Q4 2019

MARKETPULSEINTERNATIONal BUSINESS BROKERS ASSOCIATION | M&A Source | fourth quarter 2019 survey

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A full copy of the Market Pulse survey results is available to IBBA and M&A Source members who participate in each quarterly survey. This is a 100-plus page document of up-to-date, relevant information on the state of the marketplace and compiled by Dr. Craig Everett, assistant professor of finance and director, Pepperdine Private Capital Markets Project. 

To become a member, please contact the IBBA and M&A Source.

INTERNATIONAL BUSINESS BROKERS ASSOCIATION

7100 E. Pleasant Valley RoadSuite 160Independence, OH 44131Office: 888-686-IBBAwww.ibba.org

Barry J Berkowitz, PhD, CBI, M&AMIIBBA Chair

Lisa Riley, PhD, CBI, CM&APMarket Pulse Chair Scott Bushkie, CBI, M&AMI Market Pulse Committee

Kyle Griffith, CBI Market Pulse Committee

Kylene Golubski Executive Director

M&A SOURCE

3525 Piedmont RoadBuilding Five, Suite 300Atlanta, GA 30305www.masource.org

Robert J. McCormack, CVA, M&AMI, MBAM&A Source Chair

David Ryan Market Pulse Committee

Karl Kirsch Executive Director

PEPPERDINE PRIVATE CAPITAL MARKETS PROJECT

Pepperdine Graziadio Business School6100 Center DriveLos Angeles, CA 90045bschool.pepperdine.edu/privatecapital

Dr. Deryck J. van RensburgDean

Dr. Craig R. EverettDirector

Irina MicunovicResearch Associate © 2012-2020. All Rights Reserved

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The IBBA and M&A Source Market PulseB R O K E R A D D E N D U M Q 4 2 01 9The quarterly IBBA and M&A Source Market Pulse Survey was created to gain an accurate understanding of the market conditions for businesses being sold in Main Street (values $0-$2MM) and the Lower Middle Market (values $2MM -$50MM). The national survey was conducted with the intent of providing a valuable resource to business owners and their advisors. The IBBA and M&A Source present the Market Pulse Survey with the support of the Pepperdine Private Capital Markets Project and the Pepperdine Graziadio Business School.

The Q4 2019 survey was completed by 300 business brokers and M&A advisors. Respondents completed 273 transactions this quarter.

F i g u r e 1 : M a r k e t S e g m e n t s S t u d i e d

Main Street Lower Middle Market

Less than $500K $2MM - $5MM

$500K - $1MM $5MM - $50MM

$1MM - $2MM

Market Outlook Positive for 2020 Valuations for small and medium businesses held strong in 2019, remaining at or above market peaks. In the past year, median multiples never varied more than 0.2 points in any market sector, and Q4 2019 ended on par with the year prior.

Generally, business brokers and M&A advisors expect more of the same in 2020. While they do expect deal flow and successful closings to grow, advisors predict a negligible uptick in multiples this year. Specifically, 55% of advisors predict the volume of deals (under $50 million) will increase in the next 12 months, but only 7% expect an increase in multiples.

Optimism is positive for the year ahead, with advisors anticipating:

• Greater deal flow

• Increased business exit opportunities for sellers

• Opportunities for business growth

• Better closing rates

• Improved general business conditions

Meanwhile, advisors expect that businesses will take longer to sell in 2020 and that closing deals will become more difficult. Business brokers representing small businesses valued at less than $500,000 point to financing challenges as an obstacle to getting deals done.

Figure 2: Multiples at or Near Peak

2019 2018 2017 2016 2015 2014Q4 Q4 Q4 Q4 Q4 Q4

Median Multiple Paid (SDE)

<$500K 2.0 2.0 2.0 2.3 2.0 2.0

$500K - $1MM 2.8 2.8 2.5 2.8 2.5 2.9

$1MM - $2MM 3.3 3.3 3.1 3.3 3.3 3.0

Median Multiple Paid (EBITDA)

$2MM - $5MM 4.3 4.3 4.3 4.8 4.0 4.6

$5MM - $50MM 5.8 5.8 5.5 5.5 5.1 5.0

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Figure 3: Advisor Confidence Score for Industry Indicators

60%

50%

40%

30%

20%

10%

0%

Deal flow

Closure ratio

Exit opportunites

Growth opportunities

Business conditions

Deal multiples

Margin pressure

Difficulty selling

Time to sell

110%

90%

70%

50%

30%

10%

0%

<500K 500K-1M 1M-2M 2M-5M 5M-50M

Q4 2017 Q4 2018 Q4 2019

Figure 4: Final Sale Price vs. Asking Price/Internal Benchmark

88%82% 86%

92% 95%89% 89% 89% 91% 88%

102%

88%

100%102%

100%

55% of advisors predict the volume of deals (under $50 million) will increase in the next 12 months, but only 7% expect an increase in multiples.

