Why Deals Don’t Close

By Tom Zucker,
President

After working decades to develop your business and career, you finally arrive at the decision to sell the business. You’ve done a fantastic job identifying the buyer and negotiating the price and other sale terms. You’re relieved and satisfied, and can see the “closing” within a short 90 days, and the approaching transition to what comes next.

But, then something happens – the transaction falters, stalls, grows apart. You’re left wondering, “what happened?”

After closing hundreds of transactions, we understand that transactions can derail for many reasons. However, we’ve observed a consistent series of reasons that dominate the question “why do deals not close?”

Reason 1: Lack of Financing – The most common reason deals stall is a failure to arrange suitable financing. Financing is the life blood of every deal. Over two-thirds of a transaction’s purchase price is commonly financed in some way – bank financing, subordinated debt, seller financing, or junior equity.

Many seller’s expect that the buyer of their business is skilled and knowledge in the art of financing a business. Quite often this is a very dangerous assumption. In fact, many buyers of closely held companies do not have strong financing experience. The seller or their investment banker must take a proactive role in assisting the buyer in securing the necessary capital. The seller’s advisor should be able to confirm that the buyer is dealing with the right type of lenders and that the lenders have the required information to quickly get funding approval.

Reason 2: Emotions Run High – The second most common reason business sale transactions stall is out-of-check emotions. Selling a business is a highly emotional event; it involves many issues, and much uncertainty, stress, and family pressures. It bears on many aspects of the owners’ lives. From the joy of expecting a multi-million dollar payoff, to the thought of leaving trusted 30-year employees, emotions can be intense, and parties are on edge.

During the sale process, your ability to check emotions at the door and allow your advisors to guide you through the transaction can be critical to success. Know that while what the Buyer and his advisors say or do may at times infuriate you, it’s in your best interest to permit your skilled advisor to insulate you from emotional issues. Be smart, defer to your advisor’s experience rather than just “reacting.”

Reason 3: Ongoing Business Performance – The process of closing the sale of one’s business brings new distractions and requests for your already scarce time. The buyer’s request for documents, endless questions about your business, meetings with advisors, negotiations, and many multi-party dealings all but evaporate any time for running your business. In addition, it is hard for a departing owner to remain focused on the business when visions of their future with more personal capital and time flash in front of them. Unfortunately, it is at this time that your business is most in need of your leadership and focus.

In order to survive the closing process, it is critical that you have an experienced and disciplined team comprised of your investment banker, lawyer and accountant to deflect much of the distractions as possible. These advisors can enable you and your team to remain focused on keeping your business on track. If Sellers fail in this regard, buyers get nervous, have reason to renegotiate valuations, get concerned about customers leaving, and can become apprehensive about closing the transaction.

Reason 4: Creeping Greed – The allure of money is only intensified by the opportunity for more money. As the process of selling your business advances, owners and advisors will work to secure the best deal and terms possible. During this process many owners and their advisors become filled with more greed. While Gordon Gecko from the famed movie Wall Street will tell you that “Greed is good”, it is our experience that “too much greed kills deals!”

It is important for the owner to remain in control of the deal and to ensure a principled approach to the final negotiations. Often over-zealous advisors will attempt to prove their value to a deal and their client by over negotiating documents or non-essential deal points. When millions of dollars are on the table, this over negotiation often breeds distrust, discomfort, and annoyance among the parties. In addition to the distrust, the process of over negotiating often costs the deal by losing essential deal momentum. It’s very, very important to keep the greed, the emotions, and the posturing of negotiations in balance with the parties’ end objectives, which includes getting to closing with reasonable levels of certainty and risk.

Reason 5: Lack of Accessible and Reliable Answers – The last, but definitely not least, reason deals crash is seller’s failure to quickly respond with clear answers to buyer’s questions. If a buyer has to struggle to find answers to relevant questions, it becomes a challenge for the buyer to pay the offered purchase price. We call this “getting the house in order.” It’s absolutely critical that legal and accounting documents and other supporting materials are in place and at hand well in advance of the closing process. The agreed time frame between sale agreement and closing date should not be a period of forced “discovery,” but one of simple “confirmation.”

All information must be prepared and organized into a very clear and consistent data package and made available electronically or in hard copy so that the buyer’s due diligence team can quickly and easily access it for answers to routine and relevant questions.

While there are many reasons that a sale of business does not consummate, the lack of credible information, greed, unchecked emotions, lack of financing and a drop in your business performance are the most common reasons for a failed deal. It’s one thing to get an offer to buy your business; it’s another thing to close a transaction in the midst of emotions and greed, customer’s movements, and overall business risks. The job of a skilled intermediary is to navigate these issues and guide the seller to the transaction closing they’ve worked their entire life for.

© Copyrighted by EdgePoint. Tom Zucker can be reached at 216-342-5858 or via email at tzucker@edgepoint.com.

When to Consider an ESOP

By EdgePoint

Business owners should consider an Employee Stock Ownership Plan (ESOP) when their management team is capable of running the business without the selling shareholders (or can adeptly replace the owner/manager) and the company doesn’t face imminent distress.

After a company’s sale to an ESOP and the eventual retirement (exit) of majority shareholders, the management team usually operates the business. In many cases, members of management may also be the ESOP’s trustee. In either case, management is running the business as if they purchased the company. If current management is not capable of running the business without the departing shareholders, then suitable management replacements must be found or the Company and ESOP risk failure.

