Allan Johnson
Published Articles
From Banking to Broking Tony Romano’s Integrated Approach to...
The deal had been a year in the making. The owner of the manufacturing business, who was well past “retirement age,” had spent five decades building it, and could finally move on. For Tony Romano, a business broker from NAI Harcourts in... Read More » 6 min read
Inside Regional Hospitality Broking with Rod Devlin. From...
When Rod Devlin sold a heritage weatherboard pub north of Albury for $360,000, it wasn’t just another deal. It was a revival. Closed for years, the 1860s hotel reopened under new owners, quickly becoming the beating heart of the small town once... Read More » 5 min read
Phil Mammolito Knows How to Broker Fast and Effective Hospit...
When Phil Mammolito sold a caravan park in Victoria within 24 hours, matching a buyer before the listing even went public, it wasn’t luck. It was the result of decades of hospitality experience, deep local knowledge and a well-established network of buyers.... Read More » 5 min read
Craig Clark’s Two Decades of Hospitality Broking Across...
When Craig Clark swapped a Riverina farm for a run-down caravan park on the New South Wales mid-north coast in 1998, he didn’t expect it to set the course for a 25-year career in hospitality and business broking. The park sat on the beachfront at... Read More » 6 min read
Rohan Pertzel’s Journey From Running Pubs to Broking Them...
When Rohan Pertzel sold his ‘Jan Juc’ pub eight years ago, he thought he was due for a breather. But the sale ended up being a pivot point. As he stood at the bar, broker Phil Mammolito asked what he planned to do next. “I replied, ‘Oh... Read More » 6 min read
After 43 years at CRE, Kevin Connolly is One of Australia’s...
Veteran broker Kevin Connolly’s early immersion into the world of hospitality couldn’t have started any earlier. He was born at the Three Crowns Hotel in North Melbourne, which his parents owned and operated at the time (and also explains his... Read More » 5 min read
Bringing Lease Expertise to Business Broking with Fiona Napi...
Business broking may be a new chapter for Fiona Napier, but her career has always been about supporting businesses to thrive. Now a business broker with Stockbridge Business Brokers, Fiona brings years of commercial property expertise to her work. Her goal is to... Read More » 5 min read
Olivia’s Move from Buyer to Business Broker is Helping...
Following a long career in hospitality management and consulting in the UK, Olivia Casson decided it was time for a change. Having spent a few years in Australia in her 20s, she returned permanently in 2018, looking for a new direction. “The culture here... Read More » 5 min read
Jennifer Angsiting Shines as a New Business Broker on the...
Winning the AIBB Emerging Talent Award for 2025 has confirmed Jennifer Angsiting’s place among business broking’s brightest newcomers. Working on Victoria’s Mornington Peninsula, Jennifer believes that her entrepreneurial know-how, local... Read More » 4 min read
How Sally Stuart Built a National Reputation in Medical Busi...
When Sally Stuart began her career helping overseas-trained doctors migrate to Australia, she never imagined that one day she would be brokering the sale of their practices. Yet after more than a decade in international medical recruitment, she noticed a... Read More » 6 min read
In Just 18 Months, Davina Grew Stockbridge and Joined the Rise...
The transition from pilates studio owner to business broker was not a big stretch for Davina Lacey, the owner of Stockbridge Business Brokers, based in Brisbane. While selling studio franchises for the franchisor, Davina also took the opportunity to become a... Read More » 4 min read
Jan Forsyth’s Journey From Restaurant Owner to Senior Busi...
After three decades running cafes & restaurants in Sydney’s Eastern Suburbs, moving into business broking was a natural next step for Jan Forsyth, a senior broker at LINK Business Brokers in Sydney. “I was a business owner before I was a bro... Read More » 5 min read
Delivering Win-Win Results is at the Heart of Lily Small’s...
Lily Small, the founder of LUX Business Sales & Advisory, has entrepreneurship running through her veins. “When I was in primary school, I helped my dad in his supermarket,” she recalled. “My father and mother both ran very successful bus... Read More » 4 min read
How Can an Accountant Help Sell Your Business?
The decision to sell your business can be an emotional one. This event is the culmination of your ownership as you “cash in” all the time and dollars you have invested into this business. It also represents a significant change in your life -... Read More » 2 min read
7 Ways Your Accountant Can Help in Due Diligence When Buying a...
You’ve spotted a business that feels like the perfect fit. The numbers look good, the location seems ideal, and you’re already imagining yourself as the new owner. But before you sign on the dotted line, there’s one essential step you can&rs... Read More » 2 min read
Revamped BizStats Set to Elevate Business Valuations for AIBB...
Roll up, roll up. Coming to an electronic device near you. The all-new, super-powered, user-friendly version of AIBB’s BizStats will be released in September at the AIBB conference in Adelaide (Just another reason to attend!). That’s not how a... Read More » 4 min read
Inside AIBB’s Push to Professionalise Business Broking...
“We want to continue educating business brokers on not only the most current processes, but also from an ethics point of view, from a knowledge point of view and most importantly transitioning knowledge into action.” That’s how Travis Latter... Read More » 5 min read
Why Opportunity Is Knocking for Business and Brokers in WA
The economy in Western Australia is strong, according to Rajiv Rajan, the Chair of the WA Committee of AIBB. “We’ve got historically low unemployment rates (we’re below 4%), so there’s an abundance of jobs,” Rajiv believes that this... Read More » 4 min read
Opportunity to Acquire Gilgai Tavern, a Cornerstone in Kalba...
Situated on the mouth of the Murchison River as it flows into the Indian Ocean is the picturesque town of Kalbarri, almost 600 kilometers north of Perth. At the heart of the friendly community of Kalbarri is the newly-renovated Gilgai Tavern. With two fully... Read More » 2 min read
Confidence High as Queensland Brokers Ride the Wave of Business...
The business economy in Queensland is improving consistently, thanks to the activity associated with the Olympics, interstate migration and other infrastructure projects, which is supporting business broker activity. I interviewed Blair Luckman, the Queensland... Read More » 5 min read
How to Find Hidden Contracts and Agreements When Buying a...
What you don’t know can hurt you. And, if you are buying a business, what you don’t know can be disastrous! Before you run away from buying any business, consider this: the whole due diligence process is focused on revealing what you don&rs... Read More » 3 min read
Keeping the AIBB on Track, A Look Inside the Secretariat
At the heart of the Australian Institute of Business Brokers (AIBB) is a professional Secretariat that keeps the organisation running smoothly behind the scenes. This team, comprising Secretariat members Zoe McLaren and Mel Erbsland, provides vital support to the... Read More » 4 min read
Tony Latessa Still Answers the Call After 45 Years in Business...
AIBB Victorian Chair Tony Latessa has just about seen it all in his 45 years as a business broker. These days, he’s continuing to give back, lending his expertise to the AIBB’s newly launched hotline and supporting fellow brokers as they navigate... Read More » 5 min read
SA Business Market Update and the AIBB Conference with Nikki...
I recently had the privilege of sitting down with Nikki Katz, a distinguished business broker operating from Adelaide and a passionate advocate for the 2025 AIBB Annual Conference. Our conversation commenced with an examination of South Australia’s current... Read More » 4 min read
AIBB’s Growth Is Good News for Business Brokers
The future of AIBB as the peak professional body for business brokers in Australia is proceeding strongly, according to Andrew Morris, the current National Chair. The increasing number of younger members is an exciting development that will help develop the... Read More » 5 min read
As Listings Rise, Simon Bedard Shares His Vision to Strengthen...
Simon Bedard, the NSW Chair of the Australian Institute of Business Brokers (AIBB), nominated a desire for consistency as the driving force behind business sentiment. “What businesses really want right now is consistency and stability. Chopping and chan... Read More » 5 min read
Why Your Accountant and Business Broker May Recommend A Diff...
Whatever your reasons for selling... retirement, a new opportunity, or simply time for a change, one of the first questions most owners ask is... "what can i sell my business for?" For many business owners, the first stop is the accountant. That makes sense it&... Read More » 4 min read
Market Insights with Harry Notaras
I recently sat down with Harry Notaras from ABS Business Sales in Brisbane to chat about what’s happening in the current business sales market. With decades of experience helping buyers and sellers across South East Queensland, Harry is seeing some clear... Read More » 2 min read
Peter’s Advice on What to Do (And Not Do) When Selling Your...
With over 40 years experience in diverse industries, Peter McPhee is the person you should have on your team when selling a business. His experience as a qualified accountant gives him the financial skills and analytical ability needed to provide innovative... Read More » 2 min read
Lessons from Ken Allsop’s 25 Years as a Business Broker
With a business career spanning over 50 years (and still going strong), you would expect Ken Allsop, the director of ABS Business Sales, to have an interesting history. And he does. I had the opportunity to discuss what we could learn from his experiences and... Read More » 5 min read
Arnold Doubled The Price and Sold in 31 Days
Even with the best-laid plans, business owners still need help… And so it was for William*, the owner of a highly profitable million dollar plus importing and distribution business. After 10 years, he wanted to sell and spend more time with his famil... Read More » 2 min read
Market Thoughts with Mark Kitson
We caught up with Mark Kitson, a hospitality veteran with over 35 years of experience in Queensland and across Australia, to get his take on where the business sales market is heading in 2025. Mark knows the industry inside out, not just from brokering deals... Read More » 3 min read
Hugo’s Million Dollar Listing on Day One as a Business...
Landing a $1 million + listing on your first day as a business broker is rare. Selling it within three days? Even rarer. It takes a truly exceptional broker to make that happen. I sat down with Hugo Martin from ABS Business Sales to chat about his impressive 20... Read More » 4 min read
Don’t Sell a Business - Until You Understand Your Tax Obli...
You don’t need to be a tax guru, but there are some things you need to understand. You don’t need me to tell you that selling your business is a big deal. It’s your chance to cash in on the years of hard work, lost family time, and mental... Read More » 6 min read
EBITDA, EBITA, and EBIT: What These Mean and Why Accountants...
The late Charlie Munger, Warren Buffett’s long-term business partner, is quoted as saying: “Every time you hear EBITDA, just substitute it with ‘bullsh*t’.” Probably a bit harsh! When used as an analysis tool, EBITDA (and its... Read More » 3 min read
Asset Purchase vs. Share Purchase: Which is Right for You?
In a recent article, I mentioned (as a side issue) that there is a difference between buying a business and buying an entity. That generated a few comments, so I will devote this guide to a fuller discussion of the issues. Buying a small business is a signifi... Read More » 5 min read
Non-Compete Agreements and Their Impact on Your Business...
A successful business acquisition involves finding a suitable business, making sure the profits, assets, financials, and operational systems justify the price and settling the deal. Right? Not quite. You also need to consider the impact on your newly acquired... Read More » 3 min read
5 Ways to Identify Potential Liabilities When Acquiring a...
Imagine finding the perfect business—the financials look great, the location is prime, and the potential seems unlimited. But beneath the surface, could a minefield of liabilities lurk, ready to explode? These things happen. I knew a first-time business... Read More » 2 min read
Don’t Buy a Business Until You’ve Seen Its BAS, PAYG, and...
The headline says it all. Reviewing the tax compliance of any business you are considering as a potential purchase is essential. You must include it as part of your due diligence. Here’s why. But first, we must make sure we all understand where to... Read More » 3 min read
Does The Cyber Monday Hype Have You Thinking About Buying an...
BFCM is nearly here … This abbreviation will excite online shoppers (and isn’t that many of us? - it’s Black Friday and Cyber Monday Sales), but what if you are thinking of buying an online business instead of buying from an online... Read More » 3 min read
AIBB Deal Maker: How Jonathon Parker is Dominating Hospitality...
Winning the prestigious AIBB Deal Maker of the Year for 2024 was a pleasant surprise for Jonathon Parker, a creative business broker in Perth. “It was quite a surprise actually, and at my first AIBB Conference. But it was really good to actually attend the... Read More » 4 min read
Assessing Business Systems and Processes Before You Buy
Whilst financials are important when buying a business, arguably one of the most important aspects of a business is its systems and how well it operates. Especially when you are buying a business and the current "big boss" is stepping away. You need to know... w... Read More » 3 min read
Does a Business' Debt Matter When Buying a Business?
Short answer: YES! But that’s not the end of the story. Read on to get the whole picture. Every business owner knows that debt can cripple a business, so when buying a business, avoiding existing debt is the best outcome. A buyer can acquire a... Read More » 3 min read
What a Depreciation Schedule Means When Buying a Business
When buying a business, the financial details can sometimes feel overwhelming, and one term you’ll likely encounter is the depreciation schedule. The good news is that the mechanics of a depreciation schedule are straightforward (see below). However... Read More » 4 min read
Understanding Cash Flow Statements and Their Importance in...
You know the business is profitable, asset position is strong, and the business is growing, but is it a deal? Maybe, but have you considered the business's cash flow requirements? Before you commit, you need to dissect the cash flow statement. A cash flow sta... Read More » 2 min read
Ray Dye: A Business Broker’s Journey of Trust, Relationships...
With a career spanning three continents and three unique business environments, Ray Dye brings diverse experiences to his role as a business broker at Ozpax Business Sales. Ray’s family emigrated to Australia from Tanganyika when Ray was relatively young.... Read More » 6 min read
Kathryn Wilkie: The Role of a Business Analyst
An unwavering passion for client service has driven the career of Kathryn Wilkie, a business analyst at Xcllusive Business Sales in Newcastle. Kathryn started her career in finances in banking. “I loved being able to bring people's finances into lig... Read More » 7 min read
Specialisation Pays Off: Brad Potter's Success in Selling Heal...
For Brad Potter, a four-time winner of the National Specialist Broker of the Year Award & 2023 Business Broker of the year & Deal Maker of the year, finding a market and becoming an expert in that niche has been a formula for a success in the business broking... Read More » 7 min read
Ray White Commercial to Embrace Business Sales
His varied and exciting career experiences have equipped Brett Buckley of Ray White Business Sales with the knowledge and skills needed to be an outstanding business broker. From leading and managing large private, listed and local government organisations... Read More » 7 min read
The Business Broking Trifecta: Performance, Passion and Prof...
Education has been a key feature of life for Travis Latter, the newly appointed education chair at AIBB. His involvement encompasses almost 25 years of experience providing educational opportunities to Australians. He started his own successful Registered... Read More » 6 min read
The Energy Equation: Sabrina Xia's Recipe for Success as a Busi...
After gaining valuable experiences, first as an accountant and then as a small business owner, Sabrina Xia regards these experiences as being the foundations to her success as a business broker. Having gained a Masters's Degree in Commerce from UNSW and... Read More » 7 min read
Sip, Sell, Succeed: Hugo Martin's Approach to Business Broki...
As the dynamic co-host of a weekly online video series that has been running for over four years, Hugo Martin has proved that he is willing to think differently when it comes to business broking. “My wife encouraged me to start building an online presence... Read More » 6 min read
Powerhouse Partnership: Dynamic Duo Sets New Standards as...
Are two heads better than one? “Absolutely!” say Steven Mostafa and Nadia Polzella of LINK Business Brokers in Melbourne. This multi-award-winning team has worked together since 2020, but their paths to becoming business brokers were vastly... Read More » 7 min read
Lessons Learnt from Building and Selling a $20 Million Busin...
The experience of watching his parents lose everything in bankruptcy while he was still a teenager has become a powerful inspiration for Kobi Simmat, the author of How to Build a Business Others Want to Buy. Kobi explained the impact this experience has had on... Read More » 4 min read
Veteran Business Broker Tony Arena Explores the Future of...
As a veteran of the business broking industry, Tony Arena has a wealth of experience and knowledge to share, so the opportunity to meet with him can lead to a riveting conversation. After graduating with an Arts/Law degree, Tony immersed himself in the legal... Read More » 8 min read
When Selling a Business, it’s Important to Consider the...
Bill Gates famously observed that “people overestimate what they can do in one year and underestimate what they can do in 10 years.” For Barton Cha, the director of Sinosmart Business Brokering in Sydney, the last decade has been one of significant... Read More » 7 min read
LINK’s Expansion Fuels Success
From an inauspicious start as an entrepreneur, Farzin Hesari has worked hard to build powerhouse business brokerages – first in Tasmania before expanding to Melbourne and, more recently, Adelaide. In the early 2000’s, Farzin realised... Read More » 10 min read
