Options for Transitioning Your Business: Unlocking Private Company Wealth
Unlocking Private Company Wealth
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Transcript of Unlocking Private Company Wealth
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Unlocking Private Company WealthZ. Christopher Mercer, ASA, CFA, ABARMercer [email protected] | 901.685.2120
Exit Planning, Transaction Advisory Services, and Healthcare Valuation ConferenceNovember 17, 2015
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3
Baby Boomers Statistics
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
There are 76 million baby boomers in the US or approximately
25% of the U.S. population
(2012 US Census data)
66% of all businesses with employees, or
nearly 4 million companies, are owned
by baby boomers(Axial)
Baby boomers started turning 65 in 2011 at a rate of 10,000 a day — a trend that will last for
the next 19 years(Pew Research Center)
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The Road
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5
Ownership Transfer Matrix Vertical or Horizontal?
See Figure 3 on page 22 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
Partial Sale/Transfer
Total Sale/Transfer
Voluntary Transfer
• Private Equity/PE
• Sales to Insiders/Relatives
• Gifting Programs
• Sale of Business
• ESOP/Management Buyout
• Buy-Sell Agreements
Involuntary Transfer
• Personal Financial Issues
• Divorce
• Death
• Divorce
• Buy-Sell Agreements
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Interim Time
Stat
us Q
uo
Busi
ness
End
Gam
e
The Rest of Your Life
Interim Time is when we set up our business end games and the rest of our lives
Interim Time
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Keep your eye on the ball
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Managing Private Company Wealth
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Investment treatment
Focus on returns and risk
Diversification
Asset Allocation
Management fees
Common Themes of Liquid Wealth Management
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What is the Return on a Portfolio?
See page 29-30 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Mr. Jones’ $5 Million Portfolio
11.8% Return
See Figure 4 on page 30 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
Management Fee: $40,000 (80bps)
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Mr. Jones’ $25 Million Portfolio
See Figure 5 on page 31 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
7.0% Return for Jones Mfg.Management Fee: $0 (0bps)
Management Fee: $40,000 (80bps)
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Total Portfolio Return
See page 31 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
Weighted Return on Jones Mfg + Weighted Return on Liquid Portfolio
(80% x 7% Return) + (20% x 11.8% Return)
= 8.0% Total Portfolio Return
Good? Bad? What to do?
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Idea #1 Rates of Return
Talk to business owners in terms of managing the wealth in their businesses and in terms of achieving reasonable rates of
return on their investments
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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An annual budget for managing illiquid private company wealth (defined as an ownership interest in a
company)
Analogous to fees paid to manage liquid wealth (stocks, bonds or other
liquid assets)
It costs money to manage wealth, whether liquid or illiquid
See page 36 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
The
Solution
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New themes for Private Wealth Management
Investment treatment
Focus returns and risk
Diversification
Allocation
Management fees (compensation)
See page 36 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
The
Solution
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One Percent Solution Activities
See pages 38-41 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
Wealth Manager Comp
Annual Appraisals & Monitoring of Performance
Buy-Sell Agreement Pricing
Life Insurance Funding
Estate Planning
Ownership & Management Transition Planning
Financial Planning
Annual Legal Review
Outside Board Members
Corporate Finance for Private Businesses
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The One Percent Solution for Mr. Jones
See Figure 5 on page 31 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
7.0% Return for Jones Mfg.
Management Fee: $40,000 (80bps)
Management Fee: $200,000 (100bps)
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Managing Private Company Wealth
≠Managing Private Companies
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Idea #2The One Percent Solution
Relate the costs of managing private company wealth in terms of the management cost as a percentage of
business value
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Fair Market Value - Hypothetical
Willing Buyers
All Informed
Arm’s Length
Willing Sellers
No Compulsion
Financially Capable
PriceCash
Equivalent Transaction
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Basic Valuation Equations
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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The Levels of Value
See Figure 7 on page 46 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Interim Time
Stat
us Q
uo
Busi
ness
End
Gam
e
The Rest of Your Life
Interim Time is when we set up our business end games and the rest of our lives
Interim Time
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Tools for Managing Private Company Wealth
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Total Revenue minus
Total Cost
Earnings – The Beginning Point for Dividends
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Annual Return (No Realized Appreciation)
See page 75 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
Need approval to calculate return
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Net Cash Flow: The Source of Dividends
See Figure 11 on page 72 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
Four Uses of NCF1. Dividends2. Retire debt3. Reinvest for future growth
4. Reinvest in stagnant assets
Owners don’t think in these terms but all companies have NCF
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Idea #3 Calculate Rates of Return
For recurring clients, calculate the rates of return on their
investment from year to year and compare the results with other, alternative investments
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Every company has
a dividend policy
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Every company has a dividend policy
Dividend policy is a starting point for portfolio diversification
Special dividends enhance personal liquidity and diversification
Dividend policy matters
Boards of directors need to establish thoughtful dividend policies
Dividends and Dividend Policy for Private Cos
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Never pay a dividend One time dividend Special dividend
Constant dollar dividend
Set a dividend payout ratio target
Dividend yield target
Residual dividend policy
Spin-out for spin-off of subsidiaries or
other assets
Leveraged dividend
recapitalization
10 Types of Dividend Policies
Distributions for tax pass-through liabilities
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Dividend Policy Influences Return
on Business Investment
Theory – Neutral
Reality – If you run the company well, pay dividends, and maintain normal capital
structure, you may well beat the theoretical
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Leveraged Recapitalizations
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
Two types of transactions look similar to company
Share Repurchases
Leveraged Dividends
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Leveraged Recapitalizations
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
Look similar to company
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Leveraged Recapitalizations
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Leveraged Recapitalizations
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
Which is best? You decide
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Many owners of successful private businesses abhor the use of even prudent
leverage. Others don’t think about it.
