Have you ever wondered why two companies in the same industry with similar financials and growth projections can be valued completely differently? What makes a buyer pay a premium for Company A while not paying a premium for Company B? Why can two buyers look at the same company and come up with valuations that are widely divergent? Aren’t both buyers essentially using the same projected financials to determine the “worth” of a potential investment? The answer to all of these questions can be summed up in two words: intangible assets.
The official definition of intangible assets is found below:
The assets of a business that have value but are nonphysical and not shown on the balance sheet
Intangible assets (also known at “off balance sheet” assets) are those items that essentially make your business unique. Their relative value will vary from buyer to buyer. As part of your evaluation process, it is vital that you do a complete analysis of what sets your company apart from other companies in your industry.
Quite often, identifying intangible assets is a very difficult process for a business owner to accomplish. We find that because business owners are so close to their companies, they often take what makes them unique for granted. Or they simply don’t have the time to adequately brainstorm a full list of intangible assets.
To help you out, we have compiled a sample checklist that you can use for your company. This list is designed specifically to focus on intangible assets for manufacturing enterprises. However, many of these apply to any business regardless of its focus. Use this list to help you brainstorm your company’s specific intangibles. (Note: This is simply a sampling of possible intangibles.)
By no means is this list exhaustive. Nor does it cover all the possible permutations and intangibles that your company may have. If you are attempting to market your company on your own, we would strongly suggest that you set aside three to four hours to meet with your trusted advisors who can help you brainstorm on this topic. This step is so vital that we cannot stress it enough.
When you develop your list of specific buyer types, you will base whom you approach on these intangibles. Again, each buyer will value what you do differently. If you do your homework and clearly document what makes you unique, your odds of finding a buyer willing to pay a premium for your business go up dramatically.
If you are fortunate enough to be using an M&A advisor, they will do most of this work for you. They will have the experience needed to ask you key questions in order to really get to know your business and to delve into areas that you may take for granted. If you would like to learn more about how the Generational Equity evaluation process works, please contact us for a free, no-obligation consultation. If you qualify, you will be invited to attend one of our M&A workshops that we hold around the country on a weekly basis. While at a workshop, you will learn more about the value of intangibles and how they can be used to find the optimal buyer for your business.
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I wanted to write you a quick letter to express our appreciation and our delight on the outcome of helping us through the process of our recent sale. We are very happy with the end result, and are very happy to be able to move forward with all of our future growth plans.Terry D. Wickman, President, Keytroller
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The help you provided us during each step of this process made us feel very comfortable and confident we were selecting the right approach to transition our Company.Andy Graham, Vice President, Modern Heating & Plumbing
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I quickly recognized that Don was working for Sharpe Mixers above all else, and held our interests above others.Jay Dinnison, Owner of Sharpe Mixers
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