{"id":284640,"date":"2017-12-17T12:55:00","date_gmt":"2017-12-17T11:55:00","guid":{"rendered":"https:\/\/ac-franchise.be\/y-a-t-il-un-bon-moment-pour-vendre-un-reseau-de-franchise-et-comment-faire-4645"},"modified":"2017-12-17T12:55:00","modified_gmt":"2019-03-07T16:00:54","slug":"y-a-t-il-un-bon-moment-pour-vendre-un-reseau-de-franchise-et-comment-faire-4645","status":"publish","type":"post","link":"https:\/\/ac-franchise.be\/article\/y-a-t-il-un-bon-moment-pour-vendre-un-reseau-de-franchise-et-comment-faire-4645","title":{"rendered":"Y a-t-il un bon moment pour vendre un  r\u00e9seau de franchise et comment faire ?"},"content":{"rendered":"<div id=\"869994\" class=\"widget full_text row-fluid\" data-name=\"full_text\">\n<div class=\"span12\">\n<div class=\"editable\" data-type=\"wysihtml5\" data-pk=\"869994\" data-url=\"\/crezeo_widgets\/869994\/update_parameter\"          data-name=\"text\">\n<div class=\"wysiwyg-text-align-left\" style=\"\"> <b>Pour vendre un r\u00e9seau de franchise, y\u00a0a-t-il un moment plus favorable <\/b>qu\u2019un autre, un moment id\u00e9al,\u00a0et comment se d\u00e9roule une cession ?\u00a0A proprement parl\u00e9, il n\u2019y a pas de mauvais moment. Mais s\u2019il y avait une chose \u00e0 retenir, ce\u00a0serait qu\u2019il ne faut jamais vendre en situation d\u2019\u00e9chec ou de difficult\u00e9s (perte d\u2019un contrat, perte d\u2019un ou plusieurs franchis\u00e9s, cons\u00e9quences d\u2019un contr\u00f4le\u2026).\u00a0<\/p>\n<p>Ne pas attendre d\u2019\u00eatre \u00e0 la retraite,\u00a0<b>toujours anticiper<\/b>\u00a0et profiter du temps qu\u2019il vous reste avant votre d\u00e9cision de vente, pour organiser l\u2019entreprise si besoin; autrement dit\u00a0<b>rendre la mari\u00e9e plus belle encore<\/b>. Il est toujours pr\u00e9f\u00e9rable de\u00a0<b>montrer aux acqu\u00e9reurs potentiels que vous avez encore r\u00e9fl\u00e9chi aux diff\u00e9rents moyens de d\u00e9velopper l\u2019entreprise<\/b>, donner des perspectives \u00e0 l\u2019entreprise. Cela aidera, rassurera l\u2019acqu\u00e9reur, mais confirmera aussi la valeur que vous avez donn\u00e9e \u00e0 cette entreprise. <\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<div id=\"869991\" class=\"widget left_picture_title_text\" data-name=\"left_picture_title_text\">\n<div class=\"row-fluid\">\n<div class=\"span12\">\n<div class=\"thumbnail widget-media-thumbnail span4\" data-name=\"media1\" data-pk=\"869991\">                            <a href=\"https:\/\/ac-franchise.be\/wp-content\/uploads\/2014\/05\/15\/20140515140836-67f6c3ff1c4f59aab53c3c01f306aa6b.jpg\" data-remote=\"true\">      <img decoding=\"async\" src=\"https:\/\/ac-franchise.be\/wp-content\/uploads\/2014\/05\/15\/20140515140836-67f6c3ff1c4f59aab53c3c01f306aa6b.jpg\" title=\"Gilles Paquereau, Actoria Conseil  \"\/>     <\/a>              <\/p>\n<div class=\"image-caption\">         Gilles Paquereau, Actoria Conseil        <\/div>\n<\/p><\/div>\n<div class=\"widget-content\">\n<h3 class=\"editable\" data-type=\"text\" data-pk=\"869991\" data-url=\"\/crezeo_widgets\/869991\/update_parameter\"             data-name=\"title\">Comment se d\u00e9roule une cession, quelles sont les diff\u00e9rentes \u00e9tapes \u00e0 suivre ?<\/h3>\n<div class=\"editable\" data-type=\"wysihtml5\" data-pk=\"869991\" data-url=\"\/crezeo_widgets\/869991\/update_parameter\"            data-name=\"text\">\n<div class=\"\" style=\"\">Il est pr\u00e9f\u00e9rable de rencontrer un conseil qui connait ce march\u00e9 des r\u00e9seaux de franchise, succursalistes, licences de marque.