Last week, Cash gave the raspberry to two IPOs (going so far as to highlight one as a potential short). Both names stunk up the joint, just as he expected. What came as more of a surprise, though, was a sudden flood of additional new offerings hitting the market.

This week Cash explains why new offerings can suddenly pop up out of nowhere; how he’s still making money hand over fist on the trading side; and, last but not least, he gives the scoop on an upcoming name in the red-hot shipping industry. Enjoy…

JL: So last week, you were sweating over the need to “take one for the team.” You pointed out two upcoming names, American Capital and Verso Paper, strongly hinting that both would be duds and that the second could be a good short for savvy readers. How did things turn out?

CASH: Well, both were indeed duds — just as I expected. Verso Paper (VRS) priced at $12 on Thursday morning. That was below the published range for the expected price.

JL: And I’m assuming the lower price didn’t excite anybody or inspire any value thoughts.

CASH: Oh, heck no. The lower price wasn’t indication of a better deal for investors… it was simply clear sign that the underwriters couldn’t find enough buyers for the deal, and had to price it deep in the hole just to get it done. The result was a smaller group of less-than-pleased buyers — me included — with a chunk of weak stock on their hands. The only thing to really do was sell. That’s why the stock immediately traded down two bucks, or nearly 15% of the share price. That’s no small loss.

JL: Ouch, no kidding. I’d imagine you’ll need multiple good deals to overcome that setback.

CASH: Actually, it should be easy to overcome. See, I took a portion of stock, but I did so grudgingly (if you’ll recall) and kept my allocation on the small side. I made sure my guys knew that this purchase was a personal favor, and that longer term, I expect the business relationship to work out much differently. It’s good, in a sense, because now I have “credit in the bank,” in a good will sense, when it comes to leveraging the next few deals coming out.

JL: Gotcha. And as for the American Capital Strategy (AGNC) deal, that one did just what you said it would, too. I saw the stock was priced at $20 and immediately went to a discount.

CASH: Yep. It doesn’t take a crystal ball. When you’ve been in this business day in and day out for nearly a decade, as I have, some things are just easy to see. Any IPO trader worth his salt should�ve been able to spot that outcome a mile away.

JL: So with two “cost of doing business” trades on the books, does that cut into your profits for the year? Or rather, how big was the cut? A nasty gash, or just a little nick?

CASH: Actually, there were a few other unexpected events that came up last week. Those events in the “other” category had an outsized impact on the ‘ol P&L sheet.

JL: Uh-oh. More pain?

CASH: Not hardly! Just the opposite, in fact. Surprisingly enough, there were no fewer than a dozen additional deals that came to market last week. Enough of ‘em were profitable for yours truly to push the equity curve to a brand-new high!

JL: Sounds like a pretty sweet week. You made your i-banker buddies happy by taking on some weak deals, enabling you to bank good will credits for future deals, and yet the market was strong enough for you to power past the small losses and make your investors happy, too.

CASH: Yep. Better than a poke in the eye with a burned stick, as you always say.

JL: Ha ha, true. I picked up that saying from a grizzled old stockbroker — a guy I worked for two summers back in college days. But anyhow, where did these dozen deals come from? Weren’t there only four on the calendar when we last talked?

CASH: Indeed, you counted right. There were four last time we chatted. But when we get into a market that’s been dormant and tough for an extended period of time — like we saw from September of last year through March — it creates an extra flurry of activity when conditions change. When the window opens, deals can pop up like mushrooms overnight. In fact, there’s an industry term for this kind of thing: “rapid overnight offering.”

JL: Sounds like a FedEx or UPS commercial. Or maybe some kind of clandestine military term… swift movements in the dead of night, that kind of thing.

CASH: Heh. In some ways there really is a bit of cloak-and-dagger to it. Normally you’d think a new offering benefits from press exposure — the more press the better. But with some of these more rapid-fire deals and secondary offering deals, the opposite is true. If there’s too much press beforehand, existing shareholders will sell in the face of added stock coming to market. The deals dilute their ownership in many cases, which no shareholder likes. And so, unless you have a relationship with the underwriters (as I do), you might not get the news until it’s all over.

JL: The offering and the damage done.

CASH: What?

JL: Sorry — obscure Neil Young reference. Couldn’t resist. Probably should’ve. Anyway, so existing shareholders don’t even get a say as to whether the transaction happens? Aren’t they the technical owners of the company? Why wouldn’t there be some kind of announcement or proxy vote?

CASH: The firm’s board of directors typically makes the decision. It’s perfectly legal under the docs that outline corporate governance.