They should.
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Idea #4 Basic
Corporate Finance Tools
The “tools” we are discussing are basic corporate finance
tools. Add them to your vocabulary and discuss them
when appropriate with business owners
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Perspectives for Managing Private Company Wealth
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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• Value that others are willing to pay for
• Not value to you as an owner
• Related to concept of Identifiable Earnings
• READY
• Visible
• Believable
• Capitalizable
• Projectable
Transferable Business Value
IdentifiableEarnings
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7 Ways the Next Investors Will Look at Your Business
Relative to itself over time
Relative to peer groups
Relative to budget or plan
Relative to your unique potential
Relative to strategic or synergistic
opportunities your platform offers
At a point in time
Relative to regulatory expectations or requirements
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Look now at a business like future
investors will look at it
See page 168 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Idea #5 Future
Investor Analysis
Have a qualified appraisal firm with transactional experience conduct a
valuation analysis of your business that is geared to address the seven perspectives
of future investors in more depth than might be employed in a typical appraisal
That analysis could highlight opportunities to reduce risk, and to enhance expected cash
flow and growth
See page 168 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Bad Things Happen to Good Companies
If you wait until it’s too late, it’s too lateYes, but ...
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Management Transitions
Inevitable
Part of the private company wealth management process
Successful management transitions increase attractiveness to potential future investors
See page 184 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Ownership Transitions
1. A primary owner dies unexpectedly
2. A key employee leaves
3. The owner gets tired and decides to sell
4. Business reversals happen
5. The primary owner divorces
6. The second (or third or fourth) generation is not up to the task
7. Life changing experiences occur
8. Unexpected offers come along
9. Buy-sell agreement operation
10. Gift and estate tax planning
11. Normal lifetime planning dictates timing
Remember the
Ownership
Transfer Matrix?
See pages 157-160 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Management and ownership transition will occur
Focus now, during interim time, to assure successful transitions
The good things that need to happen will occur (or not) between your current status quo and any ultimate sale or disposition of your business
So, prepare for the unexpected
Observations on Transitions
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Idea #6 Focus on Inevitable
Transitions
During any business valuation process (or any other significant
discussion), ask questions about plans for management and/or ownership transition
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Is Your Business READY for Sale?
If you don’t sell your business today,
you are a buyer of your business
See page 185 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
R RiskE EarningsA Activities, AttitudesD Driving GrowthY Year-to-Year Comparisons
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25 Questions for Business Owners
1. How much is your closely held or family business worth?
2. Is your wealth adequately diversified to avoid the risk of major losses from adverse events with any of your assets, including your business?
3. What is the plan to obtain liquidity from your ownership of your business?
4. Is your business “ready for sale” whether or not you have any interest in selling today?
See pages 197-206 in Unlocking Private Company Wealth.© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Ideas Review
1. Talk to business owners in terms of managing the wealth
and achieving reasonable rates of return
2. Discuss the One Percent Solution to put costs of managing
private wealth in perspective
3. When information is available, calculate your clients’ rates of
return (and discuss)
4. Discuss the tools for managing wealth with your clients
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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Ideas Review (cont.)
5. Recommend in depth review of businesses the way next investors will see them
6. Ask questions about plans for ownership and management transition
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net
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The Road
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Questions?
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Unlocking Private Company Wealth
ChrisMercer.net/books
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• Buy-Sell Agreements for Closely Held and Family Business Owners
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Z. Christopher Mercer, ASA, CFA, ABAR
www.MercerCapital.comwww.ChrisMercer.netlinkedin/in/zchristophermercer
Mercer Capital5100 Poplar Ave., Suite 2600Memphis, TN 38137
Chris Mercer is the founder and CEO of Mercer Capital, a national business valuation and financial advisory firm.
Chris began his business valuation career in the 1970s and has been involved with hundreds of valuations for purposes related to mergers & acquisitions, litigation, and estate and gift tax planning, among others. He has extensive experience in litigation engagements including statutory fair value cases, business damages, and lost profits. He is also an expert in buy-sell agreement disputes.
Designations held include Accredited Senior Appraiser (ASA) from the American Society of Appraisers, Chartered Financial Analyst (CFA) from the CFA Institute, and Accredited in Business Appraisal Review (ABAR) from the Institute of Business Appraisers.
Chris has written widely on business valuation-related topics and is a frequent speaker on business valuation issues for national professional associations, other business and professional groups, and business owners.
Recent books authored by Chris include Unlocking Private Company Wealth (Peabody Publishing, LP 2014), Buy-Sell Agreements for Closely Held and Family Business Owners (Peabody Publishing, LP 2010) and Business Valuation: An Integrated Theory, 2nd Edition, with Travis W. Harms (John Wiley and Sons 2008).
For a complete list of the books authored by Chris, as well as further information on his valuation-related experience, view his complete CV at www.mercercapital.com.
© Z. Christopher Mercer, 2015 | www.mercercapital.com | www.ChrisMercer.net