www.valuecruncher.

com 1
Five steps to valuing a business

1. Collect the relevant information

The starting point for Valuecruncher valuing a business is the latest financial statements. The
business accountant should be able to provide you with a copy of these. In Appendix 1 we have a
glossary of all the terms we use in the valuation process.

Financial statements include:

1. Profit & Loss Statement 2. Statement of Cash Flows 3. Balance Sheet

Some accounting jurisdictions dont require a Statement of Cash Flows that isnt a problem. The
profit and loss statement and balance sheet are the key starting point for completing the input sheet
for a Valuecruncher valuation. The only component we require from the Statement of Cash Flows is
the capital expenditure for the business. If there are any questions about the relevant information
required please dont hesitate to contact the Valuecruncher team
(http://www.valuecruncher.com/feedback/new).

2. Input relevant information into the Valuecruncher 1-page input sheet

Profit and Loss Statement

We start with the Profit and Loss Statement. We are interested in four inputs from the Profit and
Loss Statement and information on capital expenditure: revenues, profitability, depreciation and
amortisation charges, and capital expenditure.

Compiling the Valuecruncher valuation input sheet: Profit and Loss Statement items

Sales 1,000
COGS 600
Gross Profit 400
Expenses Revenues C $1,000.0
Selling, General & Administration Top line sales.
Rent 30
Wages 50 OR
Power + Phone 10 Compound Annual Growth Rate (CAGR)
Travel 20 Amount of growth anticipated each year after Actuals.
Administration 30
Miscellaneous 10 Earnings Before Interest and Tax (EBIT) D $150.0
Total Selling, General & Administration 150 Operating earnings before interest and
Depreciation 75 taxes but including depreciation.
Amortisation 25 OR
Interest Compound Annual Growth Rate (CAGR)
Interest Income (5) Amount of growth anticipated each year after Actuals.
Interest Expense 25
Net Interest Expense (Income) 20 Expense Break-Out
Total Expenses 270 Depreciation + Amortisation Expense E $100.0
Net Profit Before Tax (NPBT) 130
Tax @ 33% 43
Net Profit After Tax (NPAT) 87
Profit & Loss Template
Profit and Loss
Extract from Valuecruncher Input Sheet
EBIT
=
Net Interest Expense
+
Net Profit Before Tax
Revenue
Depreciation
+
Amortisation




www.valuecruncher.com 2
Cash Flow Statement

Compiling the Valuecruncher valuation input sheet: Cash Flow Sheet items

Cash payments from customers 1,000 Capital Expenditure F $77.0
Cash receipts (750) Capital expenditure (or capitalised research and development) costs for the periods.
Interest Received 5
Interest Paid (25)
Tax Paid (43)
Total cash from (applied to) operating activities 187
Sale of fixed assets 15
Purchase of fixed assets (80)
Research & Development (12)
Forward exchange rate contracts (10)
Total cash from (applied to) investing activities (87)
Proceeds from term liabilities 0
Dividends paid (90)
Total cash from (applied to) financing activities (90)
Cash carried forward 10
Increase (Decrease) in cash 10
Ending cash balance 20
Represented by
Cash Flow Template Extract from Valuecruncher Input Sheet
Cash Flows from Operating Activities
Cash Flows from Investing Activities
Cash Flows from Financing Activities


Projections

The next step is then projecting forward key numbers revenues, EBIT, depreciation and capital
expenditure. Valuation is a forward-looking exercise, even if the business mature and stable it is still
important to compile projections. Valuation is based on future performance of the business. This
may be the same as the current performance but it can also be materially, or slightly, different
either better or worse. For a Valuecruncher valuation the Profit and Loss Statement projections are
the key input. The key projections required for valuation purposes are revenues, profitability,
depreciation and capital expenditure.

Each business is different and has different expectations of future performance. If the business is
stable and not expecting to grow significantly then making projections is reasonably straightforward.
When the business is going through significant growth or the market the business operates in is
uncertain then the process is slightly more difficult. It is however a good process for a business to
look at what financial results it expects over coming years. Making financial projections is subjective
exercise that reflects the best estimate of an uncertain future. Dont be intimidated by the
uncertainty involved in compiling projections, they are only meant to represent the best estimate.
Valuecruncher valuation reports provides sensitivity analysis that illustrates how alternative
projections impact on the business valuation.