<\/p>\n<p>La premi\u00e8re question \u00e0 laquelle vous \u00eates en droit d\u2019attendre une r\u00e9ponse\u00a0est : <b>Quelle est la \u00ab valeur \u00bb du r\u00e9seau.<\/b> Comme d\u00e9j\u00e0 expliqu\u00e9 dans un pr\u00e9c\u00e9dent article, <a rel=\"follow noopener noreferrer\" href=\"https:\/\/ac-franchise.be\/article\/cession-franchiseurs-valorisez-votre-reseau-de-franchise\">la rentabilit\u00e9 reste le crit\u00e8re de base du calcul de la valeur du r\u00e9seau<\/a>.<\/p><\/div>\n<div class=\"\" style=\"\">Une fois que vous vous \u00eates mis d\u2019accord sur le prix de vente bas\u00e9, bien \u00e9videmment, sur la valorisation de l\u2019entreprise, il est primordial de construire le dossier de pr\u00e9sentation. <b>Le dossier de pr\u00e9sentation est le premier document qu\u2019un acqu\u00e9reur potentiel recevra <\/b>suite \u00e0 sa demande. Il doit \u00eatre le plus complet possible, il doit pouvoir r\u00e9pondre \u00e0 80\/85 % des questions que se pose le futur repreneur. Le dossier doit balayer l\u2019historique, l\u2019activit\u00e9, le march\u00e9, la structure juridique, l\u2019actionnariat, l\u2019organisation, l\u2019analyse des bilans et compte de r\u00e9sultat, la communication, les axes de d\u00e9veloppement\u2026\u2026 le dossier doit permettre au candidat acqu\u00e9reur de savoir si ce dossier m\u00e9rite qu\u2019il y porte un int\u00e9r\u00eat d\u2019o\u00f9 l\u2019importance de la qualit\u00e9 de ce document.<\/p>\n<p><b>Votre conseil va proc\u00e9der \u00e0 la \u00ab communication \u00bb de ce dossier.<\/b> Soit il a d\u00e9j\u00e0 rep\u00e9r\u00e9 des acheteurs potentiels auxquels il va en priorit\u00e9, proposer ce dossier, soit\u00a0il communique par l\u2019interm\u00e9diaire des diff\u00e9rentes places de march\u00e9 que nous connaissons tous.\u00a0Charge \u00e0 votre conseil de rencontrer les acqu\u00e9reurs potentiels, de valider leur int\u00e9r\u00eat, leur enveloppe financi\u00e8re, autrement dit le s\u00e9rieux de leur candidature. Quant \u00e0 vous, pour le moment vous continuez \u00e0 faire tourner votre entreprise.<\/p><\/div>\n<div class=\"\" style=\"\">Cette \u00e9tape pass\u00e9e, vous rencontrez les candidats retenus en pr\u00e9sence de votre conseil et <b>les premiers entretiens commencent<\/b>. On ne parle pas de prix mais on valide les int\u00e9r\u00eats des uns et des autres, l\u2019un \u00e0 vendre et l\u2019autre \u00e0 acheter.<\/p><\/div>\n<div class=\"\" style=\"\"> <b>Puis commencent les difficiles moments de la n\u00e9gociation <\/b>qui ne doivent pas \u00eatre des\u00a0moments de conflit mais qui restent pour les protagonistes des occasions de\u00a0stress. Une bonne affaire ne se fait pas sur le dos de l\u2019un ou de l\u2019autre. Nous devons nous placer dans une strat\u00e9gie de gagnant-gagnant.<\/p><\/div>\n<div class=\"\" style=\"\"> <b>Interviennent enfin les experts juridiques<\/b> afin de mettre en place le protocole d\u2019accord et la garantie d\u2019Actif-passif (GAP). Entre temps les experts financiers ont b\u00e2ti le montage financier.<\/p><\/div>\n<div class=\"\" style=\"\">Ces \u00e9tapes pass\u00e9es, tout est pr\u00eat pour enfin signer le document d\u00e9finitif de cession. Cela aura dur\u00e9 entre 8 et 14 mois.<\/div>\n<div class=\"\" style=\"\"><\/div>\n<div class=\"\" style=\"\">Gilles Paquereau<\/div>\n<div class=\"\" style=\"\">Actoria Conseil\u00a0<\/div>\n<\/div><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Pour vendre un r\u00e9seau de franchise, y\u00a0a-t-il un moment plus favorable qu\u2019un autre, un moment id\u00e9al,\u00a0et comment se d\u00e9roule une cession ?