Interpreting Reported Earnings Quoted By Small Business Seller

If it’s true, as commonly believed, that small business owners tend to be creative individuals, one of the expressions of this talent can be found in the way they calculate the adjusted net earnings they receive from their businesses.

Seasoned business brokers often have difficulty coming up with an accurate earnings figure when analyzing the records of a company going on the market. Their challenge is to determine how much a new owner is likely to earn, based on the current level of gross revenues and the expenses actually needed to generate that income.

If accurately calculating the “bottom line” is hard for someone skilled in this field, imagine the difficulties faced by a real estate licensee with a background in home sales, who is called on to list a small California business opportunity for sale. It’s easy to understand how real estate professionals lacking experience in analyzing businesses records, can be misled by a seller into advertising an exaggerated earnings figure for a business offering.

But the agent or broker will soon get an education–the hard way–about the importance of determining and stating the correct figures. That education will begin when the broker goes back to the seller for more information, after a buyer–relying on initial profit statements–discovers in due diligence that there is no way to substantiate the profits claimed.

EBTIDA

The first thing for a new business broker to understand about an earnings statement is the calculation of Earnings Before Taxes, Interest, Depreciation and Amortization. The seller’s books will probably show each of these T-I-D-A items as expenses, deducted from the gross profit figure along with other fixed costs, before conducting the final calculation of earnings.

An accepted accounting protocol is to assume that these TIDA expenses will vary, depending on the way each buyer wants to manage the financial side of his or her business. And because these “variable” expenses do not represent costs absolutely necessary to conduct business, the common practice is to add the TIDA expenses to the “bottom line” figure to arrive at the seller’s earnings. And this figure should be properly explained as EBTIDA.

ONE-TIME EXPENSES

The cost of a legal settlement with a disgruntled former employee or with an unhappy customer who has some kind of claim, is an example of a non-recurring, or one-time expense. So is the cost of an expensive capital equipment item that was purchased from the business’s ready cash in a single year. As these expenses are not going to be incurred by the new owner, it is fair, when analyzing the seller’s Profit and Loss Statement, to add the amount of these non-recurring costs to the bottom line.

The buyer may have other one-time costs once the business has changed hands, and will treat them however he or she sees fit for bookkeeping purposes. But any non-recurring costs listed by the seller can legitimately be considered as if the dollar values associated with them are part of the seller’s earnings.

PERSONAL EXPENSES

It is common for the owner to have his company pay personal vehicle costs because he uses the car while conducting business, and for an owner to consider it the responsibility of the business to provide her with health insurance, and for an owner to carry a family member on the payroll, even though that person only does occasional, part-time work for the company. These represent business expenses which incidentally, also provide benefit to the owner. And as these are items charged to the business at the discretion of the owner, it is an accepted practice to assume a new owner will not incur the same expenses, and to add these costs to the seller’s earnings figure.

Memberships in social/business organizations, such as country clubs and fraternal societies, subscriptions to periodicals and internet services, and other discretionary “business” costs might also be considered “add backs” when determining seller’s earnings.

An inexperienced broker listing a business and wanting to enter an owner earnings figure that is correct, and can be logically explained, will benefit by carefully questioning the seller on each item “added back.”

But there is no substitute for having worked with these expense entries in the past and knowing from experience, how to calculate seller’s actual earnings.

Peter Siegel, Founder & President of BizBen.com and BizBen Network of business buyers, sellers, business brokers, advisors. A nationally recognized author (3 books and syndicated small business blog) and expert consultant. If you’re selling a business, need professional assistance with high performance advertising, marketing, highly effective strategies, or individual customization with BizBen Power Search options, contact him at 866-270-6278.

Sales Training Goals

Sales training goals can be a behavioural change or increasing the performance. Usually most sales people apply their techniques, wisdom in the old manner, and they abandon the real live practical training and skills through which they can genuinely get benefits. Sales training goals must be directed to produce some changes in the behaviour of your sales people.

