Alliance Advisory Group Blog

June 30, 2010

Plans to Assist the Small Business Lending Market

Filed under: Strategic Advisory — Tags: , , , — admin @ 1:25 pm

Small business lending remains down following two years of attempts by Washington to revive it. The latest remedy to surface is President Barack Obama’s $30 billion plan to offer capital to small banks with incentives to loan it to small companies. That plan passed the U.S. House of Representatives on June 17, but it’s not clear if it will manage better than previous efforts to increase the supply of credit by pumping money into banks.

Beneath the problem, say some economists, policymakers, and observers, is a lack of information: We don’t have the data that’s needed to understand why small business lending is down—and what a proper fix might look like.

The data shortfall makes it hard to determine if the decline in small business lending has been driven by the banks’ unwillingness to lend—or by the companies’ disinterest in borrowing or lack of creditworthy status.

Small business portfolios at the largest bailed-out banks—those with over $100 billion in assets—shrank by 9 percent from June 2008 to June 2009, compared to a drop of 4 percent in their overall lending, according to a May report from the Congressional Oversight Panel.

TARP’s record prompts questions as to whether the $30 billion Small Business Lending Fund will work. The plan would offer community banks government loans that become cheaper if they increase lending to small businesses.

A pair of surveys offers clues about how supply and demand may have driven the drop in lending. The Federal Reserve’s quarterly Survey of Senior Loan Officers indicates that banks tightened standards for small companies during each quarter from the start of 2007 to 2010. Demand for credit from small businesses dropped in the same period. The National Federation of Independent Business’ monthly member survey shows that while credit has tightened, few respondents—a mere 8 percent in May—say their credit needs are unmet. Most rank such problems as poor sales well ahead of difficulty borrowing.

Scattered efforts are underway to produce better data. Regulators just started making banks report small business lending each quarter, rather than just once a year. The Treasury is considering using data from credit bureaus to get a better picture of small business lending conditions.

June 28, 2010

Measuring Winning Financial Performance

Financial management of a small business is a challenging endeavor. For any business to succeed cash must flow and profitability must increase at a rate that provides a reasonable return on investment. Yet the fluid nature of a business sometimes makes keeping track of performance as easy as nailing Jello to a wall.

Knowing what to track is the most important part of developing an effective bookkeeping system. Most businesses only have a few “key performance indicators” that will provide the vital signs for success. Reviewing these indicators on a regular basis will help assess the true health of your business.

The numbers don’t lie and if you are keeping good financial records, the vital signs of your business will become glaringly apparent; and for many small business owners, it is not uncommon to find these vital signs conflict with the owner’s intuitive measures of performance (which is usually the checkbook balance).

At a minimum, the review should include:

Liquidity – is your cash balance in your checking account increasing? Are inventory levels and accounts receivables increasing or decreasing?

Profitability – did you have more income than expenses for this period?

Return on Investment – is the percentage of profitability divided by your assets increasing or decreasing? You may also want to measure this against just your fixed assets.

No matter what the reasons may be for your performance to date, there is always hope for a better future. Tomorrow’s balance sheet is always going to differ from today’s if you are conducting business. By learning the lessons of how your business has performed to date you can develop plans to improve for the future.

Once you have honestly addressed why your business is where it is, you will be better positioned to develop plans to grow and prosper in the future. Any effective plan should have a scorecard of what you intuitively think will happen. This way you can measure success and make adjustments if things don’t go as planned.

Growing a successful business is a balance of measuring performance to date and developing new possibilities for a better future. As you study your performance, don’t dwell only on the results; also think about what you are going to do better in the future.

June 25, 2010

Maryland small-business loan program seen as a model

Filed under: Strategic Advisory — Tags: , , , — admin @ 5:38 pm

The U.S. House of Representatives recently approved a small-business loan measure supported by Gov. Martin O’Malley (D) and state business Secretary Christian S. Johansson, who testified in its support last month.

The legislation would provide additional funding to allow states to guarantee loans for small businesses that qualify. The national proposal is similar to a Maryland program that guarantees loans through community banks. A companion bill is pending in the Senate.

Mary Bass, vice president of Bass Machining, said a state-guaranteed loan allowed her Baltimore machinery manufacturing company to obtain a larger loan to buy needed equipment and open a line of credit to help complete a project than if the company had obtained a loan without the guarantee.

While the company’s regular lender, Bank of America, had approved a loan, it was for less and would have required more personal assets to be put up for collateral than with the state-guaranteed loan the company received through The Harbor Bank of Maryland in Baltimore, Bass said.

The loan was easier to obtain than other loans she had heard about involving the U.S. Small Business Administration.

The company, which has made parts for customers ranging from the container industry to NASA, has 13 full- and three part-time workers, she said.

The House bill would provide $20 billion for states to expand their capital access programs in addition to an additional $30 billion small-business loan program.

Last month, Johansson, of the Maryland Department of Business and Economic Development, testified that small businesses employ about half of all workers, but find it difficult to get the loans they needed to expand.

