Beyond the Net

The number is not the whole deal.

An offer says, “$80,000 net to you.” It sounds complete. It may describe only one part of the transaction.

01 / PROCEEDS

What remains?

Define the starting price, deductions, separately paid costs and financing payoff.

02 / TERMS

What binds?

Match important promises to the actual agreement, schedules and written changes.

03 / RELEASE

What moves?

Separate payment, inspection, possession, ownership, risk and removal.

Use the guide in three passes.

Read pages 3-17. Record the asset, proceeds and charges on pages 18-20. Compare offers and map the paper on pages 21-22, then document timing and release checks on pages 23-25.

Scope and use

Independent educational information, not an appraisal, brokerage service, or transaction-specific legal, tax, insurance, financial or safety advice. Examples are jurisdiction-specific. Apply the governing agreement and obtain qualified advice for the transaction.

Explore independent machinery research

VIEW RESEARCH

MBB / FIELD GUIDE 02

01 / ROUTES

First, identify the arrangement.

The same machine can produce very different offers because the parties take on different work and risk.

First, identify the arrangement.

ROUTE

WHAT TO ESTABLISH

Dealer purchase

Firm purchase price, contingencies, payment and pickup. A later resale margin is not automatically your commission.

Broker or representative

Whom they represent, their authority, compensation, expenses, reporting and settlement obligations.

Consignment

Ownership, location, insurance, deductions, price-change authority, payout conditions and unsold return.

Auction

Applicable format, reserve instructions, seller charges, buyer charges, withdrawal exposure and payout.

Direct sale

Buyer verification, advertising, inspection, payment and removal work you retain.

Trade-in or package

Cash-equivalent offer, linked purchase, financing and price allocation across multiple assets.

BASIS: TRANSACTION QUESTIONS; S1-S2 / SOURCES PP26-27

MBB / FIELD GUIDE 02

02 / NET

Net of what, exactly?

Ask for the commercial meaning of the number before comparing it with another offer.

Net of what, exactly?

After commission is not necessarily after every cost.

List the expenses already included and the ones you must still pay separately. Ask whether there are minimum fees, taxes on services, preparation charges or later adjustments.

An estimate is not a firm purchase commitment.

Label the number: marketing estimate, conditional minimum, firm offer or actual settlement. Record the conditions and expiry date.

Seller settlement is not cash remaining after debt.

A lender payoff reduces the cash you retain, but is not an intermediary fee. Keep debt, transaction expenses and seller income-tax review in separate lines.

The buyer invoice is not automatically your sale-price basis.

Buyer fees and taxes may sit outside the proceeds calculation. Ask what each percentage is applied to and avoid counting the same amount twice.

Ask for a worked settlement example.

Use your machine, the proposed selling route and the agreement's actual deductions. Keep unpriced items visibly unknown.

BASIS: COMMERCIAL COMPARISON FRAMEWORK; S2, S10 / PP26-27

MBB / FIELD GUIDE 02

03 / COMPARE

The larger headline can leave less.

Hypothetical arithmetic only. These are not market prices, typical fees or predicted sale outcomes.

The larger headline can leave less.

SAME COST SCOPE

OFFER A

OFFER B

Stated seller amount

$80,000 after commission only

$75,000 firm purchase price

Separate seller-paid removal and restoration costs

$8,000

$0 under the assumed written scope

Comparable proceeds before financing payoff and income tax

$72,000

$75,000

$3,000

More retained by B on these assumptions.
Timing, conditions and unknowns still matter.

The point is scope, not a preferred sales route. A dealer, broker, auction or direct sale may be the right choice for different circumstances. Compare the obligations as carefully as the price.

MBB / FIELD GUIDE 02

04 / PROCEEDS

Follow the money to your account.

Illustrative figures. Each bar shows the balance remaining after the named step, not the size of the deduction.

Follow the money to your account.

STEP

CHANGE

BALANCE

Starting sale-price basis

START $100,000

$100,000

Less authorized commission

− $10,000

$90,000

Less authorized settlement deductions

− $2,000

$88,000

Less separately paid selling costs

− $8,000

$80,000

Comparable proceeds before financing payoff

SUBTOTAL

$80,000

Less financing payoff

− $25,000

$55,000

Cash remaining before seller income tax

FINAL

$55,000

Unknown costs are not zero. Do not subtract an included fee twice. A buyer premium is not automatically a seller deduction, and debt payoff is not a commission.

