Xcllusive Business Sales Melbourne Research
Advisory Approach
Xcllusive Business Sales is Australia's most successful agency for selling businesses valued at $1M and above. Founded in 2004 by Zoran Sarabaca after his own frustrating experience selling a business, Xcllusive was built on the principle that selling a business requires a personal, tailored approach—not just listing and advertising. Zoran founded Xcllusive in 2004 after successfully selling his own maintenance business in just 8 weeks using a structured presentation and targeted marketing approach, after traditional brokers had failed to produce any results in 3 months. The firm's core thesis is that businesses must be presented transparently to buyers in a way that enables informed purchasing decisions while protecting the seller's confidential information. Xcllusive emphasizes learning everything about each client's business, devising appropriate marketing strategies, and selling with the same drive and passion as if it were their own.
The firm operates two distinct service divisions: the main Xcllusive Business Sales for businesses valued $1M-$5M, and MAX Premium Business Sales for premium businesses valued between $5M and $50M. This two-tier structure allows Xcllusive to serve the broader SME market while providing sophisticated M&A advisory services for larger enterprises. MAX bridges the gap between traditional business brokers and high-end M&A advisors, offering specialist teams, elite buyer access (100,000+ buyers including Australian PE firms and 2,000+ US equity groups), and industry-level marketing across 8+ platforms.
Xcllusive is the only business brokerage agency in Australia to offer a Triple Guarantee to clients: (1) a 120-Day 'Find-Your-Buyer' Guarantee promising that the ultimate buyer will be introduced within 120 days or commission is reduced by 50%; (2) a 110% Money Back Satisfaction Guarantee allowing clients to exit within 30 days with a full refund of engagement fees plus 10%; and (3) a 7-Day Agreement Exit Guarantee allowing termination with 7 days' notice at any point. This guarantee structure reflects Xcllusive's confidence in their process and provides clients with certainty and flexibility uncommon in the industry.
Sector Focus
Xcllusive Business Sales operates across all major industry sectors, with particular depth in healthcare and medical practices, manufacturing and industrial businesses, construction and engineering, food and beverage, retail, automotive services, accommodation and hospitality, and professional services. The firm has sold over 70 businesses across diverse sectors, demonstrating versatility in deal types and industry expertise.
Within healthcare, Xcllusive has dedicated specialists with deep domain knowledge. Larry Green, a healthcare specialist with over 14 years' experience in healthcare business sales and a background as a senior manager in the pharmaceutical industry and biochemist at a major Melbourne hospital, leads the healthcare practice. Xcllusive has sold medical practices, dental clinics, allied health practices, and healthcare businesses across Australia. Recent transactions include a high-end cosmetic and dental clinic in Melbourne for $1.95M, a multi-faceted allied health business in Tasmania for $545K, and an established DPA medical practice in Brisbane for $450K.
In manufacturing and construction, Xcllusive has completed significant transactions including a highly profitable joinery business on the NSW Central Coast for $4.3M (with revenue of $5M and operating profit of $1.2M-$1.5M) and a premium aluminium scaffold hire and sales business in Adelaide for $600K. The construction focus extends to engineering services, building products, and trades businesses. Leisa Wheatland leads the accommodation specialism, bringing decades of hands-on experience managing 14 motels, hotels, and pubs, with expertise in operations, deals, and leases across hospitality, gaming, and TAB operations.
The firm maintains strong capabilities in food and beverage, having sold wholesale bakeries with specialized gluten-free product lines and regional bakeries with gross profit margins of 74-76%. Retail transactions include heating retailers with over 30 years of trading history and newsagencies serving as main delivery hubs for regional areas. Automotive services sales include auto body repair businesses with steady growth and booked work 4-6 weeks in advance.
