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How to best match
SME sellers and
buyers
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Outline of the workshop
1. EU4BT Highlights
2. Bob House - Bizbuysell.com
3. Tom Baumert – House of Entrepreneurship of Luxembourg
4. Martijn Westerlaken – MKBase
5. Lauren Renerken – SOWACCESS
6. Debate and Conclusions
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1 EU4BT.eu
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But…what is a Matching Platform
for SME business transfers?
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Definition:
1. EU4BT.eu
“An open marketplace for (certain types of) sellers, buyers
and advisors, providing digital and possibly non-digital
additional services, with clear information on their matching
methodology, business model and costs, a search engine
for matching, with certain kinds of validations and checks in
place towards the listed profiles on the platform.”
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Main learnings (I):
1. Clear matching platform definition.
2. Matching platforms increase cross border exposure
of sellers and buyers.
3. Platforms are unable to overcome most information
asymmetries between buyers and sellers.
1. EU4BT.eu
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Main learnings (II):
4. The desire for hub as “One-Stop-Shop” for sellers
and buyers is not in place.
5. The present business models gear limited revenue
streams.
6. Private and public platforms have more similarities
than differences, and managers see room for both in
the market.
1. EU4BT.eu
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Quality Standards (II):
1. EU4BT.eu
#Confidentiality&Security
#3rdPartyRecognition
#SupportServices #Updated&CheckedProfiles
#Transparency
#Self-Regulation&Coop.
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2 Mr. Bob House, CEO of Bizbuysell.com
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SUMMARY
1. BizBuySell Overview
2. Industry Highlights
3. Business Model, Matching Process & Tools
4. Marketing & Matching Platform Challenges
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1
BizBuySell Overview
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Forging the Path for Business Sales Online
• #1 Business-for-Sale marketplace in U.S. - Used by 90% of business brokers
- More leads to sellers than all other business-for- sale sites…combined
• Powers a network of 150 partner websites (WSJ, USA Today, Biz Journals, etc)
• Industry-leading database of sold business comps (broker sourced)
• #2 Business-for-Sale marketplace in U.S. - Used by 67% of business brokers
- #2 in leads delivered behind BizBuySell
• Long-tail SEO captures unique buyers (small traffic/lead overlap with BBS)
• Management from BizBuySell means no extra work for brokers
Mission: Grow the pre-eminent business-for-sale marketplaces and provide the best related-services so that we are the key resources target customers consider when buying or selling a business – by making deals happen!
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Connecting business owners, buyers, brokers, and
franchisors in the largest and most active business-for-
sale marketplaces in the U.S.
• 50,000+ active listings across 183 business categories (mostly U.S.)
• 2,000,000 network monthly site visits
• 150 Distribution Partners
• 6,000 business broker profiles
• 300+ franchise brands
• 100,000 sold business comps
• 70% of all business for sale traffic in the U.S.
BizBuySell Network by the Numbers
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Part of the CoStar Group
Largest Commercial Real Estate Information & Analytics
Most Heavily Trafficked Digital Rental Marketplace
Most Heavily Trafficked Business for Sale Marketplace
Most Heavily Trafficked Commercial R.E. Marketplace
Most Heavily Trafficked Rural Land Marketplace
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Who do we serve?
Brokers
Buyers
Business Owners
Franchisors / Advertisers
Customer
Buyer leads > all others #1 source of seller leads
The most businesses
Find brokers, buyers Education and tools
Targeting…with reach
>1M+ business buyers & owners/month
Why they choose us
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2
Industry Highlights
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U.S. Small Businesses a $1.4 Trillion Asset Class
Note: Above excludes non-employer firms, which exceed 20 million, some of which may be sale-able
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Accelerating Business Sales
• 2017 a record year • 9,919 reported transactions: +27% YoY
• Listings inventory: +6.7% YoY
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Current Market Outlook in the U.S.
• Large market – hundreds of thousands of SMEs for sale each year
• Retiring baby boomers driving strong supply
• Favorable economic and financing conditions, stronger businesses, reduced business taxes
• High buyer & seller confidence levels
• Growing interest in entrepreneurship, business ownership
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3
Business Model,
Matching Process & Tools
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Business Model
• Free to buyers • Search, favorites, alerts, contact sellers
• Optional Paid level with Recommendations matching, additional data
• Brokers and owners pay subscription fees to list business
opportunities • No free listings
• Franchisors pay a fee per lead for buyer leads delivered
• Solution providers, franchisors, etc buy misc advertising products • Email blasts
• Banner ads
• Lead programs
• Anyone can purchase a Valuation Report via ecom
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BizBuySell – Key Products
Product Features Pricing (per month*)
Broker Memberships Starting at 5 listings, includes broker profile $99.95+
Broker listing upgrade subscriptions
Flexibly rotate listings higher in search $39.95+
Broker single listing upgrades
30-day upgrade with e-mail brochure $59.95-$199.95
Valuation Reports Sold business comps by state, category $20-$60 per report
Individual listings 3 and 6 month terms, then renew monthly $49.95-$149.95
Franchise leads Buyer inquiry on franchise CPL based, varies
E-Blasts, Banner Ads Targeted, popular with franchisors CPM based, varies
* Unless indicated otherwise. All prices in US Dollars
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BrokerWorks Membership Levels
BrokerWorks Elite
10X Broker Directory Leads*
BrokerWorks Premium
2X Broker Directory Leads*
BrokerWorks Basic
1X Broker Directory Leads*
*Based on average leads for Elite and Premium membership. Actual lead total may vary by broker.
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BrokerWorks Membership Features
Exposure to Buyers & Sellers Basic Premium Elite
Broker Directory Results Ranking Basic Higher Featured
Broker Directory Exposure (# of counties) 1 5 10
Listing Distribution Your Website & Online Partners
Network Exposure to 150 Partner Sites
Detailed Listing Metrics & Tracking Tools
Access to 140,000+ For-Sale and Sold Business Comps
Monthly Showcase Plus Email Credit
Added Broker Exposure on High Traffic Pages Enhanced Featured
Added Broker Exposure in Buyer & Seller Newsletters Enhanced Featured
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Listing Upgrades Drive More Leads
Diamond Listing 10X More Leads
Showcase Listing 3X – 5X More Leads
Basic Listing 1X Leads
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Listing Upgrade Features
Basic Showcase Choice Showcase Plus Email
Diamond
# of Leads Comparison
1x 3x 5x 10x
Photos 1 1 6 Unlimited
Videos 1 2
Attachments 1 1 3 3
BuyerBlast Once Monthly
Custom Prospect List
Search Results Ranking
Basic Higher Higher Highest
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Top Categories on BizBuySell
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Advanced Filtering Matches Buyers to Sellers
Refine results by:
Location
Category
Keywords
Price
Gross Income
Cash Flow
Seller Financing
Recent Listings
Year Established
& Many More!
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Saved Searches, Listings, and Alerts
• Save your favorite searches • Track active listings • Get emailed when new
listings are posted
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Valuation Reports (comps)
• Purchase reports by category
• Filter by state, revenue, cash flow, price, or keyword
• “Give to Get” model for brokers
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4
Marketing &
Matching Platform Challenges
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Marketing – Attracting Buyers, Sellers, Brokers, and Franchisors
• Search Marketing: • SEM campaigns
• SEO is key and difficult to achieve overnight
• Distribution partner websites increase inventory
exposure
• Industry Event Presence: • Various broker, franchise, and small business
conferences
• Content & Thought Leadership: • Quarterly Insight Report
• Buyer and Seller Demographic and Confidence
Studies
• How-To Articles, industry information, ebooks
• Guest columns in online publications
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Marketing – Keeping Users Engaged
• Email Marketing: • Automated drip campaigns to nurture hesitant customers
• Segmented newsletters drive consistent return visits
• Remarketing: • Dynamic ads containing targeted business opportunities maintain
buyer engagement
• Motivational ads encourage sellers and brokers to take action at key
decision points
• Customer Webinars and Educational Material: • How to buy, sell or value a business
• Methods to get the most out of BizBuySell
• Industry trends and best practices
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Challenges for Matching Platforms
• Getting to Scale. Supply side is easier.
• Improving buyer qualification to reduce seller
vetting workload
• Lead spam prevention
• Channel conflict marketing to brokers and owners
• Reaching owners (highly fragmented audience)
• Encouraging co-brokering (very limited in U.S.)
