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August 2016
Volume 17 Issue 8
As Seen Through a Business
Buyer's Lens
By: Raymond Melcher, Owner of VR office in Wyomissing, PA

VR's largest category of business activity is SELLER representation with a smaller part of our activity involving BUYER representation. We contract with either the seller or the buyer, but never both, on a specific transaction.
On behalf of our sell side clients, we spend a great deal of time with buyers. Hence, we understand buyer thought and behavior processes that drive a buyer's considerations during the process of buying a business.

It never ceases to amaze me how differently buyers and sellers view the same business. To benefit potential business sellers, I will herein offer some thoughts that commonly run through the minds of buyers. My purpose is to give sellers a glimpse of what buyers see through a buyer's lens. This insight may help sellers be better prepared to deal with the often complex and emotional process of selling a business.

Click Here to Read Full Article
Don't Start a Business, Buy One
By: Michael O'Donnell, Associate in the VR Office in Boca Raton, FL
Why would you start a business when you could buy one, or at least many of the core components you will need, at a lower cost than starting from scratch? You wouldn't, but most entrepreneurs still do. If at all possible, you shouldn't start a business from scratch, you should buy one. This is also true of growing a business. It is easier, faster and less expensive to grow through acquisition than by internal development (in most cases).

A buy vs. build strategy will save most entrepreneurs years of work and hundreds of thousands of dollars. Too many founders have a tendency to reinvent the wheel. "But my idea is insanely original, nothing like it exists!" they bellow. Not likely.

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Win-Win - Keys to Negotiating a Successful M&A Tool

By: Peter C. King, CEO

Whether you are buying or selling a business, a few guidelines can help you negotiate a deal more effectively and improve your chances for an advantageous outcome. While you're probably already familiar with basic negotiation strategies, you likely use them on a daily basis while conducting business. Most parties to an M&A transaction can use a refresher course when it comes to what may be the biggest deal of their lives.

Know Yourself
Good Negotiators start by knowing themselves. Before you enter into sale negotiations take time to identify your goals and your tactics for achieving them. If you're buying, what's your "reservation price", the most you are willing to pay? Would you be able to walk away from the deal if the seller refuses to budge on price?

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Can You Afford to Sell Your Business?
Every business owner has a unique relationship with his or her company, which includes people in the community, family, employees, and others who are tied to the business. Additionally, each owner has a unique set of circumstances when it comes to their finances.

Here are four questions to ask yourself before you prepare to transition out of your business.
  1. How much will I need to get from the sale of the business to meet my personal financial goals?
Owners will need to calculate their annual expense budget and calculate their current net worth, excluding the business. This exercise is often eye-opening for owners since many fail to save significant money outside their business. The majority of privately held business owners take salary, expenses, and bonuses out of their businesses and they often ratchet up their lifestyle to match company profits. Few set aside significant sums of money earmarked for their post-business life, which means owners are highly dependent on their transition to fund their next phase of life. The amount owners need to net from their business transition is known as the "wealth gap."

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VR Office in Prince Edward Island Canada has Facilitated the Sale of Carl's Auto Service Ltd. for $400,000

VR's Prince Edward Island Office, located in Canada, has recently sold Carl's Auto Service Ltd. which has been in business for over 37 years. This challenging sale had environmental issues, land subdivision and financing issues and a vendor takeback (VTB) which needed to be dealt with. The business was purchased by an overseas private investor. The purchase and sale from the time the listing agreement was signed and the actual closing date was over a period of six months. Congratulations to Kevin Forrester on this transaction as well the sale of Montgomery's Recycling Depot which closed in the same week!
VR Continues to Match Qualified Buyers with Businesses for Sale
In today's business climate, our clients demand quality and professionalism. We applaud our VR business intermediaries for a job well done!! Here is a small sample of transactions that have closed across the VR network recently:
Plant Food Spike Business | $500,000 | New Haven, CT
Office/Warehouse/Production Building | $340,000 | Greenville, SC
Kitchen & Bath Remodeling Firm | $277,000 | Savannah, GA
Thinking of selling your business or looking for an established business to purchase?
VR Office in Artesia, CA has Engaged for the Sale of an 18-Hole Golf Course

Our VR Office in Artesia, CA has been engaged to assist in faciliating the sale of an 18-hole golf course designed by a world renowned architect. The well-manicured Par 72 course features 70+ sand traps, six lakes, and three waterfalls. The clubhouse is a local favorite and has a full kitchen and license to service alcohol. Buyers should be qualified financially and be prepared to show proof of funds. This golf course may qualify for foreign investment under EB-5 and E-2 Visas. Congratulations to Michael Jo on your new engagement!
In This Issue
As Seen Through a Business Buyer's Lens
Don't Start a Business, Buy One
Selling Tips
Featured Transaction
Featured Engagement
Businesses for Sale
Quick Links
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Businesses For Sale
Your dream business awaits you...take advantage of these featured opportunities 
VR has for sale now!
Frozen Food Manufacturer
OakBrook, IL

Medical Equipment Retailer
Wyomissing, PA

Convenience Store
Orlando, FL

Theater & Restaurant Building
Greenville, SC

Transportation & Limousine Co.
Waukesha, WI

Home Care Agency
Boca Raton, FL

Accredited Private School
San Antonio, TX

Produce Processing, Packaging & Shipping
Naples, FL

Certified Clay Operations Co.
Baton Rouge, LA

Cottage Business
Charlottetown, PEI, Canada

The time has never been better to become a part of the VR team!
Small businesses make up over 56% of the annual U.S. GDP and every year a large amount of them change hands.

VR is the industry leader in facilitating such transactions.
For more
how to join VR!
Creation vs. Competition
By: Bob Burg
One of my favorite quotes is by the late, Ayn Rand, an escapee from the communist Soviet Union, author of books including Atlas Shrugged and The Fountainhead, and proponent of free-market Capitalism:

"A creative {person} is motivated by the desire to achieve, not by the desire to beat others."

Click Here to Read Full Article

Bob Burg is coauthor of the International Business Bestseller, The Go-Giver (over 500,000 copies sold in 21 languages). To read Chapter One and connect with Bob visit www.thegogiver.com. You can listen to his popular, The Go-Giver Podcast at www.thegogiver.com/podcast.
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