The Common Elements of our Clients

In the twenty-five+ business sales that The Montana Group (www.montanagroup.com) has consulted each were unique in their own way, but most share common components. The ultimate buyers share many of the same acquisition interests so it’s fairly predictable when we list a business that it will be sold but when, how much, and to whom is the unknown.

These businesses were in the manufacturing, distribution, and service sectors and were located throughout the US, with a concentration in the southern part of the country. They also fall within the size range, of $1 million minimum in pretax profits. These businesses have good growth trends that exhibit an increase in sales accompanied by a commensurate increase in pretax profits. There is also an opportunity to increase the business’ revenue in the future, either from internal growth from an increase in market share, an expansion in geographic territory, the addition of products offered, or through a strategic acquisition. The existing management, either the prior owner or newly elevated existing management, is involved with the business after the sale and often receives ownership in return for their future successes. These businesses have a niche that makes them desirable. These niches were a desirable geographic territory, a product with little competition which is reflected in desirable margins, a large market share of a small market, a specialized service that is difficult to duplicate, or simply a nimble company filling a need with a quality product.

The owners were often in a position in their life that selling their business allowed them to retire at the sale or gradually retire over a few years while the sale allowed them to make liquid their largest and most significant asset. By working with The Montana Group these companies were paired with the appropriate buyer who met the owners’ various objectives. Our clients appreciate the risk that we take when we are willing to work on the sale of their business and are only paid when the business is sold. This confirms that we are confident in an outcome that meets (or exceeds) their objectives.

“While we would like to assist all business owners in their quest for selling their business we must select those that line up well with our focus and experience. We have successfully guided our clients, the business owner, throughout the pre-sale issues until the actual sale, often our consulting has resulted in substantial increases in the sale price. We will gladly provide a complimentary assessment of the likely sale scenario and after engaged we will use our many years of experience to address the various issues that could improve the overall transaction.” says Emmett Barnes, President & Founder.