Advice for Buying a Restaurant and Selling a Restaurant

Howard's Famous Corned Beef and Deli - Restaurant Sold

Posted by Robin Gagnon on Nov 11, 2019 11:10:28 AM

We Sell Restaurants closes on another restaurant for sale transaction; the sale of the Howard's Famous Corned Beef and Deli in Boca Raton, Florida

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We Sell Restaurants is pleased to announce the sale of Howard's Famous Corned Beef and Deli located at 3571 N. Federal Highway in Boca Raton, Florida. Sal Angrisani of Greenacres, Florida acquired the company from Howard Rich.  The transaction was handled by Ken Eisenband, Franchise Partner with We Sell Restaurants for Palm Beach and Broward Counties.

Howard's Famous Corned Beef and Deli is an outstanding location that’s been described as one of the most authentic delis in Boca Raton, Florida. The concept features signature corned beef that is cooked in-house as well as smoked salmon. They offer half pound sandwiches with their daily fresh breads. Howard's Famous Corned Beef and Deli also offers catering service and onsite beer and wine sales.

The seller, Howard Rich, said of his experience with Ken Eisenband, “I listed my restaurant for sale with Ken Eisenband and We Sell Restaurants. The process was very easy, and he brought in many prospects. Once we were in contract for sale, Ken was very organized and guided me through the entire process. I would definitely recommend Ken and We Sell Restaurants to anyone looking to sell their restaurant.”

Eric Gagnon, President of We Sell Restaurants said of the transaction, “Ken is an excellent Franchise Partner and one of the strongest players in the competitive business for sale marketplace in South Florida.  He is a consistent top producer for the brand and the state with excellent feedback from his clients.”

Ken Eisenband is the multi-unit Franchise Partner for Broward County and Palm Beach County Florida, the southern part of the Sunshine state. Ken leads two offices for We Sell Restaurants with distinction and directs a team of Restaurant Brokers as a multi-unit owner. Ken is a member of the Business Brokers of Florida Association where for multiple years he has received the prestigious Dealmaker Award as one of the top 5 transaction agents in the state of Florida as well as receiving the Million Dollar Club award.

Ken graduated with Honors from The School of Hospitality at Michigan State University in 1983 and has thirty years of experience in the restaurant industry.  In 1996 Ken joined Ruby Tuesday’s finance team as an analyst working closely with the Real Estate department and Vice President of Operations on site selection and feasibility studies. Ken can be reached by phone at (561)-350-3365 or by email – ken@wesellrestaurants.com. His listings can be found online at wesellrestaurants.com.

We Sell Restaurants is the nation’s largest restaurant brokerage firm, specializing in restaurants for sale, restaurants for lease and franchise restaurant resales.  Found online at https://www.wesellrestaurants.com, We Sell Restaurants operates in 45 states nationwide assisting those buying or selling a restaurant.  

Topics: Selling a Restaurant

Selling a Restaurant?  Figure out if you Want the Real Deal or Facial Tissue. Brands Matter

Posted by Robin Gagnon on Oct 24, 2019 1:33:43 PM

Do brands matter when selling a restaurant?  We think so, along with the 80,000 buyers in our database.  Learn why brands matter when selling a restaurant.

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The ten most valuable brands in the world, according to Forbes, in order, are:

  1. Apple
  2. Google
  3. Microsoft
  4. Amazon
  5. Facebook
  6. Coca-Cola
  7. Samsung
  8. Disney
  9. Toyota
  10. McDonald’s

Branding matters.  It becomes such a part of the public consciousness that no one asks for a soda, they ask for a Coke or a Coca Cola.  No one says, "Do you have a facial tissue?"  They say, “Can you hand me a Kleenex?”

According to Inc. Magazine contributor and the President of Uppercase Branding, Mike Pile, “a name is the most powerful and cost-effective communication tool there is.”  He goes on to say that, “No marketing message will be used as widely or as frequently as the brand name.  It is the single most profound form of business communication.”

That takes us to We Sell Restaurants, our brand name.  Our brand is descriptive.  Our brand is successful.  Our brand is part of a marketing engine that allows us to meet our vision to sell more restaurants than anyone else. PERIOD.

