Optimizing Business Exits

Selling a Road Treatment and Dust Control Business

Few entrepreneurs relish the idea of selling a business in a struggling economy. Yet road treatment and dust control businesses continue to be sold at a brisk pace, outperforming the sales of many other types of businesses.

Business sellers are notorious for second-guessing themselves about the right time to put their companies up for sale.

Yet what many sellers don't appreciate is that a down economy can present the perfect opportunity to sell a road treatment and dust control business.

Selling Time

Hoping for a quick road treatment and dust control business sale? You may be disappointed. Although asking price and other factors contribute to sale time, it's difficult to predict how long your business will be on the market before you locate the right buyer. On average, it takes a minimum of six months to prepare a road treatment and dust control business for sale and many sellers spend a year or more positioning their business to command a higher price. Even though it's conceivable that an attractive opportunity could sell in weeks, an immediate flood of offers could indicate that the business is underpriced.

Negotiation Exit Strategy

Negotiations have a way of dragging on forever. There are countless details that need to be hammered out before a Letter of Intent can be prepared and the process can move on to the due diligence stage. As the seller, you'll be on the front lines of negotiation and will need to know when it's time to bring negotiations to an end. A lull in negotiations may be part of the buyer's strategy. Then again, it may be a sign that the search for common ground is a lost cause. At this point in the process, an awareness of negotiation parameters really pays off. If the buyer is unwilling to accept your minimum demands, it's time to end negotiations and move on to the next prospect.

Benefits of Third-Party Assistance

Rarely, if ever, do owners sell a road treatment and dust control business without outside assistance. Brokers can be an important resource for your sale, especially if you are unfamiliar with the business-for-sale marketplace. We also suggest hiring an attorney, an appraiser, and an accountant early in the process. The early recruitment of external resources reduces your risk and results in a more predictable final outcome.

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