According to recent research, the majority of business owners nominate a “trade sale” of their business as their preferred and most likely succession planning exit option. With record numbers of business owners thinking about selling many will be disappointed when the offer they receive is well below their expectations.
Appraising your business is usually the first step in developing an effective plan for sale. This will also provide you with key information including:
- Current market value
- Risk and value drivers
- How performance (profit, cash flow, risk etc) can be improved
- Potential increase in value
Andrea 62 owns a successful retail healthcare business and is thinking of selling the business, expecting to achieve a sale price of around $1,000,000. Andrea has no real basis for this price, which if she was to achieve she would be able to comfortably fund her retirement. Andrea’s Accountant has recently valued her business and determined the current value to be $550,000 substantially lower than her anticipated sale price.
Andrea has a couple of choices open to her:
1. Put the business on the market and try and sell and achieve a sale price of $1,000,000
2. Defer the sale and work on improving performance and increasing business value.
In valuing the business Andrea’s Accountant was able to show her not only how the business’ profit and cash flow performance impacted value but also how her non-financial risk and value drivers were having a negative impact on value. Areas such as industry risk, growth, benchmarks, business risks, competition, customer and market demand, staff and owner’s level of involvement in the business and succession and estate planning matters are all assessed and highlighted a number of issues that needed work.
Andrea decided that with the assistance she could develop a plan focusing on growth and performance improvement. The analysis that was completed on her business identified a number of key areas where Andrea was confident she could achieve some quick wins which would immediately improve her business performance and value including:
- Improving stock management
- Negotiating better supplier arrangements
- Expanding high-value product lines
- Offering incentives to staff
Andrea now has a clear plan on what she needs to do to increase the value of her business and achieve her desired sale price.
If you would like to improve your chances of achieving the price you need when it is time to sell, contact us on 08 8334 0600 or email email@example.com for further information.
Disclaimer: this information is of a general nature and should not be viewed as representing financial advice. Users of this information are encouraged to seek further advice if they are unclear as to the meaning of anything contained in this article. Bstar accepts no responsibility for any loss suffered as a result of any party using or relying on this article.
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