Author Archives: Scott

About Scott

Scott M. Messinger is a former and current business owner that has directly purchased multiple businesses to support organic growth. Former owner of successful production/manufacturing/distribution business of 20 years that was successfully sold and transitioned. Member of Gateway Business Advisors with offices in Jacksonville Fl, Anderson SC,and member of the Business Broker of Florida Assn. Business interest includes the fields of management,water, energy savings, marketing. For a FREE current listing of Businesses FOR sale see: www.sellabusinessflorida.com

We Suck Less

By | | , , , , , , , ,
4 Comments

Currently I am a Business Broker in Florida working with business owners in the process of buying and selling businesses.  Back in 1985 I was working for (a Texas based Technology company ). We were bidding on a very large multi-million dollar computer based project for the Los Angeles Unified School District (LAUSD). Part of the bidding process involved all us potential vendors travelling via buses throughout the Los Angeles area viewing a dozen of the 700+ schools that would potentially buy and use our systems.

The Importance Of Smart Marketing

While driving thru the various areas of LA I had seen white billboards with 3 words on them WE SUCK LESS. I saw this billboard in several different parts of the city. After repeatedly seeing that same sign in the various communities, I asked a local contact regarding the purpose of that billboard, or rather what it meant. I was told that it was a marketing campaign of a local radio station. The premise was – We’re not the best, We’re not number one, We’re not perfect, But We Suck Less than our competitors, and therefore customers/listeners should tend our way. “Were not perfect, we may not be very good, but we suck less than your other options”…

We Suck Less

As we continued the 2 day journey throughout the city, that concept really struck a nerve. It really wasn’t a premise or concept that was even remotely familiar to me. This approach, while just in jest… I think, just hit me as so unusual, that I found myself sharing this story many times over the last 25+ years. Ironically I have also crossed paths with various businesses and business situations over the years that prompted me to recall this ” business concept”.

Is this concept completely hypothetical, or does it truly exist? Has anyone else seen this in action in certain business environments? As a business broker I get to see the inner workings of many companies and mostly I witness hard working well meaning business owners.  But, is it possible that this could be an approach of a business, or just the result of many years of apathy, poor management, or some other larger problem?

Set The Bar High

I really really think we all our wired to “set the bar very high”, we strive to be very good, we want to be the best, some seek perfection even knowing its not possible but keeping it as a goal nonetheless. But to non- chalantly say, “I just have to suck less than the next guy” and as a result of that approach my business will advance to me is somewhat mind numbing.

I recognize faults and imperfections occur in my own business practices. I’ve always felt that it is important that I remain my own toughest critic. As a business broker that helps business owners sell businesses and individuals buy businesses communication is very important. Promptly returning emails and phone calls to me is an essential, and is just mandated.

Treating business relationships with respect, honesty and effort is important to me. Is it easy for someone to fall into the trap that since my colleagues/competitors don’t return emails/phones calls for 4-5 days or never then, if I wait 2-3 days to return a call or email, that makes me better than my competitors. Is this possibly the mindset of some in business? Can one be satisfied with the approach of just not being as bad as the others?- I don’t know. As a business broker and professional, I do know I may see this play out in other businesses, but certainly not mine.

But I do know Striving to “Suck Less”, to me just sucks. I really don’t know if it is a conscious business concept by some, but I do believe I have seen some resemblance of this approach. I also know that I find myself 25 years later sharing this story again.

Selling My Business – How Much is my Business Worth

By | | , , , , , , , ,
4 Comments

Selling My Business How Much is my Business Worth.  Almost all businesses are for sale to some degree. Lets say your business is not For Sale. Assume  Your business is worth $100,000.  You love what you are doing, someone contacts you with an offer to buy your business for $500,000.  Is your business now For Sale? The preceding is not a likely scenario for most business owners.  To successfully sell your business planning and preparation is needed.  But if you are now or at some point considering the sale of your business you may want to consider the following 3 points:

1.     Identify your honest interest level  when selling your business. Early in the decision process of selling your business consider what approach you may take towards selling your business.  As a Business Broker in Florida I interact with the various interest levels by small business owners.

