Conference Program

Conference Program

CONFERENCE CHAIR

Paul LeBlanc

Founder + CEO, 7th Wave Capital

Paul grew up in Dartmouth, Nova Scotia. He’s a serial entrepreneur having started up multiple successful companies over a 25-year span. In 1990 at 19 years old, he co-founded Coastal Communications with his father which he sold to Mickey MacDonald in 1996. He then founded marketing firm, Arrivals+Departures (formally “Extreme Group”), one of Canada’s largest independent marketing agencies with offices in Toronto and Halifax.

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All Days VIP Welcome Reception Conference Workshop

SEPTEMBER 14 | VIP WELCOME RECEPTION FOR BUSINESS OWNERS

5:30 PM - 7:00 PM

VIP WELCOME RECEPTION FOR BUSINESS OWNERS – BY INVITATION

SEPTEMBER 15 | CONFERENCE PROGRAM

*The conference has been approved for the following continuing education credits:
– For Nova Scotia lawyers, consider including this course as a CPD learning activity in your mandatory annual Continuing Professional Development Plan as required by the Nova Scotia Barristers’ Society.
– For Prince Edward Island lawyers, consider including this course as a CPD learning activity in your mandatory annual Continuing Professional Development Plan. A lawyer can request via the Law Society of PEI to review the agenda for a particular program in advance to indicate whether it would qualify for credits.
- CPAs may include this content as verifiable CPD credits.

Are you a member of the Family Enterprise Xchange?
BTF delegates will receive 7 CE Credits for attending the BTF Atlantic Forum

7:15 AM – 8:00 AM

Registration, Networking & Continental Breakfast

8:00 AM – 8:10 AM

Forum Overview by Conference Chair

This conference is broken down into two areas: process and transaction. The first part of the day will focus on the processes integral to planning for transition, while the second part of the day will help you navigate and understand the ‘ins and outs’ of transactions.

Conference Chair: Paul LeBlanc, Founder + CEO, 7th Wave Capital

8:10 AM – 8:40 AM

The 30,000-foot Perspective: How Will the Economy Impact Your Business

The decisions you make today will ultimately impact your business in the future. This session will provide insights into both a macro view of the economy, as well as cast a lens on regional and industry sector differences. You will walk away with:

An overview of the current economic conditions and market trends that business owners need to consider when thinking about your business.
An understanding of how these trends are impacting your business.
Insights into the current M&A environment, such as industry consolidations, leading acquirers and other factors which might affect the future of your business.

Speaker:
Pierre Cléroux, Vice President Research & Chief Economist, BDC

8:40 AM – 9:15 AM

Your Roadmap to Transition

Whether the sale of your business is on the horizon or many years away, most experts agree that it can take years to structure a company to increase the probability of a successful sale. Operating your business like you are getting ready for a buyer will help you optimize for success, even if you have no plans to sell. You never know if, or when, there may come a knock on your door? What exactly should you be doing now in order to get your business ready?

This session will provide you with an understanding of the extensiveness of the process and how much advanced planning is required so that you can build your own roadmap with exactly what you need. You will walk away with:

A step-by-step overview of the mechanics of selling and/or transitioning a business
Tactical information to help you identify at what stage should you be considering hiring advisors or other transition experts
The knowledge you need to mitigate risk and maximize reward in or to successfully exit your business with confidence

Speaker:
Rob Normandeau, President, SeaFort Capital

9:15 AM – 10:15 AM

Here’s One for the Books: Lessons from Seasoned Buyers

What do buyers look for when assessing a potential acquisition? Growth prospects, financial health, management team and strategic fit are just a few of the considerations.

In this panel strategic buyers and private equity purchasers will discuss what they look for as acquirers to help you get an understanding of who your ideal buyer might be, or who is the partner you can’t see.

