Benchmark International is pleased to announce the transaction between engineering and construction firms Circum and EA-RS Fire Engineering.

Circum designs, supplies, installs, commissions and maintains active fire protection systems including wet and dry sprinklers, wet and dry risers, hose reels, and gas and mist suppression systems.

EA-RS Fire Engineering provides a turnkey solution for clients’ fire safety and regulatory requirements. It is one of only five UK fire systems providers with the various accreditations to supply mechanical and electrical packages in one single client order.

This transaction is of a strategic nature, allowing EA-RS Fire Engineering to expand its current service offering and grow inorganically.

Benchmark International has advised on the transaction between bespoke software provider, Richlyn Systems, and Sheffield-based Pennine Holdings.

Established in 1983, Richlyn Systems is a specialist software and web developer, providing industry tailored software development, standalone software packages and contractual software maintenance to a diverse range of niche B2B clients in industries such as commercial property, health, manufacturing and distribution.

Pennine Holdings focuses on acquiring and developing IT related businesses with a view to creating synergies and improving performance.

Benchmark International has facilitated the transaction of BobCAD CAM, Inc. to Harris Computer Corporation.

BobCAD-CAM, Inc. based in Clearwater, FL, is a leader in CNC programming software for milling, turning, routing, and wire EDM. It combines CAD (computer-aided-design) and CAM (computer-aided-manufacture) functionality into a single interface. Through its proprietary software, the company provides manufacturers a powerful and easy to use CNC (computer numerical control) programming software.

Larry Pendleton, CEO of BobCAD Cam, Inc. commented regarding the transaction, “We are excited to enter this new phase of our company’s growth. We’re especially thankful to the entire Benchmark International team that supported us in the process. As our M&A advisors, they were extremely knowledgeable, thorough and professional during the entire transaction. The Benchmark International team helped us secure multiple offers from strategic, financial, domestic and international buyers, and we couldn’t have gotten this transaction done without them."

Harris Computer Corporation provides mission critical software solutions for utilities, healthcare, local governments, public safety, and schools throughout the U.S. and Canada. Harris has offices throughout North America. Harris is a wholly owned subsidiary of Constellation Software, Inc. CSI is a publicly traded company on the Toronto Stock Exchange. Trading symbol CSU.

This acquisition represents a tremendous opportunity for both businesses and their teams to strategically accelerate the rate of profitable growth.

Benchmark International's Transaction Director, Leo Vanderschuur commented, "It was a pleasure to represent BobCAD CAM in this transaction. Throughout the process, Larry and his team were exceptionally responsive, diligent, and professional. This acquisition represents a tremendous opportunity for both businesses and their teams to strategically accelerate the rate of profitable growth. On behalf of the numerous Benchmark International personnel that worked on this opportunity, we congratulate both teams on reaching this goal."

Jordan HR is a niche human resources firm that specialises in the recruitment of medical practitioners, with a keen focus on Locum Pharmacists.

Benchmark International’s South African office has experienced a sharp increase in deal flow and activity. The company reports having received 51% more non-disclosure agreements from interested parties and a 71% increase in the number of offers received for client businesses than in the corresponding period last year.

The volume of transactions concluded by Benchmark’s South African office confirms the positive trend identified in the recently published Intralinks Deal Flow Predictor, which relies on early-stage transaction forecasts compiled from data on M&A due diligence activity in virtual data rooms. The predictive models for the second half of 2019 suggested an increase in the number of deals to be announced in the order of 5% for the EMEA region.

Benchmark International—demonstrating this trend—is pleased to have facilitated the following transactions in recent weeks:

1. The investment by way of share subscription in Shift South (Pty) Ltd, trading as SweepSouth, by MIH Holdings, trading as Naspers Foundry
   
   
2. The sale of a majority interest in Counterpoint Trading 439 (Pty) Ltd to Shave and Gibson Packaging (Pty) Ltd
   
   
3. The merger of two undisclosed prominent e-commerce companies
   
   
4. The disposal of Groupline Projects (Pty) Ltd by Wonderstone Ltd who are in turn owned by the JSE listed group Assore Ltd to Mokoena Holdings (Pty) Ltd
   
   
5. The sale of Muffin Mate Coastal (Pty) Ltd to Ekuzeni Supplies (Pty) Ltd
   
   
6. The sale of Jordan Human Resources to Vinton Holdings (Pty) Ltd
   
   
7. The sale of an undisclosed mining equipment manufacturer to an undisclosed Canadian equipment supplier
   
   
8. The acquisition of Ciba Packaging (Pty) Ltd’s non-core flexible food assets by Lampac CC, trading as Packaging World
   
   
9. The sale of Nology (Pty) Ltd and Nology Distribution (Pty) Ltd to a multinational technology holding company

Commenting on the transactions, Andre Bresler, Managing Partner at Benchmark International’s South African office, remarked, “The range of transactions is a testament to the maturing M&A landscape in South Africa as well as the depth of the Benchmark team as these nine deals represent a very broad spectrum of M&A activity—from a capital raise to a merger and both partial and full disposals. There are private equity and trade-buyer deals, cross-border and domestic transactions, an acquisition, and even the disposal of a non-core asset of a listed entity. It’s certainly an exciting time for M&A in South Africa with no significant slow-down expected; we anticipate a number of additional transactions to finalize in the last quarter too.”