EdgePoint often describes ESOPs as a “tax-advantaged management buyout.” Because management runs the business, and are often the highest paid, they have a larger share of ESOP share allocations. As owners, management benefits from their own success—this can be an effective motivator for the team. Tax advantages ranging from deduction of principal on ESOP formation debt to the complete elimination of income tax for 100 percent ESOP owned S-Corps create a tailwind for these transactions, helping ensure success as management assumes control of the business. There are plenty of other nonfinancial reasons to consider an ESOP, but the tax benefits can be compelling.

Other parameters to consider include the size and health of the company, the age of its workforce, and its debt capacity. Almost any size company can afford an ESOP, contrary to the common “minimum-size” myth. Costs to administer an ESOP are very similar to those of a 401(k), and most companies can afford the third-party administrator (TPA) that manages the 401(k)’s retirement trust accounts. The primary difference with an ESOP is that every year the company must secure a certified valuation of the shares to determine their value to participants and establish the buyout price for new share offerings or terminations/retirement redemptions. Valuations can cost from $5,000 to $25,000 for most companies per year, which is usually not prohibitive. Outside trustees, bank financing, attorneys and consultants are additional and often optional costs, but the primary annual ESOP administration costs are the TPA and annual valuation.

Workforce age matters merely because of repurchase-liability planning, but is not necessarily prohibitive. If a workforce is mostly older, the Company faces repurchase obligations earlier. This may trigger a liquidity need. However, flexible options exist that can be built into the ESOP plan, such as deferring repurchase payments while the ESOP formation debt is serviced, delaying the start of payments to participants and regulating the stream of those payments. Additionally, if an older workforce starts to retire within a few years after ESOP formation, not all of the stock will be allocated by then, and the company has had less time to grow its valuation. This slows share redemption, and redemptions are for less value than if the shares had been there longer.

Debt capacity is important to a new ESOP for two primary reasons. First, because no “equity” is infused by shareholders to purchase the shares, debt is the only funding source. Second, debt is used for liquidity to operate the business and eventually repurchase shares from ESOP participants. If the Company has limited borrowing ability, it makes ESOP a less viable alternative. Alternatively, the benefits to financing an ESOP is that higher tax advantages allow lenders to lend more money into an ESOP due to the business’ higher cash flow, and personal guarantees are generally not necessary. Certain government loan programs and mezzanine lenders have special lending rules that promote financing ESOP transactions.

If you are contemplating transition, and your management team is capable of running the business, regardless of whether you think they “have the money” to buy you out, contact us. We have financed management teams for both management buyouts (MBOs) and ESOPs with little or no equity.

© Copyrighted by EdgePoint

What to Do When Less is More: Planning and…

By Russ Warren, EdgePoint and Lori Siwik, SandRun Risk

The Role of Divestitures in Profitable Growth

Strategy is as much about what you do not do as it is about what you do, says Harvard’s Michael Porter in his classic Harvard Business Review article, “What is Strategy?”

“Leading companies view divestments as a fundamental part of their capital strategy” concluded Big 4 accounting firm EY in itsGlobal Corporate Divestment Study 2015. EY also found that nearly three quarters of the firms studied are using divestitures to fund growth and two thirds achieved a higher valuation multiple after divestment.

As a company grows and evolves in a changing environment, and as it makes significant acquisitions, some business units no longer fit well or perform well and may be worth more to others, while the divestiture proceeds can be redeployed profitably in the core business. That’s when less is more.

A pruning exercise, or corporate divestiture, can create significant value for shareholders as well as increase opportunity for unit employees and other stakeholders.

The Board and C-Suite executives responsible for a divestiture may need to be as concerned about managing risks and protecting the company’s reputation with key constituencies as they are with purchase price. This article addresses both concerns.

Two keys to creating maximum value with minimum risk when divesting a business unit are: 1) adequate planning and 2) professional execution. These tasks may require specialized resources from outside the company.

The Divestiture Process
The divestiture process begins with reviewing operating results and growth plans, and raising questions about the future role of each business unit.

If a company decides to divest, a divestiture team must be assembled to begin planning the project. When the project is initiated, execution will fall into two types of tasks: managing the unit to be divested and managing the divestiture process itself.

The Divestiture Team
In a large company, the corporate development department often manages the divestiture process, and may engage and oversee an M&A advisory firm to handle most activities. In a smaller company, the chief financial officer typically leads the project, with outside advisors.

A financial executive is often assigned to verify the numbers that will be presented to a buyer, adjust unit financial statements to a pro-forma stand-alone basis and, at closing, “unhook” the unit from the company’s IT systems or arrange transitional services for the buyer.

Raising The Question
Whether part of a periodic review of unit performance or a larger corporate strategic decision, the divestiture process begins with raising The Question: ‘Should this unit be divested?’ – and a number of related questions, such as:

Does this business unit have strategic value in the company’s future?

What are the value drivers for the unit? For example:

• Intellectual property, proprietary products, services or skills
• Customer base, access
• Skilled management team

Would the unit be more valuable to another owner? What kind of buyer?

What financial effects would divestiture have on the remaining business?

• Unabsorbed overhead
• Reduced design capabilities
• Loss of inter-divisional sales

How can any negative effects be prevented or minimized?

