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10 intrebari frecvente despre vanzarea unei afaceri



Pentru ca multi dintre proprietarii unei afaceri se confrunta cu diferite provocari atunci cand vine timpul sa-si vanda compania, ne-am propus in acest material sa raspundem la cele mai frecvente intrebari care din experienta noastra apar o data cu luarea deciziei de a iesi dintr-o afacere.  

1.  Cat dureaza sa vand o afacere?

Procesul de vanzare este in cele mai multe cazuri de durata. Pentru tranzactii mici media se situeaza undeva la patru-sase luni, in timp ce vanzarea unei afaceri mai mari se intinde de regula pe o perioada de sase-doisprezece luni, sau chiar mai mult. Bineinteles ca aceste etaloane pot fluctua in functie de interesul pentru domeniul sau compania respectiva, de complexitatea afacerii, pretul solicitat sau flexibilitatea partilor in negocieri. 

De ce dureaza atat de mult? Pe langa perioada care se scurge pana la gasirea unuia sau mai multor potentiali investitori, cel mai mult timp este necesar in faza schimbului de informatii dintre parti si a negocierilor. In plus, in cazul afacerilor mici, procesul este de multe ori ingreunat prin lipsa pregatirii din timp a unor materiale care sa ajute investitorul sa inteleaga rapid si corect afacerea in cauza (ex. Info Memorandum, Proiectii Financiare, etc)

2. Cand e cel mai bun moment sa vand?

Cel mai bun moment pentru vanzarea unei companii este atunci cand nu esti fortat sa o faci. Daca intentionezi sa iesi dintr-o afacere, este mai bine sa faci acest pas atunci cand firma nu si-a atins inca pe deplin potentialul si mai exista loc de crestere. De asemenea, o afacere profitabila valoreaza mult mai mult decat o afacere cu pierderi, prin urmare este recomandabil un exit in momentul in care firma genereaza profit. In astfel de situatii beneficiezi in primul rand de un interes mai ridicat din partea potentialilor cumparatori, precum si de o pozitie mai puternica in negocieri.

In ceea ce priveste mediul economic, este bineinteles mai avantajos sa scoti la vanzare o afacere intr-o perioada de crestere economica, in care si posibilitatile de finantare ale investitorilor sunt mai ridicate.

3.  Unde sa caut potentiali cumparatori?                                                                                 

In primul rand, poti publica anunturi pe site-uri specializate, sau, in functie de specificul afacerii, in presa scrisa. Site-ul nostru iti sta de asemenea la dispozitie cu o platforma de anunturi dedicata exclusiv segmentului de afaceri. Te sfatuim sa concepi un anunt cat mai clar, cu informatii la obiect, care sa scoata in evidenta punctele forte ale afacerii.

In al doilea rand, poti contacta direct alte companii din domeniu, care ar putea fi interesate de o preluare in scopul consolidarii si obtinerii de sinergii. Nu exclude firmele cu activitati complementare sau situate in upstream/ downstream si care ar putea cauta o extindere a activitatilor curente. In aceste situatii, este recomandabil sa pregatesti o scurta prezentare introductiva a afacerii (teaser) pe care sa o circuli catre partile potential interesate.

4.  Cat valoreaza afacerea mea?

Aceasta este una dintre primele intrebari care apare in discutia cu un antreprenor care doreste sa-si vanda afacerea. Ca in orice schimb de pe piata, valoarea afacerii este data in final de interesul cumparatorilor si climatul economic in care se realizeaza tranzactia. Mergand mai departe, valoarea afacerii poate fi apreciata cu ajutorul a diferite metode de evaluare, dintre care mentionam multiplii de evaluare, capitalizarea castigurilor, evaluarea pe baza de active sau evaluarea pe baza costului de intrare. Detalierea acestora va face obiectul unor materiale viitoare.

In orice caz, trebuie sa stii ca evaluarea este diferita de pretul de vanzare: in urma evaluarii se obtine valoarea companiei (Enterprise Value), care va fi ajustata in jos cu datoriile companiei (credite, imprumuturi terti, leasing financiar, datorii catre stat, etc) si in sus cu cash-ul din afacere.

5.  Ce se intampla cand gasesc un investitor interesat?

In cazul in care investitorul este multumit de prezentarea companiei si analiza preliminara a afacerii, acesta va inainta de regula o oferta neangajanta, pe baza caruia se agreaza elementele principale ale potentialei tranzactii. Desi in tranzactiile foarte mici nu exista de cele mai multe ori o formalizare a acestei etape, in sensul unui document scris, partile tot vor stabili principiile de baza pentru realizarea vanzarii: pret, structura, modalitati de plata, etc.  Oferta neangajanta, scrisa sau agreata verbal, reprezinta practic inceputul negocierilor de preluare, iar aspectele agreate, cu exceptia pretului, nu ar trebui de regula reluate.

Etapa urmatoare este cea de due diligence, care nu ar trebui in mod normal sa lipseasca indiferent de marimea afacerii vandute. Due diligence-ul, sau altfel spus cercetarea amanuntita a firmei din punct de vedere legal, financiar, fiscal,  comercial sau tehnic ii va da investitorului o imagine clara asupra afacerii, in baza careia poate lua decizia de achizitie. Aceasta etapa nu ar trebui sa depaseasca 1-2 saptamani, iar responsabilitatea vanzatorului consta in punerea la dispozitie a documentelor solicitate de potentialul investitor.

