What we learned from a busy 2024 in the M&A world of convenience services
December 10, 2024
Vending News & Education
December 10, 2024
What we learned from a busy 2024 in the M&A world of convenience services
One thing is clear. Nothing can stop the flow of deals in the sought-after convenience services space. Not war. Not international strife. Not polarizing elections. Not inflation. Not high interest rates. There are good reasons why the industry remains so hot, but before we cross over to 2025, let’s look back at some of the best lessons, comments and insights from 2024. We have many to choose from.
November 11, 2024
The big question we hear: How much will a buyer pay for my business?
It has been a busy year for VBB Advisors, and it appears we will be finishing up deals through the end of December. There is so much demand right now as buyers are keenly interested in quality OCS, vending, pantry and micro market business. That is good news for our industry. All this M&A activity has given me a clear understanding (based on data) of how much buyers are willing to pay.
October 15, 2024
Build these six key features into your business to help you cash out
Last month, we talked about controlling what you can control to build the value of your business, whether you are selling in three months or three years. As promised, here are six more key features of a business that you can control. Take these steps and your company can be seen as a “premium acquisition.” Control your stress level, too. We’ll look at what NOT TO DO when you decide to sell.A recent article that I wrote for Automatic Merchandiser’s Vending Today focused on the defining characteristics of a “premium acquisition.” That article, published on August 22nd, was entitled, “Your convenience services company looks great, but is it a premium acquisition? This month, I have six defining characteristics that lead to “premium acquisition” status.
September 16, 2024
To become a premium acquisition: Take control of what you can control…
A recent article that I wrote for Automatic Merchandiser’s Vending Today focused on the defining characteristics of a “premium acquisition.” If you are planning to position your company to achieve an optimum selling price (in three months or three years) it is important to control what you can control. Take certain key steps to make your company especially attractive to buyers.
August 14, 2024
Here is why an experienced private equity investor chose VBB Advisors
Kyle Loughran is not your typical convenience services operator. He was attracted to the industry for many reasons, including micro markets and new technology. With a background in private equity, he had been involved in over 30 M&A deals before starting Legend Food Service. With all his experience in deal making, when it was time to sell the company, he turned to Mike Kelner and VBB Advisors.
July 15, 2024
An M&A perspective of the recent AM State of the Industry report
In June, Automatic Merchandiser released their 2023 State of the Industry report for vending and micro markets. There were several positive signs in that report, but sometimes, those of us in the merger and acquisitions business see things differently. Example– where the report talks about 8% of operators generating 49% of revenue – I see it as a positive. It’s a case of seeing things as “half empty” or “half full.”
June 18, 2024
After 77 years, a successful conclusion for Tom Konop and his team
There is so much pleasure in facilitating a business sale when I get to work with a person like Tom Konop, who was running his 77-year-old operation, The Konop Companies. It all began in 1946, when his dad, Louie Konop, purchased a route consisting of 120 penny peanut machines. It was no easy decision to sell a 77-year-old family business, but these days, Tom knows he made the right decision.
May 13, 2024
In the shadow of a huge NAMA show, M&A activity is hotter than ever
From all indications, these are special times in the convenience services industry. The 2024 NAMA show provided the evidence. There are more new operators – true newcomers – than we have seen in years. As new and enthusiastic operators enter the game, the exit door is active. At VBB Advisors, since October, we have seen one deal a month come to fruition. For the industry, it is a healthy balance.
April 16, 2024
Consider these 10 categories at the NAMA Show to help build business value
Next month’s NAMA Show in Dallas will be one of the biggest in years. For any operator who is thinking about selling their business, it is an opportunity to gain exposure to potential buyers and to find products that can build your company’s value. This year's NAMA Show runs from May 7th to May 9th.If you have followed my newsletters on an ongoing basis, you will know by now that I am a firm believer in the value of the NAMA Show, especially for the operator who has an exit strategy. It doesn't matter if you see yourself selling in one year, two years or five, the NAMA Show is important for several reasons
March 9, 2024
Confidentiality is critically important when selling your business
For convenience services operators, here is the bottom line regarding the importance of confidentiality when selling your business: It protects the value you've built into your business as it relates to customers, suppliers and employees. A loss of confidentiality can upset all three of those critical value components. I have seen it happen – it is not pretty, but it is completely avoidable.
