Food & Beverage Talk by Morgan & Westfield

Show Summary: This episode focuses on an AI agri-tech startup aimed at helping the produce industry increase profitability and sustainability. David Kat discusses how Neolithics' technology allows for non-destructive testing of fruits and vegetables to assess quality and taste without damaging the produce. The technology aims to align the interests of all players in the food value chain, significantly reducing waste, saving growers, distributors, and consumers money, and ensuring that high-quality produce reaches consumers.

View the complete show notes for this episode.

Want To Learn More?

• Food and Beverage M&A
• Top 5 M&A Value Drivers for Tech & Software Companies
• A Guide to Valuing Tech, Software & Online Businesses

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
• Download Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Jonathan Gardner, a seasoned deal maker with extensive experience in strategic sourcing, discusses the importance of relationships and value-add services in the food and beverage industry. He shares insights from his tenure at Starbucks, Dell, and GM; stresses the significance of leveraging technology, such as AI and machine learning, to enhance procurement processes and improve cost savings; and underscores the importance of making procurement conversations more contextual and strategic.

View the complete show notes for this episode.

Want To Learn More?

• Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business
• M&A University
• Art of the Exit
• Acquired

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
• Download Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Geoff Coltman, Senior VP at Catena Solutions, discusses M&A integration in the food and beverage sector. He emphasizes the importance of understanding the human element and the "why" behind decisions. Geoff highlights the challenges of maintaining regular communication and the need for open communication and partnership with organizations to ensure successful change management. He also discusses the importance of starting with the end goal in mind and ensuring alignment and communication throughout the integration process.

View the complete show notes for this episode.

Want To Learn More?

• M&A University
• Art of the Exit
• Acquired
• M&A Basics: Building a Sellable Business

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
• Download Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions please email them to [email protected].

Show Summary: For this episode, withhold judgment on genetic engineering and listen to this hands-on, honest look at the benefits of GMOs and genetic engineering. Dr. Zack Abbott is a microbiologist and pioneer in the world of genetic engineering with the world's first genetically engineered probiotics. He is on a mission to elevate the conversation about GMOs, diving into how the human microbiome can help build and sustain health and what the future holds for engineered probiotics.

View the complete show notes for this episode.

Want To Learn More?

• Top 5 M&A Value Drivers for Tech & Software Companies
• Do Buyers of Businesses Pay for Potential?

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
• Download Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Rich Kottmeyer, investment banker and food and agriculture turnaround specialist shares his extensive knowledge of M&A activity and growth potential in the food and agriculture industry. This complex industry is experiencing fundamental changes driven by consumer preferences, technological advancements, and global conflicts. This is leading to new avenues for investments, and multiples ranging from 5-30 times EBITDA across different sub-sectors in the food and agriculture markets.

View the complete show notes for this episode.

Want To Learn More?

• Food and Beverage M&A Overview
• The Importance of Preparing for Due Diligence
• Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions by Dr. Dan Ariely (Author)

Additional Resources

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
• Download Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Marc returns to discuss the twists and turns you can expect as an entrepreneur. Early in 2020, Marc was ready to sell his company for a whopping $80 million, but then COVID hit, and the deal died. In this episode, Jacob and Marc discuss the interesting journey he has taken since then, a journey that includes a merger, an acquisition, an oversight with large repercussions, and a brand-new business.

View the complete show notes for this episode.

• M&A Due Diligence | Checklist & Overview
• M&A Closing Process | A Complete Guide
• M&A Non-Compete Agreement | A Complete Guide
• Culture, Cash, and Cannabis: Lessons from a Serial Entrepreneur

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
• Download Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions please email them to [email protected].

View the complete show notes for this episode.

Let's talk spirits in this engaging discussion of all things whiskey. Charlie Rodman, a venture capitalist and whiskey expert, shares his knowledge of the spirits industry, emphasizing the importance of finding the right product for every individual. He discusses the intricacies of whiskey distillation, including grain sourcing and maturation in oak barrels, the future of the industry, the emergence of craft distilleries with innovative new brands, and adapting to evolving consumer preferences.

• About the Industry: The whiskey industry is diverse, with a wide range of flavors and styles to suit different consumer preferences.
• About the Marketplace: Heirloom grains and contract distillation are emerging trends that are shaping the whiskey industry and the rise in craft distilleries.
• About Consumers: The alcohol industry is evolving, with younger consumers exploring alternatives like non-alcoholic options and cannabis-infused products.
• About Opportunities: Breaking into the whiskey market can be challenging due to regulatory hurdles, but there are opportunities for innovative brands to differentiate themselves.

