Archive for category: Must Knows About Business Sales

As a business owner, you’ve put in years of hard work to build your company. Now, you’re contemplating the next step: your exit strategy. Choosing the right one is crucial for ensuring a smooth transition and maximizing the value of your business.

Many entrepreneurs may be ready to sell, but it’s important to come up with a well-thought-out plan before you can cross that finish line. There are various factors you must consider to make an informed decision that will benefit you, the employees you’re leaving behind, and the new owner.

Understanding Exit Strategies

Exit strategies come in different shapes and sizes, each with its own set of pros and cons. From selling your business to a family member to considering an Initial Public Offering (IPO), there are plenty of options to choose from.

• Sale to a third party: Selling your business to an outside buyer can provide a substantial injection of cash and allow you to exit the business entirely. However, it requires careful planning and due diligence to find the right buyer and negotiate a fair price.
• Passing on to a family member: For some business owners, keeping the business in the family is a top priority. This exit option in particular can be emotionally rewarding. That said, it requires open communication, clear succession planning, and addressing eventual conflicts among family members. As with most things that involve relatives, it has the potential to get messy, quickly.

• Management buyout: This exit strategy involves selling the business to key employees or management team members. It can be a win-win situation and provide continuity for the business while allowing the management team to take ownership. Though, financing and structuring the deal can be complex.

• IPO: Taking your company public through an IPO can unlock significant value and provide access to capital markets. The cons? It involves strict regulatory requirements and high costs. You’ll also have to come to terms with the fact you’ll no longer have control over your company’s direction fairly quickly.
• Liquidation: As a last resort, liquidating the business involves selling off assets and winding down operations. While it may not yield the highest returns, it can provide closure and minimize losses in certain situations.

Factors to Consider

Now that you know the different types of exit strategies, it’s time to take into account several different factors.

Firstly, your timeframe matters — are you looking for a quick exit? Or are you willing to invest your time (and potentially money) in a long game? Financial goals, personal preferences, and market conditions should also play a significant role in your decision-making process.

• Is your business ready? You may be ready to move forward with an exit strategy, but it’s essential to determine whether or not your business is too. Consider its financial health, operational efficiency, and legal compliance. A thorough understanding of your business’s strengths and weaknesses will help you make an informed decision.

• Have you sought out professional advice? Navigating the complexities of exit planning can be daunting. That’s why it’s crucial to seek professional advice from experts in the field. Business brokers (like us), financial advisors, legal counsel, and tax experts can provide invaluable guidance.

• Have you planned for the future? Beyond choosing an exit strategy, you must consider your post-exit plans. Whether you’re retiring, pursuing new ventures, or simply taking a well-deserved break, having a clear vision for the future will help you transition smoothly from business owner to whatever comes next.

• Have you thought about the tax implications? One critical aspect often overlooked is the tax implications of your chosen exit strategy. Understanding the tax consequences can significantly impact your financial outcome. Again, consult with a tax advisor to explore strategies for minimizing tax liabilities and maximizing after-tax earnings.

• Are you emotionally prepared? Exiting a business may cause some emotional strain. It’s essential to prepare yourself mentally for the transition. Take the time to reflect on your achievements, acknowledge any feelings of loss or uncertainty, and envision your life beyond the business.

• Have you thought about your family? For those of you who are considering passing the torch to family members or key employees, succession planning is key. Develop a clear roadmap for transferring leadership and ownership that will ensure a seamless transition and preserve the legacy of your business.

Choosing the right exit strategy is a critical decision that requires careful consideration, planning, and professional guidance. Ultimately, as it’s your business that you’re exiting, you have to be the one to decide which path to take.

If you need help determining what exit strategy makes the most sense for your unique situation, give us a call today. No matter which method you choose, the key to a successful exit is preparation and foresight.

Selling a business is a significant decision that demands careful consideration, meticulous planning, and pragmatism. At Apex, we’ve encountered numerous scenarios where eager sellers, ready to embark on a new chapter, faced the challenge of a business that simply wasn’t sale-ready.

