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How Will Selling A Business Be Different After COVID 19?

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What to consider when selling a business after COVID19

What do you need to consider if you are thinking about selling your business after COVID19? Times have changed and you need to know what is important if you are thinking about selling your business.

Just Sold – Car Audio Video Retail Store


IMG_5706Business Sales Group is pleased to announce the completion of the sale of a Car Audio Retail Store.  This store was the oldest and largest store in the region and #1 in sales for many years in a row.  They provide car and marine audio, video systems, breathalyzer testing equipment, upholstery, heated seats, and keyless entry systems. See:

BUSINESS SALES GROUP is a Business Brokerage/Mergers and Acquisitions Firm specializing in selling good businesses with high growth potential. Rick Krebs and Heather Krebs provide sales-side and buy-side advisory services to medium-sized businesses.



Courier Service Business for Sale

Business Sales Group – M&A Division is pleased to announce the listing for sale of a Same Day Courier Company.  This Business has year over year sales for December up a whopping 42%.  Gross Sales are $1.67 Million, EBITDA is $642,000 and Asking Price is $2.8 Million.

Courier Service Business for Sale

Courier Service Business for Sale

See:  Courier Service Business

New Listing – Heavy Haul Trucking Company

Business Sales Group is pleased to announce the listing of a Heavy Haul Trucking Business.  Annual Revenue is over $10 Million and EBITDA is $4 Million.  They have an excellent reputation and have locations in Wyoming and Colorado.  Contact Heather at: for details.

Teaser Heavy Haul Trucking

Recent Transactions

I’ve been asked repeatedly about the type of deals we typically do, so I’ve provided a list of the deal flow for the past 18 months.

Summary of M&A deal flow in the past 18 months

Trucking and oil rig moving company:  Utah, Sales price $15-20 million. Company has 100 employees and offices in Wyoming and Utah. They provide trucking services to clients in Colorado, Utah, and Wyoming and are licensed in all 50 states. Acquired by strategic investor who utilized multiple arbitrage to enhance and increase company value.

Oil field contracting services: Colorado (under contract),  Sales price $10-15 million Company has 90 employees and has offices in northern Colorado. They provide construction and trucking services to the oil field and construction industries in Colorado and Wyoming.  Set to close in January, 2015.

Equipment rental and electrical services company:  Utah, Sales price $8-12 million. Company has offices in North Dakota, New Mexico, Colorado, Utah and Wyoming.  Purchased by a financial investor who is a private equity group.

Logistics Company: Oklahoma, Purchase price $8-12 million. Represented buyer for the acquisition of a logistics and transportation company.  Business is currently shuttered and value of the equipment and real estate acquired is $11.6 million. Set to close in November.

Materials handling company:  Utah, Sales price under $5 million. The largest non-mechanized materials handling company in Utah. Has dealer distribution network in Idaho, Montana, Utah, and Wyoming.  Had one retail location in Salt Lake City.

Equipment rental company: (under contract) Utah, Sales price under $5 million. Company has an office in Utah and 2 employees. Has doubled sales in the last 3 months. Rapidly expanding company with huge growth potential.  Set to close in November.


We often have questions from Sellers about what to do and how to handle a meeting with a potential buyer.  This article is to help Sellers prepare for meeting a Buyer for the first time.


This may seem obvious, but it is important and needs to be mentioned.  The saying that first impressions are lasting impressions is true. You only have one chance to make a first impression so do everything you can to make it a lasting impression.   Make an assessment of where you will be meeting and then take steps to ensure that it is tidy and clean.  Having the janitorial staff make an extra stop the day before the meeting is a good idea.  If you own the building then make a call to your landscaper/groundskeeper and have him tidy up the outside of the building and clean up any trash that may be around.  If you will be meeting in an office then clean that office. Remove the clutter from you desk; dust and organized the files that have been sitting around for a while.   All of these things will help make a good first impression and lasting impression on the Buyer’s mind which is what you want to do.


On the day of the tour you will want to dress as you normally dress when you go to work.   Make sure your clothes are clean and without holes if your business is more casual.  If your business requires business attire, then wear your best suit, shirt and tie.  As a broker, I will prep the Buyer as to how he/she should dress to match the occasion.  Believe it or not, the Buyer’s also ask me how they should dress. We try to match Buyer with Seller so both parties feel comfortable.


  • Be natural and express the passion you have for the business.
  • Highlight the good things about your business and what you do.
  • Listen to the Buyer and do not talk over him/her.   The conversation should be natural and not rushed.


  •  Don’t point out all of the flaws of your business. Highlight the positive. Don’t elaborate on all of the reasons you are selling the business and how much you don’t like your business.  There is a difference between being straightforward and being real drag.  Straightforward is find, being a real drag is not.
  •  DO NOT LIE. Buyer’s will sniff out a lie and be onto the next business in the blink of an eye.   If you do not feel comfortable telling the Seller a potentially bad piece of information then defer to the Broker.
  • Answer their questions but don’t answer the questions they don’t ask. Sometimes Sellers will go on and on with an answer to a question they think is important but that Buyer did not ask. Once you have answered the Buyer’s question then stop. Let them ask another question. Don’t feel the need to blabber on and on.
  • Do not talk about the terms of the deal without your Broker. You hire a Broker to represent you so let him/her do his job. You will be far better off and get more money for your business by using your Broker to handle the negotiation.


Sometimes we get a Buyer who asks a question that the Seller doesn’t want to answer.  For instance:  “What is the name of your top customer?”  This information is proprietory and you as a Seller don’t want to divulge it.  If this happens then defer to the Broker.  You could say something like: “You are going to have to talk to my Broker about that”.  You may also turn to your Broker and say:  “What do you think about that?”  This is another way of saying: HELP!


Take a minute before the tour to go to your web-site and make sure it is working properly and everything is updated.  Buyer’s will do due diligence prior to the tour and going to your web-site is very common.  Also, go to your Facebook account, Linked In account and any other social media account you have or your business has.  Look at each of these and update the information if needed and remove anything that may not be appropriate.   I recently had a deal that did not go through because one party did not have a web-site that was working.   For weeks the site showed that it was under construction and the other party did not want to deal with it.   He thought it was a bad sign as a representation of the  Company.


You want the Buyer to see your business and have an opportunity to meet you, but you do not want to make it an all-day meeting.   You have work to do and the Buyer needs to assimilate the information he receives.   If you give him/her too much information it is the same as giving a person a drink from a fire hydrant—they can’t handle it.


I prep my Buyers ahead of time as to the confidential nature of the tour.  Buyer’s should know that they are not to ask questions in front of the staff.    The meeting should be held in a place that is without interuption and private. If this is not possible, then have the meeting at a place other than the business.


It is a good idea for a Seller to have questions for a Buyer as well.   These may include:

  • How does the Buyer plan to fund the purchase?
  • Does the Buyer plan to relocate to run the business or will he/she be an absentee owner?
  • What is the Buyer’s experience?
  • What is the Buyer’s motivation for purchasing?


By Rick Krebs, Business Broker

Business Sales Group




We tried ourselves to sell our flower business at first.  It was one of the top flower franchise shops in America, so we were confused as to why we couldn’t get a good buyer.  We had plenty of want-to- be lookers who just wasted our time with low down payments and long term payouts.
We decided to give Business Sales Group a try.

Heather brought in a well-qualified buyer who ended up buying our business. Heather and Rick were professional, hardworking, and honest. They took care of the details, and guarded our interest through the entire transaction. We are VERY HAPPY with the service they provided. We would recommend Business Sales Group to anyone who is looking to sell a business. Thanks Rick and Heather for helping us sell our flower store!
W. and H. Jenkins

Closing Day for Murphy Beds Owners!! Just sold this business.


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