The United States Patent and Trademark office agree with us. They granted to We Sell Restaurants, the ONLY authorized use of the term “We Sell Restaurants” for business brokerage in the principal registration of our Service Mark #4,663,265.  Feel free to look it up.   

Does branding matter?  It certainly does.  Virtually every single month, we task our attorneys with sending “cease and desist” letters to other business brokers who want to “piggy-back” on our good name with social media hashtags under We Sell Restaurants, using our name on their home pages, copying our brand colors, our photos, and using it in descriptions of their services.   

Trust us.  We’re flattered.  But our customers are not fooled.  They know there is only one brand selling more restaurants than anyone else.  Here are just a few statistics.

  • We Sell Restaurants is the most highly ranked name when searching restaurants for sale.  That means anyone looking to buy a restaurant sees this powerful name first, not that of a “one-man” shop or someone with limited listing counts.
  • We Sell Restaurants has a listing inventory or just at $150 Million Dollars. That makes us the largest in the world in terms of listing inventory.
  • We Sell Restaurants has over 530 restaurants for sale, dwarfing any other brand in the nation. Those listings are active and available for sale.  We do not “fluff” up our listing count by leaving sold listings in the mix. 
  • We Sell More Restaurants than anyone else. PERIOD.  Our sold listings are published on our website (separately from our “available” listings) along with raving testimonials from our clients.   
  • We Sell Restaurants services 42 states nationwide.  We are credentialed, licensed and national in reach, unlike other brands.
  • We Sell Restaurants has more than 80,000 in buyers in our database and we send 6.4 Million emails per year on our inventory leading to more closed transactions.
  • We Sell Restaurants educates our brokers with the longest training program in the industry.  We provide more hands on training, more specialized knowledge and the only testing in the nation to achieve the status of “Certified Restaurant Broker.”  That sets our brokers apart and is also a trademark of our company. 

It is no wonder We Sell more restaurants than anyone else.

Think about that the next time someone offers you their Restaurant Broker “knock off” brand.  Do you want facial tissue or the real deal?  Are you going to have that unbranded, “cheaper” quality or do you want the premium brand that delivers results?

Listen.  We’re flattered that there are plenty of people trying to imitate our success. Just make sure you know what you’re buying before choosing a fake or watered down attempt to sell restaurants. There’s a reason brand names have higher market equity.

Topics: Selling a Restaurant

Another Which Wich Franchise Sold by We Sell Restaurants

Posted by Robin Gagnon on Oct 15, 2019 1:14:28 PM

We Sell Restaurants closes on another restaurant for sale transaction; the resale of the Which Wich franchise in New Braunfels, Texas

We Sell Restaurants is pleased to announce the sale of Which Wich located 2830 Town Center Dr #110 in New Braunfels, Texas.  The purchasers are The Dagwood 4B LLC, a group made up of Lance Becker and his wife, Sarah Becker of New Braunfels Texas, along with Gene and Sue Bedingfield, also from the area.  This is an experienced group that at one time owned and developed up to 40 units of the Liberty Tax Franchise brand and currently operate 4 Club Pilates franchises in the area. 

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The store was acquired from SMART Restaurant Group, a multi-unit group led by TJ Schier of Dallas Texas.  Mr. Schier is a nationally recognized multi-unit owner who speaks frequently on the restaurant industry and is transitioning full time to a speaking and consulting career.

The buyer, Lance Becker said, “It was a pleasure working with Robin and her team at WSR.  They made the challenging task of coordinating the multiparty franchise acquisition virtually seamless.  The negotiations with the seller, introduction to the franchisor and timeline to closing were all well planned and executed along the way to keep the process running smoothly and on track.  We look forward to working with WSR in the future as opportunities arise."

The transaction was brokered by Robin Gagnon, Certified Restaurant Broker and co-founder of We Sell Restaurants.  She said of the transaction, “It was my greatest pleasure to work with Lance and his family on this deal.  It is always exciting to assist experienced franchise operators enter the restaurant industry.  Which Wich is a strong prospect for resales with many of our buyers.  Their in-depth training and support make it a winning opportunity for those entering the food and beverage industry for the first time.”

