Buying an Existing Business – Part 5 – Transition

Transition Time

The transition to new ownership is a big change for employees of a small business. To ensure a smooth transition, start the process before the deal is done. Make sure the owner feels good about what is going to happen to the business after he or she leaves. Spend some time talking to key employees, customers and suppliers before you take over; tell them about your plans and ideas for the business’s future. Getting these key players involved and on your side makes running the business a lot easier.

Most sellers will help you in a transition period during which they train you in operating the business. This period can range from a few weeks to six months or longer. After the one-on-one training period, many sellers will agree to be available for phone consultation for another period of time. Make sure you and the seller agree on how this training will be handled, and write it into your contract.

If you buy the business lock, stock and barrel, simply putting your name on the door and running it as before, your transition is likely to be fairly smooth. On the other hand, if you buy only part of the business’s assets, such as its client list or employees, then make a lot of changes in how things are done, you’ll probably face a more difficult transition period.

Many new business owners have unrealistically high expectations that they can immediately make a business more profitable. Of course, you need a positive attitude to run a successful business, but if your attitude is “I’m better than you,” you’ll soon face resentment from the employees you’ve acquired.

Instead, look at the employees as valuable assets. Initially, they’ll know far more about the business than you will; use that knowledge to get yourself up to speed, and treat them with respect and appreciation. Employees inevitably will feel worried about job security when a new owner takes over. That uncertainty is multiplied if you don’t tell them what your plans are. Many new bosses are so eager to start running the show, they slash staff, change prices or make other radical changes without giving employees any warning.

So why has Business Transition Planning garnered so much attention of late?

Because, what lies ahead is what many experts are calling The Perfect Storm. Consider these facts about recent conditions: Studies show that for every 5 businesses listed for sale, only 1 actually sells 84% of business owners are depending on proceeds of selling their business for their next phase in life In a survey of 300 former business owners, 75% of the owners said they sold for much less than expected For family owned businesses only 30% of family-owned businesses survive to the 2nd generation, dropping to 17% for 3rd generation.

If that isn’t enough to create uncertainty for business owners let’s add a couple of trends that make the future transition environment even more sobering. Baby-boomers are heading to the exit in unprecedented numbers. Baby-boomer wealth is held in 12 million privately-owned businesses. Greater than70% of these businesses are expected to change hands in the next 10 to 15 years. The number of sellers will outnumber buyers.

Aside from sellers finding fewer buyers interested in their business, the glut will create a buyer’s market and downward pressure on selling prices and terms. As if that’s not enough, people are living longer requiring more money to sustain their standard of living, savings are at an all-time low, the global economy is changing at an ever increasing rate, and investment returns over the last decade have significantly eroded financial wealth leaving little time for those nearing their next phase in life to make up for the unplanned shortfall.

Less Than 10% Have a Transition Plan

What’s alarming, in light of the statistics and trends is less than 10% of business owners have a written transition plan. In fact, a lack of planning was identified as one of the largest contributors to the poor transition results noted above. Knowing business transition is such an important once-in-a-lifetime event, why are so many business owners unprepared? When asked, business owners’ top reasons for not addressing their transition were:  too early, too time consuming, and other.

The “other” category is the catch all for the emotional issues–issues related to fear and mortality. Owners fear letting go, loss of control, conflict (family transition), as well as losing their purpose and identity. These are big issues and all take time to address and resolve. It’s never too early to begin planning. Transition Plans begin with the vision or dream of what a business owner wants for his/her family, his/her business and themselves.

Each plan should be specific and tailored to the individual situation.

Done properly the planning process considers all factors, all interested parties, and the personal goals of the owners in a manner and time period that accommodates the business, its shareholders, and potential successors and/or buyers. The planning process will identify the amount of work, effort, and an estimate of the time required to achieve a chosen outcome. It’s not unusual for implementation of a plan to take five to ten years or more.

The earlier a business owner begins the planning process the greater their chances of surviving the perfect storm. Setting Priorities for the Business It’s not surprising business owners rank “too time consuming” high on the list of reasons for not planning. With the significance the business has in the life and livelihood of owners you would think they would make this a priority and find the time. The blame does not rest solely with owners.

