Selling a Business

Everything Business Sellers Need to Know

CONNECTING SELLERS TO BUYERS

Selling a business has never been easier with Merchant Business Broker’s innovative website that allows buyers to conveniently register and download a confidential business summary on your business. From there the buyer can then request a confidentiality agreement where you the seller get an email and can approve the buyer to get further and more confidential information usually in the form of an information memorandum. This unprecedented process gives 24/7 access to our vendors/sellers and you can monitor buyer activity and deal progress.

If you were to engage the services of Merchant you benefit from having access to the extensive and industry leading resources, skills, acumen, contacts and a data base of buyers and sellers that allow Merchant to deliver the best outcome for those selling their business.

Merchant is the preferred selling agent for many private business owners, franchise groups and corporations as we understand how to deliver our clients the best possible outcomes. We operate mostly on a strong referral basis which is testament to our success and credibility as specialists and professionals in our industry.

With access to our extensive network of professional business brokers throughout Australia and the world through industry bodies such as the Australian Institute of Business brokers (AIBB), Business Broker Network Australia (BBNA) and our large database of local and international buyers you know that by partnering with Merchant you have the best chance to achieve the best result. We also partner with other specialists in migration, accounting, financial services to name a few.

The Merchant team possesses the skills, expertise and acumen required to help sellers maximise their return on the sale of their business and to successfully find new business opportunities for people and companies wanting to grow through strategic acquisition or benefit from their own profitable and rewarding business.

Merchant’s professional and ethical approach, coupled with its team’s highly developed negotiating skills, networking skills and broad business experience, makes us an authority you can trust when it comes to buying or selling your business.

Merchant Business Brokers, are industry leading innovators that are leading the way with the use of unique and cutting edge technology, systems, processes and marketing that combined with our knowledge, experience and expertise enables us to facilitate the most effective and customised solutions for each of our clients that ultimately helps our clients achieve the very best outcomes.

Ultimately, and above all else, we are a client-focused and a results driven organisation. We recognise that performance and service can and must go hand in hand.

Our success is measured in terms of performance, outcomes and client satisfaction.

If you’re ready to start a conversation with the Merchant Business Brokers team, fill out our online enquiry form.

WHAT SELLERS NEED TO KNOW

Without the right support and selling strategies, selling a business can be a confusing, stressful and a difficult process with little chance of success.It is vitally important to have a professional and experienced business broker and team on your side that is focused on delivering the best outcome for you with the sale of your business.

The best outcome is often a quick and timely sale at the highest possible price. Terms and Conditions are also a high priority when negotiating the overall scenario.

In order to achieve a premium result, it is extremely important that you and your business broker work together to firstly understand your situation and needs, the market and prevailing market conditions and implement the strategies and resources that will help you achieve the best possible outcome with the sale of your business -and preparation, experience and diligence is key.

ARE YOU READY TO SELL YOUR BUSINESS AND IS YOUR BUSINESS READY TO SELL?

It is important that if you have a business or are considering starting or buying a business that you do so with the end in mind. A planned exit strategy and the process leading up to the sale will ensure that the broker has the best

Planning and preparation is key and it is recommended that if you are thinking of selling your business at some stage that you talk to a professional business broker now about what your business might be worth in the current market.

This conversation will enable you to make an educated decision and also provide you with the ability to give consideration to the steps you can take to improve the value and saleability of your business in the future.

Remember when you sell your business buyers will compare your business against many other businesses also for sale,including those similar to yours.

Let’s make yours stand out because you can only sell it once!

WHAT ARE THE STEPS WHEN SELLING A BUSINESS?
  • You must have ready and up to date all documentation that will be required – not just for the buyer, but also for their accountant, financier and solicitor
  • We can help you understand what your business is worth and why, what is happening in the market and what can be done to maximise your sale price
  • We prepare a business summary which is a detailed brief to manage initial enquiries
  • We prepare a detailed and well-presented information memorandum which is a great selling tool
  • We manage all enquiries and with a legal confidentiality agreement for every buyer enquiry who wants more than the business summary (which doesn’t disclose the business)
  • We prepare a marketing strategy which can be essential to managing confidentiality and also make a huge difference to achieving the highest price and a quicker sale
  • We manage the buyers from enquiry through to the settlement and everything in between
WHAT INFORMATION DO I NEED TO START THE SELLING PROCESS?

If you have decided to take the first important steps to towards selling your business, there are some important things to consider and information a professional broker will need to present your business to the market in a manner likely to give you the best chance of selling your business quickly and at the highest price.

