• Login
    • Join
  • Subscribe Free
    • Magazine
    • eNewsletter
    Checkout
    • Magazine
    • News
    • Exclusives
    • Labels & Packaging
    • Markets
    • Technology
    • Equipment
    • Supplies
    • Buyers' Guide
    • Events
    • Jobs
    • More
  • Magazine
  • News
  • Exclusives
  • Labels & Packaging
  • Markets
  • Technology
  • Equipment
  • Supplies
  • Buyers' Guide
  • Events
  • Jobs
  • Current / Back Issues
    Features
    Editorial
    Columns
    Digital Edition
    eNewsletter Archive
    Our Team
    Subscribe Now
    Advertise Now
    Top Features
    Paper Substrates

    Wine Labels

    Static Control

    Narrow Web Profile: OMNI Systems

    Digital and Hybrid Printers and Presses
    Breaking News
    Converter News
    European Label News
    Industry News
    Industry People
    M&A News
    New Products
    Expert's Opinion
    Live From Shows
    Top News
    Henkel publishes 30th Sustainability Report

    Avery Dennison Smartrac launches new Circus Pro inlays

    Springfield Solutions highlights digital label embellishments

    Labelexpo Americas, Europe postponed to 2022

    Fort Dearborn Company acquires Hammer Packaging
    Blog
    Video Bites
    Beauty & Personal Care Labels
    Beer Labels
    Beverage Labels
    Flexible Packaging
    Folding Carton
    Food Labels
    Glue-Applied
    In-Mold
    Industrial Labels
    Medical Labels
    Pharmaceutical Labels
    Pressure Sensitive
    Prime Labels
    Promotional Labels
    Security Labels
    Shrink
    Smart Labels
    Specialty Labels
    Spirits Labels
    Wine Labels

    Avery Dennison Smartrac launches new Circus Pro inlays

    Springfield Solutions highlights digital label embellishments

    Linerless labels help Belona assist meat product client

    Schreiner MediPharm and AARDEX partner for clinical trials

    Avery Dennison optimizes adhesives for pharmaceutical labeling
    Africa
    Asia
    Australia
    China
    Europe
    India
    Latin America
    Middle East
    North America

    Avery Dennison Smartrac launches new Circus Pro inlays

    Labelexpo Americas, Europe postponed to 2022

    Fort Dearborn Company acquires Hammer Packaging

    Detailing the journey of the label business seller

    Abbott Label installs Domino K600i dual bar digital UV inkjet printer
    Flexography
    Digital Printing
    Prepress
    Finishing
    Sustainability

    Henkel publishes 30th Sustainability Report

    Flint Group Packaging announces global price increase

    Abbott Label installs Domino K600i dual bar digital UV inkjet printer

    CP Printing adds Colordyne 3800 Series AP – Retrofit

    PCMC launches fully modular digital conversion system
    Digital Printers & Presses
    Flexo Presses
    Label Converting Equipment
    Label Finishing Equipment
    Prepress Equipment

    Abbott Label installs Domino K600i dual bar digital UV inkjet printer

    CP Printing adds Colordyne 3800 Series AP – Retrofit

    Edale names SMAG Graphique distributor in France

    X-Rite announces new automated scanning products

    MPS extends production floorspace
    Dies And Tooling
    Flexo Supplies
    Ink & Coatings
    Prepress Supplies
    Pressrooom Supplies
    Substrates

    Henkel publishes 30th Sustainability Report

    Flint Group Packaging announces global price increase

    VideoBite: Avery Dennison discusses acpo acquisition

    UEI names Ross Hutchison president

    Alphasonics unveils new plate loading system
    All Companies
    Categories
    Company Profiles
    Label Converters
    Trade Associations
    Add New Company
    International Buyers Guide Companies
    UPM Raflatac

    QC Electronics, Inc.

