Equipment Appraisal Blog | Understanding Machinery Appraisals

If your business requires a lot of machinery and/or vehicles to operate every day, there will come a time when you need to replace older models and upgrade your inventory to stay ahead of the competition and improve efficiency. If you don’t have decent trade-in options or decide to try and maximize the resale price by selling privately, you will want to better understand current market value levels.

The first thing you can do to accomplish this is to find an independent accredited equipment appraiser who can provide you with a supportable assessment of value, which will assist you throughout the process and offer additional perspective on where you can expect your resale price to fall.

The professional appraiser can provide a range of values at different market tiers, which you can use to leverage and support a fair sale price while negotiating with potential buyers. Here are the steps involved with locating and engaging with a qualified equipment appraiser:

1. Once you locate and reach out to a valuation expert during your search process, they will contact you and ask for the specifics involved with your situation and request a detailed asset listing, which will assist them in understanding the amount of work involved and provide you with a fee quote. During this phase, the overall scope of work can be discussed, including the types of values needed (typically Fair Market and Orderly Liquidation), while determining whether a desktop or an on-site appraisal is more appropriate. Cost, timing, and the details you have available will all play a part in this.
2. As soon as you are engaged, you will work further through the process so the valuation professional has the best understanding of the equipment you are selling so they can provide you with a supportable appraisal.
3. When the report is delivered to you, it will include itemized values for each piece of equipment at the tiers agreed to, along with the total for all the assets involved. If you had earlier determined that Fair Market and Orderly Liquidation are the best types of values to estimate, you would have a range to work within when setting initial pricing and ultimately negotiating a final sale.

In summary, working with an appraiser in the early stages of your plan to resell older equipment will give you a distinct advantage that will provide you with the best chance to maximize the realized sale price of your used assets.

As an accredited professional appraiser who has been around a long time, I have taken a liking to working on valuation consulting projects to shake up the routine of the day-to-day standard appraisal work. I have found that the more experience you have, the more opportunities arise, providing opportunities to think outside the box a bit more than usual.

Valuation consulting can mean different things; however, the basic premise of these assignments is to provide insights and opinions to clients that are specific to valuation without the necessity of a formal appraisal report. These may be relevant for business and legal disputes, leasing and financing transactions, internal tax and accounting requirements, or even insurance cases. Typically, consulting projects will involve providing opinions of contractual documentation language, or the review of other valuation reports, where the knowledge and experience the consultant has specific to valuation and related topics can be relied upon.

Similar to valuation reporting, consulting provides an independent third-party assessment that can assist in internal decision-making or support litigation case arguments for your clients. It is important to consider bolstering your opinions with source material, just like you do for an appraisal, but also look to create a thoughtful and reasonable assessment of the opinions being requested.

Consulting assignments provide the chance to bring some of your unique experience and perspective to the table and allow you to elaborate on the relevant topics by drilling down on the specific points of contention. Consider gaining a broad understanding of the overall situation and the goals of the client to potentially create other opportunities to expound upon.

The more you understand the big picture, the better prepared you will be to provide further thoughts and opinions that may assist even further than initially anticipated. Just like any personal or work-related experience, the more you know about it, the better your response will be.

In summary, valuation consulting is probably not going to be a primary driver for an appraiser’s business, as the projects generally are few and far between. When they do arise, however, take full advantage of the opportunity as you will not only be helping your clients, but furthering your expertise as well.

After almost 40 years of working in the machinery and equipment markets, I find it fascinating how so much has changed but many things remain the same. Whether it involves financing and leasing, asset management, buying and selling, or independent valuation, the methodologies and mechanics of these industry sectors working together to be successful have been consistent for decades.

From an appraisal perspective, you don’t need to be an expert in any one type of market or industry to estimate value effectively. The principles and methodologies learned and practiced within the M&E appraisal profession do not change as the asset types vary. Gaining experience and developing a sound and supportable technique for appraising is the key to becoming a well-regarded appraiser.

Here are a couple of topics to think about that might help you along the way as you continue to develop your valuation skills and expertise:

Initial Information Gathering:

Obtaining the details behind the equipment you are appraising is a critical first step in providing a credible appraisal. Variables such as the year, make, model, serial number/VIN, hours/mileage, original cost, and any relevant specifications and documentation are all important to obtain. Communicate with the current owner to gain a basic understanding of the history of the machinery and gather any detailed itemized listings and support data that might be available.

