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Through the Fresnel Lense

Noise

Posted by Jeff Muir on 15 November 2016 | Comments

Noise is defined as “sound that is loud, unpleasant, unexpected or undesired”.  In a business context it means something or a series of things going on around the business that distracts everyone from accomplishing goals and objectives. 

comment(s) | Read the full post

Trusting The Inventory

Posted by David Humphrey on 19 October 2016 | Comments

During a site visit to the business, the buyer says to the owner, “How much inventory is in this warehouse?”

comment(s) | Read the full post

Licenses & Permits

Posted by Jeffrey Muir on 27 September 2016 | Comments

Most business owners enjoy one or more aspects of running their business; product development, sales, financial management or operations.  Rare is the business owner who enjoys the rules, regulations and paperwork required to maintain a business.  Licenses and Permits are a “necessary evil” of running a business. 

comment(s) | Read the full post

Capitalize on the Trends

Posted by David Humphrey on 14 September 2016 | Comments

Trends tell a story, not necessarily the whole story, but they do convey a very strong message to buyers. Five-year trends in revenue and profits are especially important and should be carefully managed to the extent possible in the years leading up to a sale.   All businesses go through cycles – sometimes these cycles are driven by forces of nature (a snowy winter / a warm winter), the national or regional economy (improving / in recession) or company specific events (gain or loss of a specific customer). 

comment(s) | Read the full post

Investment Needed

Posted by Jeff Muir on 4 August 2016 | Comments

Business owners are constantly weighing the need to upgrade equipment and technology.  On the one hand, they want to be as efficient and cutting edge as possible, on the other hand constant upgrades may have a negative effect on profitability and can be disruptive to bring online.

comment(s) | Read the full post

Train Tracks

Posted by David Humphrey on 12 July 2016 | Comments

Remember that movie where a group of boys are walking along the train tracks on their way to an adventure? One of the boys stops and puts his ear to the tracks to listen for an oncoming train. But, in typical movie drama, the boys realize too late that not only is the train coming, it is just around the corner and bearing down hard, often while the boys are on a bridge or someplace difficult for them get to safety. In business, there is always a train coming, often taking the form of a younger, faster, smarter person with a new approach (e.g. Facebook) or an app that disrupts the status quo (e.g. Uber). The train may be a larger well-funded national company that chooses to enter a new market (e.g. XFINITY Home Security). If owners are not diligent, that train will overrun their business and industry before they can react.

comment(s) | Read the full post

Equipment Leases

Posted by Jeff Muir on 8 June 2016 | Comments

Equipment leasing can be an attractive alternative to purchase, especially for office equipment and other items that lose value quickly.  Managing equipment lease obligations in the years leading up to a sale can help facilitate a more efficient business sale.

comment(s) | Read the full post

Sticky Customer Relationships

Posted by David Humphrey on 21 April 2016 | Comments

Why does a customer engage in commerce with you? Seriously, you have competition. Why did they choose your business the first time and what brings them back time and time again? What makes your relationship with them “sticky”?

comment(s) | Read the full post

Curb Appeal

Posted by Jeff Muir on 23 March 2016 | Comments

It is often said that perception becomes reality.  Something perceived as new, young or innovative has a higher perceived value in the market.  Similarly a company for sale can see an increase or decrease in interest based on how it is perceived by buyers.  The site visit by the buyer can cause them to accelerate interest in the opportunity or leave skid marks in the driveway.

comment(s) | Read the full post

Financial Statements

Posted by David Humphrey on 24 February 2016 | Comments

Goodwill in a financial sense is the money paid for a business above the value of its tangible assets. When a buyer pays for even a dollar of a company’s goodwill, the buyer is in essence paying that dollar on trust that the business will continue in a similar manner to how it has been operating. As the dollars paid for goodwill increase, buyers follow an ever increasing “trust but verify” approach during due diligence as they request documents which support the seller’s position on value (e.g. backlog is increasing, quoting is strong and/or the production equipment have been regularly serviced). It is often easy to produce reports or locate invoices, which support these statements. A more difficult challenge in due diligence is proving the value of certain assets on the balance sheets in prior years, assets such as inventory, receivables, payables and accrued items. This is where the level of your financial statements comes into sharp focus.

