M&A Unplugged

In this episode, Domenic and Aaron Stahl discuss:

• Aaron's journey to becoming an entrepreneur at 22 and growing P3 to the Franchise business it is today.
• How he switched from a solopreneur running his lifestyle business to growing the company through the acquisition.
• The speed bumps that came up during the sale unrelated to price.
• The integration after acquisition.

Key Takeaways:

• Have your vision and strategy before you undertake a potential acquisition.
• Understand the seller's motivations and take care with their legacy.
• Have an intermediary to help in negotiations.
• The time to start planning your integration is the day you start planning your acquisition.
• People are the most important asset you acquire when acquiring a business.

"I would recommend everybody to employ a business broker. That level of insulation that you have between buyer and seller helps keep the warm and fuzzies and the good will intact." — Aaron Stahl About Aaron Stahl: Aaron got his start in cost recovery business in 2004 at the age of 22 when he started P3 Waste Consulting. After helping numerous clients save money on their waste expenses the business grew from there to become what it is today. Aaron is an expert in the waste and recycling industry and has been the CEO/President of P3 since the beginning. Aaron splits time between the Northwest Arkansas office, Greensboro, North Carolina office and New York City. In his spare time, he enjoys flying airplanes and is an instrument rated pilot and certified flight instructor. He also enjoys traveling abroad, hunting, hiking, mountain biking and enjoys surfing whenever possible. He is an avid Arkansas Razorbacks fan and holds a degree in small business/finance from the University of Arkansas. He also is an Eagle Scout. Connect with Aaron Stahl: Website: CostAnalysts.com Email: [email protected] LinkedIn: Aaron Stahl Connect with Domenic Rinaldi: Sun Acquisitions Website: www.sunacquisitions.com M&A Unplugged Website: www.maunplugged.com Email: [email protected] Linkedin: Domenic Rinaldi: https://www.linkedin.com/in/domenicrinaldi/ Sun Acquisitions: https://www.linkedin.com/company/sun-acquisitions-llc/ Facebook: Sun Acquisitions: https://www.facebook.com/sunacquisitions/ M&A Unplugged: https://www.facebook.com/MAUnplugged/ Twitter: @SunAcquisitions https://twitter.com/SunAcquisitions @M_A_Unplugged https://twitter.com/M_A_Unplugged Instagram: @sunacquisitions https://www.instagram.com/sunacquisitions/ @ma_unplugged_podcast https://www.instagram.com/ma_unplugged_podcast/ YouTube: Sun Acquisitions: https://www.youtube.com/channel/UCm6H7kkMD6nnXFuHgqx9Ikg Show notes by Podcastologist: Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Domenic and Paul Lilies discuss:

• What an SBA Loan is and how they differ from a traditional loan.
• Getting your business to show the best cash flow before selling.
• The most important financial statements for the bank and the SBA loan process.
• What buyers should be looking for when considering an M&A transaction.

Key Takeaways:

• SBA loans can make a lot of sense in the right cases.
• Having the right set of advisors who specialize in M&A transactions can really make your transaction more profitable.
• Sellers - make sure your business is ready to go through the scrutiny of the approval and underwriting process.
• Buyers – make sure you are paying attention to your background, do you have experience, do you have the cash infusion, do you have the right team.

"If you're looking to sell, make sure you're preparing and putting in the time, whether that is six months or two years, to get your business ready to sell." — Paul Liles

About Paul Liles: Paul Liles joined CIBC USA in 2012 as Managing Director and SBA Banking Manager. Liles established the CIBC USA SBA program and under his leadership CIBC USA's SBA program has achieved rankings among the top five SBA programs based in Illinois and the top 10% in the nation. Liles' banking career which began at JP Morgan Chase and US Bank prior to joining CIBC USA, spans over 12 years.

Liles worked for six years in talent development and corporate account management at CDW prior to launching his banking career.