At Valuecruncher we often see a reasonably high-level approach taken to valuation which is just
fine. It is typical for a business owner to say something like we expect revenues to grow at 10%
per annum over each of the next three years with profitability (at the EBIT level) margin (as a
percentage) remaining the same as it is today. We expect depreciation and amortisation to remain
about where they are today. We will be spending an additional $50,000 in capital expenditure next
year but then expect capital expenditure to remain at the current level. With information even at


www.valuecruncher.com 3
that simplified level the Valuecruncher input sheet can be completed. If a business has detailed
financial projections then these should be utilised. Most businesses do not however have detailed
projections. High-level assumptions are all that is required for completing the Valuecruncher input
sheet.

Some more tips for making projections

Revenue projections a simplified approach to revenue projections involves estimating the short-
term (next 3 years) revenue growth as a percentage. The estimated percentage growth can be based
on historic growth rates or incorporate any expansion plans the business has. Valuecruncher can
assist to covert projected growth rates into actual revenue figures if required.

Profitability projections the best starting point for projecting profitability is the current levels. If
the business is planning to introduce new technology or has recently increased production capacity it
is possible that profitability will increase in the future but there is usually an increase in costs
associated with additional profitability. If a business has an owner that works in the business at a
below market salary this should be adjusted to market levels.

Businesses run at break-even Valuecruncher often sees businesses that are run at break-even.
Our approach to valuation with these companies is to look what the level of profitability that
companies in the industry typically operate at. Then we will extrapolate that industry average profit
performance to the business sales. This approach provides a reasonable assessment of the value of
the business even when the business is operating at break-even. In Appendix 2 we have a table of
average industry EBIT margins. If you are unsure or have questions about the appropriate EBIT
margin to potentially use Valuecruncher is happy provide assistance.

Capital expenditure projections when estimating capital expenditure required by a business it
is important to consider the current status of the business assets and any investment that may be
required for replacements or upgrades. Other examples of potential capital expenditure include
research and development expenses. The Valuecruncher input sheet also requires a terminal capital
expenditure amount this is simply the typical level of capital expenditure that the business would
anticipate into the future. We include this amount to ensure that capital expenditure figures do not
get inflated by current spending and truly reflect the on-going capital expenditure of the business.

Depreciation the starting point for projecting the depreciation charge is the current amount. If
the business plans to invest in fixed assets the depreciation charge can be expected remain constant
and potentially increase. If the business has no plans to invest in its assets the depreciation charge
can be expected to decrease.

Revenues C
Top line sales. NB: If incomplete Actuals and Forecasts submitted and no CAGR
supplied - will take previous growth rate and scale back to long-term
OR growth rate.
Compound Annual Growth Rate (CAGR) NB: If Actual and Forecasts are
Amount of growth anticipated each year after Actuals. submitted these will be used over
the CAGR.
Earnings Before Interest and Tax D
Operating earnings before interest and
taxes but including depreciation.
OR
Compound Annual Growth Rate (CAGR) NB: If Actual and Forecasts are
Amount of growth anticipated each year after Actuals. submitted these will be used over
the CAGR.
Expense Break-Out
Depreciation Expense E
Total depreciation expenses for the periods - From the forecast numbers. This should have been INCLUDED as
expenses in calculating Earnings Before Interest and Tax.
Capital Expenditure F
Capital expenditure (or capitalised research and development) costs for the periods.
Terminal Capital Expenditure G
The amount of annual capital expenditure that the company would anticipate going into the future.
Profit and Loss


The projections go into
these cells in the input
sheet.

If there are any questions
about the projections
please dont hesitate to
contact Valuecruncher.


