Running a business has so much potential. Potential to give you the lifestyle you always dreamed of, a great income, and the freedom to choose what you do and when you do it. Join Industry Renowned Experts, David Guest, Rob Jagger, Misko Vujnovic & John Riley for Breakfast, as they reveal the Secrets to Maximising the Value of Your Business. So why do so many business owners get stuck in a rut? Because they are usually just too busy. Busy doing busy-ness rather than building a business and preparing to exit. You wouldn't build a house without a plan, but most business owners are just running hard on the treadmill, flying by the seat of their pants, with no real plan to make sure they are on track and in control for the future. In this workshop, learn from Internationally Acclaimed Business Coach, David Guest; Director of Exit To Success Consulting, Rob Jagger, Principle barrister and solicitor at Kelly & Chapman Lawyers, Misko Vujnovic & John Riley, a Certified Practicing Accountant with almost 20 years experience in matters relating to business valuations and how to structure the sale of a business. The Keynotes Being Discussed Include: ~Putting Your Business on Autopilot~ There are 6 steps to creating a business that works without you. In this keynote, David will be showing you the 6 steps and how to implement them. ~Maximising Value Through Business Exit Planning~ Currently in Australia 80% of businesses fail to sell, leaving the owners with little choice but to close the doors. In this keynote, we will discuss the eight key drivers of business value from a buyer's perspective, when the best time to sell is, and what a good Business Exit Planning process looks like. ~How To Avoid Common Legal Traps in Building Your Business~ Often businesses fail to prepare themselves in terms of the necessary legal documents they should have when it comes to enhancing the overall business value. Documents like business agreements, partnership deeds, lease documents or shareholders agreements are commonly either outdated or not in place at all. In this keynote we will show you the reasons why you should have these arrangements in place from the beginning and certainly well before you sell your business. ~Selling Your Business with Zero Tax~ Many small business owners are relying on the sale of their business to provide for their retirement. Learn how your business can be sold without losing thousands of dollars in tax. In fact, with proper planning and advice you can pay no tax at all! During this event, you will learn how to: -Ensure you protect your business and personal succession position if unexpected events impacted the business owner or it's key people -Prepare your business for selling -Maximise your selling price -Make sure you take advantage of the current tax laws to optimise your business sale -Develop a financial plan that will secure your retirement and give you the flexibility and freedom to live your

1. How Maximise the Value of Your Business
HOW TO MAXIMISE THE
VALUE OF YOUR
BUSINESSMisko Vujnovic, David Guest, Rob Jagger & John Riley

2. How Maximise the Value of Your Business
COMMON LEGAL TRAPS IN
BUILDING YOUR BUSINESS
Misko Vujnovic

3. How Maximise the Value of Your Business
COMMON LEGAL TRAPS IN
BUILDING YOUR BUSINESS
(and how to avoid them)

4. How Maximise the Value of Your Business
COMMON LEGAL TRAPS IN BUILDING
YOUR BUSINESS

5. How Maximise the Value of Your Business
BACKGROUND
• When do I start preparing my business for
sale?
• Business name v Trademark
• Is your business properly structured?
• Documents, documents, documents
• Making an effort now to sell better tomorrow

6. How Maximise the Value of Your Business
WHEN DO I START PREPARING MY
BUSINESS FOR SALE?
• Now
• When everything goes well
• Build up all the time
• Steps outlined here make good business
sense even if you do not end up selling

7. How Maximise the Value of Your Business
BUSINESS NAME V TRADEMARK
• No business name
• Unregistered business name – illegal and punishable –
nothing to transfer
• registered business name – ASIC – no exclusive right to
use it – limited legal protection
• Trademark– right to exclusive use
• Trading name, business name, company name, domain
name

8. How Maximise the Value of Your Business
PROPER BUSINESS STRUCTURE
• Sole-trader
• Partnership
• Company
• Trust

9. How Maximise the Value of Your Business
DOCUMENTS, DOCUMENTS, DOCUMENTS
• Do you need them?
• Do you know where they are?
• Do you understand them?

10. How Maximise the Value of Your Business
DOCUMENTS, DOCUMENTS, DOCUMENTS
NO PROPER DOCUMENTS - WHAT CAN HAPPEN
• No lease
• No shareholders agreement
• No trust deed

11. How Maximise the Value of Your Business
MAKING THE EFFORT NOW TO SELL
BETTER TOMORROW
• Business structure too complicated ?
• Mixed personal assets and business assets?
• Accounts and financial records in good order?
• Can the business survive without you?
• Are long term important customer or supplier agreements in
place?
• Is your business exposed to any unusual or significant risks or
liabilities?
• Are any licences required and can they be transferred?