The Exit Planning industry has not made it easy.

Historically, exit planners have been experts within a particular discipline (e.g. legal, accounting, or financial), good at what they do but not positioned to provide business owners with broader, objective planning and implementation help they need. The courageous owners willing to pursue a plan have had to be their own transition planning champion, not knowing much about what should be done, where to start, or which expert to listen to.

They are left struggling and frustrated trying to create and implement a plan. More recently, Transition Planning has improved with the emergence of independent objective experts who can take much of the planning and implementation burden off an owner. Further, they can be your champion ensuring that all the specialists on your team of advisors are working together and focused on your outcome.

Involve the staff in your planning, and keep communication open so they know what is happening at all times. Taking on an existing business isn’t always easy, but with a little patience, honesty and hard work, you’ll soon be running things like a pro.

Buying an Existing Business – Part 4 – Cash Alternatives

Alternatives to Cash

Short on money? Attempt these alternatives for financing your acquisition of an existing company:

Use the seller’s assets.

As quickly as you get the business, you’ll own the properties– so why not utilize them to obtain funding now? Make a listing of all the possessions you’re purchasing (in addition to any type of affixed liabilities), and also use it to come close to financial institutions, financing companies and also elements (firms that get receivables).

Buy co-op.

If you cannot afford business yourself, attempt going co-op– buying with someone else that is. To find a likely co-op buyer, ask the seller for a list of individuals which wanted the business however didn’t have adequate cash to acquire. (Be sure to have your legal representative write up a collaboration arrangement, consisting of a buyout condition, prior to entering into any partnership setup).

Use an Employee Stock Ownership Plan (ESOP).

ESOPs supply you a way to obtain resources right away by selling stock in business to workers. If you offer just non-voting shares of stock, you still keep command. By supplying to establish an ESOP strategy, you might have the ability to acquire a company for as low as 10 percent of the investment cost.

Lease with an option to buy. Some vendors will let you rent a business with a choice to purchase. You make a down payment, come to be a minority stockholder as well as operate the business is if it were your very own. Assume obligations or decline receivables. Minimize the list prices by either thinking the business’s responsibilities or having the vendor maintain the receivables.

Usual Mistakes to Avoid

Don’t be too anxious when you’re seeking to get a business. As we’ve mentioned already, if you’re as well anxious, this could have an effect on the deal.

Significant blunders are made by individuals who are troubled. Company experts employed by nervous customers can in some cases restore the circumstance, but oftentimes consultants are not called till an offer has been closed. As well as once your signature takes place that dotted line, you’re stuck to the investment. So remember that anxiousness or rashness isn’t really visiting help you acquire a business.

Take your time. Identify that there’s constantly time to review the business that’s for sale. No matter what a business broker, a company vendor, or other individual could inform you, there’s constantly time. Nine breaks of 10, the business that’s up for sale is going to be around for awhile. And also if it’s not, then it’s the vendor who is going to be the distressed one; as well as the vendor’s anxiety, naturally, is something that could be manipulated to your benefit as purchaser.

A few of the much more usual errors are:

Buying on rate. Purchasers don’t take into consideration ROI. If you’re going to spend $20,000 in a business that returns a five-percent web, you’re far better off placing your cash in stocks and assets, the local S&L, or municipal bonds. Any sort of type of abstract safety and security is visiting generate greater than 5 percent.

Cash lack. Some buyers use all their cash money for the deposit on business, though money management in the start-up stage of any business, new or existing, is essential to short-term success. They fall short to forecast future cash flow as well as possible contingencies that could need even more capital. Further, there has to be some earnings alloted for constructing the business via marketing and also Public Relations initiatives. So, if you have $20,000 to invest, ensure you do not spend the entire quantity. Maintain several of the resources. Though figures differ from sector to market, a typical backup is 10 percent. Furthermore, you might wish to reserve an amount that you considered your functioning funding, which in a number of companies suffices to cover regarding 3 months’ worth of costs.

