitions. They  supply consumables & offer equipment rental to the construction & related industries, have a footprint in NSW/ACT/QLD/VIC & consolidated revenues of $ 120mil & 180 staff. They have asked us to discretely seek and locate suitable opportunities.

If your looking at selling your company that is in the following Industries then please contact Peter Golding for an informal chat on 02 9413 2977 or my mobile 04 14 24 28 30 or email at [email protected]

1. Safety products
2. Safety or road signage
3. First aid supplies
4. Drainage products
5. Work wear
6. Construction supplies
7. Cleaning consumables to construction

The preferred target business would have the following criteria.

• Revenues of $ 3 -20 mil pa.
• B2B (not B2C)
• Direct to end-user ( preference is minimise sales through resellers/distributors)
• Supplying construction/utilities/infrastructure/industrial markets (not selling to white collar people)
• Preference to supply a fragmented customer base
• Boxed goods

JUNE 21 2016

Attention all NSW Business Buyers

The office of state revenue announced that duty on the transfer of business assets  over ‘business assets’ (other than land) will be abolished from 1 July 2016.