la valeur de votre entreprise?

Size: px
Start display at page:

Download "la valeur de votre entreprise?"

Transcription

1 Comment maximiser la valeur de votre entreprise? M. Stephen Reisler Commencez au moins 2 ans à l avance Associé, ROCG Americas LLC Montréal 1

2 Not For Re-Distribution ROCG s Proprietary Process 2

3 Building business value starts with Knowing and understanding 4 key things: 1. Your own Starting Point 2. Today s Playing Field 3. The Value Drivers of a business 4. The Benefits to Strategic Planning

4 4 Owners need to know current business value

5 1. Knowing Your Starting Point begins with realizing the end in mind. What s needed from the What s business it to satisfy your objectives and future lifestyle? really worth? $$$ $$$ $ Current Value (but we know that this often isn t only about the money) Desired Exit Value 5

6 2. Knowing Today s Playing Field Deal flow is down considerably over the last 4 years Significant increase in PE and strategic buyer interest (PE expects more than 50% of its deals this year will be with family/private companies in the lower mid market) Multipliers are down (Various reports 45% to 55% since 09) Scarcity of buyers (less buyers than sellers as per demographics) Time frame to complete deals has lengthened Seller financing has increased to get deal done/bridge the valuation gap through much more creativity in deal structures Delay in deals/sales/exits adds further supply to the pipeline, which lowers values of marginal companies in the future. All of this leads to setting up a Perfect Storm! 6

7 Private Equity (PE) group M&A Activity When? 2007 Avg. transaction size $373m 2012 Avg. transaction size $173m 42% fewer deals (62% less $ invested) 7

8 Business Value Cycles Should owners cut-and-run today or hang-in there? Prime Selling Time Almost Recession Deal Recession (Buyer s Market) (Seller s Market) (Neutral Market) Current Cycle (Prime likely delayed by 2 yrs.) Next Cycle Youngest Boomers Age Next Cycle Oldest Boomers Age Robert Slee - Private Capital Markets

9 Private capital markets an overview Annual Revenues or Sales of US Businesses ($millions) $ 5m $150m $500m $1,000B Small Lower Middle Upper Large M I d d l e M a r k e t Companies 5.4MM 300,000 2,000 (Number of businesses) 15% 40% 45% (% of the economy) 2-3x 4-8x 8-10x 10-11x >12x EBITDA Multiples (normalized) Finding ways for to = 7; Size does matter!

10 10 Building & managing business value

11 Perception of Business Value is everything! How a seller sees value How a buyer sees value 11

12 3. Understanding that the Value Drivers of a business start with minimizing its dependency on you as the owner Your business is more valuable if it can run without You! Eliminate all the dependencies Systematize the operations Develop the team Empower them to make decisions (even bad ones) Manage expectations Tactical thinking affords an owner a pay check, But. strategic thinking creates wealth 12

13 Your next phase requires YOU to Unless you have been living in a bubble, you know that you must consider making changes to your business. is not a four letter word to be feared! 13

14 14 Business owner(s) succession

15 4. Knowing why Strategic Planning is the key to Building Business Value Strategic ideas fall into one of four quadrants New Services Business Development 3 Stepping Out 4 Existing Services 1 2 Status Quo Business Extension Existing Clients New Clients

16 Growth Strategies Build Business Value Implementing strategic ideas also requires an analysis of your risk acceptance Higher risk New Services Business Development Launching New Services Stepping Out Major New Strategic Direction Maximum risk Existing Services Low risk Operational Improvement Focus Status Quo Existing Clients Attacking New Markets Business Extension New Clients Moderate risk 16

17 Intangible off balance sheet assets count! (Get any of these Rembrandts out of the closet!) Advertising campaigns Advertising materials Backlog Computer database Computer designs Contracts Copyrights Credit files Custom built factory Customer Demographics Delivery systems Distributorships Employee manuals Engineering drawings Experienced staff Favourable financing Franchises Government programs Growing industry Know-how Licenses Local economy Location Low employee turnover Loyal customer base Mailing list Management team Market share Name recognition Patents Proprietary designs Recession-resistant industry Reputation Royalty agreements Security clearances Skilled employees Supplier base Systems & procedures Technology Tooling Trademarks Trade secrets Training procedures 17

18 Business staging is.. This takes time, requires a plan, succesful implementation of action items, and time to practice!

