Conference Program

Conference Program

2022 CONFERENCE CHAIR

Paul LeBlanc

Founder + CEO, 7th Wave Capital

Welcome to the 2nd annual Business Transitions Forum in Atlantic. We are excited to be back to in person events and thrilled to have an excellent conference program with over 40 entrepreneurs and experts sharing their insights and stories about companies that have previously sold. You will learn from experts and connect with peer groups who will offer valuable insights to help you with transition strategy – whether you’re just beginning to think about it or well-advanced down the path.

Enjoy the conference!

All Days VIP Welcome Reception Conference Workshop

APRIL 11, 2022 | VIP WELCOME RECEPTION FOR BUSINESS OWNERS

APRIL 12, 2022 | CONFERENCE PROGRAM

7:15AM-8:00AM

Registration

7:15AM - 8:00AM

Networking & Continental Breakfast

8:00AM – 8:10AM

Welcome & 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.

speaker:
Paul LeBlanc, Founder + CEO, 7th Wave Capital
Tim Houston, Premier of Nova Scotia

8:10AM - 8:40AM

Opening Keynote: The Big Picture-Overview of Canadian Business Going Forward and the Impacts of COVID 19

What do economic conditions and market trends look like in a world recovering from COVID? How has the pandemic affected your business and will the economy rebound to pre pandemic numbers? This session will provide insights into both a macro view of the economy, as well as provide insights on regional and industry sector differences. You will also get an understanding of the current mergers and acquisitions environment and factors which might impact it in the future.

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

8:45AM - 9:15AM

Your Roadmap to Transition: How to Structure a Saleable Business

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

9:20AM – 10:15AM

Lessons (and Ideas) from Seasoned Buyers

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

In this panel strategic buyers and private equity purchasers will discuss the metrics that matter most to them, lessons they have learned along the way and what to consider if you are just looking for liquidity options (ie, you just want to take some cash off the table).

Moderator: Christine Pound, Partner, Stewart McKelvey

Panel:
Mark Brodkin, Managing Director & Head, Roynat Equity Partners
Michael Crouse, Managing Partner, Founders East Capital
Lynn Sullivan, Director & Co-owner, C-Gas Management Inc.

10:15AM – 10:45AM

Networking & Coffee Break

10:50AM – 11:50AM

Concurrent Sessions: 1A – 3A The Processes Integral to Planning for Transition

1A: Scaling Your Business In Preparation For Transition

Putting an emphasis on systematically growing your business could be your secret weapon when looking to attract 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 the necessary steps to maximizing business value before you engage the sale process including strategies, tactics and metrics you can put to work right away that will have immediate

Moderator: Suzanne Loomer, Partner, Advisory Services, KPMG LLP

Panel:
Rhiannon Davies, Founding and Managing Partner, Sandpiper Ventures
Robert Gale, Managing Partner, Rothesay Capital Partners
Danielle Pelletier, CEO, Autism Intervention Services
Lou Velocci, National Lead Partner CIO Advisory Services, KPMG Canada

2A: Executing Alternative Transition Structures: Exploring if an MBO or Minority Equity Investor Could Be A Good Fit For Your Business

COVID has prompted a surge in non-traditional M&A deal structures and accelerated deals. There are a number of transaction structures that aren’t reliant on a large amount of cash, and can take a variety of different forms, such as a management buyout or buy-in (MBO/MBI), acquiring minority stakes or entering cooperative arrangements through joint ventures, alliances, or partnerships as a success strategy.

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
Steve Bragg, Atlantic Business Growth & Legacy Leader, MC Advisory
Don Mills, Chair & Senior Counsel, Corporate Research Associates Inc.

3A: Strategies to Maximize Price & Negotiate Deal Terms

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.