ILLUSTRATIVE FRAMEWORK; TAX DISTINCTION INFORMED BY S10 / P27

MBB / FIELD GUIDE 02

05 / CHARGES

A percentage is only the beginning.

For every charge, identify the basis, authorizer, cap, timing and supporting evidence.

A percentage is only the beginning.

PRICE BASIS

Commission and fees

Fixed amount or percentage? Of which price? Minimum fee? Tax on the service? Already included in the stated net?

EXPENSE CONTROL

Preparation and services

Who approves inspection, repair, photography, storage or transport? Are related-party services and markups disclosed?

IF IT DOES NOT SELL

Unsold and default costs

Check relisting, withdrawal, return, storage and buyer-default treatment. A failed sale may still leave costs.

EVIDENCE

Settlement reconciliation

Request the price basis, each authorized deduction, supporting records and the resulting payment calculation.

BASIS: QUESTIONS INFORMED BY S2; NO UNIVERSAL FEE CLAIM / P26

MBB / FIELD GUIDE 02

06 / PRICE CONTROL

Know who can change the deal.

Control over price, timing and buyer selection belongs in the comparison, not in a footnote.

Know who can change the deal.

QUESTION

EVIDENCE OR CLARIFICATION

What is the price evidence?

Separate asking prices, verified sale observations, appraisals and offers. Record date, condition and installed configuration.

Who can accept less?

Document the reserve, minimum, negotiation authority and approval required for a reduction.

Can you sell elsewhere?

Read exclusivity, renewal, existing-buyer exceptions, termination and any later commission exposure.

What happens if it stays unsold?

Define storage, remarketing, price review, collection and return responsibility.

What does speed cost or save?

Compare time to payment, access to the space, carrying cost and the conditions attached to certainty.

BASIS: OFFER-COMPARISON QUESTIONS; S1-S2 / P26

MBB / FIELD GUIDE 02

07 / CONTRACTS

What they said. What you signed.

Give commercially important promises an exact place in the complete agreement.

What they said. What you signed.

PROMISE

FIND IT IN THE PAPER

“That is net to you.”

Included costs, allowed deductions, contingencies, payer and payment deadline.

“We cover removal.”

Scope, contractor, load-out, access, insurance and facility restoration.

“You can inspect it.”

Place, method, prerequisites, scope, timing, notice and any agreed response.

“We will pay you promptly.”

Trigger, amount, receipt requirement and conditions such as buyer collection or documents.

Read the complete contract set.

Identify the entities and authority, incorporated terms, schedules, notices, governing law, document priority and amendment method. Keep dated copies. Do not invent a universal priority order between an invoice, purchase order and signed agreement.

An absent or conflicting promise needs clarification and appropriate professional review. This guide does not decide whether a particular oral statement or clause is enforceable.

S2: DOCUMENT PRIORITY AND ENTIRE-AGREEMENT EXAMPLE / P26

MBB / FIELD GUIDE 02

08 / DEADLINES

Twenty-four hours after what?

A useful deadline identifies the obligation, trigger, clock, evidence and consequence.

Twenty-four hours after what?

SEPARATE CLOCK

WHAT STARTS IT?

Deposit

Invoice issuance or receipt? Signing? Sale confirmation? Another agreed event?

Final payment

Initiation, receipt, bank confirmation, document delivery or another agreed event?

Inspection

Before sale, before shipment, after arrival or after agreed setup? What is available to test?

Acceptance / rejection

Is there a separate process? What actions, notices or missed deadlines matter?

Defect / damage notice

Which issue, which recipient, what method and what reporting period?

Removal

Calendar or business days? Loaded, collected or completely off-site by the deadline?

Seller payout

Closing of the sale, buyer payment, confirmed funds, document delivery or another agreed condition?

Record the time zone and treatment of weekends and holidays. One deadline does not automatically start, replace or extend another.

BASIS: CONTRACT TIMING; S3-S7 / PP26-27

MBB / FIELD GUIDE 02

09 / DELIVERY

The parking lot is not the test floor.

These are distinct events. The agreement must identify the event that actually matters.

The parking lot is not the test floor.

