Valuation
Our Approach to Valuation
ICH values Companies based on their ability generate sustainable, operating cash flows. We typically apply a multiple to the annual, sustainable operating cash flow of a business to estimate its value. We use EBITDA as a rough but good estimation of operating cash flow. To determine sustainable cash flow, we adjust EBITDA to include some positive and negative add backs.
Positive add backs that increase EBITDA may include:
• Owners excess compensation
• Rental expense above market rates
• Owners' Benefits that are not required to run the business such as automobiles, vacations, etc.
Add backs that may decrease EBITDA include:
• Rental expense below market value
• Substantial annual capital expenditures
• Additional salaries required when the owner departs
A Valuation Tool
Once sustainable EBITDA is determined, ICH applies a multiple of EBITDA to determine the Enterprise Value of your business. In general, smaller companies typically trade for between 3x to 5x normalized EBITDA. The difference in the multiple is generally the result of a variety of characteristics specific to your business, including:
• Sales growth rate
• Gross Profit Margin
• Annual EBITDA
• EBITDA Margin
• Annual capital expenditures
• Working capital requirements
• Customer concentration
Offer Structure
Not all offers are the same or comparable. Some buyers may offer a higher “headline number”, that suggests your business is worth more, but contingency payments like earnouts , seller financing requirements and complicated financing structures may add risk to the offer by stretching out payments over time rather than a single, substantial check at closing.
At ICH, we are investors with capital on hand, which means that most of our transactions involve substantial cash at closing. While we can structure payments using financing, most sellers prefer cash even if our valuation appears slightly lower than a competing offer with complicated or protracted buyout contingencies.
Our valuations are almost always based on an enterprise value, rather than an equity value, and are usually on a cash-free, debt-free basis. As the seller, you are responsible for paying off any existing debts.
Working capital is the capital required to operate a business in a steady state environment. ICH acquisitions always include a working capital adjustment at closing. A working capital adjustment increases or decreases cash at closing based on the performance of the business between executing a LOI and closing. If the business grows between LOI and closing, the working capital adjustment will result in higher sale proceeds because the working capital grows. If working capital declines, the purchase price will be lower. The working capital adjustment is not meant to benefit the seller or the buyer but, rather, to compensate for changes to the balance sheet.