Lending
isn’t quite as tight as it was after the recent economic downturn, but it’s
still a delicate process. Many small- and medium-sized businesses find it
difficult to obtain bank financing because they don't know how to navigate the
process. But, if you’re persistent enough, however, raising the necessary
capital is still possible. At Blank Label, we were offered over $500,000 in
debt financing.
To help you
secure the financing you need, we’re going to share the four important lessons
we learned about getting bank financing.
1. You might not need financing.
The most
important step in the process is figuring out if you even need financing.
Moreover, make sure debt financing is right for you. If you don't have the
cash-flow to support interest payments, but anticipate high future growth,
equity financing might make more sense for you. At Blank Label, before we
raised our debt, we first raised a $1 million equity round. Some
reasonable things to take out a bank loan for include costs for new
equipment, real estate, or expansion. Some things that you don’t necessarily
want to take a loan out for would include canceling out losses, building out a
leased office, or acquiring assets that aren’t essential to your business. For
us, we were able to tell the bank a very clear use of proceeds, specifically
that we wanted to use the money to open new stores and that the debt was just to cover
the first six months before the stores would become profitable.
2. Know what the banks look for.
Your best chance
at landing bank financing is by thinking like a bank. Since most banks' revenue
model is fairly comparable, that is, the interest rates are somewhat similar,
it comes down to you proving to them that you won't default. This means that
they have to take a wide variety of risk factors into consideration. Here are
some of the most important things that banks look for that you need to be aware
of:
- Industry.
How risky is your industry as a whole? If you’re in a risky industry, do you
have a plan to overcome the obstacles that your competition cannot?
- Risk
analysis. Are your financials sound? How many years have you been in business?
Do you have any outstanding debts or liabilities?
- Business
plan and model. Will you be able to overcome changes in the economy? Do you
have a model that can sustain growth?
- Your
personal equity. Are you risking any of your own capital for the business? If
the business fails, will you be able to make good on the loan?
3. Prepare your pitch carefully.
Falling short in
one of the above areas isn’t atypical for businesses pitching banks. In fact,
it’s quite common. After all, if you’re in a great industry, have a perfect
plan, and have plenty of business and personal capital, you may not need a loan
in the first place.
Even the Small
Business Administration, the federal agency that underwrites many of these
loans, states your loan
application is how you can overcome any shortcomings. It includes a complete
business plan, your company’s financial information, and at least three years
of your business and personal tax returns. Spend as much time as possible
on your business plan. Go over it carefully, making sure that your strategy and
analysis makes sense. If your application has any shortcomings, take the time to
address them thoroughly.
4. Consider your alternatives.
Landing financing
is exciting, but it’s not time to celebrate. Instead, send the application to
other banks. There’s a good chance you’ll be able to negotiate even more
favorable terms with another lender.
Even if you get
declined by all the banks you apply to, it isn’t the end of the road. There are online lenders and private investors. You just
have to be careful as they will likely ask for higher interest rates due to the
higher risk, and again you just want to make sure that you will have the cash
flows to support it.
Securing
financing can be difficult, but following this advice gives you your
best chance possible. Taking the time to prepare sets yourself apart from the
competition and makes you seem like the kind of business banks want to lend
their money to.
- Fan Bi
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