February 12, 2024
Our specialty - the art of attracting the right buyer to your business
Is it an art or a science? Actually, it is a little bit of both. Either way, attracting the right buyer for your business requires a specialized process that can only be delivered by a skilled business intermediary. First and foremost, operators need to remember this: Your business is a valuable, scarce commodity and you only get one shot at getting the price you deserve for years of hard work.
January 22, 2024
In 2023, VBB facilitated what can only be a called “a perfect deal”
Looking back at last year, I realize that one business sale was so well executed, it is worth writing about. Every aspect of the deal was picture perfect. The operator’s attitude, the planning, the adjustments that were made to maximize the selling price – all spot on. Best of all, it is a roadmap that can be used by any operator who is interested in selling their business in the coming months.
December 1, 2023
Five Easy Ways to Boost the Value of Your Business in 2024
There are two questions that I hear on a regular basis. First: What is my business worth? Second: How do I improve the value of my company if I plan to sell in 2024? The answer to question #2 is, “Just follow my five easy ways to boost the value of your company.” When you do that, the answer to question #1 will be, “Your company will be worth more than it is today!”
November 4, 2023
Visibility at the CTW Show improves your company’s marketability
Beyond the education sessions, the collaboration and the networking, there is a added benefit to industry trade shows like the upcoming Coffee, Tea and Water Show (CTW) in Indianapolis, November 6th and 7th. For any company that has an exit strategy in place, short term or long term, visibility at both regional and national shows is a good idea. CTW is where the buyers are, so it makes sense to attend next month.
October 14, 2023
What are you waiting for? For operators, a question worth pondering
Last month’s article hit a nerve with some operators. We reviewed several reasons that operators use to explain why they are not selling. “What are you waiting for?” I ask. In fact, the article fired up some new business relationships – operators who are now ready to start the selling process with VBB Advisors after realizing this is a fantastic time to make a move and a bad time to make excuses.
October 1, 2023
Why NAMA’s CTW Show in November is important for sellers
The upcoming Coffee, Tea and Water Show (CTW) in Las Vegas might seem secondary compared to the April NAMA Show, but for any operators considering an exit strategy, it is a show to attend for several reasons. Among them, the upside potential of OCS.
September 16, 2023
What are you waiting for? For operators, a question worth pondering
Have you ever heard the old idiom, “He who hesitates is lost?” While it was not originally directed at coffee service, vending and micro market operators, it applies pretty well today, based on the current buying frenzy in the convenience services industry. What exactly can be lost by an operator who is waiting to sell their business? An opportunity to take advantage of an unprecedented market condition.
September 1, 2023
Does this sound familiar? I am not selling my business now because…
Last month’s article hit a nerve with some operators. We reviewed several reasons that operators use to explain why they are not selling. “What are you waiting for?” I ask. In fact, the article fired up some new business relationships – operators who are now ready to start the selling process with VBB Advisors after realizing this is a fantastic time to make a move and a bad time to make excuses.
August 11, 2023
A window of opportunity is open for operators and M&A activity is hot
Eight months ago, facing a slow recovery and a possible recession, plenty of smart people believed that M&A activity in convenience services would slow to a crawl. Just the opposite has happened, and this summer is shaping up to be red hot for M&A.
July 10, 2023
Mergers and acquisitions are heating up – seller beware!
As the office environment slowly recovers, operators who put off selling their businesses are showing renewed interest. Not surprisingly, with the M&A market heating up, some usually dormant business brokers are becoming more visible. Seller beware!
July 7, 2023
For Jodi Glimpse – the next chapter takes place in Hawaii
As a sell side business broker, nothing makes me happier than helping operators to fulfill their lifelong dreams. For Jodi Glimpse of Camelback Vending, selling her business is a dream come true that is pointing her and her husband to Hawaii.
June 11, 2023
Selling your business? These NAMA exhibitors can build business value
Investing in your business (pre-sale) is tricky. Last week’s NAMA Show featured several exhibitors that are well worth reaching out to. They can build your sales volume and business value in the year before selling your company, without a huge commitment.
May 18, 2023
FOUR REASONS TO SELL YOUR BUSINESS NOW
There is an old saying, “The ship turns slowly,” that does not seem to be relevant anymore. Business conditions, political winds and societal attitudes change quickly in today’s world. These changes contribute to my belief that 2021 is a good time for a convenience services operator to sell their business.