JL: Nice. So a public company can dilute its shareholders pretty much at whim… this sounds like an important area for investors to be more aware of.

CASH: No kidding. I’m actually surprised how few investors pay heed to the “syndicate calendar.” There is a ton of important supply/demand information there that most folks miss.

CASH: Yes and no. In this business, there needs to be a critical mass of quantity… but the quality of the deal is important, too. You and I talk poker from time to time, and the way this week is shaping up reminds me of a key concept from Texas Hold ‘Em.

JL: Speaking of which, did I mention that I took down a large-field poker tourney 10 days or so ago? There were 180 players total, and I cut a path through 177 of ‘em. Dodging, bobbing, weaving — it was a beautiful thing. So we were down to three at the final table… me and two other guys, one a grinder and the other a full-time pro…

CASH: Um, yeah you mentioned it. You told me the story last week, remember?

JL: I did? Oh, right. Silly me. I’ll just have to gin up more stories by winning another one then. Meanwhile, I think I might know what you were going to say regarding poker analogies and this week’s IPO action.

CASH: Practicing your mind-reading skills, eh? Let’s hear it then.

JL: Well, the similarities are pretty clear. In poker, hand values are only the beginning. It’s just as important, if not more important, to have a clear bead on the competition. If your opponent is any good, he (or she) knows this, too. The game is so much more than numbers and statistics; the subtleties of human nature change everything. Greed and fear dominate the picture, too. That’s a big reason why I fell in love with poker in the first place: It stemmed naturally from my love of trading and investing.

CASH: Gosh. I must say, that was very insightful and well put. Too bad it has nothing to do with what I was getting at.

JL: Yeah yeah. I never claimed to be Miss Cleo. So fill us in then, wise guy. What were you getting at?

CASH: Well, in No Limit Hold ‘Em, as you know, there is a “dealer” button that gets passed from player to player in clockwise rotation. Before each hand begins, the two players sitting left of the “dealer” are required to ante up a fixed number of chips, known as the “blinds,” in order to seed the pot.

JL: Sure. There’s usually a big blind and a small blind, and the reason they call ‘em “blinds” is because the chips have to go in before the cards get dealt. The blinds help ensure there’s something to vie over in terms of pot size, and represent a voluntary cost of playing the game. In other words, you can’t just sit and wait for good cards without contributing in turn. You’ve got to pay to play.

CASH: Exactly. So that’s what this week is shaping up to be for me… It’s my turn to pay out some blinds. We’ve had some great cards dealt to us over the past two months, we’ve pressed our bets and made some nice bank, and now it’s time to contribute.

JL: Hmm. Methinks you’re reaching a bit with this analogy, but go on.

CASH: I think it’s a relevant parallel. The dealer is now on my right, and I’ve got to chunk some chips into the pot. Part of my bargain with the underwriters is keeping them happy, as you know. I participate in the bad deals along with the good, and use my trading skills to make the difference. To keep giving you my insightful backroom view of the IPO process, Cash is gonna have to take one for the team this week.

JL: I get it… You’re not a big fan of the deals going down this week, but you have to take some shares to keep your guys happy. This is like paying the blinds in that you do it to keep a seat at the table, with future opportunities in mind.

CASH: Yep, now you’re catching on. You know what? I don’t care what everyone says. In my book, you’re pretty sharp.

JL: Thanks, man, I appreciate tha– Hey wait a minute!

CASH: [snicker]

JL: Okay, I’ll give you that one. But when you least expect it… Anyway, back to the topic. So I guess the question now is, what kind of chips are you putting on the table? Red, green or black?

CASH: I’m trying to keep the blinds as low as I can, obviously. There’s a delicate balance between taking a big enough position to keep the underwriters happy, and keeping the position small enough to minimize impact on P&L.

JL: And by P&L, you mean profit and loss, of course.

CASH: What else would it be — power and lighting?

JL: Man, are you gonna get it…

CASH: I’m sure I will. I’m quaking in my boots here. But anyway, to give you a little more color on the stocks: The first IPO is American Capital Agency Corp (AGNC). Interestingly, the IPO is the beginning of the company. They’ve never done business before, and the founders actually have a pretty neat idea. They plan to raise a bunch of capital in the IPO offering, and then use the money to buy assets linked to residential mortgages.

JL: Oh, that sounds like an absolutely brilliant idea — buy toxic waste for 40 cents on the dollar and sell it for 50 or 60 cents, right? I suppose there could be some good money there… if the players are savvy enough and if they know how to play the vulture game without getting cute.

