Académique Documents
Professionnel Documents
Culture Documents
Case:DavidM.Dodson
ADAPsAcquisitionPursuedforTwoMonthsNow!
DealProcess
Preparation Marketing Prelim. Evaluation Evaluationand Clarificationof IndicativeBids ShortListBidders Confidentiality Agreements Dispatchof Information Memorandum IndicativeBids Management Presentation DataRoomDue Diligence RevisedBid IncludingMarkUp toSharePurchase Agreements PhaseIII 1 2Months PhaseIV 1 2Months PhaseV 1 3Months
2
Final Evaluation
Negotiations &Closing
PhaseI 1 3Months
PhaseII 1Month
FiveStagesofFriendlyM&ADeals
Closing
RiteAidgaveanImpressionthatitsa RaceAmongMultipleBidders
Negotiation Tactics Keepingthe Communication Grey Showingoff Itsless Desperate GettingDodson toTerms
4
MultiTasking
Talkingto Advisors Negotiating withFund Providers ThirdParty Verification DueDiligence
Negotiating withIB
TalkingtoADAP
Dodson
Negotiatingfor Documents
InternalandExternalExperts
IB StrategicAdvisors Tax Experts LegalExperts Accountants FinancialPartners IndustrySpecialists InvestorRelation/ Communication FCC MikeHammer(DLJ) RichardTadler (TA Associates) DickFloor BOAandanInvestor RiteAid PeterBartlett(DLJ)
StakeholdersInvolvement
FCC Public Shareholders BOD AntiTrustDivision Customers Employees Banks Involved Involved RiteAid
Involved
Involved Involved
RoleofAdvisors
Developlistofbuyers
SellersAdvisors
Contactbuyers
Controlinformation process
Controlbidding process
Ensureallnonfinancial termsaresettledearly
RoleofAdvisors
BuyersAdvisors
Thoroughlyreview target&subs
Adviseontarget's receptiveness
Devisetactics
Considerrival buyers
Functionasliason
ObjectivesofFCC(SearchFund)andtheDeal
Industrieswithcompaniesthat growintobigbusiness IndustriesoutofFavor
Funeral Homes
PawnShops
AssistedLiving
Industriesweredealcould bedone Companywithsalesof$50 100Million
ElectricEnergy
Furniture Manufacturing
Retail
Canonebuy,JustbecausesomethingisforSale?
10
ObjectivesofFCC(SearchFund)andthe AutomobileIndustry
Industrieswithcompaniesthat growintobigbusiness IndustriesoutofFavor Industriesweredealcould bedone Companywithsalesof$50 100Million Industryin consolidation phase Revenue:$4 billion Alltimehighin no.ofautomobile inoperations HighestAverage ageof automobiles
Marketgrowth: 6.5%
Analystexpected declineinsales
Canonebuy,JustbecausesomethingisforSale?
11
Strategic Investors Useestimated synergiesand changesthat areforecastto arisethrough integrationof operations withtheir own
Managerial Investors Valuethefirm basedontheir ownjob potentialand abilityto motivatestaff and reorganizethe firms operations MBOsand LBOs
12
WhataretheOffBookLiabilitiesRiteAidwill BundlealongwithADAP?
RiteAidintendtosellADAPtorefocusonDrugstoreBusiness 13
WhowillleadADAP?
Resignationof ADAPsPresident andVPOperations MBOisProposedto managethecrisis
Can$75MillionbeaBenchmarkFigure?
Yesitappears
WasFinancingCapabilityofDodsona RealConcern?
Dodsonis expectedtoraise $20 $25million Nostrong managementfor ADAPasofnow
Itsasearchfund
16
ProsandConsofHavingSingleIBby FCCandRiteAid
Leaningwillbebasedon sizeoffee,followon businesses,loyalty, credibilityofbuyerand seller PeterisseniortoHammer Easytransferofdata
Higherprobabilityof transactionsuccess
Hammertobepromotedto ManagingDirector
Nofeessupportfor financing
WhyPeterwasDemandingforaninitialValuationof DodsonbeforeGettingConnectedtoRiteAid?
IBfeesarebased onDealSize
Toroundupon thecompetitors
18
Financing
Senior Debt
ExpectedIRR ProportionofFunding($ Million) DLJProposedFee DLJProposedOtherTerms 8% 30 35 1%
Subordinate Debt
20% 10 2.5%
Equity
35% 20 25 5% 1BoardSeat 1NonVoting ObserverSeat
Yes
No
No
19
DataUsedinDueDiligence
StoreLevelP&LStatement StoreLevelB/S Leases FixedAssets WorkersCompensationClaims UnionAgreements PensionandHealthBenefitPlans EmployeeSeveranceAgreements
Seven Boxes
MostlyLegalisticDueDiligence
20
OnecannotexpectmorethanthisfromaNonSpecializedPEInvestor
21
WhyDodsonwantedaPreemptive Bid?