19 What can t be neglected is.. This also will take time, requires you to plan and practice implementing, and should not be rushed

20 Comment bien vendre son entreprise à un tiers M. Yves Dufresne Consultant, ROCG Americas LLC Montréal Comment trouver un acquéreur pour votre entreprise? 20

Chapter 7: Asset Valuation (Intangible Assets)

Chapter 7: Asset Valuation (Intangible Assets) Chapter 7: Asset Valuation (Intangible Assets) Intangible assets are the most difficult items to quantify and qualify. Typically, most business sellers want a large payout for blue sky (goodwill). Quantifying

More information

Why Your Business Needs a Website: Ten Reasons. Contact Us: 727.542.3592 Info@intensiveonlinemarketers.com

Why Your Business Needs a Website: Ten Reasons. Contact Us: 727.542.3592 Info@intensiveonlinemarketers.com Why Your Business Needs a Website: Ten Reasons Contact Us: 727.542.3592 Info@intensiveonlinemarketers.com Reason 1: Does Your Competition Have a Website? As the owner of a small business, you understand

More information

IDG Ventures Vietnam Guide to Writing a Business Plan

IDG Ventures Vietnam Guide to Writing a Business Plan IDG Ventures Vietnam Guide to Writing a Business Plan Initial Phase: Formulating the Idea You have a great idea for a company now is the time to do your homework. Before writing a business plan, extensive

More information

Preserve, protect, and promote the value of your business. Start your business trek towards transition today.

Preserve, protect, and promote the value of your business. Start your business trek towards transition today. F e d e r a l R e s e r v e B a n k o f K a n s a s C i t y O m a h a B r a n c h i n p a r t n e r s h i p w i t h Creighton University School of Law Community Economic Development Clinic Nebraska Business

More information

The Five Biggest Pitfalls Dentists Need to Avoid When Buying a Dental Practice By Troy C. Patton, CPA/ABV

The Five Biggest Pitfalls Dentists Need to Avoid When Buying a Dental Practice By Troy C. Patton, CPA/ABV The Five Biggest Pitfalls Dentists Need to Avoid When Buying a Dental Practice By Troy C. Patton, CPA/ABV Troy Patton, CPA/ABV is an accountant from Indianapolis Indiana. Mr. Patton started his practice

More information

2011 B2B Marketing BenchMark Report

2011 B2B Marketing BenchMark Report EXCERPT Special Rate Sponsor: 2011 B2B Marketing BenchMark Report Practical instructions to generate, Research and Insights on Elevating qualify and nurture new business Marketing Effectiveness from Lead

More information

Brought to you by. Technology changes fast. From new apps to digital marketing, it can feel impossible to keep up.

Brought to you by. Technology changes fast. From new apps to digital marketing, it can feel impossible to keep up. 1 Brought to you by Technology changes fast. From new apps to digital marketing, it can feel impossible to keep up. At The Paperless Agent, our mission is to help real estate professionals from all experience

More information

PRE-PROPOSAL GUIDE: MARKETING CAMPAIGN OR PROGRAM

PRE-PROPOSAL GUIDE: MARKETING CAMPAIGN OR PROGRAM PRE-PROPOSAL GUIDE: MARKETING CAMPAIGN OR PROGRAM 01 02 03 04 05 06 WHY IT MATTERS GETTING STARTED STRATEGY CONCEPT PLAN TYPICAL INVESTMENT AND TIMEFRAME 01. WHY IT MATTERS When you re revamping a marketing

More information

Marketing Ingenuity and Invention an Innovation Guidebook

Marketing Ingenuity and Invention an Innovation Guidebook The following is an extraction from Marketing Ingenuity and Invention: an Innovation Guidebook, a publication from the Wisconsin Innovation Service Center. Marketing Ingenuity and Invention an Innovation

More information

Product-centric to Customer-centric: Why CRM is the Business Strategy for School Market Success

Product-centric to Customer-centric: Why CRM is the Business Strategy for School Market Success Product-centric to Customer-centric: Why CRM is the Business Strategy for School Market Success As the education market matures, companies seeking to sell to ever-moresavvy product and service buyers are

More information

Fundamentals of Marketing Management

Fundamentals of Marketing Management Fundamentals of Management Dr. P.V. (Sundar) Managing World-Class Organizations What is? Process by which individuals and groups obtain what they need and want through creating and exchanging products

More information

Senior Care Master Franchise

Senior Care Master Franchise How to Acquire and Make a Fortune Owning a Senior Care Master Franchise WHAT IS A MASTER FRANCHISE Within the world of franchising, there exists a little-known opportunity that can create a fortune, known

More information

Chris Bell. Customer Experience Coach. www.customerexperiences.co.nz

Chris Bell. Customer Experience Coach. www.customerexperiences.co.nz Chris Bell Customer Experience Coach Developing Your Unique Customer Experience Introduction As more and more business leaders start to understand what a customer experience strategy is all about and more

More information

Sources of finance (Or where can we get money from?)

