Cannabis enterprise valuations are an necessary space of experience for entrepreneurs to perceive at any time throughout their enterprise possession, however most significantly at first!

While the strategies of figuring out a valuation might not fluctuate an excessive amount of, what you do as a enterprise proprietor could make a huge distinction alongside the best way. Read extra to study the necessary particulars on enterprise valuations.

To write this instructional article, we had the chance to interview Greg Ansel, Partner at Armanino LLP, who’s a trusted CREC Directory member. Greg has huge expertise in valuations for hashish, in addition to enterprise valuations, inventory choice pricing analyses, numerous transaction-related companies, buy worth allocations and goodwill/impairment analyses.

On Wednesday, 5/27/20 we hosted an trade webinar with Mr. Ansel to current this data to our viewers and reply particular questions on hashish valuations.

We suggest you watch the webinar beneath, learn our interview recap, after which attain out to the specialists at Armanino with any additional questions or to search extra information on valuation companies.


Table of Contents – Cannabis Business Valuations


Watch Webinar – What to Look For in Cannabis Valuations

This recap video exhibits all the presentation and follow-up questions requested by our viewers. Read via this text after which ask questions at the bottom if you still want to know more!



About Greg Ansel – While Greg focuses totally on high-tech and biotechnology corporations, and not too long ago has valued quite a few hashish corporations, however he has expertise valuing companies in lots of industries. These embrace enterprise software program and SaaS entities, in addition to entities within the information mining, huge information, safety, optimization and gaming industries, and drug discovery, medical gadgets and different life science segments.

Read more about Greg Ansel


About Armanino LLP – Armanino is among the 25 largest U.S. accounting and consulting companies. They are one of many first companies to have a devoted hashish observe and one of many few huge companies that serves the hashish trade. Committed to constructing long-term partnerships with their purchasers, they supply a full vary of companies to assist hashish corporations enhance enterprise operations, together with audits, tax help, valuations, fairness administration, technique and transformation, and know-how consulting.

Read extra about Armanino LLP


Business Valuations Explained: Learn Methods, Timelines, Goals, Taxes, Strategy, and Cannabis Specifics!

A enterprise valuation or appraisal is outlined as when a third-party agency analyzes a consumer’s enterprise and monetary plans, projections, and historical past to decide a truthful market worth.

Each firm has its personal distinctive set of things to weigh, and no two valuations are ever the identical.

Fair market worth is hypothetical, and a valuation is often an unbiased opinion.

When totally different individuals take a look at the identical information, they’ll give you very totally different valuations. It shouldn’t be simple to say what’s correct and also you usually should make assumptions. Even in several fashions, you will need to give you cheap assumptions, that are solely pretty much as good as the information supplied. So be sure your online business information is organized and accessible.


We requested Greg, what occasions set off a valuation? “Strong financial performance; less regulations; strong overall micro- and macro-economic performances; and a healthy M&A (merger and acquisition) market for the industry.”

Click to contact Greg


Why Would I Want a Business Valuation?

The most common reasons to get a valuation are incentivizing employees, shareholder buyout/buyin, estate tax planning, internal disputes, and financial reporting requirements.

As an example, during economic issues you may be forced to make pay cuts and are looking for creative ways to reward and compensate hard-working staff.

You may select stock options as an alternative form of compensation and to serve as a morale booster that gives an employee a greater stake in the future of the company. You will therefore need to determine the current share price when offering the stock options compensation package.

Or maybe you have an internal dispute that leads to a shareholder buyout and therefore need to determine the value of their shares to remove from the company.

If your business is in the middle of an M&A (merger and acquisition) you’ll find that the investors and acquirors likely do their own valuation to determine the buying price. It’s unusual you would do multiple opinions, but if unhappy, you might go back to get another valuation.

For a more successful valuation, it is important to have the employees and the company aligned on strategic initiative. When you include both, they will participate more in the growth and add more value to the company. Otherwise, it could make operations more difficult, without everyone moving in the same direction.


How Long Does a Valuation Take?

A business valuation can take 3-4 weeks or even longer, depending on the business financials and their stage of growth. It is not something that can be rushed, as that can affect the outcome.


Are Business Valuations for Everyone?

Yes, there are many reasons why you would get a valuation performed, and every business can have some model of valuation applied to their current stage of growth.

One misconception we learned from Greg is that business owners can have the attitude that “there is no way to value my business because I’m so unique.” By using cash flows and comparisons to other businesses, there is always a way to estimate the value of a company.


Most Common Valuation Methods

Now that you understand why, let’s dive into the how of business valuations.

There are 3 common approaches used and no technique is intrinsically better than another, but the chosen valuation method and key underlying assumptions will impact the end result.

