Link manage business sales in a planned and orderly manner

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1. Grooming
Preparing in advance for the sale of your business by maximising its efficiency, earning potential, structure and presentation.

Minimising costs and increasing profit by as little as $5,000per annum could add another $25, 000 to the sale price Eliminate your 'Perks" and bring your accounting into line with industry norms.

2. Valuation
There are several established methods of valuing or appraising a business. In most cases, Link Business Brokers uses a combination of these to determine the most realistic price band. The methodology must be accurate, appropriate for your type of business and be able towithstand scrutiny by financial professionals.

There are established formulas for most business categories, but they can only be used as a guide. Every business is unique, which is why it is so important to deal with people who have proven experience in establishing true market value.

3. Information Memorandum
A comprehensive document prepared by Link providing a detailed overview of your business. The document must be crafted to ensure it is accurate and honestly represents the business and its benefits.

There are numerous legal requirements and regulations which must be adhered to when preparing an Information Memorandum. For example, business owners must disclose any information that may be detrimental tothe ongoing profitability of the business.

4. Identifying buyers
Many businesses listed with Link sell before they are advertised. Link business consultancy maintains a large database of qualified purchasers seeking businesses in all sectors.

As independent professionals, Link brokers are able to discretely approach parties we believe might be interested, without divulging information that might identify your business.

5. Marketing programme
Link franchise consultancy is one of the largest business and sales marketers and advertisers in Australasia. Our marketing programmes are closely monitored and through experience, we know which approaches are most effective.

Advertisements, brochures, web presence and other communications are carefully constructed to attract buyers without identifying your specific business.

6. Qualifying genuine buyers
Acting as an independent third party, Link brokers are able to maintain confidentiality until buyers have been qualified. Qualifying a buyer to ensure their intentions are genuine is often a surprisingly time-consuming and difficult process.

Statistics show that for every ten enquiries about a business for sale generated by a marketing campaign, only one is a genuine potential buyer. The other nine generally have mixed intentions.

7. Sale and Purchase Agreement
After a purchaser has reviewed the Information Memorandum and expressed interest, they will have additional questions and will usually require further information or documents.

The Link broker co-ordinates the supplementary information required, by liaising with the business owner or their financial legal teams, and a conditional Sale and Purchase Agreement is negotiated. Commercially sensitive details are not supplied at this stage.

8. Due diligence
The signing of the Sale and Purchase Agreement does not necessarily mean the business is sold; most buyers will now want to proceed to verify the information supplied during a due diligence period. They will also request and review information not previously supplied due to commercial sensitivity.

The due diligence process generally takes 10-20 working days, although for more complex businesses, it can be up to three months or more.

9. Settlement and handover
Once all the conditions in the agreement have been satisfied, it will be declared unconditional.

Solicitors will finalise all legal documents, a final stocktake will be carried out and the sale will be settled. The seller usually assists in the business for an agreed period after the sale to facilitate a smooth transition. Your Link broker will assist by providing a post sale checklist.

Most businesses mandated for sale with Link, sell within three to six months, although large and complex enterprises may take longer.

Once an offer is received, it generally takes around six to eight weeks to complete the sale process.

26/06/2008

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