In every industry, including convenience services, leaders emerge. Leading operators land the big accounts. Leading suppliers own the equipment landscape. When it comes to M&A, Mike Kelner of VBB Advisors is the leading business broker – a sell side intermediary – part of just about every major deal. An article published last month addressed six reasons why our proven approach sets us apart.
As the industry leader in M&A, there is a sense of obligation – a responsibility to maintain the highest standards of excellence and professionalism. At VBB Advisors, we take that role seriously. Sellers cannot afford to make the wrong choice when they select an M&A advisor to help facilitate what is typically the biggest, most impactful and the most important deal of their lives.
At least six reasons
What is it that sets us apart from newcomers in the convenience services M&A space? In that Vending Today article published last month, we addressed the six reasons why our proven approach sets us apart. It was an opportunity to be specific about the competitive advantage operators enjoy with VBB Advisors and the reason why serious sellers come to us when it is time to capitalize on years of hard work.
The Vending Today article addressed six reasons why our proven approach sets us apart. As I noted in the article, “Ultimately, these defining characteristics of our approach are all related to one key factor — we represent sellers exclusively. We do not work both sides of the table.”
Here are the six reasons why VBB Advisors is the right choice for operators.
1. Experience
Asa former operator, I have been on both sides of the M&A table. In my 40 years in the industry, acting as a sell-side intermediary, I have successfully facilitated around 200 deals, including some of the largest business sales in the convenience services industry.
2. Connections
I have the long-time buyers, the well-known players on speed dial. At the same time, the new breed of buyers, including private equity groups and the more recent, acquisition-hungry operators, come to me looking for deals, because they know I represent sellers who have their 'ducks in order,' which eliminates uncertainty for them, allowing them to bid confidently.
3. Technology
As I wrote in my February 2022 newsletter, “I cannot stress enough the importance of proper business valuation. The selling price of your company isn’t something that should be written on a cocktail napkin and passed across the table. At VBB Advisors, we use two sets of powerful financial software to prepare your business valuation. This high caliber software is used by private equity firms to generate valuation based on cash flow, assets and market multiples. Only then, after running your numbers through our software, do we use industry data on deals made in the past 24 months. Valuation isn’t determined by a hunch. It is determined by a professional and proven process.”
4. Preparation: The VBB Exit Advantage
The VBB Exit Advantage is a customized approach that emerged in 2022, created for a couple of very smart operators who recognized that if you want to maximize the selling price of your business, you need to take a deliberate and thoughtful approach to your exit plan. It worked so well, we decided to make it the standard approach for any operator who wants to take the most professional route and ultimately experience a business sale that will exceed expectations.
Operators who choose the VBB Exit Advantage do so with the understanding that you don’t sell your business with the flip of a switch. Our approach involves months of planning and careful analysis. It starts with a professional valuation to establish a baseline.
5. Marketing
While it is tempting for a business broker to deliver the “obvious buyer” for your business, it is important to understand that the obvious buyer is often not the “optimal buyer.”
VBB Advisors has a process that will confidentially market your company to numerous possible buyers, including operators, private equity firms, entrepreneurs outside the industry — even bottling companies. Competition is a good thing, and it will translate to a higher selling price and getting the terms and conditions of a deal that are in line with your wishes.
Check out my article on marketing your business, scheduled for later this month in Vending Market Watch.
6. The details: You need an advocate
When it comes down to the details — real estate, protecting key employees and a long checklist of key terms and conditions — VBB Advisors will be there working for you, working only on your side of the table, to get you the deal that will leave you feeling comfortable and confident.
There is a 7th reason as well that is important to note…
7. We are focused solely on M&A.
Unlike our competition, M&A is not a side gig to go along with their SEO optimization, digital marketing program, HR services, training, technology evaluation and general consulting.
We do some consulting too, but our consulting efforts are laser focused on four objectives that are critically important to operators.
• To position your company for sale.
• To maximize the selling price of your business.
• To generate multiple offers.
• To get you – the operator – the best deal of your life.
Take that critical first step. That is often the toughest one to take.
Order my free 2025 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.
Or – give me a call at 704-942-4621