May 13, 2023
“DIY” (Do it yourself) - A big mistake when selling your business
After spending years convincing customers that DIY is no way to provide vending, pantry service or OCS, some operators forget what they have been preaching when it’s time to sell their own business. It’s a potential disaster, with guaranteed stress.
April 5, 2023
There has never been a better time for an operator to sell a business
Nothing lasts forever. Right now - market conditions are driving up valuations and creating a once in a lifetime opportunity for operators who chose to sell their business. Why is this happening? The answers may surprise you, but it is all good news.
March 9, 2023
VBB Exit Advantage – An advanced approach to selling your business
For operators, the business is constantly changing. As a result, advanced strategies are required to successfully sell an operator’s business today. Our thoughtful solution: VBB Exit Advantage – a program that defines the meaning of “best practice.”
February 6, 2023
Here is why nothing (even a recession) will slow M&A activity in 2023
Conventional wisdom tells us that a recession will damper M&A activity. For our industry, these are unconventional times. Based on what I saw in Q4 of 2022, convenience services will experience a very active M&A environment, for one big reason.
December 6, 2022
M&A activity is trending in the right direction
For operators, 2022 was a mixed bag, characterized by slow progress for much of the year. In this Q&A interview with Bob Tullio, to be published next week in Vending Market Watch, we explored some good news from 2022 – trends that point to a phenomenal 2023 for sellers.
November 13, 2022
Why NAMA’s CTW Show in November is important for sellers
The upcoming Coffee, Tea and Water Show (CTW) in Las Vegas might seem secondary compared to the April NAMA Show, but for any operators considering an exit strategy, it is a show to attend for several reasons. Among them, the upside potential of OCS.
September 14, 2022
Mike Kelner, VBB Advisors, makes huge commitment to valuation process
When selling a business, the valuation process is critical. The addition of Sheila Darby to our team reflects our commitment to professionalism. VBB Advisors is totally dedicated to sellers who want to be confident about their company’s valuation.
August 5, 2022
For Ron Reinhardt, it was finally time to sit back and “Take a Break”
After selling Take A Break to five different buyers in 2008, Ron Reinhardt decided to keep a specialized portion of the operation for his daughter. When Ron decided to sell that remaining piece, there were challenges, but VBB Advisor delivered the right result.
May 6, 2022
Healthy Sign: Buyers and sellers were engaging at the 2022 NAMA Show
I had been reluctant in the past to attend the NAMA Show because operators worry about meeting with a business broker in public – fearing rumors. At NAMA 2022, I had comfortable meetings with both buyers and sellers, a healthy sign for the industry.
April 15, 2022
Be at the ‘22 NAMA Show if you are serious about selling your business
As expected, I have received many inquiries from operators who are interested in exploring the process of selling their business in 2022. Accordingly, I will be attending the 2022 NAMA Show. As an operator, you should too, for several good reasons.
March 11, 2022
With M&A heating up - trust the process and choose a sell side broker
With better times ahead, more business brokers will enter the M&A arena. Some have industry experience, some do not. Count on one thing for sure - If a broker is working both sides of the table, as a seller, you will feel extremely uncomfortable.
February 18, 2022
Three critical 2022 resolutions for exit minded operators
That recent Pacific tsunami isn’t the only one we will see this year. Based on incoming operator calls, a tsunami of baby boomers selling their businesses is coming. For the exit minded, it is time to act on three critical 2022 business resolutions.
December 5, 2021
FINALLY, SOME POSITIVE REPORTS FROM OPERATORS AND FACILITY MANAGERS
There is hope. I am finally hearing some positive news from operators and facility managers. In some markets, sales are moving upward. Facility managers are targeting January for the return to the office, but some companies are moving even faster.
November 1, 2021
THESE 7 LITTLE THINGS MAKE YOUR COMPANY MORE ATTRACTIVE
For near-term buyers and sellers in the convenience services business, the “little things” are more important than ever. If you plan to sell in the future, be especially attentive to these 7 things that make your company more attractive to buyers.
October 4, 2021
HE IS DREAMING ABOUT AN OCS AND MICRO MARKET BUSINESS IN WARM WEATHER
Just took a call from “Michigan Bill,” who reminded me that from the outside looking in, the view of the OCS and Micro Market business is very positive. Selling off his grocery stores, he wants an OCS operation, with Micro Markets, in a warm climate.
