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By JoAnn Lombardi, President VR Business Brokers/Mergers & Acquisitions

A company that’s looking to divest to a buyer will have to examine whether they should seek out one that’s either strategic or financial. In these current times where capital is tight, there are reports of companies being sold for extravagant sums to strategic buyers. Those entrepreneurs looking to invest in a company often find that strategic investors recognize higher valuations than venture capitalists, who are more financially oriented. 

To understand the difference between the two, a strategic buyer believes that your business will help make theirs perform better, whereas a financial buyer focuses on the economic value that your business will create on its own. In most cases, strategic buyers will pay more, and occasionally buyers when no one else will. 

  1. Conduct Thorough Research: Understand why customers choose to do business with the company you’re acquiring. Is it due to price, quality, or customer service? Will your combined organization still meet their needs? Conducting research before the deal closes will help you create a strategy that addresses these customer requirements.
  2. Retain Key Employees: Consider the impact on the customer base if essential employees—such as the marketing director, key product developer, or lead salesperson—leave the company. This could result in losing valuable customers. Develop incentive plans to keep these crucial employees engaged throughout and after the acquisition. Be cautious of employees who remain physically present but are not mentally invested; their lack of motivation could negatively affect customer relationships.
  3. Activate the Sales Team: Create a detailed plan for how the combined company’s sales force will promote the new organization and sell its products and services. Implement this plan promptly after the deal closes; any delays could provide opportunities for competitors to gain an advantage.

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

Follow The Necessary Steps to A Successful Business Sale

 

Most business owners, who are looking to sell, make the mistake of not preparing early enough. This can result in not receiving the maximum dollar amount for your business.

 

The selling process should start when you buy your business. You should know the return that you are receiving on your investment so when the time comes to sell you will not leave any money on the table. To consummate a successful sale with a qualified buyer, each VR business intermediary has been trained to help you take the necessary steps. Most business owners should be preparing to sell long before they make the decision to move forward. The following are some helpful ways that will keep your business in good shape and prepare you for when the time’s right to have your VR business intermediary search for a qualified buyer.

Evaluate Your Business Before the Buyer Does

 

If you want the buyer to avoid finding anything that could jeopardize your chances of successfully selling your business, you should perform due diligence before they do. A qualified buyer will perform a comprehensive evaluation that goes beyond financial records; therefore, it’s a smart decision to make sure everything is accounted for before presenting the business to them. Make sure that the due diligence covers a variety of different areas such as:

 

  • Operations
  • Marketing
  • Personnel
  • Technology
  • Legal
  • Regulatory
  • Environmental
  • Insurance
  • Contractual, credit and accounting issues

 

Every buyer has specific criteria that they are not going to compromise on such as their return on investment. Depending upon the industry, current economic climate and the type of buyer that walks through the door, it’s important to understand what their needs are before negotiations take place. As the seller, you will be able to maximize the likelihood of completing a successful transaction.

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By Tejan Kapoor, Strategy & Operations at Axial

Exiting your business successfully means securing a deal that aligns with your future goals. Whether you aim to find a new owner to continue your legacy, fund a new venture, or exit quickly to focus on other priorities, finding the right buyer is essential.

This post covers five chronological steps to find a buyer for your business, vet them, and determine if they can ensure a smooth transition that supports your exit goals.

Many business owners assume they must rely on their personal network — or even Google — to find a buyer. Maybe you’ve received an unsolicited email from a buyer or know someone who sold their company this way.

However, this post explains why working with a qualified M&A advisor who understands your exit objectives, casts a wide net, and negotiates with buyers on your behalf is a far more effective approach.

We’ll cover:

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Click to Search Businesses For Sale

Profitable Established Wholesale and Distribution in Charleston Metro Area, South Carolina

This is a profitable wholesale distribution and delivery company in the growing Charleston metro area, generating nearly $3M in annual gross sales with minimal management required. After over 40 years as a family-owned business, the seller seeks a buyer to elevate the operation. The business has a simple model and a loyal customer base, presenting an excellent opportunity for entrepreneurs or existing fuel delivery companies. The average discretionary earnings over the past three years are around $190k. 

Customers include various sectors, with new business primarily coming from referrals. The valuation excludes the trucks currently leased from a sister company, with the seller open to negotiations for their purchase. There are significant growth opportunities, including expansion into new markets, additional drivers, and increased advertising, as the current owner has not pursued extensive marketing efforts.

For more information contact: Mark McLean

Selling your business or looking for an established 

business to purchase? Contact a VR Office Near You!