As such, we want to explore the critical elements of a smooth business sale: timing, preparation, setting realistic expectations, and working with brokers who care about you and your business, not an eventual payday.

The Common Dilemma: Ready Seller, Unprepared Business

In recent months, our office manager uncovered a surprising trend — we had to turn down 24 leads because the businesses weren’t ready for sale. This realization prompted us to take a closer look at the core issue: sellers prepared to transition but businesses that aren’t aligned with market expectations.

Apex operates on the principle of confidence — confidence that we can sell a business, present it to buyers, and secure bank financing. Unlike a buyer walking in with a briefcase of cash, most of our clients seek SBA loans. This necessitates non-negotiables like comprehensive financial documentation including tax returns, P&L statements, and balance sheets.

And, when it comes to SBA loans, there’s no room for negotiation. Business sellers need to be well-versed in providing the necessary financial documents, ensuring their business is not just ready for sale but also ready for financing. This rigorous process sets the stage for an ultimately successful transaction.

This is why we advocate for planning well in advance. We market businesses three to five years before the seller even envisions putting up the “For Sale” sign. We once helped a seller prepare with well-thought-out strategic planning — the result was a business that, initially valued at $575,000, sold for a staggering $1,450,000 after several years of preparation. As you can see, planning ahead pays.

Navigating Expectations and Industry Realities

A significant challenge in the business sale process is misaligned expectations. Sellers often receive conflicting advice, leading to valuations that don’t reflect the market reality. This misalignment, mostly due to misinformation, can lead to a disappointing experience for both the seller and the broker. Clear communication and realistic valuation are crucial to ensure that expectations align with actual market conditions.

While we understand that not every business owner is ready to sell immediately, we always encourage continuous engagement. Some sellers repeatedly postpone the conversation only to find themselves ill-prepared when the time finally arrives. Planning, after all, is a gradual process, not a rushed decision. Consistent engagement and open communication contribute to better preparation and understanding, which facilitates a smoother transition when the time comes.

All industries face their share of challenges, and downward trends can significantly impact a business’s value. Selling during a downturn poses risks, as the market will assess the business based on recent performance. Consistent positive trends over several years remain a key factor in achieving a successful sale. This is why it’s so important for sellers to monitor industry trends, adapt proactively, and position their businesses for long-term success.

Working with Brokers Who Provide Value

Here at Apex, we aim to build relationships and provide value beyond the transaction. We understand that buying or selling a business involves more than just financial transactions. It’s essential to work with brokers who really care about building lasting relationships and delivering unparalleled value. Our dedication to this principle is evident in our multifaceted approach.

This is why we offer free consultations, blogs, podcasts, and white papers — to assist business owners in navigating the complex world of buying and selling businesses. Additionally, there are plenty of other resources available that we can direct you to, to make sure you’re well-prepared when the time comes to sell.

Our goal is to empower business owners with knowledge, guide them through the intricacies of the market, and ensure they make informed decisions. By providing a wealth of resources, we strive to demystify the complexities of buying and selling businesses. These resources are designed not only to educate but also to encourage a deeper understanding of all of the processes involved.

Moreover, our commitment to transparency and integrity is the bedrock of our client relationships. We believe that by delivering value at every step, we contribute to the success of our clients beyond the immediate transaction. Whether you’re contemplating a sale, acquisition, or simply seeking industry insights, our diverse range of resources will meet your needs.

The key takeaway here is clear — start the conversation early. Think of selling your business like keeping a boulder in place at the top of a mountain: the time to act is well before it starts rolling downhill. When both you and your business are prepared you’ll be one step closer to a successful business sale.

Whether you’re buying or selling, the journey begins with knowledge, understanding, and preparation. We can help you with that. Give us a call today.

