NAW Releases New Book On Distribution M&A

Authored by Brent Grover, the brand-new research study navigates mergers and acquisitions in the wholesale distribution industry, drawing on the expertise of three deal professionals.

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The National Association of Wholesale Distribution has announced a new research publication, Mergers and Acquisitions for Distributors: Expert Advice for Buyers and Sellers.

Authored by Brent Grover, the brand-new research study navigates mergers and acquisitions (M&A) in the wholesale distribution industry. For buyers and sellers of distribution businesses, it covers the importance of getting professional guidance, selecting the best people to assist with M&A, and bringing advisers into the buying or selling process as early as possible. This guide provides information that probably can’t be found anywhere else—and certainly not as a single comprehensive resource aimed at wholesaler-distributors.

The book draws on the expertise of three deal professionals – Jay Greyson, Joseph Pease, Jr., and Bret Treier – each of whom has extensive experience with distribution transactions. The unique perspectives of a private equity investor, an attorney, and a certified public accountant (CPA) enrich this text with information the reader might not be able to find anywhere else.

Brent GroverThe volume is in two parts, with invaluable guidance and best practices for both buyers and sellers. Part 1 is about buying distributors. It opens up with a short story about a fictitious wholesaler-distributor as it is about to launch an acquisition strategy. Among the key decisions the company’s management has to make are which outside advisers to work with and how to make the best use of their services and advice. Following the story are chapters by an attorney, a CPA, and a private equity investor who provide detailed information from their vantage points. Using a question-and-answer format, these experts provide in-depth commentary including input about how to negotiate fees with, and get the most from, your advisers.

Part 2 is about selling a distribution business. It opens up with the same fictitious company being approached by several buyers. The owners and managers must evaluate the pros and cons of selling and choose outside advisers to help them through the sale process. Once again the three expert coauthors each provide a chapter in the same Q&A format, which is full of practical suggestions about what to expect from legal counsel, CPAs, and private equity investors, and how to get the best results for your investment.

To aid readers, the authors have included two bonus features: an extensive glossary of terms and an appendix that presents details about advisers as well as research findings based on an analysis of a database of actual transactions.

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