SBT Consultants, LLC Small Business Transactions

“Maximize Your Value & Minimize Your Risk” Straight Talk & Valuable Tools to Assist Selling a Small to

Medium ($2-50M) Sized Business

SBTCONSULTANTS.COM

SBT Consultants, LLC.

• Background: David Patterson– Previously President/CEO of Ryan Herco Flow Solutions;

$220M+ Industrial Distributor– Executed Three Separate Processes Ultimately Selling Business

to Private Equity Groups – Lead the Merger of Ryan Herco & Flow Solutions/ Two Equally

Sized Industrial Distribution Companies– Acquired 20+ Distribution Companies Over the Last Decade/

Evaluated Approximately 50 others.– Recently Acquired & Sold a Small Distribution Company for a 5X

return on Cash• Formed SBT (Small Business Transactions) to Help Small to Medium Sized

Businesses Navigate the Process of Selling Their Business.

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Topics to Be Discussed

• Overview• Buyer Universe• Preparation, “If I Only Knew”• Valuation Models• EBITDA/Value Pie• Acquirers vs. Sellers• Summary

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Most Business Owners Only Sell Once - Why Not Take the Appropriate Course to

Maximize Value AND Minimal Risk For the Years of Investing In & Building Your Empire

Overview Buyers Have the Advantage!

• Buyer’s goal is to pay a fair, but lowest price for your business. And they often have knowledge & advantages that you don’t.– You should arm yourself with knowledge– You need to prepare in advance– You must know the process & rules of the game– Be on a level playing field with the buyer– You need to know how to maximize your

value/return & minimize your risk

Acquisitions seem simple enough – but they’re not. They are a complex process and buyers typically hold all the cards

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Why am I Selling?Who is my Buyer Universe?

• Why am I selling:– Retirement/ Concerned for the Future/Strategic Decision/Lost

Interest/ Succession Planning/Concerned About Consolidation in the Industry/ Take Some Chips Off the Table/Want to Cash Out

• All legitimate • Who is my Buyer Universe

– Strategic Buyer/Industry Consolidator– Competitor (Can be the most risk intensive option for a seller)– Private Equity Group (seeking control)– Private Equity Group (seeking participation/ seller keep control)– Merger within Industry

Depending on the Buyer, there will be substantially different considerations to maximize value and minimize risk – assure you know them all!

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SBT Statistics/ Validated by Discussions with Other Industry Consolidators

• Acquired Small – Medium Sized Businesses (Non-Financial)

– Number that seemed prepared for process None– Number that had prior experience with acquisitions None

– Number with real data on industry & business factors None

– Number that were frustrated with process to sell business ALL

– Number that ultimately paid back $, post close, from WC ALL

– Number that ultimately accepted significant risk ALL– Number that left $ on the table ALL

Buyer Valuation Modeling Options

Valuation

DCF

Asset Value

EBITDA Multiple/EBITDA $

+/- Industry & Business

Factors

EBITDA Multiple is important and usually falls into a tight range, specific to your business. You can have an impact on EBITDA $’s…and that will increase your Valuation.

EBITDA/Value Pie

Buyer Give-Away Add-Backs

One-time/Non-recurring

Post Close Synergies & Operating Efficiencies

Sellers Must Determine How to Get a Bigger Slice of the Pie

Strategic Acquirers are hungrier than ever to get deals done. There is no such thing as a standard model or approach. Sellers are in a good position to increase their purchase price and take on less risk.

(Strategic/Non-Financial) Acquirer – What are we buying?

Strategic Unique to Each Business

People Assets

Relationships Synergies Increased Value

Operating Expense

SynergiesSynergiesOperating Efficiencies

Increased Value

Working Capital

OpportunityClaw-BackOperating Efficiencies

Reduction in Purchase

Price

Throughout the process acquirers are seeking out ways to increase the value of their acquisition. Additionally, within working capital accounts, there are opportunities to reduce purchase price

Seller – How We Should Look at It…

Strategic Unique to Each Business

People Assets

Opportunity Adjustment to EBITDA

Increase in Purchase Price

Operating Expense

Opportunity Adjustment to EBITDA

Increase in Purchase Price

Working Capital

Risk Prepare Early/ Take Action

Avoid Reduction in

Purchase Price

$$

Capturing these $$’s can only be accomplished by preparing in advance. Once the process to sell your business is underway, it’s likely too late.

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Summary (For Sellers)• Become Knowledgeable of the Process to Sell Your Business

• Take Actions to Prepare in Advance

• Evaluate & Know Your Acquirer/ Have a Discussion with Prior Executives that sold a business to acquirer

• Access Valuation Statistics Within Your Industry; document the +/- Business & Industry Factors Specific to Your Company

• Fully Vet All Opportunities to Increase Purchase Price/ Get Used to Proforma Financials. Equally, Reduce Areas of Risk That Decrease Purchase Price

• If you want a valuation & process by the book, hire a Financial Consultant – they are plentiful. If you want to Maximize Value & Minimize Risk, Hire Strategic Consultant.

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Partial Listing of SBT Tools

• The following tools will be used when you engage with SBT:

SBT Consultants, LLC.

• Tools– Step-by-step process (detailed outline for things to consider)– Advance Prep List (before you talk to a buyer)– Financial or Strategic Buyer/ Things to Consider– Add-Back Analysis/ An Important Value Driver for Sellers– LOI Should be a Complex Document

• Pre-LOI Term Sheet

– Working Capital Accounts• Inventories• Accounts Receivable

– Determining the Value of a Private Company• The +/- impacting your valuation• Valuation Modeling Worksheet/ Proforma Financials

– Summary of Non-economic Purchase Agreement Terms• Buyer Information Request List (example)

– Tax Considerations– M&A Terminology

SBT Consultants, LLC.• SBT Consultants, LLC. was formed to address a void – Offer a trusted, non-

commissioned, straight-talking source to help small to medium sized business owners Maximize Value and Minimize Risk when selling their business. Having worked extensively on both sides of the table, David Patterson is uniquely experienced to increase the knowledge & skills of business owners as they venture down this challenging path.

• SBT does not employ a commissioned approach. Rather, there are Flexible Fee Services, a substantial tools offering and, most importantly, Total Focus to Get the Deal Done Right – delivering Maximized Value & Minimized Risk for the Seller.

• SBT has relationships and agreements with a number of Private Equity Groups that invest in distribution companies ($10-200M annual revenue range). Equally, SBT has developed similar relationships with Strategic Buyers of distribution businesses. SBT can provide you with advice on what these companies are paying for distribution companies and connect you with the right buyer who will best fit your profile & interests into the future.

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