Navigating Economic Tides: A Strategic Approach to Business Management with Etienne Weill

The financial health of businesses, much like that of individuals, requires careful attention and proactive management. Etienne Weill, a certified public accountant and auditor in Marseille, embodies a new generation of financial professionals who understand this deeply. He often uses pharmacies as a prime example to illustrate the challenges businesses face in today’s complex economic climate. Are pharmacies, as businesses, ailing? In a demanding economic landscape, they grapple with an increasingly delicate balancing act. The increasing sales volume strains profit margins and complicates financial management. Beyond these pressures, many pharmacies are struggling with fixed costs that became unsustainable after the exceptional performance during the Covid-19 pandemic: significantly increased payroll expenses, technology investments, and expensive subscriptions.

Weill’s expertise in this area is rooted in his in-depth study of this very topic. His accounting expertise thesis focused on supporting first-time pharmacy owners in a deteriorating economic environment. In this dynamic environment, many professionals seek specialized, agile, and comprehensive support to secure their businesses and restore financial flexibility. This is where Etienne Weill steps in, offering a customized and practical approach to business management, focusing less on traditional accounting and more on strategic consulting.

Leveraging a decade of experience working with liberal professions and independent businesses through Infini-W, Etienne Weill stands out for his ability to blend financial rigor with a deep understanding of real-world business operations. This allows him to identify early warning signs and recognize opportunities for growth.

Before committing to a business acquisition, whether a business or a company, it is essential to assess the project’s feasibility. For a pharmacy, this begins with an analysis of the profit margin and the structure of revenue: the impact of expensive drugs, the significance of over-the-counter products, and the proportion of sales from advice and self-medication.

This approach is applicable to all types of businesses: performance dictates the ability to meet expenses, fulfill financial obligations, and ensure fair compensation for the operator. Simply put: no performance equals no visibility or economic security.

But what obligations are we talking about? It is critical to anticipate all costs associated with the project: transfer taxes, legal fees, agency fees, initial working capital needs, and inventory costs. "Too many projections overlook these key elements," he explains. "This can expose the buyer to a cash flow crisis from day one."

The analysis extends beyond financial statements, including revenue, cash flow, working capital, staffing levels, and inventory, to encompass the broader environment: location, catchment area, existing contracts, and equipment condition. "My clients are often very skilled in their profession, but they are poorly prepared to manage a business, especially for a first entrepreneurial venture. My role is to provide security without overwhelming them with abstract data."

The role of the accountant is rapidly evolving. The National Council of the Order of Certified Public Accountants has emphasized that the profession is undergoing major technological, relational, and strategic changes. Digitization and artificial intelligence are automating traditional tasks, or are on the verge of doing so, including data entry, collection, and reporting. Electronic invoicing will transform practices and create new opportunities.

"The profession will have to refocus on high value-added missions: strategic advice, financial analysis, and management," states Weill. "Our mastery of tax and wealth management schemes allows us to optimize our clients’ decisions."

Etienne Weill, holding a Master’s degree in Business Law and Taxation (from the Faculty of Aix-en-Provence), combined with a Master’s degree in Law, Taxation, and Accounting, has dual expertise in accounting and law, which is invaluable for supporting entrepreneurs.

Among the differentiating solutions he offers is the Owner Buy Out (OBO). "Also known as a "self-sale through leverage," the OBO allows a manager to recover part of their capital while continuing to operate their business.

The mechanism relies on an intermediary structure, such as a SEL for regulated professions, which takes out a loan to buy the business. The cash flow generated by the business repays the loan. The manager can thus transform part of their professional assets into cash, usually with optimized taxation, including capital gains and lower social security contributions.

It is a long-term strategy, repeatable via a holding company, such as a SPFPL, to structure one’s assets, protect loved ones, finance new projects, or prepare for business transfer.

At the intersection of numbers and law, Etienne Weill embodies a new generation of professionals who combine technical expertise, clear-sightedness, and strategic vision. He is a valuable ally in building sound projects.

In a world where urgency drives decisions, knowing how to observe before acting and charting a clear course becomes a mastered art for those who know how to read beyond the numbers and see where to look. He understands that true financial success lies not just in managing the numbers, but in understanding the story they tell, and using that knowledge to guide businesses toward sustainable growth and long-term prosperity. His approach is not just about crunching numbers; it is about understanding the underlying business, its challenges, and its potential, and then crafting a tailored strategy to help it thrive.