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Serveup a fair priceCalculating theworth of a business

is crucial, writes ClaireHeaney

WHETHER you are planningto sell, retire, looking for fi-nance, investors, partners, orjust wanting to take stock, it iswise to know the value of thebusiness you are running.But it is not a simple exercise

as there are many variablesthat come into play. It alsodepends on your industry, theeconomy and how vital you areto the business.The most common way of

valuing is by taking a multipleof earnings before interest, tax,depreciation and amortisation(EBITDA).This values the business and

not the shares.William Buck corporate ad-

visory director Manda Traut-wein says it is theoretically aneasy formula but input into theformula often requires pro-fessional judgment.

‘‘For example, the higher therisk associated with the busi-ness the lower the multiple,’’she says.

‘‘The business owner is notalways best placed to make this

always best placed to make thisassessment because they haveno basis for comparison,whereas a professional valuer ison top of this.’’She says it should be forward

looking, and that well-runsmall to medium businessescan sell for three to five timestheir EBITDA.Acorro business strategist

John Downes says vendorshave unrealistic expectations ofthe value of their business.

‘‘I have found that buyersare not paying much more than1.5 times EBITDA but sellerswant three times what a buyeris prepared to pay,’’ he says.Downes says the disconnect

means deals are done whenvendors ‘‘get some sense orbecome tired and desperate’’.

Net assetsYou can add up the value of thebusiness’s net assets.

‘‘The problem with this isthat you don’t take into ac-count intangibles such as good-

will,’’ Trautwein says. ‘‘To me,it’s like a minimum valuation.’’

icy adviser Gavan Ord agreesthat not all valuations aredriven by accounting models.

‘‘For example, in the cafeindustry, people often use thenumber of kilos of coffee a cafegoes through each week as auseful baseline to value thebusiness,’’ he says.Ord says people look to

industry rules of thumb be-cause the standard of somebusiness books are not great.

it’s like a minimum valuation.’’

Discounted cashflowTrautwein says a business canbe valued based on forecasts.

‘‘It is the most complex wayof valuing and it is moredifficult because there are morevariables,’’ she says.Forecasts would need to be

available for three to five years.Institute of Public Account-

ants adviser Tony Greco says ifclients aren’t ‘‘sticky’’ – mean-ing they have to come to youbecause of your expertise orspecial offering – it will bereflected in the valuation.Businesses can go through

trends and dramatically chang-ing technology can quicklymake a business outdated.Greco says the value of

financial services businessesare being hit because ofchanges to legislation that willtake effect from July, whichmeans they will charge a feeand not receive commission forselling their products.CPA Australia business pol-

icy adviser Gavan Ord agrees

‘‘Don’t just look at financialinformation,’’ he says.

‘‘Investors may be willing topay a premium for certainbusiness attributes, such as abusiness only running five daysa week.’’

Are you the business?The value of the business willbe affected if the owner ‘‘is’’the business.

‘‘Some businesses are drivenby the owner’s skill set,’’ Grecosays. If they are removed, thereis no business or someoneneeds to be employed.

SPILLINGTHEBEANSONCOFFEE

After years in hospitality,NathanWeston uses amixture of industry toolsand his own experienceto value a business.Weston, who launched

coffee shop Iris and theSecret Squirrel last year,says not all coffee shopsare valued equally.He says a five-day-a-

week shop in a business

area undermanagementwould bemore attractivetomany people than a‘‘hands on’’ operation.Kilograms of coffee

sold are onemeasure, asare rent, lease terms andthe level of involvementneeded by the operator.Also, turnover should

be divided between costof food, staff and profit.

HOWTO IMPROVEYOURVALUE

●Strip out expensesthat are not essential.●Ensure key customersare contracted.●Don’t be too relianton one customer.●Keep your booksup-to-date.

Serveup a fair priceCalculating theworth of a business

is crucial, writes ClaireHeaneyWHETHER you are planningto sell, retire, looking for fi-nance, investors, partners, orjust wanting to take stock, it iswise to know the value of thebusiness you are running.But it is not a simple exercise

as there are many variablesthat come into play. It alsodepends on your industry, theeconomy and how vital you areto the business.The most common way of

valuing is by taking a multipleof earnings before interest, tax,depreciation and amortisation(EBITDA).This values the business and

not the shares.William Buck corporate ad-

visory director Manda Traut-wein says it is theoretically aneasy formula but input into theformula often requires pro-fessional judgment.

‘‘For example, the higher therisk associated with the busi-ness the lower the multiple,’’she says.

‘‘The business owner is notalways best placed to make thisassessment because they haveno basis for comparison,whereas a professional valuer ison top of this.’’She says it should be forward

looking, and that well-runsmall to medium businessescan sell for three to five timestheir EBITDA.Acorro business strategist

John Downes says vendorshave unrealistic expectations ofthe value of their business.

‘‘I have found that buyersare not paying much more than1.5 times EBITDA but sellerswant three times what a buyeris prepared to pay,’’ he says.Downes says the disconnect

means deals are done whenvendors ‘‘get some sense orbecome tired and desperate’’.

Net assetsYou can add up the value of thebusiness’s net assets.

‘‘The problem with this isthat you don’t take into ac-count intangibles such as good-

will,’’ Trautwein says. ‘‘To me,it’s like a minimum valuation.’’

Discounted cashflowTrautwein says a business canbe valued based on forecasts.

‘‘It is the most complex wayof valuing and it is moredifficult because there are morevariables,’’ she says.Forecasts would need to be

available for three to five years.Institute of Public Account-

ants adviser Tony Greco says ifclients aren’t ‘‘sticky’’ – mean-ing they have to come to youbecause of your expertise orspecial offering – it will bereflected in the valuation.Businesses can go through

trends and dramatically chang-ing technology can quicklymake a business outdated.Greco says the value of

financial services businessesare being hit because ofchanges to legislation that willtake effect from July, whichmeans they will charge a feeand not receive commission forselling their products.CPA Australia business pol-

icy adviser Gavan Ord agreesthat not all valuations aredriven by accounting models.

‘‘For example, in the cafeindustry, people often use thenumber of kilos of coffee a cafegoes through each week as auseful baseline to value thebusiness,’’ he says.Ord says people look to

industry rules of thumb be-cause the standard of somebusiness books are not great.

‘‘Don’t just look at financialinformation,’’ he says.

‘‘Investors may be willing topay a premium for certainbusiness attributes, such as abusiness only running five daysa week.’’

Are you the business?The value of the business willbe affected if the owner ‘‘is’’the business.

‘‘Some businesses are drivenby the owner’s skill set,’’ Grecosays. If they are removed, thereis no business or someoneneeds to be employed.

Copyright Agency Ltd (CAL)licensed copy

Herald Sun, Melbourne08 Apr 2013, by Claire Heaney

Your Money, page 25 - 711.85 cm²Capital City Daily - circulation 460,370 (MTWTFS-)

ID188693882 PAGE 2 of 3


Business Review Weekly, National11 Apr 2013

Business News, page 1 - 2,907.59 cm²Magazines Business - circulation 37,060 (---T---)

ID189212312 PAGE 1 of 10


Australian Financial Review, Australia14 Aug 2013, by Jason Clout

Special Report, page 3 - 322.33 cm²National - circulation 64,861 (MTWTFS)

ID208212537 PAGE 1 of 1

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AGENDA 2015 - Content Marketing

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Transcript of AGENDA 2015 - Content Marketing