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Sweat equity and owners personal capital.

Friends and relatives (emotional rather than economic decision).
Operating Leases (Renting).
Large Suppliers or Customers (People with vested interest in the success of the
5. Trade Payables (Vendors Credit easier to obtain, low cost).
6. Government Guaranteed Loans
a. Federal SBA, FmHA, Exim Bank
b. State Department of Commerce, Agriculture
c. Local City of Austin (BIG Program, Enterprise Zone)
Travis County Economic Block Grant, Tax incentives, Industrial Revenue Bonds.
d. Special Handicapped Loans, Veteran Loans, Minority or Women Loans.
These government agencies rarely lend money directly but rather guarantee the loan to a
private lender such as a bank or S&L. Programs for financing contracts, working capital,
purchasing a business, expanding, buying or improving owner occupied real estate, equipment
financing, debt consolidation, etc. are available. Many may have strings attached such as
employment quotas or location of the business.
7. Bank Loans (RLOC, 3-5 year term loans, mini-perm mortgages, Prime +2-4%, floating,
Principal & Interest monthly loan covenants, lock box).
8. Finance Companies
a. Factoring selling accounts receivable.
b. Floorplanning finance inventory
c. Equipment Financing
d. Equipment Leasing (capital leases).
e. Sales Finance selling retail installment contracts
9. Leasing Companies
a. Capital Leases
b. Sale/Leaseback
10. Merchant Banks Bridge or Mezzanine Financing
11. Venture Capitalists
a. Business Angels
b. Capital Networks
d. Independent Venture Capital Companies
e. Corporate Venture Capital
Terms usually include convertible debt or convertible preferred stock, exit point in 7 year
period, active in management, may require controlling interest, and expect 30 to 50%
required returns.
12. Foundations
13. Royalty Partnership
14. Private Placement (non-registered Reg A or Reg D)
15. Institutional Money
a. Pension Funds/Retirement Funds
b. Insurance Companies
16. Initial Public Offering (IPO)
17. ESOP Employee Stock Options Plans

Classification of Funds
A. Dept Capital vs. Equity Capital
B. Internal Sources vs. External Sources
C. By Maturity (short-term, intermediate- and long-term sources)
D. Permanent Capital vs. Seasonal (Temporary) Capital
E. Primary Financing vs. Secondary Financing
F. Source and Use Funds Operating Cash Flows, Investment Cash Flows, Financing
Cash Flows.
Dept Capital vs. Equity Capital

Dept Capital is any creditor capital which must be repaid and has a superior position to
the holders of equity securities. Debt Capital includes both short-term and long-term
liabilities of the company. Debt instruments include secured and unsecured creditors
without regard to maturity. Examples of debt instruments include vendor credit (trade
payables), short-term revolving lines of credit, term loans, mortgages, bonds, etc.

Equity Capital is owners capital and has an inferior claim on the earnings and the assets
of the company. Equity owners are the residual claimants and generally require a higher
return to compensate them for higher risk. Examples of equity capital are preferred
stock, common stock and retained earnings.

Sources of Funds
A. Internal Sources
a. Spontaneous Liabilities accounts payable and accured expenses.
b. Retained Earnings Profit after taxes not paid out on dividends.
B. External Sources
c. Debt Sources (Including bank debt, bonds, mortgages & leases).
short-term sources
long-term sources
d. Equity Sources (including preferred & common stock)

Funds Classified By Maturity

A. Short-term Funds less than one year in maturity and usually debt instruments.
Included in this category are accrued expenses, accrued taxes, short term bank
notes, balloon notes due within one year, revolving lines of credit and trade accounts
B. Intermediate-term Funds funds due from one to ten years, including term loans,
debentures, capital leases, etc.
C. Long-term Funds funds with a maturity of greater than ten years. Long-term loans,
mortgages, bonds, common and preferred stock as well as retaines earnings are
sources of long-term funds.
Permanent Capital vs. Seasonal (Temporary) Capital

Permanent Capital is long-term capital for financing the permanent assets of the
company. Equity sources of capital are generally considered permanent sources as are
long-term debt instruments. Permanent capital is used to finance permanent assets,
such as land, buildings, equipment and other long-term investments. Working capital
(investment in inventory, receivables and cash) also has a permanent portion often times
called evergreen working capital. Permanent working capital of a firm is the level of
investment in current assets when sales are at their lowest point. When inventory is
converted to receivables and then converted back to cash, the cash is used to replenish
inventory and the cash cycle begins again, thus this level of investment stays fully
invested at the given level of sales.

Temporary Capital is used to finance temporary or seasonal needs for assets. Seasonal
increases in sales generally cause an increase in inventory and receivable financing
which can be financed short-term. When the seasonal sales return to normal levels,
inventory and receivables decline to normal levels (a decrease in an asset is a source of
funds) and frees up capital to repay the short-term loan.

