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Clarity

Andrew Rogerson CM&AP, M&AMI, CBI, CBB, CMEA, CSBA, CERT TAX

Sacramento, California Area

Certified Mergers & Acquisition Professional (CM&AP), Mergers & Acquisition Master Intermediary (M&AMI), Certified Business Intermediary (CBI), 5 time business owner, author specializing in helping entrepreneur's sell a business, value a business or buy the rights to a franchise. For more information visit https://www.rogersonbusinessservices.com

$2.92/min

12 Calls

7 Reviews

36 minutes
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Management Consulting Business Consulting Business Valuation Mergers & Acquisitions Franchising Sell Side Exit Strategies

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Sell a Business

Ready to sell your business but not sure where to start? As a Certified Business Broker for over 8 years and having helped in over 45 transactions that closed. let me know your questions so I can help you sell your business and move to the next challenge in your life.

http://www.rogersonbusinessservices.com/services/sell-a-business

Sell a Medical Practice

Ready to sell your medical practice but not sure where to start? As a Certified Business Broker with over 8 years including the sale of medical practices, let me help you with my expertise so you are successful.

http://www.rogersonbusinessservices.com/services/sell-a-medical-practice

Business Valuation

If you are selling a business or buying a business and have questions about its value, let me help answer your questions. I am a Certified Business Broker and have closed over 85 transactions. Let me help you put my expertise to work for you.

Mergers & Acquisition

The sale of privately held businesses gets broken down into different market segments. The market segments tend to change with the annual gross revenue of the business. For example, a business with less than $2 million in annual gross revenue is considered a Main Street business. A business with $2 million to $10 million is considered Lower Middle Market. A business with $10 million to $250 million in annual revenue is middle market. The reason the market breaks own a business with these annual gross revenue numbers is that different buyers have different reasons for making an acquisition and different financing strategies will be used. As a Certified Mergers and Acquisition Professional (CM&AP) and Mergers & Acquisition Master Intermediary with M&A Source, let me know if I can help you with a question regarding a Merger & Acquisition.

Answers 5
Reviews 7

Answers

Andrew Rogerson CM&AP, M&AMI, CBI, CBB, CMEA, CSBA, CERT TAX answered

After moving on from my startup, someone approached me with an offer to buy. What are some strategies for successful negotiation?

The start of any successful negotiations is to know what you want as one party in the transaction. If you know what you want and don't get it then you walk. If you don't know what you want then you are in the same place before you knew someone was interested so toss a coin with heads you sell and tales you don't.

Also, most sellers way over estimate the value of their business. A business is only worth what someone will pay for it. It's value is generally modeled around cashflow or how much revenue it generates or what the owner gets to keep in their pocket. If you think your business is worth $35,000 then its not making much money and sounds more like a hobby. To help you decide whether or not to sell, do you have the heart to keep going for the long term or is it time to try something else.

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Exit Strategies

Early-stage Startups

Andrew Rogerson CM&AP, M&AMI, CBI, CBB, CMEA, CSBA, CERT TAX answered

My company is growing and expanding.. do you suggest franchise or partnerships?

It's perhaps a good question but there are other more important questions only you can answer. Where is your business going under your ownership? Is there something that makes it unique that will attract more customers and be attractive to a partner or franchisee? Have you done cost and time analyses? What does your business plan suggest? What help would you need to get to the next level and what would that cost? And many more questions. Now...where do you want to go?

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Franchise Consulting

Strategic Partnerships

Branding & Identity

Andrew Rogerson CM&AP, M&AMI, CBI, CBB, CMEA, CSBA, CERT TAX answered

How do you sell a business without looking 'desperate'?

What do you see when you look at the stock market over the last two weeks? The Dow was down over 900 points this morning. Why are you even thinking of selling your business in this sort of market when there are no buyers?

If the above makes sense to you then its wrong. The Dow recovered because buyers saw an opportunity and the Dow recovered to be down about 250 points. As I write this is its about 480 points down.

The bottom line. You have your reasons for selling. A buyer will buy for their reasons. You have to find the right buyer which normally takes time and presenting your business as professionally as you can and having experienced advisors around you to help you be successful. If you are highly motivated to sell, try to solve what's causing you to be highly motivated so you can just be a motivated seller and let the market do what it does; bring together a willing buyer and a willing seller.

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Exit Strategies

M&A experience

Strategic M&A

Andrew Rogerson CM&AP, M&AMI, CBI, CBB, CMEA, CSBA, CERT TAX answered

When looking to sell my company, how can I determine its value if it's service based and has no subscription model?

