购买教程

1. How long the business has been in business.

一家有着长期经营记录的企业意味着有充分的理由进行经营. 它将在该地区很有名, 人们将习惯于光顾这家公司或使用它的服务. 一般来说，它运营的时间越长，业务就越好.

2. How long the present owner has owned the business.

现在的老板在企业里工作的时间越长，他或她成功的可能性就越大. People don’t stay in business if they are not making money.

3. 为什么现在的业主要出售.

If the owner has been in business for six months, 37岁, 想要退休, 你应该怀疑. 出售的理由越合理，卖方考虑你方报价就越现实. 然而, keep in mind that after five or six years or more, 人们确实会变得焦躁不安, “输家”, 人们寻找新的挑战. 卖家为什么卖东西是一个重要的问题——得到答案吗.

4. 为什么书和记录很重要.

财务记录能很好地反映出这些年来生意做得有多好. 记住，税务记录的设计并不是为了最好地显示企业. 没有人愿意付更多的税，企业主也不例外. Generally, tax returns are a worst case scenario. 你需要能够查看费用并发现哪些是非现金项目, such as depreciation 和 business use of home 和 vehicles. How important was that business trip to Las Vegas? 专业的商业经纪人可以为你指出这些项目.

Keep in mind that financial records are only history. 不能保证它们会或可以被复制或重复. 你所有的利润都是未来的. 归根到底, the financial records of the business are an indicator of what the business has done; what you do with its future is up to you.

5. How to determine if the seller is reporting all income.

简单的回答是——你不能! Not reporting income is against the law. 你应该只考虑卖家能给你的收入. 我们都知道, 当然, 特别是在现金业务中, 有可能卖家没有申报他或她的所有收入以用于税收目的. 这种“地下经济”有充分的证据证明，规模达数十亿美元. Many sellers will tell you about how much they are “skimming,” but you should ignore their statements, since they have no way of proving these amounts. In determining whether a business is the right one for you, 你们应该根据卖方实际提供给你们的价格来作出决定.

» 了解基本事实

获取有关价格、条款、收入、现金流和大致位置的初步信息. 如果购买企业所需的现金数量超过你愿意投资的数额，那么继续购买过程就没有意义了. 在这一点上, don’t worry about the full 价格. 这很重要，但关键因素是购买企业所需的现金数量. 几乎没有外部融资，如银行等., for those who are purchasing businesses. 绝大多数商业采购是由卖方提供资金的. This is why the amount you are willing to invest is a key issue.

此外，企业必须能够满足你的基本财务需求. You always expect a business to improve under your ownership, 但你必须能够满足你的生活开支，以及满足企业的债务服务. 同样重要的是要记住，几乎所有的购买价格和首付款都是可以协商的. 事实上, 商家通常会以比原价低15%到25%的价格出售. 有句古老的谚语说, “你就越愿意在商业购买中投入更多的现金, the lower the full 价格; the less cash you are able to invest, 全价越高.

» 访问的业务

参观一下这家公司，看看你是否喜欢它的位置和它的内部和外部外观. 这是目测检查. 假装你是一个顾客. It’s not time yet to talk to the owner. 如果是那种不适合拜访的生意, make an appointment with the seller to inspect the business, or have the seller’s representative schedule a visit. 如果你不喜欢企业的物理位置或外观，就没有必要继续下去.

» 把问题回答

如果您喜欢到目前为止的业务，是时候回答您的问题了. 租金是多少? 租期多长? What have been the sales for the past few years? Can the seller support the figures you have been told? 现在不是彻底检查卖方账簿和记录的时候. 在尽职调查阶段，我们有足够的时间来做这件事，并审查其他重要问题. 现在是回答这些问题的时候了，这些问题关系到你是否想拥有和经营这家特殊的公司.这也是拜访卖方的时间，以得到您的问题回答有关业务本身.

