You may have an idea of what you think your business is worth, but what would the outside market tell you right now? There are many factors that drive the value of a business. Please join Bev Shillito of Sebaly Shillito + Dyer, and Cliff Bishop of Brady Ware Capital, as they discuss these issues, current market conditions, and several things that you should focus on in order to maximize the value of your company.

1. “Winning Business Strategies”
Webinar Series
Do You Know the Value of
Your Business?
Presented by:
Clifford M. Bishop & Beverly F. Shillito

2. You may have an idea of what you think your business is worth, but what
would the outside market tell you right now? There are many factors that
drive the value of a business. Please join us as we discuss these issues,
current market conditions, and several things that you should focus on in
order to maximize the value of your company.
Presenters:
Clifford M. Bishop Beverly F. Shillito
Brady Ware Capital Sebaly Shillito + Dyer
(937) 913-2538 (937) 222-2520
cbishop@bradyware.com bshillit@ssdlaw.com
2

3. VALUE OF YOUR BUSINESS
• A Business Is Worth What a Buyer Will
Pay For It, Not What You Need To
Retire.
• How Are Businesses Generally
Valued?
3

4. VALUE OF YOUR BUSINESS
• Cash Flow Drives Value (Free Cash
Flow)
• Earnings Before Interest Taxes
Depreciation Amortization (EBITDA)
explanation
• Discussion of “add backs”
• Officer salaries
• Discretionary expenses
• One time expenses
4

5. VALUE OF YOUR BUSINESS
• Capital Expenditures
• Valuation Methods
• Multiple of EBITDA
• Comparable Transactions
• Public Company Analysis
• Discounted Cash Flow/Leveraged Buyout
Analysis
• Asset Values
5

6. VALUE OF YOUR BUSINESS
• What other Value Drivers do Buyers
focus on when evaluating a business?
• Expected synergies
• Risk of Owner‟s Continuation/Departure
• Management
• Reliable financial information
• Repeated periods of profitability
• Transferable and strong customer
relationships
6

7. VALUE OF YOUR BUSINESS
• What other Value Drivers do Buyers
focus on when evaluating a business?
• Future repeatable performance
• Growth and expansion opportunities
• Barriers to market entry
• IP advantages
• Owner‟s willingness to reinvest in
company
• Limited risk
7

8. VALUE OF YOUR BUSINESS
• Current Market Conditions
• More Buyers than Sellers
• Growth through Acquisitions
• Tremendous amount of Liquidity
• Profitable companies are commanding
good multiples
• Valuations for companies with marginal
performance are anemic
• Credit markets are showing signs of life
8

9. VALUE OF YOUR BUSINESS
• Process
• Indications of Interest
• Term Sheet / LOI
• Due Diligence
• Definitive Agreement
9

10. VALUE OF YOUR BUSINESS
• Structure
• Escrows, baskets and caps, etc.
• Employment agreements / Leases
• Seller Financing
• Earn Outs
10

11. VALUE OF YOUR BUSINESS
• Due Diligence
• Financial
• Review of Contracts
• Customers
• Suppliers
• Leases
• Employment Agreements
• Legal
11

12. VALUE OF YOUR BUSINESS
• Roles
• Owner
• Management Team
• Investment Banker/Broker
• Valuation Firm
• Accountant
• Lawyer
• Banker
12

13. QUESTIONS?
Thank you
for participating.
Do You Know The Value of Your Business?
Presented by:
Clifford M. Bishop & Beverly F. Shillito
IRS Circular 230 disclosure: To ensure compliance with requirements imposed
by the IRS, we inform you that any U.S. federal tax advice contained in this
document is not intended or written to be used, and cannot be used, for
the purpose of (i) avoiding penalties under the Internal Revenue Code or
(ii) promoting, marketing or recommending to another party any
transaction or matter that is contained in this document.
13

14. APPENDIX A
September 14,
Duff & Phelps Securities, LLC 2010
Current M&A and Capital
Markets Conditions
Duff & Phelps Securities, LLC. Member FINRA/SIPIC

