FBB Logo - resized


FBB eNews
March 2011
In This Issue
GF Data Reports Highest Middle-Market Private Equity Deal Volume in Eight Quarters

Why Deals Don't Close

When deals fail to close, everyone involved with the transaction is disappointed. Sometimes the differences between the buyer and seller sides are insurmountable; other times, the differences are minor. Here are some reasons why deals fail to close.

 

BUYERS... 

 

...who lose patience and give up the acquisition search prematurely, sometimes under a year's time period.

 

...who are not highly focused on their target companies and have not thought through the real reasons for doing a deal.

 

...who are not willing to "pay up" for a near perfect fit, realizing that such circumstances justify a premium price.

 

...who are not well-financed or capable of accessing the necessary equity and debt to do the deal.

 

...who are inexperienced and unwilling to lean heavily on their experienced advisors for proper advice.

 

 SELLERS...

 

...who have unrealistic expectations for the sales price.

 

...who have second thoughts about selling - commonly known as seller's remorse, most frequently found in family businesses.

 

...who insist on all-cash at closing and are inflexible with other terms of the deal, such as stringent representations and warranties.

 

...who fail to give the investment bankers their undivided attention and cooperation.

 

...who allow their company's performance in sales and

earning to deteriorate during the selling process.

 



Quick Links
 
 
 
 
  

 



 

 

Find us on Facebook

 

Follow us on Twitter

 

 

 

First Business Brokers, Ltd.

719/635-9000

800/395-7653

Email: fbb@fbb.com

 www.fbb.com

Join Our Mailing List

Greetings!  

 

Similar to the activity mentioned in the featured article of this month's newsletter, we continue to see strong activity in the business acquisition market.  Last week, we completed an all cash transaction of a niche manufacturing business in Colorado Springs.  The business went under LOI with the first buyer, an experienced entepreneur, who visited the company.  Earlier this week, we closed on an automotive service business in Denver.  The acquirer also purchased the underlying real estate and funded the transaction with an SBA guarantee loan.  We have several other transactions scheduled to close this month and in April.

 

As a result of the increased activity, we are looking to add a part-time analyst to our staff.  The position involves generating spreadsheets for business valuations, reserach to indentify industry acquirers, and drafting presentation packages, describing businesses going to market.  The candidate will require good communication skills, as well as an understanding of accounting and finance.  The hours will initially be flexible and project driven.  If you are aware of someone that would be interested in discussing the position, please have them send us a resume.

 

Based on the continually improving earnings reported by our clients, we remain optimistic about the business acquisition environment of the Rocky Mountain Region.

 

                                                               

GF Data Reports Highest Middle-Market Private Equity Deal

Volume in Eight Quarters

 

Rebound in Valuation, Deal Volume and

Leverage in Full Swing

 

PHILADELPHIA---GF Data's 2010 Year End Report reveals deal volume in the middle market surged ahead in 4Q 2010, marking the most deals done since the onset of the economic crisis, and reflecting continued improvement in the overall M&A market. The 155 private equity firms currently contributing to GF Data reported 58 completed transactions in the fourth quarter of 2010, closing out the year with a total of 147 completed deals.

 

For the third quarter in a row, completed deal volume was about double the rate of activity in the same period in 2009. PE firms in the GF Data universe completed 100 deals in the last six months of 2010, compared to 46 in the second half of 2009.

 

Average pricing held steady at 6.1x trailing 12 months adjusted EBITDA, the level reached in 3Q and the highest value since the first half of 2009, when "a flight to quality" pushed averages upward on lean volume.

 

The GF Data subscriber database now includes information on 1,104 transactions closed between January 1, 2003, and December 31, 2010 with enterprise values of $10 million to $250 million. For information on subscribing, or on contributing data as a private equity participant, visit www.gfdataresources.com. The full 4Q Report is available to subscribers only.

 

"We expected the 4Q report to reflect a lot of activity, based on the general sense of market improvement," said Andrew T. Greenberg, CEO and Co-Founder, GF Data. "However, we never expected the quarter to be a peak unto itself, driven by tax anxieties and other considerations. There was plenty of momentum earlier in the fall, and we see every sign that this tempo will continue through the early months of this year."

 

"The broader market dynamics beginning to take hold in the fall continued into 4Q. The premiums being accorded for better performing businesses and for larger deals have never been higher," said B. Graeme Frazier, IV, Principal and Co-Founder of GF Data. "Total and senior debt multiples also held steady from 4Q, confirming that debt availability continues to improve at least somewhat in the middle market."

 

Data Highlights:

High-level valuation and volume data for the past eight quarters follows. GF Data Resources' reports provide data contributors and subscribers with more detail on valuation, capital structure, leverage, and key deal term trends.

  • The "quality premium" discussed in recent GF Data reports continued to be present in full force in 4Q. "Above-average" financial performers purchased in 4Q 2010 were valued at a 12 percent premium to lesser performers. 
  • The widening "size premium" reported on in the GF Data3Q report is also in evidence in the year-end data report.
  • Leverage multiples expanding at a greater pace than valuation multiples means that the unprecedented percentage of equity contributions reported through the first half of 2010 have begun to recede.

About GF Data Resources

GF Data Resources collects, analyzes and reports on middle market private equity sponsored M&A transactions with enterprise values of $10 million to $250 million. Contributors and subscribers have exclusive access to detailed quarterly reports, including extensive valuation and leverage data, breakdown by NAICS code through GFDR's searchable online utility, and a new key deal terms quarterly report. The data provides private equity firms and other users more reliable external information to use in valuing and assessing M&A transactions. Transaction information is collected from private equity groups on a blind and confidential basis. Data contributors and paid subscribers receive two products -- high-level valuation and leverage data in electronically delivered quarterly reports and continuous access through the web site to detailed valuation data organized by NAICS industry code.