America’s Largest Network of Business Brokers
BBN’s Affiliate Letter
February 9, 2011
Table of Contents
§ Important! Action Alert to All BBN Affiliates: Affiliation Status Information
§ Exit Strategies – “New” Information for BBN Affiliates
§ Business Exit Strategies – Phase Three: A Special Presentation by Richard Voss, PhD
§ Comprehensive Presentation of BBN’s “New” Business Plan Program
§ BBN’s Five-Star Website – Featured Businesses for Sale
§ “New” BBN’s Five-Star Featured Highly Motivated and Qualified Buyers - An Exclusive Website
§ Update Report - Two “New” Major Business Brokerage Programs Introduced in 2010
Editorial Comments
§ About IBISWorld Industry Research Reports
§ “New” in 2010: Target Marketing Catalog Program for Business Buyers and Business Sellers
§ BBN’s “New” Second Edition Target Marketing Catalog Available Now
§ Thinking Ahead? BBN’s “New” Third Edition Target Marketing Catalog Available March 2011
§ What BBN Affiliates Gain: When Using BBN’S “New” Exclusive Target Marketing Program?
§ Suggestion – Enjoy the Journey! (Better Understanding Co-Brokering)
§ Short Agenda for February 16th & 17th BBN’s Affiliate Training Conference
§ New” or Revised BBN Forms Posted Recently on Business Brokerage Management System (BBMS)
§ The Lighter Side:
o Laughs!
o Some Thoughts to Remember
Action Alert to All BBN Affiliates
Important Information
The statement below regarding Active Affiliation Status also appeared in our September 22, 2010 Affiliate letter. If you are not in full compliance regarding Active Affiliation Status, we urge you to contact BBN’s Dallas office headquarters to explain your reason for non-compliance and discuss a possible alternative plan. We want to work with you, but it is your responsibility to comply with your Service Agreement.
Active Affiliate Status Information – Your BBN Affiliation Membership May Be In Danger!
To maintain Active Affiliation Status, Affiliates must be actively involved as a Business Broker and participate with BBN as outlined in detail as stated in your BBN Service Agreement.
Please make certain that you are complying with all terms of your BBN Service Agreement, including prompt payment of Service Fees to BBN. BBN Form 501, Sold Business Fact Sheet, is to be completed and submitted to BBN with your payment of applicable BBN Service Agreement fees for each closed transaction. BBN Service Agreement fees are due and payable concurrent with closing of the transaction.
Since September, 2009, the effective date of ownership transfer of Business Brokers Network to the new ownership group, we have determined that some BBN Affiliates are not in compliance with their BBN Service Agreement.
The new ownership group acquired Business Brokers Network as an asset purchase and assumed only a limited number of liabilities. The new ownership group is not bound by any oral or other agreements. It is the responsibility of each BBN Affiliate to follow the terms and conditions of their BBN Service Agreement. BBN’s Dallas Headquarters personnel currently are in the process of reviewing all BBN Affiliate files regarding affiliation compliance. An Affiliate may cause their affiliation with BBN to be terminated by failure to comply with their BBN Service Agreement.
Suggested Next Step:
Immediate Action Affiliates Not In Compliance With Their BBN Service Agreement Need to Take Now:
A BBN Affiliate that is not in compliance with their BBN Service Agreement may be granted a short time period to take the necessary steps to regain compliance status, if they send their request in writing to Business Brokers Network (BBN) office in Dallas between the date of this letter and March 10, 2011.
We encourage all BBN Affiliates to review their BBN Service Agreement to be certain they are in compliance.
Failure to comply with your BBN Service Agreement will result in termination of your Affiliation Membership.
– Exit Strategies –
“New” Information for BBN Affiliates
Information Presented by Richard Voss is Especially Useful for Experienced BBN Affiliate Business Brokers
BBN’s February 2011 Affiliate Training Conference Focus is:
§ Mastering Exit Strategy Processes:
1. Business Planning
2. Financial Planning
3. The Human Element
§ Introduction of BBN’s “New” Business Plan Program
1. Know your product so you can sell your product!
2. Why different business plans for different purposes?
3. How do you distinguish between different business plans for different purposes?
4. How do BBN Affiliate Business Brokers best present different business plans and “close the sale”?
Mastering Business Exit Strategy Processes – A Special Presentation
By Richard Voss, PhD
Exit Strategy Training Presented Exclusively for BBN Affiliate Business Brokers in Three Phases:
§ August 2010 BBN Affiliate Training Conference – Phase One - Completed
§ October 2010 BBN Affiliate Training Conference – Phase Two - Completed
§ February 2011 BBN Affiliate Training Conference – Phase Three Ptresentation
Richard Voss, PhD, will complete his Three Phase presentation on Mastering Exit Strategy Processes at BBN’s February 2011 Affiliate Training Conference.