This session will dive into:

The data that matters most to buyers
Lessons these buyers have learned along the way
How did cultural fit impact the purchase process
If you just want to take some cash off the table, what kind of partner or buyer is right for you

Moderator: Christine Pound, Partner, Stewart McKelvey

Panel:
Wade K. Dawe, Chairman and CEO, Numus Financial Inc.
David Hastie, Managing Director, First West Capital
Ilan Jacobson, Founding Partner & CEO, FirePower Capital
Craig Maloney, Partner, Corporate Finance, MNP

10:15 AM – 10:45 AM

Networking & Coffee Break

10:45 AM – 11:45 AM

Concurrent Sessions: A1 – A3 The Processes Integral to Planning for Transition

A1: Scaling Your Business

Companies should be sold, not bought. Putting an emphasis on systematically growing your business could be your trojan horse to attracting the right type of buyer for your business. Increasing revenues, market share or scaling operations will help make your business that much more attractive to potential acquirers. Learn what steps you should be taking to be in the driver’s seat of your sale.

This session will explore:

How to modernize your business in order to drive data driven results
How to identify growth opportunities that will help you maximize profitability, whether you choose to sell or not
Strategies, tactics and metrics you can put to work right away that will have an immediate impact as well as set your company up for greater future success.

Moderator: Suzanne Loomer, Partner, Deal Advisory, KPMG Canada

Panel:
John Flewelling, President & CEO, CBCL Ltd
Dallas Mercer, CEO, Dallas Mercer Consulting
George Rossolatos, CEO, Canadian Business Growth Fund (CBGF)
Louie Velocci, National Lead Partner for CIO Advisory Services, KPMG

A2: Executing An Effective Management Buyout

A management buyout can be an excellent succession strategy and an opportunity for senior managers to become owners. When considering a Management Buyout (MBO), how do you equip your management team to become a credible bidder for the business? How is your leadership team positioned to perform? Have you effectively replaced yourself with the right skill sets and integrated your best people into the company’s operations so they are prepared to become owners? Is the team aware of the risks and opportunities involved? This session will cover:

When should you begin your succession planning
How to prepare your senior management team for transition and the shift in leadership roles
Strategies for partner buyouts
Different types of financing and strategies to increase cash flow
Implementing your post-closing transition plan

Moderator: Dave Doucette, Regional Director, Atlantic, Roynat Capital

Panel:
Christine Bell, CEO, Full Throttle Powersports
Peter Conrod, Business Advisor, McInnes Cooper
Don Mills, Chair & Senior Counsel, Corporate Research Associates Inc.
Jillian Murray, Partner, Grant Thornton LLP

A3: Sunday Night Dinner ~ A Family Discussion

Family businesses are unique in that transitioning them to the next generation is a complex, often deeply emotional, endeavour. How do you prepare for a generational business that is resilient, while keeping the legacy you have built intact? Building capacity in the next generation needs to begin early on, and you may also need to consider that your family heirs may have neither the skills nor desire, to be part of your succession plan. In this session panelists will share their unique tools and perspectives so that you can successfully plan for your own family business transition.

You will learn:

What measures do you need to be taking to professionalize your family owned and operated firm?
How are you supporting a shift in leadership?
How do you ensure you have the right governance in place?
How do you assess the need for outside non-family executives if your family successors aren’t the right fit
Strategies and tactics to deal with the impact this transition will have on your family

Moderator: Robert Blunden, Principal Consultant, Blunden and Associates

Panel:
Gina McFetridge, President, Archway Insurance
Jon Stanfield, Chairman, President & CEO, Stanfield's

11:45 AM - 1:00 PM

Networking Lunch

1:00 PM – 1:30 PM

Fireside chat with Business Tycoon, John Risley

Host: Marie Mullally, President & CEO, CUA

In discussion with:
John Risley, to Chairman & CEO, CFFI Ventures Inc.

1:35 PM – 2:25 PM

Concurrent Sessions: B1 – B3 Learning to Navigate the ‘Ins and Outs’ of Transactions

B1: Effectively Structuring Your Company for Transition

When you sell or transition your business you may face a significant tax bill. If you’re not careful, you could find yourself with less than half of the purchase price in your pocket. Fortunately, with the right preparation and enough time to implement, there are a number of opportunities to limit or even eliminate tax. This is the ideal session for CEO’s and CFO’s to attend.