Primary Financing vs. Secondary Financing

Primary financing is raising new capital to finance the expansion of assets. Both debt or
equity funds can be utilized as the source to finance the use of funds created by the
increase in assets.

Secondary financing is re-financing of existing debt or equity. Renewing maturing debt,

debt consolidation, stock repurchase, debt for stock and stock for debt are all secondary
financing since no new funds are injected into the firm.

Bank Underwriting Criteria for Commercial Loan Applications

The 6 Cs
1. Cash Flow of the Borrower
a. Primary Source of Repayment Cash Flow of Business. Coverage ratio
of at least 1.25 times annual debt service should be demonstrated.
b. Secondary Source of Repayment Personal Cash Flow of Guarantors.
c. Tertiary Source of Repayment Liquidation of Collateral.
2. Credit History A retail and business credit report will be run by the bank to
determine your past repayment history. Slow pay, foreclosures, bankruptcy,
judgments, tax liens or charge-offs will probably be cause for turndown of loan
3. Collateral Sufficient collateral to secure the loan must be demonstrated. Typical
factors applied by banks are:
100% of Cash pledged to loan.
75-85% of accounts receivable less than 60 days old.
40-50% of inventory (as little as 15-20% depending on inventory)
75-80% of recently appraised real estate.
50-80% of furniture, fixtures and equipment.
0% of leasehold improvements, franchise fees, tools and dyes, and other
intangible assets.
Banks like loan to appraised value ratios of 75 to 80% maximum and at least
100% of the liquidation value of the collateral.
4. Capacity The ability of the Borrower Company to handle the additional loan
request from a leverage and coverage standpoint. Banks do not want to be your
partner and put up all the capital and take all the risk. The measure the debt to
worth ratio (borrowed money relative to your equity capital contribution). For
start-ups, the maximum debt to worth ratio should be 2:1 (33% equity by owner)
and for existing businesses, no more than 4:1 (20% equity in the business).
5. Character of the Borrower Past credit history and background of the borrower,
management history and experience in the industry.
6. Conditions The anticipated effects of the economy on your companys
repayment ability. If the bank thinks the construction industry is going to have a
rough time in the future, they will be less willing to finance subcontractors and
real estate developers.

Loan Documentation.
1. Three years historical financial statements and tax returns on the business.
2. Personal Financial statements on the owners and three years personal tax returns. A
personal cash flow statement.
3. Use of Proceeds What is the loan request for?
4. Collateral to be used to secure the loan. Appraisals?
5. Projected cash flow of the business showing ability to repay the loan.
6. Resumes on key management personnel.
7. Your business plan, if available.
Plan on the bank taking longer to give you an answer to the request (2 to 3 weeks)
and even longer to fund the loan waiting on attorneys to draw up the paper work.

Trade Credit (Accounts Payable)

Vendor Credit is generally used to finance inventories and/or operating

Relied on twice as much by Small Businesses.
Bootstrapping (riding payables) is common and is the first sign on cash flow
Usually unsecured, this open-account credit is easy to obtain and cheap (no
computable cost unless early payment discount is offered or late penalties
Cost of passing early payment discounts:
% Disc.
100% - % Disc.

365 days
Net Period Discount Period

Revolving Line of Credit

Usually a one year note which is subject to a borrowing base calculated on the
receivables and/or inventory securing the loan (blanket lien).
Borrowing base is usually 70-80% of Accts. Rec. less than 60 days old and 4050% of inventory. Loan Agreement usually has minimum current ratio, maximum
debt to worth ratio, minimum net worth and minimum cash flow coverage ratio.
May have lock box provision and clean-up provision.
Good for seasonal cash needs bad for permanent working capital

Credit vs. Cash Discount

Cost of Capital is 12% annually (1% per month).
Credit terms on receivables are 2/Cash, net 30
Price per Unit is $1.00
Cost to Produce Unit is 90
Cash Sale with Discount

Cash Sale without Discount


Time Value of Money (1% Cost)






Cost to Produce
Profit before Credit Terms

Discount is too large for cash payment, would make more money if sold on credit and
financed at 12% (ignoring bad debt and other expenses). Only if you could invest the
98 ($1.00 less the 2% discount) during the 30 days difference in receiving payment at a
rate of greater than 12% would you offer this type of discount.

