The Winning LOI [Vol. 3, Issue 23, No. 50]
Welcome to the latest issue of The Winning LOI, the Axial newsletter that anonymously reveals small business M&A valuation data…
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Welcome to the latest issue of The Winning LOI, the Axial newsletter that anonymously reveals small business M&A valuation data and certain key deal terms associated with winning LOIs.
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In this issue, we unpack the M&A valuation data and key LOI deal terms of a commercial janitorial services business established in the late 1980s. The business reported an EBITDA margin range of 15 – 18% when it went to market confidentially via Axial in Q3 of 2022, and closed 153 days after the Winning LOI was executed.
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See below for Winning LOI #20’s anonymized data ⬇️
| The Deal | |
|---|---|
| Deal Type | Change of Control |
| Revenue Range (TTM) | $4M - $4.5M |
| EBITDA Range (TTM) | $500K - $750K |
| EBITDA Margin Range | 15% - 18% |
| Key Industries | Industrial Services |
| In-Market Date | Q3 2022 |
| Axial Deal Data | |
|---|---|
| Recommendations* | 38 |
| Recipients* | 38 |
| # of Pursuits* | 4 |
| Deal Pursuit Rate* | 6.75% |
| Winning LOI Pursuit to LOI Executed | 26 Days |
| Winning LOI Executed to Deal Closed | 153 Days |
| The LOI | |
|---|---|
| Total Enterprise Value Range | $2M - $2.5M |
| EBITDA Multiple Range (TTM) | 3x - 3.5x |
| Exclusivity | 80 Days |
| Structure | |
| ➡️ Cash | 68% of TEV |
| ➡️ Rollover Equity | ❌ |
| ➡️ Seller Note | 32% of TEV |
| ➡️ Earnout | ❌ |
| Axial Sell-Side Member Data | |
|---|---|
| Member Type | Business Broker |
| Total Deals Marketed on Axial | 49 |
| Average Annual Deals Marketed | 4 |
| Average Revenue of Deals | $5,376,105 |
| Average EBITDA of Deals | $1,139,661 |
| Axial Buyside Member Data | |
|---|---|
| Member Type | Search Fund |
| Number of Acquisitions | 1 |
| Buyside Pursuit Rate* | 33.73% |
| Buyer Responsiveness Rate* | 97.59% |
Definitions:
*Buyside Recommendation: Axial sell-side members receive a matching set of buyside members for every deal they manage via Axial. A buyside recommendation refers to a specific buyside Axial member who matches a particular deal.
*Recipient: A recipient is a buyside member who has been granted access by an Axial sell-side member to review a particular deal.
*Pursuit: Axial buyside members express initial interest in a deal by clicking “Pursue”, after which they can access and sign the NDA.
*Deal Pursuit Rate: The deal “Pursuit Rate” is defined as the number of times a particular deal is pursued by unique buyside members (i.e. the buyer shows explicit interest in exploring the deal) divided by the total number of buy-side firms invited to evaluate the deal
*Buyside Pursuit Rate: The buyside “Pursuit Rate” is defined as the number of deals pursued by a particular buyer throughout an entire Axial membership term, divided by the total number of deals sourced during the same timeframe.
Disclosures: All data presented in The Winning LOI is anonymized to respect and protect the confidentiality of Axial members and their transactions. Data is provided to Axial by Axial members in accordance with the Axial Member Terms of Service. Axial has endeavored to present data accurately, but Axial does not and cannot fully verify the accuracy of the presented information. Information contained in The Winning LOI is for informational purposes only, and does not represent investment advice or recommendations of any kind.
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