VR Office Located in Artesia, CA Facilitated the Sale of a Highly Established Yogurt Franchise Company

Unlock an exceptional investment opportunity with this thriving Yogurt land franchise located in a prime Claremont area! As a top-tier name in the frozen yogurt industry, Yogurt land is synonymous with quality flavors and a dedicated customer following. This semi-absentee-operated location is ideal for both seasoned operators and first-time owners. The store benefits from a low rent and a premium location on a busy main boulevard, ensuring excellent visibility and a consistent stream of customers. Equipped with 8 advanced yogurt machines and featuring a well-designed, customer-friendly interior, this store is ready to continue its success under new ownership. Act now to secure this rare chance to own a profitable franchise in one of most sought-after markets!

Congratulations Jonathan Hwang on your successful closing.

How Will US President Trump Affect Cross-Border M&A Transaction Worldwide

by Gundo Kahle, CEO CBA Cross Borders Associates

The influence of President Donald Trump on cross-border M&A transactions globally can be profound, shaped by his administration’s economic policies, regulatory approaches, and geopolitical strategies. His “America First” agenda emphasized protectionist measures, trade renegotiations, and economic nationalism, which reshaped the global investment climate.

During his presidency, the heightened scrutiny of foreign investments under the Committee on Foreign Investment in the United States (CFIUS) created challenges for cross-border M&A involving U.S. entities. This was particularly evident in sectors deemed critical to national security, such as technology and infrastructure. The expanded scope of CFIUS reviews under the Foreign Investment Risk Review Modernization Act (FIRRMA) increased regulatory hurdles for foreign acquirers, particularly those from countries like China.

Trump’s trade policies, including the imposition of tariffs and renegotiation of trade agreements like NAFTA (resulting in the USMCA), introduced uncertainty into global supply chains, impacting the valuation and strategic rationale of cross-border deals. Companies had to reassess the risks of tariffs and shifting trade rules when evaluating transactions involving the U.S. or its trading partners.

The tax reforms introduced under his administration, including the reduction of the corporate tax rate and changes to the taxation of foreign income, also played a role in reshaping the M&A landscape. These changes influenced how companies structured their deals, with some opting for acquisitions to capitalize on tax benefits or streamline operations within a more favourable U.S. tax environment.

Geopolitically, Trump’s policies often strained international relations, especially with key trade partners such as China and the European Union. These tensions impacted cross-border deal-making by creating additional layers of uncertainty and prompting governments in other jurisdictions to adopt reciprocal measures to protect their domestic industries.

Despite these challenges, Trump’s pro-business stance, including deregulation in certain sectors, created opportunities for cross-border M&A. Some industries experienced a more favourable regulatory environment under his administration, which encouraged deal-making by reducing compliance costs and barriers to entry.

Overall, President Trump’s tenure introduced a mix of opportunities and challenges for cross-border M&A, with his policies fostering a more cautious approach to global transactions and emphasizing the need for companies to navigate complex regulatory landscapes and geopolitical dynamics.

How Do the Ongoing Armed Conflicts Influence Cross-Border M&A Acquisitions?

The wars in Ukraine, Syria, and Gaza and other armed conflicts can exert a profound influence on M&A trans-actions by creating a range of challenges across geopolitical, eco-nomic, and regulatory dimensions. Geopolitical risk is one of the most significant factors, as conflicts often lead to heightened uncertainty in affected regions and beyond. This uncertainty can make potential investors more cautious, delaying or derailing planned M&A activity. Investor confidence, crucial for the success of cross-border transactions, can be undermined by fears of instability spilling over into neighbouring markets or disrupting global supply chains.

Regulatory challenges also come into play, as governments may impose sanctions, tighten investment screening processes, or restrict transactions involving certain sectors or entities due to national security concerns. These regulatory barriers can complicate the approval process for cross-border deals and reduce the pool of potential acquirers or targets. Furthermore, macroeconomic instability caused by war, such as inflation, currency fluctuations, or disrupted trade, can erode the financial fundamentals that drive M&A transactions. Companies facing deteriorating economic conditions may scale back their ambitions or shift focus away from strategic expansions to address immediate operational challenges.

These effects are often interconnected, creating a feedback loop that can amplify the challenges associated with cross-border M&A in conflict-affected and neighbouring regions. The cumulative impact of these factors underscores the complexity of navigating international transactions during times of geopolitical upheaval.

VR is the Only Remaining Founding Firm of The International Business Brokers Association (“IBBA”).

Have You Ever Considered Selling Businesses?

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