Cost of Passing the Discount

Terms: 2/10, net 30 Assume a $10,000 invoice.
If you pay by the 10th , you deduct $200 and pay only $9,800. If you pay on the 30th, you
owe the entire $10,000. Thus, to hold your cash from the 10th to the 30th day (20 days
difference), it cost you $200. This represents an effective annualized rate of:

30 10

= 2.04% X 18.25 = 37%

(net period disc.period)

The only reason you would not take discount is that you could invest your money at
greater than a 37% rate of return or you did not have the cash on the tenth to take the
discount but would collect by the 30th. Since it is unlikely that you can invest at greater
than 37%, then if the only reason for passing the discount is lack of cash, cant you
borrow at a cheaper rate than 37%? If you miss the discount, then wait as long as
possible to pay the invoice to reduce the effective cost of missing the discount.
Savings By Taking Discount
Cost of Loan
Amount Borrowed $9,800
Interest Rate 12%
Annual Cost $1,176/year
Per Diem Cost $3.22/day
Borrow on 10th/repay on 30th
20days at $3.22/day
Net Savings


($ 64.44)

Letters of Credit

Revocable and irrevocable letters of credit guarantee payment of a specified

amount of money by the issuing bank if certain conditions are met by an
expiration date.
Standby Letter of Credit provides for payment to the beneficiary in case of nonperformance or default by the issuing party.
Often used for international trade or in lieu of bonds.
Cost is generally 1% of the amount of credit.
Term Loans

Usually three to seven year maturities with principal and interest payments made
monthly (can be a balloon note).
Used to finance equipment, permanent working capital, or expansion needs.
Usually collateralized by long-term assets (furniture, fixtures, plant and

Usually a variable interest rate which floats with prime (prime plus1% or 2%).
Fixed rates may be available for a fee (swap).

This is an effective rate of 40 to 50% since the invoice would have been paid in
60 days or less.
Since it is purchasing rather than financing, usury is not an issue and the seller
does not have to guarantee the money like a loan. However, a reserve for
uncollected accounts is generally established.
Finance Company may pre-approve the receivable and does all of the collection
efforts. This may reduce the firms credit department costs thus lowering the
effective cost of factoring.
VISA and Mastercard are, in effect, factoring.

Inventory financing. May be done by a manufacturer for its dealers (captive) or by

a commercial finance company bank.
Usually for retailers of higher priced durable goods, like car and boat dealers.
Manufacturer may carry, or induce a third party to carry, its dealers inventory for
some specified period free of interest charges. This gives the dealer the
opportunity to sell the merchandise, collect the cash and pay the floorplanner.
After the specified interest free period, the interest meter may begin ticking at a
high rate of interest.
Business Angels
Private investors or small investment or venture capital firms who supply seed
and early stage capital in exchange for an equity position in the firm.
Capital is patient with the median investment periods of seven years before a
return is expected.
Texas Capital Network is a computerized dating service for entrepreneurs and
business angels.
Money brokers may make introductions for a fee: 1% for second debt, 3% foe
subordinated debt, and 5%+ for equity placements.
Deal structure is negotiated, but may be subordinated debt or preferred stock
with equity kickers.

Sources of Leases:
Independent Leasing Companies
Lease Brokers
Finance Companies
Pension Funds and Insurance Companies.
Accounting rules require that a lease be capitalized (i.e. the asset recorded as an asset
and the lease as a liability on the balance sheet. The interest portion of each payment is
then deducted and the asset is depreciated as if it were purchased) rather than
expensed in the case of an operating lease if the lease meets any one or more of the
following requirements:
1. Lease contains a bargain purchase option. If you can buy the asset for $1 at the
end of the lease, then it is a capital lease. But what if the lease says fair market
value or 10% of the original purchase price? The IRS usually rules that any
purchase option which is less than 20% of the original asset value is a bargain
purchase price.
2. Lease contains a provision for transfer of ownership at the end of the lease (i.e.
rent to own contracts).
3. The term of the lease extends at least 75% of the leased assets estimated
economic life.
4. The sum of the present values of the minimum lease payments is at least 90% of
the fair market value of the leased asset.
FASB 13 was an attempt to standardized the way accountants handle tha various types
of leases since it was vague as to when a lessee decided to exercise the purchase
option and thus accounting statements might not represent the true financial picture. As
you can see with FASB 13, you might have to capitalize a leased asset if you meet either
#3 or #4, even though you could never get legal title to the asset since there was no
purchase option or transfer of ownership.

Operating Leases Like renting. May be used when an asset is needed for temporary
use (AVIS, U-Haul, mini-storage) or to avoid technological obsolescence (lease high
technology equipment). Businesses with poor credit who cannot buy the asset may
lease as the only way to acquire the asset. Operating leases usually call for the lessor to
pay for maintenance taxes and insurance and thus relieves the user of service. These
leases are usually characterized by the following:


Lease is cancelable without substantial penalty.