September 8, 2021
2021 M&A ACTIVITY IS HEATING UP QUICKLY
From all indications, several M&A deals will be made in the convenience services industry during the fourth quarter of 2021. As the industry’s leading sell side business broker, I have been fielding a steady flow of inquiries from operators. To each caller, I offer two pieces of advice.
April 16, 2021
BUSY M&A ACTIVITY - UPDATE ON RECENT INDUSTRY DEALS
If the recent flurry of deals is any indication, 2021 will be a big year for mergers and acquisitions in the convenience services industry. Here is an update on some recent sales overseen by VBB Advisors and our thoughts on why 2021 will be an active year in our industry.
October 3, 2019
Selling? Avoid These 3 BIG Mistakes
"I wish I had known that.” At VBB Advisors, the leading sell side broker for the convenience services industry, we often hear those words from operators after they sold their business without our assistance. Usually, the seller’s remorse comes from three big mistakes that are easy to avoid.
May 9, 2019
The Best Time To Sell Your Business May Be Sooner Than You Think
Most business owners are selling for lifestyle, not financial, reasons. Common lifestyle reasons are retirement, becoming tired of the business, health, or the need to move elsewhere. The reason we say that these are lifestyle reasons rather than financial is that the motivation is based on lifestyle considerations, rather than financial. In most business sales of a successful business, the return on the sale proceeds, after taxes on the sale price, will be less than the owner was earning out of the business.
March 6, 2019
The Merger and Acquisition Market Pulse Survey
The quarterly IBBA and M&A Source Market Pulse Survey was created to gain an accurate understanding of the market conditions for business being sold. The national survey conducted and compiled by the Pepperdine Private Capital Markets Project is intended to provide a valuable resource to business owners and their advisors.
December 4, 2018
Understanding Business Value Drivers
Two obvious and essential drivers of business value are business profits and growth potential, but eliminating risk and increasing the quality of your business can also make a dramatic difference in the value. Owners should review all facets of their businesses for improvement. There are three common and critical areas that deserve scrutiny regardless of industry. Here is a partial list of best practices in each of these areas:
November 6, 2018
Aqua Filter Fresh Acquires Pittsburgh Water Cooler Service
Aqua Filter Fresh has acquired the operating assets of Pittsburgh Water Cooler Service. Founded by Dan and Linda Konop, Pittsburgh Water will continue to operate an online business providing parts and equipment related to bottled and filtered water.
September 4, 2018
Accent Food Services Acquires Central Vending
Pflugerville, TX based Accent Food Services has acquired the assets of Central Vending Services of Gaithersburg, MD. This acquisition marks the 1st acquisition of this year for Accent Food Services and the third add-on for the Company’s Mid-Atlantic Division.
September 1, 2018
When Is the Right Time to Exit?
There is a great deal of emotion that goes into selling a business. In terms of stress, it can be right up there with divorce and the death of a loved one. Though there are numerous logical reasons to sell or not sell a business, at the end of the day all decisions about making an exit are most heavily influenced by the emotions of the owners.
August 13, 2018
Three Things to Consider Before Selling Your Business
For business owners, summer often brings extra challenges like slower sales cycles and the musical chairs of employee vacations. However, summer is also a good time to unplug and take stock of where you are in your life and your business. If that process leads you to think about a sale of your business, you’re going to want to get ahead of the game in three key areas:
July 26, 2018
Canteen Acquires Gulp-It! Vending
Canteen Corporation has acquired the operating assets of Gulp-It! of Houston, TX. Gulp-It, founded by George & Laura Grobowsky, serves the greater Houston area with vending, micro markets and pantry service. Mr. Grobowsky will assist Canteen during the transition. The Gulp-It operation will be absorbed into Canteen's existing Houston branches.
July 5, 2018
Could Your Business Use Some Curb Appeal?
If you have ever sold your home, you are probably familiar with the term “staging.” Staging is the process of giving your home curb appeal, depersonalizing it, de-cluttering it, making needed repairs, and putting it in its best condition—all in all, making it SHINE! Top realtors agree that the first impression is crucial; after all, there is only one first impression. You have to entice potential buyers to take a closer look inside. Better yet, you want them to fall in love with your home and offer their highest price on your terms.