“Leadership requires two things: a vision of the world that does not yet exist and the ability to communicate it.” – Simon Sinek, Start With Why

Retirement as a business owner often requires:

•  a vision of the world that does not yet exist for you
• the ability to communicate your business’s value to potential buyers

Realizing these two goals can be challenging, but they are achievable if you move forward with a clear picture of your why, followed by solid planning, finished with execution.

Business Succession Planning

You may be reluctant to let go of the reins of your business when you are ready to retire. A sense of responsibility for your employees, partners, and customers can make it feel like your needs should be an afterthought. To overcome this feeling and make your and your family’s needs the priority, you will need to assuage the fear of letting others down by knowing that the company is in optimal shape to succeed when you step away. What the buyer may do with the business after you take your leave is out of your control, but what you do to position your business to be in its best possible position for success is all that you owe anyone else.

This is where a succession plan comes into play. Prospective buyers may have different ideas than you on how to carry on with the business, but having a plan in place that lays out how the business can successfully move forward shows a level of commitment and forethought to your team and potential buyers. Frequently the fear of how a business may progress after the owner sells it off can be enough to dissuade someone from moving forward with the acquisition, and having a succession plan can ease any reservations that the buyer may have as well.

No matter what your company’s fate may be, doing your due diligence in advance to help ensure its success moving forward is worth the time and energy spent to make sure you have left your livelihood, your employees, and your reputation in the best possible position for a new owner.

Financial Security Planning

Once you know that your business is in capable hands, you will be forced to reconcile the status of your retirement income, and how it will provide for you and your family in the future. While business succession planning may be focused on your former business’s survivability, your financial security very much focuses on the well-being and providence of yourself and your family, as far out as you may see as worthwhile. That means paying attention to capital gains taxes and inflation rates is a primary focus to help ensure your current lifestyle is achievable in your golden years or until you find your next project.

Foresight of A Retiree

When considering if you are in a position to sell your business and retire, you must know your why just as strongly as the buyer does. Knowing your why will help you make the right decisions when it comes to selling your business, and help avoid the emotional hangups of walking away from something you have put so much of yourself into.

Why are you retiring now? Asking yourself this one question will guide you toward the proper resources for selling your business and ensuring your family’s well-being. You will also start to realize how much work goes into selling a business, and how many areas one can err in that could have serious financial repercussions. The process of selling your business may start when you decide to retire, but the true work comes with understanding the value of your business and what you can expect to receive from a buyer. This requires accurate valuation and strategic positioning of your business to help maximize your returns.

Deciding to retire is rarely easy, and obtaining maximum value for your business when it sells is also a difficult undertaking that should be overseen and orchestrated by true experts in the field of brokering business sales.

If retirement is around the corner for you and selling your business plays a part in that retirement, contact us at Apex and let us work with you in realizing your dreams.

One of the effects of rising interest rates, and worse, bank failures, is a move towards alternative forms of financing for business transactions. As interest rates rise in coming months, more clients will be looking at seller financing as a larger part of a transaction, rather than a pro forma aspect of a traditional SBA loan. Let’s examine what buyers and sellers should know about seller financing.

Sellers

Some sellers offer seller financing as an option because they can’t get bank-financed deals. They haven’t kept clean books, or as we’ve heard once, they “don’t feel the need to involve the IRS in my cash business.” We don’t get involved in those sorts of businesses because we often find that the business isn’t really healthy enough to sell anyway.

There are four main draws for sellers to offer to finance their own sale:

• Deferred taxation: instead of incurring a one-time liquidity event tax, they will be taxed annually at the capital gains rate on only the payments they have received that year
• Higher premium: seller-financed businesses are known to sell at a premium above all cash deals
• Faster sale: seller-financed deals involve a larger buyer pool, driving both the number and velocity of offers
• Better rates: sellers might be able to get better terms for their money in a seller-financed deal than they can in the general marketplace

For sellers who are ready to sell but are neither anxious about the ongoing success of the business nor need a large payout, seller financing can be a solid option, even during times of great market and bank certainty.

