Wednesday, December 1, 2010

The Business, Commercial & Bankruptcy Law Section of the Barristers Club presents Alternative Strategies in Assisting Distressed Companies

I would like to invite everyone to the presentation I am giving at The Business, Commercial & Bankruptcy Law Section of the Barristers Club on January 13th.  The title of the presentation is: Alternative Strategies in Assisting Distressed Companies.

This presentation is not a sales pitch for Acrius Capital, but rather an informative presentation to bankruptcy attorneys since they all deal with distressed companies.  I hope you can come, and please forward this on to anyone that might want to attend, especially attorneys, bankers, and accountants.

It would be great to see you there!

Upcoming events where you can find Acrius Capital


12/2/10: Western M&A Conference
San Francisco Marriott; 55 Fourth Street

12/3/10: Kustov and Associates, Inc. Holiday Party
Performance Art Institute; 575 Sutter Street

12/6/10: Financial Women's Association of San Francisco Annual Meeting and Holiday Party
420 Montgomery Street, Wells Fargo Historic Building Penthouse, San Francisco

12/7/10: First Bank Holiday Party
460 Montgomery Street

12/8/10: Dreamforce '10 Global Gathering
Moscone Center, San Francisco

12/9/10: ProNet Holiday Party
Hyatt – Embarcadero Center

12/9/10: Turnaround Management Association (TMA) of Northern California Holiday Reception
Rouge & Blanc Wine Bar, 334 Grant Avenue

12/16/10: Association for Corporate Growth (ACG) Holiday Mixer      
Pier 3, Embarcadero

1/13/11
John Seeley will be the Speaker at The Business, Commercial & Bankruptcy Law Section of the Barristers Club.  His presentation is called, ‘Alternative Strategies in Assisting Distressed Companies.’
BASF Headquarters at 301 Battery Street, Third Floor.

Tuesday, November 23, 2010

Important Factors that Asset-Based Lenders Consider for Providing Financing

One of the first questions we are asked by a prospective borrower is, “How important is my credit?”  With rare exceptions, the answer from us is, “It isn’t.”  People are used to buying car or houses or applying for a credit card or a bank loan where the most important question is, “What is your credit score?”  Now that banks and other ‘traditional’ lending institutions are hoarding their TARP money and turning down loans, the credit market is a different and oftentimes unfamiliar territory for borrowers.  During the economic boom of 2004 to mid-2008, business owners were courted by many banks and offered extremely low rates and had to offer very little collateral other than their personal guarantee, but now they are seeing their credit lines slashed and many are being asked to repay the bank and leave.  Business owners are turning to alternative financing options, including asset-based lending, and they are learning that the rules are different.

Here are the factors that lenders consider when providing financing in the order of importance:

1.      Value of the collateral:
a.       Accounts Receivable: Credit strength of the customers who owe the money
b.      Inventory: liquidation value (greatly depressed in the current market due to a glut of unsold goods)
c.       Equipment: liquidation value (greatly depressed in the current market due to a high amount of repossessed equipment from failed companies)
2.      Repayment
a.       Can the borrower afford the interest expense?
b.      Are there any secondary sources of repayment if the company is unable to repay the loan? Example: sale of owner’s assets.
3.      Strong financial potential for the borrower
a.       The future is more important than the past. The borrower may have been losing money for the last 2 years, and if they have, then what is the turnaround plan for improving profitability to achieve break-even?
b.      How will the money borrowed improve the financial stability and performance of the borrower?
4.      Ownership and management team
a.       Management team’s experience
                                                              i.      If there is a turnaround required, does the management team have turnaround experience?
                                                            ii.      Do they have a credible plan for moving forward and are they implementing it?
b.      Strong Personal Financial Statement for owner

Believe it or not, financing is still out there, but it may be different than what you are used to.

Friday, November 19, 2010

Get business financing when you can, not just when you need it

Today I received a call that is becoming an increasingly common occurrence.  A company that turned down financing six months ago because they felt that they didn't need it yet, called and said they need money by the end of the week or they would probably have to shut the doors.  This is NOT an enticing opportunity for any lender, nor is it a realistic expectation for any borrower.  The company owes a bank and various vendors, and is unable to cover payroll because their customers are taking too long to pay them.   The company had strong sales growth and money was flowing in a few months ago, but Accounts Receivable collections went from 30 days to 60 days, and at $1 million of sales per month, this created a $1 million cash shortfall very quickly, even though sales are still solid.  Their decision to forego financing six months ago when they did not feel any urgency has effectively put the future of their company in jeopardy.  
It is possible to set up a credit facility without a monthly minimum, so the company will not incur fees until they actually borrow the money.  With a funding facility preapproved, the company can receive funds within 24 hours from making the request, even if the request is not until six months after initial approval.  
I hope that business owners will learn quickly that in this tight credit market, it is better to have financing in place when they do not have the immediate need, even if it is not being used, so they have money available to them at a moment’s notice when it is needed.