Gather a Broad List of Sources

During the research process, try not to put too much weight on any one source when it comes to estimating value. Multiple perspectives from varied market sources can provide you with a balanced amount of information that you can review to ultimately form your own opinion. Remember that this is your appraisal, not simply a parroted version of someone else’s.

Don’t Rely on One Approach

From my experience, it is beneficial to consider and weigh the appraisal from both the Cost Approach and Sales Comparison Approach. Regardless of how much resale data might be available for any piece of equipment, it is also beneficial to understand the new replacement cost, useful life, and typical market levels of depreciation and obsolescence that occur with machinery and equipment. Combining the elements of both approaches can create a check and balance type system for your analysis and provide a sanity check to all the data gathered.

Like anything else in life, experience is gained by doing, and each year you can continue to hone your skills to become a better equipment appraiser.

Machinery & Equipment (M&E) valuation relies in large part on understanding the new and used trade markets and developing an analysis that reasonably reflects what the particular assets being appraised would be worth in those markets. Another important component of an M&E appraisal is looking internally at the business that is or was directly involved with the most recent purchase and operation history of the equipment to understand the facts behind this.

The additional perspective an appraiser receives by learning this history is critical to making potential adjustments to the market information they research. This history provides in-depth specifics for the machinery actually being valued that can’t be disputed. Every piece of equipment is unique in its own way. There may be somewhat different specifications between the assets being valued and what is available as a comparison in the market. Materially different hours or mileage may become a factor to consider as well as any recent upgrades or refurbishments completed.

Knowing the original purchase price of the machinery, even if it was acquired several years ago, will assist in reasonably verifying that the replacement cost estimates you determine are accurate. Appraisers cannot blindly assume all the independent market information they uncover is 100% bulletproof, as sources can be limited in their ability to provide all the right answers. This is perhaps the biggest challenge in the equipment industry. Unlike business valuation, where databases and historical financial data are almost always available, or real estate, which has a tendency to provide a wide array of published comparable property resale data, the machinery markets can behave in very inconsistent ways.

You will commonly see the same makes and models of equipment, with virtually identical specifications and usage, listing and selling for vastly different prices. The auction marketplace, which reflects billions of dollars of used equipment sales annually, experiences varying levels of demand, any of which may play a part in developing values for many types of assets. With the recent growth in online auctions across these markets, these disparities can be even more pronounced.

In summary, the historical data you can provide to an appraiser that complements their independent research and analysis will be very helpful in ultimately determining a reasonable and supportable value for your M&E.

A lot of people have probably heard the title phrase spoken informally when discussing the value of their truck, car, or piece of equipment. Possibly when they are seeking financing for the sale of used machinery or negotiating with a potential buyer or seller.

Is there any truth or logic behind this statement? That depends on if you are an equipment dealer, an appraiser, or a casual used machinery investor.

I heard a professional speaking to a group the other day about selling equipment in a very “down” market, where the industry was being perceived as potentially dead or dying. The equipment associated with this industry was being sold for pennies on the dollar during this period, by those in desperate need of turning the assets into cash. The machinery was fully operational and had years of useful life remaining.

On the flip side, is a 15-year-old truck-tractor with 1,000,000 miles worth 90% of what a brand new one would cost today? If you look at trade journals in the current marketplace, you will see these inflated asking prices as sellers try and take advantage of an unprecedented world economy we are in the midst of today.

From this appraiser’s perspective, these types of sales should be considered outliers to any reasonable, common sense comparable sales approach to valuing similar assets. If a business owner or investor is not willing to take a broader look at the market or industry they are working in, through impatience or necessity, then how they react in these situations cannot measure the true value of their underlying machinery.

Even the most cyclical, volatile markets will reveal a historic pattern over time that will likely continue over decades to come, regardless of what the doom and gloom prognosticators will try to tell you. Yes, there will be assets bought and sold at the peak and nadir of these cycles, however, any and all of these should be adjusted to truly measure the realistic value of machinery & equipment.

The sales comparable approach can sometimes lead an appraiser down a misleading path when used exclusively, and without consideration for ignoring sales that fall well outside of a long developed pattern, and in consideration of very unusual market behavior. As a complement to this data, take a realistic look at how these assets have generally depreciated in the marketplace in years past, based on their age, useful life, maintenance, and selling cycles in an adjusted, normalized market.

I am not saying these cyclical conditions should be completely ignored, but instead considerably tempered when distinguishing what an asset is truly worth vs. what someone is willing to pay for it in unique circumstances. How the appraiser subjectively weighs all of this information to formulate their opinions of value will vary, however, those who take the time to look at multiple perspectives will be able to bring sense to an otherwise unusual scenario.