More Small Businesses Seeking Merchant Cash Advances Than Factoring
May 23, 2018
Seven percent of small employer firms in the US that applied for financing in 2017 applied for a merchant cash advance, the latest report by the Federal Reserve shows, while only 4% applied for factoring. Small employer owned firms were defined as businesses that have 1 to 499 full-or part-time employees. 69% of those surveyed generated less than $1 million in revenue last year. That revenue demographic may be on the low end for the factoring industry though. Factoring’s popularity in that demographic, however, decreased in 2017, according to the report. The 4% figure of small businesses that applied for factoring in 2017 was down from 7% in 2016.
Auto and equipment loans had the highest approval rates among all financing options available to small businesses, at 82%. Merchant cash advances followed behind them at 79%. Lines of credit and business loans carried approval rates of 69% and 62% respectively. SBA loans came in at 54%.
When it comes to satisfaction, online lenders such as Lending Club, OnDeck, CAN Capital, and PayPal, have markedly improved over time, the report shows. The net satisfaction score of online lenders has increased from 19% in 2015 to 35% in 2017.
On transparency, online lenders rank at about the same level as large banks, though applicants were more likely to be dissatisfied with the interest rates of an online lender and the long and difficult application process with a large bank.
Merchant Cash Advances Are Not “Masked” Usury or Loans
May 17, 2018
A New York Supreme Court judge cited the decision rendered in Champion Auto Sales, LLC et al. v Pearl Beta Funding, LLC on Wednesday, when she dismissed usury claims brought against four merchant cash advance companies.
The case at issue was Wilkinson Floor covering, Inc., Stephen Wilkinson v Cap Call, LLC, TVT Capital, LLC, Yellowstone Capital, LLC, Ace Funding Source, LLC (Index #160256/2016)
Champion set forth the general principle that the underlying agreement in that case was not a usurious transaction, she opined. Beside the plaintiff’s claim being procedurally deficient, the judge said that the plaintiffs had not established usury because a rudimentary element of usury is the existence of a loan or forbearance of money and when there is neither, there can be no usury.
Per the Honorable Carmen Victoria St. George:
In New York, there is a predisposition in this State against declaring that contracts are usurious. This is especially true with respect to commercial agreements, where “usurious agreement[s] will not be presumed from facts equally consistent with a lawful purpose.”
Additionally, because plaintiffs’ obligation to pay them future receivables is conditioned on plaintiffs’ receipt of such, the agreements at issue are not loans.
InterNex Capital Fills Void in Higher End of Alternative Lending Market
April 6, 2018
New York-based Internex Capital is serving the higher end of the alternative lending market by providing revolving lines of credit from $250,000 to $5 million dollars, with an average deal size of roughly $1 million.
“We realized that there was not a revolving line of credit solution for small businesses,” said Simon Hermiz, a Fintech entrepreneur and one of the four founders of InterNex Capital. “This product does exist in the middle market and large corporate markets, but [didn’t] exist for small businesses.”
So the team of founders decided to fill this void, particularly in the lower-middle market, or for small businesses with revenues up to $50 million, but no less that $1 million, Hermiz told AltFinanceDaily. Two members of the founding team, CEO Paul DeDomenico and COO Lin Chua, are former GE Capital veterans. The other two are Hermiz, who manages risk, and CTO Jim Miller, who has worked in credit technology for years.
Hermiz explained that there were essentially only three alternatives for small businesses in search of capital: cash advances, term loans and factoring. While banks have long provided credit to large companies based on the company’s assets, called “asset based line of credit,” there had not been a product like this for small companies.
“So what we want to do is craft an upper end kind of product in this market so that [small businesses] can feel bankable,” Hermiz said, “…because with our line of credit product, we’re not notifying all their customers that they sold their invoices. Because they’re not selling invoices.”
InterNex Capital does not do factoring, but its product resembles factoring.
“The important nuance is that we’re not buying the invoice, like a factor. We’re lending against it,” Hermiz said.
Because banks also lend against invoices, Hermiz said that the company, of 15 employees, competes with banks for business. They work mostly with ISOs, but they also have an internal sales team that handles client relations.
