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What to Consider when Purchasing or Selling a Business – Part II

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Non-Competition Agreements & Employees: Negotiations when Buying or Selling a Business

In Part I of What to Consider when Purchasing or Selling a Business we discussed the most important consideration in the purchase or sale of a business which is whether the acquiring purchaser is to purchase the assets or the shares of the business. In this Part II, we will discuss the other two contentious matters that typically give rise to negotiations when buying or selling a business: non-competition agreements and employees.

  1. Non-Competition Agreements

In an asset sale of purely goodwill, which occurs where a business sells its client lists and trade-name, it is crucial for the deal to include a non-competition agreement. This is because the entire purchase price is predicated on the goodwill of the seller. There are no hard or physical assets such as product, equipment or inventory which make up the value of the business. Goodwill of a business is typically intimately tied to the seller who has generated that goodwill in the marketplace. If he or she is to continue to operate a similar business, the value of the goodwill being purchased is reduced to 0$ effectively destroying your purchase.

Non-Competition Agreements & EmployeesIllustrating with an example, say an insurance broker wishes to sell his or her book of business to a purchaser. The purchaser purchases the client list (goodwill) from the seller for $50,000. The purchaser does so in the hopes that the client list that was purchased will continue to use the purchaser as their insurance broker moving forward. Typically, in these circumstances, the seller will introduce the purchaser to the clients and indicate that this is his or her successor of the business to incentivize the customers to continue to purchase policies through the purchaser. However, if the vendor doesn’t sign a non-competition agreement in connection with the goodwill sale, the seller can simply open up shop across the street and continue to sell insurance. Of course, all of its existing clients which were ostensibly sold to the purchaser, will come across the street and purchase insurance from the seller with whom they have a relationship with. The purchaser will have purchased goodwill for $50,000 that has been reduced to 0$ when the purchased clients don’t stick with the purchaser-successor and revert back to the seller.

For this reason, non-competition agreements are crucial in goodwill sales and are extremely important in hard asset sales as well.

2. Employees

Employees usually represent the other contentious item when negotiating an asset purchase. Under law, when the assets of a business are sold to a new purchaser, all of the employees become successor employers to the purchaser. This means that all of their liability being their work history, vacation pay, termination pay and severance pay entitlements get transferred to the purchaser. If the purchaser wishes to terminate an employee after 6 months of buying the business, the purchaser must pay the employee termination pay representing the entire time the employee was employed by the previous business. The previous employment could have been for 15 years, which results in a large bill of tens of thousands of dollars which must be paid by the buyer.

As a result, a purchaser will typically demand that the seller terminate all of the employee’s employment with the business effective the closing date. The purchaser will require that the seller pay the employees all their statutory rights in respect of this termination such as termination pay, severance pay and accrued vacation pay.

Then, the purchaser will offer employment to the employees on substantially the same terms as the previous employment. The employees will start work for the purchaser effective the closing date, and the purchaser will only be labile to its employees for vacation, termination and severance pay from that day forward.

Of course, however, the vendor does not wish to terminate the employment of its employees as this will result in a large payment of termination pay, severance pay and accrued vacation pay. The seller may wish to increase the purchase price to reflect these liabilities. As both the seller and the purchaser’s interest are fundamentally at odds, the issue of employees typically become a contentious issue when negotiating an asset purchase or sale.


non-competition agreements & employees

Why You Need a Commercial Lawyer for your Purchase or Sale of a Business

The purchase and sale of businesses represents the crux of our firm, handling several transactions each month. With our combined tax and corporate law experience, we anticipate these complex corporate and tax issues and formulate optimal solutions that forward your interests. With years of experience in all issues of the purchase or sale of a business, we ensure that your interests are protected, you get the highest valuation for your business and pay the least tax.

For more information on our purchase and sale services, Contact Us today.




-Shira Kalfa, BA, JD, Founder

© Kalfa Law, 2018

The above provides information of a general nature only. This does not constitute legal advice. All transactions or circumstances vary, and specified legal advice is required to meet your particular needs. If you have a legal question you should consult with a lawyer.

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