But why is the demand for franchise resales growing so quickly, and how can you, as a franchise owner, make the most of it? From shifting market dynamics to strategic selling tips, we’re breaking down everything you need to know about this booming trend—and how working with a business broker can help you navigate it successfully.

What Are Franchise Resales?

Franchise resales involve purchasing an existing franchise location rather than starting a brand-new location from the ground up. Unlike opening a new franchise, which requires scouting for an ideal location, securing permits, hiring and training staff, and building a customer base, buying a resale allows buyers to step into a fully operational business. This means inheriting an established customer base, a team of trained employees, and systems that are already running efficiently.

Additionally, buyers often gain the advantage of taking over a franchise with proven revenue streams and historical performance data, giving them confidence in the business’s potential profitability. The infrastructure, including equipment, vendor relationships, and brand reputation in the local market, is already in place. For many buyers, the ability to focus immediately on growth and operations—rather than navigating the initial hurdles of setup—is one of the biggest draws of investing in an existing franchise.

Why the Demand for Franchise Resales is Growing in Canada

Several factors contribute to the increasing demand for franchise resales across Canada:

1. Proven Success Rates
   Buyers are increasingly attracted to franchise resales because they offer lower risks than starting a brand-new location. Some studies show that existing franchise locations have a success rate of over 90%, significantly outpacing independent startups.
2. Challenges in Securing New Locations
   The quick-service restaurant industry, for example, is grappling with limited prime real estate availability. As reported in Western Investor, new developments in urban areas are scarce, driving entrepreneurs to seek resales of existing locations as a viable alternative.
3. Retiring Franchise Owners
   With an aging population, many franchise owners are looking to retire. This creates a steady stream of opportunities for buyers to acquire thriving businesses.

What This Means for Current Franchise Owners

This trend represents a golden opportunity if you’re a current franchise owner. Here’s why:

• Higher Buyer Interest: With more buyers competing for established locations, franchise resales often attract premium offers, especially if the business demonstrates consistent profitability.
• Quicker Transactions: Increased demand can lead to faster sales, allowing owners to transition sooner rather than later.
• Favourable Financing Options: Buyers may find it easier to navigate the business loan landscape for proven businesses. 

However, selling your franchise successfully requires strategic planning and the right support.

How a Business Broker Can Help You Maximize This Trend

Accurate Valuation

One of the most important ways a business broker adds value is through accurate valuation. Experienced brokers understand the complexities of franchise resales and can ensure your business is priced competitively to attract buyers while maximizing your return. 

Without this expertise, franchise owners risk undervaluing their business, leaving money on the table, or overpricing it and scaring off potential buyers. Both scenarios can delay the sale and reduce your chances of a successful transaction.

Marketing Expertise

Marketing your franchise effectively is crucial to finding the right buyer, and this is where a broker’s expertise shines. They leverage their extensive networks and experience to target the right audience, ensuring your franchise is seen by serious and qualified buyers. 

On their own, many owners struggle to attract the right pool of buyers, wasting time on unqualified leads or failing to present their franchise in the best possible light. This results in missed opportunities and prolonged time on the market.

Streamlined Negotiations

Negotiating the terms of a franchise sale can be intimidating, but brokers simplify the process by acting as intermediaries. They ensure both parties’ interests are represented, facilitating fair and transparent negotiations. 

Negotiations can quickly become tense or stall without a broker, especially if emotions or misunderstandings get in the way. Missteps during this phase can lead to lost deals or unfavourable terms that could have been avoided with expert representation.

Compliance Support

Franchise agreements and resale conditions are complicated and require careful attention to detail. A business broker ensures you meet all legal and contractual obligations, preventing potential delays or disputes that could derail the sale. Attempting to navigate these complexities alone can expose you to legal risks, compliance issues, or penalties if something important is overlooked. 

Are you thinking about selling your franchise? Let’s talk! At Acuity Business Group, we know the ins and outs of franchise resales and can help you get the best deal. From boosting your business’s value to connecting you with the right buyers, we’re here to make the process as smooth as possible. Get in touch for more information. 

The post Rising Demand for Franchise Resales in Canada is a Golden Opportunity first appeared on Acuity Business Group.

Whether you aim to sell in two years or ten, building a business that attracts buyers enhances your success now and ensures you receive maximum profit when you sell. Exit planning is critical to your business’s success; here are the things you need to do to maximize the value of your business and make it irresistible to buyers.