• Sale of idle facilities
• Outsourcing
• Long-term supply agreement with the buyer as part of the deal

The Decision
The recommendation to divest is usually made by the operating executive above the unit, but the decision is often made by the CEO, after appropriate involvement by other senior executives and the Board of Directors due to sensitivity to the impact of the divestiture on employee morale and strategy.

A decision of a public company to divest may have less emotion than the decision by a private company owner to sell his or her business, but it can be difficult nevertheless. Non-price considerations, like loss of jobs in the local community, risk of shared brand names, and environmental stewardship may be very important to the divesting company’s reputation. In smaller divestitures, price may be overshadowed by these concerns to protect the company’s reputation.

If the decision to divest is made, a second set of questions is raised:

What type of transaction would fetch the highest price and best terms?

• Sale to strategic acquirer
• Sale to international strategic acquirer
• Management buyout with private equity sponsor
• Partial sale to a private equity group and management
• Employee Stock Ownership Plan leveraged buyout
• Spin-off/Initial Public Offering
• Liquidation/shut-down

Do we want a long-term supply agreement with the unit?

When is the best time to begin the divestiture process for this unit?

• Industry and macro-economic conditions
• Unit-specific situation
• ‘Fix-up’ activities needed to maximize value

How will we manage the unit until it is sold?

How will we execute the divestiture process?

Pre-emptive Due Diligence and Planning
Before contacting buyers, management (with the support of financial and legal advisors, and other consultants) should identify and address potential issues that would concern a buyer. The benefits of thoughtful planning and resolving risks up front include:

• Increasing the likelihood of a timely, successful process.
• Presenting more accurate and reliable financial information in the divestiture marketing materials
• Identifying and documenting adjustments with positive financial impact (rather than reacting to a purchaser’s negative adjustments).
• Strengthening negotiating position on risks at the beginning of the transaction
• Preparing the management team for likely questions by potential purchasers.
• Minimizing disruptions to ongoing business and management.

A careful review of the unit to be divested should be undertaken. That review should include:

• Predictability of future revenues; market conditions and trends; any issues with key customers
• Financial records and results, including detail accounting records, systems and budgets
• Infrastructure and operations – supply chain/raw materials, products, hazards, and technology
• Environmental and regulatory compliance
• Employee policies and agreements; healthcare issues
• Contracts – review for risk transfer provisions that may have promised indemnification or conferred additional insured status on the seller’s suppliers, customers, or past or present corporate affiliates.
• Current risk management/insurance program

To maximize value and minimize risk, it is important to protect against liability exposure, so the planned due diligence should include:

• Insurance[*]– organizing in a database all historic insurance policies, applications, schedules of insurance, claims data, insured and uninsured liabilities, corporate history, and a summary of losses by line of insurance. The insurance program should be reviewed to determine: (1) there are no gaps in coverage; (2) there are adequate limits; (3) there are no notices of cancellation; (4) whether the policies are ‘claims made’ or ‘occurrence based’; (5) whether there are high deductible, fronted policies, or retrospective premium programs; (6) if there are exhausted policy limits; (7) if there are any open or pending notices of claims to insurance carriers; (8) if any of the policies require an extended reporting period; (10) if there are any weak insurance carriers on the historic insurance program; and (11) if there are any “change-in-control” provisions in the insurance policies that either restrict coverage or eliminate coverage with a change in ownership.
• Environmental and pollution liability– ensuring that all information regarding Phase I, EPA inspections, past use of property and disposal activity documentation is available.
• Property appraisals– gathering documentation for all property to be transferred
• Overall risks– identifying risks and establishing that those risks have been adequately addressed and covered; consider reps & warranties insurance for matters of concern to a buyer.
• Locating, reviewing and organizing corporate records– articles of incorporation, by-laws, corporate minute books, and stock transfer records

A virtual data room (VDR) can expedite closing by making the due diligence documents easily available on-line and provide appropriate security and monitoring capabilities. The cost of this service for mid-size transactions has dropped considerably in the last several years.

Managing the Unit Being Divested
Management of the unit being divested focuses on enhancement of its attractiveness and selling price. Focus is on unit profitability. Inventories and receivables are managed aggressively. Capital expenditure requests are reviewed carefully, but not necessarily turned down.

People, too, are important assets, and communicating with employees and key customers – both the message and timing – deserves careful attention. Some companies develop a detailed written ‘announcement plan’. Non-compete agreements, ‘stay’ packages, and other means to secure the cooperation of key unit personnel can be helpful.

Managing the Divestiture Process
The Divestiture Team’s job is to create the most effective form of competition for the unit among motivated, qualified buyers, although not all divestiture candidates are attractive enough to enable an auction.

Most companies offer a unit pretty much ‘as is’. They often are, however, willing to warrant the big items, and take seller notes as part of the consideration when necessary to close.

Finding the best buyer candidates and structuring the transaction creatively are skills necessary for a successful divestiture. There are a number of buyers that specialize in acquiring divested businesses, as well as logical strategic acquirers and private equity firms with interest in the relevant sector.

With the range of possible transaction types cited earlier and considering the size of the unit to be divested, the divestiture team may need specialized resources to handle these tasks effectively. If they are not available in-house, an M&A advisor with relevant divestiture experience can be well worth the cost.

Confidentiality will be a top priority of the Divestiture Team throughout the process. Companies typically have individuals involved in the divestiture process sign a confidentiality agreement.

