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How to Get the Most Out of Your Financing

Share current LOB: SmallBusiness

Many business owners are so happy just to secure financing that they fail to negotiate better terms and rates. Time is money and a low financing rate costs less than a high one, especially long-term, so consider all of your options for finding the best rate and most flexible terms.

Alternative Lending Programs

Small Business Administration (SBA) loans issued by banks and non-bank institutions—peer lending groups and community-based organizations, for example—often offer longer terms for repayment and preferred rates. SBA loans are relatively large loans with flexible terms, but clear documentation is needed. Working with a motivated and experienced banker who has small business expertise is best for securing favorable terms and rates.

Supplier Financing

Vendor financing can be an attractive, low-cost option for established businesses with strong suppliers and significant purchasing power. Vendor financing may provide flexible payment terms, discounts for early payment and financing options to free up working capital. Purchasing scale and vendor credit may limit the total impact on working capital, but it can be a low cost option for many companies.

Co-investing

Most lenders want the business owner to have some “skin in the game” by requiring equity to close the deal. While traditional bank loans require a 25 percent to 30 percent cash down payment, SBA guaranteed loans can have a down payment as low as 10 percent. The payment can take the form of existing cash, retained earnings, stock, real estate or any other substantive item of value agreed to by you and your bankers. Lenders will feel the owner is sharing the risk with them and may be more willing to offer more favorable terms and rates.

Collateral

This is a highly liquid or saleable asset such as cash, investments, a house or a vehicle that is required by traditional bank loans in case of loan default. The use of collateral can improve the terms and rates of the loan, because the bank is essentially receiving a backup for re-payment.

Micro-lending

These are smaller loans underwritten by the SBA and a bank pool. While the size of micro-lending loans can be very limited, the terms are usually flexible. Business coaching and technical assistance are often part of the deal.

Government Programs

There are a variety of loan offerings administered on the federal, state and county level. For example, financing programs run by the U.S. Department of Agriculture can offer very flexible rates and terms if your business fits the requirements.

About SunTrust Business Owner Research: SunTrust surveys small business owners and advisors as part of its ongoing business seminars and symposiums. The small business owners attending these events include both SunTrust client and non-client business owners and are representative of the broad spectrum of businesses located in the SunTrust markets. The research cited in this report is extracted from these 5,425 small business owner surveys collected between 2007 and 2011.

This content is general in nature and does not constitute legal, tax, accounting, financial or investment advice. You are encouraged to consult with competent legal, tax, accounting, financial or investment professionals based on your specific circumstances. We do not make any warranties as to accuracy or completeness of this information, do not endorse any third-party companies, products, or services described here, and take no liability for your use of this information.

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