1. Chapter 11: Sources of Funds1 Copyright 2002 Prentice Hall Publishing Company Sources of Funds: Equity and Debt

2. Chapter 11: Sources of Funds2 Copyright 2002 Prentice Hall Publishing Company The “Secrets” to Successful Financing n Choosing the right sources of capital is a decision that will influence a company for a lifetime. n Creativity in finding and getting the financing is as important as your business ideas. n Don’t underestimate the importance of making sure that the “chemistry” with your companies and funding sources is good.

3. Chapter 11: Sources of Funds3 Copyright 2002 Prentice Hall Publishing Company Three Types of Capital n Fixed - used to purchase the permanent or fixed assets of the business (e.g., buildings, land, equipment, etc.) n Working - used to support the small company’s normal short-term operations (e.g., buy inventory, pay bills, wages, salaries, etc.) n Growth - used to help the small business expand or change its primary direction. Capital is any form of wealth employed to produce more wealth for a firm.

4. Chapter 11: Sources of Funds4 Copyright 2002 Prentice Hall Publishing Company Equity Capital n Represents the personal investment of the owner(s) in the business. n Is called risk capital because investors assume the risk of losing this money if the business fails. n Does not have to be repaid with interest like a loan does.

5. Chapter 11: Sources of Funds5 Copyright 2002 Prentice Hall Publishing Company Sources of Equity Financing n Personal savings n Friends and family members n Angels n Partners n Corporations n Venture capital companies n Public stock sale

6. Chapter 11: Sources of Funds6 Copyright 2002 Prentice Hall Publishing Company Personal Savings n The first place an entrepreneur should look for money. n The most common source of equity capital for starting a business. n Outside investors and lenders expect the entrepreneur to put some of her own capital into the business before investing theirs.

7. Chapter 11: Sources of Funds7 Copyright 2002 Prentice Hall Publishing Company Friends and Family Members n After emptying her own pockets, an entrepreneur should turn to those most likely to invest in the business – friends and family members. n Survey: 10% of business owners turn to family and friends for capital. n Careful! Inherent dangers lurk in family/friendly business deals, especially those that flop.

8. Chapter 11: Sources of Funds8 Copyright 2002 Prentice Hall Publishing Company Friends and Family Members n Guidelines for Family and Friendship Financing Deals:  Keep the arrangement “strictly business.”  Create a written contract.  Treat the money as “bridge financing.”  Develop a payment schedule that suits both parties.

9. Chapter 11: Sources of Funds9 Copyright 2002 Prentice Hall Publishing Company Angels n Angels - private investors who back emerging entrepreneurial companies with their own money. n Fastest growing segment of the small business capital market. n An excellent source of “patient money” for investors needing relatively small amounts of capital – often less than $500,000.

10. Chapter 11: Sources of Funds10 Copyright 2002 Prentice Hall Publishing Company Angels n Key: finding them! n Angels almost always invest their money locally and can be found through “networks.” n The typical angel accepts 30% of the proposals presented to him and has invested an average of $131,000 in 3.5 businesses.

11. Chapter 11: Sources of Funds11 Copyright 2002 Prentice Hall Publishing Company Corporate Venture Capital n 30% of all venture capital investments come from corporations. n About 900 large corporations across the globe invest in start-up companies. n Capital infusions are just one benefit; corporate partners may share marketing and technical expertise.

12. Chapter 11: Sources of Funds12 Copyright 2002 Prentice Hall Publishing Company Venture Capitalist Companies n More than 3,000 venture capital firms operate across the United States. n Most venture capitalists seek investments in the $3,000,000 - $10,000,000 range in companies with high-growth and high- profit potential. n Business plans are subjected to an extremely rigorous review – less than 1% accepted.

13. Chapter 11: Sources of Funds13 Copyright 2002 Prentice Hall Publishing Company Venture Capitalist Companies (con’t.) n Most venture capitalists take an active role in managing the companies in which they invest. n Many venture capitalists focus their investments in specific industries with which they are familiar. n Most often, venture capitalists invest in a company across several stages.

