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In The News:

What Sellers Should Expect, pt. 2

How to make the best deal work, part 2

June 25, 2005

Part 1 of this article is href="/Admin/issues/35_11/features/2681-1.html"

This article is an edited excerpt
from the book, The
Acquisitive Distributor, published by NAW-DREF. For more information, go to

Many buyers
are afraid of buying a distributor who has recently undergone a change in senior
management, implemented a new software system, or relocated its main operation.
These traumas may destabilize a distribution business, causing it to lose key
employees and customers. Some buyers would rather wait until the business is
back to normal.

Think of the process of selling
residential real estate. A ...

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