Friday, October 29, 2010

When to Refer Your Borrower to a Debt Restructuring Firm

Article Provided By Daniel Wheeler, senior counsel at Buchalter Nemer

Sometimes both bankers and lawyers can achieve the best result on a problem loan by looking outside their respective skill sets and bringing in an outside debt restructuring firm. A good restructuring firm working with a suitable borrower can frequently help the borrower improve their balance sheet and cash flow, restore the borrower to compliance with debt covenants and keep the loan as a performing asset in the bank’s portfolio.

The downside of calling a default and pursuing collection remedies is well known. If loan covenants have been violated and the borrower is in payment default, the business’ assets may be already deteriorating in value, the accounts receivable may be harder to collect, and equipment and inventory usually will have to be sold at liquidation prices. Enforcement costs are borne by the bank and there is an immediate hit to bank's capital and earnings when recovery falls short of the outstanding loan amount. In addition, there are the opportunity costs of a lost banking relationship. Whether the business is liquidated or leaves the bank as a result of refinancing, that business usually never comes back to the bank. Both that business and the potential referrals that business may have brought to the bank are usually lost forever.

Debt restructuring, when done correctly and for a suitable client, avoids these problems. John Seeley, Managing Director of Acrius Capital, a San Francisco company that provides financing and debt restructuring services for distressed companies, says that his approach “is to restore a company’s financial health so they can once again be a solid borrower in the bank’s portfolio.” According to Seeley, “we do this by working with the trade creditors and subordinated debt holders to decrease the debt service to an amount that can be paid by the company’s cash flow.” In most cases, the restructuring fees are paid by the borrower, so there is no cost to the bank.

A debt restructuring firm is generally compensated on a success fee basis, which means they have an incentive not to take on unsuitable projects. The compensation varies, with some firms taking a flat fee, while others are paid a percentage of the savings achieved by negotiating payment plans or permanent reductions on outstanding credit balances. Most firms do not charge by the hour for telephone calls, emails and faxes that go back and forth to their clients’ creditors. The time-consuming task of dealing with creditors is taken off the shoulders of management, which allows the company to focus on rebuilding its business.

A good candidate for debt restructuring is a business that has the cash flow to service a reduced debt load (including trade debt) approximately equal to the bank’s loan. “Our typical client has a total debt load that is 1.5 to 3 times their asset base,” says Seeley. “For those companies that have the cash flow for a debt restructuring program, their debt could be reduced to less than half of its original amount, including all debt restructuring fees.”

An important element in the success of any debt restructuring is early intervention. Bankers
need to review their clients’ financial statements quarterly, if not monthly to detect signs of trouble. For example, if the cash flow statement suggests that the company is maintaining cash flow through asset sales and stretching out accounts payable and other liabilities instead of from profit generation, this is probably a red flag suggesting that intervention is necessary even if loan covenants have not yet been breached.

The restructuring firm’s main job is to help a company prioritize its debts and then negotiate a settlement with the company’s creditors. Some trade creditors or subordinated lenders may not be critical to the business’ survival. Other creditors may be sole source providers of goods or services necessary for the business to function. A bank referring its borrower to a debt restructuring firm should insist on priority treatment in the restructuring process, as is appropriate for the bank’s position as the largest lender and first priority secured position.

Part of the restructuring strategy may involve takeout financing. Most restructuring firms maintain relationships with non-traditional lenders with whom they can broker an appropriate facility once the company’s overall debt load has been reduced. Because these takeout lenders generally do not offer deposit or treasury management services, the referring bank can usually keep those relationships.

In summary, debt restructuring can be a way to maximize the value of a business and thus the recovery on a bank’s problem loan. Instead of the bank and its customer being adversaries, the bank can be instrumental in bringing in a valuable team member for its borrower and all parties can work together constructively.

