Financing Options for Government Contractors

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1 Natinal HUBZne Cnference Octber 2015 Financing Optins fr Gvernment Cntractrs 2015 Natinal HUBZne Cnference Dave Bann Streetshares Matt Stavish Republic Capital Access Chad Ludwig Access Natinal Bank Outline f Discussin 1. Streetshares 2. Republic Capital Access 3. Access Natinal Bank 4. Q&A / Discussin hubznecuncil.rg 1

2 Natinal HUBZne Cnference Octber Natinal HUBZne Cnference 2015 Natinal HUBZne Cnference David Bann Vice President, Business Develpment StreetShares, Inc. 3 StreetShares is Shark Tank meets ebay fr small business lans 1. Brrwer underwritten and creates persnalized pitch. 2. Institutinal and retail investrs bid t fund any part f the lan. 3. Lwest bids cmbine t fund the lan. 4 hubznecuncil.rg 2

3 Natinal HUBZne Cnference Octber 2015 Custmer example: Marine Crps veterans Andrew & Kyle Need a <$50K small business lan fr their cmpany, Waza Media. 5 They fund StreetShares affinity-based lending slutin Persnal: Andrew and Kyle pitch directly t investrs Mre infrmative: investrs see business and persnal inf Dynamic pricing: set by marketplace auctin 6 hubznecuncil.rg 3

4 Natinal HUBZne Cnference Octber 2015 Peer t Peer/Marketplace lending is bming Lending Club has riginated ver $5B in cnsumer lans riginated ver By $1T in lans will be riginated in this manner glbally Surce: Lending Club, Inc. 7 Prprietary and cnfidential Grwing amunt f nline lenders And many, many mre. 8 hubznecuncil.rg 4

5 Natinal HUBZne Cnference Octber 2015 Why nt try scial-lending Tell investrs the whle picture Investrs cmpete t lend t yu Free t apply t pst Free t build pitch (takes abut 15 minutes) Lan ffer after auctin is cmplete Dn t like lan ffer, dn t accept it. N bligatin. N prepayment penalty Spread the wrd abut yur business 9 Abut StreetShares Lans Lan Amunts: $5,000 - $75,000 6 mnth, 1, 2 r 3 year term lan Must have at least $25,000 in annual revenue Must be at least 1 year in business Reasnable persnal credit 10 hubznecuncil.rg 5

6 Natinal HUBZne Cnference Octber 2015 Let s Cnnect! LinkedIn: /davidstreetshares streetshares.cm Facebk: /StreetShares LinkedIn: /StreetShares 11 Innvative Financing fr Gvernment Cntractrs hubznecuncil.rg 6

7 Natinal HUBZne Cnference Octber 2015 What d these have firms have in cmmn? Innvative Financing fr Gvernment Cntractrs Why d they sell receivables? Balance Sheet Treatment Days Sales Outstanding Reduces Leverage Reduces Debt / Equity Rati Lwers Increase in Free Cash Flw Off-the balance sheet Can be cheaper than a bank line f credit Innvative Financing fr Gvernment Cntractrs hubznecuncil.rg 7

8 Natinal HUBZne Cnference Octber 2015 Balance Sheet Example ABL r Bank RCA Liquidity and Efficiency Current Rati Days Sales Outstanding 37 4 Leverage Rati Debt / Equity 14 4 Prfitibility Return n Assets 67.3% 218.8% Nte: 1.75MM Net Incme Innvative Financing fr Gvernment Cntractrs Balance Sheet Example ABL r Bank RCA Liquidity and Efficiency Current Rati Days Sales Outstanding 37 4 Leverage Rati Debt / Equity 14 4 Prfitibility Return n Assets 67.3% 218.8% Nte: 1.75MM Net Incme Innvative Financing fr Gvernment Cntractrs hubznecuncil.rg 8

9 Natinal HUBZne Cnference Octber 2015 Factring is a Purchase Factring: Purchase f an invice ff balance sheet Innvative Financing fr Gvernment Cntractrs Factring Credit f Yur Custmer Innvative Financing fr Gvernment Cntractrs hubznecuncil.rg 9

10 Natinal HUBZne Cnference Octber 2015 Asset Based Lending (ABL) / Payrll Funding Asset Based Lending: Lend against the asset f an invice r future invice Innvative Financing fr Gvernment Cntractrs Factring If a cmpany has receivables n their balance sheet that are a better credit prfile than the cmpany, remving them frm the balance sheet thrugh securitizatin is a better, less expensive methd f managing cash flw than if the cmpany n its wn brrwed against the same receivables. RCA s prgram fr gvernment cntractrs prvides that slutin, Michael Strm, frmer Managing Directr, Citigrup Glbal Markets, Ltd. Innvative Financing fr Gvernment Cntractrs hubznecuncil.rg 10

