Is your business operating as well as it can? Do you think your business can be doing better?
If you had trouble answering these questions, you may want to determine if your business is operating on all ST 6 P’s™. Conceived by Michelle Seiler Tucker, the 6 P’s™ are the key elements that every business needs in order to build, grow and sell and a business in order to demand the highest price from buyers.
The 6 P’s™ are People, Product, Process, Proprietary, Patrons, and Profit
With the 6 P’s™ you can ask yourself the right questions. Do you have the correct People as your employees? Is your Product unique and in demand? Is your Process efficient and cost-effective? Are you protected by any Proprietary? Who are your Patrons, is the client base loyal or concentrated? Are you operating at the highest possible Profit margin in your industry?
Do you have the right, tenured people in the right seats and do you have a management team in place?
Are your processes designed with the customer experience in mind? Are they efficient, productive, and well documented?
Is your product/industry thriving or dying? Does it service a niche?
Do you have intellectual property? (Brands, Trademarks, Patents, Databases, Contracts in place, IP Real Estate, etc.)
Do you have a diversified, loyal client base who will go out of their way to purchase your products and services?
Is your business generating over or under $1 million in EBITDA (Earnings before interest, taxes, depreciation, and amortization)? Do you have multiple congruent revenue streams and residual income?
When you have all these things in place,
you’re ready to evaluate your business and sell it for the highest price possible.
Learn more about the very common top 10 mistakes that business owners make when preparing and trying to sell their business.
In Exit Rich™, Michelle Seiler Tucker, #1 bestselling author and leading authority on buying, selling, fixing, and growing businesses, joins forces with Sharon Lechter, finance expert and co-author of Rich Dad Poor Dad, to create a must-have guide for all business owners – whether they’re gearing up to sell a business now or just starting to build out their company – to sell for huge profits in the future.
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Meagan Smith graduated from Louisiana State University with a bachelor’s degree in Digital Advertising and a minor in Business Administration. As a member of the marketing team at Seiler Tucker, she helps ensure brand integrity and quality control. Meagan is committed to enhancing Seiler Tucker’s clients’ experience and delivering exceptional service.
Michelle Seiler Tucker is the Founder and CEO of Seiler Tucker Incorporated. She holds the M&AMI (Mergers & Acquisitions Master Intermediary) title, as well as Certified Mergers and Acquisitions Professional (CM&AP) and Certified Senior Business Analyst (CSBA). Michelle also owns many other businesses in several different industries. As a 22-year veteran in the M&A industry, she is regarded as the leading authority on buying, selling, fixing, and growing businesses. She and her firm have sold hundreds of businesses in almost every vertical and have a remarkable track record of success.
Michelle has been featured in Forbes, Entrepreneur Magazine, USA Magazine, Inc. Magazine, and contributes to Inc. as a monthly columnist. In addition, Michelle is an international keynote speaker and has made radio and TV appearances on several media stations including Fox Business News and CNBC. She has spoken alongside many prominent speakers: Eric Trump, Arnold Schwarzenegger, Kathy Ireland, Donna Karen, Stedman Graham, Randi Zuckerberg, Steve Wozniak, and more. She is the Best-Selling Author of the book “Sell Your Business for More Than It’s Worth”, “Think & Grow Rich Today!”, and her latest book called “Exit Rich ™,” a Wall Street Journal and USA Today best seller. Also, be sure to check out Michelle’s groundbreaking “Exit Rich ™” podcast!
You can also reach her at Michelle@seilertucker.com and CC acquisitions@seilertucker.com or call 1-877-853-4227 or 504-525-1717
Hayden Loy graduated with a major in Economics and a minors in Business and Political Science from Sewanee: The University Of The South. Hayden is a valuable member of the Seiler Tucker team as an M&A Financial Analyst/Transaction Facilitator. Hayden functions as a liaison between buyers and sellers to collect and organize financial data, analyze and conduct business valuations, and facilitate transactions. In addition, he researches and analyzes financials, models complex cash flows and business structures, and assists with internal due diligence and closings for capital transactions. He runs future projections and writes prospectuses to ensure the buyers thoroughly understand the dynamics of the seller’s business. Hayden is dedicated to working with our clients to maximize value on the sale of their business, along with his dedication to creating a WIN/WIN for our clients.