Daniel Wheeler is senior counsel at Buchalter Nemer and specializes in representing independent banks. He can be reached at 415-227-3530 or dwheeler@buchalter.com.

Small-business owners, hit by recession, seek remedies

CNN Article by Rachel Streitfeld,

Denise D'Amour's business had never been better. In 2000 she opened a bike shop in a quaint Washington neighborhood, selling a range of bicycles and gear. Capitol Hill Bikes became popular enough for her to expand the shop twice.
Then the recession hit, and like many small businesses, D'Amour's shop struggled to stay afloat. Fewer people bought new bikes, and D'Amour could no longer afford the bike shop's rent. Her bank reduced her credit line.
"When that dried up, we had to use our existing cash reserves to get product, and we're kind of chasing it a little bit," D'Amour said. "So you sell a bike and use that money to buy another one."  Now the shop's windows are plastered with giant liquidation signs proclaiming "Going out of business," and "75 percent off."
D'Amour is not alone. Businesses with fewer than 50 employees cut 68,000 jobs in November, according to employment services company ADP.  A range of small-business owners tell CNN their banks have stopped lending them the money that the owners say would help them weather the recession.
The White House focused on the plight of small businesses last week at a jobs summit, which brought together business owners and financial experts to discuss the economic situation.
President Obama acknowledged the difficulties plaguing entrepreneurs.  "We are constantly looking for more ways that we can push the banks and the credit markets to get money into the hands of small and medium-sized businesses who create the majority of jobs," Obama said.
Rose Wang, who runs a small consulting firm called Binary Group, attended the summit. She told participants about the problems she's encountered in her business.  "We focused on two big areas," Wang said. "One was access to capital and the other one was tax credits -- using tax to stimulate and solve jobs [loss] and some of these problems." Wang said she and others cannot grow their small businesses when banks won't lend any money.
And this year economic hard times forced Wang to lay off 10 percent of her employees. "It was a really tough business decision," she said. "I care a lot about my employees. And that's part of the attraction for people who want to work for small businesses. Small businesses tend to operate like a family."
Despite it all, though, both Wang and D'Amour remain optimistic about their futures.  "We're not down and out," said D'Amour, who hopes to reopen in a smaller space. "We're going to be back stronger than ever because we're going to have a focus on our core business and we're going to resist the temptation to go beyond what we can fully sustain in tough economic times."

http://www.cnn.com/2009/US/12/06/small.business.recession/index.html

Your rights under the Fair Debt Collections Practices Act

Provided by Chris Dubois, who restructures credit card debt:
Many consumers have never encountered a debt collector. Some may be fearful or reluctant to take a debt collector's call or read letters about credit card debts they owe. Experts say consumers should face the facts and deal with debt collectors, but also know and understand their rights and protections.
Can a debt collector call you repeatedly at work if your boss doesn't allow it? Falsely threaten to sue you or take your house if you don't pay up on old credit card bills? The answer to both questions: not legally.
"Knowledge is power. An educated consumer is a better consumer," says Gail Cunningham, spokeswoman for the National Foundation for Credit Counseling, a nationwide group of nonprofit credit counseling agencies. The first place to look for answers on what is and isn't allowed when debt collectors come calling is the Fair Debt Collection Practices Act. The federal law, enacted in 1977 to curb abuses by third-party debt collection agencies, carries protections against harassment, threats, unwanted calls to the workplace and disclosing the existence of debts to friends and neighbors. (See Tips for dealing with debt collection)
"The laws are in place for a reason," says Cunningham. "They are to protect consumers from abusive practices."
Debt collectors are companies hired on a commission basis by credit card issuers and banks to collect on past-due accounts. Debt collectors may also purchase bad credit card and other loan debt outright from financial institutions and other lenders. These debt buyers own the debt and the right to collect the full amount of the outstanding credit card debt.
The basic provisions of the law include:
  • The right of consumers to sue debt collectors individually or in class actions for violations of the law. 
  • Protection against harassment, including excessive phone calls, abusive language and threats of violence, harm or arrest. 
  • Prohibiting disclosure of the existence of debts to others who are not authorized to know about the debts. 
  • Banning contact with consumers at inconvenient times, such as before 8 a.m. and after 9 p.m. 
  • Allowing consumers to seek proof that they, in fact, actually owe the money the debt collector wants.
First contacts
When first contacting consumers, debt collectors must inform debtors of their rights to dispute the debt. This is referred to as the "mini-Miranda" disclosure information, a reference to the Miranda rights statement law enforcement officers must give prior to arresting criminal suspects. The debt collector must tell the debtor: 
  1. the amount of the debt, 
  2. the name of the creditor
  3. the fact that unless the consumer disputes the validity of the debt within 30 days, the debt will be considered valid, and 
  4. that the consumer can ask for verification of the debt.
According to the law, this information can be given over the phone or must be sent to consumers in writing within five days of the first telephone contact.
Disputing debts
Consumers contacted by debt collection agencies can request written verification or proof of their debts -- but they must do so in writing with a verification letter that must be sent within 30 days of the initial contact from the collector. Collection calls and letters must stop until the debt is verified.
They must provide verification of the debt.