“In the aftermath of Wall Street excesses, banks have been forced to adopt significantly stricter banking practices, which have reduced the flow of credit to their Main Street clients,” Johansson said.

“Expanding the capacity of existing State and U.S. territory small business loan guarantee programs offers a shovel ready solution to restore the flow of credit to our small businesses that have been crippled by tougher lending standards and devalued collateral,” O’Malley said in a statement.

So far, two businesses have received loans through the state program, while final approval is pending on eight others, for a total of $5 million in loans through community banks such as Harbor Bank, which has provided the two loans.

June 24, 2010

Small-Business Confidence Increased in May

Filed under: Strategic Advisory — Tags: , , — admin @ 7:26 pm

Confidence among U.S. small businesses rose in May to the highest level since September 2008 as executives became more upbeat about the economy six months from now, a private survey found.

The National Federation of Independent Business’s optimism index increased to 92.2 last month from 90.6 in April, the Washington-based group said today. Seven of the index’s 10 components increased, and three declined. The measure is still lower than levels reached in past economic rebounds, indicating the recovery will take time to gain strength.

The small-business optimism gauge has recovered more slowly than measures such as the Institute for Supply Management’s manufacturing index that capture activity among companies of all sizes.

A gauge of whether firms think this is a good time to expand rose 1 point to a net 5 percent. The survey’s net figures are calculated by subtracting the percent of business owners giving a negative answer from those giving a positive response.
A net 1 percent of respondents plan to hire over the next three months, up two points from April. Nine percent of firms said they currently had job openings that were hard to fill, compared with 11 percent a month earlier.

Plans for capital investment rose one point to a net 20 percent, matching the highest level since November 2008.
A measure of profit trends rose 3 points to a minus 28 percent, 24 points below the best expansion reading, which was reached in 2005.

Concerns within the small business community still exist as noted below:

Thirty percent of respondents cited “poor sales” as their top business concern, up 1 point from April. A net negative 12 percent of business owners expected credit conditions to ease, a 3 point improvement.

A net 2 percent of firms plan to add to inventories, the first positive reading since November 2007 and up 4 points from April. A net zero percent, down 1 point, reported inventories as too low.

The NFIB report was based on 823 survey responses through May 31. Small businesses represent more than 99 percent of all U.S. employers and have created 64 percent of all new jobs in the past 15 years, according to the U.S. Small Business Administration. A small business is defined as an independent enterprise employing up to 250 people.

June 9, 2010

Is sun setting on democratic capitalism?

Filed under: Strategic Advisory — Tags: , — admin @ 5:30 pm

This is an excellent article written by Peter Morici, professor at the University of Maryland’s Robert H. Smith School of Business (my alma mater). I highly recommend reading and digesting what he has to say.

Is sun setting on democratic capitalism?
From Berlin to Tokyo to the U.S., deceptions and delusions are undermining the traditional engines of prosperity

By Peter Morici

4:51 PM EDT, June 8, 2010

Democratic capitalism is in eclipse.

From Berlin to Tokyo, governments struggle to instigate enough growth to pay their bills and gainfully employ workers. Meanwhile, anti-democratic but increasingly capitalistic China enjoys breakneck progress.

Democratic capitalism is not flawed. Rather, government policymakers, through deceptions, delusions and abuse, are destroying a system that brought mankind from dark, feudal superstitions to cracking the secrets of life.

Politicians from Athens to Sacramento — and yes, most certainly in Baltimore too — have deceived voters by telling them that pension systems can be constructed allowing retirement at ages 55 or 60. Whether funded by savings and investments or taxes, no solvent pension system is possible that permits educated professionals, unionized workers and government employees, who get most of the income and benefits, to work only 30 or 35 years and retire for another 20 or 25 years.

In the United States, President Barack Obama has convinced American families earning less than $250,000 a year that they can have guaranteed health care that costs 50 percent more than what Germans and Canadians pay, and double what the British shell out, without paying a dime in additional health insurance premiums and taxes.

Sadly, after Greece defaults, the dominos won’t stop falling in Berlin but, rather, in Washington.

Politicians have deluded themselves into believing an education system that encourages young people to “find themselves” instead of finding something productive will give society enough scientists and engineers to solve the tough problems needed to perpetuate growth. They have deluded themselves into thinking that professors spending six hours a week or less teaching and the rest thinking great thoughts (or verbally pistol whipping the society that supports them) somehow generates wealth.

Finally, it’s true that free markets can’t be wholly free — but national leaders of the world’s capitalist democracies have peculiar notions about who should compete, who should be regulated and how.

Most national leaders, having been educated in squeaky-clean environs like Harvard, Oxford and the University of Tokyo, believe anything created by hand — other than an exquisite meal or the product of a computer keystroke — is somehow unworthy of western post-industrial society.

