Xcllusive Business Sales Research
Advisory Approach
Xcllusive Business Sales is Australia's leading business brokerage firm, founded in 2004 by Zoran Sarabaca with a mission to bring certainty and professionalism to the business broking industry. The firm operates with a clear thesis: selling a business shouldn't be a risky, uncertain process—it should be a structured, confident journey that delivers the true value of a lifetime's work.
Xcllusive differentiates itself through several key principles that define their advisory approach:
Triple Guarantee: Xcllusive is the only business brokerage in Australia to offer a triple guarantee, demonstrating their commitment to outcomes rather than just activities. This guarantee reflects their confidence in their process and their alignment with client success.
Exhaustive Buyer Network: With over 47,000 registered buyers in their database, Xcllusive has assembled what is likely Australia's largest qualified buyer network. This scale creates real advantages—when they take a business to market, they can reach more potential buyers, faster, than any competitor.
Process Rigor: The firm brings institutional-quality discipline to what has traditionally been a relationship-driven, informal industry. They prepare comprehensive Information Memorandums, implement structured marketing campaigns, and maintain disciplined follow-up with prospects. Their testimonials consistently mention the rigor of their preparation and the clarity of their process.
Confidential Marketing: Xcllusive markets businesses confidentially across multiple channels while protecting the seller's identity and business continuity. They understand that premature disclosure can damage operations, employee morale, and customer relationships.
Sector Focus
Xcllusive maintains broad sector expertise across the Australian economy, with particular depth in industries where founder-owners dominate and business transfer is a critical liquidity event:
Healthcare & Medical: Deep specialization in medical practices, dental clinics, allied health practices, and healthcare businesses. Their healthcare specialist Larry Green has 14+ years of experience in health care business sales and an in-depth knowledge of the sector. The firm has sold multiple medical practices, cosmetic and dental clinics, and allied health businesses.
Professional Services: Strong track record in accounting practices, legal firms, recruitment agencies, and other professional service businesses. The firm specifically markets expertise in selling accounting practices and has completed numerous professional services transactions.
Manufacturing & Industrial: Extensive experience in joinery, construction, engineering, and manufacturing businesses. Their sold transactions include a $4.3M joinery business (Central Coast), aluminium scaffold businesses, and various manufacturing operations.
Retail & Wholesale: Active in retail businesses, wholesale operations, and distribution companies. Their team has sold heating retailers, butcher shops, newsagencies, and various retail operations.
Food & Beverage: Significant presence in bakeries, food manufacturing, and beverage businesses. They've sold wholesale bakery operations, regional bakeries, and food distribution businesses with specialty in gluten-free products.
Accommodation & Hospitality: Dedicated specialist Leisa Wheatland leads their accommodation practice, with decades of experience in hotels, motels, and pubs. They've sold numerous accommodation businesses across Australia.
Technology & IT Services: Growing practice in managed IT services, technology solutions businesses, and IT services firms. Their testimonials include successful sales of managed services businesses and technology solution providers.
Automotive & Transportation: Experience in auto body repair, transportation services, and automotive businesses. Their sold transactions include auto body repair businesses and transportation servicing operations.
Education & Training: Active in tutoring businesses, education services, and training organizations.
Deal Track Record
Xcllusive has completed approximately 700 transactions since 2004, making them one of Australia's most active business brokerages. Their sold businesses database shows 70 pages of completed transactions, representing one of the largest deal footprints in the Australian market.
Notable recent transactions (2024-2026) include:
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Highly Profitable Joinery Business – Central Coast, NSW: Sold for $4.3M + SAV. Revenue $5M, operating profit $1.2M-$1.5M. Established 1999. Building/construction sector.
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High-End Cosmetic and Dental Clinic – Inner Melbourne: Sold for $1.95M. Revenue $2.9M, adjusted net profit $669K (2025), 34% ROI. Established 2016. Medical sector.
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Established Heating Retailer – Eastern Melbourne: Sold for $1M + SAV. Over 30 years trading history, $2.7M+ turnover FY2025. Retail sector.
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Premium Aluminium Scaffold Hire and Sales Business – Adelaide: Sold for $600K + SAV. Family-operated for 45 years. Building/construction sector.
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Unique Wholesale Bakery and Distribution Business – Sydney: Sold for $600K. Established 2001, specializing in gluten-free products, top-tier clients. Food industry sector.
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Multi-faceted Allied Health Business – Northern Tasmania: Sold for $545K. Income $1.75M, operating profit $316K (2025). Medical sector.
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Profitable Auto Body Repair Business – Sunshine Coast, QLD: Sold for $1M. Profits $545K+. Automotive sector.