12. How Maximise the Value of Your Business
OFFER TODAY
1 hour legal health check of your business and
personal legal requirements

13. How Maximise the Value of Your Business
HOW TO PUT YOUR BUSINESS
ON AUTOPILOT
David Guest

14. How Maximise the Value of Your Business
Your Presenter David Guest
• 25 Years Sales Experience
• Read over 263 books on sales, marketing, business,
psychology.
• Invested over $748,000 in my own business
education
• 15 Years coaching
• Multi-global awards
• Client Results
• Program Development
• Marketing
• Presenting
WINNER
Global Marketing Coach
2012

15. How Maximise the Value of Your Business
Definition of a REAL business…
Commercial,
Profitable,
Enterprise
That Works
Without
YOU!

16. How Maximise the Value of Your Business
Operations
Admin Sales &
M’kting
YOU
Many businesses I see
look like this…..
Operations
Admin Sales
& Marketing
YOU The ideal performing
business looks more
like this……
Which is your business…?

17. How Maximise the Value of Your Business
Six Steps to Massive Results…
M
A
S
S
I
V
E
R
E
S
U
L
T
S
Results
Team
Leverage
Niche
Mastery From Chaos to
Control
Predictable Cash
Flow
Systematize for
Efficiency
Structure for Growth
Well Oiled Machine
Multiplication or
Acquisition
Stability
Synergy
Cash
Time
Happiness
Freedom
Diversification

18. How Maximise the Value of Your Business
Quoting Richard Branson ...
“If you can learn to run one
business successfully,
then there is no reason you
can’t run any number of
businesses at the same
time….the principles are
still the same.”

19. How Maximise the Value of Your Business
Insanity…
Doing the same
thing over and over
again and expecting
different results.
Albert Einstein

20. How Maximise the Value of Your Business
Quoting Jim Rohn ...
“Never wish your life
were easier ... Wish
that YOU were
better…”

21. How Maximise the Value of Your Business
Rob Jagger

22. How Maximise the Value of Your Business
My Business experience
 25 years of broad business experience
 15 years of optimising and restructuring businesses
 Established Exit To Success Consulting to provide a holistic succession
planning offering
Who Am I ?
My Why !

23. How Maximise the Value of Your Business
Drivers of Business Value

24. How Maximise the Value of Your Business
Drivers of Business Value
– Financial Performance

25. How Maximise the Value of Your Business
Drivers of Business Value
– Growth Potential

26. How Maximise the Value of Your Business
Drivers of Business Value
– Over Reliance Risk

27. How Maximise the Value of Your Business
Drivers of Business Value
– Cash Flow

28. How Maximise the Value of Your Business
Drivers of Business Value
– Future Recurring Revenue

29. How Maximise the Value of Your Business
Drivers of Business Value
– Business Differentiation

30. How Maximise the Value of Your Business
Drivers of Business Value
– Customer Satisfaction

31. How Maximise the Value of Your Business
Drivers of Business Value
– Key Person Risk

32. How Maximise the Value of Your Business
When is the best time to sell?
Start Up Growth Maturity Decline
Time - Years
Revenue - $
Four Stages of a Business Lifecycle

33. How Maximise the Value of Your Business
Start Up Growth Maturity Decline
Op mum me to
sell the business
Four Stages of a Business Lifecycle
Revenue - $
Time - Years
When is the best time to sell?

34. How Maximise the Value of Your Business
Business exits are difficult!
Reasons why include:
 75% of business owners do not have a business exit plan.
 52% of business owners are relying heavily on the sale of
their business to fund retirement.
Note - 80% of businesses do not sell as they not
structured to attract potential buyers.
Source: Aust. Centre For Family Business at Bond University

35. How Maximise the Value of Your Business
Exit Planning – What is it?
Exit Planning is an integrated approach that addresses all
the issues that business owners face in a business exit.

36. How Maximise the Value of Your Business
The Exit Planning Process

37. How Maximise the Value of Your Business
Exit Planning Pays Off…
EBIT $M
0.00
0.50
1.00
1.50
2.00
2.50
3.00
3.50
4.00
4.50
0.20 0.30 0.40 0.50 0.60 0.70
6 X Mu ple
4 X Mul ple
2 X Mul ple
}
Selling
Price
$M
Value increase -
Strategic Buyer
}Value increase -
Financial Buyer

38. How Maximise the Value of Your Business
Win / Win Result
Exit planning makes the sale of your business a win/win result.
This is achieved by ensuring:
 You receive a fair price for your years of hard work
building the business.
 The buyer gets a great business, it’s customer base and
it’s reputation in the community.

