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Selling a Business • 12 Steps • Succession Planning
The Unsolicited Offer • How We Sell Your Business

We would like to present you with the actual case study of Alternate Circuit Technologies (our Client) as it helps to explain our marketing and negotiating services.

The Client's accounting firm valued their business at $5 - $6 million.
Our proprietary database of active buyers for printed circuit board and peripheral industries came up with 1,139 domestic and foreign corporations, holding companies, investment groups and high net worth individuals. All of these potential buyers had provided us with their buying history, references and financial capabilities. Buyer information is exclusive to Nash & Company and our affiliates. The list was studied in more detail and fine-tuned to the 332 best-qualified acquirers.
Nash & Company then mailed a two-page generic profile, which gave no prices and no specific information as to the seller's identity, to the 332 approved buyers with a confidentiality agreement for the buyer's signature. We received 43 signed confidentiality agreements from the profile mailing.
These 43 buyers were sent a Confidential Business Review compiled for our Client. The Confidential Business Review (CBR) does not contain any price, but explains the past, sells the future and protects the client. Financial information is recent to show the real earning history and future profit potential.
Before any buyer/seller meetings are arranged, Nash & Company requires the buyers to give an indication of their price and terms. Thirty-one gave us unsatisfactory values, twelve were given additional information, four visited with the client and five had conference calls with Nash & Company and our Client.
Five buyers submitted satisfactory letters of intent. Nash & Company negotiated the five best offers. Our Client accepted the offer that best fit their needs, which was Zycon's, and the sale was closed at $16,000,000.

This is our method of marketing. It has proven itself over and over again to be the best method to satisfy our clients. In effect, one buyer is no buyer, because the buyer is in a position of control. It is like having only one customer.

Success happens when two major factors are present:

The Seller does not go to market with an asking price.
The Seller has three to six strong and aggressive buyers that are all pursuing the seller at the same time.

With these major factors and numerous fine points, we have the experience and the knowledge that bring success.

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Selling a Business • 12 Steps • Succession Planning
The Unsolicited Offer • How We Sell Your Business