While the e-commerce giant offers many opportunities for growth and prosperity, there may come a time when a business owner decides it’s time to move on and sell their Amazon business. Regardless if it’s the small businesses or the big ones, it’s very possible to take place.
The reasons behind this vary. There might be other interests, the desire for a change, or they simply had to exit to gain profit.
Of course, any business seller wouldn’t want their business to sell too low or simply tumble upon something in the process. There are some variables since it’s an Amazon business you’re selling. You must properly valuate your business, select the best buyer, and finalize the purchase seamlessly. These steps, even if they sound simple, need thorough planning.
The world of ecommerce is only growing larger by the second, and so is the number of investors interested in Amazon businesses. Continue reading to find out why a business would be better off sold to a new owner and how the process can be done smoothly.
Reasons For Selling Your Amazon Business
When deciding whether to sell an Amazon business, many variables must be considered. A few of these explanations include assessing one’s financial and personal objectives and taking advantage of market trends and timing. The factors that might influence a decision to sell an Amazon business are discussed in this section.
Personal And Financial Goals
Good business owners usually reevaluate the financial and personal goals of their business. If a business has already accomplished its goals and the owner sees no point in continuing to run the business, they may take their assets and start something else elsewhere.
The reality might also be the opposite of that. There’s a possibility that the business owner couldn’t reach their goals. Because of that, they proceed to sell their business.
Capitalizing On Market Trends And Timing
Many items on Amazon are seasonal, including types of businesses. If the Amazon seller sells their business at the right time with the right selling price, they can make a significant return on investment.
There might also be a case of selling the business when it’s on a high, especially when the sales data are showing good numbers. This can also become a selling point of a business. Of course, such timing is short, and sellers must act quickly to make a good return by selling their business.
When an Amazon seller decides to sell their business, they must remember their financial and personal states. Upon doing so, the timing of selling the business also matters since it can decide the amount of return a seller receives when they sell their business.
Assessing The Value And Salability Of Your Amazon Business
Like any other product, a business is a product when decided to be sold. It has worth and the factors that contribute to the worth of that business. The timing of selling also matters since many items on Amazon are seasonal. Selling an entire business is no exception.
Determining Your Business’s Worth
You can perform a detailed financial study if you want to know how much your Amazon business is worth. Calculate your monthly revenue, cost of goods sold, and net profit for the previous 12 months. The Seller’s Discretionary Earnings (SDE) methodology is a popular form of valuing. This valuation calculation takes into account the owner’s pay, benefits, and one-time costs.
To find out just how much your Amazon business is worth, you can calculate your monthly revenue, the cost of goods sold, and the net profit for the previous twelve months. A good formula to use to do this is the Seller’s Discretionary Earnings (SDE) methodology.
The formula is Net Income plus any operating costs the new owner won’t incur (add-backs).
You can also gauge average monthly net profit or annual. You can learn more about how the firm performed monthly by looking at the monthly average. All this information is actually available on your Amazon Seller Central account, which provides you with the statistics you need.
Identifying Factors That Make Your Business Attractive To Buyers
Being a business owner, you also need to know the aspects that support your business. These aspects will help your business grow more selling points. More selling points equals more value to your company. Some of the selling points that you can optimize are:
Established brand presence and loyal customer base
A strong brand presence shows that the business has built a reputation for quality, reliability, and customer service. A loyal customer base indicates that customers trust and value the products or services the business offers and are likely to continue purchasing from it in the future.
Strong product portfolio with competitive offerings
A strong product portfolio means that the business has a variety of high-quality products or services that are in demand in the market. Having competitive offerings means that the products or services are priced competitively and offer a unique value proposition to customers.
A well-managed supply chain and optimized operational processes can improve efficiency, reduce costs, and increase profitability. A streamlined supply chain can also ensure that products or services are delivered to customers in a timely and cost-effective manner.
High demand for businesses instead of items instead
Boosting Your Amazon Business’s Value Before Selling
You can simply name a higher price for your business as long the business is genuinely worth that much. How much a business is worth is most of the time determined by its profitability, the one thing every business owner often only cares about.
Implementing Strategies To Increase Profitability
Some effective ways of increasing a business’s profitability include:
Gain a higher quality product listing. The higher the listing quality, the better the sale potential. You can do this by ensuring the listing is accurate and the product pictures are high-definition.
Good inventory management and shipping procedures are attractive selling points of a business. Should they purchase your business, they can experience a comfortable business-running experience.