Lessor provides maintenance taxes and insurance
Contract life is less than the economic life of the asset
Lessor to receive his investment and return from multiple lessees.
Lease payments are expensed by the lessee. Since the asset and the lease are
not recorded on the balance sheet, no depreciation is taken and the lease
payments are shown as an operating expense. Called off finance sheet financing
since lessee has use of the asset, can generate income off the asset without
recording the asset on the balance sheet, leading to a misleading ROA
calculation. Shows up as operating leverage rather than financial leverage.
Asset is depreciated by the lessor, sheltering the rental payment. At the end of
the lease, the lessor retain title (no purchase option). The lessor can, release the
asset, sell the asset, scrap the asset or use the asset himself. Since this is not
financing, no truth in lending is required and typical required rates of return are
18% to 28%. Operating leases also cause the lessee to lose the asset at the end
of the lease and may require replacement at a higher cost, loss of equity
accumulation may affect future financing, loss of residual value, and may lead to
inadequate valuation due to habitual leasing.

Capital Lease (Financial Lease) Similar to purchasing with financing by a lease

contract rather than a note. Capital leases provide the lessee with additional source of
financing, flexibility with terms, may provide tax savings, and may free working capital by
requiring a lower down payment and lower monthly payments. The lower monthly
payments are usually not due to a lower interest rate but rather a longer maturity than
traditional bank financing as well as not fully amortizing the purchase price. The capital
lease has a purchase option or terminal value at which time the lessee can return the
asset with at least the terminal value or purchase the asset for the purchase option price.
Since the lessor gets a balloon payment at the end of the lease, the monthly payments
are often times lower than a fully amortizing bank loan. Since the terminal value is
critical, the lease will contain provisions for excessive wear (like 15 per mile over
15,000 miles per year).

Characteristics of a capital lease are:

a) Asset is fully amortized to one lessee. The lessor plans to recoup his/her
investment and required return from one lessee.
b) Not cancelable without substantial penalty, usually acceleration of the remaining
lease payments.
c) Lessee is responsible for taxes, maintenance and insurance and Lessor
determines liability limits.
d) Contract life approximates the useful economic life of the asset.
e) Lease contains a purchase option at the end of the lease.
f) Lease does not expense the lease payments but rather records the asset on the
balance sheet and the lease as a liability. The interest portion of each lease
payment is deducted and then the asset is depreciated.
Sale / Leaseback Usually employed when an asset is fully depreciated and no longer
producing tax benefits or when the market value of the asset is much higher than the
book value (appreciation of the asset). This type of lease does not usually involve new
assets but rather a transfer of title to an existing asset. The seller simultaneously
becomes the lessee and the purchaser simultaneously becomes the lesser. The seller
gets the fair market value of the asset. If the FMV is greater than the book value, then
the seller recognizes a gain on the sale of the asset, pays tax on the gain, leases the
profits in the company which improves the net worth of the company, increases the
liquidity of the company, and the seller retains use of the asset by agreeing to lease the
asset back for some period of time. The lease is usually an operating lease which can be
expensed by the seller. The purchaser receives rental income which he can shelter with
depreciation on the stepped up basis (FMV).
Assume you purchase land for $5,000 and build a building for $30,000 in 1970 to house
your company. Assume you have been depreciating the improvements of $30,000
straight line over a 30 year useful life ($1,000 per year) and thus at the end of 1993, you
had taken 23 years of depreciation or $23,000. Therefore, your depreciation schedule
reflects the $5,000 book value of the land and a net book value of $7,000 on the building
($30,000 less $23,000 accumulated depreciation) or a total book value of the land and
building of $12,000. The citys expansion and new roadways has lead to your property
becoming a valuable piece of real estate. A recent appraisal shows the fair market value
of the real estate to be $300,000 and since your firm is a manufacturer where location is
not a key element, you have decided to sell the property and take the gain to rebuild a
new larger facility further from town where property is cheaper but access to highways is
still good. However, if you sell the property, you cannot afford to shut down production
while you build a new facility and you cannot afford to build a new plant until the property
is sold. Therefore, you enter into a sale/leaseback arrangement. You sell the property for
$300,000, pay tax on the $288,000 gain ($300,000 less $12,000 basis) of $80,000 and
then take the remaining $220,000 ($300,000 less $80,000 tax) to build a new plant.
However, you execute a lease on the property from the purchaser for two years while
you find and build a new location. The purchase needs to hire an architect and arrange
financing for a new development he intends to construct on the property and is not
expected to start construction for two years. The Purchaser/Lessor agrees to lease the
property back to Seller/Lessee for $2,650 per month for two years (an operating lease).