June 8, 2018
Lower Middle Market Too Hot To Touch
The M&A market remains white hot and the lower middle market is no exception. Sellers are undoubtedly benefiting from today’s strong market conditions. “The market is as robust as it’s ever been. We are seeing high valuations. Average purchase price multiples are at an all-time high in mid seven times EBITDA,” says Graeme Frazier, president of Private Capital Research LLC and a founder of GF Data, a data provider that tracks companies with enterprise values of $5 million to $250 million. “Even rising interest rates are not quelling demand.”
May 23, 2018
Mike Kelner Earns Prestigious CBI Designation
Charlotte, NC – The International Business Brokers Association (IBBA) is pleased to announce that Michael Kelner of VBB Advisors, LLC has earned the prestigious Certified Business Intermediary (CBI) designation. The CBI, which represents the gold standard in the business brokerage industry, is granted to individuals who complete required course work, pass an extensive competency exam, and agree to uphold the IBBA’s Professional Standards and Code of Ethics.
April 6, 2018
Time Kills Deals
When selling a business, time is not your friend. Time is the enemy of all deals. In fact, "time wounds all deals" is an expression that can be associated with many different industries, but is especially relevant to business acquisitions. So, the key to a successful deal is to prepare well, come out strong and maintain momentum throughout the business sale process. The deal clock is set in motion as soon as your company hits the business-for-sale market, not later in the process when a buyer presents the first offer.
February 7, 2018
How To Get Emotionally And Financially Prepared To Sell Your Business
Selling a business is a very daunting task. It is hard to be objective when you have devoted five, ten, twenty or more years towards creating and growing a business that has enabled you and your family to live comfortably. But during this time period, you have built up unrealized wealth that is tied up in the equity of your business. Only by selling your business can you adequately extract that equity and convert it to liquid assets. The process is very time consuming and very emotional. There are many issues you need to consider such as:
January 4, 2018
Should I Sell the Family Business?
"Should I sell the family business?" is a question that all owners ponder at various times. There are certainly situations where selling the family business is the best answer; in some cases, it may be the only answer. It is also important to note that selling the family business is not failure. Unfortunately, statistics that measure survival rates of family business tend to equate selling the family business with its demise.
December 12, 2017
Why businesses do not sell
It would be nice to live in a world where every business-for-sale was sold at top dollar. While there is no such thing as a perfect business free from all defects, there are several problems that can hinder a sale that could be remedied, if given enough time. Following is a list of reasons which are often cited as contributing factors in an unsuccessful sale or a completed deal for less than potential value.
October 2, 2017
Is a Private Equity Sale Right for You?
Private equity firm (PEF) recapitalization has become one of the top reasons that businesses valued at $2-50 million are going to market, according to the Market Pulse Report, which is published quarterly by the International Business Brokers Association (IBBA), M&A Source, and the Pepperdine Private Capital Markets Project.
August 1, 2017
Why are OCS Businesses Worth More Than Vending?
So why are vending businesses generally worth less than comparably sized office coffee businesses? In the acquisition market today, a well-run vending business will often sell for 50 to 60 percent of revenue while it is common for OCS operations to sell for 100 percent of revenue. There are several quantifiable reasons as well as several intangible ones.
July 13, 2017
Five Star Acquires Middle Georgia Vendors
Five Star Food Service, based in Chattanooga, TN, has acquired the operating assets of Middle Georgia Vendors located in Macon, Georgia. MGV is owned by Ronnie Hinson and managed by his son Brandon. Brandon will remain with Five Star in a management role.
July 5, 2017
Using EBITDA For the Valuation of Your Business
Selling a business can be a difficult decision for entrepreneurs to make, both on an emotional and financial level. There are many factors that come into play when determining an appropriate asking price, including competitive advantages, growth opportunities, and historic financial performance.
May 13, 2017
2017 Year-To-Date Business Sales
2017 has brought a frenzied pace of acquisitions in all aspects of our business. We have closed nine transactions through the end of May representing over $60 million in annual revenues. To a large degree this is a result of pent-up demand as many sellers postponed selling in 2016 waiting on the outcome of the presidential election.
May 1, 2017
How Recurring Revenue Increases Business Value
When it comes time to sell their businesses, the first question that most owners ask is: “How much can I get?” It makes sense. Owners are eager to cash in and be rewarded for all of the hard work they have poured into their businesses over the years.
