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A Basic Guide for Valuing a Company
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Table of Contents

Introduction vii Chapter 1 Setting the Stage . . . This Business of Valuing Small, Closely Held Companies 1 Chapter 2 Dispelling Perceptions about Value (Because It's a Rascal We Can't Really Ignore) 8 Chapter 3 Intangible Values 17 Chapter 4 Industry and Economic Forces 23 Chapter 5 The ''Four Steeds'' in Business Valuation 29 Chapter 6 Nontraditional Valuation Practitioners 32 Chapter 7 The Data Collection Process 36 Chapter 8 Setting the Records Straight 40 Chapter 9 Valuation Techniques 46 Chapter 10 Practicing with an Excess Earnings Method 61 Prelude to Case Examples of Small-Business Valuation 69 Chapter 11 Professional-Practice Valuation 71 Chapter 12 Small Manufacturer Valuation (With Ratio Studies) 87 Chapter 13 Valuation of a Restaurant 107 Chapter 14 Seventy Cents on the Dollar 124 Chapter 15 Retail Home-Decorating Business Valuation (With Production and Retail Sales) 137 Chapter 16 Retail Hardware Stores 158 Chapter 17 Retail Garden Center 170 Chapter 18 Grocery Store 188 Chapter 19 Manufacturer with Mail-Order Sales 204 Chapter 20 Wholesale Distributor 220 Chapter 21 A Practice Session: A Marina Valuation 236 Chapter 22 Concluding Thoughts about Value and Price 250 Chapter 23 "Dot-Com"-Information Technology 256 Appendix A Valuation of a Marina: Author's Responses 274 Appendix B Yegge's Rules for Making Deals Work 289 About the Author 291 Index 293

About the Author

WILBUR M. YEGGE, PhD, has bought and sold five companies, brokered the sale of over 300 small businesses, and valued more than 1,000 others. President of a management consulting firm, he is the author of Self-Defense Finance for Small Businesses and A Basic Guide for Buying and Selling a Company, both published by Wiley.

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