This session will look at real-world examples:

How to structure your company well in advance of a potential sale or recapitalization
What options to consider to reap the benefits and avoid pitfalls
Tactics to avoid major post-sale surprises
Options for how to manage what are no longer business expenses in your life post-transition

Moderator: Louis-Pierre Francoeur, Principal, Transactions, Grant Thornton LLP

Panel:
Jim Cruickshank, Partner, Stewart McKelvey
Malcolm Fraser, President & CEO, Innovacorp
Keith MacIntyre, Partner, Grant Thorton LLP

B2: Common Deal Challenges: How to Address & Avoid them

In order to attract a wide range of financial and/or strategic buyers, you must identify the areas of risk within your business well in advance. Potential buyers and their advisors will be on the lookout for red flags and trouble spots once an offer is on the table; this is your chance to learn about “deal breakers” that work within your business so that you and your advisors can prepare. Common challenges that will be discussed include:

Working capital and tax structure issues
Declining company or economic performance during the process
Unsophisticated legal counsel
How to maintain confidentiality during the deal
Delays in obtaining third-party consents
“Deal fatigue”

Moderator: Jeff Mackenzie, Principal, Confederation M&A

Panel:
Bruce Hogan, Board Member (Former CEO), Leading Edge Geomatics
Paul Ryan, Director, Growth and Transition Capital, BDC
Matthew Towns, Vice President, SeaFort Capital
Peter Zed, Partner, Cox & Palmer

B3: Strategies to Maximize Price & Negotiate Deal Terms

This panel will dive into best practices, industry myths and misconceptions, and alternatives for consideration in designing a process to structure your transaction for a fair price. Through an interactive discussion you’ll learn:

How to decide on the breadth and nature of a sale process
Why timing and deal tension matters, and how to create it
Which terms have an impact on price, and which do not
The role advisors can play through the sale process, and when and how to manage them

Moderator: Dan Jennings, Partner, BDO Canada

Panel:
Alan Chettiar, Partner, Investment Banking, FirePower Capital
Chace Hynes, Director, Corporate Finance Atlantic Region, MNP
Mark Brodkin, Managing Director & Head, Roynat Equity Partners, Roynat Capital

2:25 PM – 2:45 PM

Networking & Coffee Break

2:45PM – 3:15PM

What’s Your Business Really Worth – How do You Value Your Business?

Do you really know what your business is worth? Most business owners don’t get nearly what they should because they weren’t prepared, and this can gravely affect the value of your company. As a business owner, it’s imperative to focus on the specific areas of your business that drive value, even if you have no immediate intention of selling. Furthermore, a successful sale for your shareholders can be very different from what you, the business owner, defines as a success. From the get-go you should understand the levers you need to “push or pull” in order to optimize the results you are looking for.

This session will explore key value drivers that require immediate attention in order to maximize the saleability of your business.

Speaker:
Anne Whelan, President & CEO, Seafair Capital

3:20PM – 4:10 PM

War Stories: The Good, The Bad & The Ugly

Hear from a panel of business owners who have gone through transition with their business and now have the opportunity to share their tales from the trenches. This panel will share insights on:

What they wish they had known at the beginning of their transition journey and what would they have done differently
Did they get the price they asked for based on timing and deal terms
Key learnings they have brought into their next endeavours
The personal side of post-transition

Moderator: Paul LeBlanc, Founder + CEO, 7th Wave Capital

Panel:
Mickey MacDonald, CEO, Micco
Corey Miller, President, Parts for Trucks
Darren Nantes, Chairman, Guilfords Group of Companies
Dr. Lesley Steele, CEO & Founder, Virtual Veterinary Solutions/Newfoundland Veterinary Hospitals

4:10 PM – 5:15 PM

Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice

SEPTEMBER 16 | ENTREPRENEUR WORKSHOP (ADD-ON OPTIONAL)

Limited Seating

A not-to-be-missed educational workshop for business owners who are looking for a deeper dive in transitioning their business.

In the four distinct sessions this half-day workshop we’ll take a more detailed look into operational and financial engineering that can take years to execute – guaranteed to increase the value of your business and improve the probability of finding buyers when the time is right. We’ll show you which areas of your business buyer’s value most (and why), and explain how to manage personal and corporate risk.