The seller has increased his net worth by $208,000, increased cash by $220,000, and
gets to expense $2,650 per month.
Lease vs. Buy Decisions:
In calculating a lease vs. buy decision, you need to ask three questions:
How much is the payment (expense or savings)?
Is there any tax consequence to the payment?
When does the payment occur and what is the present value?
Use the companys opportunity cost (required rate of return or hurdle rate) to compute
time value of money. Solve for the after tax, present value of each alternative and select
the alternative with the lowest after-tax present value cost. Factors which will affect the
after-tax present value cost are:

Interest rate or Lessors required rate of return

Tax rate
Method of repayment (time value of money)
Method of computing depreciation (straight-line vs. accelerated, economic life)
Investment tax credit (if any)
The firms cost of capital (opportunity cost, required rate of return)
Salvage value (if any)
Purchase option (if any)

U.S. Small Business Administration (SBA) Programs, Eligibility, Requirements

I. Programs:
A. 7(a) Loan Program Guaranteed Loan Program Term loans with no balloon
payments and no payment penalties.
1. Maturities:
a. Up to 10 years for working capital (normally, seven)
b. Up to 25 years for equipment
c. Up to 25 years on owner occupied real estate
2. Interest rate: New York Low Prime plus a maximum of 2% on
maturities less than 7 years and New York Prime plus a maximum of 2
% on maturities more than 7 years. Rate can be adjusted monthly,
quarterly or annually.
3. Guarantee Percentages
a. $0 - $150,000 up to 85% guarantee.
b. $150,000 - $2,000,000 up to 75% guarantee.
c. Refinancing existing debt at participating Lender If Lender
can prove it is not in a position to sustain a loss and the loan
has not been more than 29 days past due.

B. Contract Loan Specific contract financing. Lender may advance labor and
materials on a specific contract with contract draws assigned to Lender.
Approval is on a contract by contract basis. One year or less maturities with
guarantees to Lender as in Section A. above. On maturities less than 1 year,
guarantee fee to SBA is % rather than 3+%.
C. Seasonal Line of Credit Line of credit is guaranteed as in Section A above
with one year maturities. Borrower must prove seasonality. On maturities less
than 1 year, guarantee fee to SBA is % rather than 3+%.
D. Greenline A revolving line of credit (RLOC) initiated in 1992 subject to a
borrowing base (80% of A/R and 50% of inventory). Loans under $200,000
not subject to as much administration and are called Cap Line Loans. Loans
over $200,000 are similar to asset base lending with many lender
requirements on monitoring the loan. Commitment up to 5 years. Loan can be
termed out at maturity. On maturities less than 1 year, guarantee fee to SBA
is % rather than 3+%. Over 1 year maturity, subject to 3% guarantee fee on
the first $250k, 3.5% on next $250k and 3.875% on final $250k.
E. Low Doc Program. Rural Business Development and Small Loan program
Many banks will not go through the hassles of dealing with the SBA on
loans less than $100,000. To encourage smaller loans ($5,000 to $100,000),
the SBA will rebate 1% of the 2% guarantee fee and allow the lender to
charge 3.25% over New York Prime to encourage this program. Low Doc
means low documentation and is a one page application for loans under
$50,000 and 2 pages for loans between $50,000 and $100,000. Is a
character loan program meaning they lend more on our credit history rather
than just the numbers (less collateral, higher debt ratios, etc.).
F. Direct Loans The SBA has programs for Handicapped Individuals (HAL
Loans) and Veterans Loans but do not have programs specifically for
minorities or women. These direct loans from the SBA have a maximum of
$150,000 at preferential interest rates (currently 6%), but Congress has not
allocated much money to these programs and there is a long waiting list.
G. 504 Loan Program Expansion program administered by Certified
Development Company (CDC) In San Antonio, San Antonio Local
Development Corporation (Michael Mendoza) or the statewide CDC
administered through the Texas Department of Commerce, (TDOC Ed Sosa
or Frank Solis).
1. Loan proceeds must be used for expansion. Can only finance land,
building and equipment for expansion. No refinancing (other than
interim construction loans) and non working capital financing. Creation
or retention of one job per $50,000 of SBA bond money required.

