In Australia's dynamic business sales landscape, most discussions tend to focus on Baby Boomer sellers and Millennial entrepreneurs. Yet sitting quietly between these two dominant generations is Generation X (those born between 1965 and 1980) many of whom are in their peak earning and investing years. This cohort represents an often-overlooked but highly capable demographic in business acquisitions.
At Lloyds Business Brokers, we are seeing increasing interest from Gen X buyers. Many have capital, experience and a desire for autonomy. For business owners and brokers alike, ignoring this group could mean missing out on a serious pool of qualified acquirers.
Gen X professionals are now in their mid 40s to late 50s. They're at a life stage where career expertise, financial resources, and appetite for independence often converge. Many are corporate veterans ready to transition out of the corporate world into business ownership, with a desire to control their time, legacy and wealth creation.
Key attributes of Gen X buyers include:
Strong financial profiles: Many have accumulated superannuation, property equity, and cash reserves.
Operational experience: Decades in leadership roles have given them hands-on expertise in management, systems, and scaling businesses.
Pragmatism over hype: Unlike some younger buyers drawn to tech disruptors, Gen X buyers are often interested in proven, cash-flow positive businesses in traditional sectors.
Desire for autonomy: Many are seeking independence after years of working for others. This is especially true post pandemic.
Unlike younger buyers who may prioritise lifestyle businesses or passion projects, Gen X buyers often have more pragmatic goals. They are typically seeking:
Established businesses with stable recurring revenue
Strong operational systems they can inherit or improve, especially if they incorporate Artificial Intelligence
Industries they already understand (e.g., manufacturing, logistics, B2B services)
A clean exit for the vendor, less interested in extended earn outs
Opportunities with scale potential or passive ownership over time
The ability to acquire a business using a SPACs (Special Purpose Acquisition Companies)
In 2023, Lloyds Business Brokers facilitated the sale of a $4.5 million precision engineering firm based in regional New South Wales. The buyer, a 52 year old former COO of an ASX listed company, was looking to exit the corporate world and acquire a business where he could apply his operational know-how and build long term wealth.
The business had a solid EBITDA, well-trained staff, and consistent B2B contracts, making it a perfect fit. The buyer secured a 60% debt-funded purchase supported by equity from a self-managed super fund (SMSF) and personal savings. The deal structure included a clean handover period of 90 days. This is something the buyer insisted on to fast track his transition.
What's notable is that the seller had originally expected interest from a younger digital-savvy entrepreneur. But the eventual Gen X buyer proved to be far more qualified, funded, and committed, bringing not only capital but operational discipline and maturity.
Many business owners, especially Baby Boomers, assume the next generation of buyers will be younger tech minded individuals. But this assumption can be limiting.
Gen X buyers bring:
Greater business acumen and risk assessment
A preference for operational excellence and profitability over hype
Stability, with fewer career switching tendencies
The ability to finance larger acquisitions due to longer credit histories and stronger balance sheets
For sellers looking for a smooth exit, with a buyer who can continue the legacy of the business while preserving jobs and culture, a Gen X acquirer may be the ideal match.
Business brokers should tailor their marketing strategies to better engage this demographic:
Use more direct, informative deal teasers (not just lifestyle branding)
Highlight operational efficiencies and systems in IMs
Communicate clearly about financing options, including SMSFs and vendor finance
Promote scalable businesses that align with Gen X's long-term goals
Establish a Memorandum of Understanding (MOU)
Additionally, targeted advertising in executive networks, LinkedIn groups, and industry associations can help reach this demographic more effectively than generic online marketplaces alone.
Generation X may be the forgotten demographic in business sales, but they are also one of the most qualified. They are experienced, financially capable, and highly motivated to buy and grow businesses that align with their expertise and values.
At Lloyds Business Brokers, we are seeing firsthand how Gen X buyers are stepping up (not just as passive investors) but as hands-on, future-focused operators. If you're preparing to sell your business, or you're a Gen X professional exploring acquisition, now is the time to tap into this powerful market shift.
Thinking of selling or buying? Contact Lloyds Business Brokers today to connect with the right opportunities and capitalise on the growing Gen X wave.