Types of Business Valuation Methods:

  • Income Approach
  • Market Approach
  • Cost Approach

The income approach is most common and as the most typical application is the discounted cash flow method. It uses the entity’s multi-year projections of future cash flows which are discounted back to present with a risk-adjusted discount rate. Theoretically it is the most accurate method, if assumptions are supportable, but is only as accurate as the assumptions.

The market approach is also common and compares the target’s financials to those of similar companies. Greg informed us that “Buyers will look at statistics such as price-to-earnings (P/E), earnings before interest and taxes (EBIT), earnings before interest, taxes, depreciation and amortization (EBITDA), and price-to-revenue (P/R) multiples. Insights can also be gained from recent sales, M&As, and other related transactions as comparisons.”

We asked Greg, do multiples change in the cannabis industry? “This is more challenging to understand given the lack of public data in the US. We can observe those in Canada or other markets and assume those in the US will be highly correlated. Further, we can observe multiples in complementary industries and draw parallels and also draw correlations to overall market multiples. However, in general, the more growth and potential profit will yield higher multiples.”

Click to contact Greg


The cost approach estimates the value of assets and subtracts the liabilities. By focusing on the balance sheet to determine the value, this makes it a great starting point, but certain intangible assets will not be included. Examples of intangible assets are technology, customers, and goodwill. This approach is often used for non-operating business, potentially early stage companies or other companies that have not yet created a tangible value.

Managing the data of your earnings potential, forecasts, and providing strong statistics of financials will greatly support your valuation. It is a complex process and it is important not to get too excited about the “green rush” so that you can keep the valuation grounded and realistic.


By using cash flows and comparisons to other businesses, there is always a way to estimate the value of a company. – Greg Ansel 

– Click to contact Greg


Tax Advantages / Liabilities for a Cannabis Valuation

This is where it gets rather complicated with cannabis business valuations and 280E tax code.

You can read more about 280 E Expense Tax Code in CA on our blog or in Armanino’s blog, Using IRC Section 471(c) to Reduce the Impact of IRC Section 280E on Cannabis Companies for recommendation on dealing with this code that doesn’t permit companies to make sure deductions.

By making a few changes to your tax technique and/or your working technique, you’ll be able to enhance your profitability to entice potential consumers.

Often a enterprise will make choices on bills that can deflate earnings to decrease tax legal responsibility, however when an acquisition your profitability is a crucial side the client is contemplating. You need to showcase your greatest belongings and have correct monetary statements in your county, metropolis, state taxes to decide dependable after-tax internet revenue.

Greg supplied the instance, “Is your income statement normalized, or is it impacted by large tax deductions? Accelerating depreciation, for instance, can minimize a company’s profits for the year.”

– Click to contact Greg

This kind of planning is crucial as you start the method of making ready for a valuation and brings up the necessary query of “what are your business goals”?


Determine Your Goals for a Valuation

By focusing in your long-term enterprise objectives, you’ll be able to obtain the very best enterprise end result from a valuation perspective.

Think about why you need a valuation now and when you may be contemplating one other valuation down the street, so you’ll be able to have your books ready.

In the hashish trade we predict to see a lot of future consolidation as companies run out of working capital, are in a position to get a giant sum for his or her license or had been simply not ready for the pains of operating a hashish enterprise.

There is at present a conflict between the semi authorized / conventional market of the previous and the trade professionals not understanding the hashish world. This can lead to enterprise disputes and additional consolidation or buyouts of companions.

Who is Your Intended Buyer?

Depending in your objectives and the client you need to attraction to, you’ll make totally different choices main up to your valuation. The typical consumers are enterprise capitalists or company consumers.

Venture capitalists (VCs) are sometimes wanting to exit their funding in 3-5 years. Greg defined that “VCs typically place a high value on the potential target’s growth potential from a revenue and EBIT/EBITDA perspective”. This leads to a heavier weight on the companies projected efficiency vs. historic information.

Corporate consumers doubtless can have a longer expectation for his or her funding and exiting the enterprise for a return is not going to be the principle purpose for buying your online business. “Your market share, repeatable sales, technology, team / employees, cash flow and/or time to market advantages.” Greg defined are the important thing elements exterior of development that can excite the corporate-style gross sales.

Remember to preserve wanting on the huge image and never get too wrapped up within the particulars of the acquisition. A wholesome working enterprise with a robust administration workforce, in-depth financials, and constant money move is commonly your greatest wager for maximizing gross sales worth.


“It is not accurate that cannabis business necessarily equals a higher valuation.” –  Greg Ansel

Click to contact Greg


How Are Cannabis Business Valuations Different?

Since the cannabis industry is still relatively new and brand new in some states, the majority of entities will be considered growth mode or early stage businesses.

With minimal historical results it can be more challenging to value an early stage company and valuation professionals need to rely more on data from outside the US and use models like the DCF more frequently.