15. M&A and Capital Markets Update
 D&P Macroeconomic Insights
 D&P Middle Market M&A Insights
M&A Market Environment  Aggregate U.S. Deal Volume
 EBITDA Multiples and Deal Volume by
Industry
 Strategic Buyer M&A Trends
Strategic Buyer Market  Volatile Equity Market Performance
 Measures of Corporate Liquidity
 Interest Rates and Macroeconomic Indicators
 Average Debt Multiples and Pricing Trends
Credit Markets  Leveraged Loan Market
 Volatility and Credit Defaults
 Private Equity Fund Raising Trends
Private Equity Market  Middle Market LBO Multiple Trends
 Leveraged Buyout Sources of Proceeds
15

16. D&P Macroeconomic Insights: The Broader Economy is Rebounding from
its Early „09 Weakness
• In 2008-2009, the economy contracted four consecutive quarters for the first time since the 1930‟s
• However, the recession continued to ease in the U.S. in the second half of 2009, as real GDP increased at a
rate of 2.2%, after dropping 6.4% and 0.7% in the first and second quarters, respectively
• Economists are predicting that real GDP will continue to increase throughout 2010
– Real GDP is grew at 1.6% in the second quarter of 2010 after increasing 3.7% in the first quarter of 2010
– Private business inventories increased $75.7 billion in the second quarter of 2010, following an increase of
$44.1 billion the previous quarter and a decrease of $36.7 billion during the fourth quarter of 2009
• The Consumer Confidence Index stood at 52.7 in June of 2010, down sharply from May‟s reading of 62.9
reflecting consumer apprehension about the general state of the economy and job market
– Consumer spending is showing signs of rebounding, although at a slow pace
• The labor market appears to be nearing a bottom, as the number of mass layoff events fell 35.3% in the first
quarter of 2010 from the last quarter of 2009
– The unemployment rate edged down to 9.5% in June 2010
– The four week moving average of initial claims for unemployment benefits at the week ending June 19, 2010
was approximately 462,750 - down 24% from 607,500 one year ago
• The housing market showed some signs of improvement in 2009 as demand was fueled by the first time
homebuyer tax credit, with existing home sales rising 4.9% over 2008, the first annual sales gain since 2005.
• Existing home sales decreased consecutive months in June and May 2010 by 5.1% and 2.2%, respectively,
after rising in April and March 2010 by 7.6% and 7.0%, respectively
16

17. D&P Middle Market M&A Insights: Signs of M&A Market Resurgence
• Valuable market intelligence generated through D&P‟s recent sale processes illustrate tempered M&A
and financing markets, though Q4 2009 and Q1 2010 produced reason for optimism:
– The M&A landscape has fundamentally changed as tighter credit markets have eliminated the
availability of cheap credit, which drove M&A activity and valuations up until 2008
– The credit crisis has brought large cap buyouts to a near halt, and while middle market buyouts have
been less effected, activity has slowed
– M&A activity among strategic acquirors is limited to those strategics that have a healthy balance sheet
and those that depend on acquisitions for growth
– With debt financing less readily available, private equity firms continue to be willing buyers with plenty
of capital to put to work – choosing now to “over-equitize” investments, provide growth equity or take
minority positions
– As credit is now less abundant and more expensive, private equity firms are forced to invest more
equity to fund transactions, which is subsequently forcing firms to lower valuations to achieve their
required rates of return
• However, recent activity indicates that market conditions are increasingly conducive to heightened M&A
activity in the second half of 2010:
– Capital markets are opening / financing is more available
» The M&A and leveraged loan markets showed signs of recovery in the second half of 2009 and the
cost of debt has moderated
» Strategic buyers with cash-rich balance sheets are actively pursuing M&A in order to drive top-line
growth
– Valuations remain reasonable and sellers‟ expectations are more realistic
– Over $400 billion of private equity dry powder available for investments
17

18. Aggregate U.S. Deal Volume
• Tight credit markets, which have sidelined many private equity buyers, resulted in a second consecutive year of
decreased M&A activity however, Q4 2009 results provided positive signs going into 2010
– Announced M&A deals declined 15.9% in 2009 and middle market M&A volume declined by 34.4%
– Announced M&A deals decreased 4.3% y-o-y in 1H 2010 although middle market M&A volume increased by
30.2%
Overall U.S. M&A Activity Middle Market U.S. M&A Activity
Source: Thomson Financial as of 6/30/10 Source: Thomson Financial as of 6/30/10
Note: Middle Market defined as deals with enterprise values between $20 and $500
million
18

