Jeffrey Simpson

BIO:

Jeff Simpson is the founder and managing member of Notch Capital, a private investment firm specializing in buyouts and recapitalizations of lower middle market businesses in the heating, cooling and home services industries. Notch Capital also provides advisory services to help these businesses strengthen their performance and analyze acquisitions. Jeff can be reached at jsimpson @ notchcap. com.

Call it the season of opportunity. This summer is shaping up to be one of the most opportunityrich in recent memory for fuel dealers. Many owners are poised to take advantage of a powerful combination of strong financial results from back-to-back robust heating seasons and continued consolidation in the industry. As leaders plan for growth, the key question becomes: How best to fund it?

After decades working with business leaders in the delivered fuels space, I have heard too many stories of stalled growth plans when financial support could not be secured. Even strong companies with consistent earnings can find themselves shut out by the limitations of traditional bank financing. Tried and true financial metrics such as debt leverage and minimum required debt service coverage ratios can be funding killers, locking businesses out of transformative business opportunities. Fortunately, the capital environment for lower middle market businesses continues to evolve, bringing new avenues for business leaders to secure the necessary funding to pull off that acquisition, expansion or generational transfer.

TWO PATHS TO CAPITAL

Owners with long-term banking relationships may be familiar with refinancing, which involves the replacement of existing debt with new debt on better terms. Refinancing is often used to gain a more favorable amortization schedule, obtain a lower interest rate or layer in new debt that doesn’ t stress the business. Businesses of most sizes will find themselves eligible for refinancing if they are generating consistent earnings and if their existing banking structuring is inadequate to support growth. However, there are limitations given how inflexible the regulated bank lending guidelines are.

By contrast, a recapitalization, or“ recap,” is considered a more strategic step. It introduces both new equity and debt with the specific goal of achieving a growth objective or ownership shift. Recaps introduce capital partners who take a minority or majority stake in exchange for cash into the business. They are frequently associated with large acquisitions, meaningful expansion of a business line, improving leverage, or buying out an existing partner or family member. Recapitalizations can be an excellent solution for mid-career business owners who

are looking to make a bold move without going it alone. Similarly, owners who are several years away from retirement can use a recap to begin to transition out, take cash off the table, and remain in a leadership role until the time is right to step away.

WHAT’ S AVAILABLE TO YOU?

Knowing which pathway to pursue – and which may be available to you based on your business profile, earnings level and performance history – is important to understand at any point in time. It is most important to understand well before a significant need for capital arises. As a rule of thumb, businesses generating less than $ 2 million of annual Earnings before Interest, Taxes, Depreciation and Amortization( EBITDA) are most likely limited to refinancing as their

16 MAY 2026 | FUEL OIL NEWS | www. fueloilnews. com