Buying - Smart Business Dealmakers
Subscribe to Smart Business Dealmakers
November 5, 2019
Confluence’s Mark Evans builds trust to gain backing to take over a larger company
Mark Evans has found transparency to be his most powerful tool when working with private equity owners. That's how he was able to convince his new PE firm to help Confluence buy the larger, publicly traded StatPro....
By Jayne Gest
November 1, 2019
It took some hard lessons for Bob Grote to learn the best way to acquire companies
Bob Grote has been CEO of Grote Co. for more than a decade, but even after five acquisitions, he has to guard against deal fever. Grote discusses deal challenges and lessons learned....
By Jayne Gest
October 30, 2019
Staffing Solutions’ SueAnn Naso: When Buying A Business, Take The Time To Do It Right
SueAnn Naso and Carmella Calta are good friends. But they still had to follow the proper steps when Calta sold her business, Staffing Solutions, to Naso....
By Mark Scott
October 30, 2019
Shore Capital Partners’ Justin Ishbia: Shared Vision Often Leads To Great Deal Opportunities
Shore Capital Partners's Justin Ishbia sees tremendous potential for growth at Akron, Ohio-based Main Street Gourmet....
By Mark Scott
October 21, 2019
Harry Cendrowski: Take Steps To Ensure You Have A Comprehensive M&A Strategy
Any time you rush into M&A activity, the likelihood is that you’re not going to do very well, says Harry Cendrowski....
By Mark Scott
October 15, 2019
MC Group’s Tim Eippert: Lack Of Customer Overlap Facilitates MC Group/Icon Merger
In dealmaking, you don’t grow just to double, says Tim Eippert. You want more. The CEO of MC Group explains how integration will play a key role in maximizing the benefits of its merger with Icon....
By Mark Scott
October 4, 2019
How TPC Training's Ty Field Sizes Up Acquisitions
Ty Field, brought in by Frontenac to build up TPC Training, talks about his approach to making acquisitions....
By Mark Scott
October 4, 2019
Key Deals Propel Gent Machine To Steady Growth
Rich Gent talks about two pivotal deals in Gent Machine Co.’s history that have set the business up for a bright future....
By Mark Scott
October 3, 2019
Safelite's Tom Feeney: Speed, Focus Are Keys To Integration
After 100 deals during his time at Safelite, the CEO says he may have slowed the number of acquisitions, but he won't slow the pace of integrating the companies he does buy....
By Jayne Gest
September 27, 2019
How DNS Capital Finds The Right Deals
DNS Capital's Elizabeth Browne talks about the importance of good management and the challenges of finding the right company in which to invest....
By Mark Scott
September 27, 2019
Seasoned Operator Gerry Giudici On How To Achieve Synergies Through Acquisitions
Seasoned operating partner Gerry Giudici shares some of the key factors to consider when looking to achieve synergies through M&A....
By Mark Scott
September 27, 2019
Pitfalls And Best Practices For A Successful Acquisition
S&T Bank's Brian Dobis shares his perspective on three pitfalls and best practices when acquiring companies....
By Jayne Gest
September 20, 2019
Gregory Cessna On Why Due Diligence Drives Post-Deal Synergies
The CEO of Consumer Fresh Produce says the work that’s done before the deal paperwork is signed is often the most critical to long-term success....
By Jayne Gest
September 11, 2019
How Chuck Mattera Transformed II-VI With Acquisitions
Since Chuck Mattera joined II-VI Inc. in 2004, the manufacturer has completed more than 20 acquisitions. And he’s embarking on the largest deal yet as he works to close the acquisition of Finisar Corp. — a similar-sized company with annual revenues of $1.3 billion....
By Jayne Gest
September 6, 2019
Mark Kovacevich: Culture Is King In Acquisitions
For Improving's Mark Kovacevich, the critical component to acquisitions has always been culture. “If the culture doesn’t work, the transaction is just not [going to work],” he says....
By Jayne Gest
September 6, 2019
Before Buying, Consider Challenges As Well As Opportunities
Chris Gabrelcik always sees potential opportunities when looking to buy a company. But the CEO of Lubrication Specialties has to remind himself to bring a critical eye to the deal....