Which Wich, a franchise chain that started in downtown Dallas has branched out nationwide specializing in crafting each sandwich with care. Founder, Jeff Sinelli, ignited this brand to specialize the best possible versions of each sandwich. Their menu features many exclusive recipes for the ultimate customer experience. Which Wich are committed to making the world a better place by participating in program like the PB&J.   

Other franchise restaurants for sale can be found directly online at wesellrestaurants.com. We Sell Restaurants is the country's leading restaurant brokerage focused on those buying, selling or leasing a restaurant.

We Sell Restaurants is the nation’s largest restaurant brokerage firm, specializing in restaurants for sale, restaurants for lease and franchise restaurant resales.  Found online at wesellrestaurants.com, We Sell Restaurants works in 45 states nationwide.

Topics: Selling a Restaurant

Latest Restaurant Franchise Deals and Openings Announced

Posted by Robin Gagnon on Sep 3, 2019 3:34:03 PM

Restaurant Franchises are growing across the nation and the globe.  Some are open, some are signed, and some are target markets!  We've gathered the latest announcements about what's opening and what's in the future based on the latest signed restaurant franchise agreements and deals announced across the industry. 

Chicken, Chicken, Chicken -- It's not just Popeye's that has Chicken on the brain after last week.  There's a lot frying up in the Chicken franchise space. 

The first Zaxby’s in Chantilly, Virginia is coming this month to 43820 Eastgate Shoppes Drive. A fan favorite for chicken fingers, wings and salads, the new fast-casual restaurant is the first location this licensee team will open with plans for an additional five Zaxby’s in the future. Construction on the Chantilly Zaxby’s began in March led by local engineering firm Tri-Tek Engineering.

Franchise openings

The brand is also expanding to Spring Lake, North Carolina in September as well to 130 S. Third St. A. The new fast-casual restaurant is the third location owned and operated by Alan Ward and Fry Guys Management Group 3, LLC. Zaxby’s has 119 restaurants in North Carolina and more than 900 locations across 17 states. Construction on this location began in April.

Slim Chickens, a leader in the “better chicken” segment of fast casual restaurants, will continue expansion of its fresh chicken and unrivaled flavor in Illinois, with its grand reopening in Plainfield on September 5, 2019.  They also inked a six-unit deal with Preferred Development, LLC, with the first location expected to open in Minot, North Dakota. 

Huey Magoo's Chicken Tenders signed a six-unit deal with new franchisee Buck Harris, who will open restaurants in Lowndes, Dougherty, Lee and Taft counties in South Georgia. Harris is a former a Chick-fil-A franchisee and now also owns locations of Chicken Salad Chick.  

That wraps it up for the latest chicken deals.  Meanwhile, pizza is still hot.

Mountain Mike’s Pizza, LLC, a leading California-based family-style pizza chain, known for its legendary crispy, curly pepperonis and Mountain-sized pizzas, is focusing its expansion efforts in northern California’s Humboldt County with a Eureka, California location already in development.

Data uncovered during an in-depth market analysis paired with the brand’s longstanding success throughout northern California makes Humboldt County a natural fit for a concept like Mountain Mike’s, which caters to families, large groups and celebratory occasions. There are currently 211 Mountain Mike’s Pizza locations in operation throughout California, Oregon, Nevada and Utah.

Following a successful restaurant opening in Newington earlier this year, famed New York-style pizza institution, Artichoke Basille’s Pizza, has announced that its second Connecticut restaurant will open in Downtown Hartford this winter. The upcoming outpost will replace the former McKinnon’s Pub at 114 Asylum Street near the XL Center, in the heart of the city and at the epicenter of the revival and renaissance taking place in Hartford.

On the sweet side there’s plenty of new restaurant franchises in the mix as well.  

Doughnuttery, which launched its franchise program in February, signed its first area development deal, a six-unit agreement with Brian Burwell, managing member of Arizona Doughnuttery LLC, for shops in Arizona. A second area development deal, this one for three locations in Virginia, was signed with Doughnuttery of Nova, Inc., led by Leyla Khater, president, and Katherine Ronckovitz, partner. Doughnuttery has four open locations, three in New York City and one in Myrtle Beach, South Carolina.

