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Buying - Articles

March 22, 2019

M&A due dilligence: 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

November 30, 2018

Learn from your mistakes

Growing your business through acquisition is a highly complex process. One misstep can cost you everything. Our team recently managed through a significant oversight that almost forced us to shut down operations....

By Aaron Grossman

November 21, 2018

Strategic acquisitions can jumpstart your product development

President and CEO Dave Ciesinski talks about how Lancaster Colony uses M&A as a component of development and innovation....

By Jayne Gest

November 16, 2018

Lou Schneeberger's advice to first-time buyers

The master dealmaker talks about the best approach to beginning a deal negotiation and key items that experienced dealmakers know to check off their list when making a transaction....

By Mark Scott

November 16, 2018

Reading people is critical to acquisitions

Greg Skoda examines the risk of not fully exploring the wants and needs of the seller when pursuing an acquisition....

By Mark Scott

November 2, 2018

Carveout transactions

Scott Becker has been involved with his fair share of acquisitions. And while all come with a level of complexity, a carveout can be the most challenging....

By Scott Becker

October 5, 2018

The unwritten rules of M&A

Retired RPM President Jim Karman shares the “unwritten rules” that defined the acquisition negotiation and preparation strategy he used for his family-owned furniture manufacturer....

By Jim Karman

August 28, 2018

The whys and hows of buying a business

When growing through acquisition, it’s imperative that the acquisition is the right company at the right price with the right integration strategy. That way you can make sure the company strengthens your existing business and accelerates your business goals....

By Jayne Gest

August 10, 2018

SCA has its eye on $300M

Christopher Valerian talks about Sweeping Corp. of America's acquisition strategy and the key steps his team followed to execute on aggressive growth goals....

By Mark Scott

August 10, 2018

Michael Siegal: How I approach acquisition targets

The Olympic Steel CEO talks about being a chameleon, assessing culture and spending your time well....

By Mark Scott

June 22, 2018

On the green

Master dealmaker Monte Ahuja talks about his plans to remake his newly acquired golf properties and the role golf has played in his success as a dealmaker....

By Mark Scott

June 22, 2018

How captive insurance can add value to your deal

Kelly Price about the challenges that business owners face when it comes to negotiating a deal, how captive programs can fit into the mix and what can happen when you sell to a buyer that hasn’t done the proper due diligence....

By Mark Scott

June 8, 2018

Behind the scenes of the Fairmount-Unimin merger

CEO Jennifer Deckard discusses the relationship of the two companies, the factors that finally enabled them to merge and the powerful role that external M&A advisers played....

By Mark Scott

June 1, 2018

Ganley Auto Group’s Ken Ganley

Ken Ganley talks about the value that experience can bring to dealmaking and his fondness for taking on challenges when making an acquisition....

By Mark Scott

May 17, 2018

Target identification

In the follow-up to his popular first column on how culture shapes his M&A strategy, Alliance Solutions Group founder Aaron Grossman explains how he takes the guesswork out of acquisitions by painstakingly finding the right acquisitions prospects...

By Aaron Grossman

April 20, 2018

Howard W. “Hoby” Hanna IV

Howard W. “Hoby” Hanna IV talks about negotiating deals with a key competitor, the value of developing an M&A formula and sticking to it, and how he responds to market pressure to keep pursuing more acquisitions....

By Mark Scott

April 20, 2018

ShurTech Brands’ John Kahl

ShurTech Brands CEO John Kahl talks about the importance of listening and the effort it takes to zero in on the right company to acquire....

By Mark Scott

April 6, 2018

Compass Self Storage’s Todd Amsdell

Todd Amsdell has relied largely on “good old-fashioned hard work and reputation” to build Amsdell Cos. into one of the premier operators of self-storage centers in the country. We spoke with Amsdell about his company’s unique approach to dealmaking....

By Mark Scott

March 29, 2018

Meritech’s Mary Ann Bednar

Fresh off the acquisition of a competitor, Meritech's Mary Ann Bednar and Ken Vanden Haute talk about the importance of patience in dealmaking and the value of securing market share in a competitive business environment....

By Mark Scott

March 23, 2018

Jay Lucarelli: Don’t take on debt if you’re not ready

Jay Lucarelli talks about factors that must be considered when exploring a potential deal, why buying more space now will save you a lot of stress later and more lessons learned from his father....

