Why Visiting the Seller’s Premises Matters

A visit to the seller’s premises can be hugely beneficial and often enlightening. You are likely meeting the owner(s) face to face for the first time, which is critical in starting to build rapport and trust.

However, beyond the personal introduction, there are several important aspects to observe and assess.

First Impressions and Workplace Environment

• The overall look and feel of the premises – is it busy, efficient and professional?

   

• Is the environment welcoming, and are the people friendly and engaged?

   

• Is there an obvious culture within the company, and does it feel positive and aligned with your values?

   

• How does the owner interact with and treat the staff in front of you?

Operations, Equipment and Processes

• Does the machinery and equipment appear modern and well-maintained, or old and in need of replacement?

   

• If it is a factory or manufacturing site, is there any visible research and development (R&D) activity?

   

• Is there a dedicated quality control department, and if so, what can you observe about how it operates?

   

• Is there a clearly identifiable key member of staff who appears to be in control of day‑to‑day operations?

Location, Facilities and Physical Condition

• Is the location attractive in terms of transport links and access to the motorway network?

   

• What is the stockholding position – is there a lot of stock on site, or very little?

   

• Is the warehouse organised and tidy, or cluttered and chaotic?

   

• Does the building appear well-maintained, or does it look like it needs repair?

   

• Is there room for expansion within the building or elsewhere on the site?

   

• If the business is on an industrial estate, what is the general condition of the wider site and neighbouring properties?

   

• Are the lease costs for the property reasonable for the size and quality of the space?

Access to Information and Confidentiality

Is the owner prepared to share more confidential or sensitive information with you in person that they were unwilling to provide via email or through advisers?

Preparing for the Visit and Avoiding Time Wasted

A visit to the seller’s premises should be a worthwhile investment of your time, but only if you prepare properly.

Make sure you have carried out sufficient analysis of the business beforehand so you attend the site meeting with a clear understanding of key issues and targeted questions.

Be disciplined in how you prioritise visits and avoid spending excessive time on opportunities that show early signs of being “wild goose chases.”