Deal Track Record
Xcllusive Business Sales maintains an active sold businesses portfolio with 70+ completed transactions publicly listed on their website. Recent deals demonstrate the firm's ability to sell businesses across diverse industries and value ranges:
- Highly Profitable Joinery Business – Central Coast, NSW – $4.3M + SAV (Building/Construction) – Revenue $5M, operating profit $1.2M-$1.5M
- High-End Cosmetic and Dental Clinic – Inner Melbourne – $1.95M (Medical) – Revenue $2.9M, adjusted net profit $669K, 34% ROI
- Established Heating Retailer – Eastern Melbourne – $1M + SAV (Retail) – Over 30 years trading, $2.7M+ turnover FY2025
- Profitable Auto Body Repair Business – Sunshine Coast, QLD – $1M (Automotive) – Profits $545K+, approved repairer for major insurance companies
- Highly Profitable Regional Bakery – Macedon Ranges, VIC – $1.05M + SAV (Food Industry) – Gross profit margins 74-76%, weekly sales $45K+
- Multi-faceted Allied Health Business – Northern Tasmania – $545K (Medical) – Income $1.75M, operating profit $316K (2025)
- Premium Aluminium Scaffold Hire and Sales Business – Adelaide – $600K + SAV (Building/Construction) – Family-operated for 45 years
- Unique Wholesale Bakery and Distribution Business – Sydney – $600K (Food Industry) – Specializing in gluten-free products with top-tier clients
- Established DPA Medical Practice in Growth Corridor – Brisbane – $450K (Medical) – Profits $130K+, no local competition
The firm has achieved consistent deal flow across Australian states, with completed transactions in NSW, Victoria, Queensland, South Australia, Western Australia, Tasmania, and the ACT. Their national presence with offices and team members in Sydney, Melbourne, Brisbane, Adelaide, Perth, Newcastle, Central Coast, and regional areas enables local market knowledge combined with national buyer database access.
Xcllusive's MAX division for premium businesses ($5M-$50M) provides access to an elite buyer network of 100,000+ buyers including Australian private equity firms and 2,000+ US equity groups, positioning larger transactions for sophisticated buyer pools.
Process & Fee Structure
Xcllusive follows a structured 12-step business selling process designed to guide sellers from initial decision through to successful changeover:
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Decision and Research – Understanding the business sale process, setting realistic pricing based on market not book value, and ensuring the decision to sell is informed and final.
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Choosing the Business Broker – Xcllusive advises clients to interview multiple agents, check existing client references, avoid long exclusive contracts, verify business knowledge, and evaluate based on capability rather than just fees.
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Preparation for Sale – Xcllusive prepares comprehensive Sales Memorandums including business history, customers and markets, products and services, financial highlights for 3+ years, employee and wage details, assets, contracts, strengths, expansion potential, reasons for sale, and asking price. Financial records are brought up to date and loose ends addressed.
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Marketing – Multi-channel marketing including Xcllusive website listing, database burst to 47,000+ registered buyers, advertising on major business-for-sale websites, professional network outreach, potential takeover company identification, industrial paper and local newspaper advertising, video advertising, and strategic cold calling.
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First Contact – Confidentiality agreements executed before information disclosure.
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Business Presentation – Sales Memorandums provide comprehensive information, with Xcllusive agents accompanying buyers for all inspections and meetings.
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Offer – Written offers received as letters of intent including purchase price, timeframe, owner assistance requirements, trading restrictions, exclusions, and conditions.
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Negotiation – Creative, communicative negotiation process understanding both parties' circumstances.
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Due Diligence – Comprehensive disclosure including contracts, financial records, P&L for three years, bank statements, tax returns, employment contracts, leases, software licenses, stock levels, customer/supplier contracts, and all relevant documentation.
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Exchange – Contract signing with mutual commitment.
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Settlement – Payment, ownership transfer, employee entitlement transitions, and lease reassignments (typically 4-6 weeks post-exchange).
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Changeover – Post-settlement owner assistance for training, operations, and introductions.
Regarding fees, Xcllusive discloses that legal costs for contract preparation range from $1,500-$8,000 depending on complexity (tens of thousands for large businesses), valuations start from $200 and can reach several thousand dollars, and various other costs may apply including lease transfer fees, early loan repayment penalties, payable accounts, tax liabilities, and worker entitlements. The firm does not publicly publish standard commission rates, noting that fees vary and that higher-fee agents may deliver better outcomes. The Triple Guarantee structure with commission reduction if buyer introduction targets are not met indicates a confidence-based fee model.
Buyer Network
Xcllusive Business Sales maintains a database of 47,000+ registered buyers, with the MAX Premium division providing access to 100,000+ buyers including Australian private equity firms and 2,000+ US equity groups. This substantial buyer database is a key competitive advantage, allowing Xcllusive to conduct 'database bursts' sending new listings directly to qualified buyers matching business profiles.
The firm targets multiple buyer categories: individual buyers seeking owner-operator businesses, strategic buyers looking for acquisitions to expand their existing operations, private equity groups and family offices seeking investment opportunities, and industry-specific buyers identified through research and cold calling. Xcllusive's approach includes preparing lists of potential takeover companies for seller approval and direct contact.