2. Total project capital requirements are financed as follows:

a. Lender contributes 50% of project costs and receives a first
lien on collateral. Maturity is generally 10 to 20 years if real
estate is involved at market interest rate.
b. SBA issues debentures for 40% of the project cost and takes
a second lien on the collateral. Debentures are for a
minimum of 10 up to 20 maximum years. Borrower gets the
bond interest rate (currently 6%).
c. Owner must contribute a minimum of 10% of project cost
(33% if a start-up operation).
d. Appraisals, closing costs, etc. can be rolled into loan.
e. This is the permanent financing and can take out the interim
3. Maximum debenture amount if $1,500,000 ($2 million for public policy
b. Purposes of Using SBA Loans (Which borrowers are good candidates)
A. Borrower lacks a good secondary source of repayment. SBA guarantee
provides an excellent secondary source for small business owners who do
not have personal assets, liquidity or personal cash flow to service the
required debt.
B. Maturity is longer than bank policy allows. Few lenders today are willing to
make 7 year loans on receivables and inventory (evergreen working capital
requests) or 25 year amortizations on real estate without balloons. The SBA
guarantee allows the lender to provide longer-term capital without being
criticized by examiners. Blended maturities are also made based on the
nature of the collateral and the cash flow of the business.
C. Specialty nature of collateral. Guarantee will shore up security for the loan if
the building is special purpose, inventory is difficult to liquidate, etc.
D. Start-ups and turnarounds. Lack of a long-term profitable operating history
may be overcome with the guarantee. If the lender thinks the company has
potential but is uncomfortable with the short track record or marginal ability to
cash flow the loan historically but does so on a proforma basis, then the
guarantee may allow the loan to be made. Start-ups are ineligible for
Greenlines and Seasonal Lines of Credit since one year operating history is


Eligibility Must be an Independently Owned Small Business.

1. Size - Eligibility is based on the SIC code of the business and must be verified by
researching the Federal Code of Regulations (FCR) size standards. In general,
retail and service companies with average revenues in excess of $5 million over
the past three years are ineligible, (notable exceptions are car dealers,
contractors, etc. which may have higher limits). Wholesale companies with fewer
than 100 employees and manufacturing companies with fewer than 500
employees are eligible. If the majority owner controls more than one company,
the revenues or employees are added together (affiliates) as if they were a
holding company to meet this test.
For the 504 loan program, eligibility is based on net worth. The company
cannot have a net worth in excess of $6.5 million or after-tax profits in excess
of $2 million.
2. Eligible Purposes
a. Recapitalize the Company
b. Provide long-term working capital
c. Purchase an existing business (no goodwill/relatives)
d. Start-up a new business (33% equity requirement)
e. Refinance existing debt (no personal debt)
f. Repay accounts payable
g. Expansion
h. Owner Occupied real estate construction, purchase of land and
building, leasehold improvements.
i. Equipment financing
j. Media Companies (Newspaper, Magazine, TV and Radio are now
3. Ineligible Companies / Purposes
k. Gambling operations (unless non-gambling revenues are greater than
67% of total revenues)
l. Speculative purposes
m. Investment Property must be 51% owner occupied (67% on new
n. Insurance Companies, Finance Companies or other institutions who
invest money.
o. Non-Profit Organizations.
p. Refinancing personal debt (Alter-ego real estate loans are eligible if
the ownership of the real estate is a mirror image of the companys
ownership and the lease payment to the company is equal to the
mortgage payment (plus taxes & insurance).


Financial Criteria

1. Debt to Worth Ratio

a. Start-ups (less than 18 months of operations) and change of ownership
33% equity contribution by owner (less than 2:1 debt worth ratio).
b. Existing Business Less then 4:1 debt to worth ratio or within RMA
industry guidelines.
c. Negative net worth companies are ineligible and intangible assets such
as shareholder receivables, goodwill, etc. must be netted from the net
worth of the company (i.e., tangible net worth).
d. Owners notes can be subordinated and a stand-by agreement executed
(no principal repayment during term of SBA note) and thus these owner
notes can be treated as equity.
2. Collateral SBA is not supposed to decline a loan purely for collateral reasons.
a. Appraisals can be required, MAI appraisal is not necessarily required but
comparables are required.
b. Phase I environmental site assessment required on all real estate
purchases and refinancing. Pledge of real estate as additional outside
collateral may not be required to have the audit.
c. SBA likes loan to value (LTV) to be 75 to 80% at book value and at least
100% based on liquidation values.
d. SBA will take second, third and fourth liens on assets. They may also ask
for personal assets to be pledged to the loan.
3. Cash Flow Historical ability to service the debt should be demonstrated.
a. Cash flow overage of at least 120% should be present over the past three
years. Explanation of operating losses, extraordinary expenses, etc. may
receive loan approval if other factors are favorable.
4. Personal Guarantees of all owners with more than 20% ownership and usually
the President of the Corporation. Personal financial statements must be filed with
all owners with more than 20% ownership, all officers and directors of the
a. Excess Liquidity If the owners have more than $50,000 or 25% of the
loan amount, whichever is greater, in liquid assets (excluding IRAs), then
the owners must contribute the excess to the corporation and reduce the
loan amount.
b. Credit Reports/Bankruptcy/Criminal Record Explanations must be
provided but do not make the borrower intelligible unless they are on
probation or under indictment or in bankruptcy court jurisdiction.