11 Natinal HUBZne Cnference Octber 2015 RCA 3 Takeaways RCA Financing Structure Nn-Recurse N Persnal Guarantees N Liens n Cmpany Assets True Sale" Innvative Financing fr Gvernment Cntractrs Financing Optins Items t Cnsider Bank RCA Factrs Asset based Lender N persnal guarantees x N liens filed n assets Nn recurse x x N financial cvenants x x N terminatin fees x x x N maintenance fees x x 90% Advance n receivables x x x x Rate decreases after 30 days x Mnthly cst usually < 1% x x x Innvative Financing fr Gvernment Cntractrs hubznecuncil.rg 11

12 Natinal HUBZne Cnference Octber 2015 Case Studies RCA Case Studies Real Wrld Examples f RCA financing gvernment cntractrs Innvative Financing fr Gvernment Cntractrs RCA Financial Bid Letters Situatin: Cmpany is nt wining bids because bank is unable t generate letter t fulfill FAR regulatins; t little r nt at all New Cmpany is bidding n cntracts with n financial backing / histry T cmplete 8(a) certificatin, a firm need t shw financial capability Reslutin: RCA prvides letter; n cst, n hks, n strings RCA helps prspect, client, bank client win mre wrk Firms can bid n any cntract with Federal Gvernment knwing RCA can fund Innvative Financing fr Gvernment Cntractrs hubznecuncil.rg 12

13 Natinal HUBZne Cnference Octber 2015 RCA Financing Rapid Grwth Situatin: Winning cntracts; cumbersme prcess t increase Revenue dubles every 6 mnths Management is fcused n BD and executin Reslutin: RCA can increase facility size in 24 hurs Invices substantiate increase t unlimited value t supprt grwth N effrt required t supprt grwth f firm RCA prvides Financial Bid Letters fr wrk Innvative Financing fr Gvernment Cntractrs RCA Financing Jint Venture Neither Firm A r Firm B needs t guarantee debt RCA desn t need Financials; n previus wrk RCA can distribute payments as directed in perating agreement JV Entity Innvative Financing fr Gvernment Cntractrs hubznecuncil.rg 13

14 Natinal HUBZne Cnference Octber 2015 RCA Financing Start Up Situatin: N r little perating histry Just wn r bidding n wrk t a Prime r US Federal Gvernment Reslutin: RCA prvides financial capability letter t help win wrk RCA prvides AR purchase facility cmmensurate with mnthly invices Firm utilizes RCA until bankable n minimum terms r terminatin fees Innvative Financing fr Gvernment Cntractrs RCA Financing Cntract Ramp Up RCA allws firms t win wrk with cnfidence RCA internal cash flw measures is seamless t peratins t yur firm Yur Firm Payrll Week 2 Payrll Week 4 Wrk Starts Day 1 End f Mnth 1 st Invice Innvative Financing fr Gvernment Cntractrs hubznecuncil.rg 14

15 Natinal HUBZne Cnference Octber 2015 RCA Financing Truble with a Bank Situatin: Relatinship has sured Lss f cntract Annual net incme lss High Debt / Equity Rati Reslutin: RCA can prvide AR revlver at rates and cnditins better than traditinal factrs RCA deplys financial instruments within the capital structure t create liquidity RCA has vast experience in wrking with banks t prvide smth transitin Innvative Financing fr Gvernment Cntractrs RCA Financing Supply Chain Leverage the True Sale Aspect f Factring True Sale Prtects OEM frm small firm s credit risk Supplier (OEM) X Net 2 Sell Invice Net 30 Innvative Financing fr Gvernment Cntractrs hubznecuncil.rg 15

16 Natinal HUBZne Cnference Octber 2015 Evaluating Lenders Client and frmer client referrals Transparent Term Sheet Allw fr diversity f funding surces N minimum terms r terminatin fees Capacity t finance unlimited grwth Allws yu t cntrl the aspects YOU want t cntrl If the financing surce is a factr: Legal Opinins frm majr law firms Opinins frm big fur accunting firms Innvative Financing fr Gvernment Cntractrs REPUBLIC CAPITAL ACCESS, LLC RCA is the largest, and fastest grwing, specialty finance cmpany exclusively fr gvernment cntractrs RCA is the nly specialty finance cmpany that purchase receivables frm gvernment cntractrs in a true sale, ff balance sheet fashin A whlly wned prtfli cmpany f Stephens Investment Hldings LLC, ne f the natin s premier private investment grups. Stephens Investments Hldings LLC is a privately held and family wned cmpany based in Little Rck, Arkansas that traces its rigins back t Team has extensive federal cntracting and prcurement experience. RCAADVANTAGE is Republic Capital Access s prprietary prgram t fund receivables generated by federal gvernment cntractrs. Innvative Financing fr Gvernment Cntractrs hubznecuncil.rg 16