Mai departe, in cazul in care investitorul este multumit de rezultatul due diligence-ului, se poate trece la negocierea finala. In functie de problemele identificate in cadrul due diligence-ului, cumparatorul va dori probabil o ajustare a ofertei indicative de pret. Finalizarea negocierilor se concretizeaza in semnarea contractului de vanzare-cumparare. Acesta cuprinde toate aspectele agreate in cadrul negocierilor si este bineinteles recomandabil sa fie intocmit de catre avocati. Odata cu semnarea contractului, cumparatorul isi asuma responsabilitatea legala pentru achizitia afacerii in termenii agreati.

6. Ce documente poate solicita un potential investitor?

Intr-o prima etapa, investitorul va dori probabil sa aiba acces la situatiile financiare ale companiei si alte rapoarte si analize financiare care sa indice evolutia trecuta a firmei si perspectivele de dezvoltare. Informatiile pot fi prezentate in aceasta etapa la nivel agregat, fara a dezvalui nume de clienti, furnizori, sau alte date pe care le consideri delicate. De asemenea, in etapa preliminara investitorul va solicita informatii cu privire la piata si industrie, oferta companiei, modelul de afaceri si alte aspecte operationale.

In faza de due diligence, va trebui sa pui la dispozitia investitorului informatii mult mai detaliate, pornind de la actele firmei si autorizatiile de functionare, rapoarte contabile sau contracte cu principalii clienti si furnizori. Pentru mai multe detalii va rugam sa vedeti si materialul “La ce sa te astepti de la un due diligence”.

7. Cat trebuie dezvaluit?

Aceasta este un aspect la care trebuie sa fii deosebit de atent in special atunci cand potentialul investitor este si un competitor direct. Principiul de baza este ca exista intotdeauna posibilitatea ca tranzactia sa nu se incheie, si prin urmare nu trebuie sa ramai descoperit. Pe de alta parte, este necesar sa oferi suficiente informatii pentru ca investitorul sa poata lua o decizie in deplina cunostinta de cauza.

Aspectele delicate tin de regula de clienti, tarife, contractele cu furnizorii sau procesele inovative – cu alte cuvinte de factorii care asigura avantaje competitive in fata concurentei. Dezvaluirea acestor aspecte se realizeaza treptat, pe masura ce avanseaza si discutiile de preluare.

In faza contactului initial, informatiile dezvaluite sunt de regula cele publice. Mai departe, este recomandabil sa soliciti potentialului investitor semnarea unui angajament de confidentialitate (non disclosure agreement) care te protejeaza de folosirea informatiilor furnizate in alt scop decat pentru analizarea potentialei tranzactii. Cu toate acestea, poti refuza pe parcursul discutiilor sa oferi anumite informatii pe care le consideri critice. Prezentarea integrala a informatiilor legate de afacere are loc de regula dupa inceperea due diligence-ului, cand ai o confirmare ferma a interesului investitorului.

8. Care sunt motivele pentru care nu se vinde o afacere?

De regula, exista trei motive principale care stau in spatele dificultatii de a vinde o afacere:

  • Lipsa unui marketing adecvat – atat in ce priveste atragerea potentialilor investitori, cat si a modului in care este prezentata afacerea
  • Inflexibilitate in negocieri – in cazul in care partile nu sunt dispuse la concesii, discutiile vor ajunge inevitabil intr-un punct mort
  • Aprecierea inexacta a valorii afacerii – asteptarile cu privire la pret nu corespund cu realitatea din piata si nu sunt sustinute si argumentate printr-o evaluare a companiei

9. Ce pot face pentru a asigura un proces rapid si eficient?

Pe de o parte, pregatirea si optimizarea afacerii pot accelera substantial procesul de vanzare, crescand in acelasi timp si valoarea companiei. Daca te-ai hotarat sa iesi dintr-o afacere, incepe sa pui totul in ordine cat mai din timp. Cateva din aspectele asupra caror ar trebui sa-ti indrepti atentia sunt: conformitatea cu cerintele legale (actele firmei, autorizatii), restructurarea/ reinnoirea contractelor cu clientii si furnizorii, formalizarea raportarii interne, imbunatatirea cash flow-ului, optimizarea operatiunilor.

Pe de alta parte, procesul de vanzare este inlesnit de flexibilitatea aratata in negocieri, in special in cazul in care aceasta vine si de pe partea cealalta a mesei. In plus, incearca sa-ti argumentezi intodeauna solicitarile, o astfel de abordare avand sanse mult mai ridicate de a fi acceptata de catre partenerul de negocieri.

10. Ce poate face un consultant?

Un consultant specializat in fuziuni si achizitii are experienta necesara pentru a identifica potentiali investitori si a prezenta afacerea intr-un mod care sa atraga interesul acestora. Consultantul te poate ajuta pe parcursul intregului proces de vanzare, aducand valoare adaugata procesului prin contactarea potentialilor investitori, pregatirea unor materiale profesioniste de prezentare, evaluarea obiectiva a afacerii si structurarea tranzactiei, coordonarea discutiilor de clarificare si a negocierilor ulterioare, pregatirea si coordonarea due diligence-ului, acordarea de asistenta pentru inchiderea tranzactiei. Pe langa expertiza adusa de un consultant specializat, un avantaj major al acestei abordari il reprezinta faptul ca managementul se poate concentra in continuare 100% pe administrarea afacerii si dezvoltarea acesteia.


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