{"id":1549,"date":"2017-07-10T09:00:08","date_gmt":"2017-07-10T15:00:08","guid":{"rendered":"https:\/\/www.sunbeltnetwork.com\/milwaukee-wi\/?p=1549"},"modified":"2023-09-20T18:47:38","modified_gmt":"2023-09-20T18:47:38","slug":"buying-business-7-steps","status":"publish","type":"post","link":"https:\/\/www.sunbeltnetwork.com\/milwaukee-wi\/buying-business-7-steps\/","title":{"rendered":"Buying a Business \u2013 7 Steps to a Successful Purchase"},"content":{"rendered":"

This article was written by Neal Frankle, CFP \u00ae<\/a><\/em><\/p>\n

If you\u2019re thinking about buying a business, it could be a fantastic decision \u2013 if you do it right. It\u2019s still a tough economy out there. As a result, you may be able to buy an existing business much cheaper \u2013 and with much less risk \u2013 than\u00a0setting up a small business<\/a>\u00a0from scratch. It\u2019s also easier to\u00a0get working capital and start-up capital<\/a>\u00a0for an existing business.<\/p>\n

But you could also get caught holding a lemon. It\u2019s going to ruin your entire day if you spend good money and end up with a company that has lousy staff, little cash flow and stale inventory. Don\u2019t let that happen to you.<\/p>\n

Here\u2019s how to spot\u00a0smart business ideas<\/a>.<\/p>\n

    \n
  1. Remember what you\u2019re trying to do.<\/strong><\/li>\n<\/ol>\n

    By buying an existing business, you want to avoid the pitfalls of opening your own shop. Look for a business with a strong customer base, growing sales, good staff, established procedures and (most important) positive cash flow.<\/p>\n

    Neal\u2019s Notes:\u00a0 If you are considering buying an existing business, compare that to\u00a0<\/em>buying a franchise<\/em><\/a>.\u00a0 That might be a safer move.<\/em><\/p>\n

      \n
    1. Is it a fit?<\/strong><\/li>\n<\/ol>\n

      You have experience and strengths. Buy a business that gives you a chance to leverage those skills. Make a list of what you bring to the table. Are you a good manager? \u00a0Sales person? \u00a0Organizer? \u00a0Do you have specialized technical knowledge in a certain area? What do you enjoy doing? What do you dislike? Keep an open mind and list everything. Spend a good chunk of time thinking about the types of businesses you think would fit.<\/p>\n

      Go talk to three successful people you trust and respect \u2013 and who know you. Bounce your ideas off of them. For the price of a cup of coffee you\u2019ll get invaluable insights.\u00a0 This is just one of many great ways to\u00a0make sure your business concept is sound<\/a>.<\/p>\n

        \n
      1. Announce it to the world.<\/strong><\/li>\n<\/ol>\n

        Besides keeping an eye out in the paper and online business listing services like BizBuySell.com <\/a>or BusinessesforSale.net <\/a>or even SunbeltMidwest.com<\/a>, run your own ad. Network everywhere you go. Let people know what you are looking for.<\/p>\n

          \n
        1. Put your team together.<\/strong><\/li>\n<\/ol>\n

          You\u2019ll need an attorney, banker, accountant and a business broker. Sunbelt Business Brokers \u2013 Midwest<\/a> is a good place to find an experienced broker who has worked with both buyers and sellers.<\/p>\n

          A broker could be a good idea. They\u2019ll filter out lots of businesses that don\u2019t make the grade. They\u2019ll also help negotiate the price. But be careful. The broker only gets paid when you buy a business, so it\u2019s in their \u00a0interest to get you to sign on the bottom line. Choose carefully.<\/p>\n

          Whoever is on your team, they\u2019ll help you check out the various options. This is called \u201cdue diligence.\u201d<\/p>\n

            \n
          1. Ask questions.<\/strong><\/li>\n<\/ol>\n

            Here is a partial list of questions you need answers for.<\/p>\n

              \n
            1. Why is this business for sale?<\/li>\n
            2. What is the outlook for the future? Why?<\/li>\n
            3. How has the business changed over time? Different products? Services? Clients?<\/li>\n
            4. How does the business obtain customers? What is the marketing plan?<\/li>\n
            5. How long have the employees been there? Are there any key employees who would be hard to replace? Why or why not?<\/li>\n<\/ol>\n