The sessions will focus on case studies to provide real life situations to assist you with your transition discussions.

8:00am - 8:05am

Opening Comments by BDC

8:05AM - 8:55AM

Part 1 – Negotiation & Deal Dynamics

Negotiating the sale of your business can vary significantly, not only between bidders but also with any particular potential buyer. The process selected and terms dictated by the seller in a transaction will impact the “price” paid. It is fundamental to understand how the selling process will impact what you receive for your company. The panel will discuss and elaborate on best practices, industry myths and misconceptions, and alternatives for consideration in designing a process to structure your transaction for a fair price.

Workshop Leaders:
Chace Hynes, Director, Corporate Finance Atlantic Region, MNP
Craig Maloney, Partner, Corporate Finance, MNP

8:55AM - 9:45AM

Part 2 – Strategies to Maximize Price

It’s often possible to sell your business for 50% more if you do everything right. Unlike selling a share on the stock exchange or a home in the residential real estate market, the process of selling your business is deemed “inefficient” by economists. In an efficient market like the ones listed above, the price of your asset is not significantly affected by the actual selling process. Contrarily, in the M&A market, the selling process itself can have a major impact on the price of your company. Plan and execute the process correctly and you could increase the price of your company by upwards of 50%. The speaker will elaborate on industry myths, and misconceptions to provide you with the knowledge and tools to sell your company for a higher price.

Workshop Leaders:
Alan Chettiar, Partner, Investment Banking, FirePower Capital
Ilan Jacobson, Founding Partner & CEO, FirePower Capital

9:45am - 10:05am

Networking Break

10:05AM - 10:55AM

Part 3 – Managing Unintended Consequences

How to protect yourself from unexpected business risk prior to a transaction
How to prepare your company (and you personally) for a successful sale.
Learn what risks should be addressed, including subtleties of legal agreements, non-compete clauses, wills that misalign with shareholder’s agreements, powers of attorney and more
There are several ways to structure the sale your company (including how and when you get paid). What are your options?
Learn how to manage confidentiality and protect yourself against rogue competitors, suppliers, employees or customers.
Tactics to avoid major post-sale surprises
Shrewd buyer tactics that you need to know about

Workshop Leaders:
Sarah Campbell, Partner, McInnes Cooper
Chris MacIntyre, Partner, McInnes Cooper

11:00AM - 11:50AM

Part 4 – How to Choose the Right Advisors & Understanding Costs

The successful sale of a business involves many moving parts, making it the largest and possibly most complicated transaction of your life. You can’t do this alone – practical advice will help you select the best professionals to sell your company while ensuring that you get you the best price and terms. In this session, you’ll learn tactics to select the best advisors and importantly, you’ll learn what your team will cost and how they will get paid. You’ll leave this workshop with an understanding of what the ideal exit team looks like and why every good transaction needs a great “bad guy.”

Workshop Leaders:
Kevin Fraser, Partner, Grant Thornton LLP
Jillian Murray, Partner, Grant Thornton LLP

11:50am - 12:00pm

Closing Comments

Program, Schedule, and Speakers Subject to Change Without Notice

SEPTEMBER 15 | CONFERENCE PROGRAM

Are you a member of the Family Enterprise Xchange?
BTF delegates will receive 7 CE Credits for attending the BTF Atlantic Forum

7:15 AM – 8:00 AM

Registration, Networking & Continental Breakfast

8:00 AM – 8:10 AM

Forum Overview by Conference Chair

Conference Chair: Paul LeBlanc, Founder + CEO, 7th Wave Capital

8:10 AM – 8:40 AM

The 30,000-foot Perspective: How Will the Economy Impact Your Business

An overview of the current economic conditions and market trends that business owners need to consider when thinking about your business.
An understanding of how these trends are impacting your business.
Insights into the current M&A environment, such as industry consolidations, leading acquirers and other factors which might affect the future of your business.