Rozanne Andersen, Debt collection industry spokeswoman    
"The debt collector must do one of two things upon receipt," says Rozanne Andersen, executive vice president of ACA International, the 3,500-member credit and debt collection industry trade group. "They must provide verification of the debt with information to help the consumer understand the identity of the original creditor. The debt collector can either provide that verification and can resume collection or if the debt collector cannot provide that verification, the debt collector must cease collection on that account."
ACA has adopted a code of ethics governing how its members should conduct themselves. Andersen notes that asserting their rights under the fair debt collection law does not absolve consumers of the obligation to pay their debts if they truly owe the money. "I strongly suggest that they realize that they owe. They need to address those debts and they need to work with debt collectors to work out a reasonable payment plan."
Stop the calls
If collectors are calling incessantly, calling workplaces when they know it is not allowed by employers, jeopardizing a consumer's job or harassing debtors' friends or neighbors, a cease communication letter can be sent. Consumers can request that debt collectors communicate with them only in writing or cease communication altogether.
Afterward, the debt collector may only communicate with the consumer to inform him or her that collection has been terminated or to let the consumer know about a specific action, such as a lawsuit, the collector intends to make.
If consumers are represented in the debt collection case by an attorney, the law states collectors must communicate directly with the attorney rather than the debtor, unless the attorney fails to respond to the debt collector in a reasonable time period.
Harassment and abuse
Using or threatening to use violence or other criminal actions to harm consumers, their property or their reputation are illegal under the fair debt collections law. Also banned: obscene, profane or offensive language.
Calling the consumer repeatedly, hanging up, calling and not saying anything, anonymous phone calls or any other telephone behavior intended to annoy, harass or abuse the consumer, their family members, neighbors or co-workers is also prohibited by the law.
"If the calls are considered harassment by the consumer, they can ask that they desist," says David Jones, president of theAssociation of Independent Consumer Credit Counseling Agencies, a nationwide group of nonprofit credit counseling agencies. "If a collection agency is calling repeatedly throughout the day, if there are threats, if they are abusive in their language or intimidating, those kinds of things can be shown to be harassment and that is prohibited by the Fair Debt Collections Act."
If the calls are considered harassment ... they can ask that they desist.