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Referrals continue to be the best source of new business. Of those referral sources, past clients, accountants, and financial advisors represented the leading source of new business in 2019. After referrals, brokers and advisors cited networking and digital strategies as their next best client source.

Figure 5: Leading Sources of New Business in 2019

Referral 59%

Cold calling 7%

Company branding 7%

Digital 7%

Target mailer 5%

Networking 4%

General mailer 3%

Public speaking/seminars 17%Publication/media source 17%Other 5%

Figure 6: Best Referral Sources

Figure 7: Besides Referral, Leading Sources Were:

Past Client 39%

Accountant 16%Financial advisor 11%

Attorney 10%

Lender 1%

Other 23%

Cold calling 7%

Company branding 10%

Digital 12%Target mailer 10%

Networking 41%

General mailer 8%

Public speaking/seminars 8%

Publication/media source 1% Other 4%

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A B O U T P E P P E R D I N E U n i v e r s i t y G R A Z I A D I O b u s i n e s s S C H O O L

For the last 50 years, the Pepperdine Graziadio Business School has challenged individuals to think boldly and drive meaningful change within their industries and communi-ties. Dedicated to developing Best for the World Leaders, the Graziadio School offers a comprehensive range of MBA, MS, executive, and doctoral degree programs grounded in integrity, innovation, and entrepreneurship. The Graziadio School advances experiential learning through small classes with distinguished faculty that stimulate critical thinking and meaningful connection, inspiring students and working pro-fessionals to realize their greatest potential as values-cen-tered leaders. Follow Pepperdine Graziadio on Facebook, Twitter, Instagram, and LinkedIn.

The Pepperdine Private Capital Markets Project reports on the current climate for privately held companies to access and raise capital, as well as the conditions influencing the decisions of lenders and providers serving small businesses and the lower middle market. Our ongoing research engages in multiple survey research initiatives and publishes an annu-al Capital Markets Report, an annual economic forecast, the PCA Index Quarterly Report in partnership with Dun & Brad-street and the Market Pulse Quarterly Report in cooperation with the International Business Brokers Association and M&A Source.

A B O U T I N T E R N A T I O N A L B U S I N E S S B R O K E R S A S S O C I A T I O N

Founded in 1983, IBBA is the largest non-profit association specifically formed to meet the needs of people and firms engaged in various aspects of business brokerage, and merg-ers and acquisitions. The IBBA is a trade association of busi-ness brokers providing education, conferences, professional designations and networking opportunities. For more infor-mation about IBBA, visit the website at www.ibba.org or fol-low the IBBA on Facebook, Twitter, and LinkedIn.

A B O U T T H E M & A S O U R C E

Founded in 1991, the M&A Source promotes profession-al development of merger and acquisition professionals so that they may better serve their clients’ needs, and maxi-mize public awareness of professional intermediary services available for middle market merger and acquisition trans-actions. For more information about the M&A Source visit www.masource.org or follow The M&A Source on Facebook, LinkedIn, or Twitter.

ENROLL IN THE PRIVATE CAPITAL MARKET CERTIFICATE PROGRAM. bschool.pepperdine.edu/cipcm

ELEVATE YOUR CAREER

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Enroll in the Pepperdine University Graziadio

Business School three-day Private Capital Markets

Project certificate program. Dr. Craig R. Everett,

director of the ground-breaking Pepperdine Private

Capital Market Project research, leads this dynamic

program designed for business and financial

professionals to gain knowledge, skills and insights to succeed in the Private Capital Markets industry.

Driving Leadership:Explore an in-depth overview of the Private Capital Markets, earning a valuable credential from the top ranked Pepperdine Graziadio Business School.

Tackle the Complexity of Today’s Capital Markets: Gain critical analysis and evaluating skills for transacting successful financing deals, learning valuation methods, essential in accurate valuation.

Build Value by Making Better Investment and Financing Decisions: Analyze various types of capital in the private markets from bank loans and asset based lending to equity funding.