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11
PCA Index Survey ResponsesFirst Three Quarters 2012, Trends
John K. Paglia, Ph.D., CFA, CPAAssociate Professor of Finance
Director, Pepperdine Private Capital Markets Project © 2012 Pepperdine University. All rights reserved. Pepperdine Private Capital Access Index (“PCA Index”) is a trademark ofPepperdine University. PCA Index content is the intellectual property of Pepperdine University or its third party contentproviders. Any copying, republication or redistribution of PCA Index content, including but not limited to caching, framing orsimilar means, is expressly prohibited without the prior written consent of Pepperdine University. Pepperdine University shallnot be liable for any errors, omissions or delays in PCA Index content, or for any actions taken in reliance thereon.
22
This research was made possible with the support of Dun & Bradstreet Credibility Corp., the leading provider of credit
building and credibility solutions for businesses.
DUN & BRADSTREET CREDIBILITY CORP.Jeffrey Stibel, Chair and Chief Executive Officer
Judy Hackett, Chief Marketing OfficerAaron Stibel, Senior Vice President, Technology
Erik Simon, Director, Marketing and CommunicationsBrenda Gary, Senior Marketing Director
Bernice Brennan, Manager, Creative Services & Marketing Communications Trenice Taylor, Marketing Manager
33
ACKNOWLEDGEMENTS
I’d also like to thank the following people at The Graziadio School of Business and Management for their contributions:
Dean Linda LivingstoneAssociate Dean David M. Smith
Mike Sims, Executive Officer, CERDouglass Gore, Director of Public Relations
Mark Chun, Director, Center for Applied ResearchBill Bleuel, Professor of Decision Sciences
Irina Shaykhutdinova, Research AnalystCraig Everett, Assistant Professor of Finance
and consultant, Simon James, Ph.D.
44
I. About the Private Capital Access (PCA) Index……...….…5
II. Demand for external financing……………………..….….14
III. Accessibility/success rate of raising new capital……...…21
IV. Satisfaction rates for various capital sources………..…..28
V. Expected demand for external financing……………..…..34
VI. Expected capital access (success) rates……………..….39
VII. Hiring/growth outlooks and financing failure impacts…45
Outline
55
The Pepperdine Private Capital Access Index (PCA) is a quarterly
indicator produced by the Graziadio School of Business and
Management at Pepperdine University, and with the support of Dun &
Bradstreet Credibility Corp. The index is designed to measure the
demand for, activity, and health of the private capital markets. The
purpose of the PCA Index is to gauge the demand of small and
medium-sized businesses for financing needs, the level of accessibility
of private capital, and the transparency and efficiency of private
financing markets.
I. About the Private Capital Access (PCA) Index
66
• 25 questions• Invite to participate distributed to sample from Dun
& Bradstreet Credibility Corp.’s business database
• 5,977 completed responses in Q1, 2012
• 4,686 completed responses in Q2, 2012
• 3,426 completed responses in Q3, 2012
About the Private Capital Access (PCA) Index Survey
77
Total Market PCA Index PCD Index 2012‐Q1 27.8 37.0 2012‐Q2 2012‐Q3
27.0 27.3
36.5 35.1
Change 0.3 ‐0.6 Pct. Change 1.1% ‐1.6%
Private Capital Access (PCA) and Private Capital Demand (PCD) Index Results – Whole Sample
A value of less than fifty for an index represents a low level of access or demand.
The Q3 PCD Index number for the entire sample is 35.1, reflecting weakness in demand for external loans and other financing.
The PCA numbers reflect continued and increased difficulty securing loans and other business financing sources.
88
Private Capital Access (PCA) and Private Capital Demand (PCD) Index Results – Whole Sample
2012‐Q1 2012‐Q2 2012‐Q3PCA Index 27.8 27.0 27.3PCD Index 37.0 36.5 35.1
0
1020
3040
5060
70
8090
100
99
<$ 5M Revs PCA Index PCD Index2012‐Q1 26.6 38.8 2012‐Q2 2013‐Q3
26.0 26.3
38.0 36.5
Change 0.3 ‐1.5 Pct. Change 1.2% ‐3.9%
Small Business PCA and PCD Index Results(< $5M in Revenues)
The Q3 PCD Index number for small businesses is 36.5, reflecting weakness in demand for external loans and other financing.