01

Arrival

Carrier reaches the property or checks in.

02

Unloaded

Machine leaves the trailer.

03

Placed

Machine reaches the agreed location.

04

Ready to test

Agreed access, setup and utilities are available.

05

Test / record

The agreed test occurs or the separate acceptance record is completed.

Agree the sequence. Do not assume a right to delay payment.

Payment can be due before inspection under applicable terms. Inspection, return rights, acceptance and notice requirements are separate questions. Florida examples are discussed in the source notes, not offered as universal rules.

S3-S7 / FLORIDA EXAMPLES; APPLY THE ACTUAL GOVERNING LAW / PP26-27

MBB / FIELD GUIDE 02

10 / PAYMENT

A screenshot is not settlement.

Define the payment evidence and release conditions with the parties, your bank and relevant advisers.

A screenshot is not settlement.

COUNTERPARTY

Verify the chain

Identify the buyer, invoicing party, collecting party, payer and payee. Verify the legal entities and authorized contacts.

TRANSFER

Confirm the evidence

Distinguish a payment instruction, remittance advice and bank-confirmed receipt. Confirm the agreed release evidence with your bank.

CHANGE REQUEST

Use a trusted channel

Independently verify changed bank instructions. Do not rely on the telephone number supplied in a suspicious email.

RELEASE

Define the conditions

Record deposits, holds, disputes and release authority. Do not release from a screenshot, email or unverified payment notice.

If a payment diversion is suspected, contact the financial institution immediately. The FBI also provides reporting guidance through IC3.

S11 / FBI BUSINESS EMAIL COMPROMISE GUIDANCE / P27

MBB / FIELD GUIDE 02

11 / AUTHORITY

Own it. Identify it. Clear the release.

Selling a machine and being able to transfer the promised rights are not the same question.

Own it. Identify it. Clear the release.

Identify the exact asset and owner.

Use manufacturer, model, serial number, location and legal owner. Establish authority to sell and specify what is included.

Check financing and other claims.

Ask about leases, specific or blanket security interests, payoff statements and required approvals. A sale does not automatically resolve every encumbrance.

Plan the payoff and any shortfall.

Record who receives the funds, the validity period of the payoff figure, any shortfall and the release documents required. Get professional help with transaction-specific clearance.

Clarify consignment and custody.

Who owns and insures the machine while another party holds it? Obtain advice about creditor or insolvency exposure where relevant.

Keep the categories separate.

Financing payoff is not a broker fee. Cash remaining is not necessarily taxable gain or profit. Obtain the relevant accounting and legal advice.

S8-S10 / SECURITY, CONSIGNMENT AND TAX EXAMPLES / P27

MBB / FIELD GUIDE 02

12 / CONDITION

Describe the machine you are selling.

Good evidence protects the comparison and helps prevent a dispute about what was promised.

Describe the machine you are selling.

EVIDENCE

RECORD OR DEFINE

Identity and configuration

Serial number, control system, installed options and included peripherals. Do not substitute a generic model specification for the actual unit.

Condition and known issues

Dated photos, maintenance records, disclosed faults and limits of available evidence.

Inspection and tests

Authorized scope, qualified personnel, access, safety controls and who receives the record.

Inspection-to-removal changes

Continued production, repair, dismantling or changes to included equipment. Agree what must remain unchanged.

Promises and return terms

Identify any expressly offered warranty or return privilege. Do not assume one exists merely because inspection is allowed.

S1 / ACCURATE DESCRIPTION; RETURN PRIVILEGE IS CONDITIONAL / P26

MBB / FIELD GUIDE 02

13 / SITE

Removal is a project, not a word.

Use qualified specialists. This page helps allocate responsibilities; it does not provide rigging, lifting or electrical instructions.

Removal is a project, not a word.

WORK PACKAGE

WHO, SCOPE AND EVIDENCE

Prepare / disconnect

Qualified trades, fluids, shutdown, access and required approvals.

Rig / load

Contractor, scope, load-out, access constraints and required insurance.

Transport

Carrier, packaging, permits if relevant, collection date and condition record.

Restore the site

Foundations, floor, anchors, services, waste and landlord obligations.

Late collection

Access window, storage, delayed removal and escalation route.

Four handoff points need separate treatment.

