Selling a Business
According to Blount Marlow Walsh Director Wayne Marlow, the most common question from business owners in relation to selling a business is "How do I know if I'm dealing with a real business broker?"

Experience
Only use a business broker with experience in selling your type of business. Check out their track record, ask lots of questions, e.g. How many businesses like yours have they sold? What is their success rate?

Assessment of value
Don't tell the broker how much you think your business is worth. Let them tell you. A professional broker will be able to tell you what your business is worth, why the business is worth $X and provide you with comparable sales evidence and fully explain the how's and why's. If they can't, or if all they do is ask "how much you want?" - GO ELSEWHERE!

Business for sale magazines.
Genuine business brokers DO NOT publish or sell advertising space in "business for sale" magazines. Be wary of any company that suggests magazines are a normal part of selling a business.

Costs/fees
Business brokers are paid a commission on the successful sale of a business. Be wary of up front fees for the sale of a business. If the business is correctly priced and well marketed by a professional broker it will sell and the broker will get paid. Your customers don't pay you before you deliver the goods, so why would you pay a business broker an up front fee?

Consultancy work is usually on a fee for service basis.

Advertising/Marketing
Unlike the sale of Real Estate, which often requires brochures, sign boards and large display ads, business sales have relatively low advertising costs. The broker should prepare a marketing/advertising strategy and budget with the costs incurred for advertising paid on a ‘pay as you go’ system.

The combination of print media, website and direct contact with potential purchasers via telephone and through email alerts provide the greatest opportunity to sell a business.

However, most businesses require a business broker willing to spend the time required to research and identify potential purchasers from a wide variety of industry sectors, not just those replying to advertisements in various newspapers. This is where Blount Marlow Walsh excels and a good deal of the company’s success can be attributed to our skills in seeking out potential purchasers.

 

Why Blount Marlow Walsh?

Unlike the majority of business brokers who sell cafes, sandwich bars, retail shops, etc., Blount Marlow Walsh specialize in the marketing and sale of industrial businesses. Generally these businesses are in fields such as manufacturing, wholesale/distribution, import and business to business (B2B) services.

The marketing and sale of industrial businesses requires a vastly different approach when compared to the sale of retail shops or other small businesses. Marketing needs to be discreet, yet effective. Maintaining confidentiality, especially in relation to customers, staff, suppliers and competitors is vital.

Negotiation skills and the ability to "close a deal" are paramount. To this end, the sales team is headed by Wayne Marlow - a director of Blount Marlow Walsh and business broker since 1989.

Wayne is one of the foremost industrial business brokers in Victoria. His market knowledge and straightforward approach enable him to guide clients through the sometimes complicated process of selling their business.

As the saying goes, "the proof is in the pudding" and over 80% of new clients come to Blount Marlow Walsh via referral, mostly from old clients, accountants, solicitors and a range of consultants and advisors.

The 'recent clients' column to the left gives a clear indication of Blount Marlow Walsh's success.

For further information please contact Wayne Marlow - email or 03 9690 6464