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l
High
l
Low
Average
Average
Total
Buyer
Pursuits
Pursuit
Rate
Pursuits
(per
deal) (per
deal)
Average
Revenue
(per
deal)
Average
EBITDA
(per
deal)
Average
EBITDA
Margin
(per
deal)
Deals
Total
Buyers
Sent
Deals
617
38
76
185
30
52
35,458
2,292
4,153
10,837
1,794
3,163
2,290
185
227
544
162
180
3.7
4.9
3
2.9
5.4
3.5
6.50%
8.10%
5.50%
5.00%
9.00%
5.70%
$10,549,777
$6,647,864
$9,160,635
$13,779,224
$8,183,296
$13,010,898
$1,336,537
$1,144,481
$973,509
$1,669,324
$1,235,148
$1,894,110
12.70%
17.20%
10.60%
12.10%
15.10%
14.60%
15
7
122
25
709
386
7,035
975
26
39
612
44
1.7
5.6
5
1.8
3.70%
10.10%
8.70%
4.50%
$7,590,088
$7,968,571
$7,798,501
$4,924,995
$1,064,875
$795,600
$1,200,278
$510,499
14.00%
10.00%
15.40%
10.40%
67
4,114
271
6.60%
$12,611,788
$1,224,693
9.70%
Sector
(Subsector)
Capital
Goods
371
20,696
1,309
3.5
6.30%
$8,933,570
$1,238,697
13.90%
Commercial
Prin<ng
Diversied
Support
Services
31
118
1,749
7,324
129
460
4.2
3.9
7.40%
6.30%
$7,175,165
$10,702,015
$1,065,001
$1,535,772
14.80%
14.40%
96
4,856
314
3.3
6.50%
$7,695,060
$1,390,222
18.10%
36
17
62
1,675
1,151
3,243
94
94
178
2.6
5.5
2.9
5.60%
8.20%
5.50%
$7,932,110
$12,027,962
$7,212,091
$754,571
$1,391,543
$799,891
9.50%
11.60%
11.10%
11
698
40
3.6
5.70%
$13,925,456
$1,040,460
7.50%
163
40
11
8
3
16
8
4
10,360
2,526
914
510
223
725
372
344
679
193
61
32
13
31
16
26
4.2
4.8
5.5
4
4.3
1.9
2
6.5
6.60%
7.60%
6.70%
6.30%
5.80%
4.30%
4.30%
7.60%
$16,091,587
$12,469,067
$16,104,856
$10,322,830
$19,136,402
$8,837,048
$7,450,040
$28,533,724
$1,600,337
$1,238,415
$1,502,440
$1,135,612
$1,488,100
$923,861
$1,173,351
$2,997,652
9.90%
9.90%
9.30%
11.00%
7.80%
10.50%
15.70%
10.50%
Trucking
73
4,746
307
4.2
6.50%
$20,436,887
$1,987,441
9.70%
1,151
66,514
4,278
3.7
6.40%
$10,813,636
$1,342,359
12.40%
Transporta3on
Total
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There
is
a
rela<ve
surplus
of
Opportuni3es
in
Construc3on
&
Engineering,
and
a
rela<ve
shortage
in
Industrial
Conglomerates.
Transporta3on
accounted
for
the
highest
average
revenue
per
Opportunity
at
$16M,
buoyed
by
both
Railroads
and
Trucking
at
$28.5M
and
$20.4M,
respec<vely.
The
average
Pursuit
rate
per
Opportunity
across
all
subsectors
is
6.4%,
and
all
three
sectors
mirror
this
gure.
Heavy
Electrical
Equipment
has
the
lowest
average
Pursuit
Rate
of
only
3.7%.
The
Commercial
&
Professional
Services
sector
averaged
less
than
$9M
in
revenue
per
Opportunity,
yet
it
has
included
the
most
protable
companies,
with
a
sector-wide
average
EBITDA
margin
of
almost
14%,
1.2
percentage
points
higher
than
that
of
Capital
Goods
and
four
percentage
points
higher
than
that
of
Transporta<on.
Within
Commercial
&
Professional
Services,
the
Environmental
&
Facili3es
Services
subsector
includes
the
most
protable
companies,
maintaining
an
average
EBITDA
margin
of
18%.
Highways
&
Railtracks
and
Security
&
Alarm
Systems
were
the
least
protable
subsectors,
both
with
average
EBITDA
margins
less
than
8%.
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Demand
Pursuits
per
Opportunity
Total
Opportuni3es
YTD
Construc<on
&
Farm
Machinery
&
Heavy
Trucks
5.4
Industrial Machinery
5.0
4.9
96
4.8
76
Building Products
Trucking
4.2
73
Trucking
Commercial Prin<ng
4.2
67
4.0
62
3.9
52
3.5
40
3.3
38
Building Products
3.0
36
2.9
31
Commercial Prin<ng
2.9
30
2.6
25
Safety Equipment
Safety Equipment
1.8
185
122
Industrial Machinery
118
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Transporta3on
Air
Freight
&
Logis<cs
Airlines
Airport
Services
Highways
&
Railtracks
Marine
Marine
Ports
&
Services
Railroads
Trucking
Total
*+,-.$
/01-$
)#$
l High l Low
Midwest
Northeast
South
West
129
4
10
30
15
11
3
1
37
2
16
73
5
16
23
9
4
16
0
29
7
2
2
0
2
0
0
16
231
85
5
12
24
2
8
2
0
19
0
13
68
4
21
19
8
3
12
1
24
7
0
0
0
2
2
1
12
177
212
16
29
69
3
15
9
2
37
14
18
127
10
46
32
11
5
19
4
57
14
4
4
1
7
5
0
22
396
114
11
17
38
4
10
0
0
19
2
13
77
12
23
15
6
4
11
6
32
8
3
1
2
2
0
2
14
223
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Conclusion
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10
The Air Freight & Logis<cs subsector represented both the highest and lowest EBITDA Opportuni<es, with $7M and
($545,000), respec<vely.
Opportunity
Pursuit
Rate
Revenue
EBITDA
Industrials Subsector(s)
Specialized logis<cs
42.9%
$23,600,000
$3,500,000
33.3%
$13,000,000
$1,600,000
Mine
equipment
maintenance
Crop
machine
design
31.7%
$2,700,000
$950,000
27.7%
$13,600,000
$2,400,000
Retail
warehouse
logis<cs
25.3%
$30,000,000
$7,000,000
Supply
chain
management
Machine
components
25.0%
$22,000,000
($525,000)
24.3%
$11,000,000
$3,350,000
Industrial Machinery
Aerospace tools
24.1%
$5,000,000
$1,540,000
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11
Opportunity
Pursuit
Rate
Revenue
EBITDA
Industrials Subsector(s)
Commercial contractor
24.0%
$2,700,000
$550,000
Chemical distributor
23.8%
$28,100,000
$3,800,000
21.9%
$3,000,000
$140,000
Building Products
Recycling equipment
21.7%
$12,000,000
$3,600,000
Industrial Machinery
Reverse,
recycling
logis<cs
21.4%
$14,000,000
$1,800,000
Gaming devices
21.3%
$39,200,000
$3,700,000
Technology
asset
management
20.9%
$1,500,000
$450,000
20.2%
$20,500,000
$1,700,000
Marke<ng
energy
eciency
20.0%
$24,250,000
$3,100,000
Niche
electrical
components
19.3%
$9,600,000
$1,900,000
18.4%
$840,000
$38,000
Industrial Machinery
17.3%
$2,500,000
$375,000
Industrial Conglomerates
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