Baskin-Robbins inked a multi-unit agreement to develop 10 new locations across Upstate New York, including in Syracuse and the Southern Tier, in addition to Wilkes-Barre/Scranton, Pennsylvania. With a portfolio of 40 Dunkin' restaurants and one multi-brand location, the deal was signed with franchisees Manish Patel, Sarika Patel, Krunal Patel and Tarak Patel of Bapa Chambers Rd Ice Cream, LLC.

Fast casual sandwiches, burgers and hot dogs remain in the mix with lots of opening planned coast to coast.   

Burgers, Fries & Shakes, a fast casual, “better burger” chain, is ready to satisfy the taste buds of burger enthusiasts in Orlando. The restaurant franchise is set to have two openings in late 2019 and early 2020 at 8050 International Drive and 3155 South Orange Avenue in Orlando. The Orlando openings mark the second and third MOOYAH Burgers, Fries & Shakes restaurants in the market, joining the existing Oviedo Mall location that opened last fall. The franchise brand is planning to bring an additional six locations to the greater Orlando area, creating a total of more than 200 jobs across the area.

Capriotti's Sandwich Shop inked several multi-unit deals for development in six states. In New York City, husband and wife Ashok and Maleka Isranie signed for three locations; in Phoenix, Arizona, Steve Holdeman of franchisee group Pastrami Boys will open eight units. MAAAFOOD, Inc. and franchisees Daniel Hoffman and Michael Vanderwoude signed a deal for three locations in Hammond, Indiana, while in El Paso, Texas, Tessie Rodriguez plans to open three Capriotti's. Business partners Anthony Reviglio and Ken Cassas signed on for two restaurants in Boise, Idaho, and in Florida, the following franchisees signed for three units each: Todd King (Jacksonville); Mark and Michele Maroulis (Sarasota); Scott Crawford and Stephan Poletta (Tampa).

Crave Hot Dogs and BBQ has an estimated opening date of late October in Houston Texas.  The brand is famous for its delicious Grilled Hot Dogs, brats and sausages along with its amazing BBQ sandwiches. Crave was founded in 2018 by Samantha and Salvatore Rincione. Since then, the company has signed multiple locations in Georgia, Florida, North Carolina, Oklahoma, Texas and more.

Dog Haus, the craft casual concept known for its gourmet hot dogs, sausages, burgers and one-of-a-kind creations, opened its second Chicago location inside Kitchen United’s brand new Eats on Sedgwick, located at 831 N. Sedgwick St,. on Sept. 3.

Across the Globe 

QDOBA Mexican Eats®, a leading Mexican fast-casual chain, today announced its continued expansion across Canada through an agreement with multi-unit operator, Burgess Enterprise. The five-unit deal focuses on locations to be developed in and around Northern Ontario, with the group’s first QDOBA restaurant set to open in Sault Ste. Marie in early 2020.

Popeyes Louisiana Kitchen signed a new agreement to develop and open more than 1,500 Popeyes restaurants in China over the next 10 years. Franchisee group TFI TAB Food Investments, led by CEO Korhan Kurdo lu, already operates Popeyes and Burger King restaurants in Turkey and Burger King in China. The commencement of Popeyes' operations in China is subject to a regulatory filing in China.

That’s the list of the latest restaurant franchise openings.  Keep an eye on the We Sell Restaurants website for franchise restaurant resales or click this link to see our latest franchise for sale listings.

Topics: Selling a Restaurant

We Sell Restaurants Sells Nona's Sweets of Charlotte, North Carolina

Posted by Robin Gagnon on Aug 23, 2019 4:50:53 PM

We Sell Restaurants closes on another restaurant for sale transaction; the sale of Nona’s Sweets in Charlotte, North Carolina

We Sell Restaurants is pleased to announce the sale of Nona’s Sweets located 1520 Overland Park Lane in Charlotte.  Mikel Leka of Greensboro, North Carolina acquired the company from Dominica and JoAnn Morlando. The transaction was handled by Justin Scotto of We Sell Restaurants.

 Nona’s sweets is a unique family-based concept that was launched by Jo-Ann and her daughter Dominica Morlando. They specialize in delivering an exceptional experience with their “tradition of creating old world taste with new world flair.” The new owner Mikel Leka will take this concept to the next level!