Providing the right information to buyer candidates is essential in achieving the best price. The value drivers and the unit’s future financial potential under an achievable ‘stretch’ scenario must be communicated in writing and discussed by unit management. DVDs enable a buyer to ‘see’ processes and locations. Sector background is helpful where buyers may not be familiar. Giving potential buyers access to all or part of the VDR can also help move the divestiture process along.

Audited financial statements for the unit strengthen a buyer’s confidence and should be provided whenever practicable. Alternatively, if there are no stand-alone financial statements for the unit, they must be extracted from the records of the larger entity. In the case of a large company selling a small unit, this may be a time-consuming but necessary activity because if the buyer doubts the reliability of the unit’s numbers, it can impede or kill the deal.

A divestiture is an important management activity because it can increase shareholder value. It requires the right people, careful planning, creativity and attention to detail.

***

Russ Warren can be reached at EdgePoint, (216) 342-5859 or rwarren@edgepoint.com Lori Siwik can be reached at SandRun Risk, (216) 609-3941 or lsiwik@sandrunrisk.com

© Copyright 2015 Russ Warren and Lori Siwik

Timing the Market when Selling your Business

By Tom Zucker,
President

“The euphoria of a bull market overshadows the dull drums of a bear market” is often heard in the investing community, but how true are these words in the middle market merger and acquisition business today? The desire of business owners to sell their companies for top dollar is a given, but it is often difficult to know when the merger and acquisition market is at or near its peak.

So, how does an owner know when is the right time to sell his or her business? Unlike other arenas, in the sale of a business many factors impact the decision as to the optimal time to sell. The following is a brief overview of some of the critical factors to consider:

Industry: Every industry segment has a life cycle. The life cycle of an industry often exceeds the life cycle of the individual business models that exist within each industry. The optimal time to sell is greatly impacted by competitive market forces (e.g. China), technological advances (manufacturing technologies, internet, etc.), and end user demand (e.g. no demand for typewriters). Be a student of your industry and the money factors impacting its movement.

Interest Rates: The ability to borrow capital from banks, financing companies, mezzanine capital sources and subordinated debt sources greatly impacts a buyer’s ability to purchase a business. Throughout history the lending markets have directly impacted the activity and pricing in the M&A market. The 2009 recession is the latest reference point to the impact that the credit markets has on M&A transaction volume and pricing.

Buyer Demand: The economics of supply and demand are often the most significant force impacting the right time to sell a business. Over the past several years an abundance of buyers have created a tremendous seller’s market. This over-supply of buyers has recently been enhanced by low interest rates and low capital gains tax rates. This translates into an outstanding environment to sell a business. The abundance of qualified buyers is primarily a result of the following three factors:

1. Private equity funds raised an unprecedented amount of funds and have an estimated $450 billion dollars of unused capital designated for acquisitions in the near-term. A majority of this capital is approaching the stage within their funds that they must invest the money or return it to their limited partners. (Don’t count on the money being returned.)
2. Corporate entrepreneurs continue to emerge in record numbers. These are successful corporate veterans that have decided to try their hand at business ownership either by choice or necessity. A seller must be very diligent in reviewing these types of buyers to ensure that they have the right risk tolerance and skills to be the “right” buyer, and that they have financing.
3. Lower cost of capital has enabled strong companies to strategically acquire undercapitalized or underperforming companies. Such buyers are often well-versed in their industry and are actively monitoring key competitors for acquisition. These buyers are often able to pay more for a company based on their lower cost of capital, lower desired equity returns (compared with VC’s), and their ability to remove operational costs due to the synergies between the combined entities.

Current supply and demand for middle-sized businesses can best be assessed by talking with financial intermediaries that specialize in buying and selling companies like yours. Other sources that can provide insight on current demand for companies are private equity firms with investments in your industry or from chief executives operating within your industry.

Company-Specific Performance and Outlook: Many businesses experienced a strong downturn in the recent recession, shed costs, and have come through stronger and leaner. Buyers care most about the most recent years when evaluating historical performance, so a loss, say, in 2009 is no longer a drag on value. Most important is the outlook for profitable growth, and that’s where many owners err. They wait until the roller coaster approaches the top (profit /growth slows) before beginning the sale process. Consulting with and hiring professionals with the knowledge and experience in these matters can ensure you make an informed and timely decision to sell.

State of Mind: As you have probably concluded by now the process of determining the proper time to sell is complex and has many factors that impact the decision. It requires a business owner to really study his market, industry and the current capital markets. This need to increase effort and diligence towards studying ones business unfortunately comes at a time when business owners considering business transition want to pull back and slow down. Slowing down unfortunately is not an answer. Utilize professional advisors to supply perspective and needed efforts to optimize the timing of your sale.

© Copyrighted by EdgePoint. Tom Zucker can be reached at 216-342-5858 or via email at tzucker@edgepoint.com.

Spring Cleaning

By John Herubin,
Managing Director

The Benefits of Disposing of Idle Assets Prior to Selling Your Business

I felt the annual urge to spring clean around our home. “Stuff” had slowly accumulated in the basement, garage, attic and yard as the winter months rolled by and it’s time to clean up and get ready to enjoy the much too short spring and summer season. My wife and I will “discuss” which items to keep and rearrange, and identify those that have lost their intended usefulness and must be discarded. Invariably, items remain from year to year that we disagree about, one of us lobbying to keep them for sentimental or other reasons (i.e., that seldom-if-ever used garden tool that looked really cool when our neighbor bought one, or our son’s rusting bike he rode at age nine even though he’s currently 6’6” and in college).