Four Colour Imports, LTD (“Four Colour”) of Louisville, KY has been acquired by Vivos Corp of Manassas, VA.  Four Colour is a non-traditional printing and sales service provider specializing in book and catalog print. The company uses advanced technology to supply its clients with the highest quality pre-press, printing and book binding services.

Benchmark International is pleased to announce the transaction between Yorkshire-based Group Management Electrical Surveys (GMES) and Nottingham-based Phenna Group.

Established in 1990, GMES provides specialist electrical services to international blue-chip clients. It concentrates on delivering independent electrical inspection and testing services in line with BS7671 and IET Guidance Note 3 for all types of new build electrical installations, in addition to thermal imaging surveys and electrical installation condition reports.

Phenna is a group of specialist businesses focused on the testing, inspection, certification, and compliance (TICC) sector. Its aim is to build a global portfolio of independent TICC businesses, with GMES representing Phenna Group’s fifth acquisition since its formation less than 12 months ago.

Steve Cressey, Managing Director of GMES will continue in his current role, alongside the company’s very experienced management team and highly skilled workforce.

Benchmark International is pleased to announce the transaction between online supplier of catering equipment, RG Distributors (trading as eCatering), and private investor, Headway Point.

eCatering is an online supplier of commercial and domestic catering equipment such as refrigerators and cooking and food preparation equipment to restaurants, cafes and hospitals, as well as to end-users. It is also involved in the secondary supply of UV sterilisers directly to hairdressers, tattoo artists and dog groomers. Operations are conducted from offices in Cumbria with 40,000 sq ft of warehousing facilities in Kendal and Manchester.

Headway Point is led by Duncan Evershed, a private investor.

On behalf of everyone at Benchmark International, we would like to wish both parties every success for the future.

Benchmark International has advised on the transaction between remediation specialist, Ecologia, and environmental and engineering services specialist, RSK.

Founded in 2000, Ecologia provides services in the area of contaminated land consultancy, site investigation and remediation, and specialised support for environmental claims. With headquarters in Sittingbourne and further sites in Stafford, Devon and Bologna, Ecologia employs a workforce of 45.

RSK is an integrated environmental, engineering and technical services consultancy, which has 36 international offices, more than 2,700 employees and an annual turnover of £200m. It is currently investing in the development of new businesses, bolt-on complementary businesses, equipment and capabilities to increase its services and expand internationally.

With Ecologia previously supporting RSK on projects, most recently in Africa and the Dominican Republic, joining forces will enable RSK to strengthen its internal site remediation resources and equipment, grow its remediation capability and expand into new markets. As well, with Ecologia’s base in Italy and extensive international experience, the company also strengthens RSK’s international expansion across Europe.

Ecologia will join RSK’s contracting division under the direction of RSK Divisional Director Claire Knighton but will continue to be led by current Managing Director Giacomo Maini.

Benchmark International is pleased to announce the transaction between Kent-based Maitland Medical and London-based The Doctors Clinic Group (DCG).

Established in 1995, Maitland Medical is an occupational health advisory/consultancy, supporting businesses with recruitment, the promotion of wellbeing at work and absence management. It has a strong team of occupational health specialists delivering tailored, high quality clinical advice and support for corporate clients, SMEs, schools and academies.

DCG provides a comprehensive range of affordable GP services, including consultations, health screens, blood tests, diagnostics and some common secondary care pathways, from 15 locations throughout London. It provides affordable and easy access for individuals, corporates and insurers to private GPs.

The acquisition is part of a strategy to become a national healthcare services platform in the UK, allowing both companies to extend their geographical reach and allow DCG to offer additional services such as absence management and ‘fitness for task’ medicals.

Benchmark International Represented Provenance Consulting and Its Owners in the Sale of the Company’s Assets to Trinity Consultants. Provenance Consulting is headquartered in Borger, Texas with an additional location in Houston, Texas.

Provenance Consulting utilizes innovation and technology to provide information management systems to track, monitor, verify, and sustain data that personnel use in the operation of oil, gas, chemical plants, and facilities. They specialize in process safety management, software implementation, and custom software development. They not only implement and maintain information systems and processes, but they also build the foundation of these systems to ensure the data utilized is accurate. We appreciate the value a sustainable system brings and ensure the maintainability of every system for
the long haul.

