Seller wind-down

Definition

The production that leaves with the selling veterinarian as their hours fall after closing, netted out.

Why It Matters

A selling doctor rarely stops on closing day; they cut to three days, then one, then none, and their clients either move to an associate or leave. Model debt service on production net of that wind-down, with the cost of recruiting the associate who replaces it treated as a real line and not a hope. Write the schedule into the purchase agreement: hours per week by month, which clients are introduced to whom, and what the seller is paid for the transition, since a wind-down nobody wrote down is the one that happens fastest.