Possession, ownership, risk of loss and insurance coverage may move at different times. Identify the relevant terms and obtain insurance advice about gaps.

BASIS: RESPONSIBILITY ALLOCATION; S2 / P26

MBB / FIELD GUIDE 02

14 / IF IT CHANGES

Write down the uncomfortable cases.

A clear agreement explains what happens when the expected sale does not go to plan.

Write down the uncomfortable cases.

SCENARIO

QUESTION BEFORE COMMITTING

Buyer does not pay

Who collects, resells or cancels? What costs remain and what happens to any deposit?

You need to withdraw

What notice, fee, expense or commission exposure applies?

Machine stays unsold

Who pays storage or remarketing? Who can reduce the price, and when must the machine be collected or returned?

You find your own buyer

What does exclusivity cover? Are earlier contacts or self-found buyers excluded?

Someone disputes condition

Who receives notice, preserves evidence, arranges access and handles the agreed response?

A deadline is missed

What notice, cure, remedy or dispute route applies? Who can agree a written extension?

BASIS: CONTRACT REVIEW QUESTIONS; S2 / P26

MBB / FIELD GUIDE 02

15 / COMPLETE THE SCOPE

The iron is not the entire asset.

Close the smaller gaps before they become expensive surprises at handover.

The iron is not the entire asset.

INCLUDED

Accessories and rights

List tooling, workholding, feeders, chip/coolant equipment, transformers, manuals and backups. Verify software and service-transfer permissions.

PRIVATE

Programs and data

Remove confidential customer data through an approved process. Preserve required records and machine-operability backups. Keep completed worksheets private.

LINKED

Closure or replacement

Coordinate landlord deadlines, production continuity, trade-ins, new-machine arrival and multiple-asset dependencies.

CROSS-BORDER

Specialist review

Define currency, taxes, duties and agreed delivery rules. Check export and sanctions requirements with qualified advisers where relevant.

These are screening questions, not a complete compliance, tax or safety checklist. International editions require local review rather than translation alone.

Return to the machinery research tasks

VIEW TASKS

CROSS-BORDER SCREENING: S12-S13 / P27

MBB / FIELD GUIDE 02

WORKSHEET 01

Asset and evidence record

Identify the actual asset, its authority chain and the evidence that will travel with the transaction.

Asset and evidence record

Legal owner / selling authority

Current location / custody

Manufacturer / model / serial number / control system

Sale route / asset count / package allocation reference

Included equipment, tooling, software and records

Excluded items and retained rights

Known condition, issues, dated evidence and record references

Inspection / test scope, status and responsible party

Software, licensing, backups and confidential-data status

Continuation page or additional-asset references

MBB / FIELD GUIDE 02

WORKSHEET 02

Your settlement bridge

Keep unknowns visible. Reconcile every total to the agreement and the line-item charge schedule.

Your settlement bridge

Asset / offer / arrangement reference

LINE

AMOUNT / CURRENCY

CLAUSE / STATUS

Agreed price or proceeds basis

Commission, if not already included

Authorized settlement deductions total

Settlement payable to seller

Separately paid seller costs total

Tax, withholding, escrow or holdback, if advised or required

Comparable proceeds before financing payoff and seller income tax

Financing payoff / shortfall

Cash remaining before seller income tax

Unknown amounts, conditions or approvals still needed

Comparable proceeds = stated seller amount less separate seller-paid costs, before financing payoff and seller income-tax consequences. Do not subtract included costs twice.

MBB / FIELD GUIDE 02

WORKSHEET 03

Line-item charge schedule

Do not hide costs inside one total. Record each charge, its authority and whether it is included or separate.

Line-item charge schedule

CHARGE

AMOUNT / RATE

BASIS / AUTHORITY

SCOPE

EVIDENCE / STATUS

Authorized total carried to Settlement Bridge

Continuation schedule / unresolved charge reference

Use additional copies when needed. A blank amount is unknown, not zero. Record taxes on services, minimums, markups and later adjustments separately when they apply.

MBB / FIELD GUIDE 02

WORKSHEET 04

Compare three offers on one basis

Comparable proceeds means stated seller amount less separate seller-paid costs, before financing payoff and seller income tax.