• Food and Beverage M&A Industry Trends
• Food and Beverage M&A
• M&A Basics | Why Do Business Owners Sell Their Business?

Additional Resources:

• Planning to sell your business? Schedule a free consultation today.
• Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
• Purchase your copy now of A Beginner's Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal

• Alcohol and the F&B Industry – A Global Perspective with Alain Barbet
• Cannabis Drinks – The Latest Craze in an Evolving Market with Paulo Sobral
• The Art and Science of Building a Spirits Brand for Acquisition with Guillaume Thomas

View the complete show notes for this episode.

"If you build it, they will come" is an expression that applies to starting a company as well as a baseball field. Thinking about what buyers want and avoiding the pressure to sell in a specific timeframe can help you increase your company's value when the time comes to sell. With 25 years in M&A in the wine and spirits industry, Guillaume Thomas helps sellers understand what buyers look for in a consumer brand. He also shares how he has used these same lessons to start his own company, which has grown out of his four-generation family cognac business.

• Branding: How to build a consumer brand with long-term value and growth potential in mind in the age of social media and influencers.
• Exit Planning: How planning for the eventual sale of a business can impact growth, including what the drivers are behind multiples and how they change specifically in the spirits industry.
• Valuation: The importance of realistic valuations, the impact they have on negotiations, and why it is critical to understand the buyer's motivations.
• Sales and Marketing: Focus on building brand loyalty with customers and end consumers since the reorder rate is a critical metric in consumer goods for strategic buyers.

• Selling a Business: A High-Level Overview
• Business Valuation Basics: 9 Critical Concepts to Understand
• Business Exit Plan & Strategy Checklist | A Complete Guide
• Preparing Financial Statements When Selling a Business

Additional Resources:

• Planning to sell your business? Schedule a free consultation today.
• Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
• Purchase your copy now of A Beginner's Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal

• You'll Never Get Pricing Right, But How Can You Get Better with Mark Stiving
• The Emotional Rollercoaster of Buying or Selling a Business with Drew Bisping
• Financial Due Diligence – Why It's Important to Prepare for the Sale of Your Company with Patrick O'Connell
• Top Criteria a Corporate Acquirer Looks for in an F&B Company with Ben Cosgrove

View the complete show notes for this episode.

• M&A Evolution: Learn about the M&A transactions that resulted in the formation, growth, sale, and reformation of two multi-million dollar companies.
• ASME Certification: Insights into the challenges involved in working with international suppliers and the importance of confirming valid certification.
• Cannabis Industry: An overview of the layers of the cannabis industry and its evolution, from manufacturing through to consumer sales.
• Corporate Culture: How the culture of a company can be organically grown and fostered through the hiring process to bring passion to the workplace.

• Crossroads: Deciding to Sell Your Business vs. Doubling Down
• Why do Companies Acquire Other Businesses?
• Business Valuation: A List of Factors to Consider

Additional Resources:

• Planning to sell your business? Schedule a free consultation today.
• Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
• Purchase your copy now of A Beginner's Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal

• Cannabis M&A – The Highs and Lows of an Emerging Market with Charles Alovisetti
• A Buyer's Perspective — Why the Human Side is More Important Than Money in M&A Transactions with Austin King
• How Your Employees Can Impact the Value of Your Business with Marco Robert
• Everything You Want To Know About the Cannabis Industry with Nick Brandis
• Cannabis Drinks – The Latest Craze in an Evolving Market with Paulo Sobral

View the complete show notes for this episode.

What you'll learn:

• F&B Oversight: An overview of the key regulatory agencies involved in food and beverage manufacturing and how to ensure compliance, including FDA, USDA, FTC, and state-level requirements.
• Innovation: How new drugs and technologies are impacting consumer preferences and forcing industry innovation.
• Due Diligence: Common legal issues that arise in food and beverage M&A transactions and how to address them through proper due diligence.
• Preparation: Best practices for compliance programs and how following a Plan-Do-Check-Act cycle meets regulatory objectives and helps prepare your company for sale.

Want More? Related Resources:

• Food and Beverage Industry Trends
• Food Industry Statistics and M&A: Food Industry Trends that can Affect M&A Activity
• How To Maintain Confidentiality When Selling Your Business
• Tips on Preparing Your Business for Sale

Additional Resources:

• Planning to sell your business? Schedule a free consultation today.
• Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
• Purchase your copy now of A Beginner's Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal

Listen to Other Episodes:

• Complexities of Managing the F&B Supply Chain with Eran Mizrahi
• An Inside Look at What a Middle-Market F&B Buyer Looks For with Malcolm Peace
• The Art & Science of Selling a Mid-Sized Business with Jonathan Brabrand