Speaker:
Pierre Cléroux, Vice President Research & Chief Economist, BDC

8:40 AM – 9:15 AM

Your Roadmap to Transition

A step-by-step overview of the mechanics of selling and/or transitioning a business
Tactical information to help you identify at what stage should you be considering hiring advisors or other transition experts
The knowledge you need to mitigate risk and maximize reward in or to successfully exit your business with confidence

Speaker:
Rob Normandeau, President, SeaFort Capital

9:15 AM – 10:15 AM

Here’s One for the Books: Lessons from Seasoned Buyers

What do buyers look for when assessing a potential acquisition? Growth prospects, financial health, management team and strategic fit are just a few of the considerations.

This session will dive into:

The data that matters most to buyers
Lessons these buyers have learned along the way
How did cultural fit impact the purchase process
If you just want to take some cash off the table, what kind of partner or buyer is right for you

Moderator: Christine Pound, Partner, Stewart McKelvey

10:15 AM – 10:45 AM

Networking & Coffee Break

10:45 AM – 11:45 AM

Concurrent Sessions: A1 – A3 The Processes Integral to Planning for Transition

A1: Scaling Your Business

This session will explore:

How to modernize your business in order to drive data driven results
How to identify growth opportunities that will help you maximize profitability, whether you choose to sell or not
Strategies, tactics and metrics you can put to work right away that will have an immediate impact as well as set your company up for greater future success.

Moderator: Suzanne Loomer, Partner, Deal Advisory, KPMG Canada

A2: Executing An Effective Management Buyout

When should you begin your succession planning
How to prepare your senior management team for transition and the shift in leadership roles
Strategies for partner buyouts
Different types of financing and strategies to increase cash flow
Implementing your post-closing transition plan

Moderator: Dave Doucette, Regional Director, Atlantic, Roynat Capital

A3: Sunday Night Dinner ~ A Family Discussion

You will learn:

What measures do you need to be taking to professionalize your family owned and operated firm?
How are you supporting a shift in leadership?
How do you ensure you have the right governance in place?
How do you assess the need for outside non-family executives if your family successors aren’t the right fit
Strategies and tactics to deal with the impact this transition will have on your family

Moderator: Robert Blunden, Principal Consultant, Blunden and Associates

Panel:
Gina McFetridge, President, Archway Insurance
Jon Stanfield, Chairman, President & CEO, Stanfield's

11:45 AM - 1:00 PM

Networking Lunch

1:00 PM – 1:30 PM

Fireside chat with Business Tycoon, John Risley

Host: Marie Mullally, President & CEO, CUA

In discussion with:
John Risley, to Chairman & CEO, CFFI Ventures Inc.

1:35 PM – 2:25 PM

Concurrent Sessions: B1 – B3 Learning to Navigate the ‘Ins and Outs’ of Transactions

B1: Effectively Structuring Your Company for Transition

This session will look at real-world examples:

How to structure your company well in advance of a potential sale or recapitalization
What options to consider to reap the benefits and avoid pitfalls
Tactics to avoid major post-sale surprises
Options for how to manage what are no longer business expenses in your life post-transition

Moderator: Louis-Pierre Francoeur, Principal, Transactions, Grant Thornton LLP

Panel:
Jim Cruickshank, Partner, Stewart McKelvey
Malcolm Fraser, President & CEO, Innovacorp
Keith MacIntyre, Partner, Grant Thorton LLP

B2: Common Deal Challenges: How to Address & Avoid them

Working capital and tax structure issues
Declining company or economic performance during the process
Unsophisticated legal counsel
How to maintain confidentiality during the deal
Delays in obtaining third-party consents
“Deal fatigue”

Moderator: Jeff Mackenzie, Principal, Confederation M&A

B3: Strategies to Maximize Price & Negotiate Deal Terms

How to decide on the breadth and nature of a sale process
Why timing and deal tension matters, and how to create it
Which terms have an impact on price, and which do not
The role advisors can play through the sale process, and when and how to manage them

Moderator: Dan Jennings, Partner, BDO Canada

2:25 PM – 2:45 PM

Networking & Coffee Break

2:45PM – 3:15PM

What’s Your Business Really Worth – How do You Value Your Business?

This session will explore key value drivers that require immediate attention in order to maximize the saleability of your business.

