Gene is a composite from the book Buyer-Ready, built from real owners, with the figures rounded and blended. He ran a mechanical services company in the Northeast. A buyer called on a Tuesday in March. Six weeks later, over dinner, he heard fourteen million dollars. He shook the man's hand.
But $2.5 million of that was only paid if the business hit growth targets after the sale, targets Gene no longer controlled. On average, money like that pays out about 21 cents on the dollar (SRS Acquiom). Gene's has paid nothing so far. After the other cuts, the cash that hit the wire at close was $9.8 million.
Roofers should pay close attention to that part. If a buyer thinks your best year came from one hailstorm, he will not pay you for it up front. He will push it into money you only get later, if the weather and the new owners cooperate.
The free Map shows you how a buyer would read your numbers before he gets on the ladder. The book shows you what to do about it. The Kit puts it to work on your company.