Founded in 1974, Trinity Consultants is an environmental consulting company that specializes in industrial air quality issues. With offices located nationwide, in China and in the Middle East, they help organizations comply with applicable environmental regulatory requirements and optimize environmental performance for long-term sustainability. Trinity provides value to its clients in the areas of regulatory and sustainability consulting, environmental modeling software products and services, EH&S staffing assistance, and EH&S data
management solutions.

Benchmark International’s Managing Partner, Kendall Stafford commented, “Benchmark International ran a lengthy go-to-market process to ensure that we identified all potential acquirers for Provenance Consulting. The team at Provenance Consulting had their pick of options, including national and international acquirers. Ultimately, Provenance Consulting agreed that Trinity would be the best option for the company, its employees, and its customers. We wish both parties the best of luck with their future endeavors.”

Benchmark International facilitated the transaction of Gene Larew Lures, LLC in Tulsa, Oklahoma to PRADCO Outdoor Brands.

Gene Larew Lures, an Oklahoma-based company, was purchased by owner Chris Lindenberg in 2006.  The company became a market leader with the Gene Larew brand synonymous with bass baits, the Bobby Garland brand, and the Crappie Pro brand.

Benchmark International proved its value by finding a buyer with experience in the industry through its proprietary multi-medium marketing strategies.  In addition, Benchmark International incorporated several campaigns with local, regional, and national associations.

Owner Chris Lindenberg commented, “I retained the services of Benchmark to help market my company to the public and had very positive results with the right fit with the buyer and a satisfied client.”

Deal Associate, Amy Alonso commented, “Benchmark International added value by negotiating this deal.  We saw throughout the entire process that the buyer, PRADCO Outdoor Brands, was a perfect fit who stood to benefit greatly from the manufacturing experience, industry knowledge, and fishing expertise that they would gain from the existing owner. With this knowledge, the team was able to negotiate a deal that would allow for the existing owner to successfully transition the business to a capable buyer in a swift and expedited manner.  We wish Gene Larew Lures and PRADCO Outdoor Brands the best of luck in their future endeavors.”

Benchmark International facilitated the transaction of Hair Are Us, LLC, a Los Angeles based hair extension brand. They ship worldwide and are well-known in the industry as one of the leading hair experts of human hair extension. They specialize in various extensions, including Indian Wavy, Brazilian Curly, and Kinky Straight.

In addition to a quality product and superior brand, the company has a strong social media following with over 347,000 followers on Instagram and over 5,500 followers on both Twitter and Facebook.

Hair Are Us is a Los Angeles limited liability company established in 2011 by Ashley Williams and Khat Abdur-Rabbani. They started as a mobile business but quickly found success and grew rapidly into an online store and three locations with a fully operating warehouse. Given this success, the company engaged Benchmark International’s help in finding a partner to help take the company to the next level. With the assistance of Benchmark International, Hair Are Us found the right collaborator and agreed to bring on an equity partner in August 2019.

Transaction Director at Benchmark International, Luis Vinals commented, “We are excited to have facilitated the sale of Hair Are Us, LLC a company that designs and retails custom hair extensions and wigs through an online portal and storefront to a private investor. The company serves both individual clients and hair salons, has a national presence within the hair care industry, and serves a number of celebrities. Understanding the intangible assets of the business, such as its social media following of over 300,000 followers was a key aspect that our team heavily focused on. This is a testament to our team’s ability to adapt and apply new innovative skillsets to the successful sale of our clients’ businesses.”

Benchmark International is pleased to announce the transaction between Counterpoint Trading 439 (Pty) Ltd (Counterpoint) and Shave and Gibson Packaging (Pty) Ltd (S&G).

Counterpoint is a leading manufacturer of food paper packaging products and industrial wipes, founded 14 years ago in Hammarsdale, Kwa-Zulu Natal. The company leverages long-standing and vital relationships with several leading retailers, wholesalers, and distributors and boasts a strong reputation for quality products and reliable service.

S&G, founded in 1981 by brothers-in-law Alan Gibson and Neville Shave, is recognized as one of South Africa’s largest privately-owned packaging and printing businesses, employing over in 500 staff. The business operates through its national infrastructure with its headquarters and manufacturing facilities strategically located in Mobeni, Durban. Further auxiliary sales and warehousing facilities are operated in both Cape Town and Johannesburg.

“We believe that Counterpoint will add significant value to S&G through the addition of further products which are required by our own customers. As people, we share similar values and corporate beliefs and we are confident that this partnership will be a major success in the years to come. Counterpoint will continue to manufacture their products from their existing factory and trade independently under their own name. We are confident that this will be a fruitful partnership, and we welcome Wim and Ruben and their team into the S&G Group of companies,” said Simon Downes, S&G Group Chairman.

