1/12 Valuing a Disruptive Businesses: Naked Wines ($WINE) Case Study. In my intro last week, I promised examples of using ROIIC & reinvestment rate to value disruptors. $WINE is an eComm D2C wine model with SaaS-like outcomes. EXCELLENT DISCLOSURE makes it a good case study

It began as an online wine retailer with many SKUs/low loyalty, but then pivoted at a pivotal moment when a top exec realized a cohort of consumers were super loyal – those that enjoyed supporting independent winemakers. @_inpractise Feast your eyes on this glorious disclosure:
Naked Wines is forecast to report approximately zero EBIT this year. As we will see, the company is not worth zero, nor does it mean Value Investors are allowed to cavalierly toss it in the “too hard” pile. Here’s a way to value Naked Wines with discipline:
Variable (1): $WINE discloses Standstill EBIT, boosted by COVID. Loyalty of $WINE’s “angels” makes EBIT stickier than some other eComms. Astute SaaS observers will note revenue retention (I assume ~78% on avg) is below B2B SaaS (95-130%). My standstill NPV implies 6.3x EV/EBIT.
Variable (2): A disclosure triumph. If slides could talk, “we reject simpleton requests to under-invest & produce 123% IRR for shareholders that truly like value creation.” Value investors, note what the V stands for in LTV. PV it. I assume payback holds 5 yrs, then slow decay
Variable (3): Do they have a chart for fixed costs along with a medium-term guidance that seems logical? Yes…yes, they do! They target fixed cost growth to be half of revenue growth.
Variable (4): As for the full maturity stub, be very careful with double-counting the value already within your high IRR CAC spend valuation in (2), but this is the smallest component in my appraisal of $WINE’s value, so let’s use our time wisely.
My output: (1)+(2)-(3)+(4) = 303m + 486m - 130m + 53m = 713m EV. This implies a warranted multiple of 6.3x EV/GP on current year. If you tend to viscerally avoid researching zero EBIT companies, consider that the high IRR CAC spending program (2) is largest part of my value!
123% IRR (2016 cohort actual) AS MUCH AS POSSIBLE PLEASE. Even insufferably holier-than-thou value investors wielding “doesn’t make any money” gibberish (I’m guilty) might agree that $WINE chooses to spend. Or would we rather they under-invest to make our models simpler?
“So, great, one scaling small cap gives you enough detail to value it. Congratulations, champ. Wake me when you’ve found a way to replicate this on other names,” says Mr. Dinosaur Value Guy, irritated after a call with a decade-long client asking for a $200m redemption.
Cheer up, Dino, and WAKE UP, we can replicate this on many names. Your valuation discipline is rightfully non-negotiable. See that meteor in the sky that looks like a @blackrock hellbent on creative destruction? Let’s do something about it: https://t.co/Wyr7F0EQK7
12/Upcoming research: Value Investors, I write provocatively to rattle some cages that need it, including my own. But a simple cheap stock can still be attractive in this market, especially with catalysts. Next is a cheap global #1 with 40-50% market share w/ 2 catalysts. /end
@Greenbackd @Symmetry_Invest @modestproposal1 @mjmauboussin @mario_cibelli @SuperMugatu @Post_Market @aaronvalue @goodinvestingc @marketplunger1 @MarcRuby @CCM_Ryan @ruth_proactive @proactive_UK
@IPafbahia @pommelhorse9 @jesperhenrikson @still_ill______ @antoniofbahia @NorthmanTrader @trailmakercap @Lawbitrage

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1/“What would need to be true for you to….X”

Why is this the most powerful question you can ask when attempting to reach an agreement with another human being or organization?

A thread, co-written by @deanmbrody:


2/ First, “X” could be lots of things. Examples: What would need to be true for you to

- “Feel it's in our best interest for me to be CMO"
- “Feel that we’re in a good place as a company”
- “Feel that we’re on the same page”
- “Feel that we both got what we wanted from this deal

3/ Normally, we aren’t that direct. Example from startup/VC land:

Founders leave VC meetings thinking that every VC will invest, but they rarely do.

Worse over, the founders don’t know what they need to do in order to be fundable.

4/ So why should you ask the magic Q?

To get clarity.

You want to know where you stand, and what it takes to get what you want in a way that also gets them what they want.

It also holds them (mentally) accountable once the thing they need becomes true.

5/ Staying in the context of soliciting investors, the question is “what would need to be true for you to want to invest (or partner with us on this journey, etc)?”

Multiple responses to this question are likely to deliver a positive result.
This is a pretty valiant attempt to defend the "Feminist Glaciology" article, which says conventional wisdom is wrong, and this is a solid piece of scholarship. I'll beg to differ, because I think Jeffery, here, is confusing scholarship with "saying things that seem right".


The article is, at heart, deeply weird, even essentialist. Here, for example, is the claim that proposing climate engineering is a "man" thing. Also a "man" thing: attempting to get distance from a topic, approaching it in a disinterested fashion.


Also a "man" thing—physical courage. (I guess, not quite: physical courage "co-constitutes" masculinist glaciology along with nationalism and colonialism.)


There's criticism of a New York Times article that talks about glaciology adventures, which makes a similar point.


At the heart of this chunk is the claim that glaciology excludes women because of a narrative of scientific objectivity and physical adventure. This is a strong claim! It's not enough to say, hey, sure, sounds good. Is it true?