Founded in 2015, InterNex Capital’s proprietary platform is called Velocity and was designed in large part by the company’s partner, Genpact, a public company that was incubated in GE.
Breakout Capital Hires New Chief Marketing Officer
February 14, 2018Small business lender Breakout Capital announced that it has hired James Mendelsohn to be its Chief Marketing Officer. Mendelsohn spent three years working as Chief Marketing Officer at CAN Capital.
“It’s an exciting time to be in the alternative lending space,” Mendelsohn said. “One of the biggest messages that the industry as a whole has to [communicate] is that this is still an underserved market. And that’s part of where Breakout is trying to make a difference – by introducing new products and services so that more small businesses can get access to credit and capital.”
The McLean, VA-based company was founded in 2015 by Carl Fairbank, a former investment banker. The company now has 40 employees.
“James was the perfect fit for where we are in the lifecycle of our business,” Fairbank said. “It’s an enormous addition to the team and sets us up even more favorably for success at faster and safer terms than our peers.”
Breakout Capital offers loans of up to $250,000 to be paid within two years or less. It also provides a product called FactorAdvantage, which helps factoring companies take on new clients. For instance, according to Mendelsohn, if a factor wants to take on a factoring client, but the client has existing MCAs or other loans, Breakout Capital can replace these with a new loan that makes it easier for the factor to advance against the invoices.
“As we continue to emphasize de-risking via a variety of methods, we’ve positioned our most attractive products to scale quickly, such as FactorAdvantage,” Fairbank said, “and James’ arrival couldn’t have come at a more ideal time.”
The majority of Breakout Capital’s leads come from partners including brokers, ISOs and factoring companies, according to Mendelsohn.
Mendelsohn told AltFinanceDaily that he’s enthusiastic about Breakout Capital’s commitment to innovation.
“The team is very oriented to this mission of how to bring great innovation to the marketplace,” Mendelsohn said. “And I’m excited to get our core products, and new products, into more people’s hands.”
6th Avenue Capital Builds Business Development Team with Veteran Hires
February 6, 20186th Avenue Capital has hired three seasoned employees to its business development team: Mitch Levy, Gary Lockwood and Marc Seidel.
Chief Operating Officer
“We’re putting together a team that I wanted to put together,” said Chief Operating Officer Darren Schulman. “They didn’t come knocking on my door, I knocked on theirs.”
This is part of an expansion of the New York-based company, which launched formally in 2016 and was reorganized in April 2017 with the hiring of Schulman.
Strategy Officer
Mitch Levy, who used to work with Schulman at AmeriMerchant (now known as Capify), will oversee the company’s business origination strategy. Levy joins the company with more than three decades of alternative financing experience across multiple disciplines including origination, underwriting, investing, operations and legal.
“6th Avenue Capital has quickly established itself as a major force in the Merchant Cash Advance business,” Levy said. “In this role, I have a great opportunity to work closely with the leadership team and our strategic partners to help small businesses across the country gain fast and efficient access to capital in times of immediate need.”
Business Development Manager
Gary Lockwood, who also worked with Schulman at Capify, joins 6th Avenue Capital as Business Development Manager. He built and led a successful consulting business where he opened several business financing sales offices. Lockwood was a Senior Vice President of Partnerships at Fundation and worked at Capify as Director of Business Development with responsibility for onboarding, managing and training broker and partner groups.
VP Business Development
Schulman has never worked with Marc Seidel, but told AltFinanceDaily that he knew of him and came highly recommended by Levy. Seidel will be 6th Avenue Capital’s Vice President of Business Development. Previously, Seidel spent more than 10 years working at Bizfi, where he started his career in the alternative financing industry as a Risk Analyst. He then worked his way up to a Senior Underwriter position and landed a business development role where he was responsible for managing relationships with brokers and driving deal demand.
Chief Executive Officer
“Adding these industry veterans in business development will undoubtedly advance our mission to expand our existing network of ISOs and other strategic partners to ensure small businesses have access to capital in hours,” said 6th Avenue Capital CEO Christine Chang.
Schulman takes pride in assembling a veteran team that does the right thing by clients, he said.
“We don’t want to give merchants more money than they can afford,” he said.
He said the the company now employs 20 and is growing.