More product categories (which are, of course, still in tune with everything else in your store). They can be either popular items or simply more diverse.
Amazon is an online platform. Use online techniques such as SEO, social media, and other marketing tools to bring more people to your store.
Addressing Any Potential Buyer Concerns
A business might have aspects that are not so attractive in the eyes of the potential customers since they might be risks to the process of running the entire business itself. Some of these may include the following:
Account health and suspension risks: Maintaining a positive seller performance and addressing any potential issues in advance is important to avoid suspension risks.
Supplier relationships and contracts: Demonstrating strong supplier relationships and ensuring all contracts are up to date can aid in a smooth transition for the buyer.
Financial transparency: Providing clear and organized financial statements can build trust and reassure potential buyers of the business’s stability and growth potential.
Legal compliance: Ensuring the business complies with all Amazon policies and applicable regulations can prevent potential legal issues and maintain a good reputation in the marketplace.
If you want to sell your business, take care of these aspects; they will not be good selling points to your account.
Getting Your Financial And Operational Information In Order
Other aspects that your potential customer will want are your business’s financial and operational information. After all, this is a business that they’re trying to buy. Like purchasing a used car, customers need to check the specifications and service records.
The ‘service’ record of your business should include the following:
Financial statements: Prepare the profit and loss statements, balance sheets, and cash flow statements for at least the past two years.
Operational metrics: Collect data on key performance indicators (KPIs), such as inventory turnover, customer reviews, and return rates.
Supplier contracts: Organize agreements with suppliers to show the stability and longevity of your supply chain relationships.
Understanding The Importance Of Add-Backs
What are add-backs? They are essential expenses you’ve paid for while running the business that your customer won’t probably pay in the future. If you can cut these expenses from your profitability record, you can avoid undervaluing your business and gain more value.
Read through your financial report thoroughly and find these expenses. Some common add-backs to consider include:
Owner’s salary: If you’ve been drawing a salary, the new owner might not need to replace this, especially if they intend to manage the business themselves.
Travel expenses: Any non-essential business travel expenses can be added back, as the new owner may choose to eliminate or reduce their travel.
One-time expenses: Expenses such as website redesigns or equipment upgrades unlikely to recur can be added back.
Exploring The Types Of Buyers For FBA Businesses
When selling an Amazon FBA business, it is essential to understand the different types of buyers and how to tailor your sales approach to each type. In this section, we will discuss the three main categories of buyers: individual buyers, investors, and strategic acquirers.
Amazon FBA businesses are worth a lot, and many people chase after one. If your Amazon account is an FBA kind, you must have a distinctive approach to selling your business. In the section below, we will explain the three categories (Individual Buyers, Investors, And Strategic Acquirers) of FBA business buyers, how they differ from one another, and how to treat each of them.
Differentiating Between Individual Buyers, Investors, And Strategic Acquirers
Individual buyers are usually business owners looking to expand their business portfolio. They approach you because they like the product you have for sale. These people are characterized by the following points:
Hands-on management style
Lower overall purchase price expectations
Potential synergies with businesses they already have
On the other hand, investors are more focused on the financial performance and growth potential of the FBA business. They often represent groups or funds that pool capital from multiple sources and actively seek opportunities to scale and optimize online businesses. Key aspects of investor buyers include:
Profit-driven purchase decisions
Focus on businesses with strong cash flows and growth potential
Willingness to pay a premium for well-established, high-performing businesses
Lastly, strategic acquirers have established businesses seeking to grow through acquisition. They often target FBA businesses with complementary products or market positioning, seeking synergies to enhance their offerings, customer base, or market share. Characteristics of strategic acquirers include:
Focus on long-term strategic goals
The desire for specific product lines or niches to complement their business
Willingness to pay for strategic value in addition to financial performance
Tailoring Your Sales Approach Based On Buyer Type
Different people require different approaches, naturally. The same goes for when we’re about to approach our potential buyer. For individual buyers, you can explain these selling points of your business and use them to lure them into buying your business:
Passion and interest in the product or niche
Low barriers to entry and operational simplicity
Opportunities for hands-on management and potential synergies
When targeting investors, emphasize the financial aspects of your FBA business, such as:
Strong historical financial performance and growth potential
Efficient operations with the ability to scale
Proven systems and processes in place
For strategic acquirers, focus on demonstrating the complementary value your business can offer, such as:
Expanded product offerings or market positioning
New customer segments or cross-selling opportunities
Potential supply chain or operational synergies
Finding The Right Brokerage To Sell Your Amazon Business
If you cannot find a buyer for your business, you can opt to find third party sellers or brokerage. They can be a crucial step to achieving a transaction well done since they can find qualified buyers for your business.
