Mergers & Acquisitions

Resources: M&A Talk Podcast

At M&A Talk we bring you exclusive interviews with experts in business sales, valuations, mergers and acquisitions and more. We talk to the most experienced professionals in the industry to uncover their secrets.

Joan Hellmer on the Perspective of Both a Corporate Acquirer and PE Firm

Joan Hellmer on the Perspective of Both a Corporate Acquirer and PE Firm

Joan Hellmer

Private Equity and M&A Professional

Joan Hellmer is an experienced finance professional with over a decade of capital markets, M&A, and investment experience. Joan is skilled in all aspects of transactions (including thesis-building, sourcing, negotiation, execution and post-acquisition strategy). He has a strong business development and strategy background with a MBA from The University of Chicago, and was born and raised in Mexico city and currently resides in Philadelphia, Pennsylvania.

Guest Profile

Joan Hellmer is an experienced finance professional with over a decade of capital markets, M&A, and investment experience. Joan is skilled in all aspects of transactions (including thesis-building, sourcing, negotiation, execution and post-acquisition strategy). He has a strong business development and strategy background with a MBA from The University of Chicago, and was born and raised in Mexico city and currently resides in Philadelphia, Pennsylvania.

Company: Affiliated Distributors | Viento Capital

Location: Philadelphia, Pennsylvania

LinkedIn: https://www.linkedin.com/in/joandelapazhellmer/

Email: joan.d.hellmer@gmail.com

Phone: (610) 864-9105


Highlights

  • The number one challenge for an acquirer is telling their story, and differentiating themselves from other buyers.
  • The number one mistake sellers make when they are approached by a buyer is focusing exclusively on price. The devil is in the details.

Topics Covered

  • What is the essence of corporate development? [5:25]
  • How does corporate development relate to organic growth? [7:00]
  • What is the next step in corporate development after forming the strategy? [8:10]
  • Proactive vs. reactive M&A [8:50]
  • What is the number one challenge as an acquirer? [12:00]
  • Accretive acquisitions [13:20]
  • Dilution vs. accretion [14:30]
  • Mergers vs. acquisitions [15:00]
  • What is the biggest mistake sellers make when they are approached by an acquirer? [16:00]
  • How do you prefer to structure a typical acquisition? [17:35]
  • Does size matter when making an acquisition? [20:00]
  • What is driving you to make acquisitions? [21:30]
  • How do you assess if you want to do a deal? [23:20]
  • What are the most common mistakes business owners make when negotiating the LOI? [25:50]
  • What is the attorney’s role in the process? [28:40]
  • Can you hire your family lawyer to handle your transaction? [31:00]
  • How important is experience when hiring an attorney? [31:50]
  • Indication of interest (IOI) vs. letter of intent (LOI) [32:50]
  • What typically happens after the IOI? [35:45]
  • What is a memorandum of understanding (MOU)? [36:30]
  • What are the biggest mistake sellers make during due diligence? [39:00]
  • What is confirmatory due diligence? [40:30]
  • How intense is due diligence? [43:40]
  • What happens after due diligence is finished? [45:00]
  • Negotiating the purchase agreement [46:20]
  • How are private equity firms structured? [48:40]
  • Private equity firm fees and returns [52:30]
  • What is the difference between selling to a corporate acquirer vs. selling to a private equity firm? [53:15]
  • What is an independent sponsor? [59:15]
  • Who stays on to run the company post-closing? [1:01:50]
  • Are you interested in a company in which the owner is not willing to stay to operate the business post-closing? [1:02:40]
  • Environmental, social, and corporate governance (ESG) [1:03:00]

Learn More


Resources Mentioned

A Roadmap to the Successful Sale of Your Business (152 pages)

A Roadmap to the Successful Sale of Your Business (152 pages)

You could spend a lifetime figuring out how to successfully sell your business and still end up confused or clueless. What if you can stop the guesswork and start taking action now?

Read more