  • My business is not for sale but if someone walks in and offers me way more than what I think it is worth- I would sell my business
  • My business is not for sale but if you run across someone that would want to buy it please let me know.
  • I want to pursue selling my business but I won’t sell it for less than…( A somewhat inflated price) .  I am willing to accept that it may take 1-2 years to sell my business, and if priced too high I can accept the fact that my  business may not even be sold.
  • I want to pursue selling my business and after significant due diligence I feel the price I am seeking is consistent to what other like businesses have recently sold for.
  • I want to sell my business and I want out now.  I will set my price aggressively and set a lower price than price currently sought for businesses similar to mine.  I will expect this aggressive pricing to both help me sell my  business and decrease the amount of time it will take to sell my business.

If you do have a true interest in selling your business as suggested in above  last 2 points you do need to  exercise due diligence to gain understanding of what the value of your business may be.

Business Value

Photo (c) nett.com.au

2.    You can expect that the  perceived value of your business to you and the value of the business to a potential buyer will probably be 2 different values.

  • Ultimately the price of your business is what a willing and able buyer is prepared to pay to buy your business.
  • Seek “reasonableness” to your price that you will seek to sell your business for. If similar businesses to yours are sold at 1 1/2 times adjusted cash flow, why is yours worth 3 times adjusted cash flow?
  • Ask yourself what you honestly would pay to buy your business.
  • Do a free Search on my website https://www.sellabusinessflorida.com  0r similar sites to research what similar businesses to yours is asking to sell their business for.  Remember – all businesses are different, but use such a search as part of your due diligence.  A business for sale asking price and the price a business sold for can be greatly different, but asking prices can provide some basis-while current  Businesses Sold information is more pertinent
  • Speak to your trusted advisers.  A business broker may be able to help with non-public info on sold businesses in your area.  Your accountant or attorney also  may or may not be aware of such sales as well.  A Professional Business Valuation specialist may benefit you.

3.    Whether it  is part of your exit strategy to sell your business or not, you should have an exit strategy.

  • Most small business owners do not have an exit strategy.
  • If you own a business you should have an exit strategy.  Do some planning, perform some due diligence. Know what you have or may have.
  • Even if you are not planning to sell your business there is value in knowing  approximate value of this potentially large asset.  You know what your house is worth, you car, your other assets. Understanding the value of your business can be a significant piece of information when planning ahead.

Selling ones business can be a rewarding experience when done properly.  Understanding  a proper value for your business can set the stage to a successful sale of your business or a business that is unable to find a willing and able buyer.

Can a Goat Herder Teach Banks How to Loan to Small Business

By | | , , , , , , , , ,
Leave a comment

Small businesses and entrepreneurs need to be able to get loans from banks to grow and or expand their businesses.  Entrepreneurs and small businesses go to banks to get loans to make capital improvements, large  purchases,   buy a business, and generally expand their business.  Basically small business have financing needs that go beyond the immediate cash flow generated by their business.

Imagine driving to the bank in your new Lexus, dressed accordingy, meeting with a bank loan officer and discussing your 5 years old business, your college degree, ok credit score, net worth of $500k and your business generating $50k a year in cash flow and asking to borrow $10,000.  Do you think you will get that loan?

Change Of Perspective For Business Owners

Now-  For a moment pretend that you are a poor goatherder walking to town to get a loan , you don’t have any money to open a savings account with, you don’t have any normal collateral to secure a loan with,  you don’t have a credit record as you have never been formally employed and you’ve never taken out a loan before.  Also consider that  you might even be unable to complete the necessary paperwork as you are illiterate.  You earn about $1/day,  and you want a loan of $250 to buy more goats to grow your business.  Do you think you will get the loan? – Due to Micro financing the  the goatherder may get the loan before the Lexus college graduate.

Many of us Entrepreneurs and Small businessmen/women donate time and or money to various causes or needs.  I have been involved with Kiva since 2007.  Kiva provides microfinance  to Third World Entrepreneurs to help them grow their business.  Kiva was founded by 2 former 20 something year olds that were former employees of TIVO and PAYPAL.

Microfinance is the supply of loans, savings, and other basic financial services to the poor.  As the financial services of microfinance usually involve small amounts of money – small loans, small savings etc. – the term “microfinance” helps to differentiate these services from those which formal banks provide. Why are they small? Someone who doesn’t have a lot of money isn’t likely to want to take out a $5,000 loan, or be able to open a savings account with an opening balance of $1,000. Hence – “micro”.

