How to prepare for a sale (while still growing)

How to prepare for a sale (while still growing)

Growing a Business

Growing a business, selling a business. They sit at opposite ends of the business lifecycle. Yet, getting the most out of either goal incorporates common fundamentals. And taking steps to be ready for a sale doesn’t mean you have to stop growing — in fact, these objectives might even be complementary. Below are some tips to get ready to sell, but also help you grow in the meantime.

Organize Your Finances

Whether the plan is to sell tomorrow or hold onto the business forever, properly organizing finances is crucial to monitoring the health of the business. And yet, it can be easy to overlook. But staying on top of financials isn’t just about making sure the right taxes get paid at the end of the year. It’s about creating actionable data to make informed decisions moving forward.

Of course, this requires up-to-date bookkeeping, which should be the first step. Bad data leads to bad decisions, so whether it’s done internally or externally, there needs to be an accurate accounting of the money going in and out of the company. It’s also beneficial to move to a monthly accrual-based accounting system to make it easier to review finances. From there, that information can be used in conjunction with managerial accounting, which is designed to help inform decision-making. In essence, the easier it is to review accurate, recent data, the easier it is to make tough decisions that could save or even make money in the future. And when it does come time to sell, the first thing a potential buyer will want is precisely the financial data that’s now organized.

Organize Your Sales Numbers

In the same vein, sales numbers should be easy to read and sort, tied as they are to your bottom line. This is about more than just total units sold. That data matters, of course, but again, it needs to be actionable, which means getting granular. Everything from lifetime sales numbers to last month’s sales numbers is important, while breaking it down by individual ASINS/SKUs as well as broader categories helps create a more complete picture. Furthermore, geographic and demographic data opens up broader opportunities to increase sales. That’s, ultimately, what a business is trying to do. 

But without understanding the numbers behind the bottom line, it’s almost impossible to create an actual strategy that increases sales. Having a great month without a way to replicate it is a missed opportunity. Too many of those, and growth will elude even the most brilliant business plans.

Track Your Marketing and Advertising

There’s a theme developing, but there’s a reason having actionable information keeps coming up. The internet offers the ability to track all of the data anyone could ever need. Failing to do so means giving a leg up to your competitors, because they will be tracking that data. And if no one is monitoring the success of a marketing and advertising strategy within the company, you’re just throwing things at the wall and not even bothering to see what sticks.

But beyond the data, it’s important to track and organize materials as well. A proper integrated marketing and advertising strategy is about creating consistent messaging at all levels of communication. That’s easier to do when things like company colors, font types, and branded graphics are all easily accessible to anyone in the organization. It prevents having to start from scratch every time there’s a new campaign, and it allows anyone to create a campaign that maintains the brand voice that customers have come to know and love.

Understand Your Vendor Relationships and Supply Chain

Whatever the final sales numbers end up being, it all starts with fulfilling orders on time. It’s what makes a business a business. None of the rest of it matters — not the marketing, not the sales, not the projections — if you’re not getting products to customers when they expect them. That being said, this is a largely behind-the-scenes process. It’s an integral part of day-to-day operations, but it’s not necessarily integrated with day-to-day operations. In many ways, that separates it from everything that’s been discussed so far.

What it has in common, however, is that incorporating it into day-to-day operations will make a major difference. Tools like vendor scorecards help track (there’s that word again) vendor performance, which then allows for better optimization of the vendors in your ecosystem. A better understanding of the supply chain also opens up several avenues, including planning ahead regarding inventory and communicating better with customers in the event inventory is delayed. It also raises the overall value of the company, as it’s one less thing a potential buyer will have to worry about incorporating once they take over.

Optimize and Sort Products and Listings

Finally, the product itself. A great listing can make all the difference between your product floundering and your product thriving. It starts with a great picture that shows off all angles and relevant functions of a product. Your copy should be informative, and your title and text should include relevant keywords. It’s also crucial to build a strong review base.

Then, it’s important to have all of these listings, and their related assets, organized in such a way that all of them are easy to find. Have URLs, product specs, and images easily accessible. Track your pricing and pricing history, as well as the success (and failure) of those price points. Product guides and documents should also be readily available, as should any FAQ documents.

Add Your Heading Text Here

Ultimately, establishing yourself in your niche is both tremendously beneficial to the growth of the business and its value in a sale. In short, SKU density is about creating a customer journey with more avenues to one of your products. A customer searching for mixing bowls is more likely to buy one of your products if you offer a variety of mixing bowl sets than if you offer one set of mixing bowls, a power drill, a dog bed, and a throw pillow.

