Business owners will be confronted with the decision whether to sell their businesses. True, it is a very emotional decision to make. You conceptualized the business from the very start, built it, endured trials and tribulations,and now the thought is blooming whether to hang it all up.
Just as there are many businesses, there are as many reasons to have thoughts of selling. Here are some of them:
- Financing may not be available for capital investments, or too expensive to undertake.
- The industry is turning down and you want to sell while strategic buyers are still willing to buy.
- Conversely, the industry may have seen some events which have driven sales prices high and you want to take advantage of this “window of opportunity”.
- You want to retire and reap rewards of your hard work, and you didn’t plan for a successor.
If you decide to sell, you should think about how to get your business spruced up for sale. You need think along the lines of asset values, product lines, customer list, sales force, distribution channels, and employees.
One of the first things to consider is the items on your balance sheet. What is the investment you made in equipment. What is the state of your equipment; is it technologically advanced or is to ready for the junk heap? How much is it worth? What is the value of your intellectual property? Do you own any patents and/or trademarks? Would you be selling them or keeping them for their royalties?
A potential problem area is that of inventory. What is its value: is it overvalued or undervalued? Is there any obsolete inventory or failure to properly count inventory? What is the return rate on your inventory,and why was it returned?
Are the liabilities recorded properly, are there any missing? Are the accounts up to date?
Are the receivables collected on time and recorded properly? Are there sufficient reserves for doubtful accounts, sales returns and allowances?
The Customer List is a valuable asset. Many companies would love to obtain a good customer list to increase their own businesses. What is the concentration of your customers? Do you have a few large customers with frequent orders? Where are they located? What is your distribution channel like, distributors, dealers or direct to consumers?
What are your key competitors’ market share? Are they growing, or declining? What is the impact of foreign competition?
With regard to your products, who are your suppliers? Do you manufacture yourself or outsource all or some of your production? Does your production process require skilled labor? What are the production costs? Are you sales increasing or decreasing? Can you supply three years of projections, including trends and seasonal or cyclical fluctuations?
Any potential buyer will want to look at your financials. Three years of up to date historical numbers is the norm. Depending upon the sale date, you may have to obtain interim financial statements. All of the financials will have to be audited.
So you see, the decision to sell should not be taken lightly. There is a lot to do to get your business in shape and attractive to a potential buyer. So, take this advice. Keep your records and agreements in order, and keep your books up to date. Run a business in good order, and your business will be attractive to any suitor.