» 出价

如果你现在已经回答了你的基本问题，你想继续购买这个业务, 是时候提出条件了, 主题, 当然, to verification of all the information you have received. 报价的主要目的是看卖主是否接受你的条件, 价格, 以及销售本身的结构. 记住，如果你核实了这些重要信息，你就会得到这份offer. 除非你能和卖家达成财务协议，否则雇佣外部顾问并花费时间和费用进行尽职调查是没有意义的.

» 尽职调查

在这一点上, 希望你方与卖方意见一致, 和 you are ready to begin removing the contingencies, performing what is commonly called due diligence.

» How long have you been thinking about buying a business?

Many people are interested in buying their own business, 却不愿意做出必要的承诺. 他们看起来就像那些继续看新的和昂贵的汽车的人一样, but will never spend the money necessary to buy. 一位资深观察家曾说过，你看得越久，就越不可能买.

» What is your time frame to find a business?

如果你想在两年内收购一家公司，最好开始你的教育. BizBuySell是一个很好的起点. 记住，现在就开始搜索并没有多大意义, 因为你现在找到的任何生意，在你准备买的时候都已经卖掉了. 是很重要的, 然而, 在你开始搜索之前，用所有可用的信息和知识武装自己.

» What is your primary reason for buying a business?

If you are not motivated to buy a business, you won’t. You must go into business for yourself for the right reasons. If you’re tired of the corporate world, 只要有一份“工作”,或者是一份没有前途的工作, then business ownership may be right for you. 当然，如果你失业了，或者被调到一个你不想去的地方，那么自己创业可能是一个可行的解决方案.

» 你愿意把你的大部分流动资产投资到一个企业中吗?

购买自己的公司需要认真的财务投资. 如果你是那种不想冒险的人，你可能需要重新考虑拥有自己的公司. 它不适合胆小的人.

» 你是否足够独立，能够自己做决定并掌控一切?

Operating a small business requires continual decision making. You’re the boss, 和 you are in control. All of the decisions are yours – right or wrong. And, you will make a lot of wrong ones. The question is, can you recover 和 keep going forward? 如果你为糟糕的决定而烦恼，或者它们让你夜不能寐, owning your own business may not be for you.

» Is your family supportive of your owning a business?

如果你的家人, 特别是配偶, 不是百分百支持你吗, then you should think twice about business ownership. It’s very important that you have the support of your spouse. 他或她必须明白，经营一家企业可能很耗时. 往好的方面看, 然而, 很多公司都允许有一定的灵活性，这样你就可以参加下午的小联盟比赛.

» Are you open-minded about different opportunities, or are you looking for a specific type or business?

你最好思想开放，特别是如果你是第一次买. 有许多类型的业务可供选择，您不想限制您的选择. 你应该寻找能提供你需要的收入(或有能力这样做)的公司, 你能负担得起,它的数字是有效的, 和, 最重要的是, 你可以看到自己在奔跑.

» Do you have reasonable expectations?

你认为你可以用100美元买到一个有很多现金流的公司吗? 重要的是，你对你的钱能买到什么有现实的期望. 许多卖家愿意为他们的生意融资, 但请记住, 他们不会把它送人的. 请记住，许多企业主花了数年时间建立他们的业务, 和 it may represent the biggest financial asset they have. They’re not going to just h和 it over to you.

» Can you make the “leap of faith” necessary to buy a business?

Many prospective business owners do their homework, do everything necessary to begin the purchase process, 和 then back out of the transaction. They just don’t have the courage to go forward. There is nothing wrong with that; not everyone should buy 和 own their own business. 然而, 如果你觉得你不能拿出你的钱自己接手经营这个公司, you may want to take a second look at business ownership.

» 你需要保修单吗?

如果你在寻找一种保证或肯定的东西，那么创业不适合你. 你可以也应该查看所有的财务报表、纳税申报单以及所有的账簿和记录. Remember, 然而, that they all represent history. 你买不到别人的历史. A new owner makes changes, no matter how subtle. Their management style is different, 和 times change. 你必须以你如何能改善事物的态度来看待生意. The financial history of the business is certainly important, but it does not guarantee the future of the business – you do.