Conference Program

Conference Program

CONFERENCE CHAIR

Matthew Kellow

Vice President, Growth & Transition Capital, Western Canada, BDC Capital

Matthew Kellow is the Vice President, Growth and Transition Capital at BDC Capital, and is based in the Calgary office. With more than 10 years’ experience as a senior debt, mezzanine and equity provider, Matthew has structured mezzanine investments, equity infusions and helped manage major transactions in fields such as construction, energy, manufacturing and technology.

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All Days VIP Welcome Reception Conference Workshop

OCTOBER 30, 2019 | CONFERENCE PROGRAM

*The conference has been approved for the following continuing education credits:

Alberta lawyers may consider including this course as a CPD learning activity in your mandatory annual Continuing Professional Development Plan as required by the Law Society of Alberta.
FEA designates may earn 7 hours of CE for the entire conference.

7:15 AM – 8:00 AM

Registration, Networking & Continental Breakfast

8:00 AM – 8:10 AM

Forum Overview by Conference Chair

Introduction by Kristi Miller, Founder and National Managing Director, First West Capital

Chair: Matthew Kellow, Vice President, Growth & Transition Capital, Western Canada, BDC Capital

8:10 AM – 8:40 AM

The 30,000-foot Perspective: How Will the Economy Impact Your Business Today & in the Future?

The decisions you make today will ultimately impact your business in the future. What are the current economic conditions and market trends that business owners need to consider when thinking about your business? How might these trends impact your business? 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 M&A environment and factors which might impact it in the future.

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

8:40 AM – 9:15 AM

The Roadmap to Transition: How to Build 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 optimally structure a company to increase the probability of a successful sale. Who’s to know if and 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 for a successful transition.

A step-by-step overview of the mechanics of selling and/or transitioning a business
At what stage should you be considering hiring advisors or other transition experts
How to mitigate risk to maximize reward and successfully exit your business with confidence

Speaker:
Cody Church, CEO & President, Clear North 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 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: Ilan Jacobson, Founding Partner & CEO, FirePower Capital

Panel:
Kristi Miller, Founder and National Managing Director, First West Capital
Chad Robinson, Managing Director, SCF Partners
Jon Spencer, Principal, TriWest Capital Partners Inc.
Devin Wagner, Managing Director, Western Region Transactions Leader, Grant Thornton LLP

10:15 AM – 10:45 AM

Networking & Coffee Break

10:45 AM – 11:45 AM

Concurrent Sessions: A1 – A3

A1: 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.

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. Through an interactive discussion you’ll learn:

Why companies should be sold, not bought
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 roles an advisor can play through the sale process, and when and how to manage them

Moderator: Dave Mason, Director, Senior Private Wealth Manager, UBS Bank (Canada)

Panel:
Alan Chettiar, Partner, Investment Banking, FirePower Capital
Sharon Gray, President, RDT Valuations Group Inc.
Don Montgomery, President, True North Mergers and Acquisitions
Terry Stephenson, President & CEO, Vertex Resources Group
Anthony Strawson, Co-Managing Partner, Felesky Flynn LLP

A2: 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
Delays in obtaining third-party consents
Tactics to avoid major post-sale surprises
“Deal fatigue”

Moderator: Bryan Haynes, Partner, Bennett Jones LLP

Panel:
David C. Curtis, Chairman and CEO, Longview Aviation Capital
Christoffer Mylde, SVP Corporate Development, Sproule
Mark Vodden, Vice President, KPMG Corporate Finance Inc.

A3: Building a Generational Business

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 outside, non-family executives.

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?

In this session presenters will share their unique tools and perspectives so that you can successfully plan for your own family business transition.

Moderator: Allison Maher, Co-founder, Family Wealth Coach Planning Services Inc.

Panel:
Stefan Erasmus, President, Werklund Family Office
Shauna Feth, Executive Director, Alberta Business Family Institute, University of Alberta
Lynne Fisher, National Team Leader, ExitSmart, MNP

11:45 AM – 12:50 PM

Networking Lunch

11:45 AM – 12:50 PM

Meet the Experts (MTE)

Bring your burning transition questions to our group of experts. This is your opportunity to meet and obtain advice from Canada’s leading and most reputable experts on the subject of transition-strategy.

12:55 PM – 1:25 PM

Luncheon Keynote: Fireside Chat – Life After the Close

In this Fireside Chat, you will hear the stories from a business owner who has gone through a transition of their business and now has the opportunity to reflect on the deal. How has the transition affected their personal and professional life? What would they change if they were to do it all again? Would they negotiate differently, work with different strategic advisors or would they second guess their decision to exit?