Nona Sweets photo

The seller, Dominic and JoAnn Morlando, said of his experience with Justin Scotto, “Thank you for all you did to make our business sale go smoothly. With the sale of a business, a small family business, there are many dynamics and emotions. You explained to us the steps and phases to sell the business and implemented the tools to see results.”

Justin Scotto is the multi-unit Franchise Partner for the Charlotte, NC Region and surrounding communities. A Certified Restaurant Broker, Justin has been in the restaurant industry for 20 years. Justin is a longtime veteran of the restaurant industry. He started out as a busboy as an early teenager and worked countless restaurant jobs from sports bars to sub shops. In recent years, Justin developed and operated 12 fast casual restaurants with Firehouse Subs from the ground up. In the process of selling his own restaurants, Justin came across the We Sell Restaurant brand. Impressed with their firm, he was ready to join forces with them to help restaurant buyers and sellers alike achieve their goals.

Eric Gagnon, President of We Sell Restaurants, said of the transaction, “Justin Scotto has proven time and again, that he is an unmatched resource in the Charlotte market for those buying or selling a restaurant.”

Other restaurants for sale can be found directly online at wesellrestaurants.com. We Sell Restaurants is the country's leading restaurant brokerage focused on those buying, selling or leasing a restaurant.

We Sell Restaurants is the nation’s largest restaurant brokerage firm, specializing in restaurants for sale, restaurants for lease and franchise restaurant resales.  Found online at wesellrestaurants.com, We Sell Restaurants offers services in 45 states nationwide.

 

Topics: Selling a Restaurant

People Like to buy Restaurants, Not to be sold!

Posted by Scott Ruby on Aug 21, 2019 4:36:47 PM

Certified Restaurant Broker Scott Ruby reports on a recent sales seminar.  His takeaway -- People want to Buy Restaurants but they don't want to be sold.  Here's his report.

Scott Ruby recently attended a Sandler Sales training class that discussed how to be a true and genuine person. It touched on how to avoid being a ‘typical salesperson’ while continuing to grow your business.

The days of a sales professional having all the right words and being a slick car salesman are over.   You need to dress like a restaurant operator, have the same language, and understand the challenges of the business. 

Scott Ruby

The restaurant owner or restaurant buyer of today is looking for a trusted business adviser that they can work with in a comfortable environment. They look for someone they trust with their intimate financial situation.  They want someone who will listen to what they need financially to with the business. 

Good Restaurant Brokers earn the seller or buyer’s trust first.  Failing to do this by requesting financials may cause the buyer to seller to shut down and move to defensive mode. 

Understanding that staffing challenges are affecting all of our clients is an essential in this business.  Most of the We Sell Restaurants sellers are exiting the business because they are tired of struggling to find good team members and can’t afford to pay the “market rate.” 

Seek First to understand

Too Often we show up and start telling what we can do for them. The fact that we focus on Restaurant Sales and are pretty great at what we do is an excellent start.  But what is the pain point that we are trying to solve for them?

