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Surviving	And	Thriving		
In	a	Consolida+ng	World	
Presented	by		
Tom	Marx		
	
August	6,	2014
Tom	Marx	
•  30+	years	in	the	a6ermarket		
•  12+	years	in	M&A	
•  Segments,	channels	and	products	
•  AcAve	industry	memb...
3
Get	Engaged!	
4
4
M&A	Survival	Summary	
5
M&A	scenarios	
What	to	expect	
How	to	survive…and	thrive
M&A	Scenarios	
6
Sell	Company	
Divest	a	
Business	Unit	
Acquire	 Merge	
Ownership	
Events	
The	role	of	
Private	Equity	
(P...
Sell	or	Divest		
•  Exit	strategy:	planned	or	not	
•  ReArement	and	no	bullpen	
•  Accident,	illness	or	worse	
•  Financia...
Acquire	
Grow	or	fade	away	
•  Strategic	acquisiAons		
–  Territory	
–  Market	share	
–  Economies	of	scale	
–  Gain	new	c...
Merge	
Mergers	are	propelled	by	many	of	
the	same	reasons	as	acquisi+ons	
•  Shared	ownership/equity	rather	than	
straight...
Strengths	or	weaknesses		
of	the	par+es	defines	if		
merger	or	acquisi+on	
10
Ownership	Events	
Succession	planning	gone	right		
•  Next	generaAon	moves	into	leadership	
•  Seamless	
•  All	on	the	sam...
Ownership	Events	
Succession	planning	gone	wrong	
•  Current	generaAon	won’t	let	go	
•  Illness	or	unexpected	death	
•  Fr...
Role	of	Private	Equity	
PE	firms	drive	consolida+on	
•  Provide	funds/experAse	needed	to	grow	the	business	
•  Larger	mulAp...
You	and	The	Change	
Have	you	experienced	these	scenarios?	
•  Sell	
•  Acquire	
•  Merge	
•  Private	equity	
•  Ownership	...
You	and	The	Change	
What	to	expect	
•  Survival	
•  OrganizaAonal	consolidaAon	and	adjustments	
•  Your	value	to	surviving...
You	and	The	Change	
The	inner	sanctum	
•  What	does	this	mean?	
•  How	do	I	get	there?	
•  How	will	I	know?	
•  How	do	I	r...
You	and	The	Change	
Will	I	thrive?	
•  Stay	posiAve	
•  Find	ways	to	drive	collaboraAon	
•  Show	objecAvity	
•  Be	focused...
Your	Company	is	Selling	
•  Be	meAculous	with	preparing	company	for	transiAon	
•  Keeping	it	quiet—the	true	meaning	of	an	...
Your	Company	is	Buying	
•  Devil	is	in	the	details	
•  IntegraAon	spells	success	vs.	failure	
•  Planning	is	important	–	e...
You’re	Selling/Merging	
•  CreaAng	financial	gain	
•  Efficiency	is	key	
•  Keeping	different	customers	happy	
•  Opportunity	...
You’re	Selling/Merging	
•  The	foundaAon	for	successful	M&A	
•  Make	sure	that	the	whole	is	more	valuable	than	the	sum	of	...
Always	Be	Your	Best	
•  Team	builder	
•  Accountable	
•  Decision	maker	
•  Redesign	or	refine	the	company’s	culture	
22
Manage	Your	People	
•  Retain	the	best	people	
•  Keep	your	team	informed	
•  Maintain/increase	producAvity		
•  Handle	is...
Success	is	OUen	Up	to	You	
•  Demonstrate	leadership	
•  Listen	to	points	of	view	
•  Find	soluAons		
•  No	room	for	egos	...
Shape	the	Future	
•  Grow	the	business	
•  Build	the	brand	
•  Clarify	Value	ProposiAon	
•  Focus	on	sales	
•  Target	mark...
Q&A?	
•  Where	are	you	in	the	process?	
•  What	else	are	you	curious	about?	
•  What	are	you	afraid	about?	
•  What	holds	...
THANK	YOU!	
27
Visit	our	website	for	arAcles,	resources	and	to	sign	up	to	our	E-newsleRer	
The	Advantage.		
www.marxgroupa...
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Northwood University 2014