This is also where all of that tracking comes in handy. That data shows what’s working and what isn’t, as well as opportunities for growth, especially as it relates to introducing new products. Getting ahead of the curve on your competitors means everything to your bottom line, but it also means everything to your customers, who can trust that your products will meet their needs. It helps define what your business does and who the target audience is, all of which will prove lucrative in the event of a sale. A buyer that knows exactly what you sell and who you sell it to will have a more compelling reason to acquire your business.

Track, Test, Improve, Repeat

If all of these tips have one thing in common, it’s that they’re designed to make life easier, whether for growth or sale. Selling in an online world, one in which rules change regularly and trends end just as quickly as they start, requires the ability to pivot. Having data helps make those pivots easier, and having everything organized prevents things from getting lost in the shuffle. After all, a clean, organized house is both easier to live in and easier to sell, and it’s the same for a business.

For more information to help grow and prepare for a sale, download our white paper 7 Things That Can Help Maximize Your FBA Value. If you’ve already implemented some of the tips above, or are simply ready to begin exploring an exit, reach out to us.


Author Bio

Adam Epstein is the VP of Mergers & Acquisitions at Boosted Commerce. With more than a dozen years of experience in the industry, including time as a Principal at Lion Capital, he has completed more than $1 billion in acquisitions and investments over the course of his career. He holds an MBA from Stanford and a Bachelor of Science in Applied Math – Economics from Brown.

Leave a Comment

Your email address will not be published. Required fields are marked *

Yoni Mazor

Yoni Mazor is co-founder of GETIDA, an Amazon solution provider that offers robust
auditing services to sellers, helping them to reconcile inventory, file claims and
maximize reimbursements.

Yoni began his e-commerce career while still in college, discovering he could
double his return by selling his textbooks online, instead of a trade-in at the local
bookstore. In 2009, working as Operations Manager of a supplements company, he
continued to expand his e-commerce knowledge, managing sales on the company’s
website, eBay, and Amazon. In 2013, Yoni became the Chief Operating Officer of the
May Group, a multi-category distributor that grew from selling watches and jewelry to
cosmetics and apparel. With an expansion to the Amazon marketplace, online sales
rapidly increased to 20 million.

Dealing with significantly escalating volume, Yoni and his team created solutions to
help manage inventory and accounts. In 2016, as other sellers began seeking Yoni’s
assistance, he and his co-founder Max Borin formed GETIDA, providing sophisticated
data analytic tools to assist Amazon sellers with auditing, reimbursement and inventoryreconciliation.

As spokesperson of The Ecom Cooperative, Yoni is mission-driven and
dedicated, a quick action man who gets the job done. With exceptional leadership
skills, Yoni brings positivity and good spirit into all of his interactions. Forward-thinking and growth-oriented, Yoni’s drive to be impactful and offer value is clear, using creative intelligence to advance and achieve.


“Yoni is a soldier- he has an incredible work ethic, never seems to run out of energy,
and is always in the zone.” David Dayon
“Yoni is like the G-dfather of our group. He is the perfect person to have on board- a
master at making it all work.” Frank Acosto


I Believe… in honesty and focusing on strengths. We have so much to offer in our own mission and we’re really good at what we do, but we know our limitations and are honest with our clients, letting them know exactly where we can provide value.
I’m Passionate About… helping others. If I see an opportunity to help and solve
challenges, I find it thrilling, exhilarating and rewarding.
I Love Working With… everyone. I see my company as an equal opportunity solution
provider. Any Amazon seller can enjoy our services and grow. Even small sellers can
have a big future.


My Drive:
I love knowing that my company gives people jobs- we have over 125 employees in 6
countries- and that it allows them to take care of their families and have better lives.
We’ve moved with them through life stages, getting married, buying homes, and having children. We’ve been able to help so many people. I take a lot of pride in that.
My Role Models:
My father, Avi, is a lawyer, managing his own firm, and he has extraordinary
entrepreneurial wisdom (as did my grandfather Saul)- it’s in our blood. I know I can
always reach out to my father for advice.
As a podcast host (Prime Talk), I’ve interviewed over 100 guests- leaders of the
industry- who have inspired me and brought me new perspectives.
My Attitude:
Every day, we start our business at zero. Mentally, it’s always day one. We take it very
seriously and know that each day, we have to prove ourselves. This keeps us
continuously focused on providing value to our clients.

Frank Acosta, Creative Director

Frank Acosta is the founder of Creative Percent, a branding agency serving clients in
the e-commerce sector, helping them to create distinctive, alluring brands.