Sources of finance (Or where can we get money from?) Sources of finance (Or where can we get money from?) Why do we need finance? 1. Setting up a business 2. Need to finance our day-to-day activities 3. Expansion 4. Research into new products 5. Special

More information

BUSINESS PLAN OUTLINE

BUSINESS PLAN OUTLINE BUSINESS PLAN OUTLINE Prepared by: Stephen Gizzi, Esq. Gizzi & Reep, LLP Benicia, CA (707) 748 0900 www.solanolawgroup.com THOSE WHO FAIL TO PLAN; PLAN TO FAIL SIMPLE BUSINESS PLAN FORMAT 1 1) EECUTIVE

More information

Marketing Management. 1 Many people are surprised when they realize how may different ideas and activities are included in the term.

Marketing Management. 1 Many people are surprised when they realize how may different ideas and activities are included in the term. Marketing Management 1 Many people are surprised when they realize how may different ideas and activities are included in the term. 1. Marketing 2. Manufacturing 3. Labeling 2 One of the most important

More information

Uses and Limitations of Ratio Analysis

Uses and Limitations of Ratio Analysis Uses and Limitations of Ratio Analysis Balkrishna Parab ACS, AICWA balkrishnaparab@jbims.edu F inancial statement analysis involves comparing the firm s performance with that of other firms in the same

More information

The Purchase Price in M&A Deals

The Purchase Price in M&A Deals The Purchase Price in M&A Deals Question that came in the other day In an M&A deal, does the buyer pay the Equity Value or the Enterprise Value to acquire the seller? What does it mean in press releases

More information

THINGS. Smart REALTORS Should Do Before They Retire

THINGS. Smart REALTORS Should Do Before They Retire 5 THINGS Smart REALTORS Should Do Before They Retire Retirement may seem like a far-off and distant dream to real estate agents in the prime of their careers. But no matter what stage you are in, there

More information

Grooming Your Business for Sale

Grooming Your Business for Sale PRIVATE COMPANIES Grooming Your Business for Sale Plan for the Future but Be Prepared for the Unexpected KPMG ENTERPRISE 2 Grooming Your Business for Sale Grooming Your Business for Sale Plan for the Future

More information

What is the income statement in accounting? Peter Baskerville. The definition and place of the income statement in accounting - Foundation level

What is the income statement in accounting? Peter Baskerville. The definition and place of the income statement in accounting - Foundation level What is the income statement in accounting? Peter Baskerville The definition and place of the income statement in accounting - Foundation level The Income Statement reports on the financial performance

More information

Chapter 7: Market Structures Section 1

Chapter 7: Market Structures Section 1 Chapter 7: Market Structures Section 1 Key Terms perfect competition: a market structure in which a large number of firms all produce the same product and no single seller controls supply or prices commodity:

More information

What s the Cost of Spending and Saving?

What s the Cost of Spending and Saving? LESSON DESCRIPTION AND BACKGROUND This lesson examines the benefits and opportunity cost of spending and saving. The students learn how compound interest makes savings grow. Compounding provides an incentive

More information

Choosing HOW you fund your business is just as IMPORTANT as the business you choose.

Choosing HOW you fund your business is just as IMPORTANT as the business you choose. Choosing HOW you fund your business is just as IMPORTANT as the business you choose. About Benetrends Benetrends has been helping visionary entrepreneurs successfully launch their dreams for nearly 30

More information

Entrepreneurs Assess Their M&A Options

Entrepreneurs Assess Their M&A Options 2015 SURVEY RESULTS Entrepreneurs Assess Their M&A Options Research among business leaders reveals excitement about future transactions and positive outlook for near-term M&A. INTRODUCTION Creating value

More information

# of Annual % of Busines Sales Busine Sell for % for Sale % that Sell ses sses < $500K $500K- $1M $1 - $2.5M $2.5- $10M $10-$50M >$50M 100

# of Annual % of Busines Sales Busine Sell for % for Sale % that Sell ses sses < $500K $500K- $1M $1 - $2.5M $2.5- $10M $10-$50M >$50M 100 With Succession in Mind Increasing Your Business Value For Remodelers Gregory R. Caruso Attorney, CPA, CVA Principal, 410-507-5441 gcaruso@harvestbusiness.com 1 What We Will Cover Huge Value Swing Business

More information

Optimizing Rewards and Employee Engagement

Optimizing Rewards and Employee Engagement Optimizing Rewards and Employee Engagement Improving employee motivation and engagement, and identifying the right total rewards strategy to influence workforce effectiveness. Kevin Aselstine, Towers Perrin

More information

Learning Objectives. Chapter 6. Market Structures. Market Structures (cont.) The Two Extremes: Perfect Competition and Pure Monopoly

Learning Objectives. Chapter 6. Market Structures. Market Structures (cont.) The Two Extremes: Perfect Competition and Pure Monopoly Chapter 6 The Two Extremes: Perfect Competition and Pure Monopoly Learning Objectives List the four characteristics of a perfectly competitive market. Describe how a perfect competitor makes the decision

More information

The 7 Step Guide to Business Exit Planning

The 7 Step Guide to Business Exit Planning The 7 Step Guide to Business Exit Planning It takes a coordinated Team of Professionals experienced in Mergers & Acquisitions, Corporate Law, Taxation and Financial Planning / Wealth Management to successfully

More information

SELL YOUR PROPERTY IN 60 DAYS OR LESS.