Fees and Costs

A. SBA guarantee fee % on loans one year or less and paid with submission
of package to SBA. On loans to $150,000, SBA guarantee fee for over 1 year
maturity is 2%. On loans over $150,000 and one year maturity, SBA
guarantee fee is 3% up to a loan amount of $700,000. For loans of $700,000
or more, the fee is 3.5%, with an additional 0.25% applied to any amount over
$1 million. Maximum guarantee is $2,000,000 so maximum fee is $72,500,
payable by the Lender at time of signing the loan authorization and

commitment agreement and can be deducted from loan proceeds at closing.

This fee is contingent on loan approval.
B. Closing Costs - Borrower is responsible for appraisal fees, environmental
audit fees, closing costs, title policies, UCC filing fees, attorney fees and
other costs associated with closing the loan.
C. Life Insurance Borrower is required to pledge a life insurance policy in the
loan amount.
D. Packaging fees Professional SBA loan packagers can be hired. Their fees
are usually not contingent on loan approval and are due upon completion of
the package. Fees range from $700 to $3,500. CFO Services charges by the
hour ($50 to $75 per hour) and provides an itemized statement which usually
ranges from $1,000 to $1,200 per package. CFO Services prepares all of the
Lenders forms as well as the borrowers forms, credit reports, and the
financial spread and analysis of the Company. SBA reviews fees for
reasonableness and a compensation agreement form must be executed by
the borrower, packager and signed by Lender.
Packagers can be paid a finders fee by the Lender but the fee can not be
tied to the premium received by Lender when loan is sold in the secondary
VI. Benefits to the Lender
A. Good CRA loans.
B. Meets risk-based capital requirements.
C. Good asset/liability management tools as the loans are long-term but fully
D. Lender can sell the guaranteed portion of the loan, providing liquidity to the
bank if needed.
E. If loan is sold, firms such as Government Securities in Houston, Morgan
Keegan, First Boston and other investment banking firms will pay a premium
due to the attractive yield on the guaranteed portion. The longer the maturity
and the higher the interest rate, the higher the premium, which generally
range from 4 to 15% premium on face. Lender retains a 1% servicing fee on
the entire loan plus earns market interest on the non-guaranteed, unsold
portion of the loan. This interest income, premium for the sold portion and
servicing income provides a 23% return on the retained portion of the loan.
Premiums in excess of 10% must now be shared 50/50 with the SBA effective
August, 1993. Part of the servicing fee (0.4%) is also shared with SBA.
Lender can sell Prime minus one for a 9% premium and keep the stripped out
interest spread, thus avoiding sharing the premiums and servicing income.

Advantages / Disadvantages to the Borrower.

1. Only way to get the loan. Only source for long-term capital.
2. Only way to get the maturity needed to match the cash flow of the
3. No balloon payments, prepayments penalties, and dont have to worry
about refinancing if bank fails.

4. May get cheaper rate than bank would normally charge.

1. Long approval process (6 to 8 weeks minimum unless with a certified
or preferred lender).
2. Substantial paperwork required (can hire packager).
3. High costs (guarantee fee, packaging fees).
4. Restrictive covenants.

Sources of Equity Capital

1. Your own personal capital or Sweet Equity.
2. Friends and Relatives People you do not have to sell yourself to and who
make emotional decisions rather than economic decisions.
3. Joint Ventures with suppliers/customers People with a vested interest in
your companys success. A supplier who would benefit from selling supplies
to your company might be interested in being a partner in your operation or a
customer who wants the use of your product or service may be willing to
inject equity to ensure your survival.
4. Business Angels Private investors with money to invest in deals. Some are
looking for a higher return for their money, some may want to help the small
business person for philanthropic reasons, and some make investments
which benefit society. These people are generally difficult to locate, have
investment advisors which screen their deals and usually want to remain
As a result, several capital networks have begun (Texas Capital network
Austin) to match entrepreneurs with private investors. The network
summarizes the business plan and capital needs and faxes the information to
the investors whose profile matches those of the company. If the investor is
interested, then an introduction is made and the parties work out their own
financing arrangements.
5. Venture Capitalists Can be government sponsored (SBIC or MESBIC,
Texas Growth Fund), small funds made up of individual investors, large funds
with institutional money, or corporate venture capital companies (arms of
banks, large corporations, pension funds, retirement funds, or insurance
companies). These funds have investment parameters which may be size
and industry specific. They generally look for an exit point which will provide
them with 5 to 10 times their initial investment within a five to seven year
period. The exit point is generally provided by going public or a merger or
acquisition by a larger company.

