Mertz Associates has been selling businesses for over 25 years. We have the hands-on-transaction experience to know what to do and when to do it. Whether you require assistance during the entire sale process, or simply need help working with a specific buyer, you can expect:

• a custom approach for your specific needs
• involvement of experienced principals from start to finish
• dedicated support staff
• individualized, personal service with attention to detail

Why sell a business?

The most common reasons for selling a business include:

• Expansion capital-A merger can provide access to more resources and pave the way for entry into higher return areas of business.
• Asset redeployment-It can sometimes be worthwhile to divest non-core businesses to better focus on and finance core businesses.
• Business reasons-A merger with the right partner can result in increased efficiencies from economies of scale and growth through expanded distribution channels.
• Troubled situations-Selling can sometimes offer a better alternative to liquidation or bank workout.

For private business owners, other reasons may be:

• Lifestyle changes-selling can allow for retirement or pursuit of other interests.
• Personal diversification-selling can lessen risk by diversifying holdings, improving financial strength and increasing liquidity.
• Ownership structure-changes can accommodate different objectives of owners.
• Succession planning-selling is an option when there isn’t management or family willing and capable to take over.

When is the best time to sell?

The best time to sell is when the future looks good-you’ll get a much better value when your business is moving up than when at its peak.

Keep in mind that all industries are exposed to business cycles. Often, an astute buyer will try to use this fact to lower the purchase price. Combating this pressure takes anticipation, advance research and experience.

What’s involved in selling?

No matter what size, selling a business is a complex and often overwhelming process. You’ll need specialized expertise from attorneys and accountants. For these advisors to be effective, you must first present your business to the best buyer at the right time in the proper light. This involves:

Preparation

It’s important to develop an offering memorandum with enough detail to fairly and completely explain your business to potential buyers. It should be tailored to the target audience and highlight your strengths while presenting your weaknesses in the proper perspective.

Marketing Plan

Understanding what makes a good fit is critical to the successful sale of your business. You should identify all potential buyers and anticipate what each could find attractive about your business as well as the possible risks of approaching them. You’ll also need to prioritize how and when each potential buyer will be contacted.

Custom Search

Whether you envision contacting a select few or conducting a comprehensive search, it’s easy to miss potential buyers. An important and often overlooked part of the search can be uncovering hidden buyers. These less obvious, yet qualified prospects are found through thorough research and networking. Mertz Associates has significant experience tapping into this hidden market.

Prospect Development

Generating competition among buyers takes a unique blend of skill and networking. Often, the marketing process must be adapted to the market demand. Individual treatment is required to maximize the potential of each prospect.

Negotiations

Timing is key to successful negotiations. To keep the deal moving, you need to know when to speed up or slow down and how to anticipate stalemates. Otherwise, you could delay closing the transaction and lose a potential buyer.