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Supply and Demand Major Factor When Selling a Business
Posted by Ed Fixen on 7/27/2011 2:30:00 PM

There is little question that the last few years have been one of the most challenging economic periods most business owners have ever experienced. Many business owners and baby boomers have put off selling their business and retiring because of the economy. Many business owners that are nearing retirement or are considering selling their business would probably be quite surprised to find that it is not necessarily a buyer’s market in every industry. Fortunately for some business owners, the fundamental laws of supply and demand still create opportunities where the trend towards a buyer’s market in the merger and acquisition marketplace has been offset by the low supply of business acquisition opportunities relative to the high number of buyers within some industries. Read more...
"Personal Goodwill" - Don't Overlook This Option
Posted by Ed Fixen on 7/20/2011 2:30:00 PM

There are many potential strategies to reduce and minimize tax liability when selling a business. One strategy that is often overlooked is the use of “personal” goodwill for the benefit of both parties in an acquisition. Personal goodwill is distinct from conventional corporate goodwill which is more commonly understood and utilized. Naturally, every business owner should consult an accountant when selling a business to understand the tax implications and develop a plan to minimize taxes where possible. This article identifies and discusses personal goodwill as a simple strategy that should be explored with your accountant when buying or selling a business. This option is important because I have seen instances where this simple option can be enough of a difference to help get the deal done and benefit both buyer and seller. Read more...
What Type Of Buyer Is Right For Your Business?
Posted by Ed Fixen on 7/15/2011 8:00:00 AM

When it comes time to sell your business, it will be important and helpful to understand the type of business buyers you will encounter. The different types of business buyers have varying objectives and strategies, and therefore will have different advantages and disadvantages from the perspective of the seller. This article identifies the three basic types of buyers and summarizes the fundamental advantages and disadvantages to the seller.

In general, business buyers can be separated into the following three basic categories.
 Read more...
Deal Terms Can Increase The Sale Price Of A Business
Posted by Ed Fixen on 7/13/2011 2:30:00 PM

It is normal for an owner contemplating the sale of their business to want all cash or nearly all cash for their business. This is certainly understandable on the part of a selling business owner in order to minimize the risk of the buyer defaulting. However, an all cash purchase is not a realistic expectation in today’s privately-held business for sale marketplace. Equally important, an all or mostly cash deal will not enable a business owner to get fair market value for the business. There are several compelling reasons why business owners should consider some level of seller financing when it comes to selling a business, not the least of which is an increased selling price. As this article will highlight, studies have shown some interesting results for obtaining a higher selling price based on the amount of seller financing involved. Read more...
Benchmark Your Business To Grow And Create Value
Posted by Ed Fixen on 7/6/2011 5:45:00 PM

For most small and mid-size business owners, it is very easy to get caught on the daily treadmill of tending to daily operations. However, this tendency can lead to the risk of a company becoming stagnant from a competitive standpoint or worse, get left behind as competitors seek ways to improve, cut costs, add value and gain market share. Benchmarking done properly is very informational and a valuable part of any exit plan to identify opportunities to improve and increase the value of your business. Read more...