April 1, 2017
Dying is Not an Exit Strategy
Too many owners are so focused on growing their businesses that planning for retirement and succession is put on the back burner. According to the FPA/CNBC Business Owner Succession Planning Survey, 78% of small-business-owner clients plan to sell their businesses to fund their retirement, yet fewer than 30% of these owners have a written succession plan. We have personally worked with the families of owners who have become disabled or passed away unexpectedly, and have seen the struggle and stresses that they must endure to ensure that their businesses do not liquidate for a fraction of their previous value.
March 31, 2017
Accent Acquires Java Pro's
Accent Food Services has acquired Java Pro's in a asset purchase transaction. Java Pro's is a supplier of coffee and related supplies to businesses, convenience stores and micro markets in the greater Reno Nevada market. The Java Pro's transaction is Accent's fourth in the Reno/Tahoe area this year establishing themselves as a dominant force in the market.
March 20, 2017
DS Services Acquires Shenandoah Valley Spring Water
Atlanta based DS Services has acquired Shenandoah Valley Spring Water in an asset purchase transaction. DS Services is owned by Cott Corporation (NYSE: COT; TSX: BCB) based in Ontario, Canada. The acquisition continues DS Services national growth strategy in bottled water and coffee services.
March 20, 2017
Accent Foods Acquires High Sierra Vending and Coffee
Texas Based Accent Food Services has acquired High Sierra Vending and Coffee in an asset purchase transaction. The High Sierra acquisition continues Accent's consolidation of the rapidly growing Reno/Tahoe market. Jeff Johnson, the president of High Sierra will remain with Accent Foods in a senior management role. This is the fifth acquisition this year for Accent as part of their continued growth strategy.
March 6, 2017
Accent Foods Acquires Black Tie Services
Texas Based Accent Food Services has acquired Black Tie Services of Baltimore, MD in an asset purchase transaction. The Black Tie purchase is Accent's first on the east coast and will serve as a platform for future growth in the region. Scott Meskin, the president of Black Tie Services will remain with Accent Foods in a senior management role. This is the fourth acquisition this year for Accent as part of their continued growth strategy.
February 6, 2017
Farmer Brothers Acquires West Coast Coffee
Effective February 6, 2017, Farmer Brothers has acquired West Coast Coffee in a cash transaction. Farmer Brothers (NASDAQ: FARM) is a coffee roaster and foodservice distribution company based in Dallas Texas. The company specializes in the manufacture and distribution of coffee, tea and related products to restaurants, foodservice, and convenience stores across the U.S.
January 31, 2017
Accent Food Services Acquires Arrow Vending
Effective January 31, 2017, San Antonio, Texas based Accent Food Services has acquired Arrow Vending in a cash transaction. Accent plans to consolidate the Arrow operations into their recently acquired Reno Snax facility. This is part of Accent's continuing plan of growth in the Reno/Tahoe market. .
January 17, 2017
Premier Services Acquires Pepstern Healthy Brands
Denver based Premier Services has acquired Pepstern Healthy Brands in a cash transaction. Premier Services, owned by George Yost, is a regional vending, office coffee and micro-market provider serving the greater Denver marketplace. The Pepstern client base will be absorbed into Premier's existing route structure.
October 4, 2016
Third Quarter Small Business Transactions Jump
A total of 2,090 transactions were reported in the third quarter this year, representing a 15.2 percent increase from last year. This marks the highest number of small business sales recorded in a third quarter since BizBuySell first started tracking data in 2007. The 5,865 to-date transactions positions 2016 for a record-breaking year of small business transactions.
October 1, 2016
2016 BUYER-SELLER CONFIDENCE INDEX
The confidence index is calculated by evaluating survey responses of more than 2,000 people interested in either buying or selling a small business. A separate score is calculated for both current small business owners interested in selling and prospective buyers currently exploring the market. Each group's score ranges from 0 to 100, with 100 representing a perfect environment for buying or selling a business and a score of 50 representing neutral confidence.
December 10, 2024
What we learned from a busy 2024 in the M&A world of convenience services
One thing is clear. Nothing can stop the flow of deals in the sought-after convenience services space. Not war. Not international strife. Not polarizing elections. Not inflation. Not high interest rates. There are good reasons why the industry remains so hot, but before we cross over to 2025, let’s look back at some of the best lessons, comments and insights from 2024. We have many to choose from.