www.valuecruncher.com 4
Current Assets
Cash 20
Short-term Investments 10
Accounts Receivable 75 NB: Only the most recent balance sheet numbers are required - i.e. no forecasts.
Inventory 150 Total Assets H $660.0
Other Receivables 5 Total Assets per the Balance Sheet.
Total Current Assets 260 Intangible Assets I $75.0
Non-Current Assets Assets without a physical nature - i.e. brands, intellectual property, etc.
Fixed Assets 300 Liabilities J $350.0
Goodwill 75 Total Liabilities per the Balance Sheet.
Long-term Investments 25
Total Non-Current Assets 400 Specific Balance Sheet Items
Total Assets 660 Cash K $20.0
Cash balances (negative if in overdraft).
Current Liabilities Investments L $35.0
Overdraft 5 Investments in other companies carried on the balance sheet that are
Accounts Payable 85 not included in the financial results.
Other Payables 10 Long-Term Debt M $250.0
Total Current Liabilities 100 Long-term borrowings made by the business - bank loans, bonds, etc.
Non- Current Liabilities Not working capital items (i.e. accounts payable etc).
Long-term Debt 250
Total Non-Current Liabilities 250
Total Liabilities 350
Net Assets 310
Shareholders Capital 100
Retained Earnings 210
Total Shareholders Funds 310
Assets
Liabilities
Shareholders Funds
Balance Sheet Template Extract from Valuecruncher Input Sheet
Balance Sheet
Balance Sheet

The Balance Sheet inputs for the Valuecruncher valuation are only historic numbers there are no
projections required.



3. The valuation calculation

Valuecruncher incorporates the projections and balance sheet values supplied by client (via the input
sheet) into a discounted cash flow (DCF) model. Valuecruncher estimates the long-term growth
rate and the required rate of return for the business. Valuecruncher will calculate the sensitivity of
the valuation to the projected revenue and profitability supplied by the client. The sensitivity analysis
provides an indicative valuation range. The DCF valuation is supplemented by comparable company
analysis and an asset based valuation.

Comparable Company Analysis Valuecruncher has an extensive database of information on
companies in a wide range of industries around the world. Using the database Valuecruncher will
compare the DCF valuation output with the implied valuation based on prices comparable
companies have sold for and trading prices of publicly listed companies. Comparable company
analysis is a relative measure of value that provides a check for the DCF valuation. The comparable
company analysis does not incorporate the unique features and opportunities of a business but
provides a market-based estimate of value.

Asset Analysis Valuecruncher calculates the value of the business net tangible assets (NTA). This
is a purely accounting based measure that incorporates the current book value of the business


www.valuecruncher.com 5
assets. NTA is not a forward-looking approach and it does not evaluate the earning potential of the
assets. The NTA methodology is often impacted by the accounting treatment of assets (i.e.
depreciation policies).

These three valuation methodologies form the cornerstone of the valuation frameworks used in
global investment banks and major accounting firms.

4. Valuecruncher review the valuation

Upon completing the valuation calculations a member of the Valuecruncher team will independently
review the valuation including the projections and inputs provided by the client and the assumptions
applied.
Common issues identified with valuations include:
Client revenue projections are overly optimistic reflecting a best case scenario opposed to an
expected case.
EBIT margins are too high because all costs are not being incorporated. Often the actual
owners salary is not fully reflected in the financial statements.
EBIT margins are too low because the company is being run at breakeven point with the owner
expensing items through the business that are not part of the business operations.
Projected capital expenditure does not reflect the investment required to generate the
projected growth.

If Valuecruncher identifies an issue that materially impacts the valuation the client will be contacted
to clarify the issue before the valuation report is generated.

5. Valuecruncher provide the valuation report

Valuecruncher compiles the inputs provided and the valuation outputs into a five-page valuation
report. The valuation is expressed as an indicative range based on the DCF sensitivity analysis with a
mid-point reflecting the inputs and projections supplied by the client; this is supplemented by the
implied comparable company and NTA valuations. The report includes a summary of the valuation
outputs and highlights any assumptions that may need to be reviewed. If after inspecting the report
and assessing any potential issues raised by Valuecruncher the client wishes to revise the initial
inputs provided, Valuecruncher will provide an updated valuation report for no additional fee.




www.valuecruncher.com 6
Appendix 1 Glossary

Revenue Operating revenues (top-line sales) for the business.

Earnings before interest and tax (EBIT) EBIT is a measure of a companys profitability. The
EBIT measure has the advantage of expressing the profitability of the business independent of its
borrowings (i.e. before the interest expense is deducted) and any unique tax factors. EBIT is
calculated as Net Profit before Tax + Net Interest Expense (Interest Expense Interest Income).

Capital Expenditure Capital expenditure represents the investment required to replace or
upgrade a business assets. For the purpose of the Valuecruncher valuation any research and
development that is amortised is also considered capital expenditure.