  1. 1. Surviving And Thriving In a Consolida+ng World Presented by Tom Marx August 6, 2014
  2. 2. Tom Marx •  30+ years in the a6ermarket •  12+ years in M&A •  Segments, channels and products •  AcAve industry member 2
  3. 3. 3
  4. 4. Get Engaged! 4 4
  5. 5. M&A Survival Summary 5 M&A scenarios What to expect How to survive…and thrive
  6. 6. M&A Scenarios 6 Sell Company Divest a Business Unit Acquire Merge Ownership Events The role of Private Equity (PE)
  7. 7. Sell or Divest •  Exit strategy: planned or not •  ReArement and no bullpen •  Accident, illness or worse •  Financial challenges •  Disagreements between partners or family members •  An approach to corporate restructuring •  Get rid of an underperforming asset •  Capitalize on beRer performing assets •  An offer that cannot be refused •  Freedom – It isn’t fun anymore! 7
  8. 8. Acquire Grow or fade away •  Strategic acquisiAons –  Territory –  Market share –  Economies of scale –  Gain new customers, suppliers, management, technology –  Take out the low price leader 8 A A A B B B
  9. 9. Merge Mergers are propelled by many of the same reasons as acquisi+ons •  Shared ownership/equity rather than straight buy-out •  Power and value of the enAAes allow for controlled equity, joint power to make decisions and sharing of responsibiliAes 9 A B C
  10. 10. Strengths or weaknesses of the par+es defines if merger or acquisi+on 10
  11. 11. Ownership Events Succession planning gone right •  Next generaAon moves into leadership •  Seamless •  All on the same page •  Plan successfully executed with minimum of drama 11
  12. 12. Ownership Events Succession planning gone wrong •  Current generaAon won’t let go •  Illness or unexpected death •  FricAon builds, frustraAon grows and finally outside therapy comes to rescue •  Drama creates ri6s, slows growth, creates risk •  Plan isn’t executed 12
  13. 13. Role of Private Equity PE firms drive consolida+on •  Provide funds/experAse needed to grow the business •  Larger mulAples moAvate sale •  Support succession planning •  Buy out certain family members •  Some acquisiAons are 100% and some can be parAal cash-out and as moAvaAon to stay •  The ulAmate exit strategy •  Result: You now are accountable to someone else 13
  14. 14. You and The Change Have you experienced these scenarios? •  Sell •  Acquire •  Merge •  Private equity •  Ownership event 14
  15. 15. You and The Change What to expect •  Survival •  OrganizaAonal consolidaAon and adjustments •  Your value to surviving enAty •  Leadership 15
  16. 16. You and The Change The inner sanctum •  What does this mean? •  How do I get there? •  How will I know? •  How do I react when surprises happen? 16
  17. 17. You and The Change Will I thrive? •  Stay posiAve •  Find ways to drive collaboraAon •  Show objecAvity •  Be focused •  Know when to hold ‘em and when to fold ‘em •  And through all this, get your day job done 17
  18. 18. Your Company is Selling •  Be meAculous with preparing company for transiAon •  Keeping it quiet—the true meaning of an NDA •  Where do I go to release the tension? •  The ulAmate sign of maturity •  Do I jump ship? 18 SINCERITY TRUST
  19. 19. Your Company is Buying •  Devil is in the details •  IntegraAon spells success vs. failure •  Planning is important – execuAon is everything •  Build a diverse team •  Opportunity knocks 19
  20. 20. You’re Selling/Merging •  CreaAng financial gain •  Efficiency is key •  Keeping different customers happy •  Opportunity knocks •  Do I jump ship? 20
  21. 21. You’re Selling/Merging •  The foundaAon for successful M&A •  Make sure that the whole is more valuable than the sum of the parts •  No room for duplicate expenses •  Expect many changes •  Keep focus on the metrics required by board, bank or PE firm 21
  22. 22. Always Be Your Best •  Team builder •  Accountable •  Decision maker •  Redesign or refine the company’s culture 22
  23. 23. Manage Your People •  Retain the best people •  Keep your team informed •  Maintain/increase producAvity •  Handle issues before panic sets in 23
  24. 24. Success is OUen Up to You •  Demonstrate leadership •  Listen to points of view •  Find soluAons •  No room for egos •  Build the team 24
  25. 25. Shape the Future •  Grow the business •  Build the brand •  Clarify Value ProposiAon •  Focus on sales •  Target markeAng •  Streamline operaAons •  Understand the finances 25
  26. 26. Q&A? •  Where are you in the process? •  What else are you curious about? •  What are you afraid about? •  What holds you back? 26
  27. 27. THANK YOU! 27 Visit our website for arAcles, resources and to sign up to our E-newsleRer The Advantage. www.marxgroupadvisors.com Contact me if you would like a copy of this presentaAon or further informaAon on buying or selling. TOM MARX 415.453.0844 ext. 106 tmarx@marxgroupadvisors.com

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