The PCA numbers reflect continued and increased difficulty securing loans and other business financing sources.
1010
Small Business PCA and PCD Index Results(< $5M in Revenues)
2012‐Q1 2012‐Q2 2012‐Q3PCA Index 26.6 26.0 26.3PCD Index 38.8 38.0 36.5
0
10
20
30
40
50
60
70
80
90
100
1111
$5M ‐ $100M PCA Index PCD Index2012‐Q1 34.7 32.3 2012‐Q2 2013‐Q3
33.5 32.7
33.1 31.5
Change ‐0.8 ‐1.6 Pct. Change ‐2.4% ‐4.8%
Lower Middle Market PCA and PCD Indices($5M – $100M in Revenues)
The Q3 PCD Index number for lower middle market companies is 31.5, reflecting weakness in demand for external loans and other financing.
When compared to the small business indicators, lower middle market companies demonstrate lower demand (31.5 vs. 36.5) and higher access (32.7 vs. 26.3).
1212
Lower Middle Market PCA and PCD Index Results
($5M – $100M in Revenues)
2012‐Q1 2012‐Q2 2012‐Q3PCA Index 34.7 33.5 32.7PCD Index 32.3 33.1 31.5
0102030405060708090100
1313
Annual Revenue Growth Expectations by Revenue Size: Q3 vs. Q2
0.0%
2.0%
4.0%
6.0%
8.0%
10.0%
12.0%
14.0%
Q2 Q3
7.3%5.8%
7.1%5.7%
7.8%6.7%
Whole sample < $5 million $5 ‐$100 million
1414
II. Demand for external financing
1515
What is the Demand for Financing in 2012?(% with any need reported)
0.0%
20.0%
40.0%
60.0%
80.0%
100.0%
Planned growthor expansion,including
acquisitions(not yetrealized)
Working capitalfluctuations
Growth due toincreaseddemand(alreadyrealized)
Financeworseningoperatingconditions
Refinanceexisting loansor equity
Withdrawwealth forowners
Q1 66.1% 65.3% 56.0% 40.9% 38.4% 27.5%Q2 63.4% 61.2% 52.8% 40.9% 37.2% 26.2%Q3 60.8% 57.4% 48.7% 38.8% 37.9% 24.7%
Demand declining across all categories
1616
Strength of Demand for Financing (among those indicating demand)
Scale 1‐4: slight, moderate, high, extremely high need
0.0
1.0
2.0
3.0
4.0
Planned growthor expansion,including
acquisitions (notyet realized)
Working capitalfluctuations
Growth due toincreaseddemand(alreadyrealized)
Financeworseningoperatingconditions
Refinanceexisting loans or
equity
Withdrawwealth forowners
Q1 2.5 2.2 2.1 2.2 2.4 1.9Q2 2.5 2.2 2.2 2.2 2.4 2.0Q3 2.4 2.2 2.1 2.2 2.5 2.0
1717
Respondents Indicating High and Extremely High Demand for Financing
(among those indicating demand)
0%10%20%30%40%50%60%70%80%90%100%
Planned growthor expansion,including
acquisitions (notyet realized)
Working capitalfluctuations
Growth due toincreaseddemand(alreadyrealized)
Financeworseningoperatingconditions
Refinanceexisting loans or
equity
Withdrawwealth forowners
Q1 47.3% 36.8% 34.2% 35.2% 42.4% 25.0%Q2 47.9% 37.8% 35.5% 39.1% 46.5% 29.8%Q3 46.9% 36.8% 32.7% 36.7% 47.9% 28.7%
1818
Percentage Indicating “Yes” to “Is the current business financing environment restricting…”
0%
20%
40%
60%
80%
100%
Growth opportunities for your business? Your ability to hire new employees?
61%51%
61%
52%
61%
51%
Q1 Q2 Q3
1919
A Stress on Cash Flow?Accounts Receivable Payment Period Trends
0%
20%
40%
60%
80%
100%
Accelerated (receivingpayments from customersfaster than three months
ago)
Slowed (receiving paymentsfrom customers slower than
three months ago)
Stayed the same
8%
36%
56%
6%
38%
56%
7%
38%
54%
Q1 Q2 Q3
2020
How Many Businesses Attempted to Raise Outside Financing in 2012 (by Quarter)?
