BLM No Comments

Bottom Line Management, Inc. Celebrates 30th Anniversary

To celebrate its 30th anniversary Bottom Line Management, Inc. launches a contest offering one hour of complimentary consulting, valuation or brokerage advice to 30 lucky winners.

Since 1987 Bottom Line Management, Inc. (BLM), founded by Certified and Accredited Professional Consultant Loren Marc Schmerler, has helped business owners successfully buy, sell, or valuate their businesses. To celebrate its 30th anniversary, BLM is excited to launch its #30FOR30 campaign, offering 1 hour of complimentary consulting to the first 30 new or existing clients who respond.

Of the 30th anniversary, BLM founder Loren Marc Schmerler says, “For three decades, my philosophy has been: strive to educate my clients, be honest, never insult a person’s intelligence, always be ethical and honorable, and think outside the box to overcome impasses. I am grateful to my past and current clients for the privilege of providing consulting services, and I’m excited to offer complimentary consulting services to 30 new clients in celebration of this milestone anniversary.”

Sign up for the 1 hour complimentary consulting

About Bottom Line Management, Inc.
Bottom Line Management, Inc. (BLM), founded by Certified and Accredited Professional Consultant Loren Marc Schmerler, delivers ethical, professional and personalized business brokerage and consulting services based on in-depth knowledge of current market and industry conditions. With 30 years’ experience assisting clients with selling, buying and valuating businesses in more than 200 industries, BLM has proven its commitment to honesty, fairness, and integrity.

BLM founder Loren Mark Schmerler has served as Sam’s Club quarterly business consultant writer for the past 3 years, is a sought-after public speaker, has presented at conferences for INC. and Entrepreneur Magazines, and regularly teaches continuing education classes at dozens of colleges and universities. Bottom Line Management’s esteemed CEO Emeritus is Catherine Rogers.

BLM No Comments

Top Ten Must-dos When Selling a Business

Are you ready to sell your business? Thinking about starting new adventures? Certain changes you may make now can help you increase your business value. Below are top 10 tips on how to prepare your business for sale from expert, Bottom Line Management, Inc. founder, Loren Marc Schmerler, a Certified Professional Consultant and Accredited Professional Consultant.

Top Ten Must-dos When Selling a Business

  1. Know why you want to sell your business. Make sure it’s a good reason and not just to dump your problems into someone else’s lap.
  2. Give some thought as to what you will do with your time after your business sells. Finding yourself with nothing to do can be very demoralizing.
  3. Make certain that your taxes are current. This includes sales taxes, unemployment taxes, payroll taxes, state income taxes and federal income taxes.
  4. Document all your policies, procedures and controls. Not only will this help during the transition period when you train the buyer, but this will make your business more appealing to the corporate buyer who is accustomed to formal documentation.
  5. If possible, develop and train a strong “second in command” who can fill in for you when necessary. The buyer might be hands-on or hands-off, and having a strong assistant provides flexibility. Many business sales are lost when there is no depth of management.
  6. Review each employee’s strengths and weaknesses and show when they were last reviewed and when they next need to be reviewed by the new owner. Not reviewing an employee on time can cause anxiety and diminish loyalty.
  7. Make sure your financial statements and tax returns are “bullet proof.” You do not want the transaction to fall apart when the buyer or buyer’s CPA finds discrepancies.
  8. Prepare a business and marketing plan that will help a new owner understand where the opportunities for growth exist. This plan should include an Executive Summary that explains why the business was started, how it progressed to its current status and what a new owner should do to take it to the next level.
  9. Select an asking price that is based on reality – not fantasy. Be able to justify it based on a multiple of Owner’s Discretionary Cash Flow. Bad reasons include “it’s what I want”, “this is what I have in it”, “this is what I owe the banks” “I have put blood, sweat and tears over x years into the business.”
  10. Be willing to be flexible on price, terms or both. Deal structure can make or break a transaction. When each party to the transaction is willing to bend, there is a higher probability of success.
Author’s note. After helping sellers and buyers for more than 30 years, I have found that honesty, integrity, full disclosure, patience and a willingness to consider various alternatives makes the probability of success for all parties very high.
BLM No Comments

Take a Small Business Workshop

Can you answer YES to any of the questions below:

  1. Are you tired of working for someone else and want to start your own business?
  2. Are you already in business, but you want to take it to the next level?
  3. Do you want to grow your business to the point where you can sell it for top dollar?
  4. Do you want to know how to create “customer loyalty programs” where referral and repeat business lets your business thrive?
  5. Do you want to know everything you must do to get your business ready for sale?

If so, THEN join us for LIVE, small business workshop, “Maximizing your Bottom Line and Building Sweat Equity” led by Bottom Line Management, Inc. founder, Loren Marc Schmerler and hosted by SCORE North Metro Atlanta, a recognized leader dedicated to helping small businesses.

