Explain the space and the commitments
Summarize occupied space, service commitments, renewal dates and revenue by customer. Identify any customer whose departure would leave a large gap.
Show the labor and equipment needed to serve current accounts. A buyer will ask whether a profitable month depends on unusual overtime or deferred maintenance.
Put the property question on the table
If you lease, review assignment and renewal terms early. If you own the building, separate the operating business from the real estate when discussing value.
Market rent can change normalized earnings. A low rent paid to an owner entity should not be carried into a valuation without a clear explanation.
Prepare for a physical and financial review
Bring equipment records, current financials and a schedule of customer deposits or prepaid services. Identify who owns stored goods and how inventory records are reconciled.
Discuss working capital before an offer becomes binding. Cash needed for payroll and daily handling can affect the amount a buyer must fund beyond the purchase price.