0%
20%
40%
60%
80%
100%
Q1 Q2 Q3
32% 33% 32%
2121
III. Accessibility/success rate
2222
Is it Difficult or Easy to Raise New External Financing?
Equity financing Debt financing
0%
20%
40%
60%
80%
100%
Difficult Neitherdifficult nor
easy
Easy
Q1 74% 14% 12%Q2 75% 14% 11%Q3 72% 13% 15%
0%
20%
40%
60%
80%
100%
Difficult Neitherdifficult nor
easy
Easy
Q1 74% 12% 14%Q2 75% 11% 14%Q3 73% 12% 15%
2323
Financing Success Rates by Type and Business Size for Prior Three Months
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Friendsandfamily
Grants(SBIR,STTR,etc.)
Crowdfunding
Tradecredit
Creditcard ‐pers.
Loan ‐pers.
Creditcard ‐biz.
Lease Bankloan ‐biz.
CDFI/Creditunion
Assetbasedlender
Factor Angelcapital
Vent.capital
Privateequitygroup
Mezz.lender
Hedgefund
Q1 71% 24% 7% 64% 62% 48% 59% 59% 45% 14% 20% 31% 20% 8% 17% 9% 2%
Q2 68% 21% 12% 59% 62% 47% 59% 54% 44% 13% 28% 32% 16% 9% 15% 9% 13%
Q3 67% 28% 13% 63% 66% 51% 61% 59% 42% 21% 32% 39% 21% 12% 29% 14% 7%
Bank loans and personal credit cards have lower success rates Success rates rising for
the majority of other capital providers
2424
Main Purpose for Raising or Attempting to Raise Financing
0%
20%
40%
60%
80%
100%
Growth orexpansion
(incl. acquis.)
Workingcapital
fluctuations
Refinancingexisting loansor equity
Replacingequipment or
facilitiesunrelated togrowth orexpansion
Financeworseningoperationsconditions
Withdrawwealth forowners
Other
Q1 42% 29% 12% 6% 6% 1% 5%Q2 42% 26% 12% 8% 6% 1% 6%Q3 40% 23% 15% 9% 6% 2% 5%
2525
Reasons for Businesses Not Attempting to Raise External Financing (Multiple Selections)
0%10%20%30%40%50%60%70%80%90%100%
Enoughcash flow
Sufficientfinancingin place
Weakeconomy
Businesswould berejected
Lack ofexpertise
Notenoughtime
Loss ofcontrol /flexibility
Waiting forcheaperfinancing
Ceaseoperation /liquidate
Other
Q1 45% 25% 23% 22% 13% 12% 6% 8% 2% 7%Q2 45% 26% 23% 20% 13% 10% 6% 7% 1% 9%Q3 47% 25% 24% 19% 9% 9% 5% 7% 2% 8%
2626
Percentage of Owners Who Transferred Personal Assets to Business Over Prior Three
Months
0%10%20%30%40%50%60%70%80%90%
100%
Yes No Unsure
42%57%
1%
42%
57%
1%
41%
58%
1%
Q1 Q2 Q3
2727
Types of Personal Assets Transferred to Business During Prior Three Months
(Multiple Selections)
0%10%20%30%40%50%60%70%80%90%100%
Personalsavings /
investments
Personal creditcard purchases
Personal loan Cash from thesale of personal
assets
Home equityloan
Other
Q1 68% 39% 34% 17% 12% 4%Q2 73% 44% 18% 19% 11% 4%Q3 73% 43% 19% 20% 10% 4%
2828
IV. Satisfaction rates
2929
Pricing and Contract Terms Satisfaction Rates (for those with a successful raise)
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Friendsandfamily
Grants(SBIR,STTR,etc.)
Crowdfunding
Tradecredit
Creditcard ‐pers.
Loan ‐pers.
Creditcard ‐biz.
Lease Bankloan ‐biz.
