Private Equity Investments for Lower-Middle-Market Companies

Private Equity Investments for Lower-Middle-Market Companies

Private Equity Investments for Lower-Middle-Market Companies

Coming to terms when selling a business

Is now the right time or should you wait?

private equity investment

Generally speaking, it is often difficult for business owners to come to terms with selling a business, even more so if selling is during an economic downturn, when valuations may be lower than they were a year or a few months ago.

As such, the initial reaction may be for sellers to pull back however, today’s buyers have indicated a genuine willingness to factor in and nullify what is clearly an extraordinary time in our country. This means buyers should logically agree to prove an adjustment or “addback” to an owner’s earnings for the impact of the crisis, as long as that impact can be quantified.

Further, investment from private equity has been somewhat subdued for several years due to inflating valuations and strategic buyers’ willingness to pay larger premiums due to having immediate synergies (cost and revenue) they can count on. This creates a welcome environment for buyers who have been waiting for the moment when they can be competitive.

THE IMPACT OF A CRISIS
In times of crisis, there is a tendency for business owners to lengthen their timeline aspirations for selling their businesses, especially if they do not have “built-in” succession (family, internal management, people with the means to pull off an acquisition, etc.).

This is true of many baby boomer-owned businesses, many of whom may be experiencing operational or revenue-related shock associated with the COVID-19 pandemic. Some fear that selling now might lower the value of the company while other boomers, who experienced the wrath of 2008’s recession, could decide “enough is enough” and deem today as the right time for an exit.

In all, there is likely to be a fairly significant pullback in terms of actual new deals until there is more certainty in the market, but I don’t suspect it will be long lived, given the nature of this particular crisis and our economy’s standing beforehand.

GOOD NEWS FOR BUSINESS OWNERS
The likely outcome, even in the midst of COVID-19 challenges, is that an abundance of opportunities for private equity will develop, with the impact of not only advancing the economic recovery, but also providing liquidity to business owners in need or desire of a transition or sale.

Private equity demonstrated similar behavior coming out of the 2008 financial crisis: while many strategic buyers “pulled back,” private equity did the opposite and plowed significant capital into the markets to facilitate transactions. This is good news for business owners who want to test the selling waters.

Buyers, especially private equity buyers, will require safer investment provisions, such as earn-outs and bonus programs, to bridge valuation gaps (these too were very popular in 2008). When you combine a contraction in multiples with safer structures and lower interest rates, you create a perfect recipe for a rapid rebound in buyout activity, and private equity should have a front row seat.

Roebling Capital Partners make controlling equity investments in lower-middle-market companies who wish to expand grow or sell their businesses.

ABOUT THE AUTHOR

Keith Carlson is co-founder and Managing Partner at Roebling Capital Partners, a lower-middle-market private equity investment firm.

CONTACT: KCarlson@RCPprivateequity.com

Company Name
Longstreth Sporting Goods

Website
longstrethfieldhockey.com

Location
Philadelphia, PA

Categories
Active, Value-Added Distribution

Date of Close
August 31, 2023

Longstreth Sporting Goods

Longstreth Sporting Goods is a value-added, omni-channel women’s field hockey equipment distributor that carries impressive brand equity and name recognition in the sector. The Company employs 20 full time employees and has been committed to supporting the development of domestic field hockey for over 40 years. The Company’s omni-channel sales approach boasts revenue streams from E-commerce, Wholesale, Group Sales, and Retail customers. 

Investment Thesis

  • Incredibly strong business model boasting high margins
  • Impressive management team (including middle management)
  • Opportunities for expansion into other sports and internationally
  • Longstreth’s position as the key player in a niche market
  • A very strong risk-adjusted return profile  

RVA™ Approach

  • Investing in eCommerce infrastructure to facilitate continued eCommerce revenue growth
  • Fragmented market prime for inorganic growth
  • Enhancements to operational capabilities to drive further efficiencies
The Porch Swing Company

Company Name
The Porch Swing Company

Website
theporchswingcompany.com

Location
Tampa, FL

Categories
Active, Consumer Products

Date of Close
February 18, 2022

The Porch Swing Company

The Porch Swing Company is one of the largest ecommerce retailers of porch swings and outdoor patio furniture in the U.S. The company’s products are superior-quality, easy-to-assemble, Amish-crafted outdoor furniture, including porch swings, swing beds, gliders, rocking chairs, and more.

