---
title: "The buyer package: what to send, when, Marketing Your Route to the Right Buyers"
url: https://poolroutemarketplace.com/learn/marketing-your-route/buyer-package
description: "Sequence matters as much as content. Sophisticated buyers expect information in stages, gated by their commitment.\n\n**Stage 1, Blind Teaser (sent to anyone with"
lang: en
---

# The buyer package: what to send, when

Lesson 2 of 8 · 9 min read

Sequence matters as much as content. Sophisticated buyers expect information in stages, gated by their commitment.

**Stage 1, Blind Teaser (sent to anyone with an inquiry):**

\- 1 page. PDF. No business name.
\- Headline metrics: MRR, account count, recurring %, tenure, geography (region not city), included assets, asking price (or "asking 11–13x trailing recurring").
\- Reason for sale (one sentence).
\- Process and contact: "Buyers should sign mutual NDA to receive detailed financials and account-level data."

**Stage 2, After signed NDA & buyer profile (5–10 days into engagement):**

\- Detailed Confidential Information Memorandum (CIM): 8–15 pages.
\- 24-month MRR chart, recurring vs one-time, churn analytics.
\- Account count by ticket band, by zip code, by tenure.
\- Equipment & vehicle list, software stack, included intangibles (brand, domain, phone number).
\- Operating model: routes, schedule, staffing, vendor relationships.
\- Year-end tax returns or financial statements.
\- Owner add-back schedule (with one-line justifications per add-back).
\- Transition plan and seller availability.

**Stage 3, After serious buyer interest & verbal range alignment:**

\- Account list with NAMES REDACTED but IDs, zip, monthly rate, billing method, tenure, service day.
\- Bank statement summaries (categorized).
\- Merchant processor monthly statements (the most unforgeable proof of recurring).

**Stage 4, After signed LOI:**

\- Full account list with names and addresses.
\- Equipment serial numbers, titles, registrations.
\- Customer contracts (HOA, commercial), if any.
\- Vendor contracts and software subscription details.
\- Insurance certificates and any claims history.
\- Any litigation, complaint, or regulatory matter from the past 3 years.

**Stage 5, Closing:**

\- Final reconciliation: account list as of close, MRR snapshot, any cancellations or rate changes since LOI.
\- Bill of Sale, transferred titles, software handover, password vault.

**The "data room" approach.** For deals over ~$200k, set up a simple shared folder (Google Drive, Dropbox, or a deal room tool) with view-only access by stage. Log who sees what and when. This protects you legally and makes diligence faster for serious buyers.

**Honesty wins price.** Every "surprise" the buyer finds during diligence costs you trust and dollars. Disclose known issues upfront in the CIM, "Account #7 has been on a rate dispute since June; we recommend resolving before close." A disclosed concern is a footnote; a discovered concern is a renegotiation.

**Templates** for the NDA, teaser, CIM cover, LOI, and seller disclosure are in the Library. As always, treat them as starting points and engage your own counsel.

## Quick check

\1. What's in the typical first-look buyer package?

\2. When do you share customer-level data?

\3. What format works best for buyers?

\4. Why include trailing-12-month financials early?

\5. What never goes in the package?

\6. Order the buyer package sections.

1. 1 Route metrics (density, MRR, churn)
2. 2 Executive summary & asking price
3. 3 Financial summary (TTM revenue, owner add-backs)
4. 4 Photos, equipment list, growth opportunities

Earn 50 points

Mark this lesson complete

← Previous lesson: https://poolroutemarketplace.com/learn/marketing-your-route/confidential-marketing
Next lesson →: https://poolroutemarketplace.com/learn/marketing-your-route/where-buyers-look

## Structured data

```json
[
  {
    "@context": "https://schema.org",
    "@type": "Organization",
    "name": "Pool Route Marketplace",
    "url": "https://poolroutemarketplace.com",
    "logo": "https://poolroutemarketplace.com/favicon.png"
  },
  {
    "@context": "https://schema.org",
    "@type": "WebSite",
    "name": "Pool Route Marketplace",
    "url": "https://poolroutemarketplace.com",
    "potentialAction": {
      "@type": "SearchAction",
      "target": "https://poolroutemarketplace.com/browse?q={search_term_string}",
      "query-input": "required name=search_term_string"
    }
  }
]
```