Vendors may be doing so because of retirement and impatience in waiting for better times, divestment of non-core operations to focus on key operations or profitable divisions or inability to refinance or stretched to limit of their credit facilities.

Buyers on the other hand, probably see this as an opportunity to expand business share or obtain new distribution channels or agencies, at bargain prices.

Whilst many business owners are satisfied to maintain profits and have zero growth, it is expected that listed companies need to boost share price to satisfy their shareholders, by growing the enterprises.

Hence an opportunity for both sellers and buyers, even in tough economic times.

A prudent vendor will plan for sale in 2 to 5 years and prepare their business for sale.  Locking in key customers, extending lease agreements, signing up key executives are important.  The purchaser is looking for security of on going turnover and profitability and certainty of operations, so the greater the comfort that can be provided, the better the price.

Today’s challenges include:-

• tax issues, 
• finance requirements,
• increased uncertainty,
• few buyers,
• longer time frames, and
• buyers offering ridiculously low prices

As with all business decisions, a trade will occur if the price is right.

Whilst many businessmen, may believe that they can maximise the value of their business and sell on the internet, there is a great opportunity to maximise the value by using specialists in the field.

Business agents have access to a wide range of buyers and your accountant/tax adviser, can help maximise the after tax value and ensure that none of the traps on GST are breached.