On working with Benchmark International, Ruben Van Wambeke, shareholder and director of Counterpoint said “Having Benchmark International walking us step by step through this process was ultimately the key to success. Benchmarks’ ability to realign our perspective is what brought this JV to fruition.”

“The anti-plastic revolution has generated a rise in demand for environmentally friendly packaging alternatives. Strengthened by joining forces with S&G, the innovative paper packaging manufacturer, is well-positioned to capture this market. Having worked closely with the shareholders, we’re pleased with the incredibly strategic match and successful conclusion.” Says Benchmark International’s Transaction Associate Director, Raquel Naicker.

Energized by what the deal portends for the South African M&A industry, Andre Bresler the Managing Director at Benchmark International, added Shave and Gibson’s motivation for this transaction to extend product lines and partner with strong entrepreneurs is a recurring theme emerging in our industry, we are delighted for both parties as the agreed synergies will enable Counterpoint to capitalize on the growth opportunities that motivated them to explore a transaction in the first place.

Benchmark International would like to thank all parties involved and wish them all the very best of luck for the future.

Benchmark International facilitated the sale of Vintage Park VIP Lounge One, LLC d/b/a Barcelona Restaurant & Lounge in Houston, Texas. It has been acquired by private investor Holssam El-Assal.

Vintage Park VIP Lounge One, LLC d/b/a Barcelona Restaurant & Lounge, was founded by Mark Evans in 2014, at Vintage Park, one of Houston’s premier destinations for shopping and dining.

Benchmark International proved its value in finding a buyer with experience in the upscale dining industry through its proprietary multi-medium marketing strategies. In addition, Benchmark International incorporated several campaigns with local, regional, and national associations.

Owner Mark Evans commented, “Benchmark International’s team was able to accurately represent my business to the market and find a buyer that could continue providing the level of service our clients desire. Most importantly, they valued the confidentiality of the transaction deeply to not disturb any on-going operations. They were involved every step of the way and were able to deliver on their promise of bringing in a buyer that would take care of our team post-close.”

Deal Associate, Amy Alonso commented, “Benchmark International added value by negotiating this deal. We saw throughout the entire process that the buyer, Holssam, wanted to become involved with the restaurant and be a hands-on operator. With this knowledge, the team was able to negotiate a deal that would allow for the existing owner to successfully transition the business to a capable buyer in a swift and expedited manner. We wish Holssam and Mark the best of luck in their future endeavors.”

Benchmark International has advised on the transaction between cloud-based CRM developer, BrightOffice, and ClearCourse Partnership, a group of technology companies, for an undisclosed sum.

BrightOffice was founded in 2004 and has developed a customisable, cloud-based software platform through which it delivers specialised CRM products for around 300 clients across a variety of sectors.

ClearCourse is a growing partnership of innovative technology companies providing membership and payments software platforms to groups, organisations and small businesses. A highly acquisitive company, BrightOffice marks ClearCourse’s 14th acquisition since October 2018 and the second CRM purchase after it acquired not-for-profit CRM Protech earlier this month.

ClearCourse has the financial backing of Aquiline Capital Partners, a New York and London-based private equity firm with AUM of approximately $3.5bn.

Benchmark International is delighted to announce the sale of the group of Rocara companies, Rocara Limited and Rocara Ireland, to global chemical manufacturing and distribution company, OQEMA, for an undisclosed sum.   

Rocara, with operations in Belfast and Dublin, provides a wide range of general and speciality chemicals, solvents and surfactants. Since its foundation in 2006 the group of companies has been a driving force in the chemical distribution and manufacturing market in the Republic of Ireland and Northern Ireland, representing global manufacturers.

With headquarters in Mönchengladbach, Germany, and a base in Oxfordshire, OQEMA is a global chemical manufacturing and distribution company. It is one of the five largest chemical distributors in Germany and one of the top ten in Europe with almost 1,100 employees currently working for OQEMA at 40 locations in 20 countries.

This is a major strategic acquisition for the companies, providing an opportunity for customers across both businesses to benefit from existing supplier relationships and giving OQEMA a significant footprint in Northern Ireland and the Republic of Ireland, completing its portfolio of UK companies to drive growth in Europe.

Benchmark International has successfully facilitated the transaction of RoseMill Packaging Resources, LLC to Conner Industries, Inc.

RoseMill Packaging Resources, LLC (“RoseMill”) is a custom packaging company located in Lewisburg, TN.  Established in 2006, RoseMill specializes in the manufacturing and assembly of packaging materials for finished goods. They offer corrugate pallets, corrugate assembly, foam assembly, and additional packaging and warehousing resources.

