Commercial Lighting Implementation
Lighting distribution, retrofitting, and design are top services for this growing lighting company. Working with commercial, industrial, and manufacturing clients, this business brings quality customer service and effective lighting solutions to the forefront. There is plenty of space to be utilized here – one location has 5,500 sq. ft. and the second has 11,000 sq. ft. The company is also fully staffed with 11 employees. There are 2 office managers, an office administrator, 6 total sales people, and 2 delivery drivers.
With a specialization in retrofitting old fixtures with new, energy efficient illumination, this company helps its customers reduce expenses, improve brightness, and decrease energy use. This company can also guide a customer through their many options and help layout and design lighting systems that best address a customer’s needs. Operating as an ESCO business, this company is well-positioned to work with green customers looking to be mindful of their energy use.
This lighting company maintains two business locations, each with plenty of private offices and ample warehouse space. This company could be condensed, if desired, to reduce expenses. The merger would reduce the overhead significantly, yet a buyer could easily maintain sales staff in the area without a physical location. Solid management is in place, employees are well-trained, and many have good tenure with this company.
- Year Established: 2004
- Location and Service Area: Ohio and Indiana with local and national customers
- Clients: Commercial, industrial, and manufacturing clients large to small
- Services: Distribution, retrofits, lighting design
- Lease: Location 1: 5,500 sq. ft. with 1,500sq. ft. office space, remaining is warehouse (rack and open); Location 2: 11,000 sq. ft. with 1,500 sq. ft. office space, remaining is warehouse (rack and open)
- Reason for Selling: Divestment
- Employees: 11: Office Manager (2), Office Administrator (1), Sales (6), PT delivery drivers (2)
- Hours: M-F 8-5
- Seller Training Period: Flexible
- Growth Opportunities: Increase online sales and interface, bring labor in-house, increase small clients
- Current Owner’s Responsibilities: Oversight
- List Price: $1,480,000
- Gross Sales:
- 2017: $2,165,019
- 2016: $1,778,161
- 2015: $1,753,418
- Cash Flow:
- 2017: $379,486
- 2016: $297,671
- 2015: $255,385
- Assets Included in Purchase*
- Equipment: $350,000: forklift, tools, etc.
- Vehicles: $25,000: 3 vehicles
- A/R: $200,000
- Secured Work: $400,000
- Intangible Assets: Positive name recognition, diverse client base, good staff tenure, room for growth
*amounts may vary
Cash Flow Analysis
|Description of Financial Statement||Tax Return|
December - November
December - November
December - November
|Net Income Shown on Financial Statement||$-31,133||$-107,043||$-201,931|
|Compensation to Owner||$81,195||$80,404||$150,669|
|11% Tax on total W2 Salaries||$8,931||$8,844||$16,574|
|Health Insurance||$0||$20,000||$18,000||Personal expense, on wife's plan in FY 2016|
|Meals & Entertainment & Travel||$1,481||$5,852||$8,822||75% is for personal expense|
|Auto-Personal Use||$3,000||$3,000||$3,000||Personal expense|
|Reimbursement||$55||$55||$912||Non-onward going espense|
|Seller's Cash Flow = Total Addbacks + Net Income||$379,486||$297,671||$255,385|
|Profit Margin||17.77 %||16.74 %||14.56 %|
- Consistently improving income since fiscal year 2013!
- Small Business
- Large to small clients
- Well-diversified client base
Specific information regarding clients is available upon the receipt of a signed Non-Disclosure Agreement.
- Lighting distribution
- Lighting retrofits
- Lighting design
- Energy consultation
- Office Manager (1)
- Office Administrator (1)
- Sales (4)
- PT Delivery Driver (2)
- Sales (2)
- Office Manager/Marketing (1)
- Increase online sales and interface
- Bring labor in-house
- Increase number of small-business clients
- Increase sales in other parts of the country
- Increase capital to order larger inventory to reduce costs
The Firm Business Brokerage used a cash flow valuation methodology to determine the purchase price of the business.
The formula used is as follows:
Cash Flow x Prescribed Multiple = Fair Market Value
Cash flow is the sum of business net income plus any owner perks and any non-onward going expenses.
A multiple is prescribed by a 20 question, 100-point parameter ranking system that is used to analyze the current business health. Each question is based on a scale from 1 to 5: 1 being low, 2 below average, 3 average, 4 above average, 5 high. The average of the responses sum is the business’ prescribed multiple.
For this business, a 2017 cash flow was used with a prescribed multiple is 3.9. With this information, the computation is as follows:
$379,486 x 3.9 = $1,479,995
The fair market value found above positions the business list price at $1,480,000.
Purchase Price: $1,480,000
15%Buyer Down Payment: $222,000
15%Seller Financing: $222,000
70%Bank Loan: $1,036,000
Seller financing 5-year term at a rate of 4.50% equals a monthly loan payment of $4,139.
Bank loan 8-year term at a rate of 6% equals a monthly loan payment of $13,615.
After business expenses and loan payments, a buyer with a 15% down payment of $222,000 would retain a profit of $166,447, which results in a 75% return on investment in the first year.
A lender is required to have a minimum 1.5 coverage ratio for any business loans extended. At a proposed purchase price of $1,480,000 with the terms listed above, the coverage ratio is 1.78.
Please note that the decision of whether to extend a loan on any sale belongs to the bank, and this document does not guarantee specific terms or verify that financing is available.
Offer Price: $
% Buyer Cash Down at Closing: $
% Seller Carry Back via Promissory Note: $
year term at a rate of %
% of Purchase Price secured by Buyer and Seller
Total Bank Loan Need: $
% of Purchase Price
Desired Loan Type:
Desired Bank Terms: year term at a rate of %
Total Business Assets, Inventory, and A/R: $
Total Undercollateralized Loan: $
|Monthly Payment to Bank:||$|
|Yearly Payment to Bank:||$|
|Monthly Payment to Seller:||$|
|Yearly Payment to Seller:||$|
|Total Monthly Debt Service:||$|
|Total Yearly Debt Service:||$|
Fixed Charge Coverage Ratio
The bank will require a minimum ratio of 1.5 to be lendable.
2017 Cash Flow
|Annual Debt Service:||$|
Buyer's Net Operating Income (NOI)
The amount of money the Buyer will retain as profit.
2017 Cash Flow
|Annual Debt Service:||-$|
Buyer's Return on Investment (ROI)
The rate of return on the Buyer's down payment.
|Document Title / Description|
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