\u00a0A proprement parl\u00e9, il n\u2019y a pas de mauvais moment. Mais s\u2019il y avait une chose \u00e0 retenir, ce\u00a0serait qu\u2019il ne faut jamais vendre en situation d\u2019\u00e9chec ou de difficult\u00e9s (perte d\u2019un contrat, perte [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":284639,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"ocean_post_layout":"","ocean_both_sidebars_style":"","ocean_both_sidebars_content_width":0,"ocean_both_sidebars_sidebars_width":0,"ocean_sidebar":"","ocean_second_sidebar":"","ocean_disable_margins":"enable","ocean_add_body_class":"","ocean_shortcode_before_top_bar":"","ocean_shortcode_after_top_bar":"","ocean_shortcode_before_header":"","ocean_shortcode_after_header":"","ocean_has_shortcode":"","ocean_shortcode_after_title":"","ocean_shortcode_before_footer_widgets":"","ocean_shortcode_after_footer_widgets":"","ocean_shortcode_before_footer_bottom":"","ocean_shortcode_after_footer_bottom":"","ocean_display_top_bar":"default","ocean_display_header":"default","ocean_header_style":"","ocean_center_header_left_menu":"","ocean_custom_header_template":"","ocean_custom_logo":0,"ocean_custom_retina_logo":0,"ocean_custom_logo_max_width":0,"ocean_custom_logo_tablet_max_width":0,"ocean_custom_logo_mobile_max_width":0,"ocean_custom_logo_max_height":0,"ocean_custom_logo_tablet_max_height":0,"ocean_custom_logo_mobile_max_height":0,"ocean_header_custom_menu":"","ocean_menu_typo_font_family":"","ocean_menu_typo_font_subset":"","ocean_menu_typo_font_size":0,"ocean_menu_typo_font_size_tablet":0,"ocean_menu_typo_font_size_mobile":0,"ocean_menu_typo_font_size_unit":"px","ocean_menu_typo_font_weight":"","ocean_menu_typo_font_weight_tablet":"","ocean_menu_typo_font_weight_mobile":"","ocean_menu_typo_transform":"","ocean_menu_typo_transform_tablet":"","ocean_menu_typo_transform_mobile":"","ocean_menu_typo_line_height":0,"ocean_menu_typo_line_height_tablet":0,"ocean_menu_typo_line_height_mobile":0,"ocean_menu_typo_line_height_unit":"","ocean_menu_typo_spacing":0,"ocean_menu_typo_spacing_tablet":0,"ocean_menu_typo_spacing_mobile":0,"ocean_menu_typo_spacing_unit":"","ocean_menu_link_color":"","ocean_menu_link_color_hover":"","ocean_menu_link_color_active":"","ocean_menu_link_background":"","ocean_menu_link_hover_background":"","ocean_menu_link_active_background":"","ocean_menu_social_links_bg":"","ocean_menu_social_hover_links_bg":"","ocean_menu_social_links_color":"","ocean_menu_social_hover_links_color":"","ocean_disable_title":"default","ocean_disable_heading":"default","ocean_post_title":"","ocean_post_subheading":"","ocean_post_title_style":"","ocean_post_title_background_color":"","ocean_post_title_background":0,"ocean_post_title_bg_image_position":"","ocean_post_title_bg_image_attachment":"","ocean_post_title_bg_image_repeat":"","ocean_post_title_bg_image_size":"","ocean_post_title_height":0,"ocean_post_title_bg_overlay":0.5,"ocean_post_title_bg_overlay_color":"","ocean_disable_breadcrumbs":"default","ocean_breadcrumbs_color":"","ocean_breadcrumbs_separator_color":"","ocean_breadcrumbs_links_color":"","ocean_breadcrumbs_links_hover_color":"","ocean_display_footer_widgets":"default","ocean_display_footer_bottom":"default","ocean_custom_footer_template":"","ocean_post_oembed":"","ocean_post_self_hosted_media":"","ocean_post_video_embed":"","ocean_link_format":"","ocean_link_format_target":"self","ocean_quote_format":"","ocean_quote_format_link":"post","ocean_gallery_link_images":"on","ocean_gallery_id":[],"footnotes":""},"categories":[9],"tags":[],"class_list":["post-284640","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-actualites-des-experts","entry","has-media"],"acf":[],"yoast_head":"<!-- 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