SELL YOUR PROPERTY IN 60 DAYS OR LESS. SELL YOUR PROPERTY IN 60 DAYS OR LESS. 866.568.6638 BraunWorldbid.com 1230 Rosecrans Ave. Suite 160 Manhattan Beach, CA 90266 fax 310.798.3123 Los Angeles San Francisco New York Chicago Cleveland Miami

More information

Developing and Delivering a Winning Investor Presentation

Developing and Delivering a Winning Investor Presentation ENTREPRENEUR WORKBOOKS Business Planning and Financing Management Series Building Block 4 Developing and Delivering a Winning Investor Presentation MaRS Discovery District, December 2009 See Terms and

More information

Strategic Brand Management Building, Measuring and Managing Brand Equity

Strategic Brand Management Building, Measuring and Managing Brand Equity Strategic Brand Management Building, Measuring and Managing Brand Equity Part 1 Opening Perspectives 开 放 视 觉 Chapter 1 Brands and Brand Management ------------------------------------------------------------------------

More information

Understanding Franchising

Understanding Franchising Understanding Franchising By: Robert A. Gappa President, Management 2000 For the past twenty-five years the key concepts of franchising have been under going evolution and transformation. Management 2000

More information

Succeeding in China. Tom Behrens-Sorensen Navisino (Beijing) Advisors Ltd.

Succeeding in China. Tom Behrens-Sorensen Navisino (Beijing) Advisors Ltd. Succeeding in China Tom Behrens-Sorensen Navisino (Beijing) Advisors Ltd. Muligheder og udfordringer 24 millioner SMVer i EU 13% af EU27 SMVer eksporterer uden for det indre marked Kun 250.000 SMVer eksporterer

More information

Marketing Mix of Industrial Property in Modern Conditions

Marketing Mix of Industrial Property in Modern Conditions National Academy of Sciences of Ukraine G. M. Dobrov Centre for Scientific and Technological Potential and Science History Studies Marketing Mix of Industrial Property in Modern Conditions PhD Project

More information

Griffith Innovation Challenge. Writing an Effective Business Plan

Griffith Innovation Challenge. Writing an Effective Business Plan Griffith Innovation Challenge Writing an Effective Business Plan Writing an Effective Business Plan Presented by: Kenneth C. Bennett Griffith Business School This presentation contains information adapted

More information

Business Valuation Basics

Business Valuation Basics Building Equity Value in YOUR DIGITAL ASSETS AGENDA 1. Basics of Business Valuation 2. Ways to Value Your Digital Assets 3. Value of Website to a Buyer 4. Ways to Build Equity Value in Your Website 5.

More information

GCSE Business Studies. Ratios. For first teaching from September 2009 For first award in Summer 2011

GCSE Business Studies. Ratios. For first teaching from September 2009 For first award in Summer 2011 GCSE Business Studies Ratios For first teaching from September 2009 For first award in Summer 2011 Ratios At the end of this unit students should be able to: Interpret and analyse final accounts and balance

More information

Why Your Local Business Needs a Website

Why Your Local Business Needs a Website Why Your Local Business Needs a Website Let's face it; times have changed and the way people look for new products and services has changed. Think about it when was the last time you picked up a phone

More information

Are you getting the best deal from your accountant?

Are you getting the best deal from your accountant? Are you getting the best deal from your accountant? Introduction It s human nature to want the best deal. Whether you are going out for a meal, booking a holiday or paying an accountant, it s good to know

More information

How to Write a Business Plan

How to Write a Business Plan How to Write a Business Plan Small Business Development Center (SBDC) A well-written comprehensive business plan forms the basis for the success of any business venture. The business plan is a written

More information

Covisint: Help or Hindrance? By Charles Stunson

Covisint: Help or Hindrance? By Charles Stunson Covisint: Help or Hindrance? By Charles Stunson Introduction Since the press release on February 25, 2000, four of the largest automotive manufacturers in the world have been successful in assisting the

More information

Skills Knowledge Energy Time People and decide how to use themto accomplish your objectives.