November 11, 2024
The big question we hear: How much will a buyer pay for my business?
It has been a busy year for VBB Advisors, and it appears we will be finishing up deals through the end of December. There is so much demand right now as buyers are keenly interested in quality OCS, vending, pantry and micro market business. That is good news for our industry. All this M&A activity has given me a clear understanding (based on data) of how much buyers are willing to pay.
October 15, 2024
Build these six key features into your business to help you cash out
Last month, we talked about controlling what you can control to build the value of your business, whether you are selling in three months or three years. As promised, here are six more key features of a business that you can control. Take these steps and your company can be seen as a “premium acquisition.” Control your stress level, too. We’ll look at what NOT TO DO when you decide to sell.A recent article that I wrote for Automatic Merchandiser’s Vending Today focused on the defining characteristics of a “premium acquisition.” That article, published on August 22nd, was entitled, “Your convenience services company looks great, but is it a premium acquisition? This month, I have six defining characteristics that lead to “premium acquisition” status.
September 9, 2024
To become a premium acquisition: Take control of what you can control…
A recent article that I wrote for Automatic Merchandiser’s Vending Today focused on the defining characteristics of a “premium acquisition.” If you are planning to position your company to achieve an optimum selling price (in three months or three years) it is important to control what you can control. Take certain key steps to make your company especially attractive to buyers.
August 6, 2024
Here is why an experienced private equity investor chose VBB Advisors
Kyle Loughran is not your typical convenience services operator. He was attracted to the industry for many reasons, including micro markets and new technology. With a background in private equity, he had been involved in over 30 M&A deals before starting Legend Food Service. With all his experience in deal making, when it was time to sell the company, he turned to Mike Kelner and VBB Advisors.
July 15, 2024
An M&A perspective of the recent AM State of the Industry report
In June, Automatic Merchandiser released their 2023 State of the Industry report for vending and micro markets. There were several positive signs in that report, but sometimes, those of us in the merger and acquisitions business see things differently. Example– where the report talks about 8% of operators generating 49% of revenue – I see it as a positive. It’s a case of seeing things as “half empty” or “half full.”
June 18, 2024
After 77 years, a successful conclusion for Tom Konop and his team
There is so much pleasure in facilitating a business sale when I get to work with a person like Tom Konop, who was running his 77-year-old operation, The Konop Companies. It all began in 1946, when his dad, Louie Konop, purchased a route consisting of 120 penny peanut machines. It was no easy decision to sell a 77-year-old family business, but these days, Tom knows he made the right decision.
May 13, 2024
In the shadow of a huge NAMA show, M&A activity is hotter than ever
From all indications, these are special times in the convenience services industry. The 2024 NAMA show provided the evidence. There are more new operators – true newcomers – than we have seen in years. As new and enthusiastic operators enter the game, the exit door is active. At VBB Advisors, since October, we have seen one deal a month come to fruition. For the industry, it is a healthy balance.
April 16, 2024
Consider these 10 categories at the NAMA Show to help build business value
Next month’s NAMA Show in Dallas will be one of the biggest in years. For any operator who is thinking about selling their business, it is an opportunity to gain exposure to potential buyers and to find products that can build your company’s value. This year's NAMA Show runs from May 7th to May 9th.If you have followed my newsletters on an ongoing basis, you will know by now that I am a firm believer in the value of the NAMA Show, especially for the operator who has an exit strategy. It doesn't matter if you see yourself selling in one year, two years or five, the NAMA Show is important for several reasons
February 12, 2024
Our specialty - the art of attracting the right buyer to your business
Is it an art or a science? Actually, it is a little bit of both. Either way, attracting the right buyer for your business requires a specialized process that can only be delivered by a skilled business intermediary. First and foremost, operators need to remember this: Your business is a valuable, scarce commodity and you only get one shot at getting the price you deserve for years of hard work.
January 22, 2024
In 2023, VBB facilitated what can only be a called “a perfect deal”
Looking back at last year, I realize that one business sale was so well executed, it is worth writing about. Every aspect of the deal was picture perfect. The operator’s attitude, the planning, the adjustments that were made to maximize the selling price – all spot on. Best of all, it is a roadmap that can be used by any operator who is interested in selling their business in the coming months.