This spring cleaning discussion intensifies when done in anticipation of selling a house. Often the result is a garage sale (or trip to the scrap/recycling yard) to unclutter the home and make it more presentable and attractive to potential buyers. These buyers usually don’t see the sentimentality of such items or the value in purchasing them.

This home analogy also applies to owners contemplating a sale of their business. We advise many companies in preparation for sale to literally walk through their offices and facilities and look for assets that may not be useful to a future owner, or are not currently in use or necessary to operate the business. In essence – a pre-sale spring cleanup. Examples of these items include nonfunctioning machinery and equipment, obsolete or slow moving inventory, and on premise personal/hobby and sentimental items. In some instances, the presence of these items may be detrimental to the company’s value, and the Seller will not get full value for these items once the business is acquired.

Business Spring Cleaning Items:

• Non-functioning / Seldom-Used Machinery and Equipment – Many entrepreneurs are by nature resourceful and innovative. Their mentality is to avoid waste and minimize costs by reusing and recycling parts from old machinery. We encounter sections or corners of many manufacturing facilities that are congested with old equipment and machinery (and some real museum pieces). Not all of it is for spare parts; some is occasionally used to create a specific item for a specific customer, but sits idle otherwise. The presale planning process requires owners to assess whether such occasional process or part creation can be more effectively outsourced, thus creating more factory room for a potential buyer to expand and grow the business internally. We often recommend that unused machinery be sold at liquidation value or scrapped for salvage value to recover this additional floor space. The same can be said for onsite vehicles, trucks, forklifts, carts, racking, and barrels. By disposing of these items the current owner turns unused assets into cash without affecting the purchase price.
• Obsolete and Slow-Moving Inventory – Because of favorable pricing on raw materials, or in anticipation of a particular use, many entrepreneurs make bulk raw material purchases. The raw materials may be used in production of a specific part for a particular customer, and, depending on how the contract is structured, the owner may produce more parts than are ultimately ordered or purchased. In this situation the owner is “stuck” with excess raw materials or inventory. While these raw materials are sometimes reused on other projects if not unique to a special project, the parts made from that inventory may have a limited use. The owner may hold on to the parts hoping the customer will purchase more in the future, but that need is not certain. Other times inventory is created in anticipation of sporadic or undetermined future needs. This situation results in obsolete or slow-moving inventory, which can sit in facilities taking up valuable space and imposing carrying costs (i.e. rent, insurance, financing, overhead). This inventory problem is the subject of many discussions with buyers that don’t see the inventory’s value as part of an acquisition of the business. It can also negatively impact seller’s working capital calculations, which are part of many purchase agreements. We recommend that sellers seriously evaluate the likelihood of eventually selling the inventory versus selling it for scrap or at a reduced value. Again, selling it may result in additional cash, a cleaner facility (and balance sheet), reduced carrying costs, and avoidance of a potential valuation reduction.
• Personal/Hobby and Sentimental Items – We advise numerous multi-generation businesses and have witnessed over the years how personal and sentimental items appear and remain in offices and facilities. Before a sale, these businesses must identify items that are present simply for sentimental value or the owner’s convenience or enjoyment.

If a purchaser proposes a stock purchase, all the assets of the company will transfer unless specifically excluded. Even in an asset purchase structure, buyers normally include all of the items in the facilities unless otherwise excepted. Examples include the 75-year-old desk being used by the founding owner’s grandson, various plaques and awards accumulated by the company over the years, family pictures and paintings, a restored classic 1955 Chevy used as an advertising vehicle, and an extensive and expensive sports memorabilia collection located in the business lobby. We have encountered fathers whose business accommodates manufacturing, supplying, and funding a racing team for his salesman son (company logo on the car). The selling owner must identify these items and work with advisors to verify whether they will or will not be necessary or valuable as part of the business under new ownership. Putting a value on sentimental items is difficult at best, and often impossible. It’s best to determine how these items will be treated well in advance of discussions with a purchaser.

Performing this cleanup function may add to the business’ “curb appeal,” avoid conflicts over nonessential items, put additional cash in the sellers’ pockets, and improve the prospect of a successful sale process. Much like the unused garden tool in my garage, converting nonproductive assets to cash is never a bad thing.

(Note: Goodyear recently sold at auction a set of four stuffed squirrels in classic 19th century boxing poses for $70,000).

© Copyrighted by EdgePoint. John Herubin can be reached at 216-342-5865 or via email at jherubin@edgepoint.com.

Should I consider an Acquisition Before Selling My Business?

By John Herubin,
Managing Director

Often, a business owner’s decision to invest or acquire assets prior to a sale focuses on “hard assets” such as capital equipment/machinery, production facilities and real estate. This purchase decision is often a return on investment analysis determining whether to repair and maintain existing hard assets or purchase/lease new ones. This decision is akin to a homeowner deciding whether to paint or remodel their kitchen to boost sale price before listing their home on the market.

For example, a recent client operated a profitable and growing metal plating service business. He could have continued at his current pace but realized he was operating at 95% capacity with his existing equipment severely limiting future growth. Many buyers in today’s market are seeking growth in their investment post-purchase. With this information, the client decided to invest in a mix of new and used equipment to expand capacity sufficiently to support foreseeable growth. Subsequent discussions with buyers revealed that desire for the added capacity which significantly factored into the successful sale.