Microfinance

These are small loans, multiple lenders will “pool” their loans to come up with a lump sum to provide to the Entrepreneur.  Again most of the Entrepreneurs I have loaned money to over the last 4 years earn less than $1/day.  When an entrepreneur pays off a loan, I reloan those moneys to another. So far I have loaned to 18 different entrepreneurs and repayment of loans have been 100%. Sinces 2005 Kiva as a group has loaned almost $150,000,000 to  almost 400,000 Entrepreneurs  and repayment has been 98.27%.

Why can this organization have such success in getting loans repaid from those with so little and banks in our “developed nations” loaning to those with abundant resources have problems so significant that these banks need a “bailout” from their govenment and ultimately taxpayers.  Is it the conventional  bank that is doing something wrong?  Are they loaning to the wrong people on a consistent basis?. How much of the blame falls on those that are requesting the loan?

Getting A Loan For Your Business

Currently how many good entrepreneurs and small business are not able to get loans as a result of mistakes made by conventional banks in the past.   It seems to me that banks tend to over respond to problems.     Obviously if you are a lender and  want to have no loans default and you loan no money- you can achieve your goal.

As a business broker I see the need for lending to allow buyers to finance the acquisition of  buying a business.  I also see income statements and balances sheets of reasonable small businesses that are using credit cards to help finance their businesses. It is hard for me to understand how our economy is benefitting by having small business owners take these “whatever is necessary” financing steps when traditional prudent lending to small businesses could truly be our fastest way to our economic recovery.

The banks reduce/tighten their lending, the need for small business financing continues, higher interest is being paid thru credit card financing, non-conventional means, and when does that higher expense cause employee reductions.    Small business could divert money from high interest payments to investments and  improvements that actually improve their business and create jobs.

Why can the goat herder get a loan and the Print Shop owner not?   Or maybe if I were a banker I could ask why does the goat herder pay off his loans and the Lexus driving College Graduate Default?  I understand there is a lot more that goes on between the comparison of a conventional bank and micro finance- but maybe conventional banks could  learn something from Micro finance groups such as Kiva.

Starting Buying Selling a Business: What Are They Thinking?

By | | , , , , ,
1 Comment

Want to start a business?  Want to Buy a Business?  Want to Sell your business?  These interest are very different but there is one common element among these significant business decisions.  Money- .  While working with business owners and individuals with the process of buying and selling businesses, I consistently come across a common element that I believe would be surprising to most that are ” looking from the outside in”.

Money is always a determinant factor in the process, but so very often it is the other factors that create the motivation that steers the process.  As a  small business owner or one that recently started a business one wonders if the thoughts, trepidations, or concerns that you have are shared by others. It is common to wonder if others struggle with decisions such as you.  What are some of the thoughts others have regarding these important decisions.

Motives Behind Buying/Selling A Business

Buying A Business

Photo (c) expertbusinessadvice.com

Currently I am working with business owners that are selling their businesses and it may be somewhat surprising that money is not the primary reason they have decided to sell their business.  But make no mistake all business owners want the maximum amount they can attain for their business but the reasons for selling  are varied and different.

I am also working with several individuals looking to buy businesses and they as well generally are looking for some sort of change.  Again they are looking  for value in the business they are seeking to buy, but the reasons they are looking to get into something different are also varied and diverse.

Many  people out there, and readers of business articles such as this are contemplating change.  So many of tomorrows business buyers are employees that are working for someone else today.  They are seeking change.  Many of the business owners  looking to sell their business are seeking change. Most all starting a business, buying a business, selling  a business are seeking change.  When talking with seller of businesses and potential buyers of businesses one learns the “why” is varied, and comprises similar thought processes I experienced as one that both started a business, bought several businesses and sold my own business as well.

Perspective very often if the difference maker in what drives this business decision. The excitement and energy that comes along with doing something new where the roads ahead are full of unknowns and optimism  can certainly provide different perspective than the business owner that has experienced the challenges and sees the roads behind him. The reasoning behind the decision to buy start or sell a business may look very similar but it really is the perspective that provides the different “take” on that reasoning.

