Morgan & Westfield - Deal Talk

Many of us already have a good idea of what an investment bank is, but how they differ from a business broker or other firms specializing in mergers and acquisitions may not be so clear. How can they help you get the maximum value for your company? What criteria do they use to determine which companies they will actually work with? How does the transaction process work, and how are you—the owner—involved? What are some of the common misconceptions about working with an investment bank? For answers to these and other questions, we turn to Ann Hanna, Managing Director of Schenck M & A Solutions. It’s a conversation you won’t want to miss on this edition of “Deal Talk.”

Restructuring and reorganization are two different things. However, in some cases, if you don’t do the former, you may have to succumb to the latter (reorganization) through bankruptcy. If your business is stagnant, showing little or no signs of growth with no obvious way forward, restructuring may be just what the doctor ordered.  Dan Tamkin is the managing director at Resurgent Ventures, as well as the chief technology officer at Transdev, with a depth of experience as a corporate developer and venture capitalist. Dan returns for his second visit on “Deal Talk.” On this visit, he talks about what restructuring really is and how it can help to revitalize a company looking to heighten its value..

Often times, in the late stages of an acquisition, or even after the acquisition of a company is complete, an issue presents itself that may pose a significant financial risk to the acquiring company. Reps and warranties insurance can act to protect both the buyer and seller in such a situation, but what exactly are reps and warranties, and what information should they include? How is reps and warranties insurance used, and where can you obtain it? To answer those and a host of other questions, Jeff Allen visits Mr. Kirk Sanderson, vice president at Equity Risk Partners in New York, who oversees the firm’s transactional risk practice.

Dealing with debt is something many business owners are faced with even in the best of times, regardless of business or economic cycles, but many continue to tread water without an understanding of the financing that is often available to them. These solutions are intended to free up cash flow and are especially useful when your cash is tied up in long-term loan and lease payments. On this edition of “Deal Talk,” Jeff Allen catches up with Steve Mariani, founder and president of Diamond Financial, to chat about real-world solutions that will help get your cash flowing again, while helping rid your business of unwanted debt.

If you own commercial property of any kind, whether it’s where you operate your business or it’s property you lease to others, this program is for you.  The IRS tax code includes provisions that could save you money--potentially, alot of money. However, many business owners are not aware of these advantages that have actually been part of the tax for years, so we’ve invited Mr. Steve Oppenheim to fill you in on the details. He’s, a CPA and partner at Gettry Marcus in New York. As a member of the firm’s  Real Estate Group, he works with commercial and residential property owners and developers on matters that may impact their businesses.

Why do many M&A transactions fail after the deal? Why do so many deals fail to get done in the first place? It may be because the acquiring company and the business targeted for acquisition aren’t a good fit, either culturally or operationally, or for any number of other reasons. In other words, some businesses simply are not meant to be combined. On the other hand, what is the secret to success for those business acquisitions that do work? Why do some businesses go on to great success after they have been sold? Find out when Jeff Allen visits with business advisor Peter Boni, author of the new book “ALL HANDS ON DECK: Navigating Your Team Through Crises, Getting Your Organization Unstuck, and Emerging Victorious.

The Chief Financial Officer (CFO) is often a very instrumental  member of the sell-side team in any M&A deal offering a level of foresight, insight and overall financial expertise that bookkeepers and accountants cannot match.  But what if you don’t have a CFO on board? If you’re considering selling your business within the next 3 to 5 years, who can you turn to to help you devise and implement a plan to raise your company’s value?  Rob Taylor has some suggestions.  Currently the CFO with Accuform Signs, Mr. Taylor joins Jeff Allen to share his past experience as a CFO who helped prepare sell-side companies for successful M&A transactions.  Selling your company from a CFO’s perspective on this edition of Deal Talk.

Whether your company is in growth mode or you’re positioning your business for sale, you may want to consult the services of an investment banker. For low and mid-market level companies with revenues of $50 million or less, the decision of which bank to use may seem daunting, but not all investment banks are the same. Todd Taskey is an M&A Advisor with Potomac Business Capital. We had a chance to catch up with him to discuss his perspective on the importance of working shoulder-to-shoulder with business owners in order to determine the best ways forward for strategic growth whether through partnerships, joint ventures or acquisition.  

Many business owners associate the subject of “lean” strictly with manufacturers. Today, however, businesses in all industries — including service businesses — can benefit from the implementation of lean principles to eliminate waste in all areas of their operations and increase the value of their companies in the process. On this edition of “Deal Talk,” Jeff Allen speaks with Colin Baird, vice president at Sullivan-Curtis-Monroe in Los Angeles, about what lean is and why business owners need to look seriously at process improvements that can help strengthen their balance sheets while adding value to their organizations.