Your company’s entire management team from top executive to a manager needs to apply some amount of commitment for sales training. The real techniques and new skills, which you teach in the sessions to your sales people, must be applied in practical sessions repeatedly in order to achieve the goal. Any executive or top management team must repeat the new skills in their daily conversation with any member of sales team in order to accomplish the goal. If you communicate the new skills and technique on a regular basis, your sales people will undoubtedly try to adapt those skills and techniques in their routine life. Hence, you can achieve the sales training goal without mush hassle.

The new approach, which your sales people will start following, must be conveyed in such a way that they believe that it will not fade away with the time and hence, will become a part of their sales culture. You must design training curriculum to achieve behavioural change.

If you want to achieve your sales training goals, you need to follow some basic rules. To transform your sales people behaviour, techniques and skills in order to achieve the goals, you need to set some manageable goals that can be realistic enough to be achieved by your sales people. Most of the time, it happens that you fill them with various responsibilities, and there seems to be a large list of to do note which shows that you want enough goals to be achieved at the same time. This makes them bewildered in order to complete the task and achieve the goal, hence set the manageable number of goals in your sales training.

You must clearly define the goals for achieving them thoroughly. Most of the companies fail when they try to achieve goal which is not clearly understood by their sales people. Hence, clearly mention, such as what this week needs to be done, what you want to achieve till the coming month, and what events are necessary. This will help your sales team to understand what they particularly want to achieve instead of just advising them to achieve success and amount of dollars.

Make your sales training well planned as this will affect in achieving the goals. You sales training must be well planned which can give effective ideas to your sales people. A well planned routine training can establish the goal more effectively than the training which happens just after appraisals for pointing out the weak points.

Set your trust in your sales team. It is highly essential to set the trust in the people whom you are training you need to guide them properly, and hence you need to trust on them so that they can honestly work out the outcome in a positive manner. In this way, your sales training goal can be achieved.

You must keep altering your goals because assessment is extremely necessary to determine whether the goals are producing the results or not. Hence, to achieve the sales training goals, you need to do lots of hard work because ultimately you want the success of your business and that can not be possible without team motivation.

We recently engaged a company offering sales training Melbourne and they have given us some good ideas to help increase sales for our business. Their small business sales training service was customised to suit our needs.

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Pharmaceutical Sales Reps

Pharmaceutical sales jobs come within the paradigm of healthcare industry.  The pharmaceuticals include many subdivisions like the biopharma, biotech, med delivery etc. it is not too hard to get into this industry but sure requires some qualifications and skills for the entry and for sticking along.

The pharmaceutical sales reps are required to deal with a variety of potential customers and customers. They can vary from pharmacists, doctors, physicians etc. They need to contact the drug stores, the pharmacies, the hospital pharmacies, different nursing homes, variety of therapists and specialists of other kinds.

Specialization can also be there in pharmaceuticals sales rep jobs where the reps are required to contact specific categories of medical professionals like dentists, oncologists, urologists, pediatricians, departments of veterinary sciences, internal medicine etc. another way of their categorization for work is to divide them according to the kind of drugs they would sell.

Pharmaceutical sales work representatives are required to be qualified with a 4 years- bachelor’s degree in any stream but preferably science. Previous experience in sales also counts. The experience could be in any sales sector- it could be business, telecom, consumer services or pharmaceuticals itself. Some companies prefer if the record does not reflect too many job changes.

Again they also check how long have you been sticking along with your previous employment- 12-15 months is often preferred. The experience records should be well documented with information regarding the previous sales that has been made by the potential employee and the track record needs to make you sound successful. For this some tips on resume building could be consulted.

The company that one is going to opt for should be related to the kind of disease or problem you have interest in and some pre-existing knowledge in. A search on the internet should give a fair list of companies who are currently advertising for the vacancies. Information about pharmaceutical sales rep job opportunities are all over the internet.

The applicant needs to screen out some companies among them that offer the kind of job on is looking for. Some may like selling products relating to surgeries, some may like those needed for general physicians, some others may like the supplies of orthopedics or pediatricians or urologists etc.

One could use their social network to land with a job. One could find the company alumni community in a social networking site, strike up a conversation and built a relation so that the person could help the applicant to get introduced to the company. Or one could also approach a pharmacist or therapist, or physician or dentist that one knows well and ask them to introduce one to the pharma rep they know.