As a courtesy to Affiliates that missed either the August or October Affiliate Training Conference, Richard will briefly review material covered in Phase One and Phase Two as part of February’s
Phase Three presentation.
Richard Voss brings to us an extensive background in the field of Exit Strategies for Business Owners. His vast experience includes working with business owners and business principals contemplating:
§ The transfer of business ownership,
§ Relocation of their business,
§ Personnel changes and related human considerations,
§ Counseling business owners and principals about how to best address decisions
regarding the sale of their business, and
§ The need to prepare their business and make it ready to “Go to Market.”
You are going to “like what you learn” at the February BBN Affiliate Training Conference!!!
Business Exit Strategy and Succession Planning Training Conferences
Explanation: Affiliate Certificates of Attendance
Each attendee at the August and October 2010 BBN Affiliate Training Conference has already received the following “NEW” specially designed Affiliate Certificate of Attendance:
1. August - Business Exit Strategy and Succession Planning (BESSP) – “Bronze Level”
2. October - Business Exit Strategy and Succession Planning (BESSP) – “Silver Level”
*****
Each attendee at the February 2011 Affiliate Training Conference will receive the following “NEW”
specially designed Affiliate Certificate of Attendance titled:
Business Exit Strategy and Succession Planning (BESSP) – “Gold Level”
*****
Affiliates attending all three of BBN’s Exit Strategy and Succession Planning presentations presented by Richard Voss, will receive an additional “NEW” attendance certificate titled:
Master of Exit Strategies and Succession Planning (MESSP)
*****
BBN’s “New” Business Plan Program
It’s Here!!! It’s ready to Go!!! and A “Big” Opportunity for You $$$$
Comprehensive Presentation:
BBN’s Dallas Headquarters Staff has developed a “New” Business Plan Program for Affiliates to present to selected client business owners, sellers and buyers.
This is a major Affiliate Training Conference Presentation focusing upon Value Drivers. By definition Value Drivers are characteristics of a business that either reduce the risk associated with owning the business or enhance the prospect that the business will grow significantly in the future.
Functions that create value for businesses include:
§ Proprietary Technology
§ Market Position
§ Brand Name
§ Diverse Product Lines
§ Patented Products
§
Key Drivers that create value common to most businesses include:
§ Management Team
§ Business Systems
§ Customer Base
§ Facilities and Equipment
§ Business Strategy
§ Financial Controls
We will “roll-out” this program at our February, 2011 Affiliate Training Conference including details about how the program operates and how Affiliates can best market and sell really high quality Business Plans; Business Plans designed to accomplish A Purpose!
BBN expects this “New” Business Plan Program to be an important “New” Revenue Source for our Affiliates. Our presentation includes the following and more:
· Pricing Techniques
· Marketing Materials
· Sample Business Plan
· Industry Specific Data
· Effective Client Presentations
· Different Business Plans Purposes
· Business Plan Preparation Techniques
Thought for Today:
“Keep on doing what you’ve always done; you’ll keep on getting what you’ve always gotten” – Attributed to Ellington Darden, PhD - Author and Weight Control Guru
More Breaking News!
§ BBN’s Five-Star Featured Businesses for Sale – An Exclusive Website (Update)
§ BBN’s Exclusive Five-Star Website continues to be a major attraction for qualified buyers and for business owners considering selling their business. It attracts the attention of real decision makers and qualified buyers.
§ Increased Exposure to Qualified Business Buyers
§ Seven (7) New Featured Entries – More New Entries “On the Way”
Note: BBN’S Exclusive Internet Websites are Available Only to BBN Affiliates for Qualified Business Listings.
§ Status of Introductory Cost Free Entry Program: Featured Five-Star Businesses for Sale Website.
1. As of the Date on this Affiliate Letter, BBN has Approved the Entry and Display of Business Number Fifty-Two (52) on the Five-Star Website.
2. Only Twenty-three (23) Remaining Businesses Will Qualify for “Free Entry and Display” on the Five-Star Website.
3. If You Have Quality Listings In-Process, Plan to Take Advantage of this Great Marketing Tool while this Cost Savings Opportunity Last!
§ After Entry Number Seventy-Five (75) is entered on this Website, the Entry Cost to All Affiliates for Five-Star Entry and Display is five Hundred ($500) Dollars per entry. Entry Fees may be paid by either of the following methods:
1. $500 Due and Payable at the time request for Five-Star Entry (BBN Form 300) is submitted
for Review, or
2. $1,000 Agreed Payment Due Concurrent with Closing Sale of the Business.