Some of the important information that will most likely be needed to list and sell your business includes:

  1. Accountant prepared financials for the past three years including profit and loss statements
  2. List of all assets that will be included in the sale including plant, equipment, fittings and fixtures
  3. Details of the lease (if leased) and / or property (if owned) including property valuation if you are also open to selling your property with the business. Sometimes having a property available for sale can appeal to some buyers and may set your business apart from others with a regular lease.
  4. Details of any relevant accreditations or licences
  5. If your business is a franchise, a copy of the franchise agreement
  6. An indication of current stock value
  1. List of the official owner/s of the business: Is it a company or individuals or a trust
  2. List all parties involved in the ownership or directorship or trustee of the official owner
  3. List the physical Address of all parties involved in the ownership or directorship of the business
  4. Confirm the Business Trading Name
  5. List the physical Address of the business
  6. ABN
  7. Confirmed if the business is registered for GST
  8. List the contact details including phone, mobile and email for all partners in the business
WHAT IS MY BUSINESS WORTH?

There are a number of ways the worth of a business can be determined. Every business needs to be looked at in the context of its individual make up, location, operation desirability and value.

The main reason for a business to exist is to generate income for an owner and in most cases profitability is the key factor in determining the price for which it can be sold however this is not always the case.

It is important that your business broker has a clear understanding of your business, industry, geographic area, the market as well as the needs and limitations of both the seller and buyer.

Your broker will also conduct a proper review and assessment that includes your business, its profitability, performance and desirability and in context of the current market and prevailing market conditions as well as other factors including risk and the potential upside in the business.

We will then provide you with an indication of the likely selling price or selling range of your business in the current market. This assessment should also consider comparisons with other similar business that might also be on the market or recently sold.

Once a likely selling range is determined, it is important to implement the pricing, selling and marketing strategies and approach that will help you achieve the highest price and a quicker sale.

HOW LONG WILL IT TAKE TO SELL MY BUSINESS?

The time it takes to sell a business will vary depending on many factors including the price, a buyer’s ability to secure funding, the number of similar business also available for sale, the value proposition and the complexity and desirability of the business and industry.

Normally, if all the information is available and the business is well marketed and priced relative to the market for that type of business a successful sale outcome could be achieved within 3 – 9 months.

HOW WILL MERCHANT BUSINESS BROKERS HELP ME ACHIEVE A HIGHER PRICE AND A QUICKER SALE?

Without the right support and selling strategies, selling a business can be a confusing, stressful and a difficult process with little chance of success.It is vitally important to have a professional and experienced business broker and team on your side that is focused on delivering the best outcome for you with the sale of your business.

The best outcome is often a quick and timely sale at the highest possible price. Terms & Conditions are also a high priority when negotiating the overall scenario.

In order to achieve a premium result, it is extremely important that you and your business broker work together to firstly understand your situation and needs, the market and prevailing market conditions and implement the strategies and resources that will help you achieve the best possible outcome with the sale of your business -and preparation, experience and diligence is key.

Merchant Business Brokers will use their experience, expertise and know-how to help you sell your business at the highest price and in a timely manner.

As fellow business owners and directors of Merchant Business Brokers, Ian Jones and Shane Fox make a commitment to help you achieve the best outcome when we sell your business.

Selling a Business Blog Posts

We’ve created a range of articles to help you understand the process of selling a business. This includes information about the steps involved, what’s required from you and how to optimise your business to get the maximum sale price.

We prepare a detailed and well-presented information memorandum which is a great selling tool (see our building the perfect IM tips) Does the perfect information memorandum (IM) exist? Probably not. We like to think the IM provides a really good general brief about various components......

You must have ready and up to date all documentation that will be required – not just for the buyer, but also for their accountant, financier and solicitor ( Essential documents to keep up to date) Ensure where possible you have accountant prepared financial statements......

We can help you understand what your business is worth and why, what is happening in the market and what can be done to maximise your sale price (2 see our maximising your sale price) Maximising your sale price is a huge process and undertaking......

We prepare a marketing strategy which can be essential to managing confidentiality and also make a huge difference to achieving the highest price and a quicker sale. (see our options and strategy checklist) Every business is different and whilst some are okay to be known......

Whether it’s a small coffee shop or a large manufacturing company, selling a business can be a very daunting task. With its long and detailed process, you need to take a lot of things into consideration. It’s definitely a complex venture that you should avoid......

During the course of the sales process, your broker will need some vital and important information about your business in order to present it to prospective buyers. These documents are essential for the broker to prepare an information memorandum and a business summary, both of......

We manage the buyers from enquiry through to the settlement and everything in between (see our timeline checklist and tips) It is often asked by sellers of businesses how long roughly does it take to sell a business? Well there is a general statistic within......