1. Prioritize Growth

Buyers overwhelmingly favour businesses that are growing and profitable. A lack of demonstrated growth can deter potential buyers even if a business is priced competitively. Successful businesses show steady, predictable growth, which signals to buyers that the business can sustain itself long-term.

According to recent data, businesses with an average of 10% annual growth tend to attract more buyer interest. Additionally, the most lucrative businesses often have diverse revenue streams, loyal customer bases, and solid financial forecasting.

Profit Booster: Develop a detailed five-year growth plan that includes specific revenue targets and market expansion opportunities. Consider investing in digital transformation initiatives or new product lines to future-proof your business and enhance its scalability.

2. Get Organized and Transparent

For a buyer, transparency is critical. Buyers want to understand what they are acquiring. A business that runs like a well-oiled machine, with clear and organized documentation, is far more attractive. Ensure that your legal, financial, and operational records are accurate, up-to-date, and easy to access. This includes profit and loss statements, tax filings, employee contracts, supplier agreements, and intellectual property documentation. If your records are disorganized, buyers may perceive this as a sign of instability or high risk, which can lower your business’s value.

Profit Booster: Conduct a thorough audit of your records and processes. Implement cloud-based systems for managing business documents to ensure everything is accessible and transparent. Also, consider seeking an external audit to give potential buyers added confidence in the legitimacy of your business operations.

3. Make Yourself Replaceable

Buyers see a business that is overly dependent on its owner as high-risk. If you are the only person capable of running day-to-day operations, the business will be more challenging to sell. Buyers want to know they can step in or install new management without the business skipping a beat.

Building a strong management team and cross-training employees is the best way to make your business less dependent on you. Focus on documenting processes and delegating authority to team members. This allows the company to continue running smoothly, even if you’re not involved.

Profit Booster: Begin delegating responsibilities to trusted managers or employees within your business. Establish a succession plan and ensure that critical roles are filled by individuals capable of leading without your direct involvement.

4. Diversify Your Customer Base

A diverse customer base reduces risk for buyers. A company reliant on a handful of large clients or a single sector is vulnerable to market fluctuations. By diversifying your customer base and industry sectors, you show buyers that your business is stable, resilient, and less exposed to economic shifts.

In Canada, sectors like quick service restaurants, technology, renewable energy, and healthcare are poised for strong growth, making them appealing areas to expand into. Businesses that have demonstrated adaptability to market changes are more likely to attract buyers.

Profit Booster: Identify potential markets or sectors for expansion and create strategies to diversify your revenue streams. Consider targeting different geographic areas, launching new services, or expanding your digital presence to reach more customers.

5. Build a Strong Brand and Online Presence

In today’s digital age, a strong online presence is not just a bonus, it’s a necessity. A well-established online footprint—complete with a professional website, active social media profiles, and positive customer reviews—sends a clear signal to buyers that your business is modern and has room for growth. On the flip side, a lack of digital presence may lead potential buyers to view your business as outdated or difficult to scale.

Profit Booster: Build your digital presence by optimizing your website for SEO, engaging with your audience on social media, and soliciting online reviews from happy customers. This helps establish credibility and makes your business more desirable to buyers, especially those motivated to expand your brand’s reach.

6. Streamline Operations

Efficient operations are a major selling point. Buyers want to see that your business runs smoothly and is not bogged down by inefficiencies. Whether through automating processes, reducing waste, or cutting costs, improving operational efficiency will make your business easier to sell.

Businesses with lower overhead and strong profit margins typically sell at higher prices. Streamlining operations also boosts profitability in the short term, allowing you to reinvest in other areas of your business.

Profit Booster: Review your operations for inefficiencies and identify areas where automation could streamline processes. From customer service tools to supply chain management software, leveraging technology can cut costs and improve operational efficiency.

Now is the perfect time to build a business that is attractive to buyers. You can significantly improve your chances of selling your business for maximum profit by focusing on growth, organization, scalability, customer diversity, and operational efficiency. If you’re planning on selling in the near future, consider partnering with Acuity Business Group. We specialize in working with business owners to implement growth strategies and exit plans that increase the value of your business and inspire more buyer interest.

The post Build a Business That Sells: Expert Tips for a Profitable Exit first appeared on Acuity Business Group.

