Table of Contents Topics

Hidden Wealth: How to Reap Big Profits From Surplus Goods and Equipment in the 21st Century (4th edition) by Henry Kulesza, Professional Liquidator

In the introduction, we briefly explain what the surplus business is about, why it is so profitable, and what our role is in educating those that have an interest in this fascinating industry.

In order to be successful in this unique industry, you must understand an array of different things: What creates surplus, what makes surplus "distressed," what types of companies are likely to have surplus, when are companies most likely to have surplus, what kinds of surplus are easiest and most profitable to resell, what types of companies buy surplus, etc. Begin by understanding the many types of liquidations. There are endless opportunities in various fields. Pick the one that suits you and start to pursue those opportunities. Start part-time if you like. Once you begin to realize the huge profits that can be made, you'll want to spend more and more time in the business.

> Business Growth
> Poor Economy
> Restructuring/Acquisitions
> Bad Business Decisions
> Disasters - Natural and Man-made
> Trends
> Common Problems
> Government Surplus
> Helping Yourself While You Help Others
> Timing
> What’s Changing?

> Taking Action Now! Steps to take to get started immediately.

What are liquidated goods? Closeouts? Distressed goods? Where do you find them? Why are they in such demand? Find out why the secrets of this industry have been kept so well protected for so long. Learn of the tremendous profits being made on items that we see around us every day but never give a second thought to. Discover how easily you can start to profit by becoming aware of the secrets of the trade. Learn the techniques of making money through the use of other people's merchandise.

> Consumer Merchandise Wholesale Liquidators
> The Middlemen
> Discount Outlet Liquidators
> The Independant Liquidator (Freelancer)
> Networkers/Brokers
> Household Furniture Liquidators
> Business Equipment Liquidator
> Used Building Materials
> Auctioneers
> Flea Market Dealers/Garage Sales
> Other Liquidations
> A Note For Brokers

> Taking Action Now! Steps to take to get started immediately.

See how easy it is to find true bargains to buy or broker. They're around you every day of the week in every city in the country. Once you become aware of them, you'll wonder why you didn't notice them before. Train your mind to become AWARE. We'll tell you what kinds of goods to look for and what to stay away from. We'll tell you where to go to find them.

> What Creates Bargains?
> Where Do I Begin To Look For Distressed Goods?
> Newspapers
> Bankruptcies
> Divorce
> Probate
> Attorneys
> Accountants
> Leasing Companies
> Banks/Lending Institutions
> Management Companies/Realtors
> Hospitals
> Tax Liens/Sheriff Sales
> Department Store Chains/Mass Merchandisers
> Manufacturers
> Insurance companies
> Moving And Storage Companies
> Trucking Companies/Freight Haulers
> Repossessing Services
> Other Liquidators
> Motels
> Importers
> Other Sources
> Business Brokers
> Dealers Of New Equipment
> Businesses Barely Holding On
> Friends And Relatives

> Taking Action Now! Steps to take to get started immediately.

Finding goods to buy or broker is only half the battle. Negotiating a good deal and getting the terms you want is an art. Here we show you the secrets of doing just that. We'll show you why it's not a real obstacle if you have little or no cash to buy with. We'll show you the precautions you need to take when buying or brokering surplus and liquidated goods. We'll show you how to buy or secure almost any type of goods for 10 to 20 cents on the dollar! Learn the ways you can come off looking like a professional even when you're new in this business. We'll also show you how to find out the value of items you know nothing about.

> Convincing Your Seller
> Estimating Value
> Precautions To Take
> The Uniform Commercial Code
> Buying When You're Short Of Cash
> How To Get The Edge When Dealing With Sellers
> Tips Concerning The Buying of Goods
> Some Benefits Of The Trade
> Help In Determining Values

> Taking Action Now! Steps to take to get started immediately.

No matter how cheaply you bought or secured something, it's only a good deal if you can sell those goods for a profit. Here we show you how to get buyers for those goods, often even before you have those goods tied up! We teach you how to get buyers to come to you. You'll learn how to create a demand for what you sell.

> Finding Buyers
> Everyone Loves A Bargain
> Don't Deal In Junk
> Think Like a Customer
> Keep Your Eyes And Mind Open To Different Markets
> Don't Confuse Liquidating With Flea Marketing
> Keep Overhead Low - Build Your Network
> Consignments
> Other Thoughts On Selling
> Starting a Liquidation Outlet Store
> Advertising
> Flyers
> Bulletin Boards and Photo Albums
> Study Your Competition
> Direct Mail
> Where to Get Mailing Lists
> Plan Your Advertising Carefully
> Determining How Much To Pay For Goods
> Sales Strategies
> Inner Satisfaction

> Taking Action Now! Steps to take to get started immediately.

How to set up your operation, how to deal with buyers, brokers and sellers fairly, how to figure profits and expenses, how to operate out of your home, how to equip your whole office for under $100. These topics and much more are taught in this chapter. For the first time, learn to have fun while you quite possibly make more money than you have ever made.

> Plan Your Initial Strategy
> Study Your Competition
> Locating Your Business
> Read Good Books On Business Start-Ups
> Your Business Name Is Important
> Cashing Checks
> Trade Secrets
> Printing Your Stationery
> If You Need Warehouse Facilities
> If You Decide To Start A Business
> Don't Buy Unless It's A Steal
> Nothing Is Forever
> Cameras
> Computerizing
> Getting Organized
> Saving Time
> Employees, Contractors, Equipment
> Develop Your Own Library
> Brochures
> Sources Of Capital
> Keep In Mind Future Goals
> Having Fun With Your Store/Warehouse
> Be Innovative

> Taking Action Now! Steps to take to get started immediately.

CHAPTER 7

Although this book does not specifically advocate getting goods from auctions, there are times when auctions can be a good source for finding great deals. We'll show you why many auctions are not worth attending. We'll show you which ones are. Find out why auctions are not the best place to get goods. See why amateur buyers are sometimes taken advantage of at auctions. Learn how to spot professional buyers and see how they can help you get great deals. Become familiar with auction terminology. Discover what it takes to become an auctioneer yourself, if you desire!

> Deciding Which Auctions To Attend
> Auctions Can Be A Form Of Entertainment
> Types Of Auctions
> Other Types of Sales
> Bulk Bidding
> Reclaiming Goods
> Other Auctions Of Interest
> What To Expect When You Go
> Auction Terminology
> Let's Start Buying
> More Helpful Tips
> SOLD!....To The Man Scratching His Head
> What To Do When You're Done Buying
> Use Other People's Trucks
> Researching Values
> Forming Your Own Auction Company
> Broker Opportunities
> High Profitability In The Business

> Taking Action Now! Steps to take to get started immediately.

Find out why government sales are usually not the best place to locate bargains . . . except under certain conditions!

> Tales Of Fortunes Abound In Government Agencies
> Check Terms Of Sales Before Attending
> Disposal Policies Differ
> Government Agenices
> Real Estate

> Taking Action Now! Steps to take to get started immediately.

Here is a list of other related businesses that may be of interest to you. We also recap of the most important points to keep in mind and to review often.

> Other Spin-Off Businesses To Consider
> Store And Sell It
> Appraisals
> Delivery, Installation
> Equipment Leasing And Rental
> Consignment Shop
> Pawn Shop
> Repossession Service
> Import/Export
> Summing It All Up

APPENDIX

A list of publications, sources of price guides, information sources, government agencies, trade shows, and other
valuable information sources.

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