Mergers and acquisitions are heating up – seller beware!


As the office environment slowly recovers, operators who put off selling their businesses are showing renewed interest. Not surprisingly, with the M&A market heating up, some usually dormant business brokers are becoming more visible. Seller beware!

Why the warning?

Why am I warning sellers? The answer is simple. If you read my newsletter on a regular basis, you know my mantra and you know how committed I am to protect the interests of sellers. If you are not dealing with a sell side broker, a business broker who is totally focused on your interests, you are taking a needless risk as you embark on a deal that should be life changing in a very positive way. Selling your business should be among the most important deals in your life. Why take chances with a newcomer or a broker that will be shifting from one side of the table to the other?

When you choose VBB Advisors as your intermediary, you can move forward with confidence for three primary reasons:

1. Experience – I’m a former operator with over 30 years of experience as a business broker. We have supported sellers in more deals than any other business broker in the industry.

Business brokerage is not an ancillary part of what we do. VBB Advisors does one thing only and we do it better than anyone else in the convenience services industry. We represent sellers.

2. Professional certifications – VBB Advisors is the only broker in the refreshment services business that has professional designations related to being a business intermediary. I have invested significant time, resources and effort to attain the the Certified M&A Professional and Certified Business Intermediary designations.

For an operator, this level of professionalism means a thorough and thoughtful valuation of your business and you can count on seeing a proven process in action that has translated to one successful transaction after another.

3. Our commitment to sellers – How comfortable can you be with a business broker who is more focused on making the deal, than making the right deal for you? I am fully invested in making sure that sellers in the convenience services industry receive the best possible price, along with the terms and conditions that satisfies their needs.

Being a sell side broker does not mean that I do not deal with buyers who seek acquisitions. A big part of the job is finding you just the right buyer for your business through our extensive marketing efforts, while not disclosing the identity of your business until the appropriate time – after NDA’s are signed with a well vetted, qualified buyer.

In fact, VBB Advisors is well connected with private equity firms and operators who seek acquisitions. That is part of the VBB Advisors advantage, but those buyers know that once I connect them with a seller, I will be working on the seller’s side of the table exclusively.

Check out our NAMA Video

At the 2022 NAMA Show in Chicago, I was interviewed by Bob Tullio, from Automatic Merchandiser and Vending Market Watch. This short video spells out my commitment to operators who are ready to explore the next exciting chapter in their life.

A few key quotes from the video:

“My interests and seller’s interests are completely aligned.”

“As an intermediary, you can’t serve two masters.”

“I put together a CIM – a confidential information memorandum – a very detailed document that provides everything a buyer needs to see in order to get to a term sheet, after they sign a non-disclosure agreement.”

“We do a detailed financial analysis.”

“Have your financial statements in order – get good financials produced by a CPA.”

“Make sure you have a good team of employees, because that is so important today.”

“Make sure your records are good and that you have contracts whenever possible, because it says to a buyer – this is a professionally run business.”

Our Philosophy at VBB Advisors

“No matter what is going on with the economy or the world, it is time to sell your business if you are ready and we can make the right deal, a deal that makes sense for you, your family and your company.”

Buyers come to me because they know that I serve sellers who have thoroughly and thoughtfully considered their exit strategy with my help. That is the type of seller that you want to be – a seller who has their ducks in order, has taken steps to make their business as attractive as possible and a seller who values their employees enough to make a deal that everyone will feel good about.

Take that critical first step. That is often the toughest one to take.

Order my free 2022 Exit Strategy Planner. At the very least, it will provoke some thought, and this is a good time to think about your future.

Whatever your reasons are to sell your company - the timing, a sense of frustration, the desire to enjoy life or an interest in rewarding yourself for years of hard work – VBB Advisors can help you realize your goals.

I am Mike Kelner, the leading sell side intermediary in the convenience services industry. Let’s sit down and have a conversation. Use this appointment scheduler to set up a meeting with me.

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