By Jayne Gest
August 23, 2019
Park Place's Entuity Deal Marks Shifting Strategy
On his way to shifting Park Place Technologies' M&A strategy with a tricky deal to buy Britain's Entuity, Chris Adams takes a lesson from Microsoft’s Satya Nadella...
By Mark Scott
August 21, 2019
How Advanced Drainage Systems Fast-Tracked Infiltrator Acquisition
CEO Scott Barbour grabbed the pole position, and never let his foot off the gas in his bid to close the $1 billion deal....
By Jayne Gest
August 16, 2019
Buying a business? Better have a plan
Companies preparing themselves for their first acquisition might appreciate Don Caldwell’s advice: “The plan comes first.”...
By Adam Burroughs
July 30, 2019
Windsor Industrial's David Costa: Buyers Should Always Be Closing
David Costa prefers to move fast when making acquisitions, moving form LOI to purchase agreement within 10 days. It’s an approach built out of hard lessons learned putting in the time and effort and walking away without a deal....
By Mark Scott
July 26, 2019
Harry Cendrowski: Due Diligence Critical To Successful Acquisitions
Harry Cendrowski, founding member and managing director at Cendrowski Corporate Advisors, discusses the evolving approach to due diligence in dealmaking....
By Mark Scott
July 25, 2019
Kassel Equity Shifts Buying From Properties To Businesses
After cutting his teeth on real estate investing, Kassel Equity found it could create more value in buying businesses than properties, says Managing Partner Brett Motherwell....
By Jayne Gest
July 19, 2019
How To Leverage Your Banker, Even Without Using Debt
Wes Gillespie, ErieBank’s regional president for the Cleveland market, talks about the bank’s role in the acquisitions process and how lenders can be a valuable M&A partner, even if you’re not using debt to finance your acquisition....
By Mark Scott
July 17, 2019
IPEG Industrial: Lessons from a strategic mid-market buyer
John Erkert has helped IPEG Industrial Group buy three industrial companies and sell another over the course of six years to build a global business in the plastics-processing, waste recycling and industrial heat-transfer markets....
By Jayne Gest
July 12, 2019
Analytics, Not Your Gut, Are Best Judge Of Management
To figure out who’s the right fit for post-acquisition management, Tim Kardish relies not on gut instinct, but contemporary tools designed to assess the skillset, expertise and adaptability of the leadership team....
By Adam Burroughs
July 2, 2019
Buying in a frenzied market
PNC Mezzanine Capital's Doug Brosius Brosius shares his insights into what is driving these high valuations and how they are impacting his approach to deals....
By Jayne Gest
July 1, 2019
H. Jack’s Plumbing’s John Langer: Culture Is Key In Service Acquisitions
H. Jack’s Plumbing President John Langer talks about the role acquisitions can play in helping companies in the service industry maintain their reputation for top-notch customer satisfaction....
By Mark Scott
June 28, 2019
Guaranteed Rate’s Victor Ciardelli: Don't Panic When A Deal Goes Bad
Guaranteed Rate founder Victor Ciardelli talks about the steps he takes to avoid difficult acquisitions and the important role culture plays in determining the success of a deal....
By Mark Scott
June 20, 2019
James Tolston’s handshake deal pays off big
How the Detroit entrepreneur took a handshake deal to build North American Assemblies and then buy it from 14 stockholders — 13 of whom didn't want to sell....
By Jayne Gest
June 7, 2019
Cars.com Keeps An Open Mind When It Comes To M&A
Chief Strategy Officer Matthew Gold talks about the company’s M&A strategy and some of the challenges that come up in the effort to get deals done....
By Mark Scott
May 31, 2019
Hyland's acquisition strategy fuels march to $1B in sales
CEO Bill Priemer and M&A chief Justin Torkelson talk about the software company’s acquisition strategy and the role dealmaking has played in putting Hyland on the cusp of being a $1 billion business....
By Mark Scott
May 23, 2019
A good M&A strategy starts with a compelling story
M&A advisor Joseph Valentic explains why a good M&A strategy starts with a good story, but also needs a solid team and attention to detail....
By Mark Scott
May 17, 2019
Blue Olive’s Ed Weinfurtner takes hands-on approach to investing
Ed Weinfurtner is a dealmaker who likes to get his hands dirty. If the company is being marketed for sale or has a book that pitches the acquisition opportunity, he’s not interested. “I’m trying to find a diamond in the rough,” he says....