Jeremy Flyer is a graduate of Tulane University’s A.B. Freeman School of Business, double majoring in Finance and Legal Studies in Business. Jeremy is from New York and is a valuable member of the Seiler Tucker team as an M&A Financial Analyst/Transaction Facilitator. Jeremy functions as a liaison between buyers and sellers to analyze financials, conduct business valuations and facilitate transactions. Jeremy’s responsibilities include analyzing financial transactions, modeling complex cash flows and business structures, and assisting with internal due diligence for capital transactions. In addition, he specializes in bringing the right buyers to the seller’s business, which helps to sell our clients’ businesses for maximum value in the quickest time possible. Jeremy is committed to creating a Win/Win for Seiler Tucker’s clients.
Drew Jennings is a San Antonio, Texas native and currently attends Tulane University, working towards his Finance and Management degrees with a minor in Real Estate Development. As a valuable Seiler Tucker Analyst team member, Drew assists in companies’ financial analysis and evaluation and facilitates transactions between buyers and sellers. He is dedicated to maximizing value and creating a WIN/WIN for Seiler Tucker’s buyers and sellers.
Hayden Loy graduated with a major in Economics and a minors in Business and Political Science from Sewanee: The University Of The South. Hayden is a valuable member of the Seiler Tucker team as an M&A Financial Analyst/Transaction Facilitator. Hayden functions as a liaison between buyers and sellers to collect and organize financial data, analyze and conduct business valuations, and facilitate transactions. In addition, he researches and analyzes financials, models complex cash flows and business structures, and assists with internal due diligence and closings for capital transactions. He runs future projections and writes prospectuses to ensure the buyers thoroughly understand the dynamics of the seller’s business.
Hayden is dedicated to working with our clients to maximize value on the sale of their business, along with his dedication to creating a WIN/WIN for our clients.
Matt Pardue was born and raised in Baton Rouge and now lives in New Orleans. As a financial analyst at Seiler Tucker, Matt collects and organizes financial data, runs future projections, and writes prospectuses to ensure the buyer has a thorough understanding of the dynamics of the seller’s business. He graduated from Louisiana State Univerity (2017) and is currently enrolled as a master’s in finance student at Tulane University.
Chaps Tucker is a member of the Seiler Tucker Team and contributes as a Business Intermediary. He facilitates and negotiates a win/win transaction in which to ensure a seamless transition for our clients. He is a graduate of Texas Tech University with degrees in Corporate Communications and Economics. His background is in business development with a focus in early to middle stage ventures. Chaps is dedicated to ensuring all of Seiler Tucker’s clients enjoy a professional experience that far exceeds their expectations.
John Doe’s biography goes here.
As part of the Seiler Tucker Team, Alec helps facilitate communications with clients
and other team members, ensuring our clients enjoy their experience and are
treated as our number one priority. In addition, Alec performs a variety of
marketing tactics and strategies for Seiler Tucker’s clients to maximize their
exposure, which helps to assure a timely and smooth transaction from beginning
to close.
Originally from Florida, Alec is completing his degree in Management and
Marketing. In Alec’s spare time he enjoys traveling and being with family.
Ryan is an experienced CPA and finance professional with a background at large regional accounting firms with a wide range of experience highlighted by international & ultra-high net worth individuals, middle market sell-side tax analysis, and construction industry tax mitigation. As a Senior Analyst at Seiler Tucker, Ryan works closely with clients by performing evaluations, identifying their synergies in which to maximize value, as well as facilitating the entire business transaction from beginning through closing, ensuring our clients at STI are our number one priority. Ryan serves on the finance committee for various local non-profits. When not at the office, you can find Ryan out exploring the great outdoors with his wife and three children or tinkering with some new hobby coding project.
We have a calculator that can generate the answer for you using just a few bits of information.
CASE STUDY 4: MANUFACTURING
EVALUATION
BUYERS PAIN POINTS
SOLUTION & OUTCOME
STORY
This oil-manufacturing business in Houston was actually two companies: one offshore, one onshore. The offshore one was quite successful, even during a time when oil prices were plummeting. The onshore business was struggling for a multitude of reasons. The business structure was very complicated. For example, the seller’s ex-partner in the business owned the real estate. Things were made difficult because the ex-partner was not negotiating in good faith.
