I've been running a small Amazon FBA business for about 4 years now, mostly home goods. It's doing okay but I'm burned out and want to move on. I keep hearing mixed things about selling the account itself versus just liquidating inventory. What's the everyday practical advice you'd give someone who's never sold a business before? I'm not looking for a textbook answer, just real-world stuff that actually matters when you're in the weeds. Like what do buyers actually care about, and what dumb mistakes should I avoid?
Ecommerce Exit
Everyday advice for selling your Amazon seller account
Buyers care way more about clean books than you'd think. If your inventory and sales records are a mess, you'll either scare people off or get lowballed. Spend a couple weeks getting your P&L and inventory trcking in order before you even list it.
Don't tell buyers you're burned out. I know that's the real reason, but frame it as wanting to focus on other ventures. People get spooked if they think you're dumping a sinking ship.
How much of your revenue comes from one or two SKUs? If it's heavily concentrated, that's a red flag for buyers. They want diversification. If you have a hero product, they'll worry you're the only reason it sells and that it'll tank once you're gone.
Also, get your supplier relationships documented. Buyers want to know they can keep the same manufacturers. If you're on a handshake deal with a factory overseas, that's going to be a problem.
Thanks, this is helpful. I do have one main product that's like 60% of sales. Is that a dealbreaker? I've been trying to expand but it's slow going.
60% isn't a dealbreaker but it'll affect valuation. Some buyers will pass, others will just discount. If you can show a clear plan or at least some growth in your other SKUs, that helps.
The thing that surprised me when I sold mine was how much due diligence they wanted on customer service metrics. Response times, return raTes, negative feedback. Keep that stuff clean. Also, they asked for screenshots of everything. Start organizing now.
One more thing: don't sign anything exclusive with a broker right away. Talk to a couple, see what they say, and read the fine print. Some of them lock you in for a year and do nothing.
What's your account health look like? Any policy violations or suspensions in the past? That stuff sticks and buyers dig it up. If you've got dings, be upfront about them.
Honestly, the biggest everyday advice is just start early. The whol process took me almost six months from first conversation to money in the bank. Don't wait until you're desperate to sell.
Six months, wow. I was hoping it'd be faster. I'll start pulling together my records this weekend. Appreciate all the replies.
It varies. If your numbers are clean and the business is attractive, it can move quicker. But yeah, plan for a few months minimumm. And don't forget to factor in Amazon's approval process for transferring the account. That alone can take weeks.