Transaction Dynamics
Partnership with the founder to recapitalize the business and position it for future growth. Additionally, RCP partnered with Cincinnati-based operating partners to bolster the day-to-day operational management function. Both the founder and the operating partners made notable investments in the company as part of the transaction.

Investment Thesis
  • Elegant business model and value proposition that enable the company to scale easily and rapidly, without being burdened by significant warehousing space or inventory constraints
  • First-mover advantage and strong barriers to entry given legacy relationships with high-quality, reliable, Amish craftspeople
  • Opportunity to easily expand product offering and optimizing sourcing

RVA™ Approach

  • Investing in R&D to expand product offering and reduce seasonality
  • Improving systems and processes through implementing new technologies
  • Bolstering management infrastructure with key personnel additions
  • Accelerating growth via meaningful investment in sales, marketing, and advertising

Company Name
Teron Lighting, Inc. (TLI, LLC)

Website
teronlighting.com

Location
Cincinnati, OH

Categories
Active, Light Manufacturing

Date of Close
April 16, 2021

Teron Lighting

Cincinnati-based TLI, LLC is a nationally recognized leader in manufacturing energy-efficient, environmentally friendly lighting products. With over 40 years of experience in the design and manufacture of commercial-grade lighting fixtures, TLI is positioned for substantial growth in product and market initiatives.

Transaction Dynamics
RCP provided a solution to the legacy ownership group whereby they could transition out of the business and retire. We partnered with new and existing management, who have notable equity consideration, to align interests and propel growth into the future.

Investment Thesis
  • Compelling value proposition given the TLI’s ability to produce bespoke, American-made products, which are increasingly rare in the sector
  • Strong national manufacturers’ representative network
  • In-house testing and engineering capabilities
  • Diverse end market and customer base
  • Multiple avenues of growth yet to be pursued
RVA™ Approach
  • Top-grading management
  • Improving systems and processes
  • Investing further in engineering capabilities
  • Pursuing add-on acquisitions
  • Initiating a full-scale, ongoing marketing campaign to bolster the brand
All Claims Repairs & Consultants

Company Name
All Claims Repairs, LLC

Website
allclaimsrepairs.com

Location
Deerfield Beach, FL

Categories
Active, Business Services

Date of Close
December 20, 2020

All Claims Repairs

All Claims Repairs is a licensed and insured general contractor specializing in water extraction, mold remediation, and water and fire damage restoration. The company also provides consulting services such as expert testimony and umpiring services to litigated claims. The company works with residential and commercial property owners, insurance companies, and insurance claims professionals to evaluate and restore damaged properties.

Transaction Dynamics
Partnership with the existing owners to recapitalize the business to accelerate growth. The owners/management made a significant investment in the company as part of the transaction.

Investment Thesis

  • Unique value proposition in the industry, providing a full-service offering including both consulting and restoration services to key markets in Florida
  • Strong brand equity in the market
  • Nimble, flexible operations that enable the company to provide a multitude of value-added services to a diverse array of customers
  • Recession-resistant, non-cyclical business model

RVA™ Approach

  • Meaningful investment in the sales and marketing function to further diversify end markets
  • Adding key management members
  • Adding valuable advisory board members
Chemlock Nutrition Logo

Company Name
Chemlock Nutrition

Website
chemlocknutrition.com

Location
Cincinnati, OH

Categories
Active, Value-Added Distribution

Date of Close
June 14, 2021

Chemlock Nutrition

Chemlock Nutrition formulates and provides high-purity, specialty feed additives for end-use in the livestock feed industry. Since entering the industry in 2013, Chemlock is one of the fastest-growing feed additive and ingredient companies in the U.S., having more than tripled its revenue in the last three years.

Transaction Dynamics
Partnership with the founders/owners to recapitalize the company and position it for sustained long-term growth. The founders made a significant investment in the company as part of the transaction and will continue in their existing capacity going forward. 

Investment Thesis

  • The company takes a chemistry-first approach, enabling it to possess a strong position in the market, primarily from a product quality and innovation perspective
  • Attractive growth story, value proposition, and management dynamics
  • Expansive and diverse end markets, some of which are untapped
  • Meaningful continued equity and operational participation from the founders

RVA™ Approach

  • Enhancing systems and inventory management
  • Expanding proprietary product offering through concerted, meaningful investment in R&D
  • Further diversifying customer and end-market base
  • Augmenting the sales and marketing function