Pharmaceutical sales reps can get paid well provided they have the right kind of qualification and experience. The more they make sales and the better they are at reaching the set targets, the more commission would get into their lap. The companies offer benefits such as housing, insurance, travel, vacations etc. but most of all social skills of communication, persuasion etc are needed to build new customer base as well as maintain the old customer relations.

Silas Reed, Writer for SellingCrossing, writes articles that inform and teach about different selling job profiles.  Please visit http://www.sellingcrossing.com/lcjobtypelisting.php and sign up for a FREE trial to gain access to ALL of the many exclusive job listings we offer in the selling profession.

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Fitness Sales Will Save Itself

In today’s economy where everything is becoming more expensive and more people are losing their jobs, fitness sales is one of the few things that will not go down without a fight. Even in the current state of some people, looking good and being healthy is still a number one priority. As they say, you can never put a price tag on your health since you only get one shot in life. That being said, you need not worry if you are marketing gym memberships and the like since it is still a need despite what other people might say. Yes, it isn’t in the three basic necessities of food, clothing and shelter, but it is next in line. Being able to hit the gym and keep your body in top physical shape can benefit any person in the long run.

Being able to hit the gym, men and women are able to maintain and tone their bodies. For some, it is more of an aesthetic thing. For others however, it is more of a health thing. This is especially true for guys and girls who are suffering from obesity or who are overweight. Regularly working out is one of the most important things for these people to improve the state of their bodies.

On the other hand, there are those who need to maintain their body for their jobs. This is the case with actors, actresses and models. They need to look good in order to land contracts and earn money. To do that, they need their gym membership.

With a high demand, fitness sales will not simply die down. Yes, there could be more people who are hesitant but you can be assured that one way or the other, you still have a very large market when it comes to gym memberships.

Elle Wood recommends Fitness Sales and Health Club Management experts, Fitness Marketing Group, to help get your gym or fitness center back on track and profitable. Contact them today.

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Winning Strategies

Nothing is impossible for an individual with a definite purpose and determination to accomplish it. Odds, obstacles , hardships and effects of sacrifice really do not matter.

Life is no easy job; it is not a bed of roses but a crown of thorns. There are countless difficulties. There are troubles at every turn. But there is one will which we make man ready to overcome by this troubles and difficulties i.e. “To Win” in each and sphere of life. If we keep working willingly and gladly , definitely we win achieve the ultimate goal.

First step of winning is to be successful. Firstly determine what your real aspirations and goal. Stick your aim with single minded concentration have faith and begin the work. The surest way to ensure your success is to have an aim or a goal , that interest you and for which you would very hard.

“Success is the progressive realization of a worth goal”

For achieving winning position one should kept following things in mind. All this are responsible to achieve ultimate goal or to gain success through winning strategies:-

A person should know the winning edge.
Overcome obstacles: It is well said that “A smooth sea never made a skill mariner. Everything is easy but before it, it’s difficult.
Every success story is also a story of great failure : First stair of success is failure. If we see the history many great achievers and discovers failed in their work but by hard work they were able to achieved. Thomas Edison experimented 10000 times while inventing electric bulb.
Desire and commitment: win requires commitment.
Hard work – There is no substitute of hard work.

The average person puts only 25% of his energy into his work. The world takes off its hat to those who put in more that 50% of their capacity and stands on its head for those few for between souls devote 100%.

Pride of Performance: If a men is called to be street sweeper, he should sweep streets even as Michelangelo painted or Beethoven composed music , or Shakespeare wrote poetry. He should sweep streets so well that all hosts of heaven and earth will pause to say here lived a great street sweeper who did job well.

Everyone has dream to win but my friends dreams are just a mirror which tells us what we want to become in our life and what we want to get from life. These don’t come true by themselves, we have to make them reality by our efforts and deeds to fulfill our dream require hard work and determination. All we can say is where there is a will there is a way If we want to win we can easily find the path and achieve everything. Perseverance is the best step to achieve any excellence. It is wisely say that climbing to the top is not a walk over but a walk up in order to attain our object. Motivate your life ad try to build the ladder by which you can rise straight up to your respective goals. Thus do one thing at a time and if done well is wisdom’s proven for sure success.

