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Agenda for todayAgenda for today
• The Market Today
• Funding An Acquisition
• Preparation
• Structuring A Deal
• Preparing For Exit
• Questions
The Market TodayThe Market Today
• The banks are very much open for business with an appetite to lend
• Each deal “very much” on its own merits
• Lower debt multiples – 2 x EBIT
• LIBOR now back at its usual level is a clear indication of the lenders confidence slowly returning.
The Market TodayThe Market Today
• Great focus on equity contribution and strength of balance sheet
• Cost of funds still relatively cheap
• Good house keeping is key
• Good opportunities exist offering excellent value
Funding An AcquisitionFunding An Acquisition
Lenders look at the following
• Management credentials – incoming and remaining
• Sector Knowledge
• Serviceability – sustainable EBIT and how this translates into cash
• Strength of business within its market
Funding An AcquisitionFunding An Acquisition
Lenders also look at the following
• The effects of the loss of key individuals
• Market Conditions, product life cycle
• Competition
• Environmental, legislation
Preparation Is Essential!Preparation Is Essential!
• Professional Business Plan
• 36 months projections
• A full pack of financials for target business
Sounds basic but in the past decade of “fast cash” good preparation has been forgotten
Preparation Is Essential!Preparation Is Essential!
• If Lenders do not understand it they will decline it!
• What exactly are you buying?
• How is deal to be structured?
• What is your contribution/commitment to the deal - “hurt money”?
Structuring A DealStructuring A Deal
• Cash Contribution
• Commercial Mortgage
• Invoice Finance
• Asset Finance
• Cash Flow Loan
• Deferred Consideration
• Enterprise Finance Guarantee
• Personal Debt
• Private Equity
Structuring A DealStructuring A Deal
Airport Vehicle Company – Gatwick
Deal structured as follows
£365,000 Invoice Discounting
£400,000 Personal Remortgage
£100,000 Fleet refinance
£400,000 Deferred Consideration
£135,000 EFG Loan
£1,400,000 Total acquisition price
Preparing For ExitPreparing For Exit
• Work out your tax plan with your accountant to achieve the best exit strategy for you!
• Give thought pre sale to deferred considerations / earn outs
• Is it possible to re finance your assets or debtor book now to release cash and reduce the purchase price accessing a wider range of purchasers?
Preparing For ExitPreparing For Exit
• Have a full pack of information available for potential purchasers
• Be patient with the purchaser funding DOES take longer!