Niche Exit Planning Strategies

Selling a Directory and Guide Publishers Business

Economic uncertainty influences the timing of many directory and guide publishers business sales. But based on what we're seeing in the business-for-sale marketplace, we don't think economic conditions should deter you from putting your directory and guide publishers business on the market.

Market timing is a perennial problem for business sellers.

In today's market, there is still plenty of room for directory and guide publishers businesses that demonstrate solid earning capacity and a robust market position.

How to Work with Business Brokers

Business brokers are professional business sellers. Brokerage is particularly common in the directory and guide publishers business-for-sale market, where aggressive selling strategies are the norm. However, your broker will still expect you to materially participate in the sale of your business. Successfully brokered sales are based on solid relationships between brokers and sellers as well as the strict execution of a common selling strategy.

Pros & Cons of a Sale to an Employee

Employee sales have pros and cons. A faithful employee may have the motivation and ability to continue to operate the business. If you need to sell quickly, the timeframe is condensed in an employee sale because you don't need to track down a buyer. Yet most employees lack the means to buy their employer's business at or near the asking price. Seller financing is one way to get around the capital deficit of an employee-based directory and guide publishers business sale, as long as you are willing to vet the employee's credit worthiness the same as any other buyer.

Preparing for What's Next

The decision to sell your directory and guide publishers business can't be made without adequate consideration of what will happen after the sale. many sellers find themselves ill-equipped to handle life after their business and fail to understand that their future plans can influence the sale process. For example, seller financing can be an extremely valuable concession, especially in the current economy. But if you need all of the proceeds of the sale upfront, seller financing is off the table and you'll need to find a different way to make your directory and guide publishers business attractive to buyers.

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