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June 2016
Volume 17 Issue 6
A Reward from Planning.....Wealth
By: Ray Melcher, President & CEO of VR located in Wyomissing, PA
Ever hear the saying, "I wish I had a nickel for every time such and such happened." I use that saying often and some of the comments from business owners that I hear that makes me say "If I had a nickel for every time I've heard a business owner say that" are as follows:
  1. I want to sell my business but I don't know where to start.
  2. I want to buy a business but I don't know where to start.
  3. What alternatives do I have to grow my business? 
  4. If I would have known that documenting my policies and procedures and customer history would make my business worth more, I would have started doing it years ago. 
  5. I should have sold my business when sales were higher and profitability stronger. 
  6. I didn't realize that managing my finances to keep my income tax as low as possible would hurt the value and salability of my business. 
  7. I have done no planning with my tax advisor or financial advisor about my financial needs for retirement. 
  8. I have never asked my attorney if there are better ways to structure my company than how it is now structured.

Click Here to Read Full Article

Trademark Counterfeiters: The Scourge to What You Build
By: Peter C. King, CEO, VR Blog
When you hear the word "Counterfeit", most people instantly think of someone printing money and trying to pass it off as the real thing. In the franchise world, a Counterfeiter is someone who has taken your registered trademarks and changed them ever so slightly with the intent to trade off your good will for financial benefit.

Most people who have travelled to a major city or to a local flee market have seen Rolex watches for $25 and Gucci purses for even less. For luxury brands, counterfeiters erode the status-symbol allure of such goods. Today, brands are striking back with police involvement to crack down on such thieves.

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Earnout Agreements can Bridge Valuation Gaps

Acquisition talks are proceeding smoothly. Then the subject of price comes up. The buyer thinks the seller's asking price is based on overly optimistic financial projections. The seller believes the buyer's valuation of his company is far too low. Is the deal dead? Not necessarily.

An earnout agreement can help resolve the dispute when a buyer and seller disagree about the seller's business prospects. They are especially useful when dealing with unknown, when the target is young and unproven, or it is emerging from a difficult situation. In short, earnouts offer a way for the parties to bridge expectation gaps.

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Keys to a Successful Closing
via deal-studio.com

The closing is the formal transfer of a business. It usually also represents the successful culmination of many months of hard work, extensive negotiations, lots of give and take, and ultimately a satisfactory meeting of the minds. The document governing the closing is the Purchase and Sale Agreement. It generally covers the following:
  • A description of the transaction - Is it a stock or asset sale?
  • Terms of the agreement - This covers the price and terms and how it is to be paid. It should also include the status of any management that will remain with the business.
  • Representations and warranties - These are usually negotiated after the Letter of Intent is agreed upon. Both buyer and seller want protection from any misrepresentations. The warranties provide assurances that everything is as represented.
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Three Manufacturing Mega-Trends Impacting the Middle Market

The manufacturing sector of the U.S. economy hovers around 12 percent of gross domestic product. Two decades ago, it accounted for approximately double the current figure, or 23 percent of GDP; however, U.S. manufacturing companies will likely experience a substantial uptick in the next three to five years, as three substantial manufacturing trends converge.
Mid-market manufacturers and financial institutions should consider how to respond to the opportunities that present themselves. By understanding these trends and implementing appropriate strategic changes, such as modifying how they assess potential clients, businesses will have the opportunity to reap huge economic rewards.

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VR in Naples, FL Finalized the Sale of a Marine Construction Company for $225,000

VR's Naples, FL location recently sold a marine construction business. The company constructs docks, boat lifts, seawall caps and seawall repairs. The previous owner financed with 50% down. Congratulations to Joel Soorenko on this successful transaction!
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:

Apparel Embroidery Business | $1,100,000 | Greenville, SC
Auto Transport Broker | $1,300,000 | Sacramento, CA
Audio Video Sales & Service | $690,000 | Artesia, CA

Thinking of selling your business or looking for an established business to purchase?
VR Office in Boca Raton, FL has been engaged to Assist in the Sale of a Mobile & On-Line Guest Ordering Application

Our VR Office in Boca Raton, FL has been engaged to assist in the sale of a mobile and on-line guest ordering application. The application is designed for guests of any restaurant establishment for use anywhere, any time on any device whether they are dining in, ordering take-out, delivery, room service or even concessions. This platform is ideal for deployment by restaurants, hotels, stadiums and resorts. This guest engagement platform can also be used as a payment option for guests dining in. Congratulations to Lilia Berezkina on another successful engagement!
In This Issue
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Featured Transaction
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Businesses For Sale
Your dream business awaits you...take advantage of these featured opportunities 
VR has for sale now!

Super Market
Artesia, CA

Structured Cabling Company
  Wyomissing, PA

RV Dealer & Rental Company
 Waukesha, WI

Lawn & Landscape Management Company
Charleston, SC

Exclusive Distributor of Luxury Hotel Supplies
New Haven, CT

Recreation & Family Entertainment Center
San Antonio, TX

Retail Battery Company
Fort Lauderdale, FL

Technical Sales Business
Charlottetown, PEI, Canada
The time has 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 information on how to join VR!
Bob Burg
Could It Be You?
Whenever speaking at sales conferences I bring up what I call The Golden Rule of Sales, which is, "All things being equal (or at least close enough to such), people will do business with, and refer business to, with those people they know, like and trust."
Of course, there are indeed times when things are not equal or even close enough to it; thus other factors will come into play. If, for whatever reason, you simply cannot meet their needs, it doesn't matter how much they know, like, and trust you, you aren't going to get the business.

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