1. Franchise Resale Pricing

The price of a franchise resale is primarily determined by the operating income the location is currently achieving. This income-based valuation reflects the business’s actual performance and profitability, making it a key factor in negotiations. For buyers, understanding the franchise’s financial statements and verifying income claims is crucial.

Check out our guide to understanding cash flow to learn more about business sales, expenses, and growth. 

2. Maintaining Brand Value in Franchise Resales

Franchisors have a vested interest in ensuring that franchise resale prices do not dip too low. A low resale price can negatively impact the perceived value of the franchise brand as a whole. To prevent this, franchisors often set minimum price thresholds and actively monitor resale transactions to maintain brand integrity and value. 

Due to the franchisor’s guidelines and controls, franchisees may have limited ability to independently determine the resale prices of their franchises.

3. Franchisor’s Role in the Franchise Resale Process

Buying a franchise involves significant franchisor participation in the sale process. The franchisor typically drives the sale process, requiring potential buyers to undergo a thorough vetting process. This vetting ensures that the new owner is financially stable, experienced, and capable of maintaining the franchise’s standards.

4. Demand for Significant Down Payments

To promote financial stability and reduce risk, franchisors may require buyers to make a substantial down payment, sometimes up to 50% of the purchase price. This down payment ensures that the buyer has a significant financial stake in the business and is less likely to be over-leveraged with debt, which could jeopardize the franchise’s success.

To help you get started, we’ve put together a short guide on how to finance buying a franchise. 

5. Franchise Fees on Transfers

Franchisors usually charge a franchise fee on the transfer transaction. This fee can vary but generally covers the costs associated with transferring ownership, including administrative expenses and the cost of training the new owner. Buyers must factor this fee into their overall budget.

6. Working Capital Needs for Buyers

In addition to the purchase price, buyers need sufficient working capital to cover operational expenses, inventory, and unforeseen costs during the transition period. Having adequate working capital ensures that the business can continue to operate smoothly and meet its financial obligations from day one.

7. Mandatory Upgrades Before Closing

Before a franchise resale transaction closes, the franchisor may require completing necessary upgrades to the location. These upgrades ensure that the franchise meets current brand standards. If these upgrades are not completed, the franchisor can opt to withhold estimated upgrade costs from the sale proceeds to ensure compliance.

8. Closing Documents and Funds For Franchise Resales

To protect their financial interests, franchisors might require closing documents and funds to flow through their lawyer. This ensures that outstanding fees or debts owed to the franchisor are settled before the seller receives the sale proceeds. This step helps maintain financial clarity and accountability.

9. Full-Time Franchise Owner/Operator Requirements

Franchisors often prefer that the new owner be a full-time operator. They look for individuals with relevant skills, experience, and a commitment to running the business hands-on. This approach helps ensure the new owner is fully engaged and can drive the franchise’s success through active management and leadership.

10. Adherence to the Franchise System

New franchisees must adhere strictly to the established franchise system. This includes following operational procedures, marketing guidelines, and other franchise-specific protocols. Compliance is critical to maintaining brand consistency and avoiding potential legal disputes with the franchisor.

Navigating the intricacies of franchise resales requires a keen understanding of both the franchisor’s and franchisee’s perspectives. As a business broker, my goal is to help buyers and sellers understand these nuances and facilitate smooth, successful transactions. By being aware of the franchisor’s requirements and preparing accordingly, potential buyers can confidently step into ownership, ready to take the franchise to new heights. 

If you’re considering buying or selling a franchise, contact me for expert guidance tailored to your unique situation.

The post Everything You Need To Know About Franchise Resales first appeared on Acuity Business Group.

Let’s explore the fundamentals of cash flow management together so you can confidently make better decisions and have sustainable success. 

What Is Cash Flow?

Cash flow is the movement of money into and out of a business over a specific period, typically monthly, quarterly, or annually. It allows you to cover expenses, invest in growth, and stay afloat. Understanding cash flow involves tracking incoming cash from sales, investments, and other sources and outgoing cash for expenses like rent, payroll, and inventory.

Myth: High Revenues and Profits Mean No Cash Flow Problems

It’s a common misconception that high revenues and profits automatically translate to smooth cash flow. However, this is not always the case. A business can be profitable on paper but face cash flow challenges if finances are not managed effectively. For example, suppose a significant portion of your revenue is tied up in accounts receivable or inventory. In that case, you may find it challenging to meet immediate financial obligations despite having healthy profits.