Depreciation and amortization These are accounting measures that spread the cost of the
assets over their useful life (physical assets are depreciated [i.e. plant and machinery] and intangibles
are amortised [i.e. goodwill]). Depreciation and amortisation figures are based on historic costs.

Total assets The sum of your of the business current assets and non-current assets.

Intangible assets An intangible asset is something that does not physically exist but has value.
Examples of intangible assets include goodwill, brands, franchises, trademarks, patents and licenses.

Total liabilities The total estimated value of the companys legal debt or obligations.

Long-term debt Long-term debt typically represents loans and financial obligations that are
longer than one year. Overdrafts and credit card liabilities are not considered long-term debt.

Cash and cash equivalents Cash represents the net cash position of the company. If the
company has an overdraft the cash value should be negative reflecting the total amount overdrawn
the company is after considering any positive cash balances in other accounts. Cash equivalents
represent liquid (there is a readily available market at a fair price) financial instruments such as
shares and short-term bonds.

Investments Investments are claims that are not represented in the companys profit and loss
statement. For example if a company held shares in another the company these shares would not
contribute to the operating revenue but their value would be recognized in the balance sheet.
Investments should include both short-term and long-term investments.



www.valuecruncher.com 7
Appendix 2 Indicative industry EBIT margins

Industry Sample Size EBIT Margin Industry Sample Size EBIT Margin Industry Sample Size EBIT Margin
Advanced Medical Equipment 13 12% Environmental Services 8 11% Restaurants 31 9%
Advertising/Marketing 10 11% Fishing & Farming 8 5% Retail - Apparel & Accessories 32 8%
Air Freight & Courier Services 3 3% Food Distribution & Convenience Stores 15 2% Retail - Catalog & Internet Order 6 4%
Airlines 8 8% Food Processing 17 5% Retail - Catalog & Internet Order 6 4%
Aluminum 2 10% Footwear 13 10% Retail - Computers & Electronics 1 12%
Apparel & Accessories 18 9% Healthcare Facilities 33 8% Retail - Department Stores 1 5%
Appliances, Tools & Housewares 2 8% Heavy Electrical Equipment 7 7% Retail - Discount Stores 2 2%
Auto & Truck Manufacturers 3 11% Home Furnishing 12 7% Retail - Drugs 2 3%
Auto/Truck/Motorcycle Parts 17 2% Homebuilding 11 7% Retail - Specialty 32 4%
Beverages - Brewers 1 10% Hotels, Motels & Cruise Lines 9 13% Semiconductor Equipment & Testing 15 9%
Beverages - Distillers & Wineries 1 10% Household Products 1 16% Semiconductors 49 12%
Beverages - Non-Alcoholic 4 8% Industrial Machinery & Equipment 38 10% Software 32 13%
Broadcasting 16 17% Integrated Telecommunications Services 20 15% Steel 15 7%
Casinos & Gaming 14 14% Investment Services 27 26% Textiles & Leather Goods 1 15%
Chemicals - Agricultural 4 6% IT Services & Consulting 80 8% Tires & Rubber Products 2 2%
Chemicals - Commodity 14 7% Leisure & Recreation 11 8% Utilities - Electric 18 13%
Chemicals - Specialty 14 8% Leisure Products 14 5% Utilities - Multiline 2 13%
Commercial Printing Services 9 10% Managed Health Care 5 6% Utilities - Natural Gas 11 8%
Commercial Services & Supplies 77 8% Marine Transportation 4 17% Utilities - Water & Others 4 18%
Communications Equipment 21 9% Media Diversified 1 3% Wireless Telecommunications Services 7 17%
Computer Hardware 20 7% Medical Equipment, Supplies & Distribution 38 9%
Construction - Supplies & Fixtures 16 7% Office Equipment 2 4% NOTE: These EBIT margins are
Construction & Agricultural Machinery 7 9% Paper Packaging 1 5% indicative only. The specific
Construction Materials 5 9% Paper Products 11 5% characteristics of individual
Consumer Electronics 4 10% Personal Products 10 10% businesses may result in EBIT
Consumer Financial Services 14 20% Personal Services 14 11% margins different to those shown.
Containers & Packaging 4 10% Pharmaceuticals - Generic & Specialty 24 11%
Electrical Components & Equipment 36 9% Publishing 11 13%
Engineering & Construction 16 5% Rails & Roads - Freights 20 8%
Entertainment Production 4 8% Real Estate Operations 17 22%