Compare three offers on one basis

LINE

OFFER A

OFFER B

OFFER C

Counterparty / route

Offer status: estimate / conditional / firm

Stated price / currency

Already included costs

Separate seller-paid costs

Comparable proceeds

Payment trigger / deadline

Removal / restoration scope

Exclusivity / termination / self-found buyer

Unsold / withdrawal / storage exposure

Expiration / open conditions

What still prevents a like-for-like comparison?

MBB / FIELD GUIDE 02

WORKSHEET 05

Promise-to-paper contract map

Map the complete contract set first, then connect important promises to the controlling paper.

Promise-to-paper contract map

Parties / legal entities

Effective date / document set / version

Governing law / notice address and method

Document priority / amendment method

PROMISE 01

What was promised?

Agreement / clause / version

Exceptions, deductions or conditions

Status / responsible party / next action

PROMISE 02

What was promised?

Agreement / clause / version

Exceptions, deductions or conditions

Status / responsible party / next action

Duplicate this page for additional promises. Retain the complete contract set and properly incorporated schedules or amendments. Do not assume a sales email overrides conflicting terms.

MBB / FIELD GUIDE 02

WORKSHEET 06

Transaction clock and evidence log

Give each financial or decision event its own trigger, proof, deadline and control path.

Transaction clock and evidence log

TRIGGER / EVIDENCE

DEADLINE / TIME BASIS

NOTICE / CONTROL PATH

Deposit

Final payment

Inspection

Acceptance / rejection

Defect / damage notice

Seller payout

Continuation log / unresolved timing reference

MBB / FIELD GUIDE 02

WORKSHEET 07

Handover timing and
responsibility matrix

Possession, ownership, risk, insurance and physical removal can change at different times.

Handover timing and responsibility matrix

TRIGGER / EVIDENCE

DATE / TIME / TIME ZONE

PARTY / CONDITION / OPEN ISSUE

Possession transfer

Ownership / title transfer

Risk-of-loss transfer

Insurance responsibility / coverage

Collection / removal

Site restoration / final access

Continuation log / insurance or removal reference

MBB / FIELD GUIDE 02

WORKSHEET 08

Payment, release and
handover checkpoint

Select one status for every line. A status entry is not a legal, financial, insurance or safety certification.

Payment, release and handover checkpoint

CONTROL

STATUS

EVIDENCE /

OPEN-ITEM REFERENCE

Asset, owner and selling authority identified.

Required payoff approvals and release documents addressed.

Payment evidence checked against agreed release conditions.

Condition and included equipment recorded at handover.

Possession, ownership, risk and insurance timing recorded.

Qualified removal team, access and site responsibilities confirmed.

Software rights, manuals, backups and confidential data addressed.

Authorized by / role

Release decision / condition

Recorded date / time / time zone

MBB / FIELD GUIDE 02

METHOD / SOURCES 01

Evidence, examples and limits

Source review: 15 October 2026. Follow the applicable agreement and obtain relevant professional advice.

Evidence, examples and limits

S1

MDNA Code of Ethics

Accurate descriptions; any return privilege is conditional on the sale terms.

S2

Ritchie Bros. Seller Terms, August 2026

Sections A.18 and B.1.2 through B.1.6 illustrate contract-set, deduction, payout and responsibility questions. One provider, not an industry rule.

S3

Florida Statutes section 672.512

Payment before inspection and separate rights or remedies; statutory exceptions apply.

S4

Florida Statutes section 672.513

Default inspection rules, agreement qualifications and exceptions.

S5

Florida Statutes section 672.602

Timely rejection and seasonable notice, with related duties.

S6

Florida Statutes section 672.606

Examples of acts or conduct that can constitute acceptance.

S7

Florida Statutes section 672.607

Effect of acceptance and the buyer's related duties, subject to the actual facts and agreement.

Florida statutes are jurisdiction-specific examples, not universal transaction rules. The governing agreement, other law and the actual facts may change the result.

MBB / FIELD GUIDE 02

METHOD / SOURCES 02

Authority, tax, payment and
cross-border screening

These sources support limited screening questions. They do not replace transaction-specific professional advice.

Authority, tax, payment and cross-border screening

S8

Florida Statutes section 679.3151

Continuation of security interests in collateral and identifiable proceeds, subject to authorization, exceptions and related law.

