February 23, 2020  
 
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How to Sell to a Business

 

Selling a Shelving Business

We hear from a lot of business owners who are timid about listing their shelving business. Despite the mood of the market, we think there are still opportunities to receive a good price for your shelving business. Here's what you need to know . . .

It's a fact: Successful business sales take time.
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Too often shelving business sellers sell for a price that is well below market value. Smart sellers know the value of their companies are prepared to identify buyers who are willing to pay top dollar.

Pre-Sale Checklist

There is a lot of work that needs to be done before you're ready to sell your shelving business. Perhaps the most important pre-sale consideration is to right-size your expectations to the realities of the market. Armed with a realistic timeframe and asking price, you can begin to consult with your broker about the best way to approach likely buyers.

How to Skillfully Address Buyer Concerns

Buyers can present challenges, especially during the due diligence stage. The questions shelving business ask during due diligence are designed to alleviate their concerns about the business and should be promptly addressed by the seller. Avoid answering buyer concerns with vague generalities. Instead, be as specific as possible, even if it means doing additional research before offering a response. Refer to the Letter of Intent to determine how to wrap up due diligence and move the buyer on to closing.

Tips for Working with A Business Broker

Many sellers employ business brokers to manage the details and direction of their sale. Brokerage is particularly common in the shelving 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. To maximize your broker's potential, conduct periodic consultations throughout the process and deliver requested information as quickly as possible.

More Info on Business Transitions and Related Articles

Given your interest in exit planning and in shelving businesses, you might find these additional resources to be of interest.

Why Hire an Exit Planning Consultant

Marketing a Shelving Business

Family Business Exit Plans


Conversation Board

Sometimes the best tips on selling a business come from other business owners. If you have any tips or advice on how to sell a shelving business, we invite you to submit your comments and suggestions.


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