Now former owners Mike Rose, VP of Sales, and Spencer Miller, VP of Operations, will continue in their roles as they help transition and integrate RoseMill into the Conner family.

In reference to the transaction, Mike Rose commented, “From the onset of discussions with Benchmark, we expressed our desire to find a good fit for the acquisition of RoseMill. We wanted to ensure job security for our employees as well as a continued high level of service, quality, and innovation for our customers. The Benchmark Nashville office was able to find the perfect company, Conner Industries, that had the same desires as us for the long-term success of the RoseMill facility.  We are happy to be a part of the Conner Industries family and thank Benchmark Nashville for their efforts in helping us close this transaction.” 

Conner Industries, Inc (“Conner”), is headquartered in Ft. Worth, TX, and is a leading provider of industrial wood and packaging solutions in the United States. Conner specializes in supplying cut lumber (softwoods, hardwoods, and panel products) needed for pallets, crates, and skid parts, as well as fully assembled custom pallets, crates, and industrial containers. 

Conner has 10+ locations across the Midwestern and Southeastern US and serves customers nationwide.

CEO of Conner Industries, David Dixon stated, “As a buyer, I enjoyed working with Robert at Benchmark who helped keep the deal on track despite some of the matters that we were faced with. He worked diligently to help explain the matters to both sides and worked with both the buyer and the seller on viable solutions.”

Director from Benchmark International, Robert West, added, “Working with Mike and Spencer was very rewarding around.  Our entire team was very heavily invested in a successful outcome for RoseMill from the time we were engaged.  What we found in Conner is not only a great deal economically for our client, but a great cultural fit to ensure the legacy of RoseMill continues on.  We’re excited for Mike, Spencer, and Conner Industries, and look forward to hearing of their future successes.”

Benchmark International is pleased to announce the transaction between Exeter-based school stationery supplier, Flipfile, and Wick-based stationery supplier, BDS Office.

Benchmark International is pleased to announce the transaction between bespoke rubber products engineer, Elastomer Engineering, and Lancashire-based manufacturer of niche rubber products for engineering and industrial applications, Dexine Leyland Rubber Technology (DLRT).

Family-owned business Elastomer Engineering has extensive expertise in polymer science and manufacturing technology, including a range of proprietary products sold into the oil & gas and defence sectors.

DLRT is a leading manufacturer of elastomeric products and components for industrial and engineering uses. The company specialises in the design and manufacture of complex products and offers a range of rubber compounds with properties such as oil and fire resistance and vibration damping.

Working in the same sectors as Elastomer Engineering, the acquisition allows for the two companies to sell an extensive product range into these sectors.

The acquisition also provides DLRT the opportunity to acquire a portfolio of significant intellectual property, along with a wide range of specialist equipment designed for high value precision moulding. With DLRT’s assets, this constitutes greatly enhanced product development and manufacturing capabilities for both businesses.

Benchmark International is pleased to announce the transaction between London-based furniture and kitchen studio, Forza Projects, and private equity firm, Lenhart Partners.

Forza Projects, operating from a prestigious showroom in London W1 and a warehouse and distribution centre in London W3, resells high-end kitchens and furniture to commercial, office and residential clients.

Lenhart Partners acquires small to mid-sized companies with good profitability in a niche growth market.

Benchmark International has successfully facilitated the transaction of In-O-Vate Technologies Inc. ("InOvate") to Continental Materials Corporation ("CMC").

InOvate, based in Jupiter, Florida, is a leading manufacturer of premium, metal dryer venting accessories used in residential home construction. Founded by Rick Harpenau in 1996, and led by tenured employees James Ortiz and Cliff Budnick, InOvate has grown consistently through supplying quality engineered, superior products along with delivering excellent customer service.

In response to the transaction, CEO Cliff Budnick stated, "Benchmark helped create a strong first impression for InOvate when introduced to CMC. The InOvate team is excited to continue its growth as part of the CMC portfolio. Equally, we appreciate the ability to maintain our family-oriented culture while ensuring stability for our staff, customers, and vendors alike. "

Founded in 1954, Continental Materials Corporation is a public holding company with subsidiaries in heating and cooling manufacturing, building products, commercial door distribution, and manufacturing and aggregates mining and processing. Headquartered in Chicago, IL, CMC employs approximately 450 employees across the US.

Senior Deal Associate, Sunny Yang Garten, added, "It was a pleasure to represent InOvate in this transaction. Throughout the process, Rick and his team were exceptionally responsive, diligent, and professional. This acquisition represents a tremendous opportunity for both businesses and their teams to strategically accelerate the rate of profitable growth. On behalf of the numerous Benchmark International personnel that worked on this opportunity, we congratulate both teams on reaching this goal."