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 LLP

Panel:
Wayne Chamberlain, President, Intelisys Aviation Systems
Deanne MacLeod, Partner, Stewart McKelvey
Danny Morgan, VP of Investments, Founders East Capital

11:50AM – 12:50PM

Networking Lunch

12:50PM - 1:30PM

FIRESIDE CHAT WITH SERIAL ENTREPRENEUR, JOHN RISLEY

Host: Nancy Mathis, Executive Director, Wallace McCain Institute

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

1:30PM – 2:20PM

Concurrent Sessions: 1B – 2B Learning to Navigate the ‘Ins and Outs’ of Transactions

1B: Can You Afford To Sell? 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: Ryan Power, Partner and Tax Leader Grant Thornton LLP

Panel:
Jamie Angus, Partner, Touchstone Legal Inc.
Malcolm Fraser, President & CEO, Innovacorp
Ryan Kennedy, Former Owner, Jean Coutu Pharmacy

2B: 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:
Ben Parsons, President, DALMAC Print – Signs – Cresting
Paul Ryan, Director, Growth and Transition Capital, BDC
Matthew Towns, Partner, SeaFort Capital
Peter Zed, Partner, Cox & Palmer

2:20PM - 2:40PM

Coffee Break

2:45PM - 3:25PM

The Golden Egg: The Impact of People on the Value of Your M&A Deal

Both buyers and sellers recognize that human capital is one of the most important assets in a company, but will it be preserved during the transition of a merger or acquisition? Strategies for talent retention, HR due diligence, structuring deals to keep people post deal, communication to staff, surviving general HR trends (like the Great Resignation) should be addressed long before a deal hits the table. It takes time to build a strong corporate culture and an acquirer wants to know that it is resilient enough to fit into a new mother ship and talent won’t peel off with a sale?

This session will cover issues such as:

Retention strategies
Timing: when/ how to tell staff re: transition
Building a resilient culture and trust on your team when an M&A deal is on the table.
The importance of integration and instilling an agile mindset in leaders and their teams after a merger.
Accessing senior management for due diligence

Moderator: Patrick Sullivan, President & CEO, Halifax Chamber of Commerce

In discussion with:
James Dent, Vice President, McCain Capital Partners
Kevin Fraser, Partner, Transactions, Grant Thornton LLP

3:25PM - 4:15PM

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

What would they change, if anything, if they were to do it all again? These business owners will help build and broaden your frame of reference by sharing their own war stories and tales from the trenches.

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

Panel:
Mickey MacDonald, CEO, Micco
Corey Miller, CEO, Parts for Trucks
Darren Nantes, President & CEO, Guildfords
Dr. Lesley Steele, CEO & Founder, Virtual Veterinary Solutions

4:15PM – 5:15PM

Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice

APRIL 13, 2022 | ENTREPRENEUR WORKSHOP (ADD-ON OPTIONAL)

Masterclass Workshop – A Deeper Dive

(add-on, half day workshop for entrepreneurs)

“How to Maximize The Selling Price of Your Business and Protect Yourself In The Process”

A not-to-be-missed educational workshop for business owners who are serious about maximizing the proceeds of an eventual sale.

In this two-part, half-day workshop we’ll take a deep dive 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 buyers value most (and why), and explain how to manage personal and corporate risk.

(Only 50 seats available. Business owners only. Workshop is an additional charge.)

8:00AM - 8:30AM

Continental Breakfast

8:30AM – 9:15AM

Creating & Working Through the Transition Checklist

The secret to succession planning success is to be ready to sell, even if your business is not for sale. By being proactive, you’ll maximize the value of your business when the time, buyer and terms are right. Selling or otherwise exiting a business is, by far, the most complex transaction that most entrepreneurs will ever undertake. Detailed planning is instrumental and ideally begins long before any decision to sell. Starting your transition checklist is key to the end result.