“Everyone has a will to win but very few have the will to prepare to win”

Vince Combardi

Article Source: http://ezineseeker.com/?expert=Khyati_Raja

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Friends Quotes And Sayings: 5 Tips For Pleasing Your Friends

“Don’t walk in front of me; I may not follow. Don’t walk behind me; I may not lead. Just walk beside me and be my friend.”

– Albert Camus (a French author and philosopher)

A best friend is the most precious gift of God. You can share your secrets, thoughts, successes, failures, fears and hopes with your friend. A true friend is an asset that can make your life complete and impart meaning to it. In order to strengthen your friendship, you can make use of friends quotes and sayings, and send it to your friends through greetings, emails, personal messages, gifts and book notes. These quotations will make your friend understand how important place s/he occupies in your life.

How to Please Your Friends with Friends Quotes and Sayings

It is difficult to explain the term ‘friendship’ as it is an emotion that happens between two people with similar mindset and feelings. Here are a few ideas to let your friends realize their significance in your life by making use of friends quotes and sayings:

1.While sending a gift to your friend, leave a note inside it containing a beautiful friendship quote. It will bring an emotion of joy and warmth in your friend’s eyes when he will read it.

2.If you have asked a favor from your friend and he has helped you enthusiastically, what can be the better way to thank him for it than sending a thank you greeting containing a friendship quote?

3.If a friend is in bad health or in a low mood, you can lift their spirits by gifting a book on friendship quotations. This will help them realize how much you care about them and encourage them to recover fast.

4.Send emails to your friends containing friendship quotes. This is a good idea to keep in touch with even those whom you do not meet or talk on a regular basis.

5.Do you always wait for Christmas or New Year to send greeting cards and gifts to your friends? Try sending them a surprise gift with a friendship note in it and bring a smile to their face.

You can make your friendship stronger with friends quotes and sayings. One of the largest repository of quotes and saying is SearchQuotes. To read these quotes for free, visit Searchquotes.com.

Candida Diet Strategies

It is no surprise that you are sick of living with Candida symptoms. A yeast called Candida Albicans has overgrowed, which results to many symptoms, including abdominal bloating, skin complaints, thrush and joint pain to irritability, headaches, poor concentration and extreme fatigue. However, the truth is that Candida symptoms can be relieved of your diet changes.

 

Let’s start out by saying that these anti Candida diet strategies are not something that you are going to have to follow forever. You just have to change your eating habits temporarily as part of your treatment for yeast infection.

 

Avoid Sugar

Candida loves sugar. It positively thrives on it. You have to cut off the supply. Yes, I know that you probably love sugar but the problem is your body doesn’t. So you must avoid sweets, cakes, biscuits, sweetened drinks etc.

 

Fruit, although high in nutritional value, does contain fruit sugars, so is best avoided.

 

A good sugar substitute is a product called Xylitol. It looks and tastes just like sugar but does not feed Candida. It can be a great help if you are “addicted” to sugary foods.

 

Refined carbohydrates such as white bread, pasta or rice are quickly broken down by the body into sugar so you should switch to wholegrain versions of pasta and rice.

 

Milk contains lactose which the body quickly converts to sugar so products containing milk are off limits too.

 

Read Food Labels

Sugar can come in many guises. Natural sugars include fructose, honey, molasses and raw sugar. But, they are still sugar. And you’d be surprised at the range of non-sweet tasting foods that have hidden sugars. These include sandwiches, ready meal main courses and sauces.

 

Understand Glycemic Load

Learn about the glycemic load (GL) of the carbohydrate foods you currently eat. Basically you want to be eating foods with a low glycemic load. This means that as the food is broken down by your digestive system the sugars are released slowly.

 

Eating protein at every meal or snack will also help keep your blood sugar levels more stable and help counter food cravings.

 

Avoid Yeast

Given that you have a yeast infection it is hardly surprising that consuming yeast is not a good idea. That means no yeast raised breads, pizza, bread coated chicken or fish, wine, beer etc. Once again reading food labels is essential. And, if you take any nutritional supplements as part of your treatment for yeast infection make sure they are yeast free too.