15. Chapter 11: Sources of Funds15 Copyright 2002 Prentice Hall Publishing Company What Do Venture Capital Companies Look For? n Competent management n Competitive advantage n Growth industry n Viable exit strategy n “Intangibles”

16. Chapter 11: Sources of Funds16 Copyright 2002 Prentice Hall Publishing Company Going Public n Initial public offering (IPO) - when a company raises capital by selling shares of its stock to the public for the first time. n Typical year: about 550 companies make IPOs. n Few companies with sales below $10 million in annual sales make IPOs.

18. Chapter 11: Sources of Funds18 Copyright 2002 Prentice Hall Publishing Company Advantages of “Going Public” n Ability to raise large amounts of capital n Improved corporate image n Improved access to future financing n Attracting and retaining key employees Using stock for acquisitions Using stock for acquisitions n Listing on a stock exchange

19. Chapter 11: Sources of Funds19 Copyright 2002 Prentice Hall Publishing Company Disadvantages of “Going Public” n Dilution of founder’s ownership n Loss of control n Loss of privacy n Reporting to the SEC Filing expenses Filing expenses n Accountability to shareholders n Pressure for short-term performance n Timing

20. Chapter 11: Sources of Funds20 Copyright 2002 Prentice Hall Publishing Company Debt Financing n Must be repaid with interest. n Is carried as a liability on the company’s balance sheet. n Can be just as difficult to secure as equity financing, even though sources of debt financing are more numerous. n Can be expensive, especially for small companies, because of the risk/return tradeoff.

21. Chapter 11: Sources of Funds21 Copyright 2002 Prentice Hall Publishing Company Sources of Debt Capital Commercial banks...the heart of the financial market for small businesses! Commercial banks...the heart of the financial market for small businesses!  Short-term loans »Commercial loans »Lines of credit »Floor planning  Intermediate and long-term loans »Installment loans and contracts n Asset-Based lenders  Discounting accounts receivable  Inventory financing

22. Chapter 11: Sources of Funds22 Copyright 2002 Prentice Hall Publishing Company Other Sources of Debt Capital n Trade credit n Equipment suppliers n Commercial finance companies n Saving and loan associations n Stock brokerage houses n Insurance companies n Credit unions n Bonds n Private placements n Small Business Investment Companies (SBICs) n Small Business Lending Companies (SBLCs)

23. Chapter 11: Sources of Funds23 Copyright 2002 Prentice Hall Publishing Company Sources of Debt Capital n Stock brokerage houses n Insurance companies n Credit unions n Bonds n Private placements n Government Programs n Small Business Investment Companies (SBICs) n Small Business Lending Companies (SBLCs) (continued)

24. Chapter 11: Sources of Funds24 Copyright 2002 Prentice Hall Publishing Company Sources of Debt Capital n Economic Development Administration (EDA) n Department of Housing and Urban Development (HUD) n U.S. Department of Agriculture’s Rural Business- Cooperative Service n Local Development Companies (LDCs) n Small Business Innovation Research (SBIR) n Small Business Technology Transfer programs n Small Business Administration (SBA) (concluded) Federally Sponsored Programs:

25. Chapter 11: Sources of Funds25 Copyright 2002 Prentice Hall Publishing Company Small Business Administration Loan Programs n Low Doc Loan Program n SBAExpress Program n 7(A) Loan Guarantee Program – the most popular SBA loan program n CAPLine Program n International Trade Programs  Export Working Capital Program  International Trade Program

26. Chapter 11: Sources of Funds26 Copyright 2002 Prentice Hall Publishing Company SBA Loan Programs n Section 504 Certified Development Company Program n Microloan Program n Prequalification Loan Program n Disaster Loans n 8(A) Loan Program

27. Chapter 11: Sources of Funds27 Copyright 2002 Prentice Hall Publishing Company State and Local Loan Programs n Capital Access Programs (CAPs) – now offered in 22 states and are designed to encourage lenders to make loans to businesses that do not qualify for traditional financing. n Revolving Loan Fund (RLFs) – combine private and public funds to make small business loans.