CDFI/Creditunion
Assetbasedlender
Factor Angelcapital
Vent.capital
Privateequitygroup
Mezz.lender
Hedgefund
Q1 89% 89% 70% 83% 45% 69% 61% 78% 82% 85% 71% 50% 80% 67% 64% 58% 67%Q2 89% 84% 80% 78% 47% 69% 58% 89% 86% 80% 72% 60% 77% 64% 85% 58% 75%Q3 87% 97% 65% 88% 46% 67% 58% 85% 86% 80% 73% 60% 85% 60% 79% 40% 75%
3030
General Financing Process Satisfaction Rates (for those with a successful raise)
0%10%20%30%40%50%60%70%80%90%100%
Friendsandfamily
Grants(SBIR,STTR,etc.)
Crowdfunding
Tradecredit
Creditcard ‐pers.
Loan ‐pers.
Creditcard ‐biz.
Lease Bankloan ‐biz.
CDFI/Creditunion
Assetbasedlender
Factor Angelcapital
Vent.capital
Privateequitygroup
Mezz.lender
Hedgefund
Q1 74% 70% 80% 80% 59% 62% 73% 79% 71% 76% 67% 65% 65% 63% 74% 67% 50%Q2 70% 78% 82% 79% 56% 57% 66% 79% 75% 68% 61% 65% 65% 54% 77% 38% 78%Q3 74% 79% 90% 78% 55% 57% 73% 86% 76% 76% 63% 69% 68% 58% 75% 78% 100%
3131
General Financing Process Satisfaction Rates (for those with a unsuccessful raise)
0%10%20%30%40%50%60%70%80%90%100%
Friendsandfamily
Grants(SBIR,STTR,etc.)
Crowdfunding
Tradecredit
Creditcard ‐pers.
Loan ‐pers.
Creditcard ‐biz.
Lease Bankloan ‐biz.
CDFI/Creditunion
Assetbasedlender
Factor Angelcapital
Vent.capital
Privateequitygroup
Mezz.lender
Hedgefund
Q1 30% 11% 7% 23% 13% 14% 17% 14% 8% 10% 8% 9% 17% 15% 14% 11% 8%Q2 22% 7% 10% 16% 18% 11% 12% 14% 9% 10% 8% 9% 15% 13% 14% 5% 4%Q3 26% 6% 12% 17% 22% 12% 15% 17% 10% 6% 12% 16% 17% 20% 20% 14% 11%
3232
Percentage of Those Satisfied with the Amount of Time Elapsed from Point of First Contact until
Funds Were Received (for those successful raises)
0%10%20%30%40%50%60%70%80%90%100%
Friendsandfamily
Grants(SBIR,STTR,etc.)
Crowdfunding
Tradecredit
Creditcard ‐pers.
Loan ‐pers.
Creditcard ‐biz.
Lease Bankloan ‐biz.
CDFI/Creditunion
Assetbasedlender
Factor Angelcapital
Vent.capital
Privateequitygroup
Mezz.lender
Hedgefund
Q1 78% 58% 44% 79% 71% 65% 81% 82% 71% 70% 61% 67% 59% 53% 55% 67% 67%Q2 78% 64% 64% 82% 68% 62% 72% 79% 70% 66% 58% 70% 61% 36% 56% 25% 67%Q3 84% 56% 78% 83% 71% 62% 80% 82% 68% 67% 62% 68% 64% 58% 65% 60% 100%
3333
Percentage of Those Unsuccessful Who Feel the General Category of Financing is a Still a Good
Fit for Their Business
0%10%20%30%40%50%60%70%80%90%100%
Friendsandfamily
Grants(SBIR,STTR,etc.)
Crowdfunding
Tradecredit
Creditcard ‐pers.
Loan ‐pers.
Creditcard ‐biz.
Lease Bankloan ‐biz.
CDFI/Creditunion
Assetbasedlender
Factor Angelcapital
Vent.capital
Privateequitygroup
Mezz.lender
Hedgefund
Q1 31% 57% 32% 58% 47% 49% 59% 64% 62% 57% 49% 35% 57% 55% 57% 44% 32%Q2 34% 55% 32% 56% 32% 48% 54% 51% 64% 58% 54% 33% 58% 49% 59% 39% 39%Q3 31% 57% 32% 58% 47% 49% 59% 64% 62% 57% 49% 35% 57% 55% 57% 44% 32%
3434
V. Expected demand for external financing
3535
Are Businesses Planning to Raise Financing in the Next Six Months?