    NarrowWebExchange.com, LLC

    Dantex Group

    Ashe Converting Equipment
    Industry Events
    Webinars
    Live from Show Events
    • Magazine
      • Current & Past Issues
      • Features
      • Editorial
      • Columns
      • Digital Edition
      • eNewsletter Archive
      • Subscribe Now
      • Advertise Now
    • Breaking News
    • Buyers' Guide
      • All Companies
      • Categories
      • Company Profiles
      • Label Converters
      • Trade Associations
      • Add Your Company
    • Labels & Packaging
      • Beauty & Personal Care Labels
      • Beer Labels
      • Beverage Labels
      • Flexible Packaging
      • Folding Carton
      • Food Labels
      • Glue-Applied
      • In-Mold
      • Industrial Labels
      • Medical Labels
      • Pharmaceuticals Labels
      • Pressure Sensitive
      • Prime Labels
      • Promotional Labels
      • Security Labels
      • Shrink
      • Smart Labels
      • Speciality Labels
      • Spirits Labels
      • Wine Tables
    • Markets
      • Africa
      • Asia
      • Australia
      • China
      • Europe
      • India
      • Latin America
      • Middle East
      • North America
    • Equipment
      • Digital Printers & Presses
      • Flexo Presses
      • Label Converting Equipment
      • Label Fishing Equipment
    • Supplies
      • Dies And Tooling
      • Flexo Supplies
      • Ink & Coatings
      • Prepress Supplies
      • Pressrooom Supplies
      • Substrates
    • Online Exclusives
    • Slideshows
    • Experts Opinions
    • Videos
    • Podcasts
    • Infographics
    • Blog
    • Whitepapers
    • Events
      • Industry Events
      • Live from Show Events
      • Webinars
    • Jobs
    • Resources
      • Supplier Gallery
      • Literature Showcase
      • Homepage Showcase
    • About Us
      • About Us
      • Contact Us
      • Advertise With Us
      • Privacy Policy
      • Terms of Use
    Columns

    A radical new approach to deal making

    ...

    A radical new approach to deal making
    Buyers today are looking for potenial thoroughbreds.
    Related CONTENT
    • Henkel publishes 30th Sustainability Report
    • Springfield Solutions highlights digital label embellishments
    • Labelexpo Americas, Europe postponed to 2022
    • Fort Dearborn Company acquires Hammer Packaging
    • Detailing the journey of the label business seller
    Rock LaManna01.28.21
    My father would tell me, “Don’t bet on the wrong horse.” How does one know which is the right horse or not? In my work, I talk to many people who think they are ready to buy or sell a business. Through our discussions and sometimes our work together, they show me whether they have what it takes to be a top racehorse team.

    Ninety percent won’t
    I talk to a lot of owners who are wannabe thoroughbreds. Most of them lack the drive, talent, temperament and commitment. Some might call them “tire kickers.”  They are owners and potential investors who think and think and think about it, and never take action.

    Across the spectrum of the graphic arts businesses, less than 10% will do the deep work required to become educated. The rest never get started. Ninety percent will miss out on opportunities and live with regret about what could have been.

    The 90% are not the ones I want to talk to today. I want to talk to ambitious business people who crave an inside view of the world of deal flow.

    Deal flow. It’s the new reality in today’s buy-sell environment. In fact, it’s so important I’ve rebranded this column around this concept. I’ve created a special arm of my business to generate and handle the level of deal flow I see coming. Deal flow goes both ways – buyers looking for potential thoroughbreds and sellers looking for best bets.

    Deal flow is shaking up M&A
    No question about it, deal flow is changing. It incorporates the masterful integration of all the elements required to execute a transaction. It’s also about the rhythm and timing required when we bring together the players for multiple deals. Flow involves a range of entities who must move swiftly, once the buyer’s window is open.

    On the sell side, deal flow is an educated and well-timed approach to building value. A seller’s deal flow means leveraging the needs and desires of potential buyers to achieve optimum price and terms.

    Deal flow is more than transactional. It incorporates every detail. In horse racing, it includes the health, muscle, shine and tone of the thoroughbred. Your business is more – much more – than the price it can command at the negotiating table.

    Big deals and little deals
    Deal flow exists to some extent when one owner sells to another. Timing, access to cash, market conditions, and competitive sectors that are in favor can all affect flow.

    In 2021, however, we’ll see how deals flow on a much larger scale. Strong graphic arts companies with room for growth will be aggressively courted by private equity buyers who may or may not have experience in our industry. 

