Three Easy & Effective Ways to Negotiate

Far too many prospective business buyers and sellers overlook just how important negotiations can be. But they can also be tricky. In general, there are three approaches to negotiations. Thinking through your negotiation strategies well before the time to buy or sell is a savvy and prudent move.

Negotiation Tactic #1 Take It or Just Leave It

In this negotiating tactic, the buyer makes an offer and the seller makes a counter-offer, then both sides leave it there. If the deal works fine. If it doesn't work, that's fine too.

It is usually smart to step back and ask yourself if you are comfortable with this approach. Sometimes a small degree of flexibility can go a long way towards turning a proposed deal into a reality.

Negotiation Tactic #2 Maybe Consider Splitting the Difference

Another negotiating tactic is to simply offer to split the difference. This tactic is pretty straightforward and it demonstrates a good deal of flexibility; however, the financials may not always make sense for both sides.

As always, it is important to think about all the factors involved in allowing a deal to fall apart, such as how much time will it take to find another buyer or another business to buy? Showing a willingness to split the difference is often seen as a goodwill offer that can facilitate further negotiations within an environment of lower emotional intensity.

Remember, as long as the two sides are talking, a deal may be reached. But when communication ceases, then the deal is definitely finished and not in a good way.

Negotiation Tactic #3 Negotiation from What is Most Important to Each Party

Understanding what is most important to both parties is usually critical for a successful deal. Important areas can range from allowing a relative to stay with the business to moving the business to a new location. Not all key points are directly linked to money, and it is vital to understand this all-important negotiating fact.

Negotiation Tactic #4 Bring in a Pro

In negotiations there is an old adage, “Never negotiate your own deal.” Emotions can run high when it comes to buying or selling a business and then there is the problem of perspective. Buyers and sellers are often lack the perspective that an outsider can bring.

Opting for help and guidance from someone who buys and sells businesses for a living, can be a huge step in the right direction. Through a professional business broker, it is possible to not only establish a fair price but also address the array of intangibles that can go into buying and selling a business.
At the end of the day, deals are put together piece by piece, and skill is involved in the process. Working with others is at the heart of successful negotiation, and that means taking into consideration what the other side wants and what the other side needs.

http://procisionbb.com/three-easy-effective-ways-to-negotiate/

Buying? Selling? Seven Key Points to Consider

Buying or selling a business is one of the most important decisions that most people ever make. Before jumping in, there are several points that should be taken into consideration. Let's take a moment to examine some of the key points involved in buying or selling a business.

Factor #1 - What are You Selling?

Whether buying or selling a business it is important to ask a few simple questions. What is for sale? What is not included with the buyer's investment? Does the sale price include any real estate? Are vital assets, such as machinery, included in the sale price?

Factor # 2 - What are the Range of Assets?

It is very important to understand the range of assets that are included with a business. What is proprietary? Are there formulations, patents and software involved? These types of assets are often the core of the business and will be essential for its long-term success.

Factor # 3 - Evaluating Assets for Profitability

Not all assets are created equally. If assets are not earning money or are too expensive to maintain, then they should probably be sold. Determining which assets are a “drag” on a business's bottom line takes due diligence and a degree of focus, but it is an important step and one that shouldn't be overlooked.

Factor # 4 - Determining Competitive Advantage

What gives a business a competitive advantage? And for those looking to sell a business, if your business doesn't have a competitive advantage, what can you do to give it an advantage? Buyers should understand where a business's competitive advantage lies and how they can best exploit that advantage moving forward.

Factor # 5 - How Can the Business Be Grown?

Both buyers and sellers alike should strive to determine how a business can be grown. Sellers don't necessarily need to have implemented business growth strategies upon placing a business up for sale, but they should be prepared to provide prospective buyers with ideas and potential strategies. If a business can't be grown this is, of course, a factor that should be weighed very carefully.

Factor # 6 - Working Capital

Some businesses are far more capital intensive than others. Understand how much working capital you'll need to run any prospective business.

Factor # 7 - Management Depth

Businesses are only as good as their people. It is important to ask just how deep your management team is, how experienced that team is and what you can expect from that team. How dependent is the business on the owner or manager? If the business may fall apart upon the leaving of the owner or a manager, then this is a fact you need to know.

