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sheet item for Boats includes the complete show regalia for a moment s notice exhibition (the owner admits that he does not plan well in advance for these shows) Show expenses contain losses in each of the three years on the sales (rather than pay transportation back to home base) of a 14and 16-foot sailing dinghy used for these exhibitions By the end of 1991, this company had implemented a piecework pay system on all production lines but winches While all bugs are not ironed out, the owner feels that the 25% to 28% reduction in wages has not deterred quality in products Sail makers seem content with the new pay system; however, the owner is concerned about increasing entry-level employee turnover in other lines The system designer has returned to examine what might be done to reduce this problem Apparently it takes about three months to reach earnings-level pro ciency from the day of employment A combination base-pay/piecework-rate arrangement is currently being discussed to accommodate new entrants The owner summarizes the major problem in his company as the operations being too seasonal He has not explored the prospects for partial plant shutdowns or staggered production schedulings; nor has he calculated the alternatives in other forms of marketing He admits that something must be done differently to survive long term, but he feels that too much of his time is taken up in brush re management as opposed to examining various alternatives that might increase pro ts A whole drawer in a le cabinet in his of ce is dedicated to the plethora of complimentary letters from satis ed customers Several long-term employees have expressed interest in owning part of the company, but this owner is concerned that this may not be the answer He claims his own strengths are highest in managing production, which is also the strength of these potential partners His assessment suggests that needs lie in the areas of general and marketing management, thus he would entertain selling part of the company to someone possessing these attributes or sell out completely In the event that such a partner could be located, he feels that a signi cant cash infusion will be necessary to fund expected changes to operations He is not opposed to some owner nancing under this condition As a backup scenario, he would consider selling to employees but only for all cash at closing Before proceeding with the valuation task, however, we must ascertain what assets and liabilities will be offered for sale with the business Including or excluding assets and liabilities should not be arbitrary and should minimally include what is necessary to reproduce past year s sales What is excluded by sellers can become added start-up expense for buyers
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Balance Sheet Reconstructed for Sale Purposes
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Assets Current Accounts Receivable Inventory Total Current Property and Equipment Equipment Vehicles Boats Less: Depreciation Total Property and Equipment TOTAL ASSETS Liabilities Current Accounts Payable Customer Deposits Total Current ASSET-BASED EQUITY VALUE 1992 $ 33,237 508,528 $541,765 $170,092 28,202 138,279 234,681 $101,892 $643,657 Fair Market Value $ 33,237 493,272 $526,509 $132,672 18,050 138,279 0 $289,001 $815,510
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$ 75,691 43,718 $119,409 $524,248
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In taking this step of reconstructing balance sheets to re ect what owners wish to sell, it is important to recognize that book value and adjusted book value do not represent those sellers true nancial conditions Instead, we are applying formulas, and extracting results, that can be misleading in terms of the real business value and, more important, misleading in how the reconstructed balance sheet might affect re-creating the historical picture of sales and expenses concurrently being presented to potential buyers For example, the act of removing cash through reconstruction translates into the need for added working capital by a buyer In our case, accounts payable exceed accounts receivable by $42,454 and predict an additional depletion of working capital resources as the business continues to function Though overall asset values might increase in worth through reconstruction, liquidity can become severely strained in a process that fails to include working capital requirements It is not uncommon for sellers of small companies to retain cash and other more liquid business assets at closing And it is a common failure of buyers to put the required due diligence into assessing their needs for working capital after the closing I feel that this minor derailment from our task of valuation was necessary at this particular point Many formulas tend to ignore this missing and vital link between needed working capital and a business s value
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