Liles received his B.S from Northern Illinois University, holds a NAGGL SBA Advanced Diploma, and has served on the SBA Lending Committee for Accion Chicago since 2015. He lives in Lisle with his wife Courtney and their three daughters Ashlyn, Makena, and Harper.

Connect with Paul Liles:

Facebook: CIBC U.S.

Website: us.cibc.com

Email: [email protected]

Phone: 630-488-3007

Instagram: cibc_us

LinkedIn: CIBC U.S.

Connect with Domenic Rinaldi:

Sun Acquisitions Website: www.sunacquisitions.com

M&A Unplugged Website: www.maunplugged.com

Email: [email protected]

Linkedin:

Domenic Rinaldi: https://www.linkedin.com/in/domenicrinaldi/

Sun Acquisitions: https://www.linkedin.com/company/sun-acquisitions-llc/

Facebook:

Sun Acquisitions: https://www.facebook.com/sunacquisitions/

M&A Unplugged: https://www.facebook.com/MAUnplugged/

Twitter:

@SunAcquisitions https://twitter.com/SunAcquisitions

@M_A_Unplugged https://twitter.com/M_A_Unplugged

Instagram:

@sunacquisitions https://www.instagram.com/sunacquisitions/

@ma_unplugged_podcast https://www.instagram.com/ma_unplugged_podcast/

YouTube:

Sun Acquisitions: https://www.youtube.com/channel/UCm6H7kkMD6nnXFuHgqx9Ikg

Show notes by Podcastologist: Chelsea Taylor-Sturkie

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Domenic and Michael Polzin discuss:

• The leap of faith to start Leeward Business Advisors.
• Focusing on documenting and transactions.
• How Leeward Elite came about and evolved after acquisition.
• The importance of customer service.

Key Takeaways:

• Spend time with the owner of the business.
• Be careful – is the seller the business, or are they running the business.
• There is no perfect business.
• Synergies – make sure all the synergies are there, not just a surface fit.

"One of the most powerful aspects of Leeward Elite is that our customers now have a full, trusted advisor." — Michael Polzin About Michael Polzin: Michael Polzin is passionate about process and efficiency. He took his first major step forward in the IT Industry when he was hired by Allstate Insurance Company. He led several large projects that modernized technology and streamlined the delivery of complex technical services to their various business units. He continued his corporate career growth when he joined Microsoft. As a Microsoft employee, Michael provided served over 130 unique organization, many of which were fortune 500 businesses, and several international clients. His passion for entrepreneurship brought him to the conclusion that he could provide similar services to a widely under-served market, small business. Since founding Leeward Business Advisors, Michael has engaged deeply in many community improvement efforts. He helped launch Start IT which creates IT career pathways for disadvantaged youth. He facilitates technology and entrepreneur experiences for students from 5K through High School. Michael participates in the youth apprenticeship committee for Kenosha Unified Schools, is a board member for Junior Achievement, is an active executive member of Building our Future Kenosha County, and supports Higher Expectations of Racine. Recently Michael lead two teams of middle school girls in the nationwide Cyber Patriot Competition with one team taking first in the state level round. Connect with Michael Polzin: Twitter: @LeewardBA Facebook: Leeward Business Advisors Instagram: @leewardbusinessadvisors LinkedIn: Leeward Business Advisors Phone: 262-358-4116 Website: LeewardBA.com LeewardElite.com Connect with Domenic Rinaldi: Sun Acquisitions Website: www.sunacquisitions.com M&A Unplugged Website: www.maunplugged.com Email: [email protected] Linkedin: Domenic Rinaldi: https://www.linkedin.com/in/domenicrinaldi/ Sun Acquisitions: https://www.linkedin.com/company/sun-acquisitions-llc/ Facebook: Sun Acquisitions: https://www.facebook.com/sunacquisitions/ M&A Unplugged: https://www.facebook.com/MAUnplugged/ Twitter: @SunAcquisitions https://twitter.com/SunAcquisitions @M_A_Unplugged https://twitter.com/M_A_Unplugged Instagram: @sunacquisitions https://www.instagram.com/sunacquisitions/ @ma_unplugged_podcast https://www.instagram.com/ma_unplugged_podcast/ YouTube: Sun Acquisitions: https://www.youtube.com/channel/UCm6H7kkMD6nnXFuHgqx9Ikg Show notes by Podcastologist: Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Domenic and Tad discuss:

• Preparing to sell, even years before you're planning to sell.
• Moving the needle during the preparatory period.
• Q of E from a buy side and a sell side.
• How to approach inventory.

Key Takeaways:

• Do some preparation and you can get an extra ½ or full turn on your business.
• Hire the right advisors and professionals.
• Importance of networking capital in every transaction, testing what's in the balance sheets today.
• Dig deep – both as a buyer and as a seller.

"The more a seller can plan ahead, the better the process will be." — Tad Render About Tad Render: Tad Render is a partner with Miller, Cooper & Co., Ltd. and leads the Firm's Transaction Advisory Services Group. He has over 18 years of experience working with a host of financial and strategic buyers and sellers in a diverse range of industries including manufacturers, distributors, and service companies. His experience includes buy-side and sell-side financial and tax due diligence and general consulting related to mergers and acquisitions. Mr. Render also serves as the Treasurer and Chief Financial Officer of Miller Cooper and its affiliated entities. Connect with Tad Render: Twitter: @MillerCooperCPA Website: MillerCooper.com Email: [email protected] LinkedIn: Miller, Cooper & Co., Ltd. Connect with Domenic Rinaldi: Sun Acquisitions Website: www.sunacquisitions.com M&A Unplugged Website: www.maunplugged.com Email: [email protected] Linkedin: Domenic Rinaldi: https://www.linkedin.com/in/domenicrinaldi/ Sun Acquisitions: https://www.linkedin.com/company/sun-acquisitions-llc/ Facebook: Sun Acquisitions: https://www.facebook.com/sunacquisitions/ M&A Unplugged: https://www.facebook.com/MAUnplugged/ Twitter: @SunAcquisitions https://twitter.com/SunAcquisitions @M_A_Unplugged https://twitter.com/M_A_Unplugged Instagram: @sunacquisitions https://www.instagram.com/sunacquisitions/ @ma_unplugged_podcast https://www.instagram.com/ma_unplugged_podcast/ YouTube: Sun Acquisitions: https://www.youtube.com/channel/UCm6H7kkMD6nnXFuHgqx9Ikg Show notes by Podcastologist: Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Domenic and Steve Kennett discuss:

• Steve's professional journey and his decision to own his own business.
• His acquisition criteria must haves.
• What attracted Steve to Phoenix Industrial Cleaning, Inc.
• Growing after acquisition.

Key Takeaways:

• First take an inventory of yourself, what's important to you, what are you looking for in a transaction.
• Line up the right set of advisors.
• There's no perfect business – every business has blemishes.
• Understand the right time to take the plunge, financially and emotionally.

"Think about where you want to be in 2 years and how you're going to get there." — Steve Kennett About Steve Kennett: Steve Kennett is a 30 year veteran technology sales executive. Connect with Steve Kennett: Facebook: Phoenix Industrial Cleaning Website: PhoenixICI.com Email: [email protected] Connect with Domenic Rinaldi: Sun Acquisitions Website: www.sunacquisitions.com M&A Unplugged Website: www.maunplugged.com Email: [email protected] Linkedin: Domenic Rinaldi: https://www.linkedin.com/in/domenicrinaldi/ Sun Acquisitions: https://www.linkedin.com/company/sun-acquisitions-llc/ Facebook: Sun Acquisitions: https://www.facebook.com/sunacquisitions/ M&A Unplugged: https://www.facebook.com/MAUnplugged/ Twitter: @SunAcquisitions https://twitter.com/SunAcquisitions @M_A_Unplugged https://twitter.com/M_A_Unplugged Instagram: @sunacquisitions https://www.instagram.com/sunacquisitions/ @ma_unplugged_podcast https://www.instagram.com/ma_unplugged_podcast/ YouTube: Sun Acquisitions: https://www.youtube.com/channel/UCm6H7kkMD6nnXFuHgqx9Ikg Show notes by Podcastologist: Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Domenic and Jim Piper discuss:

• The organic growth and diversification of Matot, a fourth generation, woman-owned manufacturing company.
• The process of acquisition with Matot and Kelair.
• The research of and process of interviewing acquisition targets.
• The integration process after acquiring Kelair.

Key Takeaways:

• Research the market. Make sure there is a market there to be made.
• Understand the motivation of the seller – The Sailboat Test.
• Build a relationship with the seller, when a relationship is built, when the parties like and respect each other, the likelihood of getting something done goes way up.
• Ensure your motivations are agreed upon at ownership and executive management level before you begin. Ensure your objectives are the same.

"Having a good team in place, having trusted executive management in place, having owners that trust the process, having bankers that you're comfortable working with ultimately made the deal possible." — Jim Piper About Jim Piper: Jim Piper, Executive Vice President - Jim joined Matot in 2014 as Executive Vice President and is responsible for maximizing the organization's operating performance while achieving its financial goals. Jim has responsibility for the engineering, manufacturing and sales divisions within Matot. In addition, Jim is a member of the executive management team and is leading the long term strategic planning exercises that will guarantee growth and success for the next generation of family owners. Prior to joining Matot, Jim worked in a variety of capacities at several global manufacturing companies in design, engineering, R&D, technical sales, engineering management and executive management roles. He has worked for both U.S. and European based companies in domestic and overseas locations. Jim earned a Bachelor of Science and Master of Science degree in Mechanical Engineering from The Ohio State University. Additionally, he completed advanced studies in Electrical Engineering at Lancaster University in the UK. He currently lives in St. Charles with his family.

Connect with Jim Piper: Website: Matot: matot.com Kelair Dampers: kelairdampers.com LinkedIn: Matot: https://www.linkedin.com/company/matot/ Kelair Dampers: https://www.linkedin.com/company/kelair-products-inc/ Connect with Domenic Rinaldi: Sun Acquisitions Website: www.sunacquisitions.com M&A Unplugged Website: www.maunplugged.com Email: [email protected] Linkedin: Domenic Rinaldi: https://www.linkedin.com/in/domenicrinaldi/ Sun Acquisitions: https://www.linkedin.com/company/sun-acquisitions-llc/ Facebook: Sun Acquisitions: https://www.facebook.com/sunacquisitions/ M&A Unplugged: https://www.facebook.com/MAUnplugged/ Twitter: @SunAcquisitions https://twitter.com/SunAcquisitions @M_A_Unplugged https://twitter.com/M_A_Unplugged Instagram: @sunacquisitions https://www.instagram.com/sunacquisitions/ @ma_unplugged_podcast https://www.instagram.com/ma_unplugged_podcast/ YouTube: Sun Acquisitions: https://www.youtube.com/channel/UCm6H7kkMD6nnXFuHgqx9Ikg Show notes by Podcastologist: Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Domenic and Michael discuss:

• The elements of what makes a great organization.
• The beginning of Mike's first business and the transition to the acquisition.
• The process of the acquisition.
• The business transition and Mike's plans for the future.

Key Takeaways:

• Integration – plan for and be ready for the integration, whether selling or buying.
• As the owner, don't be the business.
• Know the value of your business. Know what drives the value of that business.
• As the owner/acquirer: What are you going to do next? What is your next phase?