Buying or selling a business is often more complex than people initially believe. There are many variables that must be taken into consideration, including a range of other factors not discussed in this article ranging from how financial reporting is undertaken to barriers of entry, labor relationships and more. Due diligence, asking the right questions and patience are all key in making your business a more attractive asset to buyers or for finding the right business for you.

http://procisionbb.com/buying-selling-seven-key-points-to-consider/

There’s No Business Quite Like a Family Business

The simple fact is that family businesses are different. After all, a family business means working with family and all the good and bad that comes with it.

While an estimated 80% to 90% of all businesses are family owned, relatively few are properly planning for what happens when it comes time to sell. According to one study, a whopping 72% of family businesses lack a developed succession plan which is, of course, a recipe for confusion and potentially disaster. Additionally, there are many complicating factors, for example, studies indicate that 40% to 60% of owners of family businesses want the business to remain in the family, but only 40% of businesses are passed to a second generation and a mere 10% are passed down to a third generation.

Let's turn our attention to a few of the key points that family business owners should consider when selling a business.

1. Confidentiality should be placed at the top of your “to do” list. When it comes to selling a family business, it is vital that confidential is strictly observed.
2. Remember that it may be necessary to lower your asking price if maintaining the jobs of family members is a key concern for you.
3. Family members who stay on after the sale of the business must realize that they will no longer be in charge. In other words, after the sale of the business the power dynamic will be radically different, meaning that family members will now have to answer to new management, outside investors and an outside board of directors.
4. Family members will want to appoint a single family member to speak for them in the negotiation process. A failure to appoint a family member could lead to confusion, poor decision making and ultimately the destruction of deals.
5. When hiring a team to help you with selling your business, it is critical that your lawyer, accountant and business broker are all experienced and proven.
6. Don't hold meetings with potential buyers on-site.
7. Every family member, regardless of whether they are an employee or an investor, must be in agreement regarding the sale of the company. Again, one of your primary goals is to avoid confusion.
8. Family employees and family investors must be in agreement regarding the sale price or there could be problems.

Working with an experienced business broker is a savvy move, especially when it comes to selling a family business. Business brokers know what it takes to make deals happen. Being able to point to a business brokers' past success will help reduce family member resistance to adopting the strategies necessary to successfully sell a business.

http://procisionbb.com/theres-no-business-quite-like-a-family-business/

Crescent Business Center For Lease by Procision Commercial Realty

Great for Office, Light Assembly, Engineering and Many Other Uses.
The Business Center is located on the North bound side of US Route 130 in Pennsauken, New Jersey. The park is located within a half mile from the Betsy Ross Bridge and has easy access to the Betsy Ross Bridge, Tacony-Palmyra Bridge, US Route 130, RT 73, I-295, and the NJ Turnpike.

The highlights of the opportunity are as follows:

• Up to 19,964 sq.ft.
• Street Signage on Route 130
• 100% Drop Ceiling Air-Conditioned
• Recent Renovated
• Office Furniture Available
  
• Ample Parking
• One Tailgate Loading Dock

For More Info or to schedule an inspection, please contact:
Richard Shore
856.228.5151 x 4
rshore@procisionbb.com

http://procisionbb.com/crescent-business-center-lease-procision-commercial-realty/

FOR SALE - CHECK CASHING BUSINESS BUCKS COUNTY, PA

Simple and Consistent Business for Sale - This well-established Check Cashing Franchise is ideally positioned in a densely populated suburban location with limited competition and advantageous demographics. The Business has been in operation for close to 20 years and has developed a varied customer base that includes both individuals and numerous business clients from the surrounding areas. Currently, services primarily include check cashing, electronic bill payment, money orders and wire transfers. Although the current business offers a profitable and consistent income, there is the opportunity to establish additional profit centers. A new owner can augment the current business with various additional lines of service and grow the existing stable income stream. This is a completely turn-key operation that offers Franchise support, established protocols and a professional setup that has been refined over the years. In addition to Franchise training, the current owner is willing to provide in-depth training to the Buyer.
Own a business with EXCELLENT CASH FLOW & NO RECEIVABLES!

• Well-established Business
• Business With No Receivables
• Excellent Location With High Visibility
• Niche Market & Easy To Operate
• Very Limited Competition
• Minimal Marketing Required
• Consistent Track Record – Repeat Customers
• Excellent Cash Flow With Growth Opportunity

Includes: All furniture, fixtures, equipment and goodwill
PRICE - $495,000

http://procisionbb.com/sale-check-cashing-business-bucks-county-pa/

Crescent Business Center For Lease by Procision Commercial Realty

Great for Office, Light Assembly, Engineering and Many Other Uses.