    These PE groups have identified labels and flexible packaging as attractive. They will be buying multiple companies and building portfolios for their investors. These buyers require manageable risk, clear areas for optimization, and projected sales growth or trends in that direction. They want companies with excellent management and trained employees who can make the emotional and technological leap required by a fast-moving, well-funded entity.

    But what about the pandemic?
    In spite of these unprecedented times, my clients who have systematically followed my program and improved their business were able to close during the pandemic – even when banks were in a flurry and people were struggling to handle complex work from home.

    My clients who persevered and followed my advice were able to make it happen and are now enjoying the fruits of their efforts. For those just getting started in the buy-sell process, the pandemic has its challenges to be sure, but time will pass whether you prepare or not. I’ll be addressing this and more in my forthcoming book.

    If you’re a potential racehorse – that is, you own or run a good or great company – you have dreams and vision of your ideal future. I may be able to help you, but you won’t necessarily be a candidate for working with me personally. Not everyone can handle the LaManna energy and bluntness – nor the commitment and follow-through I demand. If you’re serious and willing to learn, you are a good fit.

    M&A is changing
    In the gig economy, today’s buyers and sellers want to do more themselves. They don’t want to operate blindly, turning everything over to stuffy experts who hoard information and keep clients on the sidelines. The Old Guard is not set up to handle the preferences of today’s buyers and sellers, who demand access, efficiency, speed, technology, truth and transparency. My approach is to keep the flywheel moving, get you into the game, coach you, keep the deals flowing, address obstacles and help you achieve your objectives.

    Furthermore, we’re shining a light on the concept of the conventional broker fee. We’re cracking open the old compensation model like a piñata. Today’s deals require a flexible approach to compensation. Sellers need a confidential relationship that will set the stage for deals as they arise. In fact, if you’re a seller, you may find it exciting to be in the world of deal flow and parplay your proceeds into another “buy.”

    We started this discussion talking about racehorses. Racehorses may be born with talent and pedigree, but they need care, training and the proper program to be winners. To adopt a thoroughbred mentality, you need education and wisdom. Above all, it takes ambition, stamina and flow to make it to the finish line.

    Are you the right horse? Let’s find out.



    Rock LaManna is The Deal Flow Guy. He helps qualified buyers and investors find businesses that are ready for acquisition or transition. On the sell side, he helps owners improve their businesses, increase value, and position strategically in anticipation of sale, exit or succession. Sign up for my newsletter at TheDealFlowGuy.com and start the process.
    Suggested For You
    BC-20 Adhesive: Cold Food Packaging BC-20 Adhesive: Cold Food Packaging
    FrostbiteTM Adhesive: For challenging cold temp applications FrostbiteTM Adhesive: For challenging cold temp applications
    GripTight™ Adhesive GripTight™ Adhesive
    Food Safety Labels Food Safety Labels
    Henkel publishes 30th Sustainability Report Henkel publishes 30th Sustainability Report
    Springfield Solutions highlights digital label embellishments Springfield Solutions highlights digital label embellishments
    Labelexpo Americas, Europe postponed to 2022 Labelexpo Americas, Europe postponed to 2022
    Fort Dearborn Company acquires Hammer Packaging Fort Dearborn Company acquires Hammer Packaging
    Detailing the journey of the label business seller Detailing the journey of the label business seller
    Arrow Systems and Sihl form flexible packaging partnership Arrow Systems and Sihl form flexible packaging partnership
    Flint Group Packaging announces global price increase Flint Group Packaging announces global price increase
    Crossmark turns to Eagle Systems for cold foil Crossmark turns to Eagle Systems for cold foil
    Edale names SMAG Graphique distributor in France Edale names SMAG Graphique distributor in France
    Clam Shells for Food Products Clam Shells for Food Products
    Linerless labels help Belona assist meat product client Linerless labels help Belona assist meat product client

    Trending
    • Labelexpo Americas, Europe Postponed To 2022
    • Fort Dearborn Company Acquires Hammer Packaging
    • Lemu Group Engineers Mask-making Machine
    • Henkel Publishes 30th Sustainability Report
    • Springfield Solutions Highlights Digital Label Embellishments
    Breaking News
    • Arjobex America welcomes Maggie Naberezny to sales team
    • Henkel publishes 30th Sustainability Report
    • Avery Dennison Smartrac launches new Circus Pro inlays
    • Springfield Solutions highlights digital label embellishments
    • Labelexpo Americas, Europe postponed to 2022
    View Breaking News >
    CURRENT ISSUE

    January/February 2021

    • Paper Substrates
    • Wine Labels
    • Static Control
    • Narrow Web Profile: OMNI Systems
    • View More >

    Cookies help us to provide you with an excellent service. By using our website, you declare yourself in agreement with our use of cookies.
    You can obtain detailed information about the use of cookies on our website by clicking on "More information”.