Buyer types in Xcllusive's completed transactions include individual owner-operators (typical for businesses under $2M), strategic buyers expanding geographically or into adjacent product lines, and investors seeking established businesses with strong cash flow. The accommodation and healthcare specialisms have cultivated specific buyer networks in those sectors.
Competitive Positioning
Xcllusive differentiates from other Australian business brokers through several key factors:
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Triple Guarantee – The only Australian agency to offer three guarantees: 120-day buyer introduction with 50% commission reduction if not met, 110% money-back satisfaction guarantee within 30 days, and 7-day agreement exit guarantee. This risk reversal provides clients with certainty and flexibility.
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Structured Process – A comprehensive 12-step process with detailed preparation, Sales Memorandums, and hands-on guidance through marketing, buyer introduction, due diligence, and negotiation. Many competitors simply list and refer buyers to the seller.
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National Buyer Database – 47,000+ registered buyers (100,000+ for MAX division) enabling targeted database bursts and efficient buyer matching.
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Industry Specialization – Dedicated specialists in healthcare (Larry Green) and accommodation (Leisa Wheatland) provide deep domain expertise that generalist brokers lack.
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Two-Tier Service Structure – Main brand for $1M-$5M businesses and MAX division for $5M-$50M enterprises allows appropriate service levels for different market segments.
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Ethical Standards – Code of Conduct & Ethics publicly available, emphasizing transparency, confidentiality, and client-focused service.
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Founder-Led Culture – Zoran Sarabaca's personal experience as a business owner who struggled to sell through traditional brokers informs the firm's client-centric approach.
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Marketing Excellence – Multi-channel marketing across 8+ platforms for MAX clients, video advertising, strategic cold calling, and professional network outreach.
Compared to competitors like LJ Gillard, Business Brokers Network, and regional real estate agents offering business sales, Xcllusive provides more sophisticated processes, stronger guarantees, and specialist expertise. Compared to high-end M&A advisors, Xcllusive offers broader SME market coverage with more accessible fee structures through its main brand.
Not a Fit If
Xcllusive may not be the right choice for:
- Businesses valued under $500K – Xcllusive focuses on $1M+ businesses (main brand) and $5M+ (MAX division)
- Businesses unwilling to prepare comprehensive documentation – Xcllusive's process requires thorough preparation including Sales Memorandums and three years of financial records
- Sellers seeking quick, minimal-process listings – Xcllusive's approach is hands-on and structured, not a simple listing service
- Businesses requiring immediate sale – The 120-day buyer introduction guarantee acknowledges that finding the right buyer takes time
- Sellers wanting to handle all buyer interactions – Xcllusive agents accompany buyers for all inspections and manage the process end-to-end
- Businesses with significant undisclosed issues – Xcllusive requires disclosure of all material facts prior to marketing
- Sellers locked into long exclusive agreements elsewhere – Xcllusive's 7-day exit guarantee highlights their view that long lock-ins disadvantage clients
Team
Xcllusive Business Sales employs 30+ brokers and business analysts across Australia, led by founder Zoran Sarabaca. Key team members include:
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Zoran Sarabaca – Founder and Principal. Started Xcllusive in 2004 after selling his own maintenance business using a structured approach that generated 30 enquiries and 4 offers in 4 weeks, after traditional brokers failed to produce results in 3 months. Business owner from age 17 with extensive sales and business management experience.
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Hayden Senior – Business Analyst, Melbourne. Background in hotel sales and marketing across Australia, Canada, and Asia. Co-founder and Director of Sales for Concert Telecom for 8 years, then business management software sales across legal, IT, and manufacturing verticals.
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Larry Green – Business Broker, Melbourne. Healthcare specialist with 14+ years' experience in healthcare business sales. Former senior manager in pharmaceutical industry and biochemist at major Melbourne Hospital. Licensed Real Estate Agent in Victoria, Registered Business Valuer, Certified Business Broker.
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Leisa Wheatland – Business Analyst/Accommodation Specialist, Melbourne. Specializes in leasehold and freehold accommodation sales. Has managed 14 motels, hotels, and pubs with expertise in operations, deals, and leases. Career highlights include turning around underperforming motels and managing Melbourne's Lyceum Club. Winner of inaugural Flag Motel of the Year award.
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Choon Ng – Business Broker, Melbourne. 30+ years' commercial experience in professional services, IT, telecommunications, online, and wholesale/distribution. Has successfully bought and sold hundreds of privately held businesses. Registered Business Valuer (RBV) and Certified Practising Business Broker (CPBB) with Australian Institute of Business Brokers (AIBB). Served on AIBB Board as Director and Chaired Education and Training Committee for 3 years. REIV Business Brokers of the Year award winner 2018.