39. How Maximise the Value of Your Business
Today’s Offer for Breakfast Attendees Only
Do you think your business is a valuable asset at the moment?
Can your business give you the lifestyle you deserve?
I can help with support through the Value Builder System. With a full
month’s support to check your performance against the key drivers of
business value and turn your business into a more valuable asset…..
And it’s complimentary.
If you like me to help, just tick the Value Builder System request on the
feedback form. (normally valued at $800).
Complimentary support through the Value Builder System

40. How Maximise the Value of Your Business
JLR PARTNERS – Accounting & Financial Planning Services
…PLANNING FOR YOU TO PROSPER
SELLING YOUR
BUSINESS WITH
ZERO TAX

41. How Maximise the Value of Your Business
JLR PARTNERS – Accounting & Financial Planning Services
…PLANNING FOR YOU TO PROSPER
About me
Graduated in 1993 – Bachelor of Business – Accounting
RN Black & Co. – Mansfield 1994 to 1998
Completed CPA qualifications in 1998
Concepts & Results – 1998 to 2004
Formed JLR Partners in 2004
Diploma of Financial Planning – 2007

42. How Maximise the Value of Your Business
JLR PARTNERS – Accounting & Financial Planning Services
…PLANNING FOR YOU TO PROSPER

43. How Maximise the Value of Your Business
Small Business Tax
Concessions When
Selling Your
Business

44. How Maximise the Value of Your Business
Capital Gain Tax
Applies to –
• Sale of shares in a company
• Sale of units in a unit trust
• Sale of goodwill
• Sale of licences
• Sale of land and buildings
• Contractual rights
• Leases

45. How Maximise the Value of Your Business
The Small Business
15 year Exemption

46. How Maximise the Value of Your Business
The Small Business 50%
Active Asset Reduction

47. How Maximise the Value of Your Business
The Small Business
Retirement Exemption

48. How Maximise the Value of Your Business
The Small Business
Rollover

49. How Maximise the Value of Your Business
Are You Eligible For The
Small Business Capital
Gains
Tax Concession?

50. How Maximise the Value of Your Business
One – You are a small business entity with a turnover of less
than $2M
Two – The asset you are selling must be an “Active Asset”
Three – The maximum net asset value test

51. How Maximise the Value of Your Business
Key Learning Points
• Structure your business properly
• Determine what you are selling
• Plan at least 5 years in advance for your business sale

52. How Maximise the Value of Your Business
Case Study
Wally is 49 years old and owns a engineering business.
He is sole director and shareholder of the company Big
Steel Pty Ltd. He has run the company for 12 years. The
business has steadily grown. Turnover is around $1.5M
and he employs 5 staff. After 12 years of hard work,
working up to 70 hours a week he wants sell the business
and spend 12 months travelling around Australia with his
family. He has been offered $2.2M for the business. This
price includes the goodwill and plant and equipment of
the business.

53. How Maximise the Value of Your Business
Scenario One
Wally's company Big Steel Pty Ltd sells the plant, equipment
and goodwill for $2.4M. The company applies the small
business 50% active asset reduction and includes a taxable
capital gain of $1.2M in its tax return. The company pays
$360,000 in company tax on the disposal of the business.

54. How Maximise the Value of Your Business
Scenario Two
Wally's company Big Steel Pty Ltd sells the plant, equipment and
goodwill for $2.4M. The company applies the small business 50%
active asset reduction and on advice from his accountant he
chooses to apply small business retirement exemption by
contributing $500,000 to his self managed superannuation fund.
The taxable capital gain in Big Steel Pty Ltd is $700,000 –
Sale price $2.4M
Less active asset reduction $1.2M
Assessable capital gain $1.2M
Less small bus. Retirement exemption $0.5M
Taxable amount $0.7M
Company tax payable would be $210,000.

55. How Maximise the Value of Your Business
Scenario Three
Instead of Wally selling the assets in his company he
negotiates to sell his shares in the company. This allows
Wally to apply the 50% general CGT discount as well as the
50% active asset reduction. He can also again use the
small business retirement exemption.

56. How Maximise the Value of Your Business
Scenario Three ctd
Sale price $2.4M
Less 50% general CGT discount $1.2M
Less active asset reduction $0.6M
Assessable capital gain $0.6M
Less small bus. Retirement exemption $0.5M
Taxable amount $0.1M
Assuming Wally pays tax at the top marginal rate he would
pay just $46,500 in tax

57. How Maximise the Value of Your Business
Q&A