Host: Mike Reynolds, Managing Director, MNP Corporate Finance

In discussion with:
Donald Cranston, President, Nutters Bulk & Natural Foods

1:30 PM – 2:20 PM

Concurrent Sessions: B1 – B3

B1: 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
How to ensure your management team is well-advised and independently advised.
Strategies for partner buyouts
Different types of financing and strategies to increase cash flow
Implementing your post-closing transition plan

Moderator: Janie Tremblay, Counsel, McMillan LLP

Panel:
Jeff Aplin, President & CEO, David Aplin Group
Jackie Fimrite, Vice President, RBC Mid-Market Mergers and Acquisitions
Vern Malcolm, Managing Director, Growth & Transition Capital, BDC Capital

B2: 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 session will look at real-world examples:

How to structure your company well in advance of a potential sale or recapitalization
Help you consider all of your business options 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

Speakers:
Scott Bodie, Partner, Tax, Bennett Jones LLP
Trevor Thomson, Partner, Taxation Services, BDO Canada LLP

B3: Scaling Your Business in Preparation for Transition

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.

This session will explore the necessary steps to maximizing business value before you engage the sales process including strategies, tactics, and metrics you can put to work right away that will have both immediate impact as well as set your company up for greater future success.

Moderator: Mike McIsaac, Founder & President, Renaissance Mergers & Acquisitions Inc.

Panel:
Mark Brodkin, Managing Director & Head, Roynat Equity Partners, Roynat Capital
Cheryl Grant, Director, Transactions, Grant Thornton Corporate Finance Inc.
Greg McIlwain, Business Law and M&A, McMillan LLP
Greg Tooth, Director, Equicapita

2:20 PM - 2:40 PM

Coffee Break

2:45 PM – 3:20 PM

The Valuation Levers – What’s your company really worth?

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:
Josh Matthews, Managing Director, Corporate Finance, PwC Canada

3:25 PM – 4:15 PM

Exit 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 reflect on the process in the rear view mirror. This panel will share insights on what they wish they had known at the beginning of their transition journey and their key learnings for their next endeavours. 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: Matthew Kellow, Vice President, Growth & Transition Capital, Western Canada, BDC Capital

Panel:
Bill Darling, Former President, Big Guns Energy Services
Jeff Nugent, Chief Strategy & Global Business Development Officer, People 2.0
Cathie Saroka, President & CEO, Goldray Glass
Aroon Sequeira, Chairman, Sequeira Partners

4:15 PM – 5:30 PM

Cocktails & Conversation Networking Reception

4:15 PM – 5:30 PM

Meet the Experts (MTE)

Program, Schedule, and Speakers Subject to Change Without Notice

OCTOBER 31, 2019 | BUSINESS OWNERS WORKSHOP (ADD-ON OPTIONAL)

“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.)

7:30AM - 8:00AM

CONTINENTAL BREAKFAST

8:00AM - 9:45AM

PART I – ENHANCING THE VALUE OF 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.

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

9:45AM - 10:15AM

REFRESHMENT BREAK – NETWORK WITH OTHER BUSINESS OWNERS

10:15AM - NOON

PART II – 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:
Justin Ferrara, Partner, Norton Rose Fulbright Canada LLP
Katherine Prusinkiewicz, Partner, Senior Knowledge Lawyer, Norton Rose Fulbright Canada LLP

Program, Schedule, and Speakers Subject to Change Without Notice

OCTOBER 29, 2019 | VIP WELCOME RECEPTION FOR BUSINESS OWNERS

5:30 PM - 7:00 PM

VIP WELCOME RECEPTION FOR BUSINESS OWNERS – BY INVITATION

OCTOBER 30, 2019 | CONFERENCE PROGRAM

*The conference has been approved for the following continuing education credits:

Alberta lawyers may consider including this course as a CPD learning activity in your mandatory annual Continuing Professional Development Plan as required by the Law Society of Alberta.
FEA designates may earn 7 hours of CE for the entire conference.

7:15 AM – 8:00 AM

Registration, Networking & Continental Breakfast

8:00 AM – 8:10 AM

Forum Overview by Conference Chair

Introduction by Kristi Miller, Founder and National Managing Director, First West Capital

Chair: Matthew Kellow, Vice President, Growth & Transition Capital, Western Canada, BDC Capital

8:10 AM – 8:40 AM

The 30,000-foot Perspective: How Will the Economy Impact Your Business Today & in the Future?

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

8:40 AM – 9:15 AM

The Roadmap to Transition: How to Build a Saleable Business

A step-by-step overview of the mechanics of selling and/or transitioning a business
At what stage should you be considering hiring advisors or other transition experts
How to mitigate risk to maximize reward and successfully exit your business with confidence

Speaker:
Cody Church, CEO & President, Clear North 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.

Moderator: Ilan Jacobson, Founding Partner & CEO, FirePower Capital

10:15 AM – 10:45 AM

Networking & Coffee Break

10:45 AM – 11:45 AM

Concurrent Sessions: A1 – A3

A1: Strategies to Maximize Price & Negotiate Deal Terms

Why companies should be sold, not bought
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 roles an advisor can play through the sale process, and when and how to manage them

Moderator: Dave Mason, Director, Senior Private Wealth Manager, UBS Bank (Canada)

A2: 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
Delays in obtaining third-party consents
Tactics to avoid major post-sale surprises
“Deal fatigue”

Moderator: Bryan Haynes, Partner, Bennett Jones LLP

Panel:
David C. Curtis, Chairman and CEO, Longview Aviation Capital
Christoffer Mylde, SVP Corporate Development, Sproule
Mark Vodden, Vice President, KPMG Corporate Finance Inc.

