If you’re looking to buy a business of any kind, keep in mind that this involves a complex set of metrics due to the dynamic nature of the purchase. The business is composed of a series of tangible and intangible elements and while there are certain benchmarks, often quoted by those seeking to sell at a favorable price, each situation is very different. As such, it can be very difficult for a prospective buyer to value a liquor store for sale, especially when he or she looks at what appears to be a similar prospect nearby at a significantly different price. On the face of it, each appears to be somewhat similar in style, size and type of location, so why the difference?

Whenever you buy liquor store business interests, the purchase will be represented by many different assets and the seller’s position at that time will be dependent on a variety of different factors. These include the effort put into the business by the owner, marketing plans, the demographic make-up of the clients in its catchment area, focus on particular products or services, the competence and skills of the staff and so on. It is therefore particularly important that you glean as much information as you possibly can, conduct comprehensive research and be especially diligent before you begin to decide whether it is right for you.

All of the following issues must be considered when you are contemplating the purchase of a liquor store:

* its location.
* are revenues and profits sustainable?
* what is the customer database like, and could it be expanded?
* how portable is the lease and what are the terms and conditions associated?
* population and demographics.
* road construction projects.
* employee situation – working for cash or favors, such as may be the case with family members.
* look for any opportunities or threats that could impact your revenues in any way.

For some reason, people in the liquor store industry often want to focus on benchmarks and while you can certainly refer to these for information, never rely on them. No two businesses may be the same and either may focus on particular areas, such as beer and wine, or cigarettes or premium products, while the other focuses elsewhere. Always be on the lookout for abnormalities and if something really jumps out at you, get to the bottom of it. When all is said and done, is the bottom line of sufficient interest to you to go forward?

Look at the financials and consider the revenue make-up and take out of your calculations any cash sales that are reported by the owner, unless the sales are contained within audited accounts and have been included in tax reports. It is not fair for the outgoing owner to expect to receive value for these sales if he or she has treated them as “under the counter,” especially if they have not been reported for tax purposes.

Inventory offered must be saleable and not be made up of products that are out of date or unlikely to sell. For example, a huge stock of winter ales will not sell well as you enter the summer months.

To establish a base upon which to value and then decide to buy a business, look at net income, add owner salary, any perks, received depreciation and interest and then deduct any allocation for capital expenses. You may have to make a capital expenditure in the short to mid-term if you think that improvements, upgrades or other necessary investments are called for.

Richard Parker is the President and founder of the Diomo Corporation – The Business Buyer Resource Center. His inspiring materials, seminars and consulting have assisted thousands of business buyers with achieving their life long dream to buy a business.

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