Ney Grant Talks Middle Market Brokering
Ney Grant from Woodbridge International was my guest on 105.5FM and Money 2.0 in 2013. Woodbridge International focuses on buying and selling companies that are “middle market”; companies that have a net income of a million dollars or more.
Ney shares how selling a middle market differs from smaller mainstream business brokering. He says the process and the amount of time involved in buying/selling large vs. small companies is about the same for a broker, however the marketing is dissimilar. Ney explains that middle market marketing casts a much broader net, is of a higher quality and more expensive to produce. He says they find potential buyers and financiers globally and describes how advertising is more professionally generated and targeted.
Ney also discusses the inner workings of maximizing price on middle market sales. He says at Woodbridge they drive the process. He says the transaction is built around competition and competitive bidding to move things along and motivate buyers.
Ney notes that one of the ways he helps move along the process on smaller market transactions is requiring potential buyers to pre-approve for an SBA loan, which assists in weeding out those buyers who are not serious and capable. Ney also talks about how they use Mezzanine finance to bridge the sale of a business and once again appears to be quite a different process compared to the smaller market process.
Ney also said they conduct a very thorough analysis of the business and their financial statements prior to taking on a new business to sell.
If you would like to hear my conversation with Ney Grant, please click here.
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