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Highly Profitable Regional Bakery – Macedon Ranges, VIC: Sold for $1.05M + SAV. Annual turnover $2.3M+, weekly sales $45K+. Gross profit margins 74-76%. Food industry sector.
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Established DPA Medical Practice – Brisbane: Sold for $450K. Profits $130K+. Established 22 years. Medical sector.
Their transaction history shows broad industry representation, consistent deal flow across multiple Australian states, and successful outcomes in both boom and challenging economic conditions (including during COVID-19 lockdowns).
Process & Fee Structure
Xcllusive's sales process is structured and methodical:
Discovery Phase: Comprehensive understanding of the business, its operations, financials, and the seller's objectives. Their testimonials consistently mention brokers taking time to understand the business before going to market.
Preparation Phase: Preparation of Information Memorandums, financial analysis, and pre-sale work to ensure the business is positioned optimally. Their healthcare testimonials specifically mention the quality of Information Memorandums and due diligence support.
Marketing Phase: Confidential marketing across multiple channels, leveraging their 47,000+ buyer database. Their process includes targeted outreach to qualified buyers and structured presentation of opportunities.
Negotiation & Due Diligence: Hands-on management of buyer inquiries, negotiations, and due diligence processes. Testimonials mention brokers being available at short notice, guiding sellers through the process, and sorting out issues with solicitors.
Settlement: Coordination of settlement transitions, including lease transfers, staff transitions, and post-sale support.
Fee Structure:
- Commission-based model (standard in Australian business brokerage)
- Legal costs: $1,500-$8,000 depending on complexity
- Valuation costs: $200+ for stock/plant valuations
- Additional costs include lease transfer fees, early loan repayment penalties, and tax liabilities
Typical timeline: 3-6 months from listing to settlement, with some transactions closing faster (testimonials mention sales within 3 months even during COVID-19 restrictions).
Buyer Network
Xcllusive's competitive advantage is largely built on their buyer database:
- 47,000+ registered buyers: Australia's largest registered buyer network for business sales
- National coverage: Buyers across all Australian states and territories
- Qualified leads: Registered buyers who have been vetted and are actively looking
- Industry-specific databases: Specialized buyer lists for healthcare, accounting, manufacturing, and other sectors
- International reach: Capability to market to overseas buyers (particularly for larger businesses)
Their testimonials consistently mention the quality of buyers introduced and the speed with which they bring qualified prospects. One testimonial mentioned receiving 2 buyers within 3 days of listing.
Competitive Positioning
Triple Guarantee: Xcllusive is the only Australian business broker to offer a triple guarantee, demonstrating confidence in their process and outcomes.
Scale: With 47,000+ buyers, 40+ team members nationally, and ~700 completed transactions, they have scale advantages that create network effects and operational efficiencies.
Specialization: While they maintain broad sector coverage, they have developed genuine expertise in healthcare, professional services, manufacturing, and accommodation sectors.
National Footprint: Offices and team members across NSW, VIC, QLD, SA, WA, TAS, NT, and ACT, giving them local knowledge combined with national reach.
Process Discipline: They bring institutional rigor to an industry that has historically been informal and relationship-driven. Their Information Memorandums, marketing campaigns, and follow-up processes are systematic and repeatable.
Founder Leadership: Founder Zoran Sarabaca built Xcllusive on principles learned from selling his own business—the understanding that you have to believe in and know everything about a business to sell it effectively.
Not a Fit If
Based on their positioning and typical deal sizes, Xcllusive is likely not a fit if:
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Businesses under $500K: Their stated focus is $1M+ quality businesses. While they do have SME sales under $1M, their core competency appears to be in larger transactions.
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Asset sales or liquidations: Their value is in going-concern businesses with operational continuity. While they can handle distressed sales, their positioning is around maximizing value for healthy businesses.
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Sellers wanting a limited process: Their competitive advantage is in exhaustive buyer outreach and process rigor. Sellers who want to sell quickly to a pre-identified buyer may not need their full-service approach.
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International businesses: Their focus is clearly on Australian businesses. While they can market internationally, their core competency is domestic transactions.
Team
Xcllusive has assembled a large, experienced team of 40+ business brokers and analysts across Australia:
Leadership:
- Zoran Sarabaca: Founder and Principal. Business owner from age 17, formed Xcllusive in 2004 based on principles learned from selling his own business.
Senior Team Members:
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Hayden Senior: Business Analyst, Melbourne. 8+ years in sales and marketing, co-founder of Concert Telecom, expertise in IT and manufacturing verticals.
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Dennis Morgan: Business Analyst, Brisbane/Queensland. 30+ years experience, former business owner, Registered Business Valuer, Member of AIBB.