Skills Knowledge Energy Time People and decide how to use themto accomplish your objectives. Chapter 8 Selling With a Strategy Strategy Defined A strategy is a to assemble your resources Skills Knowledge Energy Time People and decide how to use themto accomplish your objectives. In selling, an

More information

ESOP Advantage. Employee Stock Ownership Plan

ESOP Advantage. Employee Stock Ownership Plan ESOP Advantage Employee Stock Ownership Plan E The Smart Way to Structure Your Business The most important business move you ll ever make - could be your next one. If you are an entrepreneur launching

More information

Content Management Guide

Content Management Guide Content Management Guide Content marketing has a reputation for being difficult to measure, which can make it hard to obtain buy-in and support. But that s no excuse for playing it by ear there are plenty

More information

FYI HIRING. Recruiting Strategies

FYI HIRING. Recruiting Strategies FYI HIRING Recruiting Strategies Revised: March 2011 Summary: This FYI discusses the steps involved establishing or revitalizing an effective recruiting process. It includes considerations for goal setting,

More information

Franchise Sales from the Franchisee Perspective MODERATOR: John W. Francis

Franchise Sales from the Franchisee Perspective MODERATOR: John W. Francis 1 Franchise Sales from the Franchisee Perspective MODERATOR: John W. Francis Area Franchisee for MN & WI - PostNet 2 Today s Presenters John W. Francis Area Franchisee MN &WI, PostNet International Joseph

More information

Closing The Sale. What actually happens during the sales process is that the salesperson:

Closing The Sale. What actually happens during the sales process is that the salesperson: Closing The Sale Closing The Sale By Sean McPheat, Managing Director Of The Sales Training Consultancy Closing the sale is not a skill that can be learned in isolation from the rest of the sales process.

More information

Plan stratégique pour optimiser sa participation aux salons professionnels à l étranger

Plan stratégique pour optimiser sa participation aux salons professionnels à l étranger Plan stratégique pour optimiser sa participation aux salons professionnels à l étranger Chambre de Commerce Enterprise Europe Network - Luxembourg 22/03/2012 Pierre Hermant Chairman Febelux Managing Director

More information

TOP 25 MARKETING TOPICS RME

TOP 25 MARKETING TOPICS RME TOP 25 MARKETING TOPICS RME ABOUT THIS TABLE OF CONTENTS About This Report... 2 Commissions Generated From The Top Marketing Topics... 3 Types Of Headlines... 4 Keyword Cluster... 5 Top Marketing Topics...

More information

Valuation Practice. ICM Advisors. Intellectual Property & Intangible Assets. Leverage the intangible assets INTELLECTUAL CAPITAL MANAGEMENT

Valuation Practice. ICM Advisors. Intellectual Property & Intangible Assets. Leverage the intangible assets INTELLECTUAL CAPITAL MANAGEMENT Valuation Practice Intellectual Property & Intangible Assets ICM Advisors INTELLECTUAL CAPITAL MANAGEMENT Leverage the intangible assets Business needs drive IP Valuation Intellectual Property (IP) and

More information

Bankable Business Plans

Bankable Business Plans Bankable Business Plans Most people who aim at nothing hit it with remarkable accuracy! Presented by: Brendan Binchy E: brendan.binchy@rocg.com M :+353-862657321 W: www.rocg.com Fundamentals Reporting

More information

Chapter 2: Analyzing a Dealership s Financial Statements & Operations

Chapter 2: Analyzing a Dealership s Financial Statements & Operations Chapter 2: Analyzing a Dealership s Financial Statements & Operations To analyze a dealership s operations, a close look must be taken at the day to day operations as well as examining the dealership s

More information

Develop Your Intuition about Value Multiples By Serena Morones, CPA, ABV, ASA, CFE

Develop Your Intuition about Value Multiples By Serena Morones, CPA, ABV, ASA, CFE By Serena Morones, CPA, ABV, ASA, CFE Introduction Do you have a reasonable sense about what multiple of EBITDA is appropriate to value your client s business? Or do you toss around standard rules of thumb

More information

SMALL BUSINESS DEVELOPMENT CENTER RM. 032

SMALL BUSINESS DEVELOPMENT CENTER RM. 032 SMALL BUSINESS DEVELOPMENT CENTER RM. 032 THE BUSINESS VALUATION PROCESS: BUYING/SELLING A BUSINESS (c) Revised January, 2013 Board of Regents, University of Wisconsin System Julie Britz, Writer; Mark

More information

Premier Marketing S E R V I C E S U N I T E D C O U N T R Y

Premier Marketing S E R V I C E S U N I T E D C O U N T R Y Premier Marketing S E R V I C E S U N I T E D C O U N T R Y Who We Are THE PREMIER MARKETING SERVICES STORY United Country Real Estate & Auction Services Premier Marketing Services was born from our real

More information

This document attempts to take some of the fear and uncertainty away from the CRM concept:

This document attempts to take some of the fear and uncertainty away from the CRM concept: What is CRM? What is CRM? Today growing businesses manage customer connections and information in a variety of ways. Some use old fashioned note cards and Rolodex. Others store information on their mobile

More information

Your home loan what the banks don't tell you

Your home loan what the banks don't tell you Your home loan what the banks don't tell you Our homes are the biggest purchases we make, and the home loan you choose can make a significant difference to your ongoing mortgage costs. Mortgage brokers

More information

The Psychology of Travel Consumer Behavior

The Psychology of Travel Consumer Behavior The Psychology of Travel Consumer Behavior January 2003 The Strategic Travel Action Resource or STAR is a timely, topical, brief report replacing what was currently referred to as an Industry Report. The

More information

Chapter 4: Liquor Store Business Valuation

Chapter 4: Liquor Store Business Valuation Chapter 4: Liquor Store Business Valuation In this section, we will utilize three approaches to valuing a liquor store. These approaches are the: (1) cost (asset based), (2) market, and (3) income approach.

