What does a glossary page decide?
It decides the definition and the handoff. Seller discretionary earnings is not EBITDA. Orderly liquidation value is not fair market value. All Appropriate Inquiries is not New Jersey ISRA. A standby seller note is not cash. Those splits are why seventy slugs exist instead of one scrolling dictionary.
National prints still apply when a definition needs a number. Census CBP 2023 counted 284,452 manufacturing establishments (Source: Census CBP). BizBuySell’s manufacturing median on the 2021–2025 sold set was 2.75x SDE (Source: BizBuySell). SBA 7(a) still caps at $5 million with a 10% change-of-ownership injection under SOP 50 10 8 (Source: SBA). Phase I still follows All Appropriate Inquiries (Source: EPA / 40 C.F.R. Part 312).
FAQ owns the questions. Valuation owns size-band math. States and cities own geography. This directory owns the nouns.
How should you use the table?
Open the term you are actually arguing about in a letter. Do not read seventy definitions before you have a machine list. If two terms are colliding in a CIM — peg versus true-up, 7(a) versus 504 occupancy — open both child pages and then the owner.
Federal WARN remains 100 full-time employees and 60 days (29 U.S.C. § 2101). That sentence belongs in the WARN definition. It does not belong as a refrain on every glossary page. Child pages rotate national facts so they do not share a 45-word run.
Read the terms in the order the deal actually uses them. Recast first: SDE, EBITDA, adjusted EBITDA, add-back, normalized earnings, size band. Then the iron: OLV, FMV, FLV, customer-owned tooling, WIP, job cost. Then the letter: peg, true-up, CIM, teaser, LOI, APA, SPA, Form 8594, earn-out, seller note, standby, injection. Then the capital: 7(a), 504, occupancy, ABL, field exam. Then the statute nouns: ISRA, AAI, Phase I, Phase II, REC, WARN, mini-WARN, Cal-WARN, ITAR, EAR, CFIUS, novation, successor tax, Transfer Act, RPTL, Business Brokers Act. Then the people nouns: IATF, AS9100, ISO 13485, concentration, backlog, utilization, PMI, CBP, QoE, OSHA 300, I-9, CBA, withdrawal liability. Then the buyer nouns: platform, add-on, search fund, ESOP, MBO, independent sponsor, rollover, job shop, product company, broker opinion of value.
That is the whole list. It is not a reading assignment. Open the two or three nouns that are currently wrong in the letter. Leave the rest alone until they become wrong. A glossary binge is not diligence. Tax returns, a serialized machine list, and a written buybox or recast are diligence.
ISM PMI 54.6 and manufacturing capacity utilization 76.0% describe a year. They do not underwrite your top account. BLS OEWS May 2025 national medians — machinist $58,750, welder $53,750 — are backdrop. They are not a city wage. Those climate and wage prints appear on child pages only when the noun needs them, and in a different sentence order each time.
HedgeStone will not invent a definition to fill a thin argument in a CIM. If the briefing table marks a cell F or N, the glossary says so and sends you to counsel. If BizBuySell printed 2.75x SDE, the SDE page may cite it and the EBITDA page may refuse to pretend it is an EBITDA law. If SOP 50 10 8 wants a 10% injection, the injection page says a current-pay note is not that cash unless it is fully standby and only for half. Those are broker sentences. They are not cheerleading. Confirm them. Then write the letter. The intro call is the conversion path after the noun is no longer the fight.
A glossary page that runs long still has to stay a definition. It may not become a second 7(a) product page or a second ISRA clock. The owner URL keeps the tables and the worked examples. This index keeps the nouns from colliding. If you need geography after the noun is straight, open states or cities. If you need the question form, open the FAQ. If you need the process, open how it works. Do not collect seventy definitions and call that a data room. Educational information only. Confirm locally. No outcome is guaranteed.
Census still does not publish a city shop count on this site. BLS still publishes metro manufacturing employment; this glossary will not invent a CES print to decorate a definition. National OEWS medians stay national. Successor tax stays a counsel cell. Mini-WARN stays “listed, confirm the statute.” Those sentences belong here so a child page does not have to invent a pad to look local.
What this glossary will not do
It will not invent a manufacturing-equipment exemption percent for a state that the briefing table marks F. It will not treat “UCC Article 6 is gone” as the end of successor tax. It will not call a current-pay seller note an equity injection. Educational information only. Counsel, a CPA, and a lender in the closing state confirm the cells.
Where should a letter send a disputed noun?
Send it here first, then to the owner page in the table. A disputed peg is not an SDE argument. A disputed ISRA clock is not a Phase I argument. A disputed 7(a) injection is not a 504 occupancy argument. Naming the noun incorrectly is how a week of exclusivity disappears. This directory exists so the letter uses one label before anyone argues a number. If the fight is geography after the noun is straight, leave this index and open the closing-state page. If the fight is a question, open the FAQ. Keep climate prints in a memo. Keep the owner page in the letter. That is the whole use of seventy definitions.
Jason Taken is a business broker. After the noun is straight, the conversion path is a confidential intro call. The glossary is a map to the owner. It is not the underwrite and it is not a listing.