    • About Us
    • Privacy Policy
    • Terms And Conditions
    • Contact Us

    follow us

    Subscribe
    Nutraceuticals World

    Latest Breaking News From Nutraceuticals World

    Thymoquinone Inhibits Viral Infection in In Vitro Settings, New Study Finds
    IFT Transitions 2021 Annual Event to Digital Experience
    NY Federal Judge Enters Permanent Injunction Against Dietary Supplement Manufacturer
    Coatings World

    Latest Breaking News From Coatings World

    Sherwin-Williams Announces Resignation of President, COO
    Ashland Completes Expansion, Relocation of Viatel Bioresorbable Polymers Manufacturing Facility
    Evonik Receives Sustainability Award from EcoVadis
    Medical Product Outsourcing

    Latest Breaking News From Medical Product Outsourcing

    Cretex CFO Announces Retirement
    New AI-Based Tool Developed for Coronary Artery Analysis, Intervention Planning
    First Reported Use of Pulse Biosciences' CellFX System
    Contract Pharma

    Latest Breaking News From Contract Pharma

    AGC Biologics Expands Cell and Gene Facility in Italy
    Celonic to Boost Cell & Gene Therapy Production
    Pharmaron Acquires Biomanufacturing Site in the UK from AbbVie
    Beauty Packaging

    Latest Breaking News From Beauty Packaging

    Ulta Beauty Opens in Herald Square
    Elizabeth Arden Taps Sui He as Global Brand Ambassador
    Natura &Co Outperforms the Global Market in Q4 2020
    Happi

    Latest Breaking News From Happi

    What You're Reading on Happi.com
    Indie Beauty Innovators Wanted
    Cosmetic Chemists Seek Mentors
    Ink World

    Latest Breaking News From Ink World

    Massilly North America Adds Koenig & Bauer MetalStar 3 Metal Decorating Press
    Hydrocarbon Solvents Market to Surpass $8.1 Billion by 2030
    Access Direct Mail Doubles Revenue with SCREEN's Truepress Jet520HD
    Label & Narrow Web

    Latest Breaking News From Label & Narrow Web

    Arjobex America welcomes Maggie Naberezny to sales team
    Henkel publishes 30th Sustainability Report
    Avery Dennison Smartrac launches new Circus Pro inlays
    Nonwovens Industry

    Latest Breaking News From Nonwovens Industry

    FPInnovations Develops Biodegradable Mask
    Sani Professional Sanitizing and Disinfecting Products Approved by EPA
    Autefa Solutions Offers Fully Automated Line for Protective Mask Production
    Orthopedic Design & Technology

    Latest Breaking News From Orthopedic Design & Technology

    Colfax Decides to Divide Its Businesses
    Stryker Corp.'s 2020 Sales Slip 3.6 Percent
    Bioventus Appoints Managing Director, China and Asia Pacific
    Printed Electronics Now

    Latest Breaking News From Printed Electronics Now

    Comercial Kywi Improves Customer Service, Front-Store Operations with Zebra Mobile Solution
    Global Smart Glass Market to Register 6.8% CAGR Between 2021-28: Grand View Research
    Global Printed Circuit Board Market Projected to Reach $69.32 Billion by 2027

    Copyright © 2021 Rodman Media. All rights reserved. Use of this constitutes acceptance of our privacy policy The material on this site may not be reproduced, distributed, transmitted, or otherwise used, except with the prior written permission of Rodman Media.

    AD BLOCKER DETECTED

    Our website is made possible by displaying online advertisements to our visitors.
    Please consider supporting us by disabling your ad blocker.


    FREE SUBSCRIPTION Already a subscriber? Login