The Role of the Management Presentation

How the Management Presentation Usually Leads to an Outlier Result for the Seller

Involving your management team in the Management Presentation (“MP”) Round is

team.

Acompetitive Sell-Side process requires a significant time commitment of the management team over a nine-month timeframe. The owner of the firm should ensure their direct reports understand their role in building confidence in the overall business model. The lack of senior management participation will most likely lead to a lower valuation. Too many times, a business owner thinks that going down the path of “trusting” only their intuition will lead to a great outcome in valuation and meeting the personal goals of the selling family or shareholder. That assumption generally is not correct.

For the Management Presentation, one suggestion is to involve key members of functional departments: operations, production, finance, supply chain and quality control. In addition, some owners prefer to have a family member or significant other attend the meetings and dinners with the various bidders. Owners and direct reports might have anxiety meeting with potential buyers, therefore, a friendly participant might help settle nerves.

During the Management Presentation, arrange the direct reports in order of speaking assignment to match presentation. Remember, many of your team leaders are not public speakers, therefore, keep each page simple and pertinent to their department. Highlevel bullet points, pictures and product samples are excellent content in presentations.

Another presentation strategy to consider for a firm producing a product is to arrange the presentation and speakers to align with the actual production cycle. In this example, start with the sales department and explain how the firm obtained the business. Next, have the operations manager explain how they source the material and then how they work with the production manager to create the schedule. In this example, the direct reports can easily represent the process, to the bidders, without a formal PowerPoint presentation.

Achieving an “outlier” valuation bid has a direct correlation to the Management Presentation. Your investment banker will work with you and the management team to prepare for optimal outstanding delivery.

The M&A market continues to be bullish and there should continue to opportunities to sell your business in 2024.

Air Freight Market Update, Delays, Cost Increases, and Forecast for 2023

The seasonal lull combined with overall low demand is pushing volumes below pre-pandemic levels at some of Europe’s major hubs, though some in the industry are hopeful that electronics product launches set to begin soon could drive some peak season rebound in the coming months nonetheless. Freightos Air Index data shows ex-Asia and transatlantic rates remain more than 40% lower than a year ago though China – N. America rates have increased more than 25% since a month ago.

Air rates – Freightos Air index

• China – N. America weekly prices increased 14% to $4.59/kg

• China – N. Europe weekly prices increased 5% to $3.05/kg.

• N. Europe – N. America weekly prices increased 2% to $1.70/kg.

Basin Water Resources Unveils New Rebranding

Basin Water Resources, a privately held U.S-based industrial and municipal water treatment solutions provider, recently announced its rebranding as Expansa. The renaming and launch of its revitalized brand identity marks a significant milestone in the company’s journey.

The refreshed brand identity embodies the company’s evolution while staying true to its vision where we see a world in which business and the people within them are operating at full capacity. This rebranding initiative reflects the culmination of 12 months of strategic planning, market research, and creative collaboration to better resonate with our audience and adapt to changing market dynamics. www.expansa-inc.com

Nijhuis Saur Industries and NX Filtration Partner to Address Water Scarcity

At Aquatech Amsterdam – the world’s leading trade exhibition for process, drinking, and wastewater – Nijhuis Saur Industries and NX Filtration jointly announced their partnership and unveiled an innovative mobile hollow fiber nanofiltration unit, named the MONF. The MONF is designed as a modular and plugand-play system that can treat waters up to 100 m3/h and can easily be transported. The unique modular Nijhuis Saur Industries system uses NX Filtration’s unique nanofiltration membranes, to remove a wide range of contaminations from water in an effective and sustainable process, substantially reducing energy and chemical usage.

Nijhuis Saur Industries and NX Filtration are global leaders in their respective fields. This partnership combines Nijhuis Saur Industries’ expertise and resources in industrial and municipal water solutions, underpinned by the optimal selection of hollow fiber membrane technology from NX Filtration. www.nijhuisindustries.com

INDA’s Wes Fisher Named a 2023 Top Lobbyist

INDA, The Association of the Nonwoven Fabrics Industry, announced that Director of Government Affairs Wes Fisher was named a 2023 Top Lobbyist by the National Institute for Lobbying & Ethics (NILE). The list includes professionals with significant legislative success in 2023, have been innovative in their field, are held in high regard by their peers, give back to their community through charity or pro bono work, and adhere to the highest ethical standards.