Buying all the receivables. It generally makes good feeling to acquire the receivables, other than when they are 90 or 120 days old, or older. Frequently customers tackle all the receivables, also those beyond 90 days. This could be extremely high-risk since the older the account, the more difficult it’ll be to collect versus. You could secure yourself by having the seller require the receivables; just what’s not collectible can be charged back versus the investment deal of business. For receivables beyond 90 days, offer those to the owner, and view if they can gather.

Failure to validate all data. The majority of company customers accept all the info and data provided them by the seller at face value, without the verification of their very own accounting professional (ideally a CPA, that could investigate economic declarations). A lot of vendors would like to obtain their squander of business as soon as feasible, and purchasers often enable them to take all the quick possessions such as receivables, money, as well as equipment supplies, and occasionally generate devices. The seller speaks the customer into basically anything, recognizing that the customer really wants the business terribly.

Heavy repayment routines. Rookie company owner typically overestimate their income throughout the initial year as well as take on unduly large payments to fund the buyout. Normally, nonetheless, revenue rarely works out. Throughout the very first year of any operation, the owner experiences countless non-recurring costs such as devices failings, staff member turn over, etc. For this reason, it makes good sense to have a repayment routine that begins fairly light, then gets steadily heavier. This is something that could be negotiated with a vendor and also should not be difficult to arrange.

Treating the seller unfairly. Folks think that, considering that they are buying a business, the vendor goes to their grace. All frequently, the customer will be chilly, rigid and also hard-headed. Vendors with savvy will toss such folks out and also tell them not ahead back. Simply considering that you have some cash and might be interested in buying business, that doesn’t suggested that you aren’t going to need to offer a little in the process of agreement.

Buying an existing Business – Part 3 – Determining Fair Price

Determining a Fair Price

No choice is more mentally demanding than determining a fair price for an existing business. The owner has one idea of how much the business is worth, while the potential buyer will normally have an additional perspective. Each party is dealing from a various point of view and normally the one that is best prepared will certainly have the most leverage when the process gets in the negotiating phase.

Remember that a lot of business owners identify the price for their company arbitrarily or with a special formula that could put on that market only. In any case, there typically aren’t much solid truths upon which to base their choices.

Price is a hard element to pin down, consequently tough for the purchaser to analyze. There are a couple of elements that will certainly influence cost, such as economic problems. Usually, companies cost more when the economic climate is expanding and for a considerably lesser price during economic downturns. Inspiration also plays an essential factor. Exactly how terribly does the seller desire out? If the seller has lots of personal financial troubles, you may be able to buy business at a price cut rate by playing the waiting game. On the other hand, you should never ever let the seller recognize exactly how badly you would like to acquire business. This could affect the price you pay detrimentally.

Past these aspects, you can determine the worth of a company utilizing many different approaches listed below.

Basically, some owners determine the worth of their business by using a multiplier of either the regular monthly gross sales, regular monthly gross sales plus inventory, or after-tax revenues. While the multiplier formula may seem complex and very accurate to start with, if you delve a little deeper as well as consider the parts made use of to arrive at the explained value, there is in fact hardly any to verify the reached price.

The majority of the multipliers aren’t based on truth. For instance, individuals within a particular market could claim that specific businesses sell at three times their annual gross sales, or two times their annual gross sales plus inventory. Depending upon which formula the owner makes use of, the gross sales are multiplied by the appropriate number, as well as a cost is created.

Naturally, you can check the monthly sales number by looking at the income statement, yet is the multiplier a precise number? After all, it has been identified arbitrarily. There often hasn’t been an official survey carried out as well as validated by an outdoors source to reach these multipliers.

Furthermore, if the multiplier was precise, there is such a huge spread in between the reduced and also high ends of the range that it really simply acts as a ballpark figure. This is true whether a sales or earnings multiplier is utilized. When it come to an earnings multiplier, the figure generated comes to be even more skewed considering that companies seldom show a revenue because of tax reasons.

Consequently, the resulting worth of business is either really little or the owner has to make use of a different profit factor to come to a greater deal. Don’t place too much faith in multipliers. If you run across a seller using the multiplier method, utilize the deal only as a quote and absolutely nothing even more.