Speaker:
Anne Whelan, President & CEO, Seafair Capital

3:20PM – 4:10 PM

War Stories: The Good, The Bad & The Ugly

Hear from a panel of business owners who have gone through transition with their business and now have the opportunity to share their tales from the trenches. This panel will share insights on:

What they wish they had known at the beginning of their transition journey and what would they have done differently
Did they get the price they asked for based on timing and deal terms
Key learnings they have brought into their next endeavours
The personal side of post-transition

Moderator: Paul LeBlanc, Founder + CEO, 7th Wave Capital

4:10 PM – 5:15 PM

Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice

SEPTEMBER 16 | ENTREPRENEUR WORKSHOP (ADD-ON OPTIONAL)

Limited Seating

A not-to-be-missed educational workshop for business owners who are looking for a deeper dive in transitioning their business.

The sessions will focus on case studies to provide real life situations to assist you with your transition discussions.

8:00am - 8:05am

Opening Comments by BDC

8:05AM - 8:55AM

Part 1 – Negotiation & Deal Dynamics

Workshop Leaders:
Chace Hynes, Director, Corporate Finance Atlantic Region, MNP
Craig Maloney, Partner, Corporate Finance, MNP

8:55AM - 9:45AM

Part 2 – Strategies to Maximize Price

Workshop Leaders:
Alan Chettiar, Partner, Investment Banking, FirePower Capital
Ilan Jacobson, Founding Partner & CEO, FirePower Capital

9:45am - 10:05am

Networking Break

10:05AM - 10:55AM

Part 3 – Managing Unintended Consequences

How to protect yourself from unexpected business risk prior to a transaction
How to prepare your company (and you personally) for a successful sale.
Learn what risks should be addressed, including subtleties of legal agreements, non-compete clauses, wills that misalign with shareholder’s agreements, powers of attorney and more
There are several ways to structure the sale your company (including how and when you get paid). What are your options?
Learn how to manage confidentiality and protect yourself against rogue competitors, suppliers, employees or customers.
Tactics to avoid major post-sale surprises
Shrewd buyer tactics that you need to know about

Workshop Leaders:
Sarah Campbell, Partner, McInnes Cooper
Chris MacIntyre, Partner, McInnes Cooper

11:00AM - 11:50AM

Part 4 – How to Choose the Right Advisors & Understanding Costs

Workshop Leaders:
Kevin Fraser, Partner, Grant Thornton LLP
Jillian Murray, Partner, Grant Thornton LLP

11:50am - 12:00pm

Closing Comments

Program, Schedule, and Speakers Subject to Change Without Notice

Mark Brodkin

Alan Chettiar

Christine Bell

Robert Blunden

Ilan Jacobson

Pierre Cléroux

Peter Conrod

Sarah Campbell

Jim Cruickshank

Wade K. Dawe

Dave Doucette

Kevin Fraser

Bruce Hogan

Chace Hynes

John Flewelling

Malcolm Fraser

Louis-Pierre Francoeur

Dan Jennings

Paul LeBlanc

Suzanne Loomer

Mickey MacDonald

Jeff Mackenzie

Chris MacIntyre

Keith MacIntyre

Craig Maloney

Michael Crouse

Gina McFetridge

Dallas Mercer

Corey Miller

Don Mills

Marie Mullally

Jillian Murray

David Hastie

Darren Nantes

Houssein Mousavi

Daren Baxter

Cory Bell

Melissa Brenton

Bob Brown

Rob Normandeau

Christine Pound

John Risley

Peter Fahey

Kevin Fraser

George Rossolatos

Tom Hickey

Margaret Humphreys

Gerry Lanigan

Paul Ryan

Mark Marshall

Chris MacIntyre

Zac McIsaac

Amanée Mousavi

Jon Stanfield

Dr. Lesley Steele

Matthew Towns

Larry Puddister

Dave Randell

Louie Velocci

Nikki Robar

Bill Sanford

Victoria Stanhope

Claude Miron

Kristi Miller

Anne Whelan

Peter Zed

Eric Termuende

Randy Williamson

Sarah Young

Peter T. Zed