I want to Buy a Business, I want to Start a Business because…” –

1)MONEY– want to make lots
2)PASSION– I love making widgets
3)ACCOMPLISHMENT– It just feels good
4)OBLIGATION– It was my families business
5)EXCITEMENT– I love working 24/7
6)CONTROL– I control my own destiny
7)OPPORTUNITY– I’m young-limitless
8) CHANGE– I want to do something different

“I want to sell my Business because “-


1)MONEY-Not making enough, money is less important
2)PASSION– I used to love making widgets
3)ACCOMPLISHMENT– The feeling of accomplishment is gone
4)OBLIGATION– My family is no longer around
5)EXCITEMENT– after working 24/7 I am now Burned out
6)CONTROL-Insurance Companies,employees,IRS,State,control my destiny
7)OPPORTUNITY– I feel old- exceeded my limit
8) CHANGE– I want to do something different

While the list could go on and on, Contrary to common belief—– Its not always JUST about the money.

 

Hands off or Hands On- What Type of Business Owner Are You?

By | | , , , , , , ,
5 Comments

What kind of business owner do you consider yourself-  Are you a Hands on Business Owner or do you consider yourself more of a big picture operator that consistently effort yourself to avoid the minutia of the business.  I think the majority of us are a hybrid of these 2 approaches.

When running a small business, or involved with a startup business,  on an almost daily basis you are faced with the question ” Do I do it myself or do I hire others to do it for me”.  Most all are aware of the concept Time is Money- but like so many other business concept we all draw the line in the sand at different places.  We are not always consistent with where we draw that line, and find that that line moves as or business moves or the economic climate around our business moves.

This question can be applied from basic business task of running to the post office to mail off some stuff  or calling some prospects to significant larger issues like hiring outside help to handle your marketing functions, doing my own website, or trying to do my own SEO .  I am a business broker and I help business owners and individuals in the process of buying or selling businesses.  Selling ones business is a very significant event and very often like so many other decisions a business owner will decide to try to sell the business themselves or hire someone to help sell their business.

Are You A Hands-On Person Like Me?

This decision is part of the never ending series of question a small business owner needs to answer. In my current profession as a business broker if Florida I am faced with these same similar questions on a daily basis.  Do I do it myself or subcontract out that task or role. ” Maybe someone else can do it better, but I can do it cheaper”, or “Maybe someone else can do it cheaper, but I can do it better…”    Relatively speaking I am a fairly hands-on person.

My previous business I had owned for 20 years I was fairly hands on as well.  I helped install our production equipment on day 1 of the business, I worked on the production line, I worked in the truck delivering product, helped troubleshoot our equipment, performed testing and so on. I also set our policies, accounting procedures, QC procedures and company philosophy.   I enjoy knowing and understanding as much detail about my business as possible. Ultimately I was able to build a team of 25+ employees that both allowed our business to grow and ultimately allowed me to run the business from 1500 miles away for 7 years.

Business Owner

Photo (c) stage2planning.com

While others may say “I don’t want to know the details- I just want it to work”.  People reach business success with both approaches.  I have a good friend that owns a Plumbing business and has very little plumbing knowledge- he doesn’t want to.  He is a very good businessman, with a very successful plumbing business – he  is a big picture, hands-off guy and I think his wife may call me to fix their  leaky faucet before she ask him. But again he is a successful business owner.

The real question that comes in is at what point does the hands on approach limit your business growth.  When does- “I have to do it myself or it wont get done right”  approach become business limiting?  So many businesses do not make a transition to “count on others” and the business remains a certain size.  If the company goal is to stay a certain size then this approach may be both applicable and appropriate.

Hands-On VS Hands-Off Business Owner

But as one desires to grow a business to a certain size- “letting go” a little control is needed.   As working as a business broker in Florida very often I have business owners ask me can I just sell my business myself.  Here is how I summarize my true beliefs on this very important question.

Most business owners I know have a fairly full day- to say the least.  If your day is full already how can you possibly take on the task of trying to sell your business.  And I truly believe this.  Assuming selling your business is a fairly involved process how do you squeeze that continuous task into to your already packed stream of work.  Maybe you say to yourself,  I am going to devote a lot of time and effort towards selling my business, but then what suffers?

Does the business you are trying to sell now have the person steering the ship significantly pre-occupied?  During a recent speaking engagement I compared the process of running a business to running a marathon and addressed the need to finish strong.  Why run the race hard for 23 years or 23 miles and then stumble in for the last year/mile?   It is important when one is selling their business to try to finish strong.

I beleive one of the most important decision a business owner makes its the decision to sell their business.  Like so many decisions a business owner has to “do it myself” or hire others to do it.  Can I do cheaper?  Can I do it better? Do I have the time to do it?  Do I want to do it?Some of the similar questions one faces every day waking up as a business owner, but when selling ones business the stakes are significantly higher.