The Business Center is located on the North bound side of US Route 130 in Pennsauken, New Jersey. The park is located within a half mile from the Betsy Ross Bridge and has easy access to the Betsy Ross Bridge, Tacony-Palmyra Bridge, US Route 130, RT 73, I-295, and the NJ Turnpike.


The highlights of the opportunity are as follows:

• Up to 19,964 sq.ft.
• Street Signage on Route 130
• 100% Drop Ceiling Air-Conditioned
• Recent Renovated
• Office Furniture Available
  
• Ample Parking
• One Tailgate Loading Dock

For More Info or to schedule an inspection, please contact:
Richard Shore
856.228.5151 x 4
rshore@procisionbb.com

http://procisionbb.com/crescent-business-center-lease-procision-commercial-realty/

INVESTMENT SALES ENTREPRENEUR OPPORTUNITY Seeking an Entrepreneur to Join our Team!

INVESTMENT SALES ENTREPRENEUR OPPORTUNITY

SEEKING AN EXCITING AND REWARDING CAREER RATHER THAN JUST A JOB?

Interested in Investment Sales? Are you a self-starter and willing to learn? Do you have an outgoing and confident personality? Are you looking for an exciting opportunity for growth and development?

Procision Business Brokers and Commercial Realty is seeking a new Associate Team Member to join our Advising Team. The ideal candidate will possess excellent character and the highest level of integrity in all that they do. They will be results oriented, exhibit a consistent sense of urgency and desire to reach new heights both personally and in their future career. If you are results driven, self-motivated and have a track record of success, this is an excellent opportunity. Work on listings from day one and expand your knowledge and capabilities in the process!

REAL ESTATE LICENSE OR WILLINGNESS TO IMMEDIATELY OBTAIN SUCH LICENSE IS REQUIRED.

Company
Procision Business Brokers and Commercial Realty is a Business Advisory Group that provides Comprehensive Solutions for the needs of Business Owners, Investors, Landlords and Tenants in the Greater Philadelphia and Southern New Jersey Region. We are dedicated to the aggressive growth of our services and value collaboration, development and continuous improvement as a team. Procision's unwavering Mission is to function as a Trusted Business Advisor and create superior value for our Clients.

This is an excellent opportunity for a candidate that is looking to gain valuable skills and exposure in the business world and do so in an exciting entrepreneurial environment!

If you feel that you are a good match, please reply with your contact information and resume.

Robert Beach, CCIM, IBBA
President
Procision Business Brokers Procision Commercial Realty
rbeach@procisionbb.com
www.procisionbb.com/
856-228-5151 (o)
856-228-5152 (f)

http://procisionbb.com/investment-sales-entrepreneur-opportunity-seeking-entrepreneur-join-team/

FOR SALE - CHECK CASHING BUSINESS BUCKS COUNTY, PA

Simple and Consistent Business for Sale - This well-established Check Cashing Franchise is ideally positioned in a densely populated suburban location with limited competition and advantageous demographics. The Business has been in operation for close to 20 years and has developed a varied customer base that includes both individuals and numerous business clients from the surrounding areas. Currently, services primarily include check cashing, electronic bill payment, money orders and wire transfers. Although the current business offers a profitable and consistent income, there is the opportunity to establish additional profit centers. A new owner can augment the current business with various additional lines of service and grow the existing stable income stream. This is a completely turn-key operation that offers Franchise support, established protocols and a professional setup that has been refined over the years. In addition to Franchise training, the current owner is willing to provide in-depth training to the Buyer.
Own a business with EXCELLENT CASH FLOW & NO RECEIVABLES!

• Well-established Business
• Business With No Receivables
• Excellent Location With High Visibility
• Niche Market & Easy To Operate
• Very Limited Competition
• Minimal Marketing Required
• Consistent Track Record – Repeat Customers
• Excellent Cash Flow With Growth Opportunity

Includes: All furniture, fixtures, equipment and goodwill
PRICE - $495,000

http://procisionbb.com/sale-check-cashing-business-bucks-county-pa/

*FOR SALE* Multi-Restaurant Turn Key Operation!