Tomoveupon arrangingfinance Desperatetohave thedeal
WhyDLJDelayedSendingPurchasing/ SaleAgreementtoDodson?
Tryingtoropein otherbiddersto thedeal Exhibitinglow desperateness
CanFCCprovideGuaranteefor$42 MillionLeaseofADAP?
ThirdPartyOpinionsonADAP
GLCapital
Inappropriatenessin operations
TA Associates
WhatHammerwastryingtogetoutof theDeal?
HammersProposed EngagementLetter
Termsof Funding
26
WasDLJworkingforIncomingInvestor thanDodson?
Wantedto supportinraising Equity Wantedtodefine theconstituents ofBoard
ChallengesinM&A
TaxIssues LegalIssues Transaction vs.Daily Business
Strategy
Seller
Pricing
Confidentiality
LegalIssues
IncentivePlan
Buyer
Pricing
TellingStory
Career
Synergies
Information Asymmetry
28
RacetotheFinishLine
Eachbidderwouldbe givenatwohour management presentation Eachbidderwouldbe expectedtosubmita bidwithintendaysof thepresentation Whoevergetsthere torequestedprice firstgetsthedeal
DueDiligenceFindings Support
Informationwasreasonablywell organizedbecausetheyhadtheauction Bunchoffilesofmostlylegalisticdue diligence TherewerepeoplerepresentingRiteAid whomcouldquestionbequestioned
FirstAppearance
Undermanagedsituation Somehiddenvalueonthebooksinterms oflandandnotesreceivable Therewerefewopportunitiestoclose storesandcreateinstantEBITDAvalue
Disagreement
Falcon
Equity+seniordebt
Rite
Seniordebt,subordinateddebt,andtheequity funding
NotinterestedinDLJSupport
DLJSupportisatypeofinsuranceonfinancingthe deal
25%shouldbesetaside,withhisstakebeing15 20%
12.5%ofthetotalequitybesetasidefor management,with7.5%forDodson
ShouldDodsonconductmoreduediligence?
Withmoredue diligenceconducted, thereislessriskof Dodsonnegotiatinga poordeal Doesnotindicate specificdecisionpoints atwhichDavidmadea goornogodecision onthedeal Moretimeshouldallow Dodsontostepback andunemotionally reviewtheinvestment decision
YES!
102
ShouldDodsonconductmoreduediligence?
Atleastoneotherbidder,and perhapstwomore,andDodsoncan notaffordfortheracetoendina tie.Hisbeliefthatinstitutionalmoney (representedbyTVC)willbechosen overhimunlesshewinstherace,is credible. Duediligencerequirespayingfor professionalservices(legal, accounting,etc.)whichcancostalot ofmoney
Alwaystimetodomoreduediligence afteradealisstruck
NO!
103
EvaluationofDodsonEffort
DoneWell HealthyInteractionswithRiteAids bankers EffortswithAdvisors,Investors,and Representatives NegotiationswithhisInvestmentBankers toSecureFunding HandlingoftheNegotiationMeeting PricingDecision SearchforInformation SimultaneousApproach PerseveranceandResourcesRenting Threesequentialletters Accomplishedhisgoalofgettingtheseller tothenegotiatingtable Inapositionpotentiallytoclosethedeal 111 TobeImproved Shouldhavecreatedmoreclarityon Financing Shouldhaveinvolvedmoreexpertsat appropriatetime ShouldbeveryseriousonDueDiligence Shouldbemoretacticalwhendealingwith information
DodsonsProposedArrangementwithDLJ
Whichonewillyou choose?
123
WhatShouldbethecompositionofBoard?
Dodson:Operators (peoplewithexperience managinglarge corporations)whocan helphimmakedecisions Hammer:Boardserving asameansforthe investorstomaintain somefinancialoversight
WhatisyourChoice?
125
PlanningfortheMeeting!
Dodson DickFloor Hammer
DodsonscontinueduseofFloorslegalservicesdependonDodsongettingagooddeal NeedstomaintainagoodrelationshipwithAlexGrass,hecannottaketoughnegotiatingstances DodsoncouldtaketheleadrecognizinghemayneedasignificantamountofFloorsassistance
FloorandDodsonsincentivesarealigned FloorandHammerhavemuchgreaterexperienceinacquisitionsthanDodson
130
ProcessofPreparingOffering Memorandum
Asignedletterof intentsignalsthe willingnessofthe partiestomovetothe nextstep (usually includesanoshop clauseanda terminationorbreak fee)
150
WhyDodsonnotseenasaserious InvestorforADAP?
Noprior experiencewith Automobiles Managingayoung searchfund
Inefficientinitial communication
163