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Selling a Specialty Cases Business

A good business is about more than dollars and sense. To make your specialty cases business what it is today, you've had to fully invest yourself in its success. But the hard work isn't done yet. Before you can make a graceful exit, you will have to invest yourself in your business sale.

These days, the small and medium-sized business market is more confusing than ever before. Although there are plenty of entrepreneurs who want to buy a specialty cases business, capital restrictions are holding them back.

The good news is that ambitious entrepreneurs continue to see specialty cases businesses as a smart business investment -- and the market is rewarding owners who are willing to invest time and energy in their sale.

Handling Unexpected Outcomes

Every business seller dreams of a fast sale and a fat payday. However, no one told the marketplace about your expectations. The outcome of your sale will be determined by market forces - not by your personal circumstances or desires. Despite your best efforts, you need to prepare yourself for the possibility of receiving less than you expected from the sale of your specialty cases business. If buyers don't seem to be willing to meet your expectations, consult with your broker to modify your strategy and market approach.

How to Skillfully Address Buyer Concerns

Buyers can present challenges, especially during the due diligence stage. The questions specialty cases 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.

Current Market Conditions

No one plans to sell a specialty cases business in a down economy. So far, government intervention and promises that the economy is slowly recovering haven't been enough to alleviate many entrepreneur's fears. However, many business sellers don't realize that a full economic rebound can have devastating consequences, particularly if sellers who have waited to list their businesses suddenly create a glut in the business-for-sale marketplace. So what's our point? The economy isn't the most important factor in the sale of your business. Instead, you should be focusing on making your specialty cases business as attractive as possible so to buyers right now.

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