Healthy Food Without a Sacrifice – Sit behind the wheel of an autonomous operation that generates consistent revenues year over year!  These well-established facilities offer healthy alternatives to your everyday foods without sacrificing flavor, portion, or experience.  With Dine-In, Take-Out, and Delivery based revenue streams, each location flaunts a market outreach that extends well beyond its local community!

Highlights of the business include:
• Manager Operated Turn-Key Facilities
• 2,000sf per facility w/each having over $200,000 invested in new FFE Buildouts
• Each location boasts consistent sales w/year over year growth
• Established Franchisor that offers extensive training, support, and marketing
• Possible Owner Financing for a Qualified Buyer
Fantastic opportunity for an experienced Restaurant Manager or Owner!

Includes: All furniture, fixtures, equipment, and goodwill
PRICE: $750,000

Shaun M. Thompson
O: (856) 228-5151 x 2
F: (856) 228-5152
E: sthompson@procisionbb.com
W: www.procisionbb.com

For Sale - 10,000 SQ.FT. Office Condominium - End Unit - Price Improvement

PRICE IMPROVEMENT!

121 FRIENDSLANE, NEWTOWN, Pa - Friends Lane Condominium is a campus-like setting is located with the Newtown Business Campus just off Rt. 332 and the intersection of Newtown-Yardley Road. The Buildings feature all single story, grade level individual entrances, individually controlled HVAC systems, tenant access seven days a week, onsite parking for over 300 cars. This unit was recently renovated with many upgraded features and finishes that could accommodate various uses.

• 10,000 sq.ft. of Office Space
• Recently Renovated -Impeccable Finishes
• Private Street Level Entrance
• End Unit Immediately Next to Parking
• Can Be Sold Separately as Two Units
• Within minutes of restaurants and shopping

For More Info or to schedule an inspection, please contact:
Richard Shore
215.942.5151 x 4
rshore@procisionbb.com

All information furnished regarding this offer is made submitted subject to errors, omissions, change of price, rental or other conditions prior to sale or lease, or withdrawal without notice.



http://procisionbb.com/10000-sq-ft-office-condominium-end-unit/

Motel / Lodging for sale in Cape May County

MOTEL / LODGING FOR SALE IN CAPE MAY COUNTY

Location, Location, Location - The site offers high visibility and excellent exposure to both travelers and tourists alike. Situated on the corner of multiple north/south access roads and close to the Garden State Parkway, this Jersey Shore Business is uniquely positioned. Guests are centrally located and in close proximity to the Cape May Ferry, Cape May Zoo, Cold Spring Village and the southern barrier islands. Boasting a well-established reputation for value and cleanliness, this family-owned business has been proudly operating since the 1970’s. With 34 pet-friendly units including motel rooms, efficiencies and 1 & 2 bedroom units, the year-round facility can accommodate various lodging requirements. There may be the potential for additional development - bring you Land Use expert to explore the possibilities!

Highlights of the Business and site are as follows

• 34 Units - including some efficiencies and 1 & 2 bedroom units
• Large Owner's unit - 2-story, 3 bedroom, 2.5 baths
• Approximately 2 +/- acre corner lot
• Excellent location - high traffic count & visibility
• Open year round
• Amenities include a swimming pool, picnic area, charcoal grills, Wifi and pet friendly rooms
• Motel / Hotel Zoning - potential for additional development on site

Includes: All furniture, fixtures, equipment and goodwill
NEW PRICE - $1,490,000

Disclaimer: The information provided in this listing has been provided by the Seller and Procision Business Brokers has not independently verified this information and has no responsibility for its accuracy or completeness. Procision Business Brokers recommends that you consult with an accountant, attorney and other professionals to represent and assist you in any transaction. Although Procision Business Brokers are glad to arrange a meeting between you, your representatives and the Seller, we are not authorized to make any representations or warranties. You agree to hold Procision Business Brokers and our associated brokers harmless of any misrepresentations made by seller.