 

And don’t worry, there are lots and lots of delicious tasting foods to eat on a Candida cleanse diet.

 

So, go ahead and take the first steps to a healthier you.

 

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Invest In Company Lanyards As A Sales Tool

Marketing techniques are crucial for today’s businesses if they are to be successful and edge out their competitors. A major part of a good marketing strategy is the distribution of a good promotional product. Companies often participate in large events and conventions where they will meet potential clients and other businesses and it is important to distribute a product that will get them remembered. One very popular product that businesses frequently choose is lanyards.

A lanyard is a cord or strap worn around the neck to hold objects such as ID badges – they can be customised to include a company’s logo, name or a message. They are great as an advertising tool and are very efficient in getting companies remembered.

Why are Promotional Products Important?

Your potential clients and customers will undoubtedly have encountered several businesses throughout an event day, many of whom will be your competitors, and it is extremely important that you leave them with a lasting reminder of your company or they may well forget you. In a economic climate where many businesses are failing and struggling to survive, it is key that companies work harder to gain clients and customers as this will result in more sales and potentially a bigger financial revenue which of course is vital.

Affordable

They can be a great promotional product. Importantly, they are low in cost which is important for businesses today. They need to ensure they are cutting costs where they can as keeping their cash flow stable is crucial in whether or not they survive the global recession. There are many items that can be used to promote a company at events and conventions, for example water bottles, key rings, mouse-pads and pens. They are all similarly low in cost, but it is lanyards that have proved the most effective in promoting companies and so are most commonly used by businesses at events and conventions as a promotional product.

Delivering a Message

As well as advertising a company through a name and logo being printed onto the lanyard, they are great at conveying a message. They can be used to support a cause or raise awareness for certain issues such as breast cancer or AIDS. This is a great way of communicating an important message to a great number of people.

Huge Variation

There are many retailers both on-land and online that offer a huge variety of lanyards for companies to choose from and they come in many different designs, styles, lengths and fabrics. There are even recycled lanyards which are made from recycled fizzy drink bottles – so if a company’s keen to play their part in saving the planet, these are a great option.

Of course you will find a variety of these items on the high street, however, one of the major benefits of shopping online is the huge variety of products available to peruse. A search on one of the major search engines can provide a huge list of retailers specializing in quality lanyards and thousands of products to consider.

For further information regarding lanyards and a wide variety of meeting supplies, please visit our website at http://www.pcnametag.com

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3 Inspirational Quotes to Help You Become More Successful

3 Inspirational Quotes to Help You Become More Successful

Lots of successful people have been inspired by the success of others especially those who  acquired tremendous wealth and became the center of envy by those who are a little underprivileged. These people became what they want, because they copied from those who were ahead of them and it was followed from generation to generation. It becomes a trend and nobody want to be left behind and so the process continues. Successful people are always the inspirations by those who want to follow their footsteps.

I have selected some quotes from famous people who contributed to the world to become an inspiration to mankind and embraced to enjoy.

1. Napoleon Hill

“Before success in any man’s life he is sure to meet with much temporary defeat and, perhaps, some failure. When defeat overtakes a man, the easiest and most logical thing to do is to quit. That is exactly what the majority of men do”.

This is true to those who are not so serious to succeed. Most people are eager to start when they are still in its early burst of enthusiasm. As the days and even months continued, and there work is still halfway to the finish line, they tend to become disinterested anymore and later on quit without giving justice to what they have started to see its course.

I am one of the victim of these early-to-start-early-to-quit mentality. I’ve started a project with the intention of getting it done on time based on my time table. But, as the time have passed and nothing came out into manifestation, I became frustrated and leave the work unfinished. This happened many times in my life, I became easily frustrated and ended up in a state of solitude and self pity.

Until I finally realized, and with the help of this quotes of Napoleon Hill, I was able to manifest a true change in my life. Now, anything I commenced, either it be a simple task to a more complicated ones, I always stick to this inspirational quote as a guide for me to go on with my plans until the final result becomes apparent.

