We previously wrote about the importance of profits in business valuations, and this month we turn to another element – that
of the ‘multiple’, writes Michael Pay of EMC Corporate Finance

One of the commonly used methods for company valuation by buyers is through the application of multiples. Multiples are ratios that compare a company’s financial metrics, such as earnings or revenue, to its enterprise or market value. In this article, we delve into the concept of multiples in company valuations and explore the various factors that impact these multiples.

The concept of multiples

Multiples are a cornerstone of financial analysis and much used in Mergers & Acquisitions to value target companies and as part of a bidding process. Many people will have heard of the price-to-earnings (P/E) ratio as this is used when referring to publicly quoted companies’ share prices, but in private company sales the EBITDA multiple is the most commonly used.

The EBITDA, or, to use its full title, the Earnings Before Interest, corporation Taxes, Depreciation, and Amortisation, is used because it is considered to be the closest approximation to what a company can generate in ongoing cash flows.

Offers will often be phrased as a multiple of EBITDA – and currently typical ranges will be four to eight times, depending on a variety of factors. So, an eight-times multiple will value a business at twice that of a four-times multiple. It is not hard to understand that along with improving your EBITDA, increasing your multiple can have a dramatic impact on the valuation of your business!

But what can you do to influence the multiple?

Several factors influence the multiples assigned to a company, each contributing to its unique valuation. Understanding these factors is crucial when selling (or buying) a business. It allows you to prepare the business in the best way to attract a high multiple and to negotiate from a position of strength with interested parties, to maximise the multiple and therefore the value. Here are some key factors that impact multiples:

1 Industry and sector dynamics
Companies within different industries or sectors often exhibit varying growth rates, risk profiles, and operational characteristics. These differences influence investor perceptions and expectations, resulting in divergent multiples. For example, technology companies may command higher EBITDA multiples due to their potential for rapid growth, while mature industries like utilities might have lower ones due to their stability but lower growth prospects.

2 Growth prospects
The expected future growth of a company plays a significant role in determining its multiples. Companies with strong growth potential tend to have higher multiples as buyers and investors are willing to pay a premium for anticipated future earnings. This is particularly evident in industries driven by innovation and emerging markets.

3  Financial Performance
A company’s historical and projected financial performance directly affects its multiples. Positive financial metrics, such as consistent revenue and earnings growth, can lead to higher multiples. Conversely, companies facing financial challenges or volatility may be assigned lower multiples.

4 Profit Margins
Profit margins reflect a company’s ability to convert revenue into earnings. Companies with higher profit margins are often perceived as more efficient and are likely to command higher multiples. Profitability is a key indicator of a company’s competitiveness and sustainability.

5  Risk profile
Investors assess the level of risk associated with a company before assigning multiples. Factors such as debt levels, operational risks, and market volatility impact the perceived riskiness of an investment. Companies with lower risk profiles generally receive higher multiples.

6 Competitive landscape
A company’s competitive position within its industry affects its valuation multiples. Market leaders or companies with a unique competitive advantage may have higher multiples due to their ability to generate superior returns compared to their peers.

7 Macroeconomic conditions
Broader economic conditions and trends can impact investor sentiment and, subsequently, multiples. During periods of economic uncertainty or recession, multiples across industries may contract as investors become more risk-averse.

Conclusion

Multiples are a critical component of company valuations in Mergers and Acquisitions. Understanding what may influence your own multiple is equally important to the underlying performance in driving value and should be considered as part of your own decision making. Even a small tweak can give big returns – during negotiations on a recent transaction that we advised on we managed to squeeze a tiny one-quarter increase in the multiple, but that resulted in another £1m for the shareholder!