"Have a handle on what your business is worth, what makes it worth that much, and what's holding it back from its maximum value." — Michael MacNair

About Michael MacNair: Mike began his travel career in the early 1980's, working for Hilton Hotels, a European tour operator, an international airline, and a major Washington area travel company. In 1989, he and his wife opened MacNair Travel, which now employs about 50 people. Mike has been recognized as an industry spokesperson and transformer. He has appeared on both local and national television and is a frequent speaker on travel logistics, travel management issues, vacations, and the evolution of the travel industry. Mike is the author of The Secrets of Effective Business Travel Procurement, a corporate travel management book.

MacNair Travel Management has saved money and created travel management systems for hundreds of organizations (Presidential Campaigns, PR/Law Firms, Government Contractors, and various Associations). MacNair Travel has provided personal travel services for everyone from CEOs and political leaders to local families and customers.

Mike's passion for travel and unique process has helped change many of his customer's lives. He is married to his partner and lovely wife Ellen with whom he co-founded MacNair Travel Management, has three children, and travels frequently around the world with them. He is a mountaineer, Ironman, and an avid sportsman who is committed to his customers, community and staff.

Connect with Michael MacNair:

Website: MacNairTravel.com

Email: [email protected]

LinkedIn: Mike MacNair

Connect with Domenic Rinaldi:

Sun Acquisitions Website: www.sunacquisitions.com

M&A Unplugged Website: www.maunplugged.com

Email: [email protected]

Linkedin:

Domenic Rinaldi: https://www.linkedin.com/in/domenicrinaldi/

Sun Acquisitions: https://www.linkedin.com/company/sun-acquisitions-llc/

Facebook:

Sun Acquisitions: https://www.facebook.com/sunacquisitions/

M&A Unplugged: https://www.facebook.com/MAUnplugged/

Twitter:

@SunAcquisitions https://twitter.com/SunAcquisitions

@M_A_Unplugged https://twitter.com/M_A_Unplugged

Instagram:

@sunacquisitions https://www.instagram.com/sunacquisitions/

@ma_unplugged_podcast https://www.instagram.com/ma_unplugged_podcast/

YouTube:

Sun Acquisitions: https://www.youtube.com/channel/UCm6H7kkMD6nnXFuHgqx9Ikg

Show notes by Podcastologist: Chelsea Taylor-Sturkie

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

Welcome to M&A Unplugged! If you want to be strategic and maximize the value of your business, whether for sale or acquisition, we are here for you. Domenic has personally been involved with over 300 M&A transactions and, through this podcast, we will be bringing you interviews with buyers, sellers, and advisors regarding scaling, selling, and acquiring businesses. With experience across a broad range of industries nationally, Domenic can bring information regarding all types of transactions to you through this podcast. We promise to deliver content and key learnings in every episode that will help you to maximize the value of your sale or acquisition.

"Being able to predict and see what's going to happen next in a transaction is so critical to being able to get the right expectations with your clients and, ultimately, get a good deal for everybody involved." — Domenic Rinaldi

Connect with Domenic Rinaldi:

Sun Acquisitions Website: www.sunacquisitions.com

M&A Unplugged Website: www.maunplugged.com

Email: [email protected]

Linkedin:

Domenic Rinaldi: https://www.linkedin.com/in/domenicrinaldi/

Sun Acquisitions: https://www.linkedin.com/company/sun-acquisitions-llc/

Facebook:

Sun Acquisitions: https://www.facebook.com/sunacquisitions/

M&A Unplugged: https://www.facebook.com/MAUnplugged/

Twitter:

@SunAcquisitions https://twitter.com/SunAcquisitions

@M_A_Unplugged https://twitter.com/M_A_Unplugged

Instagram:

@sunacquisitions https://www.instagram.com/sunacquisitions/

@ma_unplugged_podcast https://www.instagram.com/ma_unplugged_podcast/

YouTube:

Sun Acquisitions: https://www.youtube.com/channel/UCm6H7kkMD6nnXFuHgqx9Ikg

Show notes by Podcastologist: Chelsea Taylor-Sturkie

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.