  1. Don’t show up and Throw Up!
    This is a common trait for a new salesman. They get nervous and show up and state how great they and the company they work for are, not really focusing on what problem the customer is struggling to solve.   Listen first, then figure out what we can do to solve the problem.
  2. Don’t be afraid to say that we are not a fit for everyone.
    This is the biggest problem with a new salesperson / franchisde. We are not the one size fits all solution!   We can’t help the operator who has 30 days to vacate the property and is losing money.   The best thing we can do is to focus our energy on the opportunities where we can make an impact and generate income in the process!
  3. Stay Behind the Pendulum
    This is the biggest lesson from the class. The best thing we can do as a trusted business advisor is to stay behind the customer.   If they are super excited about an opportunity, we need to keep them grounded.   If they are concerned about a situation, we need to help them investigate, and not be overly excited and positive.  This will drive them away if we are more excited about the opportunity then they are.
  4. Help them buy, but don’t sell!!!
    Our Business Analysis Tool is a best in class report at stating the opportunity as it sits. This does not over promise but clearly states the opportunity and how they can build upon the current sales.
  5. Never Give Something, unless you get something in return!
    Time is limited.  As Restaurant Brokers, spending time with people who have no intention of ever working with us is a waste of resources. We need to be sure and offer free evaluations, travel to the listing, only when we feel that the client is committed to selling, and prescreen them to make sure that we are not just providing a free valuation.  You don’t want to travel halfway across the state, only to confirm that they are priced right if they list it without us!
  6. Customers call us for a reason, as they think we have the solution!
    The information that we have on the market, the price to SDE ratio, is of value to most of our operators. They have been so focused on growing their business, that they have lost track of how to price a restaurant.   Our information is valuable.  We don’t give it away without some commitment of working together.
  7. Be Open, Honest and Up Front!
    Sometimes we are not a great fit.  Be sure to understand how we can provide value. One of my long-lost friends ran a restaurant that he leased from a golf course.  His lease was coming due, and he wanted to know his options.   Since he didn’t own the real estate, his options were fairly limited, either continue to operate the restaurant, or let his lease expire.  Our customer is this situation is the golf course, not the lessor.
  8. Use their data.  People don’t argue if we use their data.
    This was a great lesson as well. If we let the customer provide the area data, or the problems with the restaurant’s numbers, they have a hard time arguing with their own assessment.   If we say that their occupancy numbers are too high, they tend to want to argue with our assessment.   If they come up with the challenges themselves, it is more of a team environment, instead of us stating the problem.
  9. Seek First to understand – ask lots of questions!!
    Why are they selling, what is staffing like, what are they going to do when they sell? We need to do a better job of finding out what is driving them to sell.   Most operators struggle to communicate the real reason they decided to call you today and why they are selling, but I recently asked a pizza franchise what staffing was like, and he showed me a picture of every team member working while on their phones!  He was so done with them looking at their phones instead of actually working that he decided to call and list the restaurant.

Every person knows what is driving them, but it is not always as easy for them to verbalize why.  This is a big piece of the puzzle, and the bigger the problem, the more likely they are to sell at a reasonable price to solve the problem. We need to find the pain point, and then find a way for us to solve it for them!!!

Scott Ruby

 

Topics: Selling a Restaurant

We Sell Restaurants Sells Zaatar of Plantation, Florida

Posted by Robin Gagnon on Aug 16, 2019 9:13:15 AM

We Sell Restaurants closes on another restaurant for sale transaction; the sale of Zaatar in Plantation, Florida

We Sell Restaurants is pleased to announce the sale of Zaatar located at 1893 N Pine Island Road in Plantation Florida.  Wissam Farhat of Dearborn Heights acquired the company from Darin Richards. The transaction was handled by We Sell Restaurants Franchise Partner, Ken Eisenband.  Ken is the multi-unit owner of both Broward and Palm Beach counties Florida. 

It was a great experience, professional, honest, dependable and reliablesZaatar serves nothing less than authentic Mediterranean cuisine. This restaurant specializes in providing expletory Lebanese dishes. The most popular dish is called the Shawarma platter which combines a massive amount of meat with flavors leading to an insanely delicious fresh salad.

The seller, Darin Richards, said of his experience with Ken Eisenband, “It was a great experience, professional, honest, dependable and reliable. If I have another restaurant to sell it will definitely be Ken’s (listing).”

Eric Gagnon, President of We Sell Restaurants, said of the transaction, “Throughout the years Ken has topped the charts with restaurant brokerage. Every day Ken is improving in sales techniques and competitive skills that create the best experience for buying or selling a restaurant in South Florida.”

Ken Eisenband leads two offices for We Sell Restaurants in the southern part of the Sunshine state with distinction and directs a team of Restaurant Brokers as a multi-unit owner. He is a member of the Business Brokers of Florida Association where for multiple years, he received the prestigious Dealmaker Award.  That designates him one of the top five transaction agents in the state of Florida.  He has also prepared training and spoken before the group at large as an expert in selling restaurants. 

Other restaurant for sale in Ken’s market and nationwide can be found directly online at wesellrestaurants.com. We Sell Restaurants is the nation’s leading restaurant brokerage focused on those buying, selling or leasing a restaurant.

