How do I show buyers my massage supply store’s repeat customers among therapists?
Pull your sales records by customer and show how many therapists have ordered more than once, how often, and how much. Group them into regular, occasional and one-time buyers. Add notes on how you reach them. Records beat claims, and a buyer trusts a list they can check.
Begin with the point-of-sale or invoice records. Export the orders by customer for a run of recent periods, and remove names if you are sharing early. Show how many accounts reorder, how often and what they buy. Therapists who restock oils, linens and consumables regularly are a stronger base than those who only appear for a table.
Then explain what keeps them coming back. Perhaps it is delivery, advice on products, student discounts or an account arrangement. Include any loyalty program, email list or standing order, and be clear about who holds each. Your lawyer can advise on how customer information may be shared with a buyer.
Finally, be candid about concentration. If a few clinics or schools account for much of the repeat business, say so and describe the relationships. A buyer will learn it anyway. Your accountant can help you present the figures in a way that matches the financial statements, which builds trust in the rest of your package. If you are open to it, offer to introduce a few long-standing customers once the buyer is serious. A short call from a regular therapist often says more than any spreadsheet could.
Key takeaways
- Export orders by customer and group buyers into regular, occasional and one-time.
- Explain what brings therapists back and who holds each relationship.
- Be open about how much repeat business sits with a few accounts.
Related reading
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Sources
This answer is checked against primary sources. Links were last confirmed on the dates shown.
- 01Business Development Bank of CanadaGovernmentHow to conduct due diligence when buying a business
- 02Business Development Bank of CanadaGovernmentWhat are financial statements?
- 03Business Development Bank of CanadaGovernmentWhat are the steps to buying a business?
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