However, since it may take a significant period of time to buy new equipment and expand growth organically, we occasionally advise owners to consider acquiring another business that already possesses the needed machinery and equipment capacity. Instead of just painting the kitchen, why not add on a deck? The acquisition often accelerates growth that may have occurred organically. In addition to enhanced capacity, an add-on may also provide a number of ancillary tangible and intangible assets that are beneficial and desired by buyers.

These additional assets may include the following:

• New products
• New customers
• Geographic expansion (domestically or internationally)
• Intellectual property (i.e. patents, trademarks, copyrights, brand names, proprietary software, unique processes)
• Key management level employees (operations, sales, engineering, etc.)

Many variables impact whether an acquisition is appropriate. The following two examples illustrate some of these factors:

Scenario 1 – EdgePoint represented a manufacturing client that believed growing through acquisition in advance of a sale would greatly enhance his business value. Several companies were identified as qualified targets. Once we assessed the value and cost-benefit analysis of the assets to be acquired, our client realized that he did not possess key management personnel that could be transferred to help operate/integrate with the target companies. After further discussions we also realized that the owner did not have the requisite temperament to operate multiple locations. He needed to physically see his operations on a daily basis, and the potential targets were each located several hours from his existing facility. So while the acquired asset would provide growth and corresponding value, it was not the best path for him. EdgePoint subsequently identified a private equity buyer that partnered with our client through a partial sale and recapitalization that provided the assets and resources necessary for our client to grow his single location business and realize enhanced value.

Scenario 2 – We also represented a client that designed and manufactured precision metal fittings. Contemplating a sale within a few years they but felt diversifying their product capabilities and markets would yield future value. A target on the West Coast was identified and acquired. The new products acquired were ultimately specified as standard equipment for a kit that converted conventional diesel powered trucks to natural gas powered. The anticipated growth of the new product capabilities and customers, in conjunction with their original business, resulted in an attractive value upon sale.

Additional considerations that should in essence be assessed by a business owner as asset purchases include the following:

• Hiring management personnel or key employees (i.e. COO, Sales Manager)
• Installing a new ERP system
• Opening a new dealer location

While adding capacity through traditional routes such as the purchase/lease of additional equipment can yield strong results, many business owners have found pre-sale acquisitions as sources of additional value when pursuing a transaction. The growth that many buyers are seeking post-transaction can often be purchased pre-transaction, without the lag of bringing new equipment online and pursuing growth organically. The approach business owners take in the preparation of their business for exit has a strong impact on the ultimate success of a transaction. EdgePoint recommends business owners discuss this preparation, including acquisition of assets, with their trusted advisors when preparing their business for sale.

© Copyrighted by EdgePoint. John Herubin can be reached at 216-342-5865 or via email at jherubin@edgepoint.com.

Recast Adjustments-Unlocking Hidden Value

By Paul Chameli,
Managing Director

One of the many advantages of private business ownership is the ability to manage business transactions in a manner that coincides with the owner’s personal interests. Hiring certain family members, paying gifts to workers to thank them for loyalty, making charitable donations from the company, deferring the recognition of revenue, and taking an above market salary are all ways (legal, of course) in which private business owners can use their discretion to manage their business and in many cases reduce their taxable income. Most of these business transactions have the effect of reducing the reported income of the Company, thus minimizing income taxes. When marketing a business for sale, however, a business owner should be motivated to demonstrate the highest earnings possible to potential buyers. To bridge this disconnect, investment bankers will often “recast” a Company’s financial statements to arrive at an income amount more reflective of earnings. Recasting financial statements is the process of demonstrating to a buyer the financial results of the business “as if” it was owned by the buyer, taking into account tax-motivated or other discretionary transactions that reduce corporate earnings. Recasting typically involves the removal of certain expenses recorded on the income statement of the Company that are considered to be discretionary or non-recurring in nature.

This article explains recast adjustments, discusses why and how the presentation of recast adjustments is important to a seller, and addresses some of considerations inherent in the process of recasting financial statements.

What are recast adjustments?

Recast adjustments, also referred to as “add-backs,” “pro forma adjustments,” and “normalization adjustments” are off-statement (not recorded on the internal accounting books) adjustments to the reported earnings of a Company that present the income statement on a basis that would be representative of the business in the hands of a buyer.

Recast adjustments generally fall into one of the following categories:

• Personal expenses that would be non-recurring to a buyer of the business under new ownership, such as owner’s compensation and perquisites (i.e., club dues, cell phones, family travel, hobby expenses)
• Salaries and perquisites for employees, including the owner, that will not work for the Company under new ownership (net any cost for a replacement employee)
• One-time, non-recurring expenses that are not indicative of actual operating results such as expenses associated with an unusual lawsuit, implementation of a company-wide software system, etc.
• The amount of rent expense paid to a sister entity in excess of “fair value” is a common add back – but remember, the real estate owner (typically the seller) must be willing to accept the adjusted rent amount from the buyer in the future.
• Certain investments that could be capitalized – for simplicity, many private business owners record the investment in certain capital items as expenses on their income statement. Office equipment, software, and many repairs that could qualify for capitalization treatment are often expensed by sellers. This treatment has the effect of reducing reported income, which results in lower EBITDA and taxes. It is common to recast these expenditures as fixed assets, which increases EBITDA.
• Charitable donations on behalf of the Company to secure a corporate tax deduction or to act as a good corporate citizen. These discretionary expenditures are unlikely to be continued by a new buyer of the Company and as a result are adjusted from the reported EBITDA.
• Amounts recorded as an expense that could be capitalized, such as repairs and maintenance
• Income or expense that is reported in “other income and expense” but that is recurring and operational (such as scrap sales)

Some not-so-common recast adjustments for private business owners include expense acceleration and revenue deferral, which is used commonly in project-based production environments. Companies that use the percentage of completion method of accounting, for example, estimate profit on projects that are not complete. This undoubtedly can result in the acceleration or deferral of income in any particular period. As a result, investment bankers often retroactively recast the financial statements to properly state the earnings of the Company in the appropriate period.

