THE AGENTS

I guess I must be what's known as an industry "greybeard". However as a trade "influencer" I have a finger firmly on the industry's pulse, working directly with our clients and our associate directors in the front line of the business. I am extremely proud that I have been within the licensed trade throughout my working career, becoming a Fellow of the BII and member of the Hotel, Catering and International Management Association (MHCIMA). Since entering the business transfer sector in 1983, I have arranged 1,600 deals personally. I've seen the changes from the 1980s through the post- "Beer orders" days to the current exciting paradigm-shifting times.

The market place is vibrant now with many new

operators entering the business from other sectors. These

include retailing, financial services and the armed forces, along with venture capital and pension funding. We are seeing existing clients increasing in size, becoming multiple

operators or trading down with plans for retirement. We

encourage clients to meet up with our team of dedicated

experienced business managers at our head office in Ashby de la Zouch to discuss personal aspirations, requirements and even more important, their "exit strategy", over refreshments within an unpressurised confidential environment.

These days, it is necessary to move on to stay ahead of the pack. Recently I spoke at a conference sponsored by a top corporate accountancy firm, where they asked the

question, "Why are you all in business?" Reasons given included making a profit from the operation, paying off the bank loan, and security. However, to them, the point was to build up a business and sell on at a profit. This I completely endorse and would also suggest that a good business transfer agent should be able to advise a purchasing client on their exit

strategy, bearing in mind that the average stay of tenure at a pub is less than three years. This supports the vendor in the sale of a business and encourages and supports the purchaser in proceeding with the deal. So remember - plan ahead and consider who will buy from you. BUY - ADD VALUE - SELL!