comment(s) | Read the full post

Noise

Posted by Jeff Muir on 15 November 2016 | Comments

Noise is defined as “sound that is loud, unpleasant, unexpected or undesired”.  In a business context it means something or a series of things going on around the business that distracts everyone from accomplishing goals and objectives. 

comment(s) | Read the full post

Trusting The Inventory

Posted by David Humphrey on 19 October 2016 | Comments

During a site visit to the business, the buyer says to the owner, “How much inventory is in this warehouse?”

comment(s) | Read the full post

Licenses & Permits

Posted by Jeffrey Muir on 27 September 2016 | Comments

Most business owners enjoy one or more aspects of running their business; product development, sales, financial management or operations.  Rare is the business owner who enjoys the rules, regulations and paperwork required to maintain a business.  Licenses and Permits are a “necessary evil” of running a business. 

comment(s) | Read the full post

Capitalize on the Trends

Posted by David Humphrey on 14 September 2016 | Comments

Trends tell a story, not necessarily the whole story, but they do convey a very strong message to buyers. Five-year trends in revenue and profits are especially important and should be carefully managed to the extent possible in the years leading up to a sale.   All businesses go through cycles – sometimes these cycles are driven by forces of nature (a snowy winter / a warm winter), the national or regional economy (improving / in recession) or company specific events (gain or loss of a specific customer). 

comment(s) | Read the full post

Investment Needed

Posted by Jeff Muir on 4 August 2016 | Comments

Business owners are constantly weighing the need to upgrade equipment and technology.  On the one hand, they want to be as efficient and cutting edge as possible, on the other hand constant upgrades may have a negative effect on profitability and can be disruptive to bring online.

comment(s) | Read the full post

Train Tracks

Posted by David Humphrey on 12 July 2016 | Comments

Remember that movie where a group of boys are walking along the train tracks on their way to an adventure? One of the boys stops and puts his ear to the tracks to listen for an oncoming train. But, in typical movie drama, the boys realize too late that not only is the train coming, it is just around the corner and bearing down hard, often while the boys are on a bridge or someplace difficult for them get to safety. In business, there is always a train coming, often taking the form of a younger, faster, smarter person with a new approach (e.g. Facebook) or an app that disrupts the status quo (e.g. Uber). The train may be a larger well-funded national company that chooses to enter a new market (e.g. XFINITY Home Security). If owners are not diligent, that train will overrun their business and industry before they can react.

comment(s) | Read the full post

Equipment Leases

Posted by Jeff Muir on 8 June 2016 | Comments

Equipment leasing can be an attractive alternative to purchase, especially for office equipment and other items that lose value quickly.  Managing equipment lease obligations in the years leading up to a sale can help facilitate a more efficient business sale.

comment(s) | Read the full post

Sticky Customer Relationships

Posted by David Humphrey on 21 April 2016 | Comments

Why does a customer engage in commerce with you? Seriously, you have competition. Why did they choose your business the first time and what brings them back time and time again? What makes your relationship with them “sticky”?

comment(s) | Read the full post

Curb Appeal

Posted by Jeff Muir on 23 March 2016 | Comments

It is often said that perception becomes reality.  Something perceived as new, young or innovative has a higher perceived value in the market.  Similarly a company for sale can see an increase or decrease in interest based on how it is perceived by buyers.  The site visit by the buyer can cause them to accelerate interest in the opportunity or leave skid marks in the driveway.

comment(s) | Read the full post

Financial Statements

Posted by David Humphrey on 24 February 2016 | Comments

Goodwill in a financial sense is the money paid for a business above the value of its tangible assets. When a buyer pays for even a dollar of a company’s goodwill, the buyer is in essence paying that dollar on trust that the business will continue in a similar manner to how it has been operating. As the dollars paid for goodwill increase, buyers follow an ever increasing “trust but verify” approach during due diligence as they request documents which support the seller’s position on value (e.g. backlog is increasing, quoting is strong and/or the production equipment have been regularly serviced). It is often easy to produce reports or locate invoices, which support these statements. A more difficult challenge in due diligence is proving the value of certain assets on the balance sheets in prior years, assets such as inventory, receivables, payables and accrued items. This is where the level of your financial statements comes into sharp focus.

comment(s) | Read the full post