More information

Getting Started with the Marketing Kickstarter Kit THE PAPERLESS AGENT

Getting Started with the Marketing Kickstarter Kit THE PAPERLESS AGENT Getting Started with the Marketing Kickstarter Kit THE PAPERLESS AGENT This guide provides an overview of everything included in your Marketing Kickstarter Kit along with an explanation of what each resources

More information

5 STEPS TO Identifying Your Profitable Target Audience PUBLISHED BY

5 STEPS TO Identifying Your Profitable Target Audience PUBLISHED BY 5 STEPS TO Identifying Your Profitable Target Audience PUBLISHED BY You know that profiling your target audience is the best business practice... BUT WHY? Even children try to identify the right audience

More information

The Pay Paradox: The missing link in sales compensation. 2013 Strategic sales compensation survey

The Pay Paradox: The missing link in sales compensation. 2013 Strategic sales compensation survey The Pay Paradox: The missing link in sales compensation 2013 Strategic sales compensation survey The Pay Paradox the Missing Link in sales compensation Overview After several distressing years, the global

More information

Words That Work Playbook

Words That Work Playbook MetLife DISABILITY INSURANCE Words That Work Playbook Language to drive your DI client discussions We can likely all agree on the importance of protecting your clients income in the event of a disability.

More information

Sales Training Programme. Module 8. Closing the sale workbook

Sales Training Programme. Module 8. Closing the sale workbook Sales Training Programme. Module 8. Closing the sale workbook Workbook 8. Closing the sale Introduction This workbook is designed to be used along with the podcast on closing the sale. It is a self learning

More information

VALUE PROPOSITIONS: UM-Flint School of Management. Corporate Planning & Consulting, LLC. June 9, 2010

VALUE PROPOSITIONS: UM-Flint School of Management. Corporate Planning & Consulting, LLC. June 9, 2010 VALUE PROPOSITIONS: A PATHWAY TO CREATING VALUE Michigan Family Business Center UM-Flint School of Management Vince Shunsky Corporate Planning & Consulting, LLC June 9, 2010 Value Creation Create value

More information

CHAPTER 2: THE MARKET SYSTEM AND THE CIRCULAR FLOW

CHAPTER 2: THE MARKET SYSTEM AND THE CIRCULAR FLOW CHAPTER 2: THE MARKET SYSTEM AND THE CIRCULAR FLOW Introduction The problem of scarcity forces societies to make choices about what to produce, how to produce those goods, and who will receive the goods

More information

Seeing you through refinancing

Seeing you through refinancing REFINANCING GUIDE Seeing you through refinancing hether you re moving home, renovating, or simply looking for a different home loan, refinancing doesn t need to be complicated. At QuickSelect we are interested

More information

The Need for Strategic Planning for Project Management

The Need for Strategic Planning for Project Management 1 The Need for Strategic Planning for Project Management INTRODUCTION For more than 40 years, American companies have been using the principles of project management to get work accomplished. Yet, for

More information

This is one of the most important parts of

This is one of the most important parts of Summer 2010 Things to Consider Before Buying A Business By Steven I. Hochfelsen Often, the buying and selling of a business generate more litigation than any other kind of transaction. There are a number

More information

Appraisal Economics Inc. Joseph Kettell, ASA Jkettell@ae-us.com (201)265-3333 www.appraisaleconomics.com

Appraisal Economics Inc. Joseph Kettell, ASA Jkettell@ae-us.com (201)265-3333 www.appraisaleconomics.com Appraisal Economics Inc. Joseph Kettell, ASA Jkettell@ae-us.com (201)265-3333 www.appraisaleconomics.com Identified Asset Fair Market Value Player Contracts $60,000,000 National Broadcast Rights 110,000,000

More information

Workshop 3: Writing A Financial Plan. Proudly sponsored by:

Workshop 3: Writing A Financial Plan. Proudly sponsored by: Workshop 3: Writing A Financial Plan Proudly sponsored by: Writing a Financial Plan Presented by: Kenneth C. Bennett Head, Work Integrated Learning Griffith Business School This presentation contains information