Book Values

This is a relatively precise method to identify the deal of a business, yet you need to exercise caution using this approach. To come to a deal based on the book value, all you have to do is find out what the distinction is between the possessions and liabilities of a firm to reach its net worth. This has normally been done currently on the annual report. The net worth is then multiplied by one or two to arrive at guide value.

This could seem easy enough. To examine the number, all you need to do is specify the company’s properties and obligations. Determine their value, get to the net worth, and afterwards multiply that by the proper number.

Possessions generally consist of any sort of unsold inventory, leasehold renovations, installations, devices, real estate, accounts receivable, and also products. Liabilities can be anything. They might also consist of business itself. Normally, however, you would like to note any kind of unpaid debts, outstanding taxes, liens, judgments, legal actions, bad assets– anything that will produce a money drain upon the business.

Now here is where it gets challenging. In the annual report, fixed possessions are usually listed by their diminished value, not their replacement value. Therefore, there really isn’t really a real price connected with the fixed assets. That could create extremely irregular values. If the possessions have been dropped throughout the years to a degree of absolutely no, there isn’t really anything on which to base a publication value.

Return on Investment

One of the most usual ways of evaluating any type of company is by its return on investment (ROI), or the quantity of cash the buyer will certainly understand from business in revenue after debt service and taxes. However, do not puzzle ROI with earnings. They are not the same point. ROI is the quantity of business. Earnings is a yardstick by which the efficiency of business is assessed.

Normally, a local business must return anywhere between 15 as well as 30 percent on assets. This is the average web in after-tax bucks. Depreciation, which is a gadget of tax obligation preparation and also capital, must not be counted in the web because it ought to be reserved to change devices. Numerous newbie business owners will consider a monetary statement and say, “There’s $5,000 we could take off for devaluation.” Well, there’s a factor for a devaluation routine. At some point tools does break and must be replaced, and also it often needs to be replaced rather compared to you anticipate. This is specifically real when considering a business with older devices.

The wisdom of purchasing a business hinges on its prospective to earn money on the cash you put into it. You figure out the worth of that business by examining just how much money you are going to gain on your investment. The business should have the capability to pay for itself. If it could do this and also provide you a return on your cash money investment of 15 percent or even more, then you have an excellent business. This is just what determines the deal. If the seller is financing the acquisition of business, your operating declaration ought to have a payment schedule that can be taken out of the revenue of the business to pay for it.

Does a 15-percent web for a business seem high? Everybody wishes to know if a company makes two, three, or 10 times revenue. They listen to price-earning ratios debated, and also neglect that such ratios typically describe firms detailed on the stock exchange. In small business, such proportions have actually limited worth. An industry can gain 10 percent on its financial investment as well as be extremely healthy and balanced. The big supermarkets internet 2 or three percent on their sales, but this tiny percent represents enormous quantity.

Small companies are various. The small company needs to normally earn a larger return considering that the danger of the enterprise is higher. The crucial point for you, as a buyer of a small business, is to recognize that no matter industry techniques for big business, it’s the ROI that you need to worry about many. Is it practical? If the cost is reasonable for the quantity of money you need to spend, then you could consider it a viable company.

Capitalization of Earnings

Valuing a business based on capitalized incomes resembles the return-on-investment method of analysis, other than typical incomes are made use of to approximate predicted profits, which are then separated by a common capitalization price. So what is a typical capitalization price?

The capitalization rate is established by learning just what the threat of financial investment in the business would be in comparison to various other investments such as federal government bonds or stock in various other business. For instance, if the rate of roi in government bonds is 18 percent, then the business should supply a return of 18 percent or better on the investment into it. To identify the worth of a business based on capitalized earnings, use the following formula: Projected Earnings x Capitalization Rate = Price.

So, after examining the marketplace, the competition, the demand for the item, as well as the company of the business, you determine that forecasted earning could boost to $25,000 per year for the following 3 years. If your capitalization price is 18 percent, then the value of business would be: $25,000/.18 = $138,888.

Typically, a great capitalization rate for acquistions will certainly range between 20 to 40 percent. If the vendor is asking a lot more compared to just what you’ve figured out the capitalized earnings to be, then you will certainly have to try and also bargain a lower deal.

