Explain what your stock can earn
Prepare an inventory aging by product category. Separate moving stock from damaged, obsolete or slow items. An agreed count near closing can be more useful than a book total nobody has verified.
Show margin after freight, returns and purchasing terms. Rising sales can hide falling profitability if a supplier discount ended or customers now require more service.
Identify concentration on both sides
A buyer may depend on a small number of suppliers as well as large customers. Document contract terms, renewal conditions and any consent needed for a new owner.
Explain whether the owner personally negotiates every major order. Introductions help, but repeatable purchasing and account management processes give a buyer more confidence.
Agree how inventory enters the price
Clarify whether normal inventory is included, counted separately or adjusted against a target. A buyer should not discover late that the advertised purchase price excludes the stock needed to operate.
Review receivables, payables and seasonal purchasing needs alongside the offer. The funding needed after closing can affect a buyer's ability to complete the deal.
Prepare for the first valuation conversation
Bring inventory aging, supplier agreements and recent earnings records. Explain which seasonal purchases and customer balances a buyer must fund after the sale.
For your wholesale distribution business, review earnings documentation, lease transfer planning and state closing tasks. Then request an introduction to discuss your particular company.