28. Chapter 11: Sources of Funds28 Copyright 2002 Prentice Hall Publishing Company Bootstrapping: Internal Methods of Financing n Trade Credit n Factoring - selling accounts receivable outright n Leasing assets rather than buying them n Credit cards

29. Chapter 11: Sources of Funds29 Copyright 2002 Prentice Hall Publishing Company Choosing the Right Location and Layout

30. Chapter 11: Sources of Funds30 Copyright 2002 Prentice Hall Publishing Company Choosing a Location n The right region of the country n The right state in the region n The right city in the state n The right site in the city n The right trading area

31. Chapter 11: Sources of Funds31 Copyright 2002 Prentice Hall Publishing Company Sources of Location/Market Information n Summary of Market Research Sources Summary of Market Research Sources Summary of Market Research Sources n Government Online Sources  http://www.census.gov/ http://www.census.gov/  http://govinfo.kerr.orst.edu/ http://govinfo.kerr.orst.edu/ n Survey of Buying Power Survey of Buying Power Survey of Buying Power n Editor and Publisher Market Guide Editor and Publisher Market Guide Editor and Publisher Market Guide n The American Marketplace: Demographics and Spending Patterns The American Marketplace: Demographics and Spending Patterns The American Marketplace: Demographics and Spending Patterns n Rand McNally’s Commercial Atlas and Marketing Guide Rand McNally’s Commercial Atlas and Marketing Guide Rand McNally’s Commercial Atlas and Marketing Guide n Zip Code Atlas and Market Planner

32. Chapter 11: Sources of Funds32 Copyright 2002 Prentice Hall Publishing Company Sources of Location/Market Information (con’t.) n Chambers of Commerce n Shopper Center Owners n Renting/Leasing Agents n Municipal Building Departments and Utilities n Regional Planning Boards n World Almanac

33. Chapter 11: Sources of Funds33 Copyright 2002 Prentice Hall Publishing Company Geographic Information Systems (GIS) n Computerized programs combining map- drawing with database management capability. n Search through virtually any database and then plot the results on a map. n Visual display reveals otherwise hidden trends.

34. Chapter 11: Sources of Funds34 Copyright 2002 Prentice Hall Publishing Company Choosing the Location n Proximity to markets n Proximity to raw materials n Wage rates n Labor supply needs n Business climate n Tax rates n Internet access

35. Chapter 11: Sources of Funds35 Copyright 2002 Prentice Hall Publishing Company Choosing the Location n Population trends n Competition n Clustering n Compatibility with community n Local laws and regulations n Transportation networks n Police and fire protection n Cost of utilities and public services n Quality of life

36. Chapter 11: Sources of Funds36 Copyright 2002 Prentice Hall Publishing Company Retail and Service Location Considerations n Trade area size  Retail compatibility  Degree of competition  Index of retail saturation (IRS)  Transportation network  Physical, racial, or emotional barriers  Political barriers

37. Chapter 11: Sources of Funds37 Copyright 2002 Prentice Hall Publishing Company Retail and Service Location Considerations n Customer traffic n Adequate parking n Reputation n Room for expansion n Visibility n Promotion ability What are your “knockout factors?” (continued)

38. Chapter 11: Sources of Funds38 Copyright 2002 Prentice Hall Publishing Company Other Location Considerations n Foreign trade zones n Empowerment zones n Business incubators

39. Chapter 11: Sources of Funds39 Copyright 2002 Prentice Hall Publishing Company Business Incubators n Organizations that combine low-cost, flexible rental space with a multitude of support services for their small business residents. n More than 900 in operation across the U.S., and a new one opening, on average, every week. n Firms that “graduate” from incubators have a success rate of 87%. n Average incubator houses 20 businesses employing 55 people.

40. Chapter 11: Sources of Funds40 Copyright 2002 Prentice Hall Publishing Company Leasing Considerations n How is rent determined?  Flat rate versus “monthly and a percentage of sales.” n Is rent high/low versus the area? n What are the restrictions on the property use? n Who owns improvements made by tenants? n Can tenant sublet? n How much insurance does landlord hold? What coverage is required of the tenant? n What are the lease renewal options? n What are the expansion option?