Venture capitalists will structure their investment with convertible debt

instruments, convertible preferred stock, warrants, rights or options or other
means of capitalizing on the upside while protecting the downside of their
investment. Most venture capital firms are active in the management of the
company, take board seats, and can exercise control of the company if
certain performance is not met. The venture capitalist may have put
agreements to force repurchase of their investment if the exit strategy is not
met within 7 years.
6. Royalty Partnership If no exit point is available, you might be able to attract
investors by distributing cash generated by operations through a royalty
partnership. A limited partnership is formed and capital injected. The limited
partnership then pre-purchases product from the company giving it immediate
cash injection. The company executes a royalty agreement that repays the
limited partnership as units of the product are sold. Terms of the royalty
agreement are negotiable and the return comes off the top (revenues) and
are not subject to usury laws like lending. Thus, the company maintains
ownership and control and the limited partnership gets venture capital type
returns with a built in exit strategy based on a percentage of revenues.

Private Placements

Reg D Rule 504 (Small Corporate offering-SCOR) State filing form U-7
can raise up to $1 million in 12 months, interstate possible and can advertise
the offering. Form D required for SEC (short form).
Reg A Offering statement filed with SEC and state registration. Interstate
allowed with up to $5 million offered within 12 months. Advertising allowed.
Rule 147 Intrastate Offering No federal limit, amount varies by state. Can
only offer and sell within one state. No SEC registration, only state
registration. General solicitation allowed.
Intrastate offering to accredited investors ($1 million net worth) is exempt
from state and SEC registration.
Intrastate offering to fewer than 35 sophisticated by unaccredited investors is
exempt from registration.


Small business investment corporations and minority enterprise small

business corporations raise $2.5 to $10+ million in private capital and can
then leverage this with debentures issued by the SBA. Leverage can be from
2 to 4 times the private equity.
Since SBA guaranteed debenture money has a lower cost, these venture
capital firms may not require a big return as institutional venture capital firms.
SBA limits the size of the firms and the size of the investment the SBIC and
MESBIC can make.
Convertible debt, debt with warrants, convertible preferred, preferred with
warrants or options, and direct equity ownership are common investment

Venture Capital Firms

The venture capital industry has expanded rapidly since the late 1980s due
to increased entrepreneurial activity surrounding technology advancements.
The number of VC firms now exceeds 1,200 with a concentration in the
Silicon Valley, Boston, Raleigh/Durham, Chicago and Dallas.
Austin Ventures is the largest in Austin with 6 partners and 4 funds totaling
$900 million (down from $1 billion in fall of 2001). Since 1984 they have
made approximately 1,000 investments, 17 have gone public and 12 merged,
with approximately 40 active investments. Their portfolio is 1/3 technology,
1/3 services and 1/3 special situations.

Venture Capitalists

Focus on young firms with high growth high risk and high return. Industry
return is 15% with a standard deviation of 32.4%
Active participation is strategic decisions, not day-to-day management
As of 1994, $38 billion under management and $2.5 billion new investments
each year
Invest in management teams, not products
Want an exit point within 5-7 years by going public or merging the firm

Common issues in Venture Capital Financings



Size of financing

Not all good companies are institutionally

Need to get $1 - $2 million to work over life of deal


Not a motivating factor

More important where risk of capital loss is

Employee ownership

Must be truly substantial below CEO level.


Never the cheapest source of capital.

Types of Venture Capital Financing



Common Deal Killers


Development of
Concept/Business Plan

Management Experience


Product Design/Development

Market Size
Capital Efficiency

Second Round

Product Rollout/Marketing

Competitive Landscape

Third Round

Fund Operations To Cash


Pace of Market Development


Carry Through to IPO or



3Ms The Management Play

Product under development.

Market potentially very interesting but tea leaves not yet turned.

QB savvy/experienced enough to read the field and call audibles.

Short-term goal: finish product and convince someone to pay for it.

Return if all goes well: 50% +

3 Ms The Model Play

Product (essentially) finished.

Someone has paid real money for it; others have shown genuine interest.

Management team no longer 1-2 person show.

Short-term goal: solid reference account base.

Return if all goes well: 40% +

3 Ms The Momentum Play

Product family exists/emerging.

Real, forecastable revenue stream.

Team can be envisioned in an S-1 (may still be 1-2 holes).

Short-term goal: raise lots of cheap capital.

Return if all goes well: 30% +


Employee Stock Ownership Plan.

Company must have an independent valuation of the companys stock.

Can contribute the value of the stock to the ESOP Trust where the employees
get ownership in the company (tax deferred) and the company gets a deduction
for the value of the stock.

Leveraged ESOP can borrow money to buy the owners stock. Bank only pays
tax on 50% of the interest income, company gets to deduct principal and interest,
and the owners gain on the stock is tax deferred if he invests the proceeds in
other publicly traded stock.