Greg reinforced, “It is not accurate that cannabis business necessarily equals a higher valuation.” Many assume that because you are in the cannabis industry that you should expect a higher than usual valuation.

1. Forecasted revenue can be complicated since historical cash flow may not represent future cash flow in cannabis businesses. If the business has a temporary license then that presents a much higher risk than a permanent license. It is also important to be looking at the permits a business maintains. As an example, for cultivation, a permanent license with the correct conditional use permits will lead to a much higher valuation than temporary.

2. Cannabis businesses also have significantly higher upfront costs due to expensive equipment, overpriced cannabis real estate leases, legal fees, lengthy application processes and other business formation needs not common in other markets.

3. Remember how important it is to understand your financials. If you can fully articulate which are one-time expenses or helping growth, then you can better predict future profits with these excess expenses removed. This will help to yield more confidence in future growth by explaining these expenses that were more startup costs than ongoing requirements.

4. Another misconception by business owners is that being in a bigger market is a good thing for your valuation. For example, if you are in Los Angeles, you may have a very large cannabis market, but you also have a lot of competition and an argument could be made that you’d get a higher valuation in a city with fewer licenses and a smaller population. The jurisdiction, license availability, market size, medical vs. recreational sales, other related businesses, and future potential are all considerations.

5. To get an estimate of your valuation, you can use the market approach, but values can vary drastically by municipality, state or country with varying license amounts and market sizes. Also publicly traded info is not often available for cannabis businesses, so you have to draw parallels to other industries. An example of a complementary and volatile industry would be cryptocurrency. It is in a similar growth stage and the financials / historical metrics are not readily available, as well as fluctuating legality in different regions. Other possible examples are biotech, high-technology, enterprises with IP, startup companies and other businesses with products that have large potential, but have not yet obtained widespread acceptance.

6. Your relationships are very important in this industry. Do you have a strong banking relationship or have you struggled to find a reliable partner? This could hamper growth. Do you have access to future capital and investors? Are you in debt to many investors already? Is your legal and compliance team experienced in your area? Are your vendors reliable and licensed?

7. Do you have a strong business model? How is your firm’s capital structure? What is your market capitalization (the number of outstanding shares multiplied by share price)? Are you successfully converting income or assets into capital? Greg explained, “Be prepared for more scrutiny and/or skepticism on your business model. I would also detail all the sources of income separately to accurately portray all elements of the business.”

8. How is your management team? An experienced executive team is incredibly important to long-term success and will most likely be a factor in the valuation. Often in newer industries, people rush in to be first in the area, but a lot of time they come in undercapitalized and not ready as the industry matures. It is a big transition from a back office to a real business. It is ok to hire a new CEO or managing partner to help the business grow to the next stage.


“Be prepared for more scrutiny and/or skepticism on your business model.” – Greg Ansel

Click to contact Greg


How to Prepare / Plan / Exit Strategy

Always remember the big picture.

The final valuation will be based on much more than just your income statement or financial data. Greg provides 3 main areas to be aware of throughout your business growth. “Know your financials, know your buyer, and know what you want.”

Do you expect to keep working at the business or do you want to exit operations?

Do you need money upfront? Do you expect to get revenue in the future as an investor?

We asked Greg about exit strategies for cannabis startups: “As of now, the industry is relatively new in the US. I would expect in the near-term M&A activity and consolidation would be the most probable. Alternatively, some will look to foreign exchanges for IPOs or acquisitions of public companies to provide liquidity. Lastly, if regulations change in the US, potential access to US markets.”

Click to contact Greg

Remember that you can compromise, but you should also be firm on the areas that are “non-negotiable”. It is your business and you get to decide the future.

If a valuation is not where you want it to be, then consider the areas you can improve your operations to seek a different valuation in the future. Learning how to entice investors, VCs, and corporate partners is an essential part of business growth. It is nearly a full-time job on top of running daily operations.

Building a high-quality team and maintaining a strong understanding of your current and future financials is the best way to prepare for future cannabis business valuations.


When to Seek Professional Assistance on Valuations

It is always advised that you work with a professional third-party for an accurate valuation.

Armanino has advanced modeling capabilities to provide companies with the independent valuations of derivatives needed for financial reporting requirements and SEC compliance. With 409a valuations, ASC 718 compliance, 123 r compliance, estate and gift tax work, mergers, acquisitions, purchase price allocations, ASC 350 there is just so much to understand.

It is best to find a partner that provides valuation services and financial analysis to clients of all sizes and stages of development for diverse purposes, because they have the most experience.


Contact Greg Ansel & Armanino

We recommend Armanino for your cannabis business valuations. Please fill out this form to receive an introduction to their business and learn more information on valuation planning.


Source link