All posts by: Andrew Rogerson

About Andrew Rogerson

Andrew Rogerson is a 5-time successful business owner, Lifetime Certified Business Broker (LCBB), Certified Business Intermediary (CBI), Certified Mergers & Acquisition Professional (CM&AP), Mergers & Acquisition Master Intermediary (M&AMI), Expert Equipment Certified Appraiser (EECA), and author of 4 books. Andrew gives speaking presentations on request. Andrew helps business owners plan, value and execute selling or buying a business in California with the California Dept of Real Estate.

by in Business valuations, Selling your business

Growing Trends for Middle Market Business Sales This Year

Middle market business sales with 2017 coming to a close, it’s an opportune time to consider what we’ve learned. Private equity firms raised over $200 billion globally this year as of December. By the end of the third quarter, the U.S. middle market had completed $233 billion in deals, according to PitchBook third-quarter data. This […]

by in Management and Planning

The Most Recent California State Business Taxes

California small business owners need to understand the state business taxes because unfortunately, the state levies higher-than-average taxes on business and personal income. Plus, California is one of the few states that imposes both taxes—business and personal—on small business owners who set up their businesses as pass-through entities like S corps or limited liability companies […]

by in Sell a Medical Practice, Selling your business

Keys to Medical Practice Succession Planning

Business owners who regularly read this column and other business resources know that succession planning is a critical component of business ownership—and for many physicians, it’s one of the most important decisions they will face—determining precisely how and when to retire from their medical practice. Unfortunately, there are plenty of physicians throughout California that fail […]

by in Selling your business

Second Quarter Market Pulse Survey Valuable for Sellers

The Second Quarter Market Pulse Survey Report by the International Business Brokers Association (IBBA), M&A Source, and Pepperdine University’s Graziadio School of Business and Management found some valuable information for those business owners who are trying to sell their companies. The survey for the first time asked business advisors about how they market their listings. […]

by in Selling your business

Private Equity Groups Steal Spotlight In Largest Deal Category

The latest survey from the International Business Brokers Association (IBBA) shows that in the smallest deal category (businesses valued at <$500K), first-time buyers accounted for the largest buyer segment (59%). And in the largest deal category (businesses valued between $5-$50M) private equity made up the largest buyer group (40%). Individuals accounted for only 26% of […]

by in Management and Planning, Selling your business

Growing Uptick in Californian Mid-Sized and Small Business Transactions

The most recent records of sales of small and mid-sized businesses in California shows a marked increase compared to past figures. The Q1 2017 numbers from, an index that records California’s small and mid-sized business data, found that the State of California saw a record number of small business transactions. Los Angeles City and County […]

by in Loans and financing, Selling your business

Survey Predicts Interest Rate Stress in Lower Middle Market

The most recent Market Pulse survey shows that roughly two-thirds of M&A experts predict that a rising interest rate environment will have a significant effect on their ability to finance transactions. The interest rate is going up in the lower middle market. The Market Pulse survey interviewed 315 business brokers and advisors in 37 states […]

by in Sell a Medical Practice, Selling your business

Sell My Medical Practice | 5 Don’ts For Physicians to Follow

Many physicians will need to face a big decision at some point during their career: the prospect of selling their medical practice. As Sacramento business broker Andrew Rogerson has told many of his clients, the sale of medical practice must be structured and executed to best attain the selling physician’s two primary objectives: (1) maximum […]

by in Selling your business

Selling Your Daycare Center

Working with children can be extremely rewarding. And while that joy can be an incredible high, it’s coupled with the daily stress of maintaining a facility, managing a quality staff, working with Local Child Care and Development Planning Councils (LPCs), and complying with local ordinances — as well as the laws and regulations specific to […]

by in Buy a business, Selling your business

For sale: Highly profitable Low Voltage Contracting business

[table id= /] For sale: Highly profitable Low Voltage Contracting business that generates just under $10 million in gross revenue. This highly successful business with specialties including low voltage telecommunications cabling and AV System Integration solutions. The business location is one of the busiest and strongest economies in North America; the San Francisco Bay Area […]

by in Management and Planning

California Manufacturing : Growth and Profitability Program

California Manufacturers Advantage® (CMA) is a terrific program that’s geared toward small and medium sized manufacturers. This California manufacturing program provides a comprehensive review of your business, with technical expertise and strong leadership skills to spot issues and create meaningful solutions. Every year, CMA advisors help hundreds of manufacturers around California identify and implement business […]