During the selling process, the owners did not always listen to the advice given by the experts at Seiler Tucker. For example, Seiler Tucker informs all sellers and potential sellers not to tell employees, clients, vendors, etc. that owners are selling their business. Despite this, the seller told their employees, resulting in one key employee demanding more compensation in order to stay. Other potential problems arose.
Nevertheless, many buyers saw the potential in the businesses, and several buyers wanted to bid on it. The deal involved a series of complicated negotiations with the buyers and sellers, uncovering losses, ensuring that payables were paid, and dealing with personnel problems. However, in the end, the business was successfully sold because Michelle Seiler Tucker and her team persevered through it all.
“I have higher standards than anyone else in the industry,” she says. “Most M&A advisors/business brokers don’t show up unless they are needed. In fact, many do not show up at all. I show up for everything. It’s a business broker’s job to create a win-win for both the buyer and the seller.”
Working With Us Track Record Start the Process
CASE STUDY 3: CAR & TRUCK ACCESSORY STORES
EVALUATION
BUYERS PAIN POINTS
SOLUTION & OUTCOME
STORY
The owner of car-and-truck accessory stores was adamant about selling his business for $1 million, which was unrealistic. Due to the negative cash flows on papers, selling the business for close to the selling price seemed tough. The owner had approximately $300,000 in inventory. He also owned the real estate where his stores were located, but he was not selling the real estate. He had very little in furniture, fixtures and equipment (FF&E).
In order to maximize his value, Seiler Tucker had to peel back all the layers of his financials to see what his true SDE (seller’s discretionary earnings) really were. At the end of the day, he was not losing money, but profiting close to $400,000 annually and Seiler Tucker could prove it.
Seiler Tucker sold this business for $1.2 million in 30 days. The seller had to agree to hold paper on 50% of the transaction, in order to sell the business. The owner received $600,000 upfront and 7% interest on his money for five years.
On average, Seiler Tucker is able to sell businesses for 20% to 40% (and often 60%) more than owners could ever sell it for on their own.
Working With Us Track Record Start the Process
CASE STUDY 2: BUILD TO SELL
EVALUATION
BUYERS PAIN POINTS
SOLUTION & OUTCOME
STORY
The owners of this Texas graphics company decided to sell because they were frustrated, overwhelmed and felt like they were stuck in their business. As with many small businesses, the owners were trapped working in the business rather than working on the business, preventing substantial growth.
The couple who owned the graphics company worked from home, and usually put in 14 plus hour days. They were frustrated by the amount of work they had coming in, and their inability to get ahead of it. “We’re turning down 6,000 clients a year because we just can’t get to them,” the couple said.
The couple were missing essential parts of the 6 Ps, especially People and Process. They were understaffed, so they had to do everything. The process was non-existent as the couple was busy putting out fires. They were behind on invoicing and collecting receivables.
Michelle Seiler Tucker realized that she had to partner with the couple and create a “Build to Sell” Blueprint before the business could be sold. Since the partnership, the company has quadrupled its business and continues to thrive.
Working With Us Track Record Start the Process
EVALUTATION
BUYER PAIN POINTS
SOLUTION & OUTCOME
STORY
This oil-manufacturing business in South Louisiana had two partners close to retiring who were best friends. Their business was deeply affected by the BP oil spill in 2010. The company has a unique and critical industry niche product.
When Michelle Seiler Tucker and her team put the company on the market, over 700 buyers were interested and a bidding war began for the company. One strategic buyer was particularly interested because he had a similar product and had been trying to get into BP for years. Therefore they were willing to outbid the other buyers.
However, the deal had a lot of problems. During the due diligence, many issues arose regarding the transfer of intellectual property and MSA’s (Master Service Agreements). As with many deals, this deal required a large amount of hand-holding, negotiation, and patience. Nonetheless Michelle and her team were able to complete the transaction in less than a year at a significantly higher selling price than the business was appraised for.
On average, Seiler Tucker is able to sell businesses for 20% to 40% (and often 60%) more than owners could ever sell it for on their own.