19. EBITDA Multiples and Deal Volume by Industry
• In 2009, purchase price multiples fell over the prior year across most major industries. However, the first half of
2010 has seen multiples recover across most industries.
– Most industries experienced flat deal volume in 2009 with the notable exception of financial services
– Buyers are reluctant to invest in cyclical industries and deal volume and valuations reflects this uncertainty
– Distressed M&A has driven activity across multiple sectors and is expected to persist throughout 2010
Average EBITDA Multiple by Industry (2008 – 1H’10) Deal Volume by Industry (2008 – 1H’10)
2009 Average: 7.3x
Source: Capital IQ (U.S. announced deals through 6/30/10) Source: Capital IQ (U.S. announced deals through 6/30/10)
19

20. Strategic Buyer M&A Trends
• After peaking in 1998, strategic acquisitions fell precipitously, bottoming out in 2002
• Since then, cheap public market valuations, an increase in distressed M&A activity and large opportunistic
corporate buyers with balance sheet flexibility have sustained strategic buyer M&A activity
• In 2009, strategic M&A deal activity declined 15.2% and aggregate deal value declined 35.5%. However, in 1H
2010, strategic deal count increased by 6.9% over the same period in 2009 and aggregate deal value increased
2.7%
Aggregate Deal Value and Deal Volume – Strategic Acquisitions
Source: Thomson Financial (U.S. targets as of 6/30/10)
20

21. Volatile Equity Market Performance
• Since early 2003, mid-cap and small-cap stocks have outperformed the overall market
• Since bottoming out in March 2009, U.S. stock markets have demonstrated resilience with the S&P 500 and
Dow Jones Industrial Average finishing 2009 up 23.4% and 18.8%, respectively
• However, the S&P 500 and Dow Jones Industrial Average have decreased by 7.7% and 9.0% respectively since
the start of 2010
Historical Performance of Major Equity Markets
Note: Nov. 1994 = 100, S&P, SmallCap 600 began in Nov. 1994, as of 6/30/10
21

22. Measures of Corporate Liquidity
• Balance sheet and debt service management have become increasingly critical across all industries as top-line
organic growth remains largely illusive and input cost pressures tighten margins
Measures of Corporate Liquidity
Industry Total Debt / EBITDA Current Ratio EBITDA / Interest Exp. Debt/Equity Debt/Total Capital
Consumer - Discretionary 3.3x 1.3x 6.5x 71.0% 33.4%
Consumer - Staples 2.3x 1.2x 8.4x 59.6% 31.5%
Energy 1.7x 1.3x 12.7x 45.5% 28.2%
Financial Services 4.6x 1.9x 3.6x 274.1% 57.5%
Healthcare 1.7x 1.8x 11.1x 50.5% 31.0%
Industrials 4.6x 1.3x 5.6x 94.0% 39.6%
Information Technology 1.4x 1.7x 16.3x 38.9% 24.1%
Materials 2.7x 1.5x 7.4x 54.8% 30.0%
Telecommunications 1.9x 0.9x 9.0x 74.5% 36.4%
Utilities 4.1x 1.0x 4.9x 105.2% 45.7%
Source: Capital IQ, as of 6/30/10
(a) Values are the average of public companies operating in the respective industry
22

23. Interest Rates and Macroeconomic Indicators
• Over $1 trillion of Federal initiatives to support the
Federal Funds Target Rate
economy
• Most measures of perceived stability in the banking 5.00%
system have returned to pre-economic crisis levels
– LIBOR – perceived inter-bank lending risk 4.00%
– TED Spread – perceived risk of banks relative to 3.00%
the U.S. Government
– VIX – volatility in the public equity markets 2.00%
• Despite the unprecedented increase in the federal 1.00%
deficit over the past year, U.S. Treasury rates hover
near historical lows 0.00%
• Little perceived near-term inflationary risks Jan-08 May-08 Sep-08 Jan-09 May-09 Sep-09 Jan-10 May-10
Source: Bloomberg
TED Spread (1) 3-month LIBOR
500 bps The Lehman 5.00%
Effect Fed intervention and
400 bps 4.00% stimulus
Average perceived risk
300 bps in the banking system 3.00%
200 bps 2.00%
100 bps 1.00%
0 bps 0.00%
Jan-08 May-08 Sep-08 Jan-09 May-09 Sep-09 Jan-10 May-10 Jan-08 May-08 Sep-08 Jan-09 May-09 Sep-09 Jan-10 May-10
Source: Bloomberg Source: Bloomberg
(1) Spread between interest rates on interbank loans and short-term U.S. government
debt, calculated as the difference between the 3-month T-bill interest rate and 3-month
LIBOR, generally viewed as a measure of perceived risk in the banking system
23

