How does the current mergers and acquisitions environment in Alberta recalibrate when the Energy sector continues to look for upward momentum? How does the current cycle impact business owners that are thinking of transitioning in the coming years?  How will financial markets, interest rates and/or the Canadian dollar impact potential transition outcomes and your ability to sell some or all of your business in the short term or long term? How does today’s market environment affect details like terms and multiples?

What trends are set to impact the biggest transaction of your life?

Recurring revenue is the holy grail for an acquirer and the secret sauce for driving up the value of your business. If you can demonstrate that your sales will continue long after you’re gone, an acquirer will pay more to buy your business today.

In this ground-breaking session, John Warrillow, the Author of The Automatic Customer and Founder of The Value Builder System™ will reveal:

• The surprising impact recurring revenue has on the value of your business
• The three hidden benefits of creating recurring revenue
• The 9 subscription models you can choose from to create recurring revenue in any industry
• The one ratio that will determine if your company is sellable and how much a buyer will pay

If you’re keen to maximize the value for your business, don’t miss this unique opportunity to see how you can create automatic customers no matter what industry you’re in.

You’re contemplating ways to turn years of hard work into cash, but what are your options?  Should you look to your senior management team as potential investors, assuming they are interested and able to invest in your business?  Should you look outside your firm for strategic buyers?  Could private equity, traditional and non-traditional lenders or other entities provide liquidity opportunities?  In this session a panel of experts will help you learn what distinguishes different classes of buyers, depending on your size of business, and what other options are available to you to generate capital.  A variety of scenarios will be specifically addressed, including the pros and cons of options to “go liquid.”

• Strategic buyers
• Private equity
• Going public
• Buying out partners
• Management buyouts
• Other recapitalization options

If you have been a beneficiary, trustee or creator of a family trust – or have been thinking about putting a family trust in place – you likely have found your experiences and discussions about family trusts to create more confusion than clarity. Family trusts often hold a significant amount of a family’s wealth – especially if the trust owns (or owned) shares of a family business. Yet the beneficiaries may be (or may be perceived to be) ill prepared to receive vast amounts of wealth. This situation, as explored through real life examples, can have unintended outcomes. In this session, the speaker will provide an introduction to family trusts in the context of family businesses and share examples where things can go sideways. Against this background, thought leadership in trust governance will be explored to illustrate how trusts can prepare the rising generation to further your family’s financial, social and personal goals in the context of a family business.

This session runs at the same time as Session A2.

While the idea of providing unfettered access to confidential information pertaining to your business may sound scary, it is standard operating procedure when it comes to transitioning your business to an outsider.  While you will only go through this process with a buyer who is qualified, committed and has agreed in writing to keep the information confidential, many deals collapse at the due diligence stage.  The buyer will be on the lookout for red flags or trouble spots or try and grind value. This is your opportunity to learn about the major deal-breakers so that you can prepare for them, protect your price and maintain momentum during this crucial phase.

This session runs at the same time as Session A1.

Join Conference Chairman Cody Church in a “fireside” chat with Jeff  Polovick, as they discuss the unique sale of DRIVING FORCE, one of Canada’s largest independent vehicle rentals, sales and leasing companies, which Jeff founded in 1978.

When you sell or transition your business you may face a significant tax bill. Your tax obligations could be complicated by many factors such as: tax obligations in more than one jurisdiction; the desire to use certain exemptions or rollovers; a plan to gift shares; a sale of assets versus shares; the tax attributes of your company; owning passive investment assets in your corporation; cross-border activity; and much more!  Fortunately, there are a number of opportunities to reduce or even eliminate tax, with the right preparation and enough time to implement.  The moral of the story?  Establish your structure and get your “tax ducks in a row” well in advance of a potential sale or transfer of your business and reap the benefits.  The presenters will discuss real-world examples of proper versus improper planning related to the transition of your business so you can avoid pitfalls.

This session runs at the same time as Session B2.

You’ve spent all your time and energy on building and selling your business and now it’s time for the hard part.  That is, ensuring your family, legacy and financial success remains intact and continues to prosper. Our assembled panel has worked with business owners and family offices around the globe and will share positive experiences, some common challenges, your endless options, and immediately actionable best practices one must undertake before and after selling their life’s work.

This session runs at the same time as Session B1.

It’s often possible to sell your business for much more if you do everything right. Unlike selling shares on the stock exchange, or a home in the residential real estate market, the market for selling your business is described as “inefficient” by economists. In an inefficient market, the price you receive can be significantly affected by the selling process. Plan and execute the process well and you could increase the price of your company by as much as 50%.