0%
20%
40%
60%
80%
100%
Yes No Unsure
31%
47%
22%32%
47%
20%
31%
49%
20%
Q1 Q2 Q3
3636
Percentage of Respondents Indicating Demand for New Financing in the Next Six Months
0%
20%
40%
60%
80%
100%
Planned futuregrowth orexpansion
Expectedworking capitalfluctuations
Growth due toexpectedincreaseddemand
Expectedworseningoperatingconditions
Refinanceexisting loans or
equity
Withdrawwealth forowners
Q1 63% 61% 59% 35% 36% 25%Q2 61% 57% 54% 35% 35% 24%Q3 59% 55% 51% 34% 36% 23%
Expected demand declining across all
categories
3737
Strength of Expected Demand for New External Financing in the Next Six Months
(Scale 1‐4: Slight, Moderate, High, Extremely High)
0.00.51.01.52.02.53.03.54.0
Planned futuregrowth orexpansion
Expectedworking capitalfluctuations
Growth due toexpectedincreaseddemand
Expectedworseningoperatingconditions
Refinanceexisting loans or
equity
Withdrawwealth forowners
Q1 2.4 2.2 2.2 1.9 2.4 1.9Q2 2.5 2.2 2.3 2.1 2.3 2.0Q3 2.4 2.2 2.2 2.0 2.4 2.0
3838
Respondents Indicating High or Extremely High Expected Demand for New External Financing in
the Next Six Months
0.0%
20.0%
40.0%
60.0%
80.0%
100.0%
Planned futuregrowth orexpansion
Expectedworking capitalfluctuations
Growth due toexpectedincreaseddemand
Expectedworseningoperatingconditions
Refinanceexisting loansor equity
Withdrawwealth forowners
Q1 45.9% 37.1% 38.6% 27.5% 43.6% 24.2%Q2 46.7% 37.2% 39.4% 33.6% 42.8% 29.0%Q3 46.1% 35.4% 38.9% 28.8% 45.4% 27.1%
3939
VI. Expected access rates
4040
Do You Expect It Would Be Easy or Difficult to Raise New Financing in the Next Six Months?
Equity financing Debt financing
0%
20%
40%
60%
80%
100%
Difficult Neitherdifficultnor easy
Easy
Q1 71% 12% 17%Q2 71% 13% 16%Q3 69% 12% 19%
0%
20%
40%
60%
80%
100%
Difficult Neitherdifficult nor
easy
Easy
Q1 69% 11% 20%Q2 70% 12% 18%Q3 67% 12% 21%
4141
What are Expected Sources of Financing in Next Six Months?
0%10%20%30%40%50%60%70%80%90%
100%
Friendsandfamily
Grants(SBIR,STTR,etc.)
Crowdfunding
Tradecredit
Creditcard ‐pers.
Loan ‐pers.
Creditcard ‐biz.
Lease Bankloan ‐biz.
CDFI/Creditunion
Assetbasedlender
Factor Angelcapital
Vent.capital
Privateequitygroup
Mezz.lender
Hedgefund
Q1 32% 32% 35% 11% 23% 33% 41% 32% 65% 36% 35% 13% 27% 24% 28% 14% 8%Q2 32% 29% 35% 10% 22% 32% 40% 33% 68% 36% 35% 17% 30% 26% 28% 14% 8%Q3 32% 31% 32% 11% 23% 32% 39% 31% 66% 35% 35% 13% 25% 22% 26% 16% 9%
Avg. 4.8 sources per business!
Bank loans and credit cards most likely to be sought
4242
Main Purpose for Raising Expected Financing
0%
20%
40%
60%
80%
100%
Growth orexpansion
(incl.acquisition)
Workingcapital
fluctuations
Refinancingexisting loansor equity
Replacingequipment or
facilitiesunrelated togrowth orexpansion
Financeworseningoperationsconditions
Withdrawwealth forowners
Other
Q1 58% 21% 9% 5% 3% 1% 3%Q2 58% 18% 8% 7% 4% 1% 4%Q3 57% 17% 11% 6% 4% 2% 4%
4343
Level of Confidence for Successful Financing(Scale 0‐4: none; some; moderately; very; completely)
0.0
0.5
1.0
1.5
2.0
2.5
3.0
3.5
4.0
Friendsandfamily
Grants(SBIR,STTR,etc.)