Some general key points to include:

Define overarching goals – Self-assessment of primary reasons for transition: When is the right time to transition or otherwise exit?
Plan for successors
Explore tax opportunities and maximize retirement income
Effectively communicate your succession plan
Build a contingency plan

speakers:
Sarah Campbell, Partner, McInnes Cooper
Chris MacIntyre, Partner, McIness Cooper

9:15AM – 10:00AM

Value Creation for your Business

Value assessment: What is your company worth? Common methods of assessing value will be addressed.
Operational and financial bootcamp. What areas of your business should you focus on to increase value + surprising areas of your business that can destroy value.
What buyers are looking for and why some businesses are considerably more attractive than other businesses.
The competitive sale process: Learn how a competitive sale process works, and why it is the best way to maximize price and terms of an eventual sale.

speakers:
Sarah Campbell, Partner, McInnes Cooper
Chris MacIntyre, Partner, McIness Cooper

10:00AM – 10:30AM

Refreshment Break – Network With Other Business Owners

10:30AM – 11:15AM

Do I need an Exit Team and Why?

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. You will need a team of professionals to help you successfully sell your company. The right team will get you the best price, terms and most importantly, ensure that the transaction closes.

After attending this workshop, you will understand what the ideal exit team looks like and how to select the best advisors for your business. You’ll also learn what your exit team will cost and how they’ll be paid.

speakers:
Dan Jennings, Partner, BDO Canada LLP
Gerry Lanigan, Director, BDO M&A Capital Markets

11:15AM – 12:00 PM

The Due Diligence Process & Why Sellers Should Care

While the idea of providing unfettered access to the confidential information pertaining to your business may sound scary, it is standard operating procedure when it comes to transitioning your business to an outsider. Learn about ways to maintain control of process without impeding success. While you may only go through the process with a buyer who you believe is qualified and fully committed to completion, many deals collapse at the due diligence stage. Buyers and their advisors will be on the lookout for red flags and trouble spots. This is your opportunity to learn about common “deal breakers” so that you and your advisors can prepare for them and maintain momentum during this crucial phase.

speakers:
Dan Jennings, Partner, BDO Canada LLP
Gerry Lanigan, Director, BDO M&A Capital Markets

Program, Schedule, and Speakers Subject to Change Without Notice

APRIL 12, 2022 | CONFERENCE PROGRAM

7:15AM-8:00AM

Registration

7:15AM - 8:00AM

Networking & Continental Breakfast

8:00AM – 8:10AM

Welcome & Forum Overview by Conference Chair

speaker:
Paul LeBlanc, Founder + CEO, 7th Wave Capital
Tim Houston, Premier of Nova Scotia

8:10AM - 8:40AM

Opening Keynote: The Big Picture-Overview of Canadian Business Going Forward and the Impacts of COVID 19

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

8:45AM - 9:15AM

Your Roadmap to Transition: How to Structure a Saleable Business

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

9:20AM – 10:15AM

Lessons (and Ideas) from Seasoned Buyers

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

Moderator: Christine Pound, Partner, Stewart McKelvey

Panel:
Mark Brodkin, Managing Director & Head, Roynat Equity Partners
Michael Crouse, Managing Partner, Founders East Capital
Lynn Sullivan, Director & Co-owner, C-Gas Management Inc.

10:15AM – 10:45AM

Networking & Coffee Break

10:50AM – 11:50AM

Concurrent Sessions: 1A – 3A The Processes Integral to Planning for Transition

1A: Scaling Your Business In Preparation For Transition

Moderator: Suzanne Loomer, Partner, Advisory Services, KPMG LLP

2A: Executing Alternative Transition Structures: Exploring if an MBO or Minority Equity Investor Could Be A Good Fit For Your Business

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
Steve Bragg, Atlantic Business Growth & Legacy Leader, MC Advisory
Don Mills, Chair & Senior Counsel, Corporate Research Associates Inc.