Learn about the latest business strategies, and get answers to your questions from industry expert, Loren Marc Schmerler, CPC, APC.

 

Register today.

Loren Schmerler No Comments

Get consumers to buy through understanding their reasons for buying

Bryce Sanders
Contributing Writer
Jan 30, 2017
BizBuySell
The consumer drives the economy. Consumer spending is estimated at 70 percent of GDP.

For the health of the economy, the consumer needs to stay in a buying mood. It’s often said the definition of a bargain is when both parties feel they are getting a good deal. So how do you get them buying in your store on your website? How do people decide where to buy goods and services?

Advertised discounts — This is the traditional American model. You go to the mall. Jeans are on sale. The price is great! You buy a pair. It doesn’t matter if you have a dozen pair already at home. It was a deal. A memorable line from the CBS TV series The Nanny was: “It ain’t half off, it ain’t on sale.”

  • Comparison shopping — Finding the best price on the internet has been around for years. People perceive they can get a better deal online because of lower overhead. They will often walk into a retailer and ask them to match the price.
  • Negotiated pricing — This is the Asian model. Bargaining is expected. This process takes time. It’s a form of social interchange. Posted prices weren’t always the standard in the United States. John Wanamaker invented introduced the price tag in 1861.
  • Promotional offers — These are additional discounts not available to everyone. Car dealers might offer an additional discount for past and current members of the armed forces. Previous owners of the same brand may be offered a discount.
  • Private sales — Exclusivity sells. You are given access to merchandise or favorable pricing before the general public. When selection and sizing are a concern, this gets people motivated.
  • Free stuff — The most obvious is free shipping. You’ve heard the Wayfair ads (furniture) with the jingle “And it ships free.” Buy a camera and you get the case thrown in. Thank-you gifts fit into this category. Your public television station might offer promotional incentives based on the tier of membership you choose.
  • Convenience — Gasoline prices vary across the country and on the same highway. Many people will pay a few cents more for the convenience of pulling in immediately vs. crossing the road at the next traffic light and doubling back.
  • Family and relatives — Its assumed friends and family get a better deal. Cellphone companies use this strategy. Years ago, the Lebenthal Municipal Bond firm advertised, “At Lebenthal, we treat you like family.”
  • Scarcity — Each Christmas comes with its “Must have” toys. Hatchimals were big in 2016. The deadline is Christmas Day. If a store has it, you will drive a distance or stand in line for hours. Price is secondary.
  • Prestige — Why do people pay thousands for handbags? It’s been said 85 percent of Japanese women own a Louis Vuitton item. These items never go on sale. Distribution is tightly controlled. Prices are high. If you own one, everyone has a good idea exactly how much you paid.
  • Auctions — Items in short supply turn up on the secondary market. Whether it’s a global firm like Sotheby’s, a rising regional firm like Rago Auctions or eBay, that Hermes handbag will likely be available. The market price is driven by demand at that moment.
  • Desperation — When it’s 11 p.m. on a Saturday night and you need a quart of milk, you really don’t care what the all-night convenience store intends to charge.
  • Countdowns — These are often associated with “Going out of business” sales, but outlet stores sometimes use the same logic. Prices are 10 percent off this week, but 20 percent off next week. You would like the better pricing, but are taking a risk the same piece of furniture will still be on the floor when the price drops.
  • Loyalty — Many people want to recycle money in their own community. They will make a conscious decision to patronize their local hardware store instead of a big-box retailer. Sometimes they might pay slightly more, but a relationship comes with the purchase.
  • Donations to charity — Some businesses promote their charitable giving. Others pledge a certain amount of profits to a charity. They might just mention for every purchase made, they will make a gift to XYZ charity. People buy to indirectly support the cause.

People make buying decisions for many reasons. Which can be adopted by your business?

Loren Schmerler No Comments

Questions Business Owners Ask Me and the Answers I Give Them

bbpLoren Marc Schmerler, President and Founder of Bottom Line Management, Inc. contributed “Questions Business Owners Ask Me and the Answers I Give Them” article for Business Broker Press, an organization dedicated to support the business brokerage industry.