Benchmark International has successfully facilitated the sale of Master Printing Group to JAL Equity. Master Printing is one of the Mid-South's leading marketing solutions providers. The company provides complete services from design and concept through the production of complicated collateral pieces. Additionally, the company operates a full-service graphic design, marketing, and advertising division as well as comprehensive direct mail services.

JAL Equity is a boutique private equity firm based out of Sarasota Florida and focuses on acquiring small businesses and operating them profitably over the long term. The company targets printing services, data services, direct marketing, and lead generation entities.

Senior Deal Associate, JP Santos, added, "The Benchmark International team is incredibly excited about the future of Master Printing Group under the ownership of JAL Equity. The previous owners did an outstanding job of building a company with an impeccable reputation in the market, and a brand that was built over generations. Jon and Susan were a pleasure to work for, and we're excited about what the future holds for them both. JAL Equity has proven to be successful in this industry, and the corporate and cultural fit amongst the JAL Equity and Master Printing Group was apparent from the first conversation."

Benchmark International has successfully facilitated the acquisition of AM Engineering, Inc. (“AME”) by Fremont-Wright, LLC (“Fremont-Wright”).

AME is a Florida-based business headquartered in Sarasota. AME specializes in civil engineering and land surveying projects for large and small-scale land development, water distribution systems, wastewater collection facilities, roadways, parking facilities, and site grading. AME offers both engineering and surveying services for residential and commercial clients. The sale to Fremont-Wright creates new growth opportunities for the business.

Fremont-Wright is a holding company based in Memphis, TN, and specializes in aerial and land survey, as well as civil and structural engineering. Its companies – Triton Engineering, I.F. Rooks, Colbert Matz Rosenfelt, and Harmsen – also offer services such as photogrammetry, environment management, volumetric services and utility design. Fremont-Wright serves the institutional, mixed use, commercial and residential industries. This acquisition fits well with Fremont-Wright’s continued nationwide growth strategy.

Shawn Leins, president and one of the owners of AME stated, “We are excited to join the Fremont- Wright team and look forward to continued growth and success.”

Regarding the deal, Transaction Director Leo VanderSchuur at Benchmark International stated, “It was a pleasure to represent AME in this strategic transaction. On behalf of Benchmark International, we wish both companies continued success.”

A strategic partner is another business entity with which you form an agreement to share resources with the mission of growth and mutual success. There are different types of strategic partnerships.

• Horizontal Partnership: Businesses within the same field join alliances to improve their market position. Example: Facebook and Instagram.
• VerticalPartnership: Businesses team up with companies within the same supply chain (suppliers, distributors and retailers), often to stabilize supply chains and increase sales. Example: LiveNation and Ticketmaster.
• Equity Partnership: An investor acquires a percentage interest in a business, providing needed capital and sharing in profits and losses.
• Joint Venture: Two or more businesses form an entirely new legal entity in which the profits and risks are shared, and the original companies continue to exist on their own. Example: Microsoft and NBC’s creation of MSNBC.
• Merger: Two companies agree to go forward as a single new company and the original companies no longer exist. Example: Exxon and Mobil, now Exxon Mobil Corp.
• Acquisition: One company takes over another company and establishes itself as the new owner. Example: AOL and Time Warner, now Time Warner.

Why Do I Need One?

A strategic partnership can be an extremely powerful tactic that gives your business a competitive edge. According to a study by the CMO Council, 85 percent of business owners believe partnerships are essential for business success.There are several reasons why it is a commonly relied-upon growth plan.

• Expansion into new markets
• Increased brand awareness
• Product line extension
• Access to new customers
• Improved supply chain performance
• Added value for existing customers
• Acceleration of innovation
• Strengthening of weaknesses
• Sourcing of capital

A successful partnership must be built on a solid growth strategy and make sense from a capabilities perspective. The goals, values and culture of all partners should be aligned. You also need to have the right infrastructure in place. And the timing of the venture can be critical depending on the market. A partnership is a major endeavor and you absolutely want to get it right. Unfortunately, most organizations are not armed with the proper connections, resources and management capabilities to maximize the potential of a partnership. According to a report by the Business Performance Innovation Network (BPI):

• 43 percent of business partnerships have high failure rates.
• 45 percent are unable to maintain long-term, successful relationships.
• 42 percent of partnerships are not well leveraged.
• 67 percent of companies that agree to work together lack formal partnering strategies. 

How to Get It Right

The smartest way to ensure that you are entering into a successful partnership is to seek the guidance of an advisor such as Benchmark International. We have the connections, experience, data-driven analytics, and knowledge to help you devise a carefully crafted growth strategy that is built on confidence and captures the most value. If you are a founder, an owner, an entrepreneur, or part of the leadership of an established company, we encourage you to reach out to us and start the conversation about how a strategic partnership can benefit your business.