17 Natinal HUBZne Cnference Octber 2015 Affiliatins & Partnerships Innvative Financing fr Gvernment Cntractrs Cntact Infrmatin Matt Stavish, VP 790 Statin Street, 2 nd Flr Herndn, VA x 103 Innvative Financing fr Gvernment Cntractrs hubznecuncil.rg 17

18 Natinal HUBZne Cnference Octber 2015 The Difference is Access Challenges and Requirements in Lending t Gvernment Cntractrs Presentatin t Natinal HUBZne Cnference Challenges: MOST OFTEN: Shrt Term Wrking Capital (<1yr) SPECIAL CIRCUMSTANCES: Mbilizatin t start a new cntract Permanent Wrking Capital Equipment Purchase Business Acquisitin/Partner Buy-Out Presentatin t Natinal HUBZne Cnference hubznecuncil.rg 18

19 Natinal HUBZne Cnference Octber 2015 Shrt Term Wrking Capital Purpse: Acceleratin f cash flw t supprt wrking capital needs prir t being paid by the Gvernment r the Prime cntractr. Invice Payment -LOC / Cash INVOICE FBO +LOC Payrll Cash PAYMENT PAYROLL Presentatin t Natinal HUBZne Cnference Shrt Term Wrking Capital Facility Features: Revlving Line: Ability t pay dwn and re-brrw Autmatic sweep t pay dwn the line t minimize interest expenses Brrwing is gverned by a Brrwing Base which ties t billed accunts receivable and in sme cases, inventry. Presentatin t Natinal HUBZne Cnference hubznecuncil.rg 19

20 Natinal HUBZne Cnference Octber 2015 Shrt Term Wrking Capital Eligible Accunts Receivable: Aged Less than 90 days frm Invice Date Prgress Billings accunt receivable are allwed in special circumstances. Ineligible Accunts Receivable: Cmmn Ineligibles: Unbilled, cntraaccunts, crss-aged accunts, inter- cmpanies accunt, retentins and freign accunts and bnded receivables Presentatin t Natinal HUBZne Cnference Shrt Term Wrking Capital Typical Structure: Variable Rate based n Wall Street Jurnal Prime Advance Rate f up t 80% n sub-cntract receivables r cmmercial receivables Advance Rate f up t 90% n prime gvernment receivables Federal Assignment f Claim Act (FACA) f 1940 May be required fr prime Federal gvernment cntracts representing a significant cncentratin Cllateral: 1 st security interest n all business assets Business wners persnal guaranty Presentatin t Natinal HUBZne Cnference hubznecuncil.rg 20

21 Natinal HUBZne Cnference Octber 2015 Special Circumstances Mbilizatin, bl Grwth Capital, Acquisitin/Buy-ut: Slutin Capital challenges Cllateral is mstly A/R and tied up with the LOC Grwth capital with SBA funding Mbilizatin funding utside f a Brrwing Base Presentatin t Natinal HUBZne Cnference Case Study: Cmpany Prfile: Financing Structure: 3-year ld cmpany - SDVOSB $600 Thusand SBA 7a lan Revenue grew frm $1.1 Millin t $10.9 Millin in a three-year perid 100% Prime cntracts 1 st lien n all business assets less receivables sld r t be sld t RCA Persnal Guarantee frm wner Cvenants: Nne Situatin: Cmpany had a negative net wrth and balln payment due t third party fr start-up funding Financing Apprach: Access prvided an SBA 7a lan t take refinance existing term debt and RCA prvided the receivable based funding Outcme: LOC relieved stress n cash flw Cmpany was able t successfully repay and exit third party start up funding Presentatin t Natinal HUBZne Cnference hubznecuncil.rg 21

22 Natinal HUBZne Cnference Octber 2015 Case Study: Cmpany Prfile: Financing Structure: 35 year ld cmpany, which changed wners in 2004 Revenue grew frm $7.6 Millin in 2013 t $8.3 Millin in 2014 Mix f Prime and Sub cntracts, primarily with DD. Situatin: Current wner wished t exit, President (nn-wner) wanted t acquire the cmpany. Financing Apprach: Term funding t finance acquisitin and LOC t finance receivables $2.4 Millin SBA 7a lan with seller financing $4 Millin A/R LOC 1 st lien n all business assets Persnal Guarantee frm wner Advance rates f 80% n receivables Cvenant: NW and Prfitability Outcme: Seller exited with lump sum at settlement LOC relieved stress n cash flw Presentatin t Natinal HUBZne Cnference Let us help yu grw yur business Cntact us tday: Chad Ludwig, VP Gvernment Cntractr Lending Grup Direct: (703) Presentatin t Natinal HUBZne Cnference hubznecuncil.rg 22

23 Natinal HUBZne Cnference Octber 2015 Questins Dave Bann VP Business Develpment Matt Stavish VP Direct: x 103 Chad Ludwig, VP Gvernment Cntractr Lending Grup Direct: (703) hubznecuncil.rg 23

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