Office Space for Lease - Fort Washington PA - Procision Commercial Realty

515 PENNSYLVANIA AVE
Fort Washington, PA

LOCATION - Centrally positioned at the foot of the Fort Washington Interchange, the Site is in close proximity to the Pennsylvania Turnpike and provides easy access to Route 95 and numerous primary corridors throughout PA and the surrounding states. The property provides for great visibility and is ideally located at the entrance to the Fort Washington Business Park on the corner of Pennsylvania Ave and Commerce Dr. Benefits include access to an extensive highway network, availability of a well educated and skilled workforce , numerous food and lodging options nearby, high quality property management and flexibility in meeting the requirements of a prospective tenant. Regional Rail is available just a few blocks away and is within a short walk.

• +/- 3,700 Sf - 14,000 Sf
• Regional Rail – 2 blocks
• Just off the PA Turnpike
• Aggressive Lease Terms
• Plethora of Food Options
• Flexible Office Spaces

For more information
please contact:
Rob Beach, CCIM, CBI
President
856.228.5151 ext. 1
rbeach@procisionbb.com

http://procisionbb.com/office-space-lease-fort-washington-pa/

Industrial Build to Suit Opportunity

INDUSTRIAL DEVELOPMENT OPPORTUNITY

Ivyland Rd Warminster, PA
Build-to-Suit Opportunity

LOCATION – Centrally positioned in Bucks County, the Site is in close proximity to the Pennsylvania Turnpike and provides easy access to Route 95 and various east/west corridors throughout PA. The property is located on Ivlyland Rd and sits in an industrial area directly behind a 300K sf Industrial building at 955 Mearns. Benefits include access to an extensive highway network, availability of a well educated and skilled workforce , numerous shopping and food options nearby, high quality property management and as a blank canvas, it offers great flexibility in meeting the requirements of a prospective tenant.

• Development : +/- 250,000 sf
• Lot Size: +/- 20 Acres
• APN: 49-009-079
• Zoning: Industrial
• Municipality: Warminster
• Flexibility: Blank Canvas

For more information
please contact:
Rob Beach, CCIM, CBI
President
856.228.5151 ext. 1
rbeach@procisionbb.com

http://procisionbb.com/industrial-build-suit-opportunity/

Around the Web: A Month in Summary

A recent article from Divestopedia entitled “To Sell Your Business, Start with the End in Mind” explains the importance of planning your exit strategy in the early stages of your business. The article points out that emotion plays a big part in humans' decision making process, and when a potential buyer perceives that the owner has not prepared a company for sale, they associate this with uncertainty, effort and stress that will accompany rebuilding the business.
Focusing on building your company's culture is also very important for exit planning because a well-established company culture will continue to endure after you're gone. Creating a self-sustaining culture that involves talented employees, succession plans for key people, talent acquisition and talent retention can help your business be seen as more valuable in the future.
Click here to read the full article.
A recent article posted on BizJournals.com entitled “How to know when the ride is over and it's time to get off” gives an overview of how to know when to exit your business and how to be prepared when the time is right. Here are 4 signs that it might be time to sell your business:

1. Your health is declining or your business is negatively affecting your health
2. You've lost your passion for the business
3. Your priorities have changed and the business is no longer your top priority
4. You are hesitant or unable to invest money in the growth of your business

Business owners should periodically review these factors and ask themselves if they are still the right person for the job. It's also good to consult with a trusted advisor to start planning an exit strategy now so you're prepared when the time comes to sell all or part of your business.
Click here to read the full article.
A recent article posted on Forbes.com entitled “Business Value And Lottery Tickets” explains how you have to be realistic about your goals for your business especially in how they relate to your exit plan in the future. Take a look at how your business is doing and then quantify your goals for your business by asking yourself questions such as “How much money do I need to have when I leave my business?”
Next, you need to figure out a plan for your business to grow enough to reach those goals. The article states three common problems that owners have in this situation:

1. Relying on assumptions instead of consulting with an exit-planning advisor
2. Trying to do everything instead of delegating
3. Remaining stagnant instead of taking on new roles to ignite change in the business

It is also important to have a good management team in place to help you achieve your goals. It's not luck, and you have to look at the numbers and facts to get your business where you need it to be for a successful exit.
Click here to read the full article.
A recent article from the Axial Forum entitled “How to Handle Risky Customer Concentration in an M&A Target” explains the best practices to follow if a potential acquisition has a lot of customer concentration. In many companies, it's common for 20% of customers to account for 80% of the company's revenue. In this case, it is vital to talk to multiple people within these important accounts and ask a variety of questions to make sure you find out how their relationship with the company is really structured.
Most importantly, you want to ask the contact how likely they would be to recommend the target company to another colleague, which in turn will help you determine the Net Promoter Score (NPS) rating of the company. The NPS is very useful because it has statistically shown that higher rated companies are more profitable, outpace their competitors, and have stronger cross-selling opportunities.
It's a good practice to look deeper into a company's relationships with its customers when acquiring a business that you'll want to eventually grow.
Click here to read the full article.
A recent article posted on The Standard entitled “Do you have a business you are eyeing? Consider these tips before taking the leap” explores a variety of factors to take into consideration before buying a business. Here are some things to think about when making the decision to buy:

1. Evaluate yourself and make sure you have the skills to take on the specific type of business
2. Find out why the business is being sold
3. Carry out due diligence in screening the business so there's no surprises along the way
4. Obtain a professional valuation of the business
5. Close the deal and consider using a legal officer for the final process

Always be sure to find out the good and the bad before you decide to purchase a business.

http://procisionbb.com/around-the-web-a-month-in-summary-4/

When Two Million Dollars is Just Not Enough by Procision Commercial Realty

Not everyone wants to sell when they feel as though they have to sell. Life changes, such as divorce or illness, can trigger the sale of a business. Everything from declining business revenue to partnership problems and more can send business owners scrambling for the exit sign. However, selling isn't always an option, especially for small businesses. In this article, we will take a closer look at just such a situation.

The business under consideration is a successful distribution business, which is also a classic example of a value-enhanced business. The two owners each draw several hundred thousand from the business each year to go along with a range of other benefits. If hypothetically, the business was to sell for $2 million dollars, each of the owners would receive approximately $1 million. Of course, this sounds like a sizable amount. So, what is the problem?

When one stops to factor in such variables as taxes, closing expenses and debt, that $1 million-dollar number has shrunk dramatically, leaving each owner with much less, perhaps as little as just two years of income. In such a situation, selling isn't a great idea. Many owners of small companies want to “cash in” and retire only to discover that their business isn't worth enough to do so.

Owners who want to retire but can't afford to do so are in a difficult position. Such owners may have already “checked out” mentally and in the process, have lost their focus resulting in a failure to both invest financially and creatively in the business. In turn, this decreases the value of the business even more, as competitors may likely move in to fill the void.

So, what does all of this mean for business owners? Business owners don't want to get stuck in the position we discussed thus far. Instead, business owners want to sell at the optimal moment, when a business is at its high point and the owners are not considering retiring and feel as though they have to sell.

Determining when is the best time to sell can be one of the single smartest business decisions that a business owner ever makes. Working with a professional and experienced business broker is a fast and simple way to determine if the time is right to sell your business or if you should wait. Waiting until the optimal moment to sell has passed you by could be a painful experience.

Around the Web: A Month in Summary

A recent article posted on Forbes.com entitled “Small Business Owners Are Retiring, And Millennials May Not Fill The Gap On America's Main Street” uses the closing of a 235-year-old hardware store to prove a startling fact: the Millennial generation may not be suited to take over small business ownership like the generations before them. In the case of Elwood Adams Hardware, which has seen a multitude of owners over the last almost two and a half centuries, the current owner simply couldn't find a buyer.
While student loan debt and an inclination to pursue work in the gig economy may be factors in this unwillingness to take on small business ownership, their age may actually be the driving factor. The article mentions that the sweet spot for entrepreneurship is typically the 40's, so it may take some time to truly see if millennials are suited for small business ownership.
Click here to read the full article.
A recent article from the Axial Forum entitled “Five Due Diligence Pitfalls and How to Avoid Them” outlines some common mistakes and pitfalls that are made during the due diligence process and gives tips on how to navigate the due diligence waters. The pitfalls include:

1. Missed Opportunities
2. Pointless Provisions
3. Red Flags at the 11^th Hour
4. Poor Communication
5. Leaving Money on the Table

Avoiding these five things won't guarantee success, but doing so can definitely help give an owner the best chance at success. Buying a business is not an easy process, but knowing what to expect, what to avoid, and how to maximize the value of a dollar can go a long way.
Click here to read the full article.