Intangible Value

Some businessmen attempt to offer goodwill as an asset. Typically, in everyday accountancy treatments, most firms put down possibly one buck as the worth of goodwill. There is no doubt that goodwill has value, specifically if the business has actually developed a regular trade and also a sturdy base of accounts. But it is the economic value of the accounts, not their psychological value, that should be placed on any economic declarations.

Goodwill as such is not an asset. You as a customer would certainly analyze business based upon the roi. Specific guidelines of the game might alter when you go into the industries of acquisition as well as merging. Suppose you buy out your competitors, combine all your facilities, and increase your quantity. Now the labor as well as overhanging aspects are a lot lesser. Thus, even if the vendor was shedding possibly 5 percent a year, if you bring them into your firm, which is making 15 percent a year, it could enable you to increase sales and also end up making 20 percent.

The Art of the Deal

Selecting a price, however, is simply the primary step in working out the sale. More vital is exactly how the bargain is structured. David H. Troob, chairman of Geneva Companies, a national mergers as well as acquisitions customer services company, recommends that you should be ready to pay 30 to 50 percent of the rate in cash, and also fund the remaining quantity.

You could fund with a standard lending institution, or sellers might consent to “hold a not,” which means they approve repayments over a time frame, just as a lending institution would. Many sellers such as this approach because it ensures them of future income. Other sellers may accept different terms– as an example, approving advantages such as a business automobile for a time period after the deal is completed. These methods can lower the quantity of in advance money you require; Troob advises, nevertheless, that you ought to constantly have a lawyer testimonial any sort of plans for validity as well as responsibility concerns.

A specific purchasing a company has two alternatives for structuring the offer (thinking the deal is not a merging). The first is property acquisition, in which you purchase simply those assets you desire. On the plus side, possession purchase shields you from unwanted legal responsibilities considering that instead of buying the corporation (as well as all its lawful risks), you are acquiring only its properties.

On the downside, a property acquisition can be extremely expensive. The asset-by-asset buying process is complicated as well as opens the probability that the vendor could raise the price of preferable assets to off-set losses from undesirable ones.

The other alternative is stock purchase, in which you acquire stock. Among other things, this suggests you must be willing to acquire all the business possessions– as well as assume all its obligations.

The final acquisition agreement must be structured with the assistance of your acquisition group to show quite specifically your understanding and also intentions relating to the buy from a monetary, tax obligation and also legal point ofview. The agreement should be all-inclusive and also must allow you to rescind the offer if you locate at any moment that the owner intentionally misstated the business or failed to state essential details. It’s additionally a good idea to include a no contend clause in the agreement to make certain the vendor does not open a competing operation down the road.


Photo Print Shop for Sale Florida

Premier Photo and Print Shop

Tamarac, FL (Broward County)


Listing provided by Debbie Beckford- Florida Business Brokers, LLC Agent. Contact Debbie for more info on this Premier Photo and Print Shop for sale in Tamarac Florida

Business Description

A true Full Service, established photo and print business. Premier location in one of the busiest shopping centers in the city! Great Signage which is visible from the main road. The store features Individual Shoots, Family and business portraits, Event Services, HD Video Services, Media Printing and In Studio Printing. You name it, this store does it all! Recently remodeled. This business just needs the right person to step in and take over. Seller will show new owner the ropes. Trademark not for sale

Detailed Information

Included in asking price
Furniture, Fixtures, & Equipment (FF&E):
Included in asking price
A true Full Service, established photo and print business. Premier location in one of the busiest shopping centers in the city! Great Signage which is visible from the main road. The store features Individual Shoots, Family and business portraits, Event Services, HD Video Services, Media Printing and In Studio Printing. You name it, this store does it all! Recently remodeled. This business just needs the right person to step in and take over. Seller will show new owner the ropes. Trademark not for sale
One of the busiest shopping centers with major grocery store, retail stores, restaurants and much more. Great signage, and great exposure.
Support & Training:
Owner will stay for 2 weeks at no cost to train. Can negotiate if more time is needed.
Reason for Selling:
New Ventures