Creating Value from Recast Adjustments

In an era in which the valuation of a business is commonly based upon a multiple of its trailing earnings before interest, taxes, depreciation, and amortization (“EBITDA”), business owners should be motivated to present the highest possible EBITDA when marketing their company for sale. If a buyer is willing to pay the seller 6 times the trailing twelve month (“TTM”) EBITDA for the business, for example, each dollar of EBITDA from a recast adjustment can translate into $6 of incremental value. As a result, presenting and getting valuation credit for recast adjustments represents real value for the Company.

Credibility

While market acceptance of recast adjustments varies from buyer to buyer, the general rule is that buyers typically accept seller recast adjustments that are credible and defendable. A seller should be able to provide ample documentation supporting the expenditure and where it was recorded on the income statement. It is not uncommon for buyers and their due diligence advisors to request verification of journal entries where the expense was recorded. Adjustments that appear to be ordinary and necessary business expenses, in particular, require sufficient supporting documentation to support their non-recurring or discretionary status.

Distinct from Synergy

Recast adjustments should not be confused with synergy. While it is true that a strategic acquirer of your business may find synergy through the elimination of certain redundant functions, those functions do not represent recast adjustments but instead a synergy opportunity. Investment bankers typically identify the synergy opportunity to the buyer, but do not commonly present these savings as recast adjustments.

Considerations

The old adage about “pigs getting fed and hogs getting slaughtered” can apply in the discussion of recast adjustments. There is a fine and very subjective line between legitimate and questionable recast adjustments. There is also a fine line between enhancing value through the inclusion of recast adjustments and presenting them in a way that causes a loss in credibility. Because there is no safe harbor or bright line test to determine accepted and questionable recast adjustments, a merger and acquisition advisor is in the best position to advise you on the market reception for a particular circumstance.

It is important to realize that recast adjustments are a two-way street. While investors will often provide value to a seller to the extent that they agree with the presented adjustments, they will also seek to reduce the reported EBITDA for expenses that are not reflected in the reported earnings of the Company. Buyers look for non-recurring revenue or credits to expenses (such as rebates) in an attempt to determine if the presented EBITDA figures are truly representative of the Company’s earnings. Other factors that buyers consider are whether or not there is ample expense in EBITDA to cover the operational needs to achieve the forecast projections. For example, a buyer may seek to recast the reported income statement to reflect a full year salary for expected hires that will be necessary in the coming year.

Conclusion

A business owner interested in selling the business should consider how value can be increased through the identification and presentation of recast adjustments. A detailed discussion with an investment banker about the fact pattern is the best way to determine opportunities to recast reported financial statements in a way that makes the Company more financially-compelling to the buyer universe. Doing so can literally translate into multiples of value for a seller.

© Copyrighted by EdgePoint. Paul Chameli can be reached at 216-342-5854 or via email at pchameli@edgepoint.com.

Preparing Your Business for Exit

By Paul Chameli,
Managing Director

Investment bankers often say that the optimal time to facilitate a capital transaction is when the Company is ready, the owners are ready, and the market is ready. While capitalizing on the confluence of those three factors can be affected by timing outside of their control, business owners can certainly prepare for ideal market timing. This article highlights general personal and operational considerations that will help ensure capital transaction success.

Company is Ready
While fundamental aspects of a business cannot necessarily be changed quickly, a number of business features and attributes can be implemented that often translate into more certain transaction success—and even potentially higher business value. These attributes generally relate to operational professionalism and creating institutional value for the organization.

A business owner can take a number of specific intermediate-term actions to prepare for a transaction. One of the most important is ensuring that a management team is present, prepared, and capable of leading the business in a post-transaction capacity. Ensuring that the business’ accounting and administrative records are orderly and up-to-date, sufficient to endure the scrutiny of sophisticated capital investors , is another easy task that contributes to transaction success. Business owners preparing their business for sale should focus on establishing and documenting policies and practices, which demonstrate “institutional value” and not reliance on one individual in the organization. This includes transferring/transitioning customer, supplier, and employee relationships to senior managers staying with the business post-transaction. While it’s an uncomfortable concept for many business owners, having a management team aware of and literate in the business’ financial profile also contributes to transaction success.

Business Owners are Ready
A business sale is likely the most emotional and significant event of a business owner’s professional life. Considerations for a business owner typically include those of a financial and personal nature. Business owners contemplating a transaction should understand their financial needs, taking into account their age, desired quality of life, and wishes for legacy to beneficiaries. This analysis usually requires the assistance of a good financial planner, tax accountant, and estate-planning attorney.