By Mark Scott
April 25, 2019
How Don Nystrom Builds Dynamic Aerospace Through Acquisitions
The CEO explains how he found a company that wasn’t even on the market — and turned it into a great acquisition....
By Mark Scott
April 23, 2019
TalentLaunch's Aaron Grossman eyes $1B business via acquisitions
The CEO talks about the role process and discipline will play in reaching the ambitious goal he has set for his growing stable of staffing firms....
By Mark Scott
April 19, 2019
Foundation’s David Wood: Understanding Seller’s Needs Drives Better Deals
Foundation Investment Partners' David Wood talks about making smart acquisitions and the discerning approach he takes to dealmaking....
By Mark Scott
April 10, 2019
Acquisition strategy: Have discipline, retain talent and avoid dishonest negotiators
Investor Lee Zapis shares tips for making better acquisitions, lessons learned from mistakes and the evolving role of culture in the dealmaking process....
By Mark Scott
April 3, 2019
FNB’s Boyd Pethel: How to invest with a flat yield curve, low interest rates
The economy may be slowing, but there’s good news for investors who are worried about rising interest rates, says First National Bank’s Boyd Pethel....
By Mark Scott
April 1, 2019
First impressions matter when studying acquisition opportunities
The key to a successful acquisition is a well-planned, successful transition, achieved by working with the key customers, employees and suppliers to ensure that sales and operations continue smoothly....
By Greg Muzzillo
March 29, 2019
Nordson's Anne Pombier: Creating value through acquisitions
Before joining Nordson, Anne Pombier led or participated in more than 100 transactions ranging from $500,000 to more than $1 billion in size. Now she helps identify and pursue M&A targets that can create value for Nordson on a global basis....
By Mark Scott
March 28, 2019
4 reasons you need an M&A lawyer
Whether you’re a buyer or a seller, dealmaking involves sharing some of your company’s most confidential information with the other side. Ulmer & Berne’s Howard Groedel explains how experienced legal counsel can guide you through the M&A process....
By Mark Scott
March 27, 2019
Quick Med Claims' Michael J. Lewis: A CEO's approach to M&A
In four years, the CEO of Quick Med Claims has gone through two sales and initiated five acquisitions. Now, he’s interested in passing along that knowledge....
By Jayne Gest
March 22, 2019
M&A due diligence: Understanding cost, risk and liability
There are no mergers of equals, says Howard & Howard’s Joseph DeVito, Esq. But effective due diligence can help your business get the best possible deal. Here’s what you need to know about cost, risk and liability when preparing for a merger....
By Mark Scott
February 25, 2019
Understand the risk profile of your target company
Oswald's Jeff Schwab explains how he helps clients identify and forecast risks in their deals — and why it’s worth the effort....
By Mark Scott
February 15, 2019
How Lincoln Electric picks its deals
Last year, Lincoln earned a 20.7 percent return on invested capital – up 4.5 points from 2017. CFO Vince Petrella shares how the manufacturer approaches acquisitions to drive continued earnings growth....
By Mark Scott
January 30, 2019
Embrace fear and uncertainty
If there’s not something wrong with the business you’re investing in, you’re probably paying too much, says Umberto P. Fedeli.“You take a great company, great quality and great growth, but the value...
By Mark Scott
January 24, 2019
Elements of an effective M&A strategy
John Ensign doesn’t have much downtime. But that comes with the job at MRI Software.Since he joined the real estate software solutions provider in 2010, MRI has made more than 20 acquisitions,...
By Mark Scott
December 19, 2018
Best practices to follow and pitfalls to avoid with your next acquisition
So, you think you know what it takes to buy a business? With the range of available financing options and a red-hot M&A market, there’s a lot to consider. Finance-minded experts and entrepreneurs share their experiences at ASPIRE 2018....
By Jayne Gest
December 6, 2018
Kelsheimer, Ferkovic join forces at Medic Management
A look at the approach Jerry Kelsheimer and Tom Ferkovic used to negotiate the purchase of Medic Management Group, and what’s next for the business....
By Mark Scott
November 30, 2018
TownHall’s Bobby George
Bobby George consults his list of dealmaking principles on a weekly basis – and uses them to inform his decisions. He talks with us about how he evaluates acquisitions to seize opportunity when it strikes....
By Mark Scott