Did you know that borrowing money can be a great business move, even if you have high revenue? When done right, it can allow you to invest in things like inventory or equipment without restricting cash flow. 

Revenue vs. Profit: Understanding the Difference

Revenue represents the total amount of money generated from sales of goods or services. It’s the top-line figure that reflects your business’s sales performance. On the other hand, profit is what remains after deducting expenses from revenue. It’s the bottom-line figure that indicates how much money your business earns. While revenue is crucial for growth, profit ultimately sustains your business.

Factors Impacting Cash Flow

Several factors can impact your cash flow, including:

• Sales and Collections: The timing of sales and when customers pay their invoices significantly affects cash flow.
• Expenses: Managing expenses such as rent, utilities, and payroll is crucial to ensure they align with your cash flow.
• Investments and Financing: Cash flow can be influenced by investments in equipment or expansion and loans or financing arrangements.

The Importance of Cash Flow Planning

Cash flow planning helps small business owners anticipate and manage fluctuations effectively. A cash flow forecast predicts future cash inflows and outflows, allowing you to identify potential shortages or surpluses ahead of time. By proactively planning your cash flow, you can make informed decisions about spending, borrowing, and investing to optimize your financial position.

Some business owners start cutting back on expenses when cash flow is tight. This can be a mistake, especially if one of those expenses is a financial advisor. In our blog post, Learn About the Costly Mistake Business Owners are Making, we discuss how the right financial advisor can help you increase and sustain healthy cash flow. 

Payment Terms and Cash Flow Management

Cash flow management is affected by the payment terms you establish with your customers. Offering extended payment terms or allowing customers to pay on credit can delay cash inflows, impacting your ability to cover immediate expenses. Business owners have to strike a balance between attracting customers and maintaining healthy cash flow by implementing clear payment terms and actively managing accounts receivable.

Understanding Your Cash Conversion Cycle

An integral part of cash flow management is knowing your cash conversion cycle. This metric measures the time it takes for cash to flow in and out of your business—from purchasing inventory to receiving customer payment. By optimizing your cash conversion cycle, you reduce the amount of time your capital is tied up in inventory or accounts receivable, improving overall cash flow efficiency.

Feeling confident about your grasp of cash flow basics? Test your knowledge with this BDC quiz and see how well you understand the principles of financial management! 

The post Understanding Cash Flow: A Guide For Small Business Owners in Canada first appeared on Acuity Business Group.

That’s why we have compiled our best tips to help you navigate securing a business loan. Read on to discover how you can turn financial challenges into opportunities for success. 

Craft a Winning Business Loan Request

To create a compelling loan request, begin by presenting a powerful prospectus. Condense your business or project details into a concise document that clearly articulates the purpose of the loan and how it aligns with your overall business strategy. 

Showcase your commitment by highlighting your financial contribution and capacity for future reinvestment. This demonstrates dedication and reduces the perceived risk for the lender.

Check out our guide on how to write an effective business plan for tips and inspiration. 

Establish Credibility 

To alleviate lender concerns, understand and address leverage, liquidity, profitability, and activity ratios. Familiarity with your company’s financial ratios is crucial for a credible loan application.

Support your loan request with robust research and evidence. Focus on presenting one project, avoid industry jargon, and ensure your proposals are grounded in realistic data.

Master Your Credit History

Maintaining a stellar credit history is crucial. Regularly check personal and business credit scores for errors and to understand your current status. Use these scores as a tool for improvement, implementing practical tips like timely bill payments and paying down debt.

Scrutinize Lenders’ Terms

Beyond the interest rate, delve into the terms and conditions offered by various lenders. Flexibility and optimization should be prioritized over mere cost considerations. This strategic approach ensures that the chosen loan aligns with your business needs.

When exploring financing options, ask questions about loan terms, percentage financed, repayment flexibility, and collateral requirements. A comprehensive understanding of these factors helps you make an informed decision.

Deal with Challenges Transparently

Confronting financial challenges is inherent in entrepreneurship. Transparent communication is key—keeping stakeholders informed, presenting a detailed recovery plan, and involving them in decision-making fosters trust and collaboration. 

Acknowledge mistakes, anticipate challenges, and maintain a positive outlook. This transparent approach transforms hurdles into opportunities for growth and reinforces your commitment to long-term success.