Researching Reputable Brokers Who Specialize In Amazon Businesses
Make sure to find a brokerage that specializes in Amazon business. If they are specialized in Amazon, they should naturally understand the platform, its policies, its standard operating procedures, and the challenges ahead. If you find a broker online, check the following things:
Online reviews and testimonials from previous clients
Website and marketing materials to gauge their professionalism and knowledge of the industry
Commission and other fees charged by the broker
Once you have completed your research, create a shortlist of potential brokerages to contact for a consultation. Much like surveying a good website builder for your online business, there are key aspects the web builders need to fulfill.
A broker has to be a quality one if you want a smooth selling process.
Once you’ve chosen your broker, you will have to sign an engagement letter filled with the terms of this partnership. Read it carefully and make sure to ask a lot of questions.
Navigating The Legal Aspects Of Selling Your Amazon Business
Legal aspects might act as stones to trip on while you sell your business. There are bound to be things we cannot do because the law says no. To make sure that you don’t trip on any of these stones, keep reading to find out more about the legal fees involved and how to transfer your assets to the new owner seamlessly.
Understanding The Legal Fees Involved In The Sales Process
Legal fees are essential to account for when selling your Amazon business. These costs vary depending on factors such as the complexity of the transaction, the attorney’s experience, and the size of your business. Some typical legal expenses include:
There are fees for selling your Amazon business. How much the fees depend on the complexity of the transaction, the amount of experience the attorney has, and the scale of your business. Some typical fees are:
Attorney fees for drafting and reviewing agreements
Costs related to intellectual property and trademark transfers
Fees for obtaining any necessary permits or licenses
Expenses associated with regulatory compliance
Because of this, the attorney of your choice has to fit within your needs and budget. Do not underestimate legal consequences, as they may lead to future complications. It’s always better to be safe than sorry.
Everyone wants everything to run smoothly, including the transfer of an asset between a buyer and a seller. The seller wants to be over with the business, and the buyer wants the assets for themselves to avoid disruptions while running the business. Take the following steps to better guarantee a smooth asset transfer process:
Inventory and assets lists: Prepare a detailed list of all physical and digital assets, including inventory, equipment, software, and domain names.
Intellectual property: Ensure that any intellectual property (IP), such as trademarks, copyrights, and patents, is legally transferred to the buyer.
Employee and contractor agreements: Review and update employee and contractor agreements to account for the change in ownership, and ensure they are aware of the transaction.
Third-party contracts: Inform suppliers, manufacturers, and other third parties of the ownership change and confirm their willingness to continue working with the new owner.
Conclusion
Successfully selling an Amazon business requires ample preparation, research, and dedication. By carefully following the steps outlined in this guide, sellers can maximize their returns and ensure a smooth transaction.
Selling an Amazon business is a long and complex process. You need to do a lot of research and put in a lot of dedication.
Prepare your business for sale by improving its financial health and streamlining operations. It will bring more selling points to your business. Establish a realistic valuation for your Amazon business based on its financial performance and industry benchmarks. After finding the value, put a competitive price tag on your business.
Afterward, find a suitable buyer or a broker. Hire an attorney, too, to ensure that you don’t violate any form of law. After that, you must conduct extensive due diligence to ensure both parties are well-informed and on the same page.
Finally, you can negotiate the terms of the sale and finalize the deal through a legally binding agreement.
Frequently Asked Questions
Can I increase the value of my Amazon business before selling?
You may try improving the product listings, inventory management, increasing the range of products, or simply enhancing your product quality to gain more positive reviews.
Implementing these improvements effectively can increase profits and a higher business valuation when it comes time to sell.
What is the legal fee when selling an Amazon business?
The legal fee associated with the sale of an Amazon business may vary depending on the size and the transaction’s complexity. Working with an experienced attorney specializing in e-commerce business transactions is advised.
These legal professionals can help navigate the process and properly manage the necessary documents, agreements, and other requirements.
8-figure Amazon seller and serial online entrepreneur since 2015. Research and practice various online business models, and apply his in-depth learnings to further expand and grow his businesses as well as help others to achieve greater successes. Ex-VP of a high tech VC in Vancouver and a Management Consultant with over a decade of experience in the industry. Master's Degree from HEC Paris.