24. Average Debt Multiples and Pricing Trends
• In general, senior leverage (senior debt to EBITDA) is now in the 4.0x range, with total leverage slightly higher at 4.3x (at
6/30/10)
– The second lien market is limited, companies have increased use of mezzanine debt to fill out capital structures
• Credit spreads increased significantly in 2008, 2009 and through 2010
• Lenders are now seeking greater protections (e.g. stricter covenants, more collateral and greater amortization) and higher
compensation (e.g. higher pricing and upfront fees)
Average Debt Multiple of Highly Leveraged Loans Average Pricing on Highly Leveraged Loans
6.0x L+550
4.9x
4.8x L+440
4.4x 4.3x
4.2x 4.3x 4.2x 4.1x 4.1x
4.0x 4.0x 3.9x
3.9x 3.9x
3.8x 3.8x
3.7x
Multiple of EBITDA
3.6x L+330
(bps)
2.4x L+220
1.2x L+110
0.0x L+0
1st Lien/EBITDA 2nd Lien/EBITDA Other Sr Debt/EBITDA Sub Debt/EBITDA Straight Spread Upfront fee over three year assumed maturity
Source: S&P LCD Source: S&P LCD
Note: Data unavailable for 1Q09 and 3Q09
24

25. Leveraged Loan Market – New Issuance Remains Stagnant
• 2009 experienced the lowest issuance for leverage loans
since 1991 New Issue Leveraged Loan Volume
• Volume during 2009 plunged over 50% to $77 billion from
$157 billion in 2008 (which was dramatically off of the $600
$535
$535 billion issued in 2007) $480
$480
– 1H10 has seen a significant increase in new issuance
(on an annualized basis would yield ~$220 billion, which
$ in billions
$360
is nearly the prior two years combined) $295
$265
• The leveraged loan market experienced nine consecutive $240 $185 $166 $157
quarters of decline until Q4 2009 (which benefited from $139 $139
$110
virtually no new issuance in Q4 2008) $120 $77
$32
• Sponsored leveraged loan issuance has declined
$0
significantly since 2007, but is improving
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 1H09 1H10
Institutional Pro Rata
Source: S&P LCD
Year-Over-Year Change in Leveraged Loan Volume Sponsored Leveraged Loan Volume
600% $350 100%
Institutional Total $295
Loan Volume ($ in billions)
500%
$280 80%
% of Total Volume
400% $234
$210 60%
300% $145
200% $140 40%
$115
100% $70 $60 $62 $58 20%
$50
$33 $32 $31
0% $9
$0 0%
-100% 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 1H09 1H10
1Q05 4Q05 3Q06 2Q07 1Q08 4Q08 3Q09 2Q10
Sponsored Loan Volume % of Total Volume
Source: S&P LCD Source: S&P LCD
25

26. Volatility and Credit Defaults: Loan Defaults are on the Rise
• Turbulent credit markets, coupled with the global recession, have resulted in a significant increase in defaults
– However, S&P projects default rates will decline to 5% in 2010, though consumer sectors remain susceptible
– CDS spreads have tightened over the past 12 months to pre-crisis levels despite fears of future corporate
defaults as investors continue to question the sustainability to current earnings (which have generally been
positive despite declining sales results), spreads could once again widen
LCDX Index – Credit Default Swap Index Lagging 12-Month Default Rate as % of O/S Loans
3,000 125 12%
2,400 100 10%
Defaults / Total Outstanding Loans (%)
1,800 75 7%
Spread (bps)
Price ($)
1,200 50 5%
600 25 2%
0 0 0%
Jun-08 Sep-08 Dec-08 Mar-09 Jun-09 Sep-09 Dec-09 Mar-10 Jun-10
Spread Price
Source: Reuters Loan Connector Source: S&P LCD
26