Frank began his career in 2009, working for Alerta TV as a broadcaster’s
assistant, and advanced to serve as Broadcasting Director in 2012. Honoring his love
for all things creative, Frank founded Creative Percent in 2016, a niche agency
designed to build iconic brands, launching new companies and reinventing established ones. As the business evolved, Creative Percent responded to clear market demand for video production and, in 2019, created a dedicated studio space for filming dynamic product videos for their e-commerce base.

At the core of Frank’s success is his focus on the client: in-depth market research
and a thorough delving into the customer’s world provide a precise understanding of
needs and ensure aligned visions. Bestowing each client with a fresh perspective,
Creative Percent is renowned for producing notable brands.

As Creative Director of The Ecom Cooperative, Frank’s passion for community
and connection fuels his craft. A creative hustler, he is always ready to work and take
bold, innovative steps. Frank is a strong, well-liked leader and brings great energy,
spirit, and a high dose of perfectionism to the team, perpetually contributing to the
pursuit of growth and advancement.


“Frank never fails to deliver. ” David Dayon

“Frank has a great eye for design- and for people. He really gets to the core.” Yoni


I Believe… in giving back. Whenever another branding agency reaches out to me, I’m
happy to share my expertise. It’s part of why I joined the Ecom Cooperative- building a community where we can all learn and grow is a powerful thing.
I’m Passionate About… creating. I love working in the creative space and watching
companies become successful- it’s an amazing thing to be a part of.
I Love Working With… clients that are open to change. As I take clients through my
process, if their brand doesn’t resonate with me, I start from scratch. My most
successful clients are the ones that are willing to go with me on this journey and trust
me, knowing that they hired an expert to execute.


My Drive:
People trust me with their livelihoods. They are paying high ticket prices for my work-
and it needs to deliver. I get so much inspiration from seeing a brand flourish, a
company exit for top dollar, or a product range expand from 3 to 50 million.
My Role Models:
My father, Frank, has run businesses his entire life, and I’ve learned so much from
watching him.

Chris Do is also someone who has really impacted my work, teaching me a lot about
branding and managing my business.
My Attitude:
The more you give, the more you get. Help others without expecting anything in return and you’ll thrive. Many other companies try to hide their processes and guard their information, but I believe in collaboration and supporting each other.

Lenny Ash, Chief Operating Officer

Lenny Ash is the co-founder of AZSeller Kit, a custom-designed software solution
for Amazon sellers which utilizes business intelligence tools to present actionable data.

Lenny began his e-commerce career while still in college, selling collectibles on
eBay in significant volumes. After completing his undergrad degree, Lenny began
working in a Manhattan-based retail store, Media Mix Distribution, and pioneered their expansion into wholesale distribution and online sales. By 2003, with the company heavily selling on the Amazon marketplace, software developers were employed to streamline inventory management.

In 2015, Lenny and his partner Jason Hanan began offering consulting services,
sharing their vast experience with other Amazon sellers. With both client and personal
business needs unsatisfied by cookie-cutter approaches, Lenny gained expertise in
data science and data management, and in 2020, launched AZSeller Kit with Jason.
This Amazon integrated software offers price optimization tools and provides key
insights which help shape vital decisions.

As Chief Technology Officer at The Ecom Cooperative, Lenny’s analytical approach and technical prowess add steady efficiency and continuous advancement to the team. With his easygoing, empathetic and methodical nature, Lenny gains a chasmic understanding of situations and provides on-target solutions, consistently plugging away to accomplish goals.


“Lenny is an executor, he gets the job done.” Frank Acosta

“Lenny is a genius, the brains behind his software.” David


I Believe… in using technology to make life easier. When I hone in on a problem, I
think, “How can I make this better with technology?” And then I find a solution and
implement it.
I’m Passionate About… digging deep to understand operations, and asking, “Why are we doing it this way?” I love looking at the big picture and the overarching process and focusing on how things can be improved.
I Love Working With… people who love data just as much as I do- when my clients
really understand the analytics, our collaboration yields powerful solutions.


My Drive:
The Ecom Cooperative really inspires me to broaden the scope of my experiences and
learn more about what others do and what they need. By engaging with more sellers, I can offer greater value.
My Role Models:
My father, Avi, was a successful entrepreneur, and immensely impacted my mindset
and my career. His approach was filled with patience and analysis. And yet, he was an
early tech adopter, on the cutting edge, always using it to make life better.
My Attitude:
You need to walk before you run. I take a very conservative approach and I would
never put a plan into place without testing it first. Tests prove scale, and once
something is a proven concept, we can double down and put it into action.