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Robert Hurst – Business Broker, Melbourne. Formerly Managing Director of Hurst Partners Business Brokers, specialising in business sales in Victoria since 1985. Real estate career commenced 1973. Member and Fellow of Real Estate Institute of Victoria (REIV), served 4 years as chairman of business brokers chapter and 29 years on REIV Members Council. Director and Board Member of REIV for 6 years. Foundation member of Australian Institute of Business Brokers. Registered Business Valuer (No. S201017) and Fellow of AIBB.
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Dennis Morgan – Business Analyst, Brisbane/Queensland. Previous business owner from services sector with 30+ years' experience with medium to large organizations at Principal/Corporate level. Registered Business Valuer and Member of AIBB.
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Emily Troon – Business Analyst, South Australia. 20-year sales and marketing career consulting small and medium businesses, managed finances for family businesses. Passionate about helping business owners prepare for sale and achieve best outcomes.
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Denise Hall – Business Analyst, Melbourne. Built and operated her own consulting business for 14 years, strategically acquired in 2011. Former international management consultant for 5 years. Experience across banking, mining, manufacturing, services, retail, education, HR, and training. Member of Australian Institute of Business Brokers and REIV.
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Stuart Boyd – Business Broker, Sydney. 35+ years' business experience as a leader and entrepreneur. Held senior executive roles in top companies and founded multiple successful businesses. Deep understanding of selling and purchasing businesses through extensive M&A experience. Specializes in childcare, manufacturing, and transport/logistics.
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Adele Momin – Business Valuations, Sydney. 26+ years' experience, 11 in M&A and Business Sales. Multiple business degrees from University of New South Wales.
The team includes registered business valuers, certified business brokers, real estate agents, and former business owners bringing practical operational experience to the advisory process.
Geographic Coverage
Xcllusive Business Sales operates nationally across Australia with offices and team members in all major states and territories. Head office is located at G14, 1-15 Barr Street, Balmain, New South Wales. The firm also has an international presence with Xcllusive Business Sales Hawaii operating in Oahu.
Service coverage includes New South Wales (Sydney, Newcastle, Central Coast, Wollongong, Maitland, and regional centres), Victoria (Melbourne, Geelong, Ballarat, Bendigo, and regional Victoria), Queensland (Brisbane, Gold Coast, Sunshine Coast, Townsville, Cairns, Toowoomba, and regional Queensland), Western Australia (Perth and regional WA), South Australia (Adelaide and regional SA), Tasmania (Hobart, Launceston, Devonport, Burnie), Northern Territory (Darwin, Alice Springs), and Australian Capital Territory (Canberra).
Industry Expertise and Verticals
Xcllusive's industry expertise is evidenced by their dedicated specializations and track record:
Healthcare and Medical: Led by Larry Green with 14+ years' healthcare business sales experience and pharmaceutical/clinical background. Transactions include medical practices, dental clinics, cosmetic clinics, allied health practices (physiotherapy, occupational therapy, speech pathology), and healthcare businesses. Understanding of healthcare regulations, accreditation requirements, and buyer profiles in medical services sector.
Accommodation and Hospitality: Led by Leisa Wheatland with decades of hands-on experience operating motels, hotels, and pubs. Expertise in leasehold vs. freehold sales, accommodation operations, gaming licenses, TAB operations, and hospitality-specific valuation methodologies. Separate brand Xcllusive Stays focuses exclusively on accommodation business sales (hotels, motels, caravan parks).
Manufacturing and Industrial: Experience selling joinery businesses, manufacturing operations, scaffold hire and sales businesses, and industrial services. Understanding of manufacturing processes, equipment valuation, industrial property requirements, and trade buyer profiles in manufacturing sectors.
Food and Beverage: Transactions include wholesale bakeries with specialized product lines (gluten-free, organic), regional bakeries with high gross margins, food distribution businesses, and food manufacturing. Understanding of food safety regulations, supply chain relationships, and equipment valuation in food production.
Construction and Engineering: Experience selling construction-related businesses including joinery, scaffold services, engineering services, and building products. Understanding of construction cycles, project-based revenue streams, and trade buyer profiles.
Professional Services: General business brokerage across accounting practices, legal practices, consulting businesses, and professional services firms. Understanding of professional services valuation, client relationship transfer, and partner structures.
This breadth of expertise combined with national coverage positions Xcllusive as a full-service business brokerage capable of selling diverse business types across all Australian markets.