M&A Market Pulse 4Q24 – Part 1: Key Trends for Buyers and Sellers

By: Reizchel Oasay and Ron Buck

The M&A market is dynamic, and the fourth quarter of 2024 has revealed some noteworthy trends. The International Business Brokers Association (IBBA) and M&A Source have released their latest market research, providing valuable insights for buyers and sellers.

2024 Showed an Increase in M&A Activity Compared to 2023

2024 exhibited an increase in M&A activity, with 59% of the respondents indicating that they received more NDAs from interested buyers per seller client than in 2023, with only 11% indicating a decline in NDAs. Furthermore, 48% reported an increase in the number of Letters of Intent (LOIs) received per seller client, with only 17% reporting a decrease. This resulted in 40% reporting an increase in the number of closed deals versus 32% reporting a decrease.

Buyer’s or Seller’s Market? It Depends.

The market dynamics vary significantly depending on the price range of the business:

• $500K – $1M: This segment is currently a buyer’s market with 65% of respondents indicating so.
• $1M – $100M: Businesses in this range are generally experiencing a seller’s market, with percentages ranging from 54% for $1M-$2M businesses to 67% for those valued at $2M-$5M to 70% for $5M-$50M, and lastly, 70% for $50M-$100M.

Deal Timelines and Offers

The time it takes to close an M&A deal can vary widely:

• $500K – $1M: Median closing time is 8 months.
• $1M – $2M: Median closing time is 8.5 months.
• $2M – $5M: Median closing time is 10 months.
• $5M – $50M: Median closing time is 8 months.

The number of offers received also fluctuates across price ranges, with businesses in the $500K-$2M range typically receiving 2-3 offers, while those in the $2M-$50M range often receiving 5 or more offers.

Valuation Multiples: SDE and EBITDA

Key business valuation metrics include Seller’s Discretionary Earnings (SDE) and Earnings Before Interest, Taxes, Depreciation, and Amortization (EBITDA). 4Q 2024 saw some notable shifts:

• $500K – $1M: SDE increased from 2.5x to 2.8x, and EBITDA remained 2.4
• $1M – $2M: SDE increased from 2.9x to 3.0x, but EBITDA decreased from 3.3x to 3.1
• $2M – $5M: SDE increased from 3.2x to 3.3x, but EBITDA decreased from 3.9x to 3.6x.
• $5M – $50M: SDE decreased from 5.4x to 3.8x, while EBITDA increased from 5x to 6.0x.

These changes highlight the importance of using industry-specific multiples and considering multiple valuation methodologies when buying or selling a business, as the mix and quality of businesses in the analysis can impact the quarter-to-quarter change.

Key Considerations for Buyers and Sellers

• Buyers: Be aware of the competitive landscape in your target price range and factor in a detailed analysis of valuation multiples for the specific industry you are looking at when making offers.
• Sellers: Price your business competitively, and be prepared for varying deal timelines and offer volumes depending on your business’s value.

In Part 2, we’ll explore the motivations and demographics of buyers and sellers in the current M&A market.

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