3A: 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 LLP

Panel:
Wayne Chamberlain, President, Intelisys Aviation Systems
Deanne MacLeod, Partner, Stewart McKelvey
Danny Morgan, VP of Investments, Founders East Capital

11:50AM – 12:50PM

Networking Lunch

12:50PM - 1:30PM

FIRESIDE CHAT WITH SERIAL ENTREPRENEUR, JOHN RISLEY

Host: Nancy Mathis, Executive Director, Wallace McCain Institute

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

1:30PM – 2:20PM

Concurrent Sessions: 1B – 2B Learning to Navigate the ‘Ins and Outs’ of Transactions

1B: Can You Afford To Sell? 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: Ryan Power, Partner and Tax Leader Grant Thornton LLP

Panel:
Jamie Angus, Partner, Touchstone Legal Inc.
Malcolm Fraser, President & CEO, Innovacorp
Ryan Kennedy, Former Owner, Jean Coutu Pharmacy

2B: 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

Panel:
Ben Parsons, President, DALMAC Print – Signs – Cresting
Paul Ryan, Director, Growth and Transition Capital, BDC
Matthew Towns, Partner, SeaFort Capital
Peter Zed, Partner, Cox & Palmer

2:20PM - 2:40PM

Coffee Break

2:45PM - 3:25PM

The Golden Egg: The Impact of People on the Value of Your M&A Deal

This session will cover issues such as:

Retention strategies
Timing: when/ how to tell staff re: transition
Building a resilient culture and trust on your team when an M&A deal is on the table.
The importance of integration and instilling an agile mindset in leaders and their teams after a merger.
Accessing senior management for due diligence

Moderator: Patrick Sullivan, President & CEO, Halifax Chamber of Commerce

In discussion with:
James Dent, Vice President, McCain Capital Partners
Kevin Fraser, Partner, Transactions, Grant Thornton LLP

3:25PM - 4:15PM

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, CEO, Parts for Trucks
Darren Nantes, President & CEO, Guildfords
Dr. Lesley Steele, CEO & Founder, Virtual Veterinary Solutions

4:15PM – 5:15PM

Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice

APRIL 13, 2022 | ENTREPRENEUR WORKSHOP (ADD-ON OPTIONAL)

Masterclass Workshop – A Deeper Dive

(add-on, half day workshop for entrepreneurs)

“How to Maximize The Selling Price of Your Business and Protect Yourself In The Process”

A not-to-be-missed educational workshop for business owners who are serious about maximizing the proceeds of an eventual sale.

(Only 50 seats available. Business owners only. Workshop is an additional charge.)

8:00AM - 8:30AM

Continental Breakfast

8:30AM – 9:15AM

Creating & Working Through the Transition Checklist

Some general key points to include:

Define overarching goals – Self-assessment of primary reasons for transition: When is the right time to transition or otherwise exit?
Plan for successors
Explore tax opportunities and maximize retirement income
Effectively communicate your succession plan
Build a contingency plan

speakers:
Sarah Campbell, Partner, McInnes Cooper
Chris MacIntyre, Partner, McIness Cooper

9:15AM – 10:00AM

Value Creation for your Business

Value assessment: What is your company worth? Common methods of assessing value will be addressed.
Operational and financial bootcamp. What areas of your business should you focus on to increase value + surprising areas of your business that can destroy value.
What buyers are looking for and why some businesses are considerably more attractive than other businesses.
The competitive sale process: Learn how a competitive sale process works, and why it is the best way to maximize price and terms of an eventual sale.

speakers:
Sarah Campbell, Partner, McInnes Cooper
Chris MacIntyre, Partner, McIness Cooper

10:00AM – 10:30AM

Refreshment Break – Network With Other Business Owners

10:30AM – 11:15AM

Do I need an Exit Team and Why?

speakers:
Dan Jennings, Partner, BDO Canada LLP
Gerry Lanigan, Director, BDO M&A Capital Markets

11:15AM – 12:00 PM

The Due Diligence Process & Why Sellers Should Care

speakers:
Dan Jennings, Partner, BDO Canada LLP
Gerry Lanigan, Director, BDO M&A Capital Markets

Program, Schedule, and Speakers Subject to Change Without Notice

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Wayne Chamberlain

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