Many pest control operators take a very passive approach to selling their businesses and consequently leave substantial money on the table.
Instead of planning for their exit years in advance and instituting a formal, competitive sale process, they wait until they must retire and take the best offer from the first acquirer that shows up at the door. In other words, they finally answer that phone call from the random acquirer looking to buy, and then only deal with that acquirer throughout the rest of the process, all the while fooling themselves into believing that no one else could possibly pay any more.
In a consolidating industry like pest control, there is one certainty that plays out day after day, week after week, month after month – the amateur versus the professional – the experienced corporate buyer sitting on the other side of the negotiating table from the first-time seller. The extreme majority of pest control operators sell a business once in their lifetime, while corporate development officers at acquirers have been doing it for decades, sometimes two dozen times per year. By understanding and implementing a carefully planned process, the seller can significantly shift the odds in his or her favor and achieve substantially better results than a passive, privately negotiated sale.
Most owners believe that the investment bankers, M&A advisors and business brokers earn their fee by finding a buyer. The truth is, that is only a very small portion of what a skilled and experienced advisor will do. Finding the buyer is the easy part, positioning the seller in a competitive process so that acquirers are forced to simultaneously bid for the right to acquire the target company is what takes skill and finesse.
Potomac’s sell-side advisory is unique in the pest control industry and our clients are certain that the day they go to the closing table, they have extracted the absolute highest price possible for their company.
We are always extremely impressed with Potomac's offering package, they are always among the best we see - Director of Acquisitions, Rollins
The Potomac Pledge : Our primary focus as an advisor is to help our clients make the right decisions for them — not just sell a business.
What is your business worth?
Is now a good time to take the business to market, or are you better off waiting?
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