It's tempting to just look at the answer from your perspective. It's better to broaden the picture. Who is your buyer? What are they willing to pay? Is the business attractive to a buyer? If a buyer comes along and they need finance, are you willing to provide seller finance? A business sells because there is a motivated seller who meets a motivated buyer and both parties know all the details about the transaction. The sale may include a lease transferring to the buyer, the buyer getting a third party loan such as an SBA loan which the lender completely controls. This is what I do. I help a motivated seller by valuing and then selling their businesses to a motivated buyer and I make sure everything is fully and completely disclosed so all parties are protected. I also assist the buyer getting an SBA loan if that is part of their need. Additionally and just as importantly, I protect the business by handling everything confidentially. If the business has employees, suppliers or vendors that it does business and it has customers, its important none of these know the business is for sale or it can damage the value of the business. In this model I've just described, the value of the business is a function of its gross revenue and SDE or Sellers Discretionary Earnings. If you'd like to chat I am happy to explain more. Thanks.

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Exit Strategies

Valuation

Exits

Andrew Rogerson CM&AP, M&AMI, CBI, CBB, CMEA, CSBA, CERT TAX answered

How much is my Amazon FBA business worth?

If you would like some comments from a business broker I would share the following with you.

1. If you are looking to sell your business and are motivated to sell, look at things from a buyers perspective. If you are only willing to sell to meet a set of criteria that works for you it will be hard to find a buyer and ultimately close the sale of your business.
2. Your opening paragraph says you have been running your ecommerce business for 3 years and getting good sales from Amazon but you've been investing every penny back into the business. If your plan is to sell the business and then start a new business and do it bigger wouldn't it be best to keep your current business and make it bigger and better seeing you know it so well and have learned so much?
3. There are different metrics to value a business. A critical metric is how much the owner keeps after all his expenses or what is called Sellers Discretionary Earnings. This is one of the most important metrics as a business with lots of gross revenue doesn't mean its worth anything. For example, if you have a business with $1 million in gross revenue and expenses of $1.2 million to run that business its not too attractive unless the buyer is taking out a competitor. If you have a business with $1 million in gross revenue and expenses of $500,000 that's worth a lot more.
4. Most buyers need to get a loan to buy a business. A lender will not loan to a buyer if the business isn't making money as it can't service any debt the buyer takes on.
5. A good business broker will always charge for their business valuation. If a seller doesn't want to pay for my business valuation then they don't see any value in the information and skills it takes to be a successful business broker. Plus a good business valuation necessitates asking lots of questions which takes time and knowledge to handle correctly.

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Fulfillment Services

Amazon

eCommerce

Reviews

Amazing advice thank you

Jessica Gonzalez Source: Clarity

Andrew Rogerson is one of the most motivated and talented people I know. His extensive business experience shows in everything that he does, and he did a great job of sharing that knowledge in the books he has written. If you want to work with someone who is bright, experienced and has a high level of integrity, I recommend Andrew without hesitation.

Stephanie Chandler Source: LinkedIn

Working with Andrew was a real pleasure. He takes his business seriously and enjoys helping people. His follow up is great. I happily recommend Andrew's services to anyone who needs them.

Sue Canfield Source: LinkedIn

I had the pleasure of working for and with Andrew for over two years. He was firmly committed to advancing our procurement support services to the client (HP), and was very successful in winning new business opportunities, enabling our team to expand in depth and scope. With Andrew's leadership, we became a trusted and reliable resource for HP management. I'm confident Andrew's drive and determination will ensure success in any and all endeavors.

Bart Colpitts Source: LinkedIn

I had the privilege to work for Andrew Rogerson during a contract with Volt Services at the HP facility in Roseville during 2001 and 2002. It was refreshing to report to an individual with a vast knowledge in business. I have great respect for Andrew and can tell you he conducts his daily business practices with a level of passion not many people possess. With Andrews seasoned ability in both ownership and leadership in regards to the business world, he has placed himself in an industry and compliments his profession. Andrew has put together one of the most comprehensive start up business portfolios on the market. From his multiple certifications to his full line of books on successfully buying a business, he has positioned himself to help the growing number of entrepreneurs reach their goals and dreams.

Jeff Russell Source: LinkedIn

Andrew has worked with us on providing business equipment appraisals and general consulting in the business transfer space. His attention to detail is second to none and his passion for this business is evident when speaking with him. I'd highly recommend Andrew.

Kyle Weinheimer, MSc., CVA Source: LinkedIn

I've known Andrew for several decades. He is both a mentor and an inspiration to me. His personal ethics and integrity are outstanding and uncompromising and his enthusiasm and positive energy are a continuing source of envy for me!
Andrew's devotion to learning and to "getting things right" mean that he is able to speak (and advise) with passion and authority on many subjects, and, equally importantly, to avoid or refer on those (few) subjects where he is not expert.
He's right up there at the top of my hero list, and I have no hesitation in recommending him in any capacity where he professes confidence.

Tony Gilbert Source: LinkedIn

Member since August 2013