• Listing review and keeping the junk out
• Providing buyer feedback mechanisms to
influence seller behavior
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3 Mr. Tom Baumert, CEO of House of
Entrepreneurship
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HOUSE OF ENTREPRENEURSHIP
• Launched in October 2016 by the Chamber of
Commerce and the Ministry of the Economy
• Brings together all the parties involved in the
business creation and the development value
chain
• First point of contact in Luxembourg
• Offers a consolidated range of services
3. House of Entrepreneurship
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BUSINESS MODEL
• Platform dedicated to
• show offers of demands for business Transfers in
Luxembourg
• Communicate all the services provided by the
HoE/CC
• All services provided are free:
• Advising
• Matching
• Visiting the sellers companies
• Supporting sellers and buyers during the process
BUSINESS MODEL 3. House of Entrepreneurship
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BUSINESS MODEL 3. House of Entrepreneurship
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MATCHING METHOLOGY AND TOOLS
• 3 ways to connect:
• Matching via the platform
• Matching via the team «Business Transfer»
• Matching via search engines picking up on the
platform’s announcements
• Each person needs to be registered in order to be
matched
• No cost
MATCHING METHOLOGY AND TOOLS 3. House of Entrepreneurship
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MARKETING AND PROMOTION
• Initiative of the House of Entrepreneurship/Chamber
of Commerce
• Benefits from the reputation of both
• Small country
• Word-of-mouth • Organisation of events (i.e. Entrepreneurs’days…)
MARKETING AND PROMOTION 3. House of Entrepreneurship
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4 Mr. Martijn Westerlaken, Managing
Director of MKBase
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MKBase
• Founded in 2001 by Rosalie van Rijk & Martijn
Westerlaken
• Focus
• Profiles
• Competition
• Sweetspot
1. MKBase
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Business Model
• Sources of income : subscriptions & transactionfee
• 3 Main targetgroups : Advisors, Sellers, Buyers
• Buyers 3 subgroups : Investors, Strategic, MBI
2. Business Model
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Methodology
• Active Matching
• Active, exclusive & silent profiles
3. Methodology
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Tools
• Matching Manager
• Email / Phone
3. Tools
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Marketing
• Website
• « Overnamemail »
• Cold / « Lukewarm » Calling
4. Marketing
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5 Mr. Laurent Renerken, Advisor of
SOWACCESS
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About SOWACCESS
Missions:
• Raising awareness and providing information about the
issues involved in the sale/acquisition of a company
• Guiding sellers/buyers through to the success of their project
• Facilitating the matching between potential sellers and
buyers in a totally neutral, confidential way, according to a
personalised approach
• Raising awareness and professionalization of private
stakeholders in Business Transfer
SOWACCESS
The SOWALFIN subsidiary dedicated to the transfer of SMEs in Wallonia
Year of creation: 2006
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Methodology
SOWACCESS
Awareness-raising
Preparation
Search &
Matching
Negotiation
Deal & After
The key steps of a business transfer
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SOWACCESS accredited partners
• 150 professionals, expert in business transfer
• Brokers/intermediaries
• Lawyers
• Auditors
• Accountants
• Bankers
• Consultants
• Approved by an Ethics Committee:
• Analysis of applications for accreditation
• Watchdog mission
Advice, an essential key in the success of a sale
or acquisition of a business
SOWACCESS
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The key figures of SOWACCESS
“Network”:
Accompanied seller deals declared by SOWACCESS partners in
2016:
• 251 deals facilitated: 165 seller deals and 69 buyer deals (17
not specified)
• 3 656 jobs secured
• Average deal amount € 2 700 000
• Total turnover 764 Mio €
• 30% of deals facilitated directly by SOWACCESS
SOWACCESS
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SOWACCESS Platforms
The SOWACCESS “SME” Platform:
• A relations-building tool, based on personalised contact and
an active match-seeking search
• 350 buyers and 120 companies for sale
• Buyers affiliated directly
• Sellers only through intermediaries (accredited partners)
The website “Affaires à suivre”
• Advertisements site for small enterprises in the retail sector,
hospitality and the catering trade, liberal professions and any
business with a turnover lower than 500 000 EUR.
SOWACCESS
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« SME » Platform
SOWACCESS
Sellers Buyers
Companies and their criteria
Buying criteria
MATCHING by CRM
Automated generated list
Contact with the seller partner/buyer
Accredited Partners
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www.affairesasuivre.be
SOWACCESS
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International Partnerships
• Matching concept observation
• Foreign entrepreneurs want to settle in Belgium
• Belgian entrepreneurs want to invest in foreign
countries
• First, we have developed partnerships with cross-
border regions/countries
SOWACCESS
2017
2018 2008
2006
2010
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Business Transfer Week
• www.semainedelatransmission.be
• 80 events in 5 days
• TV, press, radio advertising campaign
• With Chambers of Commerce, Bankers, Private experts
• 3rd edition in October 2018
SOWACCESS
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Q & A
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Thank you very much
for your attention
Oriol Alba - [email protected]
FOLLOW US ON
• @Transeo_asso
• #smetransfersummit
• linkedin.com/groups/5180184
• linkedin.com/company/transeo-european-sme-transfer-summit/