CASH: Right. The argument is that mortgage problems are now so widely publicized, and investor disgust so widespread, that the prices of these securities have the distress priced in. If these guys can pick up assets at 40 or 50 cents on the dollar as you say, and end up collecting 60 or 65 cents, that’s a 30%-plus return.

JL: And I would imagine with those kind of gains, they could absorb a few dud issues and still book double-digit profits. Worth a look, I guess — but I’m confused. You sound pretty upbeat on this idea, and I thought we were talking about deals set to flop.

CASH: Well, this isn’t the first “pass through” company. (That’s the lingo for their business model — that I’ve seen come through the deal pipeline.) And it seems like every time this type of structure is introduced the stock drops on the first few days of trading. Investors are savvy enough to realize that their initial IPO capital will be diluted by the expenses of the firm, the salaries and bonuses that must be paid to executives, and plenty of other little things like rent, maintenance, legal costs, technology costs and so on. All of this is taken out of the IPO capital raised before the first mortgage security is bought.

JL: So if, say, the company raises a cool $250 million, they might only have something like $230 or $240 million for investment proceeds, because a portion of that capital is already pre-committed.

CASH: Yes, that’s exactly how it works. And the stock price tends to reflect this dilution, too. So if they price it at $20, you will probably see it trade at $19.50 until investors start getting information that the capital has been put to good use, or the mortgage security prices are rising. Then the stock starts to trade on the future expectation of profits.

JL: A time delay of sorts?

CASH: That’s a fair way to put it. And so we don’t want to be long the stock until the “time delay” is worked through… and also until we get a sense of how management will actually be spending the IPO money.

JL: Gotcha. So what’s the other new issue that has you wincing in pain this week?

CASH: The second one is Verso Paper (VRS). This company supplies paper to catalog and magazine publishers.

JL: Interesting. I’ll have to check with the back office and see if we use any of their products. The publishing business still uses a lot of paper — but more and more, the Internet is starting to play a bigger role. Sending physical newsletters is obviously a bit more costly and time consuming than digital fulfillment. Not to mention the advantage of real-time delivery via the Web for more timely communications.

CASH: That long-term trend — away from paper and towards the Internet — is exactly why this IPO is going to go south. The business isn’t dead by any means, but it’s hardly thriving. There are only so many major consumers of this type of paper, and margins are getting squeezed as manufacturers like Verso compete for pieces of a shrinking pie.

JL: Doesn’t sound like all that profitable a niche.

CASH: You can say that again. The company lost $100 million last year.

JL: Yikes! And they’re going public why exactly?

CASH: Oh, management is spinning a big fat yarn about engineering a merger, needing to pay off debt, reorganizing the company to increase profitability, yada, yada, yada. So they expect to use the proceeds from the IPO to pay off their debt… and then we’re supposed to believe that they’ll get their act together and start making money.

JL: Do I detect a hint of cynicism?

CASH: Hey, it pays to be cynical in this market. Besides, you would be a grump too if you knew you had to take a long position with a 95% chance of going down the next day.

JL: True that. But, looking at this from our readers’ perspective, this seems to be an opportunity. What if someone were to short one of these names? After all, you’re pretty confident they’ll be headed south, right?

CASH: Indeed. I was going to let folks read between the lines… but you’re connecting the dots instead. Verso also represents the type of opportunity I’ll be covering in the new trading service.

JL: Oh man. I bet you just made thousands of ears perk up. What about AGNC, though, the other stock you mentioned?

CASH: AGNC is toast. There’s no opportunity there because the stock will open at a discount and likely go dormant almost immediately. But VRS has the potential to drift lower over the course of several weeks. You have to be nimble and quick, but there’s a great chance to make some profits shorting Verso Paper.

JL: Nice. I wasn’t expecting you to give out that kind of name to a broad audience.

CASH: Believe me, I won’t be making a routine habit of it. These kinds of opportunities — the real inside baseball-type stuff — are best suited for a smaller and more exclusive audience. If word gets out on the street that a connected player is spilling the beans, it would make my own trading that much harder… and might make it harder for me to dig up this kind of information, too.

JL: Don’t worry. We’ll get the kinks worked out behind the scenes so you can share your secrets with a more tightly knit circle of readers. Nobody wants to kill the goose that lays the golden trades.

CASH: Good deal. Next week we’ll talk about some more mainstream ideas — but for this week, you guys got a sneak peek into the deeper realms of Cash’s world.

JL: Yeah, thanks for that. And don’t lose too many of those black poker chips.

CASH: Oh, I won’t. And for every chip I give up, you know I’ll make even more back…

JL: I surely do. Have a great rest of the week.

by Justice Litle, Editorial Director, Taipan Publishing Group