by in Sell a Medical Practice, Selling your business

Developing Goodwill in Your Medical Practice

Medical practices in Sacramento, CA, and around the country have a variety of intangible assets, including patient medical records, a workforce in place, and non-compete agreements. These assets are usually referred to as “goodwill.” Medical practice goodwill can be an important element in valuing a medical practice when an owner is preparing to sell. How […]

by in Management and Planning, Selling your business

Largest Sacramento Area Accounting Firms Merge

Roseville-based Gallina LLP announced it’s merger into Minneapolis-based CliftonLarsonAllen LLP. The area’s biggest firm based on the number of local CPAs says it’ll be effective the first of the year. Gallina has more than 300 employees in 12 offices. Those are in California, Nevada, Utah, and Washington. CliftonLarsonAllen employs over 4,500 professionals, with more than […]

by in Buy a business, Selling your business

HVAC Companies in Northern California Set for Acquisitions

There are an increasing number of business owners in the environmental and facilities services industry who are preparing to retire. As a result, investors are looking at an industry segment full of opportunities for acquisition. There are also some other factors driving sub-sectors of business services towards consolidation. Let’s look at the details of HVAC. […]

by in Sell a Medical Practice

Boutique Medical Practices are a New Trend in Medicine

A boutique medical practice, Parsley Health, is set to debut its first location in downtown San Francisco later this month. It’s a growing trend in Northern California and around the country. An increasing number of physicians are practicing concierge medicine and opening boutique practices as a way to avoid dealing with insurance and reimbursements. These […]

by in Buy a business, Selling your business

For sale: Custom Home Design and Construction business near Sacramento, CA

[table id=8 /] The owner and founder of this Custom Home Design and Construction business located in the Sacramento, CA area started this business 9 years ago or in 2007. To date, the business has built over fifteen houses in various communities and locations in the Sierra Foothills. Custom Home Design and Construction business for […]

by in Management and Planning, Selling your business

Lessons From These Manufacturing Success Stories

The manufacturing industry has experienced tremendous growth over the last few decades, with more companies adopting lean methodology and successfully competing in a global marketplace, according to the National Association of Manufacturers.  Productivity also hasn’t shown any signs of slowing down. Overall, the hourly output for all workers in the manufacturing sector increased over 2.5 […]

by in Buy a business

Basics of Buying a Business

Some people say that buying an existing business can be a shortcut to success. While that may be true, you should work with an experienced Sacramento business valuation consultant to help you make a wise decision, so that you can bypass some of the stressful and backbreaking efforts involved with building a business from scratch […]

by in Buy a business, Management and Planning, Selling your business

Smooth Transitions From the Seller to the Buyer

Without exception, the sale of a business from the current owner or seller to the new owner or buyer is exceptionally difficult. In simple terms, the difficulties for each party touch the ‘head’ and the ‘heart.’ For the seller, normally their greatest challenge is their ‘heart.’ They have been thinking and talking to their loved […]

by in Loans and financing, Management and Planning, Money 2.0 radio show with Andrew Rogerson

Personal or business bankruptcy in Sacramento

\Bret Rossi lives and works in the Sacramento area and is a member of The State Bar of California. That is, by profession he’s an attorney. Like all attorneys, he has specific areas of interest or specialization and these are Litigation and Bankruptcy be it personal or business. That’s not how Bret sees his job, […]

by in Buy a business, Management and Planning, Selling your business

The Uncertainty Principle when selling or buying a business

The Uncertainty Principle, according to Wikipedia, is a variety of mathematical inequalities used in Quantum mechanics. As I have almost no understanding of Quantum mechanics I am unable to use it effectively except I heard it paraphrased the other day with an explanation that “the more precisely you study and learn something, the less you […]

by in Business valuations, Loans and financing, Money 2.0 radio show with Andrew Rogerson

Downtown Sacramento Partnership

The Downtown Sacramento Partnership is a private, non-profit organization dedicated to the improvement of Sacramento’s central business district. The Downtown Sacramento Partnership oversees maintenance, safety, and revitalization programs financed by the Downtown Sacramento Management District, a property assessment district established in 1995 and renewed in 2000. Valerie Mamone-Werder is the Business Recruitment Manager for the Downtown […]

by in Business valuations, Loans and financing

Investing in Customer Service Brings the Best ROI

Some companies consider customer service as a necessary evil, forced because of either a problem in the production system or from the inabilities of the consumer. These companies believe that a perfect world would not need customer care. But smart businesses know that a customer service department is an investment in marketing, brand loyalty, and […]

by in Buy a business

How Much Working Capital Do You Need When Buying a Business?