Remember: Learning is a lifelong process!
You are going to “like what you learn” at the February BBN Affiliate Training Conference!!!
*****
BBN’s “New” Website for- Highly Motivated and Qualified Buyers
The Deal
A “New” Exclusive Buyer Search Website
BBN’s Successful for Our Five-Star Featured Businesses for Sale – An Exclusive Website for Business Seller Clients Encouraged Us to Establish a Similar Internet Website for “Highly Motivated and Qualified Buyers.”
We Will Refer to Entries on this “New” Exclusive Buyer Search Website as the “BBN Form 264 Buyer Search Program.”
The Objective
BBN Projects that this “New” Five-Star Buyer Search Website, Which is “Exclusively” Available to BBN Affiliates, Will Contribute Significantly to “NEW” Affiliate Buyer Searches and Attract Motivated and Highly Qualified Business Buyers.
The Process
Affiliates Must Follow BBN’s Form 264 Buyer Search Program Guidelines. This Buyer Search Program Requires Specific Documentation, an RWS Business Valuation (or another business valuation of equal quality and approval after review by BBN) plus the Collection of a Non Refundable Retainer to Qualify Their Client’s Buyer Search for Entry on this “New” Buyer Search Website.
The Cost
Affiliate Cost for Each Buyer Search Entry is $500, Due and Payable to BBN, Concurrent with Affiliate’s Request for Entry on the “Buyer Search Website.” Entry Fees may be paid by either of the following methods:
1. $500 Due and Payable at the time request for Five-Star Entry is submitted for
Review, or
2. $1,000 Agreed Payment Due Concurrent with Closing on a Business Acquired by the Client Buyer.
*****
Update Report: Two Major Business Brokerage Programs BBN Introduced in 2010
The “New” Programs Are:
§ Affiliate Access to Over 700 Different Industry Research Reports, and
§ An Exclusive “New” Target Marketing Program for Buyers and Sellers
These Two Major Business Brokering Programs Engineered by BBN’s Dallas Headquarters Staff
Provide BBN Affiliate Business Brokers State-of-the-Art Business Industry Reports Which Provides “Forward Looking” Industry Economic Information:
IBISWorld Industry Research Reports:
Subscribers to this Industry Research Program are Able to Obtain Current Economic and Business Research and Related Strategic Information for Industries in Which Clients Are Considering Businesses to Either Sell, Buy, Merge, Finance or for Other Important Business Reasons Related to Ownership Transfer.
Dynamic “New” Target Marketing Program is designed to:
1. Attract Business Owners and Sellers of America’s Best Managed and Most Successful Businesses, and
2. Attract Highly Qualified and Motivated Business Buyers and Business Sellers, and
3. Position BBN Affiliates as the Premier Business Broker in Their Area.
Target Marketing Catalog Program Features Business Sellers, Business Buyers and SOLD Businesses.
To Date Two Catalog’s have been completed and circulated:
§ First Edition Catalog Published in February, 2010
§ Second Edition Catalog Published in August, 2010
§ “New” Third Edition Catalog (Template) Scheduled for Availability in March, 2011.
Great Marketing Tool! Make it Work for YOU in 2011!!
Remember: Learning is a life long process!
You are going to “like what you learn” at the February BBN Affiliate Training Conference!!!
Editorial Comments:
About IBISWorld Industry Research Reports
Note: The Following IBISWorld Comments Were Initially Included in the June, 2010 Affiliate Letter
Brief Summary Regarding Why Business Brokers and Investment Bankers Need Current Research about Different Industries
An age old problem for business brokers and investment bankers has been the need for current and up-to-date research information about different business industries. Business brokers and investment bankers use current industry research daily, when it is available. Many hours are spent by skilled business brokers and investment bankers searching for the latest trends and events in various industries to evaluate the best, and sometimes the worst, businesses to consider for acquisition or sale by their clients. The use of this information empowers business brokers and investment bankers with industry knowledge not generally known to other members of the business brokering industry, investment banking industry and the vast array of business buyers and acquisition lenders. Simply stated, knowledge is power!
The Solution!
Industry Research for Business Brokers and Investment Bankers
Business Brokers Network (BBN) and IBISWorld Industry Research Reports completed an agreement whereby BBN Affiliates may subscribe to IBISWorld Industry Research Reports and have virtually unlimited access to IBISWorld’s Extensive Library of Business and Industry Research and related information. IBISWorld’s Extensive Library of Business and Industry Research include the following specific reports for 700 Plus U.S. Industries: