What Is Your Flooring Business Really Worth? With Martyn Cohen

Recorded live at the Flooring Forum during The Flooring Show 2026 in Harrogate, Martyn Cohen of Cockerill & Co takes a practical look at selling a flooring business, what buyers look for and why preparation should start well before you’re ready to leave. Valuing a business might sound as simple as multiplying its annual profit, but Martyn explains why the reality is more complicated. If the owner handles every quote, holds every customer relationship and keeps the knowledge in their head, how much of that business can someone else actually take over? Martyn explores the factors that build a buyer’s confidence, from reliable financial records and a balanced customer base to organised systems, documented processes and a team that can keep things running without you. With questions from the Flooring Forum audience, the session also covers staff retention, when to tell your team about a potential sale and how a proper handover can help. Martyn shares an example of an employee becoming a potential buyer, even after the owner had ruled out that possibility. What You’ll Learn in This Episode: Why a simple profit multiple doesn’t tell the whole story when valuing a flooring business. How relying too heavily on the owner can affect a buyer’s confidence. Why depending on a few large commercial customers can create risk. How customer records, CRM systems and measuring software can create transferable value. Why documenting your quoting, pricing and fitting processes makes a business easier to take over. The importance of consistent financial records and preparing your accounts before a sale. How industry connections and allowing enough time can help you find the right buyer. When to discuss a potential sale with staff and why retaining an experienced team matters. How employee buyouts, staged payments and an agreed handover can shape the deal. Memorable Quote: “What happens if you go on holiday for two weeks?” Martyn Cohen Speaker Information: Martyn Cohen Director, Cockerill & Co Martyn works with flooring business owners to improve their operations, support growth and prepare for a future sale. In this episode, he draws on his experience of advising owners and connecting sellers with prospective buyers. Where to Find Cockerill & Co: Website: https://www.cockerillandco.co.uk/ Email: hello@cockerillandco.co.uk Where to Find The UK Flooring Podcast: Website: https://theukflooringpodcast.co.uk/ YouTube: https://www.youtube.com/@cockerillco6141 Spotify: https://open.spotify.com/show/59DLhGPVKNtVoS656EYtxq Apple Podcasts: https://podcasts.apple.com/gb/podcast/the-uk-flooring-podcast/id1606720642 Instagram: https://www.instagram.com/theukflooringpodcast/ Facebook: https://www.facebook.com/theukflooringpodcast/ Produced by Cockerill & Co. Subscribe for more conversations, practical advice and business lessons from across the flooring industry.

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