We Sell Restaurants is the nation’s largest restaurant brokerage firm, specializing in restaurants for sale, restaurants for lease and franchise restaurant resales.  Found online at wesellrestaurants.com, We Sell Restaurants offers services in 45 states nationwide.

Topics: Selling a Restaurant

Why Restaurant Buyers Don’t Pay for “Potential”

Posted by Robin Gagnon on Aug 12, 2019 10:36:34 AM

It seems every day in selling restaurants, an owner describes the “potential” the business has for more volume or more profit.

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For those selling a restaurant, this potential or opportunity for the future is seen as a reason that a buyer should invest and rightly so, as the future prospects makes the listing more attractive to buyers.  It can also encourage a restaurant buyer to identify this as a better long-term opportunity.

When it comes to pricing the business for sale, however, Restaurant Brokers must price according to common lending practices and standard valuation methods.  That means that “Blue Sky” or potential for the future is not something buyers are willing to pay for and lending can be provided for.  A buyer will only pay for the past performance and a bank will only lend on past results.

Here’s why buyers will not pay for the “potential” in your business.

Lending is trickier.  Most lenders avoid any open and operating businesses built on a pro forma. This is the Latin words for “to form.”   It is standard practice to develop a pro forma in a startup situation where there are no existing metrics to rely upon for sales and earnings.  The commonly accepted definition of a pro forma is, “assumed or forecasted information presented in advance of the actual or formal.  The objective of a pro forma business plan is to give a fair idea of the revenue, expenses and earnings in anticipation of the actual occurrence

If a business is not open, it’s easy to formulate underlying data points and put them into a business plan to forecast the pro forma earnings.  The only problem with this method is that pro forma financial statements estimate how the actual statements will look if the underlying assumptions hold true.

For open and operating businesses, the underlying assumptions have already been put to the test.  Now we have actual statements and actual performance.  The underlying assumptions may be revealed as flawed or inaccurate.  If a restaurant owner built a pro forma based on sales of $6000 per week and the actual performance is only $4500 in sales per week, that fact is now known and therefore, must materially adjust the pro forma. 

The second reason that “potential” cannot be factored into the selling price of a restaurant is that all the risk, effort and financial commitment to meet the business potential belongs to the buyer, not the seller.

In our earlier example, there is “potential” is to increase the number of customers each day and improve the volume to the original forecasted point.  That, however, may require any of the following conditions be met:

  • Investment in Advertisement
  • Investment in Marketing 
  • Change of Concept
  • Improvement in Service
  • Change in the ingress/egress to the business
  • New Residential or Commercial Development 
  • Improved Signage
  • And the list continues

For an open and operating business, that means the buyer must invest some level of energy, effort and/or financial resources to improve the current performance of the business.  That investment and effort is on the part of the buyer, not the seller.  Therefore, the “up-side” or “potential” is still unknown, can’t be quantified and thus, can’t be sold on the front end of the listing.

The next time you consider selling your restaurant and offer up “potential” as a reason to buy, just remember, it cannot factor into the listing price. It is a definite selling point and makes a business more attractive but is not part of the valuation model.

Topics: Selling a Restaurant

We Sell Restaurants Recently Sold Terra Thai of Boulder, Colorado

Posted by Robin Gagnon on Aug 6, 2019 10:30:00 AM

We Sell Restaurants closes on another restaurant for sale transaction; the sale of Terra Thai in Boulder, Colorado

We Sell Restaurants is pleased to announce the sale of Terra Thai located at 1211 Broadway in Boulder Colorado. Usman Chughtai of Thornton, Colorado acquired the company from Karuna Wiwattanakantang. The transaction was handled by Franchise Partner and Certified Restaurant Broker, Jeff Marcus of We Sell Restaurants.terra thai

Terra Thai is a Restaurant on the hill of Boulder Colorado and one of the few that is close to the University of Colorado. This iconic concept is highly recommended by Yelp users who say, they have a “great selection of original hard-to-find Thai dishes.” This small jewel was sold from start to finish in just 49 days by We Sell Restaurants far outpacing the national average for days on market before selling a restaurant.

The seller, Karuna, said of his experience with Jeff Marcus, “It went quick and Jeff was very helpful, accommodating both seller and buyer.  It saved us time in negotiation and paperwork. Everything was clear and with his experience in (the) restaurant business, he knew my concerns and helped get the price right for both parties.”

