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Newport Board Group, a National Business Advisory Firm of CEOs That Serves the Middle Market, Issues Guidance for Companies Considering a Sale in 2013
Date:6/3/2013

San Francisco, CA (PRWEB) June 03, 2013

With increasing signs of a recovering U.S. economy and with record setting amounts of capital in the hands of large corporations (“strategic buyers”), Private Equity firms (“PE”) and hybrid investors (neither strategic nor PE, for example wealthy individuals and family offices), private business owners contemplating a sale are fortunately faced with a myriad of options. Add to these traditional middle market lenders, commercial finance companies and Business Development Corporations (BDCs) all flush with cash, it is no wonder that many company owners are confused and uncertain as to how to maximize the exit value of their business.

The middle market, which we define as companies with $10 million to $500 million in revenue, has long been the predominant area for U.S.-based PE investment. And while deal volume and capital invested in U.S.-based middle market companies were down somewhat in absolute terms in 2012, the middle market expanded to 71.4% of total buyout activity—its highest share in the last decade.

PE buyers will generally want to purchase at least 80% of the company and will provide capital for growth. Typically, the PE buyer will target a 5-7 year exit of the business and will quite often resell the company to another PE firm. They will most often want to or at least be open to keeping a founder involved for a period of years to lead the execution of a growth strategy and to “earn out” part of the purchase price.

Strategic buyers are actively acquiring smaller companies in order to gain technology, market share, products or people. Think Instagram with 13 employees by Facebook for $1 billion dollars. Often, a strategic buyer will pay the highest value in that the product or service of the target, when added to the buyer’s business, will be “accretive” i.e. it will create more value for the whole, a sort of 1+1=3.

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