Buying a business has many complexities. How to determine working capital needs? Understanding the business value, negotiating with the seller, obtaining finance, conducting due diligence, working with attorneys, accountants, tax advisors, government agencies, and more. With so many areas to review, negotiate and decide on, there is one area that is easy to forget. This […]

by in Loans and financing, Management and Planning, Selling your business

The Importance of a Balance Sheet When Selling a Business

The Balance Sheet is a critical document when selling a business. The first place almost all buyers start are the financial statements including the Balance Sheet. They typically ask first for the Profit and Loss Statements and Tax Returns as they want to see the cash flow and profitability of the business that is in […]

by in Loans and financing, Money 2.0 radio show with Andrew Rogerson

Sacramento Angel Investing

Graeme Plant says Angel investors are often retired entrepreneurs or executives, who may be interested in Angel Investing for reasons that go beyond pure monetary return. These include wanting to keep abreast of current developments in a particular business arena, mentoring another generation of entrepreneurs, and making use of their experience and networks on a less than full-time basis.

by in Management and Planning

Doing It Yourself Worth the Time?

Nearly two out of five small business owners say their time is their company’s most valuable asset, and one in four would pay more than $500 for an additional hour of work per day, according to a j2 Global survey. Approximately 44 percent of respondents related their time management problems to wearing too many hats at their companies, often performing five or more distinct tasks within the organization.

by in Buy a business

Marketing or advertising business for sale

Have you thought about buying a business in the marketing and advertising industry? There are over 37,000 companies in the US alone servicing this sector, with a combined annual revenue of about $94 billion. The industry is highly competitive, has an ever-changing technology and regulatory landscape, and relies heavily on creativity and the fostering of client relationships. There are, however, many opportunities with current evolving trends and niche marketing.

by in Buy a business

Buying a Business is a Smart Move

Surprisingly, in spite of the recession in the US, starting up a company is still proving to be big business. Recent figures in confirm that last year, a staggering 12% of US adults started up their own business; either from scratch, or by buying an existing business or franchise; a significant and dramatic rise from the percentages of previous years.

by in Management and Planning, Money 2.0 radio show with Andrew Rogerson

Importance of a financial plan for a business owner

Importance of a financial plan for a business owner. Most business owners spend a disproportional amount of time running their business to make sure it’s successful. Similarly, most business buyers, especially those buying a business in their late 30’s and 40’s are doing so because they believe they can earn more as a business owner than as an employee and therefore set themselves up for when they plan to retire.

by in Buy a business, Money 2.0 radio show with Andrew Rogerson, Selling your business

Escrow and selling or buying a business

The process of buying or selling a business has many steps. These can include negotiating with the landlord, arranging third party finance, the buyer conducting due diligence to verify the representations of the seller, the buyer taking over the franchise agreement, the buyer using their 401k money as a downpayment to make the purchase of the business and many more.

by in Loans and financing, Money 2.0 radio show with Andrew Rogerson

Applying For An SBA Loan | Application Tips

How do I apply for an SBA loan? Since the Great Financial Crisis started in the third quarter of 2008, small business owners have been squeezed with the performance of their business as they have been starved of access to credit. This starvation for credit would have been exasperated were it not the lending of the SBA through their different loan programs and the banks they support.

by in Business valuations, Management and Planning

Key Performance Metrics

Do you use Key Performance Metrics to run your business? One of the truisms I’ve come to believe wholeheartedly is that no business owner is good at every aspect of owning and operating a business.

To be a little clearer, the skills to own and operate a business are many and varied. What tends to attract a business owner to operate their own business is a self belief that they can do one or two aspects of running a business very well and either hire the skills they lack or learn these with time.

by in Buy a business, Selling your business

Covenant Not To Compete

A Covenant Not To Compete is useful when a seller has found a buyer for their current business. This ensures that the new buyer does not open the same type of business as the seller for risk that existing customers will want to do business with the seller and not the new buyer. There are many factors involved to evaluate a Covenant Not To Compete and they are outlined in this article.

by in Buy a business, Management and Planning, Selling your business

Negotiating a Lease | Buying or Selling a Business

For many small business owners, the single most important document for their business is the lease. Unfortunately a lease is generally a long and fairly complicated document. Because of its complexity, many small business owners either accept what they receive or do the bare minimum. Here are some suggestions for you, in no particular order.