“We’re looking to form long-term relationships with brokers and merchants and we’ve been successful at getting merchants to refer us to other merchants.”
Canadian Merchants Show An Appetite For Capital
November 25, 2017In Canada, the average deal size for a merchant is anywhere between $20,000 and $30,000 in funding, depending on who you ask. That’s why when one startup recently funded a $300,000 CAD advance from its balance sheet to a Canadian merchant, the deal turned some heads. While it’s unclear whether this amount could be indicative of a trend unfolding at our neighbors to the North, Canadian small businesses are preparing for some changes in the industry landscape in 2018.
SharpShooter Funding, whose name depicts the famous wrestling move of the WWE’s Bret “The Hitman” Hart, was behind the $300,000 deal with an Eastern Canadian grocer.
If you’re wondering how a merchant funder and WWE legend became partners, chalk it up to a combination of fate and timing. Paul Pitcher, SharpShooter Funding managing partner, has been Hart’s biggest fan since he was a kid. Pitcher got the opportunity to meet his hero when was just 10 years old. It was then that the green shoots of friendship formed, and today the WWE’s Hart is acting commissioner of SharpShooter Funding, having helped to launch the business.
Canadian Merchant Landscape
To get a taste of the Canadian merchant financing landscape, consider that the three top Canadian funders deploy $20 million and $25 million per month combined, explained David Gens, president and chief executive of Merchant Advance Capital, which is included among the top three funders. That’s up from a range of $15 million to $20 million earlier this year.
And while a $300,000 advance may not seem like something to write home about for U.S. funders, it’s a big deal in the Canadian market. The culture among small businesses in the Great White North is different and more conservative than their US counterparts.
“It’s a function of the size of the merchant,” Gens explained. “The typical single-location storefront merchant is going to qualify for $30,000 to $50,000. It takes a larger and more established business, whether it’s a multi-location merchant or a business that is in the B-to-B space, a manufacturer, distributor or wholesaler to be large enough to qualify for large financing.”
Meanwhile there are some changes to small business taxation that are coming down the pike that may influence demand for credit, Gens noted, though the precise shape any changes to the tax law will take remains unclear.
“They will reduce the small business taxation rate on the face of it. But for businesses where they hold cash or need to hold cash, it’s a gray zone as to whether or not they will be able to hold financial assets in those businesses. The government is going after companies that are holding investments. But there’s a gray line as to what is a holding company that is holding an investment and an operating company holding a buffer because of seasonality or cyclical demand. We have yet to see what the rules end up being exactly,” Gens said.
Anatomy of the Deal
In the case of SharpShooter Funding, the grocer merchant originally came to the funder for less than $300,000 but qualified for more, bringing the funder’s tally for a single day’s deals to more than $500,000.
“We never thought we’d hit this milestone in the Canadian market. But the file was right, and the timing was great,” Pitcher told AltFinanceDaily. Now that they’ve gotten a taste of it, SharpShooter Funding hopes to do more deals of this nature. “For a small funder like us to double the size of a big funder was a big moment for us, especially in the Canadian market,” Pitcher said.
Merchant Advance Capital’s Gens said his company is prepared to take on the risk for deals at even a higher threshold. “Our average is $35,000 to $40,000, and the largest deal we’ve ever done was $600,000. I don’t want to steal their thunder, but there have been larger deals,” said Gens. “A few funders may syndicate when deals get that big, but it’s not an inconceivable size.”
OnDeck, which similarly has Canadian operations, lends up to $250,000 CAD in Canada. OnDeck has extended more than $7 billion in online loans across 70,000-plus customers across the United States, Canada and Australia.
As for SharpShooter Funding, Pitcher said the funder has been on the sidelines for larger deals because they don’t want to grow too fast. He’s been turned off by other funders doing deals within a couple of months of launching and then being forced to close their doors.
“Our capital has always been strong. It’s not that we can’t afford to lend larger amounts. It’s because we want to make sure we’re doing it right from the start,” Pitcher said, adding that SharpShooter Funding has only had its doors open in Canada since June 2015, though its corresponding U.S. business, First Down Funding, has been around since 2012. “It’s been a work in progress, and I love every day of it! We’re only getting started, and I am 100% excited for the future,” he said.