 

  1. How much is my business worth?
    The correct answer is the price a Buyer offers you that you are willing to accept. It makes no difference whether you are making money or losing money. It makes no difference whether sales are increasing, declining or flat. It makes no difference how much blood, sweat and tears you have put into your business. It makes no difference how much money you have invested in the business. It makes no difference how much money you owe to the bank or to yourself. It makes no difference what a business valuation or appraisal says. It makes no difference what your hard assets are. It makes no difference what your customer list or client list contains. It makes no difference what your patents or service marks cost you. It makes no difference whether you are a Franchiser, Franchisee, Licensor, Licensee, Distributor or Independent Contractor. The bottom line is that what you finally accept is what your business is worth.
  2. How long will it take to sell my business?
    The correct answer is no one knows for sure. But I tell my clients that the average time is seven months from listing to closing. For companies that sell for $1 million or more, the average is nine to twelve months. But I also explain that the quickest I ever sold a business was one week, and the longest it ever took me to sell a business was six years. Additionally, I explain that price and terms sell a business. The lower the price the more affordable the business will be. The lower the down payment, the more people will be able to consider it. The greater the amount of owner financing, the easier the business will be to sell.
  3. Is there anything I can do to make my business more desirable?
    The answer is yes. The most important thing you can do is to put your ego aside and not make the business dependent upon you. Ideally, the goodwill of the business should be at the lowest level that interfaces with customers or clients. This means that you want to hire and keep employees that make your customers happy with high quality work and excellent customer service.
  4. Is there anything I should not due during the listing period?
    The answer is that you should not slack off in any way. You need to stay focused and operate your business as if it will never sell. You need to work as hard or harder no matter how burned out you feel. Do not make any major changes during the listing period. Try to retain all good and excellent employees and remove those that are not contributing as they should. Try to keep your inventory fresh and eliminate any obsolete items. Keep your equipment and machinery well maintained and properly functioning.
  5. What is due diligence?
    It is the process where the Buyer examines all your books and records , gets approved by the Landlord, gets approved (if applicable) by the Franchiser, Licenser, Distributor, bank, etc. Your books and records need to be current and “bullet proof.” Your tax returns for payroll taxes, sales tax, state income tax, federal income tax, county income tax, city income tax and any other municipality taxes are 100% current. Your various licenses need to be current whether or not the buyer will have to apply for their own. You want to fully disclose everything and not leave any skeletons in the closet.
  6. What else do you suggest I do to impress a Buyer?
    Have a job description for each employee. Put together a Policies and Procedures Manual. This will make the corporate buyer feel more comfortable about taking over the reins. Make sure all your employee reviews are current. The last thing a new owner wants to do is to sit down in a vacuum with an employee who is expecting a raise. Make sure you clean everything that is dirty. Make sure you fix anything that is broken. You do not want the Buyer to wonder what else might be a potential problem. Prepare a business plan and/or marketing plan to show the Buyer how he or she can grow the business. Put together a transition plan that shows the Buyer how you will assist them daily for a period of 28 days. The Buyer may not want you for the full transition period, but at least you are showing that you have thought it through and are willing to make yourself available.
  7. What happens if I agree to do some owner financing and the Buyer misses a payment?
    The way the closing attorney prepares the paperwork, if a Buyer misses a rent payment or a note payment, it is considered an event of default under the note. This will allow you to take back the business in a worst-case scenario or enter into serious discussions to protect your financial interests. While the best outcome is a Seller getting paid all their money and a Buyer being successful, you must plan for the worst and hope for the best. But I also tell my clients that they should never sell their business to a person they feel will not treat their employees, customers, clients or vendors properly. If you ever get a knot in your stomach during the negotiation that is the time to throw in the towel and let me gently explain to the Buyer that you do not feel it is a good fit.

I hope this list of questions and answers has been helpful. I offer a free no obligation consultation 7 days/7 nights should you wish to discuss the sale of your business or the purchase of another business. Loren Marc Schmerler, CPC, APC, President, Bottom Line Management, Inc., 404-550-1417 www.BOTLINE.com.

Loren Schmerler No Comments

How to Get Emotionally, Psychologically and Financially Prepared for the Sale of Your Business

bbpLoren Marc Schmerler, President and Founder of Bottom Line Management, Inc. contributed “How to Get Emotionally, Psychologically and Financially Prepared for the Sale of Your Business” article for Business Broker Press, an organization dedicated to support the business brokerage industry.

Selling a business is a very daunting task. It is hard to be objective when you have devoted five, ten, twenty or more years towards creating and growing a business that has enabled you and your family to live comfortably. But during this time period, you have built up unrealized wealth that is tied up in the equity of your business. Only by selling your business can you adequately extract that equity and convert it to liquid assets. The process is very time consuming and very emotional. There are many issues you need to consider such as:

  1. What will you do with yourself after your business is sold? Will you travel, visit grandchildren, start a new venture, care for aging parents, etc.?
  2. Will you realize adequate funds from the sale of your business to have a comfortable lifestyle?
  3. How will you handle your medical insurance needs? If you had a company plan during the time you owned your business, you may not be able to obtain another similar plan. If you are 65, you can resort to Medicare and a Supplemental Medical and Drug Policy.
  4. Will you provide some amount of owner financing to help the buyer make the purchase? If you do, you can realize rates of return of 6% or more which is superior to what banks and money markets pay.
  5. Are you concerned about what your adult children will do when their jobs have been eliminated? They will need to seek out other employment which may take some time. But if they do not have the net worth and liquid assets to buy your business, you must put yourself first. You can always provide minor financial assistance while they are getting back on their feet.
  6. Will you invest part of your sales proceeds to generate additional investment income? You will want to seek the counsel of a Certified Financial Planner.
  7. What type financial intermediary will you use to help you sell your business? You will want someone with a proven track record and many testimonials. At a minimum, the person should have 15 to 20 years of experience putting buyers and sellers together. He or she must be an expert at “thinking outside the box” since they will need to help break deadlocks when necessary.
  8. Make sure you meet with your CPA to understand the tax implications of selling your business. Should it be an asset sale or a stock sale? Should it be an installment sale? Should you only sell part of your business by taking on a partner?
  9. The intermediary professionals working at Bottom Line Management, Inc. can either answer your questions or steer you towards other professionals who can become part of the team.

Loren Marc Schmerler, CPC, APC
President and Founder
Bottom Line Management, Inc.
www.BOTLINE.com

Loren Schmerler No Comments

Internationally Recognized and Award Winning Exhibit House

Featured Business
Great buying opportunity available.

This company is a full-service exhibit house specializing in custom designed and fabricated trade show exhibits. The Company designs, fabricates, provides graphics, manages, ships, installs and dismantles displays and exhibits at trade shows, consumer events, and in-store displays. The Company creates high touch-point experiences highlighting brand, theme, and communication for greater results.

Detailed Information

  • Inventory:Included in asking price
  • Facilities: 16,338 square foot office/warehouse. Lease expires 12/31/15.
  • Competition: Very few companies can match what this company has to offer.
  • Growth & Expansion: Hiring additional salespersons is the way to go.
  • Financing: negotiable
  • Support & Training: Owners will stay on for up to one year with suitable compensation.
  • Reason for Selling: Other business interests.

Financial Details

  • Asking Price: $1,800,000
  • Gross Income: $1,900,000
  • Cash Flow: N/A
  • EBITDA: $254,000
  • FF&E: N/A
  • Inventory: N/A
  • Real Estate: N/A
  • Established: 2003
  • Employees: 9 + owners

Contact Us

Contact Bottom Line Management, Inc. today for buying details via: phone: (770) 977-7334 or email: info@botline.com

Or simply complete the online form below and we will contact you shortly:

Buy A Business Form

Loren Schmerler No Comments

Nine Steps to Better Due Diligence, Closing Deals

Loren Marc Schmerler, President and Founder of Bottom Line Management, Inc.

Loren Marc Schmerler, President and Founder of Bottom Line Management, Inc.

Third in a series on Business Brokering
Buyer and seller strike a deal, but a thorough due diligence can either seal or sink that deal.

Georgia Association of Business Brokers Vice President Mike Ramatowski moderated a panel discussion at the July meeting on getting buyers and sellers through due diligence and to the closing table. Panelists were GABB Board Member Loren Marc Schmerler, CPC, APC, President and Founder of Bottom Line Management, Inc.; Kim Romaner, President of Transworld Business Advisors, who has 30 years of corporate and entrepreneurial experience in sales, marketing, operations and technology; and attorney Sarah Wheeler of Moore & Reese. Read more

Loren Schmerler No Comments

Sports Oriented, Home-Based Business With Heavy Technology

Looking for a great and profitable business to own and operate, look no further. This recreation/sports oriented business provides a great opportunity for anyone who loves sports and wants to be their own boss.

Business Description
This business attracts sports junkies year round. If you love competition, you will love this business. The business can be operated in other cities at the same time as in Atlanta. If you love sports and marketing, this is the business for you.

Financial Details

  • Asking Price: $300,000
  • Gross Income: $159,041
  • Cash Flow: $73,753
  • EBITDA: N/A
  • FF&E: N/A
  • Inventory: N/A
  • Real Estate: N/A
  • Established: 2006
  • Employees: 3 part-time.

Detailed Information

Facilities: This is a home based business with very few expenses.

Competition: There are a few other competitors, but this business is #2 in several cities and #1 in others. It is the second largest of its kind.

Growth & Expansion: This business grows through extensive word-of-mouth.

Financing: $130,000 down with $170,000 @ 6% over 10 yrs with 3 yr balloon.

Support & Training: The owners will provide 4 weeks of training included in the purchase price. They are also available by phone post-closing.

Reason for Selling: Retirement.


Contact Us

Contact Bottom Line Management, Inc. today for buying details via:

phone: (770) 977-7334 or
email: info@botline.com
Or simply complete the online form below and we will contact you shortly:

Buy A Business Form