              Don\u2019t even think about buying a business unless you talk to its customers and suppliers. Get them to tell you as much as possible about their experiences doing business with this firm. It\u2019s also really important to check with the Better Business Bureau and to\u00a0get a credit report<\/a>\u00a0on the owner individually and the business. These are musts.<\/p>\n

                \n
              1. Review financial statements.<\/strong><\/li>\n<\/ol>\n

                This is the point when your CPA really earns his keep. Get the business owner to supply historical financial statements and projected future financial statements. Those are called \u201cpro forma\u201d statements. With these, your CPA and entire team can start thinking about the value of the company and what it\u2019s worth.<\/p>\n

                  \n
                1. Get down to the brass tacks.<\/strong><\/li>\n<\/ol>\n

                  Time to dig down and see what\u2019s under the hood.<\/p>\n

                  Inventory<\/strong><\/p>\n

                  If the business sells products, you\u2019re going to pay for everything that\u2019s on the shelf and in the back room. That\u2019s what inventory is. As long as you\u2019re paying for it, you might as well make sure it\u2019s all there. Don\u2019t take the seller\u2019s word for anything.<\/p>\n

                  You and the owner will go and examine the inventory to make sure it\u2019s all there and to make sure it\u2019s in good condition and able to be sold. Just because the owner says it\u2019s worth one thing doesn\u2019t mean you have to go along. You can negotiate the value of it, and you\u2019ll be better able to do so if you get professional help in evaluating what the inventory is worth.<\/p>\n

                  Furniture and Fixtures<\/strong><\/p>\n

                  Make sure you don\u2019t pay the owner what she paid for this. Remember, you\u2019re getting used furnishings, so don\u2019t pay new prices. That goes for equipment too.<\/p>\n

                  Papers<\/strong><\/p>\n

                  Review the legal documents and contracts. That includes articles of incorporation, leases and tax returns for the last five years. Make sure your lawyer and CPA go over these with a fine-tooth comb. They will make sure that contracts are valid and the income projections are reasonable.<\/p>\n

                  While you\u2019re at it, make sure the owner gives you sales records for the last three years. They should be broken down by product or service. This will tell you which direction the business is heading in (hopefully it will be \u201cup\u201d).<\/p>\n

                  Get a detailed list of all liabilities too. Has the owner borrowed money against any of the assets? Have they made use of\u00a0cheap sources to fund the business<\/a>? Are there any pending lawsuits? Are there any employee benefit claims to be settled in the foreseeable future? Your attorney and CPA can help establish this.<\/p>\n

                  Are the accounts receivable good? How long have those receivables been on the books? The longer they are held, the less likely it will be that you\u2019ll be able to collect. For example, if someone was supposed to pay the company in 30 days but hasn\u2019t paid in 90 days, there is a problem. What is the quality of those receivables? The same thing goes with accounts payable. Make sure the business owner is able to pay her bills on time. If she pays her bills late, it might mean the business doesn\u2019t have a healthy cash flow. Look at the price list. Has the owner been able to increase prices over time? Have prices fallen because of a dwindling demand? What gives?<\/p>\n

                  Location<\/strong><\/p>\n

                  You probably don\u2019t need me to tell you this but location is critical. If you rely on retail sales, is the location one that will continue to attract traffic? Why? Let\u2019s say you buy a donut shop next door to Starbucks. You depend on Starbucks to bring you the traffic. How long has Starbucks been there? How are they doing? How long is their lease? These are all things you need to know.<\/p>\n

                  Are you trying to buy an existing business now? Have you bought a business in the past? What was the process like? What do you wish you had done differently?<\/p>\n","protected":false},"excerpt":{"rendered":"

                  This article was written by Neal Frankle, CFP \u00ae If you\u2019re thinking about buying a business, it could be a fantastic decision \u2013 if you do it right. It\u2019s still a tough economy out there. As a result, you may be able to buy an existing business much cheaper \u2013 and with much less risk […]<\/p>\n","protected":false},"author":91,"featured_media":11650,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"footnotes":""},"categories":[68,3,163],"tags":[56,213,214,215],"class_list":["post-1549","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-start-ups","category-buying-a-business","category-raising-capital","tag-buying-a-business","tag-buying-a-business-in-wisconsin","tag-buying-business","tag-neal-frankle"],"acf":[],"yoast_head":"\nBuying business - 7 steps to follow<\/title>\n<meta name=\"description\" content=\"If you\u2019re thinking about buying a business, it could be a fantastic decision \u2013 if you do it right. 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