A recent article posted on Divestopedia.com entitled “The Investment Banking Landscape: Different Types of M&A Firms” gives an overview of the different types of M&A firms as well as how they can be useful in different situations. Owners interested in selling should know how each type of firm works and how each could be of use to them during the sale of their business. The following represent these different types of firm:

1. Boutique Investment Firms
2. Regional Investment Banks
3. Bulge Bracket Investment Banks
4. M&A Advisory Firms
5. Business Brokerage

Each of these types of M&A firms has its own benefits and drawbacks, so it is very important for an owner to understand and explore the options available to them before settling on one.
Click here to read the full article.

A recent article posted on BizBuySell.com entitled “Small Business Transactions Reach Record High As Buyers Shrug Off Amazon Effect” explores business transaction data from the third quarter of 2017. As outlined by the report, closed transactions numbered 2,589 in the third quarter, up 24% from the same time period last year. This quarter continues the overall trend of quarter-over-quarter growth in reported transactions going back two years.
Increases in median revenue and cash flow of sold businesses as well as a decrease in the median time to sell a business show a strengthening small business sector and an improving overall market. Although retail has taken a hit from the “Amazon Effect,” retail transactions are actually up 23% since this time last year. Read the full report by clicking the link below.
Click here to read the full article.

A recent article posted on BizJournals.com entitled “Closely-held Businesses Head Toward a Slippery Slope” explores a startling truth about small businesses in the United States: around 60 percent of owners will likely retire within the next 10 years. On the surface, this may sound unimportant or irrelevant to the small business world. But just beyond the surface lies the fact that almost 70 percent of successions fail. But still, what does this mean for the small business sector?
Finding a suitable well-trained successor will be of absolute necessity within the next 10 years for these 60 percent of retiring owners. Failure is inherently more common than success post-transition, so finding qualified individuals to take over will be paramount to continued small business success in the United States.

http://procisionbb.com/around-the-web-a-month-in-summary-2/

Three Common Errors Caused by Inexperience

The old saying that “there is no replacement for experience” is a truism that has stood the test of time. The simple fact is that a lack of experience can dismantle your deal.

Consider the following scenario – a business owner nearing retirement owns a multi-location retail operation that is doing several million in annual sales. He interviews a well-respected and experienced intermediary and is impressed.

However, the business owner's niece has recently received her MBA and has told her uncle that she can handle the sale of his business and in the process, save him a bundle. On paper, everything sounds fine, but as it turns out the lack of experience gives this business owner less than optimal results.

Let's take a look at a few problems that recently arose with our nameless, but successful, business owner and his well-meaning and smart, but inexperienced niece.

Error #1 No Confidentiality Agreements

One problem is that the business owner and his niece don't use confidentiality agreements with prospective buyers. As a result, competitors, suppliers, employees and customers all learn that the business is available for sale. Of course, learning that the business is for sale could cause a range of problems, as both employees and suppliers get nervous about what the sale could mean. Ultimately, this could undermine the sale of the business.

Error #2 Incorrect Financials

Another problem is that the inexperienced MBA was supposed to prepare an offering memorandum. In the process, she compiled some financials together that had not been audited. While on paper this seemed like a small mistake, it failed to include several hundred thousand dollars the owner took. He simply forgot to mention this piece of information to his niece. Clearly this mishap dramatically impacted the numbers. Additionally, this lack of information would likely result in lower offers as well as lower bids, or even decrease overall prospective buyer interest.

Error #3 Failing to Include the CFO

A third key mistake in this unfortunate story was a failure to bring in the CFO. The niece felt that she could handle the financial details, but in the end, her assumption was incorrect. The owner and the niece failed to realize that prospective buyers would want to meet with their CFO, and that he would be involved in the due diligence process. In short, not bringing the CFO on board early in the process was a blunder that greatly complicated the process.

The problem is clear. Selling a business, any business, is far too important for an amateur. When it comes time to sell your business, you want an experienced business broker with a great track record. Again, there is no replacing experience.

http://procisionbb.com/three-common-errors-caused-by-inexperience/

Press Release - Procision Welcomes Marc Greisler to Advisory Team

Procision Business Brokers and Commercial Realty is proud to announce the addition of Marc Greisler as Vice President of Retail. As a well-established Commercial Real Estate professional, Marc brings vast experience in various Real Estate services, including investment sales, leasing, asset management, development and finance. During his stellar career, he has specialized in Highway Commercial, Shopping Centers and NNN Investment Sales throughout the Mid-Atlantic region and nationally. With a large and stable client base of high net worth individuals, private equity, and institutional investors, Mr. Greisler has developed a proven track record of success and is a go to resource in the marketplace.