You’ll learn why:

• Companies should be sold – not bought
• It’s critically important to have multiple bidders

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.  Different sizes and types of organizations will require different specialized advisors.

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

How does the current economic trend in Alberta impact the biggest transaction of your life? How will financial markets, interest rates and/or the Canadian dollar impact deal terms and multiples? This macro view of the economy and the M&A environment in Alberta will put things into perspective so that you can plan for a successful transition.

The process of selling or transitioning a business is complicated and uncertain. This session provides a bird’s-eye view of the transition process so that you can build your own roadmap when the time is right to exit your business. You will learn where to start, and what areas of the process provide the most opportunity and risk so you can successfully exit your business with confidence.

Do you really know what your business is worth? Many business owners are disappointed when they don’t receive the valuations they expect.  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. This session will outline key value drivers that require immediate attention in order to maximize the saleability and value of your business. 

It took years to build your business and now you are ready to turn your hard work into cash, but what are your options? Should you look to your senior management team as potential investors? Should you look outside your firm for strategic buyers? What is the best option for you and your business? In this session, a panel of experts will discuss a variety of liquidity options and what distinguishes different classes of buyers based on your type and size of business. This session will help attendees prioritize which of the following breakouts to attend (A1, A2, A3).

• Strategic buyers
• Private equity
• Buying out partners
• Management buyouts
• Other recapitalization options

There are many reasons to look outside the ranks of your firm or family to find a potential suitor for your business.  Depending on the size and type of business you operate and your own personal circumstances – marketing your company to strategic, financial or other buyers, including private equity, might be your most lucrative exit strategy.  

That said, the values discussed in any potential offer for your business will vary significantly depending on the type of potential third party buyers approached; and even moreso, by how potential buyers are approached.

The panel will elaborate on best practices that will help you optimize and strategize a 3rd party transition – with the goal of ultimately finding and securing a buyer at a fair price. Through an interactive discussion you’ll learn:

• Which types of third party buyers are potential suitors
• 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

While a transition within the senior ranks of your business or to a business partner may be the best option, there are risks and potential missteps to avoid.  The panel will identify opportunities that could impact your successful MBO, as well as diverse ways to finance the transaction. They will cover:

• Management Buyout (MBO) and Leveraged Management Buyout (LMBO)
• What buyers will need to ensure that the venture is profitable
• The impact and strategies to increase cash flow
• Different types of financing
• Strategies for partner buyouts
• Opportunities and risks

Transitioning a business can be a complicated process – especially when family is involved.  The Melton Family’s diverse business interests span 4 generations of family history.  In this session, you will hear first-hand experiences related to the growth and evolution of this family enterprise. The family members will share their unique perspectives on how to successfully plan for family business transition.

Join conference chairman Harold Kunik in a “fireside” chat with Claude Cloutier, President, Ambassador Mechanical

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 sale 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. However, you need to consider more than just the tax bill when planning a restructure. We will look at how to structure your company well in advance of a potential sale or recapitalization, including real life examples. This session will also review in detail the new proposed tax regulations that will impact all private businesses.

The sale process of a business involves many complicated moving parts. To successfully sell or transition your company, you need the right team of professionals to get the best price, terms and peace of mind.

After attending this session, you will understand the benefits of having an exit team, how to select the best advisors for your business, what your exit team will cost and how they’ll be paid. Post-transition plans will also be addressed. 

Many deals collapse at the structuring or due diligence stage. Buyers and Sellers often have differing needs and objectives. And while the idea of providing unfettered access to your confidential business information may sound scary, it is standard operating procedure once a letter of intent is signed. This panel discussion will highlight key areas of tension and risk for sellers. You’ll learn ways to maintain control of the sale process without impeding success.

You will hear first-hand stories that outline what owners and advisors have experienced during the transition journey.  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 to ensure you maintain deal momentum during your transaction.

• Structuring your business for sale on your terms while maintaining its attraction for prospective purchasers
• Disagreements over calculation of purchase price and timing for payment of purchase price, whether there’s a holdback or not
• Dealing with issues that come up during due diligence (e.g. fixing historic issues)
• Understanding how to have your employees and customers on side and when to advise key staff on the pending changes
• Sharing risk in the deal (including limitations on claims that can be brought by purchaser), and
• Working capital issues/adjustments – how owners can avoid getting hammered on this subject.

Hear from a panel of business owners who have gone through a transition with their businesses and now have the opportunity to reflect on the process in the rear view mirror. What would they change if they were to do it all again, if anything? Would they negotiate differently? Would they identify different strategic consultants or would they second guess their decision to sell? Panelists will help build and broaden your frame of reference by sharing their own war stories and tales from the trenches.