Conclusion

Securing a business loan is a pivotal step toward achieving entrepreneurial success. This expert advice will help you confidently navigate the loan application process. We have even more information about how borrowing money can be a great business move and how to do it right in this blog post.  

If you’re thinking about buying or growing a business, get in touch to find out how we can help! 

The post Successfully Navigate the Business Loan Landscape first appeared on Acuity Business Group.

The days when small business loans took a mere two months to finalize are gone, and the process is now considerably longer. To successfully navigate this challenge and secure the funding you need to acquire your dream business, you must be well-prepared and proactive. In this blog post, we’ll explore how you can increase your chances of obtaining small business funding in Western Canada with the help of a case study.

One Canadian’s Journey to Business Ownership With Small Business Financing

Sarah had always dreamed of owning a business. She had the skills, the passion, and a clear vision. After years of saving, researching, and attending business acquisition seminars, she was finally ready to take the plunge. Sarah set her sights on a small manufacturing company in Alberta, but soon realized that securing financing wouldn’t be a walk in the park.

Challenges Faced in Obtaining Financing

Sarah quickly learned that commercial loans were no longer the straightforward process they once were. With the help of an experienced business broker, she identified one of the main challenges to obtaining financing: tougher documentation requirements. Financial institutions wanted to see comprehensive documentation to evaluate her creditworthiness and the viability of the business she intended to purchase.

Proactive Strategies for Financing Success

Undeterred, Sarah knew her dream was within reach with the proper preparation. She put together a financing package that would impress any lender.

Buyer Profile: Sarah crafted a compelling buyer profile that showcased her extensive industry experience and the skills that would help her succeed.

Net Worth and Bank Statements: She provided a detailed and accurate net worth statement along with transparent bank statements that clearly outlined the source and amount of her down payment.

Credit Score Report: To be fully prepared, Sarah obtained her own credit score report, revealing a high score and a history of responsible financial management. If her score had been low, she would have provided extra documentation to explain the rating.

Business Plan: Sarah’s business plan was nothing short of impressive. It laid out strategic and achievable marketing strategies, staffing plans, and product development initiatives. Check out our step-by-step guide on how to write a business plan.

Realistic Financial Projections: Her financial projections were realistic and clearly showed how the business would support her, generate a return on investment, and enable her to repay the loan efficiently.

Preparation Pays Off When Applying for Business Financing

With her well-prepared business financing package in hand, Sarah’s small business loan application stood out among the rest. The financial institution recognized her as a sophisticated operator who had done her homework. Sarah secured the financing she needed, and the loan processing time, although longer than expected, did not hinder her dream of business ownership.

Sarah’s journey to business ownership in Western Canada is a testament to the importance of preparation and determination in today’s competitive financing landscape. Remember, the key to success is demonstrating your readiness and commitment to loan lenders, making them more inclined to support you. Take the time to gather the necessary documents, plan meticulously, and position yourself for financing success in the exciting world of business buying.

If you’re considering franchise ownership, we have even more tips just for you in our blog post about how to finance buying a franchise. Your dream business may be closer than you think!

The post How To Secure Financing To Buy a Business in Western Canada first appeared on Acuity Business Group.

In this step-by-step guide, we will walk you through each section of a business plan and provide valuable tips to help you write an effective plan that stands out and inspires confidence from potential lenders.

The Importance of a Business Plan

A well-structured business plan serves as a roadmap, outlining your goals, strategies, and vision. It provides direction and clarity, ensuring everyone in your business is on the same page and working towards a common objective.

Externally, a comprehensive business plan impresses investors and lenders by showcasing your professionalism, market analysis, and financial projections. It instills confidence and increases the likelihood of securing funding or partnerships.

Internally, a business plan aligns your team, providing a solid foundation for decision-making and action. It forces you to critically evaluate your ideas, market potential, and financial feasibility, ensuring you are well-prepared to overcome challenges.

Executive Summary

The executive summary needs to be compelling in two ways; it should grab attention and provide a concise overview of your business plan. Use this section to effectively communicate your unique value proposition and outline the key points that will entice potential investors or lenders to dive deeper into your plan.

Pro tip: Craft a captivating opening sentence that hooks readers from the start.

Company Description and Vision

Tell your readers a story about your company that includes its history, mission, vision, and values. In your company story, showcase your products or services, define your target market, and highlight your competitive advantage. This section of your business plan should capture the essence of your business and demonstrate your understanding of the market landscape.

Pro tip: Clearly define your target market and address a specific need or problem that your business solves. Show how your unique value proposition sets you apart from competitors.

Market Analysis and Strategies

In this section, you dive deeper into the market landscape by identifying your target audience, assessing competitors, and analyzing industry trends. Share your marketing and sales strategies, the reasons why you’ve chosen them, and the success you’ve already had. Providing data-driven insights and actionable plans demonstrates your market expertise.

Pro tip: Conduct thorough market research to identify emerging trends, customer preferences, and potential growth opportunities.

Organization and Management

When presenting a business plan to investors, it is important to showcase the people who make up the company. Introduce yourself and your management team, and highlight relevant qualifications and experience. To help people have a better understanding of how the company works, include a clear organizational structure, and define roles and responsibilities. Showcasing a capable leadership team instills confidence in investors and demonstrates your ability to execute your business plan effectively.

Pro tip: Emphasize your team’s ability to drive the company’s success and showcase any unique skills or expertise that differentiate your team.

Product or Service Offering

Now is the time to delve into the specifics of your products or services, highlighting their unique features, benefits, and pricing. Clearly outline your value proposition and address customer pain points. If applicable, include details on your production processes, technology, and intellectual property to showcase your operational capabilities.

Pro tip: Highlight the unique features and benefits of your product or service, but also focus on the emotional appeal it brings to customers. Clearly articulate how your offering solves their pain points or improves their lives. By emphasizing the emotional connection, you grow stronger brand affinity and differentiate yourself from competitors in a meaningful way.

Sales and Marketing Strategies

This is a key section of your business plan because, without sales, your business will not be successful. Outline your sales and marketing strategies, including customer acquisition plans, pricing models, and promotional activities. Add a comprehensive marketing plan that aligns with your target audience and differentiates your business from competitors. Be sure to highlight key metrics and milestones you will use to measure success.

Pro tip: Craft engaging narratives that showcase the value of your products or services and demonstrate how they solve customer problems. Incorporating storytelling techniques into your marketing strategies helps you create a memorable and impactful impression on potential investors and lenders.  

Financial Projections and Funding Requirements

Investors and lenders will be very interested in this financial information. Objective and realistic financial projections, including sales forecasts, income statements, cash flow analysis, and break-even analysis should be included in this section. Be sure to justify your assumptions and demonstrate financial viability. Present a clear understanding of your funding requirements, showcasing your plans for utilizing investment or loan proceeds effectively.

Pro tip: Provide a well-supported explanation of your financial projections, demonstrating a thorough understanding of your industry’s trends and market conditions. Incorporate key performance indicators (KPIs) and benchmarks to track your progress and demonstrate your ability to achieve sustainable growth.

Risk Assessment and Contingency Plans

Risk is part of any business venture and should be tackled head-on, not swept under the rug until it can’t be ignored. Identify potential risks and outline strategies to mitigate them. By anticipating challenges and developing contingency plans, you will maximize your risk management capabilities and be prepared for potential hurdles.

Pro tip: Conduct a comprehensive SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis to identify potential risks and develop robust contingency plans. Show that you have considered various scenarios and have strategies to mitigate risks, ensuring your business’s long-term stability and success.

An effective business plan requires careful thought, research, and attention to detail. By following this comprehensive guide, you will be well-equipped to create a compelling business plan that captures the attention of potential investors and lenders. Your plan also serves as a roadmap for your business’s success.

Start writing your winning business plan today and pave the way for a prosperous future!

The post Mastering the Art of Writing an Effective Business Plan: A Step-by-Step Guide first appeared on Acuity Business Group.

Did you know that one-third of small businesses in Canada will change hands in the next three to five years? Getting your business ready for a new owner is crucial, even if you are not planning on selling soon. Life is unpredictable, and being prepared for an unexpected sale can help you attract the right buyer and achieve a higher sale price.

Here are three things every business owner can do today that will help their business sell in the future:

1.            Update your business growth plan

A business growth plan is a document that evolves alongside your business. It maps out the next one to two years with a focus on strategic operations and revenue generation.

An effective growth plan consists of a financial plan, an analysis of your business’s strengths, weaknesses, and opportunities, and a detailed plan for revenue-generating goals. It can be referenced regularly to identify areas that require a new approach.

Since 2020, we have learned what factors make a business more resilient and successful. According to the Business Development Bank of Canada, small business owners that adopted digital technology and were innovative during the initial phases of the COVID-19 pandemic were more likely to recover and emerge with a stronger business. Many businesses are again achieving and surpassing 2019 sales volumes.

A growth plan will help you see beyond the day-to-day activities of your business so you can focus on the strategic details that need attention for your business to grow under various circumstances. It can be used to show buyers potential avenues for growth.

2.            Document your exit strategy

An exit strategy is an important document for any business owner, yet most never draft one. Planning your exit can make your business more profitable, earn a higher sale price, and give you time to find the most tax-advantageous sale strategy.

• Selling is difficult when a business is deeply intertwined with the owner’s skills and expertise.
  • An exit strategy can show potential buyers how you will transition out and what they need to do to take over.

• An exit strategy maximizes the value of a small business.
  • Planning allows you to take the required steps to implement changes or processes that will increase profits, minimize expenses, and improve operations.

• In consultation with a qualified accountant, you can structure the exit strategy to reduce your tax burden or take advantage of tax incentives available to small business owners.

• An exit strategy makes it easier to sell your business even when you hadn’t planned to.
  • Over the past few years, many Canadian small business owners spent a lot of time dealing with unforeseen circumstances, highlighting the need to be more prepared and have a plan to navigate challenging times. If your health or other personal circumstances suddenly change, you will be better equipped to list your business for sale.  

3.            Assemble a team of qualified experts

Assembling a team of qualified experts is crucial for any small business owner who wants to sell their business successfully.

One of the most important members of your team is a lawyer who specializes in buying and selling businesses. This person can advise you on important legal considerations that may arise during the sales process. They can draft legal agreements and contracts to protect your interests throughout the sales process.

Another key member of your team is an experienced accountant. This person can prepare your financial statements, tax returns, and other documents potential buyers will review. They can advise you on important tax implications of the sale, and structure the deal in a tax-efficient manner.

In addition to a lawyer and an accountant, you should work with a qualified business broker. A broker can develop a comprehensive growth plan to make your business more attractive to potential buyers. They will market your business to a wide range of potential buyers and negotiate on your behalf to ensure that you get the best possible price.

Preparing in advance is one of the best ways to set your business up for success. It allows you to take advantage of unsolicited offers that come your way or sell sooner than expected. Even if you aren’t planning on selling for a few years, contact Acuity Business Group to find out how we can help. Your future self will thank you!

The post Maximize the value of your business first appeared on Acuity Business Group.

Background

Approximately five ago, I helped a client to buy a business. The transaction was a success and I was confident he had what it takes to do well. Last year, I received a phone call from this client. He had grown a wholesale distribution business to over $3M in annual revenue. The owner was now ready to retire and knew that Acuity Business Group could help him do that.

Key achievements

This business owner came prepared to sell. He had done his due diligence in a number of different ways. First, he interviewed other business brokers to see if there was someone else he wanted to work with. Ultimately he chose Acuity Business Group again, citing our “practice of setting realistic expectations and being reasonable throughout the valuation process” as key reasons to reengage.

Second, the owner had meticulous and accurate records about every aspect of the business and was ready to share that information. This made it easier for our team to put together a detailed overview of the business, price it accurately, and start to attract qualified buyers ready to make an offer.

Finally, the owner stepped back and let me handle as many aspects of the transaction as possible. He focused on the business while I answered inquiries, screened potential buyers, negotiated terms, and dealt with anything else that arose. By continuing to work hard during the sale process, he maintained strong revenue, inspiring buyer confidence.

Challenges overcome

As with all business for sale transactions, there were challenges. Revenues had been affected by the early months of Covid-19, and this was reflected in the financial records. However, the owner worked hard to rebound from those months and posted a significant increase in revenue in 2021 and onwards.

The business was listed for sale during the height of global and national supply chain issues. The owner quickly responded by increasing focus on customer pricing. The price increase was well accepted for a few reasons. There had not been any significant price increases since 2017, and customers were very aware of rising product transport and purchase costs. The business implemented and communicated the increases without any decrease in product demand.

Due to the overall economic climate, there were concerns that accessing financing would be a hurdle for buyers. In this transaction, the Business Development Bank of Canada (BDC) played a significant role in financing the sale. BDC is a bank that specializes in helping Canadian entrepreneurs to access small business loans with competitive rates. 

The end result   

The business sold relatively quickly and the owner was able to retire. When asked about his experience, the owner said, “The listing process and buyer vetting went very smoothly, largely in part to Ken’s facilitations. He did a great job shielding me from tire kickers and poor-quality leads, allowing me to focus on my business. As with any major negotiations, there were a few surprises, but Ken remained flexible and ensured that everything was taken care of. My business sold more quickly than I had anticipated, and the entire process went much smoother than I thought was possible. Having worked with Ken on both sides of the process, I highly recommend him to anyone looking to sell their business. You can be assured he will be completely straightforward through the entire process and will work on your behalf until the deal is closed.”

Selling a business can feel overwhelming, but preparation and the right partners can help it go smoothly. I was thrilled to have the opportunity to work with this client for a second time. My goal as your business broker is to ensure your experience is so good that you invite me to partner together when you decide to sell or grow! If you are thinking about selling your business this year, let’s talk. 

The post Why one business owner came back to Acuity Business Group first appeared on Acuity Business Group.

If you are considering selling your business in the next twelve months, you should not reduce expenses related to updating and maintaining business records.  This means no DIY accounting, no skipping legal advice, and no eliminating financial advisors.  Read on to learn how scaling back in these areas could cost you.

Accounting

Did you know that accurate accounting records can help increase the value of your business?  This is critical when you are planning to sell.  Accurate accounting records make it easy for buyers to evaluate the

• Income and expense history,
• Assets and liabilities, and
• Financial health of the business.

When working with potential buyers, presenting accounting records in a transparent and verifiable way shows the value of the business, and it goes a long way in helping them to obtain funding.  As you prepare your business for sale, a qualified accountant can provide an income statement, balance sheet, and cash flow statement.  Buyers need to review this information before they can make a reasonable offer. 

Over the past few years, more buyers have requested review engagements from accountants.  A review engagement is a thorough examination of financial information used to provide limited assurance that the data is correct.  These documents are helpful when the buyer needs a loan for $300,000 or more.   Some buyers are unwilling to move forward with the transaction without a review engagement. 

An accountant can also help owners determine the financial and tax implications of selling their business by reviewing considerations like

• A share sale versus an asset sale,
• Personal tax liability, and
• Proper reporting on personal and business tax returns. 

Legal Advice

Lawyers can be expensive, but their expertise is worth it when selling a business.  There are two important ways that lawyers help owners sell their business.  The first is ensuring the business is compliant with industry-specific regulations and legislation.  Selling a business not in compliance can have significant legal and financial ramifications.

Lawyers must also draft, review, and execute paperwork throughout the process.  This includes offers, counteroffers, business transition details, financial documents, licensing, contracts, and final payment terms.  Skimping on any of these steps can cause a deal to fall through and cost the business owner money.  In worst-case scenarios, it can lead to legal proceedings that waste valuable time and resources.   

Financial Advice

The right financial advice can take a business for sale from precarious to successful!  A qualified financial advisor will analyze the business’s overall health and help owners optimize different areas.  They review things like

• Inventory levels,
• Obsolete stock,
• Current inventory turnover,
• Staffing levels, and
• Overall efficiencies and barriers to growth.

Working with a financial advisor helps business owners to focus on improving finances and ensure changes are properly documented. 

Without these key players, you may lose money during business operations and when you try to sell.  After helping you get the right team of advisors in place, a qualified business broker can mitigate some of these losses and enhance your return on investment by

• Providing strategic recommendations to improve the saleability of the business,
• Eliminating barriers to a successful sale,
• Determining the accurate market value of the business,
• Providing education and expertise on vendor financing,
• Working with your lawyer and accountant to draft a vendor financing agreement that benefits all parties,  and
• Determining the next steps for an eventual sale by comparing market conditions with the current state of the business. 

Selling a business is a team effort, and each member adds significant value.  Eliminating any of these players is like benching your star quarterback right before the championship game!  Instead of considering these services as expenses, reframe them as investments that will pay a return when you sell your business.  If you are considering selling your business, get in touch to learn more about how we can help.  

The post Learn about the costly mistake business owners are making (and how working with a business broker can help recoup some of those losses) first appeared on Acuity Business Group.