Jeff Marcus is a Certified Restaurant Broker and the Franchise Partner for We Sell Restaurants in the state of Colorado and Wyoming. Jeff is a licensed by the Colorado Real Estate Commission as a Broker. Jeff has nearly 30 years of restaurant experience. Starting at an early age of 13 working in Chinese, Pizza, and high-end tablecloth concepts, Jeff has done it all and trained in every position in the industry.

Eric Gagnon, President of We Sell Restaurants, said of the transaction, “One of our newest Franchise Partners, Jeff Marcus, has shown significant sales results in a short period of time. We are looking forward to seeing his continued success in the future.”

More than 450 restaurants for sale can be found directly online at wesellrestaurants.com. We Sell Restaurants is the country's leading restaurant brokerage focused on those buying, selling or leasing a restaurant.

We Sell Restaurants is the nation’s largest restaurant brokerage firm, specializing in restaurants for sale, restaurants for lease and franchise restaurant resales.  Found online at wesellrestaurants.com, We Sell Restaurants offers services in 45 states nationwide.

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Topics: Selling a Restaurant

Ken Eisenband of We Sell Restaurants Presents Seminar Selling Restaurants

Posted by Robin Gagnon on Jul 25, 2019 1:02:12 PM

Ken Eisenband, We Sell Restaurants Franchise Partner for Broward and Palm Beach county, recently presented a seminar titled, “Selling Restaurants 101” to the Business Brokers of Florida (BBF).

Ken's educational seminar was focused on helping other brokers understand the key metrics and items on the restaurant financial statement as they perform valuations or assist others in selling or buying a restaurant. He focused on key points such as, “what is the broker Selling?” along with a primer on the variables found on restaurant financial statements. He reviewed common ratios for cost of goods sold, labor costs and rent along with other expenses. The most important number, in his words, “Rent – you cannot fix a bad rent deal.”

KenEisenband reminded the group that other items on the profit and loss are controllable.  Food is in his words, “easily fixed by a new owner” and other expenses are “easily re-budgeted.”  Even labor, in Ken’s opinion is “easy to fix over time with new staffing, new pay structure or new scheduling parameters.”  Rent, however is a fixed cost that cannot be changed.

Ken also cautioned brokers on the practice of selling a restaurant that is doing a “cash business” stating that the owners have “lied to the IRS, lied to the Florida Department of Revenue, lied to their accountant, BUT, expect the buyer to trust everything they are told.”  Ken’s enlightening and entertaining presentation was attended by business brokers from across the state who are members of Business Brokers of Florida. 

The Business Brokers of Florida is a nonprofit association for business brokerage companies and their agents in the state.  The BBF association is the largest state business broker association in the country, and the second largest association of business brokers in the world.

The Business Brokers of Florida membership is restricted to those with experience in the industry or who attend specific training and have demonstrated knowledge in the industry.  They must establish this expertise when applying for membership.  Any member of the BBF is also held to a strict code of ethics, ensuring that buyers and sellers receive principled treatment in any transaction. 

Other members of the BBF include those supporting transactions such as attorneys, accountants, financial planners, appraisers and various financial institutions specializing in business loans. The association has more than 1,400 members and over 4,000 listings in their database. The Business Brokers of Florida currently has five districts within the state of Florida.

Ken Eisenband is the multi-unit Franchise Partner for Broward County and Palm Beach County Florida, the southern part of the Sunshine state. Ken leads two offices for We Sell Restaurants with distinction and directs a team of Restaurant Brokers as a multi-unit owner. Ken is a member of the Business Brokers of Florida Association where for numerous years, he received the prestigious Dealmaker Award as one of the top 5 transaction agents in the state of Florida as well as receiving the Million Dollar Club award.

Additionally, Ken is licensed by the Florida Real Estate Commission as a Broker and has also completed training leading to his designation as a Certified Restaurant Broker. Ken graduated with Honors from The School of Hospitality at Michigan State University in 1983 and has thirty years of experience in the restaurant industry.

For a look online at Ken's restaurant for sale listings, visit this link

Topics: Selling a Restaurant