By Mark Scott

March 2, 2018

How I find great deals

Scott Becker often buys businesses that aren't for sale. The key in initiating these discussions with owners is the opportunity it provides to spell out the strategic benefits available through the business combination....

By Scott Becker

February 23, 2018

Millcraft's Travis Mlakar

Travis Mlakar, who has led seven acquisitions to expand Millcraft, talks about getting people involved in acquisitions and leveraging their input to shape the success of a deal....

By Brooke Bilyj

February 16, 2018

Loan Protector's Dennis Swit

Dennis Swit missed out the first two times his employer was up for sale. He wasn’t going to miss the third time. He talks about the challenges he faced buying the company and how he positioned the company to succeed under his ownership....

By Mark Scott

February 2, 2018

How culture shapes our M&A strategy

Aaron Grossman shares how he focused on the culture he wants for Alliance Solutions Group, before finding companies to buy....

By Aaron Grossman

January 26, 2018

David vs Goliaths

When you compete with the likes of Eaton and Parker Hannifin, you better have a good growth strategy. David Carr, president of fittings manufacturer Brennan Industries, makes M&A a core part of his plan, like last November’s acquisition of Versa Fittings....

By Mark Scott

January 19, 2018

ASW Global’s André Thornton

ASW Global CEO André Thornton speaks about how he lays the groundwork for acquisitions and then takes steps to ensure there is a fit before closing any deal....

By Mark Scott

January 12, 2018

Ready to pop

We take a deeper look at how Paul Smucker Wagstaff used his experience at The J.M. Smucker Co. to guide his approach to dealmaking and what it all means for the continued growth of Eagle Foods....

By Mark Scott

January 12, 2018

Chris Adams: How to create a great M&A team

Park Place President Chris Adams shares the details of creating an M&A team and how it has helped drive the company’s push to continue growing....

By Mark Scott

January 5, 2018

Cohen & Co. fills a void

A look at how Cohen's acquisition of Arthur Bell brings the firm closer to being a $100 million business, strengthens its position in the fund manager market and opens the door to future growth in the space....

By Mark Scott

December 15, 2017

Stark seeks $4 billion portfolio

We take a deeper look at Stark Enterprises’ growth strategy and the thoughtful approach the company takes to acquiring new properties....

By Mark Scott

December 8, 2017

MRI: New tech growth star

How Patrick Ghilani crafted his plan to complete five rapid-fire deals to solidify MRI Software’s position as a leader in real estate technology....

By Mark Scott

December 8, 2017

Greg Muzzillo: Time makes sellers realistic

The Proforma founder shares his experience negotiating with sellers and the risk of veering away from your area of expertise in business....

By Mark Scott

November 30, 2017

1 team, 6 deals, 12 months

An in-depth look at how Park Place Technologies' Chris Adams provided his M&A SWAT team with the tools it needed to complete six acquisitions in 12 months....

By Mark Scott

November 22, 2017

Aaron Grossman: Study the data and match the core values

Aaron Grossman talks about how he looks at acquisition targets and why you can't neglect your core business....

By Mark Scott

November 22, 2017

Small deal, big impact

Our M&A journey began with a relatively small, but challenging acquisition that involved convincing a widow to sell her business to Chromaflo....

By Scott Becker

November 17, 2017

Ken Ganley drives toward $2 billion

An inside look at how Ken Ganley finally bought Central Cadillac, an extraordinary dealership he had sought for years....

By Mark Scott

November 17, 2017

Rick Buoncore on buying MAI and having a vision

The MAI Capital Management Managing Partner talks about his experience buying MAI, his vision for the deal and why the Wealth Partners investment makes sense for his firm....

By Mark Scott

November 3, 2017

Hyland’s game-changing deal

It was the largest acquisition Hyland Software Inc. has ever made — by far, says President and CEO Bill Priemer. The deal to buy Perceptive Software and bring a key competitor under the same roof after more than two decades of battling for business is a game changer for Hyland....

By Mark Scott

November 3, 2017

Ed Crawford's 3 keys to success

A major part of ParkOhio's growth can be attributed to an eye-popping 86 acquisitions. We sat down with CEO Ed Crawford to talk about three keys to his dealmaking success....

By Mark Scott