Buyers

Since there is no third party involved in the financing of the deal, sellers have to scrutinize buyers more closely. This can involve:

• Pulling a credit report
• Doing a background check
• Interviewing references not only for character but for business experience, particularly in the industry
• Examining the business plan
• Hiring a private investigator

While the last one might seem a bit serious, it’s a small investment to “trust, but verify” on what will be an important transaction in your life.

Buyer and Seller Expectations

Here are some reasonable expectations that both buyers and sellers should prepare for:

• Sellers may want to maintain access to financial statements for the duration of the deal; their money is tied up with the success of the business, and they have a reasonable right to monitor the situation.
• Sellers will want to create strong promissory notes with clear clauses for non-payment and late payments and should consider a general lien on the business for the duration of the note.
• Sellers may demand a significant down payment, sometimes as much as 50% of the deal and will offer repayment periods between 3-7 years.
• Buyers should remember that seller financing isn’t a forever situation: as market conditions improve and they are able to establish a clear financial history for the business, they may be able to obtain traditional bank financing during the term of the seller-financed note and pay it off early.

We’ve been around a long time at Apex and we have experienced times when banks weren’t even returning calls! Being familiar with seller financing before you need it only strengthens your position if it ends up being a significant part of your transaction.

Are you interested in offering seller financing for your business? Give us a call.

You get an email or a phone call wondering if your business is for sale. It certainly wasn’t. In fact, you hadn’t even thought about selling your business for years to come. But then… an idea starts germinating. What if I could sell my business? Unsolicited offers for businesses are made every day, and this article will help you do a bit of preparing for what happens if you get that call.

Feeling Good

Part of the magic of getting such an offer is feeling good. Running a business is a challenge and such an offer is a validation of your hard work. But, an offer isn’t always an offer. Sometimes it’s a fishing expedition. So too we as brokers sometimes make calls to businesses we find interesting, not necessarily with an offer, but with the question of, “Have you ever thought about selling your business?”

Wheels Start Turning

These sorts of phone calls, even if answered with an emphatic “No,” lead to wheels turning. Entrepreneurs weigh up how they’ve been feeling about the business lately. They think about a number that they would like to sell the business for. They think about what they would do with the money from that sale and the free time they might have.

We can’t tell you the number of times that a relationship started with a client because someone called them with an unsolicited offer. Whether that offer was genuine or fishing, whether it happens or falls through, a snowball has started in the potential seller’s mind.

Have a Conversation

Even if your answer is “Yes, I’d like to sell my business,” you need to bring in help. First-time sellers in particular have no sense of how much time it will take to close the sale and can underestimate the importance of having an unemotional negotiator by their side with lots of experience in business transactions.

Interview some business brokerage firms and let them know the situation. The best ones will do a back-of-the-envelope valuation with you to level-set before pushing for a professional valuation. Once that’s done, they can engage with the original unsolicited buyer about a now-established price and find out how serious he/she is.

That initial process might also uncover some opportunities. A broker might note areas that could be improved that would drive up value significantly in a short amount of time. Instead of pursuing a transaction with the unsolicited buyer, the company could be put into a process that will have it ready to go to market and court multiple buyers, not just one.

However, these conversations may also reveal that a business owner isn’t ready to be a seller…yet. But armed with more information, he/she now knows what needs to be done before a sale and now has a broker to periodically check back in with to find out what market conditions are like and what buyers have been sniffing around their industry.

So, if you get an unsolicited offer (or a cold call from a broker), a cautious congratulations! You’ve gotten some attention. You’ve built something that might be worthy of a sale. But now it’s time to look under the hood yourself and ask some searching questions about your life. And confer with your trusted advisors and a broker. It might just be that the unsolicited offer leads to a wonderful exit. Or if not, it gets you mentally prepared for the future.

Want some advice on those unsolicited offers or how to prepare for that call? 

We can help! Give us a call.