Buying - Articles
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
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