Benchmark International has successfully facilitated the acquisition of Janus Valuation & Compliance (Janus) by Class Valuation (Class).  Benchmark International worked effectively with the sellers to ensure that their goals were met from a cultural and corporate vision perspective.

Janus is an appraisal management company that offers property valuation services to mortgage lenders, banks and credit unions through its network of appraisers.  The company offers a turnkey solution for lenders to complete home appraisals and remain in compliance with all laws and regulations.

Class Valuation is a top nationwide real estate collateral valuation and appraisal management company to the residential mortgage industry and is based out of Troy, Michigan.  The company has consistently been ranked highly in client service by several of the nation’s top ten mortgage lenders and has been recognized as a top place to work, along with receiving many other industry awards. 

Benchmark International was able to procure for Janus AMC a buyer that met their goals in regards to the strategic growth of the company as well as the corporate fit amongst the management teams.  Janus was engaged with Benchmark International for about a year and a half and was able to procure several interested buyers until Janus found the perfect fit for them.

Benchmark International’s Senior Deal Associate, J.P. Santos commented “The Benchmark International team is excited for this next chapter in Janus’ growth and couldn’t be happier for John Passero and the management team at Janus.  This provides them with an opportunity to continue to develop their firm and achieve their goals by partnering with a firm that offers them the resources and infrastructure to achieve their corporate vision.”

Assumptions form the foundation of every facet of an M&A transaction. They permeate every fiber of a deal. Sellers make assumptions. Buyers make assumptions. Lawyers, accountants, wealth managers, and other advisors make assumptions. Deals are built upon assumptions.  When assumptions are thoughtful, reasonable and defensible, there is a much higher likelihood of success.Buyers may assume they can get three turns of EBITDA in senior debt and another turn of second lien debt when determining both valuation and deal structure. However, what happens to the deal if those assumptions prove faulty?  Assumptions should be tested.  Before proceeding, apply a reasonable test.Determine if the assumptions will survive further scrutiny. Are they defensible? If they are not, challenge them and make the appropriate course correction.  

Buyers often use Discounted Cash Flow (DCF) as at least a data point to derive a valuation. However, as any finance student or professional will tell you, DCF is limited by the inputs; the assumptions you make. One has to make assumptions as to the cash flows derived by the business, a terminal value, a growth rate and their cost of capital. Each of those is a lever that a seasoned professional can pull to move the results.  So, the results are subject to confirmation bias. I can make the model spit out a number that aligns with my preconceived notion as to value. Further, I can make the results provide evidence to a narrative that portrays the business in the most positive (or negative) light. Again, assumptions matter. They need to be reasonable and defensible. 

Sometimes we will see buyers assume that all businesses in a specific industry are perfect substitutes. I’ve seen buyers point to other sellers on the market with more “reasonable” price expectations. But that assumption, on its face, is flawed at best and perhaps intellectually dishonest. No two business are alike. They are living, breathing beings with unique people, processes, supply chains, distribution channels, relationships etc.Two businesses that compete with similar services or products will yield different valuations from buyers. Those differences in valuation may be vast.  Why is that, you ask? The answer is businesses are not fungible. They are not interchangeable. They aren’t gold, silver, frozen orange juice or any other commodity.  They don’t trade purely on price as they have unique aspects to them.  As such, we at Benchmark, as a sell side mergers and acquisitions firm, really thrive when we encounter a buyer with this argument.  We love it when a buyer brings that level of analysis to defend their assumptions.  Our clients do too. 

Assumptions matter on the sell side when contemplating net proceeds. Every seller concerns themselves with the amount they will take home once all fees and taxes are accounted for.  More importantly, they want to know if they can “live on” those proceeds.  When considering this question, make sure all of the inputs into the waterfall are reasonable and defensible.  The waterfall demonstrates the net proceeds to the seller accounting for all expenses and taxes. Are your tax assumptions correct?  Make sure you engage advisors that understand transaction tax. Your CPA may not be qualified to dig in here as the questions and answers aren’t black and white.  Often times, the sell side law firm has an M&A tax specialist on the team and that person may be best suited to assist. 

Let’s address the aforementioned question; how much do you need at closing to maintain my lifestyle? Again, as before, the assumptions here matter.  You may not know the market opportunities available to you post-close as perhaps you’ve never had the power and influence that may come from a sizeable pool of investable capital. We suggest sellers speak to wealth advisors to determine if their risk tolerances and investment goals align with the cash flow they require.  We have worked with wealth managers that specialize in working with small business owners transitioning out of ownership for the first time.  They will work with you to determine the proper asset allocation for your proceeds and provide the basis for sound assumptions as to rates of return. They will also review your entire financial profile and exposure to assist you.