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Emily Troon: Business Analyst, South Australia. 20+ years sales and marketing career, managed family businesses, specializes in helping business owners prepare for sale.
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Denise Hall: Business Analyst, Melbourne. Built and operated consulting business for 14 years, acquired 2011, member of Australian Institute of Business Brokers and REIV.
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Leisa Wheatland: Business Analyst/Accommodation Specialist, Melbourne. Decades of experience managing 14+ motels, hotels, and pubs. Expertise in leasehold and freehold sales in accommodation sector.
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Larry Green: Business Broker, Melbourne. 14+ years in health care business sales, former senior manager in pharmaceutical industry, biochemist background. Licensed Real Estate Agent, Registered Business Valuer, Certified Business Broker.
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Choon Ng: Business Broker, Melbourne. 30+ years commercial experience, successfully bought and sold hundreds of privately held businesses. Registered Business Valuer (RBV) and Certified Practising Business Broker (CPBB) with AIBB. Previous winner of REIV Business Brokers of the Year award (2018).
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Stuart Boyd: Business Broker, Sydney. 35+ years business experience, former senior executive in top companies, founded multiple successful businesses. Expertise in childcare, manufacturing, and transport/logistics.
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Jim Lund: Business Broker, Sydney. Business coach since 2002, business owner since 1984, 30 years business experience. Known for building rapport with buyers and sellers.
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Mark Attard: Business Broker, Sydney. Formerly banking manager for ANZ for 20 years, Post Graduate Diploma in Financial Services Management.
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Peter George: Business Broker, Sydney. 40+ years experience in commercial property development, manufacturing, distribution, and finance. Trained as valuer in London, worked in US, Europe, and Asia.
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Adeel Momin: Business Valuations, Sydney. 26+ years experience, 11 in M&A and Business Sales, multiple business degrees from University of New South Wales.
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Bernetta Lee: Accounts and Finance/Business Valuations. Qualified CPA, 13 years corporate management accounting for publicly listed company, involved in valuations for businesses up to $10M.
The firm's structure includes business brokers, business analysts, valuation specialists, and support staff across marketing, customer service, and administration.
Geographic Coverage
Xcllusive has comprehensive national coverage across Australia:
Primary Markets:
- New South Wales: Sydney, Newcastle, Central Coast, Wollongong, Maitland, Tweed Heads, Coffs Harbour, Wagga Wagga, Albury, Port Macquarie, Tamworth, Dubbo
- Victoria: Melbourne, Geelong, Ballarat, Bendigo, Wodonga, Melton, Shepparton, Mooroopna, Mildura, Traralgon, Warrnambool, Bacchus Marsh
- Queensland: Brisbane, Gold Coast, Sunshine Coast, Townsville, Cairns, Toowoomba, Mackay, Rockhampton, Bundaberg, Gladstone, Maryborough, Mount Isa
- Western Australia: Perth, Bunbury, Busselton, Geraldton, Albany, Kalgoorlie, Boulder, Karratha, Yanchep, Port Hedland, Broome, Esperance
- South Australia: Adelaide, Mount Gambier, Victor Harbor, Goolwa, Whyalla, Murray Bridge, Port Lincoln, Port Pirie, Port Augusta
- Tasmania: Hobart, Launceston, Devonport, Burnie, Ulverstone
- Northern Territory: Darwin, Alice Springs
- Australian Capital Territory: Canberra
International: Limited presence in Hawaii, Oahu through Arlene Guerrero, Business Analyst/Broker.
Headquarters: Balmain, NSW, Australia (Barr Street office)
Phone: 1800 825 31 (Australia-wide)
Additional Insights
Market Leadership: Xcllusive positions itself as "Australia's most successful agency for selling $1M+ quality businesses." Their scale, transaction history, and national footprint support this claim.
Continuous Innovation: The firm has developed specialized offerings including Xcllusive Stays (accommodation specialist division), Xcllusive Finance (financing services), and a 7-step DIY guide for business owners who want to sell themselves.
Thought Leadership: Founder Zoran Sarabaca hosts a podcast on buying and selling businesses, and the firm produces educational content on business sales, valuations, and market trends.
Industry Recognition: Team members hold certifications from AIBB (Australian Institute of Business Brokers), REIV (Real Estate Institute of Victoria), and various professional accreditations.
Client Satisfaction: Testimonials consistently mention professionalism, communication, preparation quality, and successful outcomes. Multiple clients mention selling for expected prices or more than expected.
Resilience: The firm successfully navigated the COVID-19 pandemic, completing sales during lockdown periods and adapting their processes to ensure business continuity.