Seller Tips: Why Are Aggregators Not Closing LOIs?

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Congratulations! You’ve spent the last few weeks talking to potential buyers and have finally received multiple LOIs (Letters of Intent) to acquire your Amazon FBA business. 

The process of selling your Amazon FBA is about to start but there are a few things you should take into consideration when signing an LOI. 

The trend of aggregators not closing LOIs is something you should always be aware of so you don’t lose precious time and make sure you get out of such arrangements on time. 

Table of сontents:

What is a Letter of Intent (LOI)?

The LOI is a non-binding document contains all commercial and legal terms under which an Amazon FBA buyer is willing to acquire your business. It will include important components of the deal such as the transaction structure, purchase price, exclusivity period, and transition period. It is considered one of the most critical documents and it needs to be detailed, on point, and structured. The buyer puts lots of time and effort into preparing these documents and the Amazon FBA seller is obliged to thoroughly read through them, check the details, and make sure everything is clear.

Receiving LOIs is definitely something worth celebrating. However, it’s also important to keep in mind and understand the hidden incentives from a buyer’s perspective. LOIs also play a big part in the portfolio of the buyer because they are the indicators of the value of the buyer, and showcase their dedication to the process.

What are the benefits of having more signed LOIs?

For the Amazon business buyer, there are myriad benefits to more signed LOIs – a higher score in the valuation process, a better picture for the investors, a larger portfolio, and a heightened sense of trust.

However, behind the LOI there is a long and detailed process, a lot of effort and time, and a lot of promises.

Why are aggregators not closing LOIs?

Most LOIs (Letters Of Intent) come with an exclusivity period provision that prohibits sellers from talking to other buyers for at least a month. This protects Amazon FBA business buyers from Amazon FBA sellers deciding to go with another buyer after a buyer invests time, resources, and money into doing a deal. As a result, once a buyer and seller sign an LOI, there is a high probability of closing. You may think that this exclusivity period provision helps align both sides’ incentives to get a deal done.

However, in a space that’s rapidly evolving and buyers are looking to constantly raise capital at higher valuations, the incentives may be misaligned. Since acquisitions under LOI are “high probability”, investors are giving Amazon FBA buyers credit for the profits of the businesses that are under LOI and buyers are using that to achieve higher valuations. Buyers are thus incentivized to issue LOIs at valuations they know they cannot close just to get valued higher. Sellers are lured in by high valuations into 60 day long processes that don’t end up closing. By then, the Amazon FBA business buyers have raised money and achieved a higher valuation.

How is Benitago different from the competition?

At Benitago, we don’t get valued by signed LOIs. We are dedicated to following through on all LOIs and signing the final deal – our 100% track record speaks for itself. We value our relationships with Amazon FBA sellers, not numbers on a piece of paper.

Key takeaway

Receiving an LOI is a big step in your Amazon exit process. However, not following on the LOI and not closing it by the appropriate deadline can cause significant losses and set you back. Therefore, it is very important to make sure that you are choosing the right Amazon aggregator to work with and you are getting the right deal. 

To make sure that you are getting the right deal always make sure to ask the right questions and don’t shy away from asking for a track record of closed LOIs.

Click the Contact Us button to find out how we can sell your Amazon FBA in 28 days or less!

Now it is your turn – do you have a question for the Benitago team? Or maybe you want to start a conversation with like-minded individuals? Feel free to share your thoughts in the comment section below!

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