S9

Florida Statutes section 679.319

Consignee rights and title in certain creditor contexts; classification and exceptions require specific review.

S10

IRS Publication 544, Sales and Other Dispositions of Assets

Federal tax framework for amount realized, adjusted basis, gain and loss. Current instructions and professional advice control.

S11

FBI Business Email Compromise

Independent verification of changed payment requests, immediate bank contact and IC3 reporting guidance.

S12

U.S. Consolidated Screening List

Official screening resource consolidating multiple U.S. government export screening lists.

S13

OFAC Sanctions Programs and Country Information

Official sanctions-program and country-information starting point; scope and licensing questions require current review.

Figures on pages 5 and 6 are invented examples, not observed market prices or fee benchmarks. Worksheets make no calculations and submit nothing remotely. Keep completed records in approved storage. Cover art is AI-generated editorial illustration, not a real machine or engineering drawing.

THE MACHINE

BLUE BOOK

FIELD GUIDE 02 / SELLER EDITION

Know what

you keep.

Understand the number.
Define the commitment.
Document the handover.

Independent machinery knowledge.
A clearer view of the whole transaction.

themachinebluebook.com

SELLER EDITION / OCTOBER 2026

State law is not one rulebook.

A practical route to the applicable rules, not a 50-state legal survey or a transaction-specific opinion.

The UCC is a model commercial-law framework, not federal law. State enactments and other applicable law matter. The four-state reference table on page 29 covers only payment before inspection and inspection rights. It does not select the law for your transaction. [A1]

Read the complete contract set.

Record the parties, sale route, governing-law clause, dispute forum and incorporated terms. Do not assume the machine location alone answers the governing-law question.

Keep different rights on different clocks.

Payment, inspection, acceptance, rejection, notice, risk and removal are distinct questions. Record each trigger and the supporting evidence on worksheets 05-08.

Read the current enacted text.

Use the actual state citation and its exceptions. A similar section number or a UCC model provision is not proof that the same outcome applies everywhere.

Jurisdiction limits

Louisiana inspection: Civil Code article 2604 [A8]. Cross-border sales require a separate applicable-law review. This appendix does not assess international sales conventions or foreign law. Get qualified advice for a material uncertainty; this guide is not legal clearance to pay, withhold payment or release a machine.

One question. Four state references.

Payment before inspection and the right to inspect: related subjects, not interchangeable deadlines.

If the contract requires payment first

The listed payment provisions address that situation and contain exceptions. They also distinguish payment under that provision from acceptance of the goods.

If you are relying on an inspection right

The listed inspection provisions state defaults subject to agreement and exceptions. They address matters such as COD terms, documents of title, and inspection place or method.

Do not invent a universal 24-hour inspection grace period. Read both provisions with the agreement and obtain advice before acting on a disputed deadline.

Open the source. Check the scope.

Primary-source reading list. Reviewed 15 October 2026. Click a reference to inspect the text.

• A1: Uniform Law Commission: UCC overview. Model-code background and Article 2 sales context; not a governing statute for a specific transaction.
• S3: Florida Statutes section 672.512. Payment before inspection; see the exceptions and the separate effect of payment.
• S4: Florida Statutes section 672.513. Inspection defaults, agreement qualifications, exceptions, place and method.
• A2: New York UCC section 2-512. Payment before inspection; exceptions and effect of payment.
• A3: New York UCC section 2-513. Inspection defaults, agreement qualifications, exceptions, place and method.
• A4: Ohio Revised Code section 1302.56. Ohio numbering for UCC 2-512; payment before inspection.
• A5: Ohio Revised Code section 1302.57. Ohio numbering for UCC 2-513; inspection defaults and exceptions.
• A6: Pennsylvania, 13 Pa.C.S. section 2512. Payment before inspection. The linked official Title 13 text also contains section 2513.
• A7: Pennsylvania, 13 Pa.C.S. section 2513. Inspection defaults and exceptions. In the official Title 13 text, search for section 2513.
• A8: Louisiana Civil Code article 2604. A separate Civil Code reference for a reasonable opportunity to inspect conformity.

A1-A8 supplement S1-S13 on PDF pages 26-27. S3-S4 are repeated for comparison. Sources are starting points, not a decision on a particular agreement or remedy. Read current text, related provisions and applicable advice.