Private Equity Investments for Lower-Middle-Market Companies

Private Equity Investments for Lower-Middle-Market Companies

Private Equity Investments for Lower-Middle-Market Companies

Is a strategic buyer or a private equity buyer right for your business?

How to determine which type of buyer is right for your business

private equity investment

If you have made the decision to sell your business now or in the future, one of the fundamental questions you and your advisors will need to answer is: “What type of buyer is the ‘right’ buyer for my business?”

There are various types of business buyers, however the two types that comprise the vast majority of M&A volume are strategic buyers and private equity buyers. These buyers typically provide desirable liquidity at the right time for the business as well as resources to assist in the transition phase.

Other types of buyers include: hybrid buyers, which are strategic buyers that are backed by a private equity fund; family offices, which tend to take longer-term approaches to businesses, but are financial buyers as well;  and, independent sponsors, which lack dedicated funds, but do get deals done on a one-off basis by sourcing funds deal by deal.

What is a strategic buyer?
A strategic buyer is usually in or related to your industry. They may be a competitor or might offer very similar products and services as you. They may also have minor degrees of separation whereby the consolidation of your companies makes a great deal of strategic sense. Strategic buyers tend to take very long-term approaches to buying businesses, unless they are acquiring capabilities that will make them attractive to other buyers for their own businesses.

What is a private equity buyer?
A private equity buyer is a financial buyer. They have established a dedicated fund with the primary goal of buying businesses they can eventually exit for a return. The transition usually occurs over a time horizon of 5-7 years. They may or may not have any experience in your industry, but they do have the confidence that your business has the potential for future and long-lasting growth.

Major Areas of Difference by Primary Buyer Types
For most owners, the right buyer type depends on their overall business objectives, liquidity goals (available now or in the future) and whether they are ready to exit now with cash in pocket or would like to remain engaged for a while, to earn more equity in the long run.

There are critical differences between strategic and private equity buyers. Understanding and exploring the benefits and consequences of each type, in conjunction with your business and personal goals, is important to evaluate before embarking upon a selling process.

BUSINESS BUYER TYPES
Differences between private equity and strategic business buyers

The final factor in deciding to sell a business
In general, most owners want to know that their investments and long-lived sacrifices will result in either financial or personal reward, or both.  They want to ensure that the business will continue to grow and thrive under new leadership, and that everything they have worked hard for will not be for naught.

For many, it can be quite an emotional decision. The right advising team, with real world knowledge of the issues business owners face, will provide the guidance needed for a smooth and successful exit and an outcome in which the owner is content.

If private equity seems like it could be a fit for your ownership, please review our qualifying investment targets to see if you may be a fit to work with RCP.

What else do business owners consider when deciding to sell?

Owners are concerned about the valuation of the business and want to feel as if they are getting a fair deal.  However, it is my personal experience that business valuation is not the main driver in agreeing to sell.

Business owners have a list of other desired outcomes.  Some I have encountered are:

  • Preserving jobs for those with whom they have developed deep and personal relationships;
  • Maintaining a legacy that has been developed through countless hours, days, and resources;
  • Providing an ‘upside’ for current leaders who have aided in building the company into its present form;
  • Still feeling like they have a ‘home’ to work out of for the remainder of their careers.

A well-defined growth strategy will help companies better achieve their goals and it is never too early to consider the various scenarios.

We recommend companies consider which growth strategies can be put in place now, even months or years before a transition or sale takes place, for the best overall results.

Roebling Capital Partners makes 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 or 859-445-2223

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