December 12, 2023
2016 BUYER-SELLER CONFIDENCE INDEX
The confidence index is calculated by evaluating survey responses of more than 2,000 people interested in either buying or selling a small business. A separate score is calculated for both current small business owners interested in selling and prospective buyers currently exploring the market. Each group's score ranges from 0 to 100, with 100 representing a perfect environment for buying or selling a business and a score of 50 representing neutral confidence.
December 12, 2023
Third Quarter Small Business Transactions Jump
A total of 2,090 transactions were reported in the third quarter this year, representing a 15.2 percent increase from last year. This marks the highest number of small business sales recorded in a third quarter since BizBuySell first started tracking data in 2007. The 5,865 to-date transactions positions 2016 for a record-breaking year of small business transactions.
December 1, 2023
Five Easy Ways to Boost the Value of Your Business in 2024
There are two questions that I hear on a regular basis. First: What is my business worth? Second: How do I improve the value of my company if I plan to sell in 2024? The answer to question #2 is, “Just follow my five easy ways to boost the value of your company.” When you do that, the answer to question #1 will be, “Your company will be worth more than it is today!”
October 25, 2023
Why NAMA’s CTW Show in November is important for sellers
The upcoming Coffee, Tea and Water Show (CTW) in Las Vegas might seem secondary compared to the April NAMA Show, but for any operators considering an exit strategy, it is a show to attend for several reasons. Among them, the upside potential of OCS.
October 25, 2023
Does this sound familiar? I am not selling my business now because…
Last month’s article hit a nerve with some operators. We reviewed several reasons that operators use to explain why they are not selling. “What are you waiting for?” I ask. In fact, the article fired up some new business relationships – operators who are now ready to start the selling process with VBB Advisors after realizing this is a fantastic time to make a move and a bad time to make excuses.
December 12, 2023
Premier Services Acquires Pepstern Healthy Brands
Denver based Premier Services has acquired Pepstern Healthy Brands in a cash transaction. Premier Services, owned by George Yost, is a regional vending, office coffee and micro-market provider serving the greater Denver marketplace. The Pepstern client base will be absorbed into Premier's existing route structure.
December 12, 2023
Accent Food Services Acquires Arrow Vending
Effective January 31, 2017, San Antonio, Texas based Accent Food Services has acquired Arrow Vending in a cash transaction. Accent plans to consolidate the Arrow operations into their recently acquired Reno Snax facility. This is part of Accent's continuing plan of growth in the Reno/Tahoe market. .
December 12, 2023
Farmer Brothers Acquires West Coast Coffee
Effective February 6, 2017, Farmer Brothers has acquired West Coast Coffee in a cash transaction. Farmer Brothers (NASDAQ: FARM) is a coffee roaster and foodservice distribution company based in Dallas Texas. The company specializes in the manufacture and distribution of coffee, tea and related products to restaurants, foodservice, and convenience stores across the U.S.
December 12, 2023
Accent Foods Acquires Black Tie Services
Texas Based Accent Food Services has acquired Black Tie Services of Baltimore, MD in an asset purchase transaction. The Black Tie purchase is Accent's first on the east coast and will serve as a platform for future growth in the region. Scott Meskin, the president of Black Tie Services will remain with Accent Foods in a senior management role. This is the fourth acquisition this year for Accent as part of their continued growth strategy.
December 12, 2023
Accent Foods Acquires High Sierra Vending and Coffee
Texas Based Accent Food Services has acquired High Sierra Vending and Coffee in an asset purchase transaction. The High Sierra acquisition continues Accent's consolidation of the rapidly growing Reno/Tahoe market. Jeff Johnson, the president of High Sierra will remain with Accent Foods in a senior management role. This is the fifth acquisition this year for Accent as part of their continued growth strategy.
December 12, 2023
DS Services Acquires Shenandoah Valley Spring Water
Atlanta based DS Services has acquired Shenandoah Valley Spring Water in an asset purchase transaction. DS Services is owned by Cott Corporation (NYSE: COT; TSX: BCB) based in Ontario, Canada. The acquisition continues DS Services national growth strategy in bottled water and coffee services.
December 12, 2023
Accent Acquires Java Pro's
Accent Food Services has acquired Java Pro's in a asset purchase transaction. Java Pro's is a supplier of coffee and related supplies to businesses, convenience stores and micro markets in the greater Reno Nevada market. The Java Pro's transaction is Accent's fourth in the Reno/Tahoe area this year establishing themselves as a dominant force in the market.