More information

BETTER RELATIONSHIP SELLING

BETTER RELATIONSHIP SELLING BETTER RELATIONSHIP SELLING A Proven Formula For Acquiring and Developing Relationships with High Value Customers Three actions your company can take today to improve relationship selling performance and

More information

10 TIPS FOR BUYING MAILING LISTS

10 TIPS FOR BUYING MAILING LISTS 10 TIPS FOR BUYING MAILING LISTS A Guide to Purchasing Direct Mail Lists INTRODUCTION With over 30,000 different lists available, it is essential that you make informed and quality choices to ensure you

More information

Davis New York Venture Fund

Davis New York Venture Fund Davis New York Venture Fund Price Is What You Pay, Value Is What You Get Over 40 Years of Reliable Investing Price Is What You Pay, Value Is What You Get Over 60 years investing in the equity markets has

More information

FAIR VALUE ACCOUNTING: VISIONARY THINKING OR OXYMORON? Aswath Damodaran

FAIR VALUE ACCOUNTING: VISIONARY THINKING OR OXYMORON? Aswath Damodaran FAIR VALUE ACCOUNTING: VISIONARY THINKING OR OXYMORON? Aswath Damodaran Three big questions about fair value accounting Why fair value accounting? What is fair value? What are the first principles that

More information

ABC s of Selling 10th Edition. Charles M. Futrell

ABC s of Selling 10th Edition. Charles M. Futrell ABC s of Selling 10th Edition Charles M. Futrell Chapter 5 Sales Knowledge: Customers, Products, Technologies McGraw-Hill/Irwin ABC s of Selling, 10/e Copyright 2009 by The McGraw-Hill Companies, Inc.

More information

Why SIGN MECHANIC Advertising?

Why SIGN MECHANIC Advertising? Why SIGN MECHANIC Mobile Outdoor Advertising? Mobile Advertising generates double the attention of a static billboard!* Mobile advertising has an unlimited impact, especially due to protective sign codes,

More information

BUSINESS VALUATION 101. Business Valuation 101: Demystifying the Multiple

BUSINESS VALUATION 101. Business Valuation 101: Demystifying the Multiple 2015 Business Valuation 101: Demystifying the Multiple 1 Business Valuation 101: Demystifying the Multiple 2 When it comes to succession planning for business owners, the two most common questions asked

More information

SAMPLE BUSINESS PLAN TEMPLATE <<COMPANY LOGO>> <<COMPANY NAME>> BUSINESS PLAN. <<Prepared by: >> <<Date>>

SAMPLE BUSINESS PLAN TEMPLATE <<COMPANY LOGO>> <<COMPANY NAME>> BUSINESS PLAN. <<Prepared by: >> <<Date>> SAMPLE BUSINESS PLAN TEMPLATE BUSINESS PLAN Table of Contents Page Confidentiality Agreement ii 1) Executive Summary 1 2) Company Description

More information

Telemarketing Selling Script for Mobile Websites

Telemarketing Selling Script for Mobile Websites Telemarketing Selling Script for Mobile Websites INTRODUCTION - - - - - - - To person who answers phone - - - - - - - Record name of company, phone Good Morning (or Good Afternoon) I would like to speak

More information

Marketing: Helping Buyers Buy

Marketing: Helping Buyers Buy Chapter Thirteen Marketing: Helping Buyers Buy McGraw-Hill/Irwin Copyright 2010 by the McGraw-Hill Companies, Inc. All rights reserved. CRICKET LEE Fitlogic Developed a system of clothes sizing called

More information

K-12 Entrepreneurship Standards

K-12 Entrepreneurship Standards competitiveness. The focus will be on business innovation, change and issues related to the United States, which has achieved its highest economic performance during the last 10 years by fostering and

More information

10 Ingredients of a Successful Marketing Plan - 2014 SDB Creative Group, Inc.

10 Ingredients of a Successful Marketing Plan - 2014 SDB Creative Group, Inc. 10 Ingredients of A Successful Marketing Plan You know the saying, not planning is planning to fail. Developing a marketing plan for your business gives you a tool that will help you know your business

More information

Economics Chapter 7 Review

Economics Chapter 7 Review Name: Class: Date: ID: A Economics Chapter 7 Review Matching a. perfect competition e. imperfect competition b. efficiency f. price and output c. start-up costs g. technological barrier d. commodity h.

