Tag Archives: australian market

buying and selling a business during a covid-19 recession

Buying and selling during a recession

COVID-19. A pandemic that became a daily topic since early 2020 has rocked the world. Now, in 2021, we are still under the firm grasp of COVID but what does that mean for our business?

The 2008 Global Financial Crisis saw many businesses ‘adapt or die’ and our current recession is no different. Businesses have been faced with hard decisions and quick changes in direction in order to survive in the current pandemic climate.

But what does this mean if you were hoping to sell in 20/21? Being realistic, we know that the world will continue to feel the effects of COVID-19 in the years to come, so what does this mean if your succession plan was coming into effect within the next 3 years? What if you were hoping to retire?

But it’s not all doom and gloom. Although you may feel that selling a business or an acquisition in this current market is far fetched or not attractive, this may not be the case. Your business could be the diversification another is searching for, it could be an opportunity for a “bolt on” to another business in your industry, or it could be an opportunity for an individual to start their own journey and to step in with a fresh mindset and make the changes you feel are difficult to make with your long history in the business. Whatever the reason, there are always people who see the glass half full, instead of half empty.  Indeed, we have seen evidence that some businesses have bounced back to pre-COVID levels and are performing strongly again. As an example, we listed a small manufacturing business in October and received 36 enquiries, with 4 offers, within 3 weeks. We then had 3 qualified bidders and the business settled in February. Bottom line, if the business is performing well and is sustainable there is a healthy appetite with Buyers.

All businesses follow a lifecycle. Now this lifecycle differs between each business and the industry in which it operates, however, business buyers in unprecedented times are commonly those in the growth phase, searching for ways to improve sales, increase revenue and find that ‘secret sauce’ to profitability. For this reason, consider broadening your horizons when looking for buyers for your business. What industries are like-minded or complementary? What businesses could gain something from the acquisition of yours? Buying and selling during a recession require out of the box thinking – which lucky for you, is something we specialise at here at Core Business Brokers. Our job is to provide you with an many options as possible to achieve the best possible outcome for you.

Thinking about selling your business in 2021 and want a clear indication of the market? Considering retirement and want to know your options? Or are you looking for that secret sauce and hoping to purchase a business this year? No matter what the driving force behind your decisions, contact Core Business Brokers today, on (02) 9413 2977, or email Roy on [email protected] and we’ll get brainstorming side by side. With our years of knowledge and expertise, you’re in safe hands.

valuing a business during the Covid-19 pandemic

Valuations in a Covid-era

For business owners wanting to sell and people wanting to buy a business, finding common ground when it comes to business value and fair sale price during the Covid-19 Pandemic is a complicated and challenging process. 

All of a sudden, 2020 has thrown us a curveball with no previous playbook, and some businesses have been forced to ‘adapt or die’ when it comes to their business model and product/service offering. Many businesses have completely changed things up in order to survive. As an example, Scaffolding companies such as the Sydney company ‘StageKings’ have shifted focus entirely; previously creating large-scale pop-up stages and now creating a whole range of iso-related products such as desks and partitions. 

The pre-COVID methods of valuing a business affected in these times, needs re-thinking. Valuers used to assess financial performance, current markets, stock levels, goodwill and more to come to an educated conclusion on what the business in question was worth but primarily based on historical earnings. Now, mid-way through 2020 and amid the pandemic, past performance and current assets no longer determine whether a business can stay afloat, let alone prove profitable in the years to come (i.e. uncertainty is now high amongst many buyers)

So how can businesses be fairly valued in a COVID-era?

Many things must be considered when valuing a business in this volatile environment. Past performance, current stock levels and assets, goodwill and all of the past variables must still be assessed. However, is there a current demand for the product/service being provided by the business during this unpredictable time? Does the market even exist at present? These factors will need to be considered. Remember that a buyer is purchasing the future earnings of the business and the question is has this particular business been permanently affected or was the 2020 year a “one-off” blip?

Thus for many new deals we are finding that buyers and their advisors are suggesting the inclusion of an ‘earn-out agreement’ for part of the purchase price, so that the business can prove that the future earnings have not been impeded.

An earn-out agreement is essentially a legal promise, where a buyer pays less upfront for the business in question, noting that additional payments be made at specific dates in the future if business goals are met, usually with financial targets in mind. This type of agreement can be tricky and somewhat complicated, as it isn’t a clear-cut handover of the business and the previous owner still has their finger in the pie, so to speak. The seller will want the business to continue performing well to collect the buyer’s additional earn-out payment(s), which can become a confusing management situation if the buyer and seller do not agree on key business decisions. The most important thing to consider here is that all important factors be included in the agreement so there is less grey area and a clear separation of roles and responsibilities. That being said, during a pandemic year, an ‘earn-out agreement’ could be a necessary and beneficial tool when looking to sell your business. 

If you are hoping to sell your business in 2020, contact Core Business Brokers on (02) 9413 2977, or email Roy on [email protected]. We’d be happy to discuss your options, the potential for an earn-out agreement and help determine a realistic and achievable sale price for your business.