Hence, they have granted virtually free access to Western markets for manufacturers from China. For its part, China maintains high tariffs and other arcane import barriers on Western products, subsidizes exports through an undervalued currency, and offers other inducements to keep Chinese products artificially cheap on world markets. China grows at 10 percent a year, and the West sheds millions of “unworthy” manufacturing jobs and stagnates.

Meanwhile, in New York, London and elsewhere, 30-year-old MBAs pull down bonuses of $1 million, $10 million, even $20 million a year for trading securities that really don’t exist, and creating havoc that has cost U.S. and European governments upwards of $4 trillion to clean up.

Simply, on Harvard Square and at Kings College, where tenured professors supported by the wealth of dead people inbreed and define our values (let’s all remember where Barack Obama learned about law and economics), the intelligentsia has decided that IT entrepreneurs, financiers and Hollywood stars should be paid more than God.

The rest of us, suffering this abuse, should be satisfied with low pay, unemployment benefits and subsidized health care, all paid for by borrowing from the Chinese.

From Barack Obama to Angela Merkel, the system is suffering from delusions of grandeur, self deception and good old-fashioned abuse by leaders who address the world as Ivy League intellectuals think it should be, rather than how the facts of physics, demography and economics define it.

Peter Morici is a professor at the University of Maryland’s Robert H. Smith School of Business and former chief economist at the U.S. International Trade Commission. His e-mail is pmorici@rhsmith.umd.edu.

Copyright © 2010, The Baltimore Sun

June 7, 2010

Business Sellers Increasingly Play Banker

During the recession, merger and acquisition activity in the lower-middle market (private companies with up to $100 million in annual sales) was anything but active. Now sharp discounts of private company valuations are again piquing buyer interest.

With the tightness of the traditional bank credit markets (historically a major provider of credit in these situations), which we have written about in this space, buyers are increasingly turning to sellers to fill the funding gap.

We turned to Greg Caruso (a strategic partner of Alliance Advisory Group), President of Harvest Associates, LLC, a noted local expert in the M&A community to provide his insights regarding this situation. Here are his thoughts:

“Seller take-back is an essential component of getting a transaction done today because of the lack of bank financing. In evaluating an offer where substantial seller financing is involved we recommend the following be considered:

1. What will the price be without the financing? Often the price without the seller financing will be very close to the amount being put down by the buyer with financing. Buyers only have the cash they have. The internal rate of return on 3rd party equity is cost prohibitive. If you must sell in this environment what is your real risk from taking a note when the alternative is a guaranteed $0 ?

2. On a more positive note the buyer must be carefully underwritten and transaction structures sometimes must be modified to reduce the risk of taking a buyer note. We recommend that the seller consider – **The buyer’s experience with business in general. Ownership experience is highly preferred. Owning a business is just different than even being the 2nd in command and not an owner. I equate it to the difference between riding a bike and being in the bike seat. Seems the same to the person in the bike seat but it is not. Of course, the buyer’s experience in the exact industry is also helpful. **Additional resources from other sources of cash such as investments, other businesses etc. Remember to consider the likelihood that those sources of cash could become a cash drain and what that would mean. **Collateral such as outside real estate, security in the business assets etc.

3. The seller may have to stay involved with the business for 1-5 years to make sure the buyer can manage the business and pay the note. If the buyer can’t pay the note at least the seller will have a shot at taking the business back over.

None of this is as simple as a bank taking the financing risk. What it means is sellers need to be prepared to share in the risk to gain the upside and sell earlier so they have the energy to stay involved if they want full value. Unfortunately it may be the only way to get full value for your business for quite a while.”

If you are a buyer or seller in this, or any, market it is important that you have a strong advisory team supporting you in the area’s of strategic advisory, legal, accounting, risk management/assessment, etc. The dollars you spend on the front end will save you a tremendous amount of money and heartache in the long run.

Health-Care Bill Surprise: 1099 Nightmare

Filed under: Strategic Advisory — Tags: , , , — admin @ 12:33 pm

A clause buried in the Health-Care bill requires more tax forms—and small business will bear the brunt.

A provision, inserted by Democrats on the Senate Finance Committee to help offset the cost of the Health-Care bill, requires companies to report to the IRS payments of more than $600 a year to any vendor. The intent is to capture $2 billion or more a year in taxes on income that currently goes unreported by contractors and small businesses.

Today, businesses must file 1099-MISC forms only for freelancers and other service providers that aren’t incorporated. The new rule, set to take effect in 2012, will expand such reporting to include payments to companies, and for goods as well as services. That means businesses will need to get tax ID numbers and file forms for almost all suppliers—and track all their small expenses to see which vendors meet the threshold. The National Small Business Assn. estimates that the average company will have to file 95 of the forms under the measure, up from fewer than 20 today.

It is generally acknowledged that small business is the engine of growth for our economy and the one sector we should be able to count on for getting us out of our current economic doldrums. So why does government think they can continue to add additional reporting burdens on this sector and continue to sap their energy and vitality?

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