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Dead Printer Not Selling

October 31, 2015

In my weekly conversations with printers I’ve found a rash of Dead Printers Not Selling. They’re coasting on selling ghosts of the past. Worse yet, I’ve found a number of them who are in their 70s who don’t have the money to retire and their businesses aren’t worth much. So they have to sell. But […]

Caution: Section 179 Depreciation

October 15, 2015

According to, the 2015 deduction limit is $25,000. This is the amount of new or used equipment (or off-the-shelf software) you may purchase, put into service and write off as a direct deduction to your income this year. What’s bad about that? Nothing is bad, specifically. What’s bad is the way you PAY for […]

Cash In: Final Negotiations

July 5, 2015

Here are my thoughts on Final Negotiations for a significant sale. Let’s say there is no breakthrough. They’re at $320K and you are at $520K. You can’t agree and neither side sees reason to move. You either have to do something creative or you need to stop. Here are some tactics that might be useful […]

Cash In: More Negotiation Tactics

July 5, 2015

There are many thoughts regarding negotiating a significant sale and we’ve covered a number of them. However, that’s not all. Here are some more of my thoughts on negotiation tactics. The Exchange-Exchange Negotiation Tactics You’ve supplied a lot of information to the buyer already. That’s normal. But realize some buyers ask for more as a ploy […]

Cash In: Feelings

July 5, 2015

There’s one factor influencing all of us when we negotiate a significant sale and that is we’re human. We have feelings. And several human feelings affect all significant transactions, specifically fairness, relationships and trust. Here are some truisms as it relates to them. Fairness Feelings All parties to negations want to be fair, we just […]

Cash In: Price Objections

July 5, 2015

Most price objections are highly predictable when haggling over the selling price of your business with a buyer. First is their desire to set a low reference point and your desire to set a high one. In our last article, we discussed the classic flinch. Here are other tactics and tendencies you need to know […]