More information

A Primer on Calculating Goodwill Impairment: Valuation Issues Raised by Financial Accounting Statement 142 1

A Primer on Calculating Goodwill Impairment: Valuation Issues Raised by Financial Accounting Statement 142 1 A Primer on Calculating Goodwill Impairment: Valuation Issues Raised by Financial Accounting Statement 142 1 by Dr. Stanley Jay Feldman Chairman, Axiom Valuation Solutions April 2004 1 This is a revised

More information

Food & Coffee Offers New Ideas to Drive Non Fuel Income

Food & Coffee Offers New Ideas to Drive Non Fuel Income RPS Energy is part of RPS Group, a FTSE 250 company with a turnover of $700m. RPS Energy is one of the world s leading suppliers of independent commercial advisory services, project management support,

More information

Shaping. Business Strategy. Through. Competitive Intelligence. Strategic Use of. Intellectual Property Information

Shaping. Business Strategy. Through. Competitive Intelligence. Strategic Use of. Intellectual Property Information Shaping This project is funded by the EU Business Strategy Through Competitive Intelligence Strategic Use of Intellectual Property Information Strategic Planning Process Business Strategy Definition This

More information

Setting Fees in International Franchise Agreements

Setting Fees in International Franchise Agreements Setting Fees in International Franchise Agreements Presented by: Edward (Ned) Levitt, Partner, Dickinson Wright LLP nlevitt@dickinsonwright.com - 416 646 3842 David Riker, Vice President of Global Operations,

More information

For professional investors and advisers only. Schroders. European equities

For professional investors and advisers only. Schroders. European equities For professional investors and advisers only Schroders European equities Schroders European equities Schroders has a proud heritage of investing in European equities and we have built a successful and

More information

Solving for Perpetuation Financing: The Next Generation ESOP

Solving for Perpetuation Financing: The Next Generation ESOP Solving for Perpetuation Financing: The Next Generation ESOP Seven times eight times nine times or more times As the largest brokers have returned to the M&A market with a vengeance, we have witnessed

More information

Chapter 4 Valuation Methods in Intellectual Asset-Based. Management Evaluation Finance

Chapter 4 Valuation Methods in Intellectual Asset-Based. Management Evaluation Finance Chapter 4 Valuation Methods in Intellectual Asset-Based Management Evaluation Finance (Supplemental Discussion) This chapter explains one way of thinking for valuation methods in intellectual asset-based

More information

Why Your Employer Brand Matters

Why Your Employer Brand Matters Hiring Solutions Whitepaper Why Your Employer Brand Matters The impact of company brand and employer brand on job consideration Key Findings 1) A strong overall company brand certainly doesn t hurt in

More information

FORCEPOINT. Global Partner Program EMPOWER INNOVATE GROW

FORCEPOINT. Global Partner Program EMPOWER INNOVATE GROW FORCEPOINT Global Partner Program EMPOWER INNOVATE GROW FORCEPOINT Global Partner Program EMPOWER INNOVATE GROW Forcepoint safeguards users, data and networks against the most determined adversaries, from

More information

Marketing Science Institute 2014-2016 Research Priorities

Marketing Science Institute 2014-2016 Research Priorities Marketing Science Institute 2014-2016 Research Priorities Source: www.msi.org Every two years, the Marketing Science Institute asks member companies to help select the priorities that will drive research

More information

WHITE PAPER NO. 45 SECONDARY INVESTING IN PRIVATE EQUITY

WHITE PAPER NO. 45 SECONDARY INVESTING IN PRIVATE EQUITY WHITE PAPER NO. 45 SECONDARY INVESTING IN PRIVATE EQUITY Greycourt White Paper White Paper No. 45 A Brief Primer on Secondary Investing in Private Equity M uch has been written recently about secondary

More information

UHAL. AMERCO An Undervalued $7Billion Company Hidden in Plain Sight. Long Investment Idea Price Target: $502/share

UHAL. AMERCO An Undervalued $7Billion Company Hidden in Plain Sight. Long Investment Idea Price Target: $502/share UHAL AMERCO An Undervalued $7Billion Company Hidden in Plain Sight Long Investment Idea Price Target: $502/share Alexandra Esparza MBA Candidate at the Yale School of Management, May 4, 2016 Company Background

More information

The Profit WIN Numbers Jim Silverman Automotive Training Institute

The Profit WIN Numbers Jim Silverman Automotive Training Institute The Profit WIN Numbers Jim Silverman Automotive Training Institute Today's Agenda Determine how much money you need to make Pay your bills now Have enough for later Learn how to keep score Fix your accounting

More information

Niche medical billing service with stable, reliable government clients

Niche medical billing service with stable, reliable government clients Niche medical billing service with stable, reliable government clients This 25+ year old company provides a narrow niche medical billing service that primarily serves city and county government agencies

More information

MEDIA RELEASE SIKA WITH STRONG GROWTH IN EMERGING MARKETS

MEDIA RELEASE SIKA WITH STRONG GROWTH IN EMERGING MARKETS DATUM 1 / 6 Zugerstrasse 50 6341 Baar, Switzerland www.sika.com CONTACT TELEPHONE E MAIL Dominik Slappnig Corporate Communications & Investor Relations +41 58 436 68 21 slappnig.dominik@ch.sika.com SIKA

More information