The Canadian grocer reached out to SharpShooter Funding in response to Google advertising. The affiliation with the Bret Hart association didn’t hurt. Pitcher explained there is a seasonality tied to the merchant’s business, evidenced by a couple of months or more each year in which revenue is spotty, that made the grocer unattractive for banks to fund. “That’s why those sized deals are difficult to put out and banks won’t put out, because of seasonality,” Pitcher said.
SharpShooter Funding was not deterred by that. “We were really able to gain in-depth trust and visibility into this merchant from the first call to the last call. There was never a problem with him mixing up stories. Just the honest truth. From his references to his landlord, everyone involved made it clear he was here to work with us and not to play games,” Pitcher said.
Pitcher was impressed by the business owner’s work ethic. “He’s a roll-up-your-sleeves entrepreneur who didn’t borrow $1 million from his father. No bank loans. Six years ago, he rolled up his sleeves and made it work. Now he’s in a situation where banks won’t lend to him. But we will,” he said.
The merchant’s bank statements also made sense to the funder given their consistency, predictability and transparency. “Whenever we ask for finances from someone and that merchant can get them to us in an organized fashion in less than an hour, it speaks wonders. It means they’re honest and ready to play ball. And that’s what we want,” Pitcher exclaimed.
The merchant plans to use the capital for an expansion into a new food product line. If he pays off the advance early the funder will lower the rate.
Broker Fair 2018 – The Inaugural Conference for Merchant Cash Advance and Business Loan Brokers
October 5, 2017
New York, NY – Foinse, LLC, in collaboration with AltFinanceDaily, is excited to announce Broker Fair 2018, the inaugural conference for merchant cash advance (MCA) and business loan brokers. Broker Fair 2018 is being held at The William Vale in Brooklyn on May 14, 2018. It will be the largest gathering of MCA and business loan brokers in the country.
This exclusive one-day event in New York City’s most vibrant and creative corner will offer brokers, lenders, funders, and service providers opportunities to learn, connect, and grow their businesses.
Broker Fair founder and AltFinanceDaily Chief Editor Sean Murray, said “Online business lenders, MCA providers, and independent brokers employ thousands of salespeople to connect business owners with sources of capital. There are numerous products, tools, and resources out there now but the landscape remains fractured. Through Broker Fair, I want to empower the salespeople, empower the brokers. They’re the ones on the frontlines with America’s small business owners. I’ve been covering this space for seven years and was actually an MCA broker myself prior to that. I know the industry. A lot of folks and companies want to be successful but I know that they also want to have a positive impact on their customers and the industry they’re a part of. I want to facilitate that and more at Broker Fair.”
The three central tenets of the conference will be education, inspiration, and opportunities.
Registration is already open at http://brokerfair.org/pages/register/
To become a sponsor or inquire about the benefits of sponsorship, contact info@brokerfair.org or call 917-722-0808. Event sponsors can be viewed at: https://brokerfair.org/sponsors/
About Foinse, LLC
Foinse, LLC is an events company and the owner of Broker Fair 2018. For more information, visit: https://brokerfair.org/
About AltFinanceDaily
AltFinanceDaily® is a registered trademark of Raharney Capital, LLC and is the name of a print and online publication that has covered alternative finance including merchant cash advance and online business lending since 2010. AltFinanceDaily is a presenting partner of Broker Fair 2018. For more information, visit: ../../
New CTO at Breakout Capital is Former CTO of Capital One Labs
September 18, 2017
Firoze Lafeer, the former Capital One Head of Tech Fellows Program and CTO, Capital One Labs, is now the CTO of Breakout Capital, a Breakout representative confirmed. Lafeer was with Capital One for five years, most recently running the company’s experimental product & technology incubator and accelerator.
Breakout Capital is a fintech small business lender based in Mclean, VA where Lafeer will lead technology, including scaling their tech platform.
Last month, Breakout hired Robert Fleischmann as Senior Vice President, Strategic Partnerships and Tom McCammon as Senior Vice President, Business Operations. Fleischmann was previously Director of Strategic Partnerships at RapidAdvance. McCammon was previously the Director of Portfolio Management and Credit Operations at OnDeck.