Working With Us Track Record Start the Process
“At the beginning of the year, I was contemplating selling my Hand Therapy Practice with the anticipation of continuing to work part time in the business as a Hand Therapist versus Business Owner. Initially, my business partner and I attempted to sell the business on our own. After several months, we realized this was a task we were not qualified to handle. Therefore, we met with several other broker companies and interviewed several local and out-of-town brokers. This was a daunting task as we never felt comfortable with any other companies or any other person. In March of 2010, we met with you and immediately knew you were the person we could work with and would sell our practice. We appreciated your honesty, professionalism, knowledge of the industry and desire to help us be successful. We felt you were truly focused on our goals while at the same time trying to find a buyer that would meet their needs as well as ours. In a little less than eight weeks, you sold our business at a rate that was even higher than the listed amount. The process was handled with expertise and ease and covered all the bases such as: valuing the business, completing the listing agreement details, communicating the process, launching to numerous websites, qualifying and finding the right buyer, securing the financial deposits, arranging the attorneys and legal transactions, to finally closing the sale. In addition to your efforts going above and beyond what was expected, your staff was also extremely professional, courteous, and efficient. In closing, I wanted to thank you for all your hard work and effort. I know at times I was difficult to deal with due to my “seller’s remorse” as you would say; however, your encouragement really helped me adjust to the transition. I also appreciate your efforts to continue checking on me and the buyer even though the business has been sold since May 20, 2010. I would recommend Michelle Seiler Tucker and her staff to anyone in the future. My only suggestion to them would be: “Make sure you are ready to sell, because it will happen with Michelle!”
“If you are serious about selling a business or buying one, my personal comments may be of interest to you. In spite of two of my greatest obstacles in selling my business, hurricane Katrina and my health, my business was sold in May of 2006. I received more than I expected, with 93% in cash. Michelle really showed her wisdom in closing deals and creating a win-win scenario! Her tenacity and focus is amazing! Here’s my interpretation on how this business was sold in spite of a difficult situation: Michelle Seiler Tucker is a true professional who controls every detail of the process. She is present at all prospective buyers/owner meetings. She does a great job of evaluating the price of a business, qualifying buyers, and having them sign the confidentiality agreement. You will never meet a non-qualified buyer. Her office staff does a good job administratively, as Michelle is always working with her clients. They do a good job packaging and presenting the business so that it is user friendly for clients. Michelle will do whatever it takes to work for you. She has been to my house four times, and even to my hospital bed! She works when the job demands it without thought to her personal time. You will come first! During the many times I was in the hospital, she kept me positive. She always kept promoting my business with such a positive attitude. I have spent over twenty years as a corporate executive, training leaders to be all they can be. Michelle is the best example of excellence I have seen in action.”
“I am writing this letter on the way home from my son’s special-needs school with Carol. The school is 200 miles away from my home. In the past, this trip was difficult to make together, due to the challenges associated with running a business and balancing a family. Usually, only one of us could leave the business and make the lengthy weekend trip to bring our son home every other weekend. This all changed when you sold our business. We want to sincerely thank you for bringing in a buyer. This transaction will positively influence both the buyer and us. It is clear that the buyer benefits with a thriving business and we are enjoying the financial security and freedom to have more time. After all, you should work to live not live to work. In closing, the transition is going very well and you succeeded in finding us someone that blends in well with the business that we worked so hard to create. You and your staff are a blessing to our family.”
I am sending this letter to thank you again for the superb job you and your staff did for me in the recent sale of my business. At the age of 63, I decided to retire after 24 very lucrative years in the publishing industry. During that time, I published a wedding magazine four times a year, in addition to two large bridal shows yearly. You negotiated a very satisfactory price and kept the sale in the forefront of your attention. The result of this effort was a multitude of meetings with prospective buyers in a relatively short period of time and a consequential sale in a very reasonable time frame. Your diligence and attentive efforts have resulted in my retirement proceeding as planned. The efforts of you and your staff have made it possible for me to enjoy a very comfortable retirement. If I had to do it over again, you would be my only choice to handle the promotion, price negotiation, and sale of my business. Thanks again for a fantastic job!
“Myself and Sam Cashio would like to commend you and your staff for the excellent job that you did on the sale of Mr. Cashio’s business. Even though adversity of location seemed to be ever present, your team persisted. The purchaser even commented that if it were not for your competent presentation, he would not have been interested in pursuing a purchase. Your professionalism was a welcomed change. We sing your praises for a job well done.”
