In this episode of Bean There Done That, host Phil Di Bella sits down with Barry Wilkinson of SW Brokerage for an eye-opening discussion about finance, business strategy, and the evolving landscape of hospitality. Together, they dig into the current financial climate, the practicalities of buying and selling hospitality businesses, and the real challenges faced by café owners today. Barry shares war stories from decades in the industry, demystifies common misconceptions, and gives actionable advice to help listeners navigate uncertain times.

• The realities of finance in hospitality today

• How business valuations are changing post-pandemic

• The process (and pitfalls) of selling and buying hospitality businesses

• The importance of understanding your financials – and what most owners get wrong

• Real-life stories from the brokerage trenches

• Advice for both new and established hospitality entrepreneurs

Barry Wilkinson is the founder and principal of SW Brokerage, a firm specialising in the sale and acquisition of hospitality businesses across Australia. With decades of hands-on experience, Barry has helped hundreds of café and restaurant owners navigate the complex process of buying and selling, offering unmatched industry insight and a reputation for straight-talking, practical advice. His passion for hospitality and deep financial knowledge make him a trusted voice for anyone looking to succeed in the café world.

Top Takeaways

• Know Your Numbers: Many business owners don’t truly understand their financial position. Accurate, up-to-date records are essential for both survival and sale.

• Valuation Has Changed: What made a business valuable pre-pandemic isn’t always true now. Buyer expectations, risk tolerance, and market realities have shifted.

• Be Ready to Sell: Whether or not you plan to sell, running your business ‘sale-ready’ (with clear processes and financials) is the safest bet.

• It’s Never “Just About the Coffee”: Success in hospitality is about much more than great products—it’s about leadership, adaptability, and resilience.

• Expert Guidance Matters: The right broker can save time, money, and heartache. DIY approaches often miss hidden pitfalls.

Time-Stamped Key Points

• 00:00 – Introduction to the episode and Barry Wilkinson’s background

• 03:15 – Why finance is the “hot topic” in hospitality right now

• 07:30 – What most café owners get wrong about business valuations

• 11:50 – Common mistakes made when selling (and buying) a business

• 15:20 – Barry’s most surprising “war story” from the field

• 19:05 – The shift in buyer behaviour and what it means for sellers

• 23:40 – Key advice for new hospitality entrepreneurs

• 28:10 – How SW Brokerage works and what makes a good broker

• 31:45 – Final thoughts: why adaptability is the biggest asset in 2025

Links & Resources Mentioned

• Coffee Commune

• SW Brokerage

• DOSH

Like what you heard? Don’t miss this deep dive into the financial realities of hospitality—listen to the full episode now on your favourite podcast platform (Spotify, Apple Podcasts, Google Podcasts, and more).

Produced by The Podcast Boss

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