27. Slowing Private Equity Fund Raising but Still Plenty of “Dry Powder”
• Private equity fundraising has slowed but the market still has plenty of “dry powder”
– In 2009, the fund raising environment was less favorable than in previous years, with 97 funds raising $140 billion
($311 billion raised by 194 funds in 2008)
– In 1H10, 46 funds raised $43 billion compared to 66 funds having raised $97 billion in 1H09
• Private equity firms still have plenty of uninvested capital and were reluctant to deploy capital in 2009 (despite the
increase in recent activity in 1H10) – there is an estimated $400+ billion in uninvested private equity capital
Private Equity Funds Raised: 1993 – Current Private Equity Overhang
$500
$350 300
$461
$451
$311
$302
$400
$280 240 $369
Commitments ($s in billions)
$207 $300 $286
$210 180
Number of Funds Raised
$ in billions
$222 $226 $248 $250
$153
$140 $200 $213
$140 120 $184
$144
$94 $96 $97
$100
$70 $58 60
$46 $43
$33
$0
$0 0 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 1H10
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 1H09 1H10
Capital Raised # of Funds Raised Overhang (Cumulative) Equity Invested Capital Raised
Source: PitchBook Private Equity Database Source: PitchBook Private Equity Database
27

28. Middle Market LBO Multiple Trends
• From 2003 to 2007, LBO valuation multiples increased due to the availability of cheap debt and intense
competition among private equity firms to invest enormous levels of capital
• As debt markets have tempered, private equity firms have been forced to invest a greater percentage of equity
in transactions, subsequently, forcing firms to lower valuations to maintain their required rates of return
– Because of the lack of available credit to finance LBOs, private equity firms have increasingly resorted to all
equity buyouts, growth equity capital infusions and minority equity investments to put capital to work
Average LBO EBITDA Multiples by Deal Size
9.9x
10.0x
9.4x
8.4x 8.5x 8.5x
8.3x 8.2x 8.3x
8.0x 8.1x 8.1x
8.0x 7.5x 7.5x 7.5x
7.2x
6.9x 7.0x
6.7x 6.7x 6.8x 6.7x 6.7x 6.8x 6.9x
6.5x
6.2x 6.3x 6.4x 6.4x
Multiple of EBITDA
5.9x 5.8x
6.0x
4.0x
2.0x
0.0x
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 LTM 6/30/10
<$250 $250-$499 >$500
Source: S&P LCD – M&A Stats
Note: 2009 multiples represents an aggregate of all LBO deals completed during the respective time periods; multiples exclude fees and expenses
Note: S&P excluded transactions under $500 million as there were not enough observable deals during this time
28

29. Leveraged Buyout Sources of Proceeds
• The tight credit markets and stricter terms (e.g., high interest rates, strict covenants, large upfront fees) of the debt capital
that is available has forced private equity firms to invest more equity to fund transactions
– Equity contributed to fund LBOs has risen to ~46% as of LTM period ended 6/30/10
• Prior to the credit crisis, bank debt was the primary funding source for LBOs (averaging ~50% of total proceeds)
– In 2009, bank debt constituted under 25% of total proceeds, with other forms of secured debt (primarily from specialty
lenders and hedge funds) accounting for nearly 20% of proceeds
Average Equity Contribution in LBOs Average Sources of Proceeds in LBOs
100%
10.0x 9.7x
9.1x
8.4x 8.4x 8.4x
80%
8.0x 7.7x
7.3x
54% 54% 7.1x
63% 61% 6.7x
66% 65% 65% 6.6x
67% 70% 69% 69%
6.0x
60%
6.0x
40%
4.0x
46% 46%
20% 37% 39% 2.0x
34% 35% 35% 33% 30% 31% 31%
0% 0.0x
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 LTM 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 LTM
6/30/10 6/30/10
Equity Other Financing
Sr Debt/EBITDA Sub Debt/EBITDA Equity/EBITDA Other
Source: S&P LCD – M&A Stats Source: S&P LCD – M&A Stats
29

30. APPENDIX B
30

31. 31

32. 32

33. 33

34. 34

35. 35

36. 36

37. 37

38. 38

39. 39

40. 40

41. 41

42. 42

43. 43

44. 44