Marc is a graduate of St. John’s University’s prestigious Business Program and has extensive training in the Commercial Real Estate field. Previously, he worked in the Retail Investment Sales Group for Marcus & Millichap and most recently, functioned as a valuable member of Gelcor Realty. Consistent with the company’s core mission, Marc will continue his role as consultant and broker and as natural extension of his Retail Real Estate expertise, he will expand his services to include Business Brokerage and Business Dispositions going forward.
Procision Business Brokers and Commercial Realty is a Business Advisory Group that provides Comprehensive Solutions for the needs of Business Owners, Investors, Landlords and Tenants in the Greater Philadelphia and Southern New Jersey Region. With offices in Bucks County, PA and Gloucester County, NJ, Procision’s offerings include the following synergistic Suite of Services:

• PROCISION COMMERCIAL REALTY - Investment sales, Landlord and Tenant leasing representation, Asset Management and Consulting services
• PROCISION BUSINESS BROKERS - M&A Brokerage and Business Consulting including Business Valuations and Exit Planning services

Procision’s unwavering Mission is to function as a Trusted Business Advisor and create superior value for their Clients.
For more information, please visit them at www.Procisionbb.com or call 856-228-5151.

http://procisionbb.com/press-release-procision-welcomes-marc-greisler-advisory-team/

It’s Time To Embrace CSR (Corporate Social Responsibility)

If you are unfamiliar with CSR or corporate social responsibility, you are certainly not alone. In the coming years, you'll be hearing a lot about CSR. In this article, we'll look at CSR and how, when implemented with sincerity, it can positively impact your company and its operation.

Building Your CSR Locally

One of the key ways that you can build your CSR is to think about ways to help your community. Contributing to local community programs, for example, is a great place to start. Everything from personal involvement to direct financial support can help build your company's reputation within your community.

Your Connection to the Environment

A second way to build your CSR is to show that your company is thinking about its impact on the environment. Recycling is important but so is using eco-friendly packaging and containers. Additionally, embracing low-emission and high mileage vehicles is another good step as this lowers your company's carbon footprint.

Advertising and Good PR

A third area to consider is how your company interacts with the marketplace. Using responsible advertising, business conduct and public relations is a savvy move. Likewise, providing fair treatment of your shareholders, suppliers and vendors and contractors will all help to improve your CSR.
Yet, one of the single most important areas of corporate social responsibility occurs in the workplace. The advent of social media has helped fuel the dispersal of information. If your business isn't treating its employees in a fair manner and/or has unsafe work conditions or unfair employment practices, the word will eventually get out. There has never been a more important time to treat your employees well.

Embracing CSR serves to increase shareholder and investor interest. In short, it is expected. Socially-conscious companies are considered smart and stable investments. A company that has fully embraced CSR will find greater buyer interest and even a higher selling price when the time comes to sell. Most buyers want excellent customer loyalty with no skeletons hiding in a company's closet. They also are seeking happy and loyal employees, low employee turnover and for a company to have a good reputation within a community. CSR helps achieve all of these goals and more.

Ultimately, corporate social responsibility works to create additional value. When you invest in CSR, you are investing in achieving a higher selling price and making your business more attractive to sellers. Summed up another way, you can't afford not to think about this topic.


http://procisionbb.com/its-time-to-embrace-csr-corporate-social-responsibility/

Crescent Business Center For Lease by Procision Commercial Realty

Great for Office, Light Assembly, Engineering and Many Other Uses.

The Business Center is located on the North bound side of US Route 130 in Pennsauken, New Jersey. The park is located within a half mile from the Betsy Ross Bridge and has easy access to the Betsy Ross Bridge, Tacony-Palmyra Bridge, US Route 130, RT 73, I-295, and the NJ Turnpike.


The highlights of the opportunity are as follows:

• Up to 19,964 sq.ft.
• Street Signage on Route 130
• 100% Drop Ceiling Air-Conditioned
• Recent Renovated
• Office Furniture Available
  
• Ample Parking
• One Tailgate Loading Dock

For More Info or to schedule an inspection, please contact:
Richard Shore
856.228.5151 x 4
rshore@procisionbb.com

http://procisionbb.com/crescent-business-center-lease-procision-commercial-realty/