Assumptions matter for your advisors. Attorneys may mistakenly assume a seller is adamant about an issue that may in fact be unimportant to the seller. Other advisors may apply their own biases to a deal and assume both buyer and seller think as they do. I’ve found that making this sort of assumption, that buyers and seller think as I do on all matters, leads to poor guidance and poor decision making. 

So, what is the cure for all of these issues that result form poor assumptions you ask?  Simply ask the other party, whether on other side of the transaction or on the same side, to present and defend their assumptions. Once the assumptions are on the table it is easy to test them to determine if they are credible, reasonable and defensible. 

Author
Dara Shareef
Managing Director
Benchmark International

T: +1 813 898 2350
E: Shareef@benchmarkcorporate.com

Benchmark International is pleased to have successfully facilitated the acquisition of Columinate (Pty) Ltd to InSites Consulting (Pty) Ltd.

Columinate (Pty) Ltd (“Columinate”) is a highly awarded marketing research agency that provides quantifiable information to businesses in order to improve decision-making. The brand conducts its work exclusively through digital means – a methodology pioneered by Columinate in South Africa and where the business continues to be a proven leader in the space. The company employs a highly skilled team of over 40 research professionals and boasts a loyal and well-curated client base consisting of a diverse collection of both local and multinational customers.

InSites Consulting (Pty) Ltd (InSites) is recognised among the top 100 largest and top 10 most innovative market research agencies in the world. The agency helps global brands to make better and faster marketing decisions, combining smart digital technology with contemporary marketing methodology. InSites is now present on four continents with eight client service offices in Belgium, the Netherlands, the UK, the US, Germany, Romania, Australia and South Africa.

The transaction sets the groundwork for both businesses to leverage off each other’s mutually advantageous basket of services while instantly expanding InSites footprint and reach into South Africa and the broader African market.

Commenting on this, Andre Bresler of Benchmark International said: “This transaction evidences a defined trend whereby market leading businesses in all sectors have recognised the opportunities the African Market represents in the context of their own global clients and ability to service them internationally. Aside from the powerful synergies, the cultures of the two businesses are wholly aligned and we are equally delighted for Insites and Columinate both”.

On behalf of everyone at Benchmark International, we would like to wish both parties every success for the future.

Benchmark International has successfully facilitated the acquisition of Bean, Whitaker, Lutz & Kareh, Inc.Bean, Whitaker, Lutz & Kareh, Inc. (BWLK) by CES, Inc. BWLK provides land surveying, mapping, civil engineering, and land planning services in Florida.

BWLK has been in the land surveying, planning, and engineering services business since 1987. The company’s proven track record, commitment to high-quality, professional work, combined with its advanced engineering and surveying technology has enabled BWLK to establish a solid reputation and build long-lasting client relationships.

CES, Inc., a Maine-based firm of engineers, environmental scientists, and land surveyors is expanding its footprint to the Southeast. Denis St. Peter, President and CEO of CES, commented, “CES, Inc. has been utilizing M&A as one of our strategies to help achieve our growth goals over the past several years. By working with Sunny Garten, Leo Vanderschuur, and their team at Benchmark International to acquire Bean, Whitaker, Lutz & Kareh, Inc., we were able to identify and perform preliminary evaluations of several companies quickly and accurately within our targeted geographic area. Benchmark represented several prospective sellers that fit our criteria, and the responsiveness and quality of their initial teaser summaries and more detailed confidential information memorandums allowed us to optimize our search efforts to end up with the best company for CES, Inc. Their significant knowledge of the acquisition process, the sophistication of their systems (e.g., online data exchange), and their willingness to communicate deal structures based on their past experiences were all valuable to the success of our acquisition.”  

Scott Whitaker, president and one of BWLK’s owners stated, “On behalf of everyone at BWLK, we are delighted to join the CES team. The more we learned about CES’ approach to its employees and clients, including its Best Places to Work recognition and past project awards, the more we grew excited about our partnership. By joining our professionals with theirs, we will offer new opportunities to our employees and continue our dedication to our clients and provide them the same high-quality services they enjoy.”

“I am honored to join CES as a Shareholder and to help be the link between Maine and Florida,” said Ahmad Kareh, also an owner of BWLK. “CES’ depth of engineering and environmental experts means that we will be able to collaborate with shared expertise to provide our clients with additional capabilities to reach their project’s goals.”

Regarding the deal, Transaction Director Leo VanderSchuur at Benchmark International stated, “It was a pleasure to represent BWLK in this strategic transaction. On behalf of Benchmark International, we wish both companies continued success.” Senior Associate, Sunny Garten, added, “Scott, Ahmad and their team were wonderful to work with. They were engaging and always responsive to diligence requests. We’re excited to see that their legacy will be preserved and enhanced through this transaction with CES.”