A3: Building a Generational Business

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?

In this session presenters will share their unique tools and perspectives so that you can successfully plan for your own family business transition.

Moderator: Allison Maher, Co-founder, Family Wealth Coach Planning Services Inc.

11:45 AM – 12:50 PM

Networking Lunch

11:45 AM – 12:50 PM

Meet the Experts (MTE)

12:55 PM – 1:25 PM

Luncheon Keynote: Fireside Chat – Life After the Close

Host: Mike Reynolds, Managing Director, MNP Corporate Finance

In discussion with:
Donald Cranston, President, Nutters Bulk & Natural Foods

1:30 PM – 2:20 PM

Concurrent Sessions: B1 – B3

B1: Executing An Effective Management Buyout

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
How to ensure your management team is well-advised and independently advised.
Strategies for partner buyouts
Different types of financing and strategies to increase cash flow
Implementing your post-closing transition plan

Moderator: Janie Tremblay, Counsel, McMillan LLP

B2: 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
Help you consider all of your business options 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

Speakers:
Scott Bodie, Partner, Tax, Bennett Jones LLP
Trevor Thomson, Partner, Taxation Services, BDO Canada LLP

B3: Scaling Your Business in Preparation for Transition

Moderator: Mike McIsaac, Founder & President, Renaissance Mergers & Acquisitions Inc.

2:20 PM - 2:40 PM

Coffee Break

2:45 PM – 3:20 PM

The Valuation Levers – What’s your company really worth?

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

Speaker:
Josh Matthews, Managing Director, Corporate Finance, PwC Canada

3:25 PM – 4:15 PM

Exit Stories: The Good, The Bad & The Ugly

Moderator: Matthew Kellow, Vice President, Growth & Transition Capital, Western Canada, BDC Capital

4:15 PM – 5:30 PM

Cocktails & Conversation Networking Reception

4:15 PM – 5:30 PM

Meet the Experts (MTE)

Program, Schedule, and Speakers Subject to Change Without Notice

OCTOBER 31, 2019 | BUSINESS OWNERS WORKSHOP (ADD-ON OPTIONAL)

“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.)

7:30AM - 8:00AM

CONTINENTAL BREAKFAST

8:00AM - 9:45AM

PART I – ENHANCING THE VALUE OF 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.

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

9:45AM - 10:15AM

REFRESHMENT BREAK – NETWORK WITH OTHER BUSINESS OWNERS

10:15AM - NOON

PART II – 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:
Justin Ferrara, Partner, Norton Rose Fulbright Canada LLP
Katherine Prusinkiewicz, Partner, Senior Knowledge Lawyer, Norton Rose Fulbright Canada LLP

Program, Schedule, and Speakers Subject to Change Without Notice

SUBSCRIBE FOR UPDATES

Mark Brodkin

Cody Church

Alan Chettiar

Lynne Fisher

Shauna Feth

Kalos | Journal

GRANT THORNTON | GLOSSARY OF TERMS

GRANT THORNTON | VENTURE

FIREPOWER | WORKSHOP

FIREPOWER | VENTURE

MNP | ENDEAVOUR

BDC | PRESENTING

Roynat | VENTURE

BDC | Session

CFIB | Partner

Cheryl Grant

Ilan Jacobson

Pierre Cléroux

Renaissance | Enterprise

Adam Mallon

Dave Mason

Mike McIsaac

Don Montgomery

Jeff Aplin

Scott Bodie

Jim Crooks

Donald Cranston

David C. Curtis

Bill Darling

Stefan Erasmus

Justin Ferrara

Jackie Fimrite

Sharon Gray

Bryan Haynes

Triwest | Water Bottle

Bennett Jones |Plenary

Fasken | Venture

CVCA | Partner

GRANT THORNTON | WORKSHOP

CMC | Partner

Axel Christiansen

Matthew Kellow

FEX | EDM 19 Supporter

CFIB | TOR 19 Partner

Allison Maher

Tina Di Vito

ABFI | EDM 19 Partner

Monarch | Edm 19 Session

MNP | WORKSHOP

Vern Malcolm

CMC | EDM 19 Partner

Renaissance | EDM 19 Enterprise

Paul Anderson

Jeff Belford

Josh Matthews

UBS | EDM 19 Cocktail

Triwest | EDM 19 Water

MNP | EDM 19 Endeavour

BDC | Edm 19 Lanyard

Cap West | Edm 19 Journal

BDO | EDM 19 Journal

Grant Thornton | Edm 19 Glossary of Terms

Bennett Jones | EDM 19 Plenary

BDC | 2019 Presenting

FirePower | EDM 19 Workshop

ColumnB | EDM 19 Venture

Sequeira | Edm 19 Badge

Fasken | EDM 19 Venture

FIRSTWEST CAPITAL | REGISTRATION

TEC | Partner

FirePower Capital | Edm 19 Venture

Grant Thornton | Edm 19 Venture

PwC | Edm 19 Venture

FirstWest | EDM 19 Venture

EY | EDM 19 Pen

CVCA | Edm Supporting 18

Jonathan Piurko

Greg McIlwain