2. Calvin Colidge

“Nothing in this world can take the place of persistence. Talent will not; nothing is more common than successful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is filled with educated derelicts.  Persistence and determination alone are omnipotent. The slogan “Press On” has solved and always will solve, the problem of the human race”.

This is the most excellent quote I’ve encountered from the famous Calvin Coolidge. The content from it, is so magnetic that I am carried away by its meaning. Usually, many individuals are proud with their lots of recognitions and diplomas, thinking that those recognitions could bring them to success. So they end up waiting for some opportunities to arrive them without making some efforts to utilize those enormous resources they possesses.

No matter how you possess all those positive resources, if you’ll not exert your efforts to follow what you desires, nothing would comes out into reality.

3. Theodore Roosevelt

“The most important single ingredient in the formula of success is knowing how to get along with people”.

Public relation plays an important role in the life of a person. It’s through getting along with people that you can be classified as a real person who can be treated the way others treat you. It’s a way how people value you as an  individual when you showed your inner self as well as your potentials to be of more important for them. Through your good rapport with your peers, you’re considered as a part of their lives, and because you’re not foreign to them, they’re all at peace to seek your help without any second thought whatsoever. They’re open to all their problems at your own disposal to give a quality solutions.

With this quality you possess, your success becomes more apparent to show its course.

Cris Ramasasa is a retired Horticulture teacher for 29 years and Freelance writer. Writes home gardening tips and resources. Written ebooks titled: Discover How To Get Started In Flower Gardening and Vegetable Gardening Made Easy and lots articles related to his area of expertise. Visit his site at: www.crisramasasa.com for more tips, free articles and ebooks and lots of valuable resources.

7 Sales Funnel Internet Marketing Trends For Maximizing Profits in a Sale

Many internet marketing trends have been applied to the sales process, known as sales funnel after/before a prospect clicks on the ‘Add To Cart’ or ‘Buy Now’ button. The key is to maximize profits or benefits from a prospect, which is not limited to just sales, but also leads as well.

1) One Time Offers (OTO)
Upon clicking ‘Add To Cart’ and processing the payment, the customer is lead to a new page called the OTO page (one time offer page). Since they are already in the buying mood, chances of them clicking yes are significantly higher. Tell them that this offer only happens once and will disappear forever once they leave this page. This is also known as a time sensitive offer.

2) Upsell
Once the customer has bought something of interest, its time to sell them something related which, if purchased, will greatly improve the benefits of their earlier purchase. An upsell is usually a product that is more expensive than the initial product. Example if the initial product is sold at $ 47, the upsell can be sold at $ 67. This is really effective, because if they were willing to part with their money means they are likely to spend more to reap the full benefits of the product.

3) Downsell
Similar to upsell, just that the downsell product is priced lower than the upsell. E.g $ 27. It is best to put a downsell after an upsell because the main reason people do not buy an upsell is because of financial constraints. Ease their burden and give them part of a full product (e.g 4 chapters of an e-course) for a lower price.

4) Opt In Boxes
If you have a sales page for a product on a certain niche, it is wise to put an opt in box in the sales page as well, offering some free benefit related to the niche which you have targeted. Even if the customer does not buy anything, you still still have a loyal prospect which you can build rapport and sell to at another day. Leads are as important as one off sales as you can continue to provide value and promote to at a later date.

5) Exit Popup Scripts
Instead of putting an opt in box in your sales page, use an exit pop up script to turn the customer who just bounced into a lead by offering a free product or something that will entice him to sign up. This is an effective internet marketing trend because once the customer leaves he is most probably gone forever unless you can get him into your list.

6) Entry Popup Scripts
Some internet marketers prefer to use the entry pop up to generate leads as the visitor enters the sales page. Which converts better can only be determined by split testing. Try it out on your own campaign to see which works better.

7) The Ultimate Sales Funnel
Combine all of the internet marketing trends above! Grab them with an entry pop up, then if they buy, give them an upsell, downsell, one time offer and an exit pop up as they leave!

Internet marketing trends are constantly evolving, and by staying on top with the latest trends, we can use these trends to maximize profits in our web campaigns.

 

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