“Let me begin by thanking you for successfully selling our Distribution Company. I must admit that when I was approached by your office, I was apprehensive about being listed with a broker. In my experience, brokers seldom offer the focused, personalized service it takes to consummate a deal within the complexities of today’s business environment. After meeting with you the first time, I could see your level of commitment would be different. After months of hard work and dedication on your part, you brought me not one but TWO acceptable offers! Your unbiased advice during the selection process was also commendable. You made sure the client and I felt comfortable moving forward without pressure to sign the deal. The result was total success! In short, you made a very delicate and often invasive process a very tolerable challenge. Your tenacious, organized and professional style is exactly what we needed to sell these product lines at a more than fair profit. I think you have definately found your calling. I would highly recommend anyone who is thinking of buying or selling a business to use Michelle Seiler Tucker above all others. Thanks again for a job well done!”
“I would like to start off by saying thank you for all of your help and guidance with the sale of my three custom-accessory outlets. I feel that without your support and direction, I could never have received the selling price that you brought to the table. Every step in the sales procedure was overseen by you personally, allowing me to concentrate on running the three businesses, which were still in full operation. From the very first step in the sale process, evaluating what price we should ask for the sale of the three businesses, you carefully and accurately helped make those decisions not only easy, but more importantly, beneficial to me as the seller. You understood all of the intricate details of selling a business and used that knowledge to procure a timely sale of the business, while ensuring the seller received the highest sale price obtainable, with all points being considered. The entire experience from beginning to sale not only happened quicker than anticipated, but it brought more than expected and caused very little intrusion with regard to the ongoing operation of the three businesses. I would strongly suggest to every business owner interested in selling their business to acquire your help in that endeavor. I know that you will make that entire experience not only much easier, but much more rewarding at the closings’ sale table. Your help in this field is invaluable.”
– M.J., Former Owner of Car and Truck Accessories Store
Leah has worked with Seiler Tucker since 2008, as Seiler Tucker’s Creative Director. Leah is a New Orleans native who moved back to the Big Easy after living in Chicago, where she attended the School of the Art Institute of Chicago. Leah works with the Seiler Tucker team in which to oversee projects, ensure quality control and implement new systems & protocols.
Judsen is a member of the Seiler Tucker team and contributes as a transaction facilitator. He was born and raised in Albany, New York. He attended Tulane University and received degrees in Homeland Security, Spanish, and Portuguese. He uses his fluency in Spanish and Portuguese to communicate and establish relationships with clients from around the world. Jud prides himself on the ability to connect with clients of all nationalities in order to provide an enjoyable, professional, friendly and productive outcome to all of Seiler Tucker clients.
Pablo Alfaro was born and raised in Los Angeles, and now lives in New Orleans. As a financial analyst at Seiler Tucker, Pablo collects and organizes financial data, runs future projections, and ensures financial statements are accurate. Graduated from the University of Southern California with a Bachelor of Arts in Neuroscience (2016) and most recently earned a Masters of Finance from Tulane University (2017).
Judsen is a member of the Seiler Tucker team and contributes as a transaction facilitator. He was born and raised in Albany, New York. He attended Tulane University and received degrees in Homeland Security, Spanish, and Portuguese. He uses his fluency in Spanish and Portuguese to communicate and establish relationships with clients from around the world. Jud prides himself on the ability to connect with clients of all nationalities in order to provide an enjoyable, professional, friendly and productive outcome to all of Seiler Tucker clients.
As a member of the Seiler Tucker Team, Shogo Dunn contributes as a financial analyst and transaction facilitator. He was born in Japan and raised in New Orleans, he speaks both Japanese and English with a native tongue. Shogo graduated from Louisiana State University in International Trade and Finance. He prepares and analyzes financial statements, conducts evaluations, maintains client relationships, prepares marketing materials. Shogo is dedicated to the Seiler Tucker process and is motivated to ensuring that all Seiler Tucker clients enjoy a professional and quality experience.
Gregory Swistel, is a member of the Seiler Tucker Team and contributes as a transaction coordinator and financial analyst. He specializes in valuations, buy/sell transactions and client relations, drawing on his experience as a US Senate campaign research and data analyst. A graduate of the Lawrenceville School, he holds BAs in both Environmental Studies and Business Management from Tulane University. Greg is dedicated to ensuring that all Seiler Tucker clients enjoy a professional, productive and confidential experience all while achieving the desired outcome.
Lester has over 20 years of experience in land, resort, and condominium development, as well as in bio-tech, medical investments, and stem cell therapy development. These experiences include founding businesses, financing new projects, and participating as an investor in these projects when necessary.