David Jones, Credit counseling industry spokesman    
When harassing phone calls are a problem, consumers can request that all communication and harassment stop by sending a more strongly worded cease communication letter informing debt collectors they are in violation of the federal law.
Debt collectors are also banned from publishing lists of consumers who refuse to pay their debts (except to send information to a credit reporting bureau or other authorized people such as the original creditor or the creditor's attorneys).
Misrepresentation
Some consumers have reported debt collectors showing up at their homes, flashing something that looks like a badge and claiming to be plain clothed police officers. The fair debt collection law prohibits false, deceptive or misleading tactics when trying to collect debts. Impersonating an officer is a crime in many jurisdictions and consumer credit counselors advise consumers to contact their local police departments if this occurs.
Debt collectors also cannot claim to be attorneys or credit reporting agencies -- if they in fact are not -- and cannot claim that correspondence are legal court documents if they are not.
Threats to arrest debtors or anyone else, in addition to threats to file suit, garnish wages or sell or seize property are also illegal unless collectors actually intend to take these actions. Threats to take actions that cannot be legally taken are also banned under the law. An example is the case of debts that have gone beyond the statute of limitations -- the deadline for filing lawsuits. Debt collectors may not threaten to file suit in these cases because the statute of limitations has expired.
Post-dating checks
Consumer advocates recommend debtors avoid paying debt collectors with post-dated checks, even though collectors may pressure consumers to do so. Numerous problems can arise, including collectors depositing the checks prior to the date specified on the checks.
Getting help with debt collection
  • To file a complaint about a debt collector or creditor's in-house collection agency, call the U.S. Federal Trade Commission's toll-free hotline at (877) FTC-HELP or the FTC Web site.
  • It's also a good idea to file a complaint with your state consumer protection agency. State laws governing debt collection vary. Find your state attorney general through the National Association of Attorneys General. 
  • Find an accredited counseling agency to help you sort through the bills and draft a payment plan that works for your family budget. The two major accrediting agencies for credit counselors are theNational Foundation for Credit Counseling  and theAssociation of Independent Consumer Credit Counseling Agencies. Each has an online referral service to certified local counselors. 
  • ACA International, the Association of Credit and Collection Professionals, has launched acomplaint system to police its members. 
  • The National Consumer Law Center hasresource materials to help consumers navigate the debt collection process.
"They'll keep them on file and then they try and push that client into a verbal OK to go into their checking account," says Leesa Kumley, an accredited consumer counselor at Pioneer Credit Counseling in Rapid City, S.D. She advises consumers to avoid sending debt collectors personal checks. "It gives them the bank routing number and account number. In the event of a judgment, they now have your routing number and account number to take the funds."
The fair debt collections law prohibits soliciting post-dated checks if they will be used to threaten consumers with criminal prosecution for bouncing checks. The law allows debt collectors to accept post-dated checks or other payment method (such as an electronic payment). However, if the date on the check is more than five days away, debt collectors who intend to cash checks prematurely must notify consumers in writing at least three business days before they deposit the checks.
Other unfair practices cited by the law include tacking interest, fees or charges or expenses on to the principal debt owed by the consumer. These extra fees are not permitted -- unless the original credit agreement allows these additions or it is permitted by law.
Collect telephone calls and fees for telegrams to consumers are also banned if they conceal the fact that the communication is for debt collection purposes.
Confidentiality
The fact that consumers have debts is private information. The law protects that privacy by making it illegal for debt collectors to disclose the existence of debts to anyone other than authorized individuals (such as an attorney representing the debtor) or a spouse who is also responsible for the debt.
Any letters or telegrams sent to debtors must not identify senders as debt collectors or as being in the debt collection business. Thus, envelopes cannot contain the name of the collection agency if 'collection' or 'debt' is part of the name. Logos or symbols on the envelopes may also not involve debt collection.
Postcards, which can be read by others, may not be used in any correspondence.
Penalties
Consumers who feel they have been victims of unfair or deceptive debt collection practices can file civil suits against the collectors -- but they must do so within one year of the violations. If successful in court, an individual consumer may be awarded damages for actual losses incurred because of the violations, any court costs or attorneys' fees and up to $1,000 in additional damages. Consumers filing class action lawsuits can recover up to $500,000 or 1 percent of the net worth of the debt collector -- whichever is lower.
Consumer advocates have complained that the $1,000 damage cap for individuals -- set in 1977 when the law was originally enacted -- is too low by today's standards.
'In-house' collection
One important exclusion from the fair debt collection law is so-called in-house collection departments. These are the collection divisions of banks, retailers or other credit issuers. Customers who miss one or two monthly payments may be called or receive letters from these in-house collection agents.
However, laws that protect consumers from abusive language, threats and other unfair practices when dealing with third-party debt collectors do not apply for in-house collectors. Why? Lawmakers who drafted the federal law felt credit card issuers had a vested interest in retaining good customer relations and were less likely to engage in harassing, threatening behavior. That reasoning hasn't proven true. According to the FTC, complaints about in-house debt collection practices nearly doubled between 2003 and 2006 -- from nearly 13,000 to more than 21,000.
"You can be a lot more aggressive when it's your own debt," says Howard Dvorkin, a nationally recognized consumer advocate and author of the book "Credit Hell: How to Dig Out of Debt."
Keeping records
Consumer advocates recommend keeping copies of all written correspondence to and from debt collectors as well as sending any letters via certified U.S. mail. Some recommend getting a return receipt as well. Others advise keeping a log or journal of the day and time of calls, especially if there are multiple debts and multiple debt collectors calling.
Because of an increase in debt buying -- where old credit card and consumer loan debt may be resold multiple times -- consumers may be contacted about the same debt numerous times by different collection agencies.