So why are vending businesses generally worth less than comparably sized office coffee businesses? In the acquisition market today, a well-run vending business will typically sell for 50 to 60 percent of revenue while it is common for OCS operations to sell for 100 percent of revenue. There are a number of quantifiable reasons as well as several intangible ones. Consider the two companies:
| Acme Vending has sales of $2,500,000 and purchase price of $1,500,000 | ABC OCS also has sales of $2,500,000, but a purchase price of $2,500,000. |
| Net Income is 7 percent or $175,000 | Net Income is 10.0 percent or $250,000 |
| Maintenance Cap-Ex Rate is 4.0 percent and $100,000 | Maintenance Cap-Ex Rate is 1.0 percent and $25,000 |
| Free Cash Flow is $75,000 | Free Cash Flow is $225,000 |
| Return on Investment is 5.0 percent | Return on Investment is 9.0 percent |
As the example demonstrates, the office coffee acquisition provides a 9 percent return on invested capital in spite of selling for $1M more than the vending business. The table does not consider growth capital, only the money needed to maintain the existing business. There are several reasons for the large purchase price differential.
Capital Consumption Rate
A vending business consumes capital at a far greater rate than an office coffee operation. Not only is the equipment far more expensive but it also is subject to generally greater wear and tear. This means an operator has to repair, replace or refurbish their equipment more frequently and at greater cost.
The cost of today’s technology in the vending industry is an added cost that may not result in higher sales. The IT requirements of an OCS business are significantly lower on average.
The problem is exacerbated by the fact that competition in the vending business often forces operators to replace equipment sooner than is necessary in order to retain accounts. Therefore the vending operator is reinvesting in existing accounts at a greater rate.
Customer Concentration
Vending by its nature focuses on higher volume accounts and results in sales being concentrated in fewer, larger accounts. Although this may be desirable from an operational perspective, it creates a potential risk for a buyer. The loss of a single large account may push a vending company quickly into a negative bottom-line.
OCS on the other hand, will have more accounts which each represent a smaller percentage of the overall business decreasing the risk associated with lost accounts.
Service Requirements
The vending operator has higher service costs as equipment must be serviced more frequently. Additionally, repair calls at night and on weekends adds a burden to vending that OCS does not incur.
OCS operations are typically Monday through Friday, 8 to 5 type of businesses. This allows an office coffee operator to avoid overtime and service call pay. Further, coffee service clients are normally serviced less often which is an added benefit to profitability.
Micro-Markets versus Pantry Service
The introduction of micro-markets has been a boon for the vending business. It provides a different business model and potentially lifts sales. The downside is the fact that much of the sales increase is in perishable foods which have lower margins, and require more frequent servicing. A micro-market also requires an incremental capital outlay and added technology for management.
Pantry services differ in several regards. First and foremost, when the product is delivered to the client, they own it. The operator is not responsible for stale products and waste. There is nominal capital required to implement, all of which makes pantry service more attractive from an investment perspective.
In conclusion, it is easy to understand why office coffee is a more profitable business and much more attractive to investors. That explains why rational investors will spend more for office coffee service businesses in today’s market.
Mike Kelner | Senior Business Intermediary, Vending Biz Broker
Mike Kelner is the founder and president of VBB Advisors, a full-service merger and acquisition firm serving the vending, office coffee and bottled water industries. Mike has been a senior business intermediary in the refreshment services industry for over 30 years, representing sellers exclusively. He is a Certified Business Intermediary and Value Builder Advisor.
Mike can be reached at [email protected] or 704-942-4621.