On the personal side, business owners should evaluate their desired post-transaction activities; this can range from continued management as an employee or partial owner to completely walking away from the business. Because various operational considerations are affected by the business owner’s desired post-transaction involvement, reconciling those feelings early permits the business owner and his/her advisors to ensure the Company is ready (see above). This also increases alignment between business positioning and the needs and desires of the target-buyer universe, which ultimately results in the highest possible value for the Company. Importantly, contemporary acquisition structures, particularly those employed by private-equity firms, permit much seller flexibility. As a result, business owners are essentially able to customize their desired post-transaction involvement with their company.

Market is Ready
Market readiness is largely measured by (and a function of) demand for investment opportunities. Record levels of cash from strategic corporations and private-equity investors available for deployment, low interest rates and easy credit policies, economic and political stability, and significant pressure to put capital to work creates demand for investment. When combined with a shortage of quality companies for sale, the result is a seller’s market in which business valuations increase. The current merger and acquisition market features all of these attributes and is an ideal environment for prepared business owners to transact their prepared businesses.

For both business readiness and business-owner readiness, quality professional advisors are a necessity. Business owners should retain a good transactional attorney, CPA, and an investment banker in advance of a capital transaction to evaluate the company’s preparedness, its ownership, and the market for a capital transaction. These professionals will evaluate the company and potential transaction from the buyer’s perspective, identifying business positioning, administrative, and personal matters that may impact transaction success or are inconsistent with the seller’s objectives. Working with these professionals well in advance of a transaction permits ample time to ensure the business and sellers are ready for market.

© Copyrighted by EdgePoint. Paul Chameli can be reached at 216-342-5854 or via email at pchameli@edgepoint.com.

Owners Must Answer the 4 W’s (Who, What, Why,…

By John Herubin,
Managing Director

It is well-publicized that the merger and acquisition market has recovered to near pre-recession levels and that it is a proverbial “sellers’ market.” Many external factors influence this increased buying activity—including low interest rates, increased availability of bank lending, historically low capital-gains tax rates, and abundant capital held by a large number of strategic and financial buyers. A business owner must answer four critical questions regarding their personal goals and objectives (internal factors), before embarking on a path to capitalize on these favorable market dynamics.

The 1^st “W” – Why am I selling?

This answer varies with each owner we advise, but several common themes often appear when an owner begins strongly considering their business exit. The reasons include the following:

• Owner has reached an age at which they have limited energy to continue running the business and believe it is time to retire.
• Cash from a sale is needed to fund a comfortable retirement.
• Owner desires a different or better quality of life than what they perceive they experience in their current role.
• Fear that the industry is consolidating and that delay could miss the consolidation trend and window of opportunity to sell.
• Owner realizes they missed the last “sellers’ market” and do not want to remain active in the business during the next down cycle.
• Desire to preserve the legacy and goodwill the business and family name have established with employees and the community.
• Owner or family illness or crisis.

This particular question often generates intense emotions and anxiety for the owner. We see the owners best prepared to answer this question are those who have communicated these emotions with the people around them that can provide honest and objective feedback. The sooner an owner begins acknowledging and confronting these emotions, the greater the prospect they will make an informed decision to sell, and be more comfortable with the outcome. This awareness process is often enhanced by speaking with close family members, trusted advisors inside and outside the business, and business peers.

The 2^nd “W” – What am I selling?
When contemplating a sale, owners need to decide if the sale will entail all or a portion of their business. A portion may include the following:

• certain divisions
• the core business
• real estate
• intellectual property
• a specific geographic location

A corollary to this question is determining what form the sale’s consummation will take. Generally, working with trusted professional advisors helps an owner decide—depending on what is being sold and how it is owned—whether a sale of stock, assets, license agreement, joint venture, or lease is preferable. These professionals often include an experienced deal attorney, investment banker, accountant, financial advisor, and insurance representative. Myriad tax, legal, personal financial, and estate planning implications arise, based on what is sold.

The 3^rd “W” – Who do I sell to?

Today’s frothy market conditions provide a plethora of options for an owner to consider. Historically, the most obvious buyer choice was a direct competitor. Today, options also include many private equity or financial buyers flush with cash. A newer and growing participant competing to buy companies is the family office. These groups represent a family or group of families that may have previously sold a business, and seek to increase yield on sale proceeds by buying another company. Also, many international companies seek growth in the U.S. through acquisition, and are active competitive buyers.

Based on the answers to the 1^st “W” above, a qualified buyer may also include the owner’s key managers or employees, or possibly the broader universe of employees through an Employee Stock Ownership Plan (ESOP).

Each buyer group’s investment and management style, goals, and results can influence which buyer is best pursued to meet the owners’ transition goals and objectives. Again, the owners trusted advisory team can provide input from experience to assist in determining buyers to target in a sale process.

The 4^th “W” – When do I sell?

For owners inclined to sell (owner readiness), this is the easiest question to resolve. As discussed above, today’s market timing is as favorable as it was pre-recession. Many owners do not want to live through another downturn and are seizing the moment to market their companies for sale. Another factor indicating that now is a great time to consider a sale is the number and frequency of unsolicited and preemptive offers owners receive. This validates our sense that buyers are abundant and sellers are few.. When this imbalance will end is currently unclear. As we have seen in past cycles, it is not always easy to predict what external events impact markets.

Careful consideration joined with trusted advisor consultation will help answer the 4 “W”s above, enhance the chances of a successful sale transaction, and achieve the best “W” of all—one in the win column!

© Copyrighted by EdgePoint. John Herubin can be reached at 216-342-5865 or via email at jherubin@edgepoint.com.