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Key Metrics To Review When Buying a Small or Medium-Sized Business

Introduction

Buying a small or medium-sized business (SMB) can be an exciting yet complex endeavor. It requires careful evaluation of various financial metrics to ensure you make an informed decision. Even if you already own a business, these metrics can provide valuable insights into your company's financial health. Here are eight critical items to review when considering the purchase of an SMB.

1. Revenue Growth

Revenue growth is one of the most telling indicators of a business's performance. When evaluating a potential acquisition, examine the revenue trends over the past several years. Is the revenue erratic, or does it show consistent long-term growth? Consistent revenue growth suggests a stable and thriving business, whereas erratic patterns might indicate underlying issues that need further investigation.

2. Gross Margin

Gross margin measures the difference between revenue and the cost of goods sold (COGS). It indicates how efficiently a company uses its resources to produce goods or services. A consistent gross margin suggests effective cost management and pricing strategies. To get a true picture of profitability, ensure that the business has accurate accounting of its cost inputs.

3. Overhead Expenses

Overhead expenses include all ongoing business expenses not directly attributed to producing a product or service. Review the overhead accounts and their trends over time. Are there any unusual spikes or dips? Understanding these trends can help you identify potential areas for cost savings and operational improvements.

4. Days Sales Outstanding (DSO)

Days Sales Outstanding (DSO) measures how quickly a business collects cash from its customers. A lower DSO indicates that the company efficiently collects its receivables, which is crucial for maintaining healthy cash flow. Evaluate the DSO for different revenue types to get a comprehensive view of the business's collection efficiency.

5. Inventory Turnover

The inventory turnover ratio indicates how often a company's inventory is sold and replaced over a period. A higher turnover rate suggests efficient inventory management and strong sales, while a lower rate may indicate overstocking or slow-moving inventory. Assess the inventory turnover to understand the company's inventory management practices.

6. Capital Expenditures (CapEx) Growth

Capital expenditures (CapEx) represent investments in long-term assets such as property, plant, and equipment. Examine the growth or decline of fixed assets over time. Growing CapEx can indicate ongoing investments in the business's future while declining CapEx might suggest a lack of investment in maintaining or expanding operations.

7. Bank Reconciliation

Bank reconciliation is the process of matching the balances in the company's accounting records to the corresponding information on bank statements. Ensure that the business regularly performs bank reconciliations and that the bank activity ties out to what’s reported in the books. This practice helps identify discrepancies and maintain accurate financial records.

8. Distributions

Distributions refer to the amounts the owner(s) withdraw from the company. Review the distribution patterns to understand how much money the owner is taking out of the business. High distributions may impact the company's ability to reinvest in growth and operations.

Conclusion

Whether you're considering buying a small or medium-sized business or looking to understand the financial health of your current business better, these eight metrics are crucial. They provide a comprehensive view of the business's financial performance and can help you make informed decisions. By carefully evaluating these factors, you can better assess the viability of a potential acquisition or the overall health of your existing business.

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