Jason Hanan , CFO

Jason Hanan is the co-founder of AZSeller Kit, a customized software solution that
provides data insights and helps Amazon sellers manage their accounts and make
logistical decisions.

After graduating college with a degree in business management, Jason joined his brother Adam in owning and managing Media Mix Distribution, a Manhattan-based retail store. As retail sales began to taper, they moved into the wholesale and online marketplace, gaining a unique understanding of the e-commerce industry.

In 2015, Jason began offering consulting services with partner Lenny Ash to other
Amazon sellers, developing software that helped manage online sales. Ahead of the
curve in e-commerce experience, Jason and Lenny leveraged this knowledge to launch
AZSeller Kit in 2020. Built from the perspective of a seller, it provides valuable business intelligence tools that give clients key insight into their business’s wellbeing.

As treasurer for The Ecom Cooperative, Jason takes a thought-out, focused
approach to achieving financial goals. A leader by nature and a hardworking and
dedicated team contributor, Jason’s empathy and free-thinking offer valuable insight and perspective.


“Jason is a realist (worst-case-scenario guy) and tempers my idealism
(bright-and-sunny-day man) – we make a good team.” Lenny Ash

“When Jason speaks- listen.“ Yoni Mazor


I Believe… that if you listen and keep an open mind, you will keep innovating. Lenny
and I have no ego as a team and we want to hear everyone’s ideas- it’s how we keep
I’m Passionate About… data. I’m a data geek- I love inventory and pricing management and I dream in spreadsheets.
I Love Working With… people that are open-minded and willing to share ideas. Also,
solution-oriented individuals who focus on, “How can we make this work?”


My Drive:
I am my own #1 customer. As Amazon sellers ourselves, we see things through the
eyes of a seller. We use our own software every day and if we see something that isn’t
working or someone has an idea on how to improve, we change and implement.
My Role Models:
Everything I am is because of my father Isaac and my brother Adam. My father treats
everyone with respect and warmth. Watching how people reacted to him was a blueprint for how to treat people.
My brother Adam was always the smartest person in the room. I learned how to listen,
how to ask for help, and that it’s okay for someone else to have the answer.
My Attitude:
I’m confident in our ability to adapt to any challenge that comes our way. Throughout the years, we’ve rolled with the punches, pivoting our businesses at crucial moments to be in line with market changes and technological advances. I know we will keep lining up opportunities and moving forward.

David Dayon, President

David Dayon is the co-founder of Amazon Xperts, a marketing and sales
consulting group that helps Amazon sellers manage their accounts and optimize sales.

David began his Amazon career while in college, spending his summers creating
listings and perfecting the art of fashioning an attractive page. David went on to work
for a consulting agency in NYC, serving hundreds of Amazon clients. In 2018, David
founded Amazon Xperts, specializing in listing optimization and working with private
label brands to implement and execute the right strategy on Amazon.

The Ecom Cooperative was David’s brainchild and founded on the principle that
we are stronger together. Serving as a community for both Amazon service providers
and sellers, The Ecom Cooperative brings everyone under one umbrella so that all can
collaborate and form valuable connections with trusted partners.
David is a networking powerhouse, an action personality combined with an
approachable nature, and able to form relationships and connect people on a pragmatic level. A passionate and determined visionary, David capitalizes on opportunities and provides authentic value.


“David can make something from nothing.” Jason Hanan

“David works until the wheels fall off. He’s a no-nonsense achiever.” Frank Acosta


I Believe… the customer is always right. We spoil our clients. I deal with each of my
clients personally, delivering projects before the promised date and working with clients until they’re satisfied.
I’m Passionate About… All things Amazon, growing my network and continuing to
build this ecommerce community.
I Love Working With… good people, I try to surround myself with good people and ‘I’m always looking to collaborate with good people. Great things in business are never done by one person. They’re done by a team of people.


My Drive:
I get the most out of my relationship with my clients and my partners. There are so
many good people in the e-commerce community and everyone is looking to help each other.
My Role Models:
My Dad, Steven, is my main role model, he shaped me into the person I am today.

My mentor Irwin Dayon, Irwin has spent over 30 years helping young entrepreneurs
like myself get started.
My Attitude:
I don’t believe in competition, but rather in collaboration. There is plenty of business to go around and each provider excels in a specific area, allowing us to give our sellers the choice of a service provider that truly meets their needs.