by in Buy a business, Management and Planning, Selling your business

Buy-Sell Agreement benefits

If you own a business and have a partner and have not put a legally binding Buy-Sell Agreement together it is probably the most important document you need to accomplish as soon as you can. Hopefully you never need to put your Buy-Sell Agreement in motion but if you do, you want to execute what’s important to you and your partner so it saves time, money and provides the peace of mind it is supposed to provide.

by in Loans and financing, Selling your business

The Importance of Intangible Assets when Selling a Business

It is important to know what tangible and intangible assets are in business. Knowing the difference and examples of each can help you with your taxes and the transaction of buying or selling a business. Assets can also be a legal matter, in which case it is important to know about legal protection and how they can help you in any business transaction.

by in Loans and financing, Management and Planning

Do You Need a Business Valuation for an SBA Loan?

Getting an SBA loan hasn’t always been an easy task and some recent changes have been to require a business valuation in order for the loan to be approved. An SBA lender cannot provide this service, but a third part like a business broker can. The benefits of an SBA loan and reasons for hiring a business broker to help are outlined in this article.

by in Management and Planning

Emerging Business Model – SPICE

New business models are emerging that challenge the old assumptions about how to operate a business for profitability.

In the book “Firms of Endearment – How World Class Companies Profit from Passion and Purpose”(Wharton School Publishing), the authors, Sisodia, Sheth and Wolfe, provide many examples of how companies that take care of all the stakeholders – not just the shareholders – achieve significantly higher profits.

SPICE is their acronym for all the stakeholders:

by in Business valuations, Selling your business

Selling a business starts with a business valuation

When trying to sell your business, getting an appraisal is beneficial for a number of reasons. Understanding what assets are part of the sale, removing any personal items that aren’t for sale and deciding the worth of your business with a professional ensures success when trying to sell your business. This article outlines the benefits of an appraisal and why it is critical when selling your business.

by in Buy a business, Loans and financing, Selling your business

Financial statements and business success

To understand your financial statement, you might consider an assessment of where you are right now with your business in terms of sales and goals. A Profit and Loss statement is useful when trying to understand what’s happening with your business and a balance sheet ensures you stay on track with all things going on with your business. These small steps help business owners understand where they are in terms of their financial statements.

by in Buy a business, Selling your business

Having a Business Transition Plan

The process to sell a business is not a quick and easy matter. At the moment it is taking about 8 months to sell a business, if it sells. This means the business sits on the market for about 6 months before finally getting an offer from a buyer. Once the negotiations finish, due diligence commences and closes and escrow opens and closes we arrive at the 8 month period. And this applies if the business sells.

by in Buy a business, Management and Planning, Selling your business

Productivity Plan benefits

So you’ve made your New Year’s resolutions which included building a business plan. This includes setting your personal and business goals. You also did a budget to make sure you can afford to do what you’ve planned. You are therefore all rested and dressed up and ready to go. Bring it on you say. My question is therefore, you know WHAT you want to do but HOW are you going to do it?

Chances are you have a list of projects and tasks you want and need to do. It probably doesn’t include answering phones, sending and receiving emails, reading articles and newsletters, attending conferences, staying on top of compliance items that affect your industry but numerous day to day activities that lead most entrepreneurs at the end of the day to say “Where did the day go?” And that’s the point of a Productivity Plan.

by in Buy a business, Selling your business

The Benefits of a Management Plan

Buying or selling a business is a complex matter. There is no question about it. The complexities start from the moment a buyer and seller start interacting but there is natural conflict in place. For a start, the buyer doesn’t have any history of the operation of the business and so has to rely entirely on the representations of the seller. Conversely, the seller has lived and breathed the business, knows its upsides and downs including its strengths and weaknesses. My Golden Rule when assisting with a business transaction is for each party to put their feet in the shoes of the other party. In other words, the seller should see things from the buyer’s perspective and the buyer should see things from the seller’s perspective.

by in Selling your business

Selling Your Business to the Right Buyer

We’re all familiar with the story about Dr. Jekyll and Mr. Hyde; the person with two completely different personalities. Just as there are different types of buyers with different motivations, there are also buyers with different types of personalities. If you’re planning on buying a business or if you own a business that you want to sell, here are some Dr. Jekyll “traits” that would discourage a seller revealing too much information about their business.

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    Buying or selling a business is a complex process – and you shouldn’t go through it alone. You need an experienced business broker to guide you through the process.

    We make buying and selling businesses simple and straightforward. We’re qualified to handle the most complicated aspects on behalf of our clients, ensuring you walk away satisfied.