In the Market for A Business?

How many times have you been in a business and noticed that the place is booming even though service is poor, then imagined what the business could be like if it were run properly?

How often have you encountered incompetent ownership or management and though, “Boy, if I owned this place, I could turn it into a booming success.”?

Or perhaps you want your own business, but the thought of spending lots of time, money and energy getting a new venture up and running holds you back. If any of these scenarios sound familiar, you may be the perfect candidate to buy a business. But keep in mind, buying a business successfully requires that you take certain steps.

Shopping for a business requires the same careful planning as starting from scratch, plus it demands studying the history of the seller’s decisions and mistakes.

When you buy a business you inherit the business’s problems as well as its potential, so it is imperative that you answer the obvious question: Why is the owner selling? Some reasons:

Personal – The owner may want to retire or is in poor health. This reason would not rule our your buying the business, especially if it is doing well. There is no better combination for a buyer than a motivated seller and a good business.

Financial – The business is losing money or isn’t profitable enough. This reason wouldn’t eliminate the business from contention either. The problems might stem from poor management, the owner’s too-high salary, or unfavorable economic conditions that are due to change in the near future.

Impending doom – The seller knows something you don’t. This reason could, and probably should, kill the deal. Some examples of this are: the market is saturated and profit margins are about to collapse; a major revenue-producing contract is expiring and won’t be renewed; new, powerful competition is moving next door, such as a major electronics warehouse store opening next to a mom-and-pop operation.

Just as life insurance company requires a detailed physical before insuring a person, it’s essential that you examine the books before buying a business. The books provide a snapshot of the inner workings and health of a business. Specific records that you or your expert should review include:

• Income statements from the past three to five years – income statements show expenses as well as income.
• Balance Sheets from the past three to five years – balance sheets show assets and liabilities as of a particular date.
• Income tax returns from the past three to five years.
• Loan agreements.
• Credit reports from the past three years.
• Contracts with major customers or current suppliers.
• Patents or trademarks – these allow you to be certain that the business owns what it uses and makes you aware if any valuable patent expires, the competition could sell the previously exclusive product or service for much less, thus cutting into your projected profit margin.
• Accounts receivable and accounts payable records.
• Outstanding litigation.
• Insurance policies.
• Contracts with employees or unions.
• Leases for real estate or equipment.
• Records of the age and condition of any buildings and equipment.

Obviously, red flags that are cause for concern are severe or increasing losses, unpaid tax liabilities, unsettled lawsuits against the company; unfavorable or costly contracts with the employees or suppliers; and long-term leases that are well above current market rates.