There’s no substitute for the wisdom of someone who has been through the process of selling their business. You can learn a lot from the experience of someone who has “been there, done that,” like Dan Ness. Dan is now the former owner of a Miracle Method franchise in Northern California — a business he owned for more than 32 years. When he and his wife got into the business, it was just the two of them, but they eventually grew their business into one of the most successful franchises in the country. Find out what Dan went through and what he had to do to get ready to sell, and learn about the overall process in his own words on this special edition of “Deal Talk.”

Are you making plans to grow your business? Are you looking to recapitalize? If you answered “yes” to either of those questions, you may have given at least some passing thought to working with a private equity group. While not every PE firm seeks to gain controlling interest in a company, investors won’t simply hand their money to just anyone. In fact, investors are more cautious and selective than ever when deciding whether to invest in a company. So what are investors looking for? What are their conditions and criteria? Chris Sheeren knows. He is a partner at Huron Capital Partners in Detroit, and he talks with us about what’s important to investors when considering working with a business.

Cybercrime is one the fastest growing threats to businesses, and the risk it poses to valuations can be devastating, because it not only impacts company finances, it can also damage an organization’s reputation. Home Depot and Target are just two examples of how cybercrime can bring large corporations to their virtual knees, resulting in the loss of millions of dollars in the process. Imagine the damage that could be inflicted on your business. However, you and your company can avoid becoming victimized by cybercrime, but it takes vigilance. Join Jeff Allen as he talks with Dan Cotter, attorney and partner at Butler Rubin Saltarelli & Boyd, about cybercrime, what it looks like and steps you can take to prevent it.

Any business owner will tell you that at one point or another they have had an issue with cash flow, and for many business owners, this is a common ongoing problem. The problem can seem insurmountable if your business is not generating revenue. So how can you get your arms around all of it to stop the bleeding and make the necessary changes to get cash flowing again? Mr. Darrell Dorrell is a widely recognized CPA and the principal at Financial Forensics. His work in the area of forensic accounting has resulted in proven systems for cash flow management and daily revenue projections and tracking that you can benefit from immediately, starting today. This is can't-miss “Deal Talk.”

If you own property as part of your business and you’re considering selling your company, you may want to think about using that real estate to help you put off paying any capital gains taxes you may owe. The 1031 Exchange has been around for several years. However, many entrepreneurs are not familiar with the ins and outs of this provision of the IRS tax code. Chris Cali is a business attorney and an expert in commercial real estate matters. On this edition of “Deal Talk,” Mr. Cali explains the 1031 Exchange in detail and clarifies which situations and what kinds of property qualify for the provision. The 1031 Exchange may not eliminate taxes, but it could possibly save you tens of thousands through tax deferrals.

Buying, operating or selling a business is complex enough, but when it comes to franchises, the topic becomes even more confusing. On today’s podcast, Emery Orosz, an industry specialist in the exciting world of franchising, explains to us the basics of franchising and the complex process of reselling or transferring a franchise.

Deciding to pay off your equipment lease before selling your business is primarily a mathematical decision with one unknown variable, the multiple. Let's look at a quick example to illustrate the math.

Selling your business is a big decision and the process can be overwhelming to those who are unfamiliar with the market. Your first step, after deciding to sell your business, should be to hire a business broker to assist you throughout the selling process. In this podcast, Morgan and Westfield President Jacob Orosz will help you understand the basics of the listing contract in all of its various forms.

Morgan & Westfield's clients range from small companies with revenues of less than $100,000 annually to large international companies with revenues up to $50 million. The firm has assisted with the sale and valuation of companies in a wide range of industries, including retail, construction, manufacturing, software, technology, wholesale, and professional services.  

Glass Doctor is the nation’s largest and leading full service glass franchise company.  It has over 200 locations and is ranked among America’s top 500 franchise businesses by Entrepreneur Magazine.  Achieving that level of success and fame is the result of the implementation of the FAB 14 -- 14 points that are all critical to a business’ success -- by every franchisee in the organization.  Mark Liston, President of Glass Doctor and Mike Gai, Vice President of Operations at Glass Doctor talk with Emery and Jacob Orosz about this 14 point system and the ongoing innovation that continues to contribute to the success of the brand and each of its independent franchisees.

There are hundreds of franchise businesses to choose from with thousands of locations across the nation and around the world. Among the many options available to entrepreneurs are franchise “families of brands,” where the different businesses offered seem to complement one another. The Moran Family of Brands is just such an example. Learn how this company has developed a unified culture among the brands it represents and how that results in tremendous added value for its customers, when host Emery Orosz is joined by Ben Reist, qualifications specialist at Moran Family of Brands..