Crowdfunding
Tradecredit
Creditcard ‐pers.
Loan ‐pers.
Creditcard ‐biz.
Lease Bankloan ‐biz.
CDFI/Creditunion
Assetbasedlender
Factor Angelcapital
Vent.capital
Privateequitygroup
Mezz.lender
Hedgefund
Q1 1.9 1.5 2.1 1.3 2.0 1.7 1.9 2.1 1.6 1.2 1.4 2.0 1.4 1.3 1.4 1.4 1.4Q2 2.0 1.5 2.1 1.5 1.9 1.8 2.0 2.2 1.6 1.2 1.4 1.8 1.5 1.4 1.5 1.3 1.3Q3 2.0 1.6 2.1 1.3 1.9 1.6 1.7 2.2 1.5 1.2 1.5 1.8 1.4 1.4 1.6 1.3 1.3
Confidence is getting lower for senior lenders
4444
Reasons for Not Planning on Raising Financing
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Enoughcash flow
Sufficientfinancingin place
Weakeconomy
Businesswould berejected
Lack ofexpertise
Notenoughtime
Loss ofcontrol /flexibility
Waiting forcheaperfinancing
Ceaseoperation /liquidate
Other
Q1 61% 37% 19% 13% 6% 6% 5% 4% 2% 5%Q2 59% 33% 22% 13% 5% 6% 5% 4% 2% 6%Q3 61% 32% 22% 12% 4% 5% 4% 4% 3% 5%
4545
VII. Hiring / growth outlooks and financing failure impacts
4646
Number of Employees Planned to Be Hired in the Next Six Months
0%
5%
10%
15%
20%
25%
30%
35%
40%
0 1‐2 3‐5 6‐10 11‐15 16‐20 21‐30 31‐40 41‐50 51‐75 76‐100 101‐200
Morethan200
Q1 31% 34% 19% 8% 3% 2% 1% 1% 1% 0% 0% 0% 0%Q2 38% 32% 15% 7% 2% 1% 1% 1% 1% 0% 1% 0% 0%Q3 38% 33% 15% 7% 2% 1% 1% 1% 1% 1% 0% 0% 0%
4747
What are the Impacts of an Unsuccessful Financing Event?
0%10%20%30%40%50%60%70%80%90%100%
Slower businessgrowth
Hire fewer newemployees than
planned
Reduce numberof employees
(layoffs)
Sell businessassets or shut
down
No expectedimpacts ongrowth,
business size, orhiring plans
Whole sample 71% 54% 23% 22% 13%< $5 million 72% 55% 24% 22% 11%$5 million ‐$100 million 70% 57% 25% 14% 18%
4848
About Pepperdine Private Capital Markets ProjectThe Pepperdine Private Capital Markets Project at the Graziadio School of Business and Management is the first simultaneous, comprehensive, and on-going investigation of the major private capital market segments. The research seeks to understand the true cost of private capital across market types and the investment expectations of privately-held business owners; providing lenders, investors and the businesses that depend on them with critical data to make optimal investment and financing decisions, and better determine where the opportunities to create lasting economic value may be realized. Download reports and find more information at http://bschool.pepperdine.edu/privatecapital.
About Pepperdine University’s Graziadio School of Business and Management Founded on the core values of integrity, stewardship, courage, and compassion, Pepperdine University’s Graziadio (GRAT-ZEE-ah-DEE-oh) School of Business and Management has been developing values-centered leaders and advancing responsible business practice since 1969. Student-focused, experience-driven, and globally-oriented, the Graziadio School offers fully accredited top-ranked MBA, Masters of Science, and bachelor’s completion business programs. More information found at http://bschool.pepperdine.edu/newsroom/.
4949
THANK YOU!
John K. Paglia, Ph.D., CFA, CPAAssociate Professor of Finance
Director, Pepperdine Private Capital Markets Projecthttp://bschool.pepperdine.edu/privatecapital
john.paglia@pepperdine.edu805.379.5809
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