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September 2016
Volume 17 Issue 9
Normalized Earnings Tell You How Profitable a Company Really is

By: Peter C. King, VR Business Brokers\Mergers & Acquisitions, CEO

Normalizing earnings can provide insight into a company's history and future. Performing this step is key in valuing a business, but it's also difficult to work that involves more than merely reading eh company's financial statements. Normalizing earnings require detailed analysis as well as an understanding of the company's current and future operations. Once you have the knowledge at your disposal, however, you can begin to see the true picture.
Adjustments to normalize earnings typically fall into three categories, economic, discretionary and nonrecurring.

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Business Valuation, an Analysis of Risk
By: George D. Abraham, Business Evaluation Systems, CEO and Chief Appraiser
Analyzing risk is the predominate factor in valuing a business. The appraiser must analyze everyaspect of the business and quantify his or her analysis of the company's risk into value. A studyof the significant risk factors in the business must be identified and then rated as to the degreeof risk each carry. The following are some of the factors to analyze in a business.

There are many key factors to analyze as far as labor is concerned. Are employees hard to find?What educational skills or level is required and is the labor pool such that they could bereplaced? If the company is highly technical, there may not be many individuals in the area thathave those skills and thus make it difficult for the company to grow. On the other hand, manyof these companies can outsource or use virtual offices with employees in any part of thecountry.

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Balance of Trade: The Secret to Profitable Referral Relationships

By: Michael O'Donnell, Associate in the VR Office in Boca Raton, FL
Referrals are the life blood of many businesses. This is especially true in professional services. Ask any attorney, accountant, consultant, real estate agent, or other professional, and they will confirm that the majority of their new business comes from referrals. This is also true of most employers. Ask any HR pro where they source most of their new employees and they will likely say, "Referrals from our current employees and partners."

Referrals drive business. If everyone knows that, why can't most people tell you how effective or valuable each of their referral relationships are? It's because they don't formally audit those relationships.
Last week I had coffee with a wealth manager. His clients are high net worth individuals. Many of them are business owners - my target audience. Like many lunches, coffees, calls and emails that consume a significant portion of my time, the objective was to explore how we might cross-refer business. After discussing our respective services, current deal flow and client profiles, I asked him point blank: "You obviously know a lot of good professionals in my field, how do you decide which ones to refer your clients to?" His answer was Insightful and illuminating.

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Not all Succession Plans Are
Created Equal
Every privately held and family-owned business can bank on a change in ownership and leadership at some point in its lifecycle. With the baby boomer generation at or near retirement, there is an above average wave of ownership and leadership changes expected in all privately held companies in the near term-yet, studies show most privately held companies haven't developed a formal and written succession plan.
As the owner of a closely held or family-owned business, you may be thinking about what's next for your business, family, and future.
How well you manage and prepare for a succession event may be the decisive factor in the overall financial success of your business and its stakeholders. Wisely managing this event will help you capitalize on the fruits of your labor. Failing to plan for this event could throw your future into a tailspin.
While some of you may believe succession for you and your family is years away, can you and your family sustain an unexpected event that accelerates the timing of this transition?
VR Office in Apollo Beach, FL has Executed the Sale of Professional Glass, Inc.
VR's Apollo Beach, FL facilitated the sale of Tampa Bay's premier family owned and operated company, Professional Glass, Inc. This glass and glazing company served clients throughout the State of Florida since 1977. The company specializes in providing quality fabrication and installation of commercial glass and aluminum storefront systems. The company had minimal competition in its' niche market and was staffed with a highly skilled management team. The business was pre-qualified for SBA financing. Congratulations to Tim Bellon on another 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:
Transportation Company | $1,900,000 | Coral Springs, FL
In-Home Care Agency | $3,200,000 | Charleston, SC
Marine Metal Fabricator | $1,000,000 | Fort Lauderdale, FL
Thinking of selling your business or looking for an established business to purchase?
VR Office in Waukesha, WI Engaged in the Sale of a Unique Restaurant/Dance Club

Our VR Office in Waukeska, WI has been contracted to facilitate the sale of an one of kind restaurant and dance club. This multi-million dollar investment facility is truly a turnkey investment.
The restaurant is located on an 11.5 acre lot conveniently located between Madison and Milwaukee, WI. The restaurant has accommodated many weddings, receptions, dining and many more. Congratulations to Tim Bullard on your new engagement!
In This Issue
Normalized Earnings
Business Valuation
Balance of Trade
Selling Tips
Featured Transaction
Featured Engagement
Featured Engagement
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!
Mobile Lobster Trailer/Food Truck
Milford, CT

Commercial Painting Contracting Business
Hampstead, NC

Restaurant/Bar with Real Estate
Wyomissing, PA

Home Care Agency
New & Used Boat Sales Dealer
North Tampa, FL

Profitable Gas Station
Savannah, GA

Youth Sports Industry
San Antonio, TX

Nationally Accredited Pre-School
Naples, FL

Well-Established Auto Repair Shop
Aspen, CO

Plumbing & HVAC Business
Charlotte, NC

RV Storage Business
Edmonton, Canada

Community Care Home
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 information how to join VR!
Different Frame - Different Customer Experience
By: Bob Burg
If our customers are the lifeblood of our business then doesn't it make sense to communicate in a way that helps them to feel good both about themselves and about us?

Yet, how often do we experience the opposite?

The following took place while out of town. I decided to visit a local health club; a very nice gym.

About ten minutes into the treadmill workout, an announcement came over the loudspeaker. The message had a somewhat, no, actually, it had a very condescending tone. The words weren't much better:

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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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