Fisher joined the INDA staff in 2022, he previously held senior government affairs positions at the Pet Advocacy Network and the National Automatic Merchandising Association. His work at INDA has included interfacing with lawmakers, regulators, and stakeholders at the state, local, federal, and international levels and participating in UN negotiations regarding the ongoing Global Plastics Treaty. He serves on the board of directors of the Washington Area State Relations Group (WASRG) and in 2022 was appointed by the Governor of Virginia to the Virginia Rare Disease Council. www.inda.org

Porvair plc Announces Acquisition of European Filter Corporation

Porvair plc, has acquired 100% of the share capital of European Filter Corporation NV (EFC), a filtration business based in Lummen, Belgium.

European Filter Corporation NV has expertise in the manufacture of mist elimination filters used in the production of industrial feedstocks and wellestablished industrial filtration sales channels in northeast Europe.

EFC will join the Group’s Aerospace & Industrial division, bringing complementary products and engineering as well as strengthening European routes to market.

Porvair is a group of specialist filtration, laboratory and environmental technology businesses. Its businesses design and manufacture a range of consumable filtration products that are used in a range of niche filtration markets. It operates in three divisions: Aerospace & Industrial; Laboratory; and Metal Melt Quality. www.porvair.com

Franklin Water Treatment Acquires Assets of Action Manufacturing & Supply, Inc.

Franklin Electric Co., Inc. announced that its wholly owned subsidiary, Franklin Water Treatment, LLC, has acquired the assets of Action Manufacturing & Supply, Inc., a manufacturer and wholesale distributor of residential water conditioning, filtration, and indoor/outdoor aeration systems since 1980 with operations in Florida and North Carolina. The operating results of the acquired business will be reported in the company’s Water Systems business segment.

Don Line, President of Franklin Water Treatment commented: “We are excited to incorporate the business of Action Manufacturing & Supply into our existing business as we continue to strengthen and expand our channels and products in key geographic areas for water treatment. Action’s commitment to quality and reputation for service excellence aligns with Franklin’s customerdriven approach to our businesses.”

Franklin Water Treatment, LLC provides products, services, and system solutions for residential, commercial, and industrial point of use and point of entry water treatment products, in a wide variety of markets and applications. www.franklin-electric.com

Metso to Expand Service Center in Arizona

Metso is expanding its service center in Mesa, Arizona to support the growing needs of mining customers, primarily in the copper segment, which plays a crucial role in supporting a responsible energy transition. In addition to expanding its service and repair capabilities, a cutting-edge training center will be built to continue to improve competence development in the region.

“We are proud to be able to further demonstrate our dedication to customer success, supporting the production of Critical Minerals. This investment will provide great benefit to the Southwest USA and beyond, with comprehensive and reliable services. Our expanded facilities in Mesa will allow access to unmatched OEM-quality repairs and refurbishments, and the new advanced Metso Training Center will help ensure that the next generation of miners are well-equipped,” says Giuseppe Campanelli, President, North and Central America, Metso.

The total investment value is approx. EUR 14 million, with expansions expected to be ready during the first half of 2025. www.metso.com

Amazon Filters Passes Production Milestone

UK process filter manufacturer Amazon Filters has fabricated and shipped its 100,000th stainless steel cartridge housing after production capacity was boosted through an extensive, ongoing investment program.

Surrey-based Amazon Filters hit the milestone figure as the latest practical output of its ‘quick and able’ manufacturing ethos.

The 100,000th unit, a metal fabricated housing like the others in the count, was produced and shipped in response to an order from a global water treatment company.

As with all Amazon Filters’ housings, the unit is serialized and fully traceable down to its materials, welder and testing data.

Neil Pizzey, Amazon Filters Managing Director, said: “Completing our 100,000th unit is a significant milestone for us and one that our whole team can be proud of.” www.amazonfilters.com

Motion & Control Enterprises Acquires Filter Resources Inc.

Motion & Control Enterprises announced that it has acquired Pasadena, Texasbased Parker Hannifin Filtration (Houston) LLC, dba Filter Resources Inc., an indirect, wholly owned subsidiary of Parker Hannifin Corporation.

Filter Resources Inc. is a distributor of mission critical, process filtration products for the downstream O&G, petrochemical, and specialty chemical markets, offering a complete range of liquid and air process filtration solutions. The company operates two locations in Lake Charles, Louisiana, and Pasadena, Texas, and was previously part of the Parker Industrial Process Filtration division. www.mceautomation.com

MAAG Group Continues Expansion with Additional Services in Malaysia

MAAG Group, a broadly diversified global solutions provider of Pump & Filtration Systems, Pelletizing & Pulverizing Systems, Recycling Systems and Digital Solutions, is expanding its operations in Asia, with new services in Malaysia for MAAG Ettlinger melt filters. In addition to cutting rotor regrinding, MAAG Malaysia can also provide vacuum pyrolysis oven cleaning. In plastics processing some components have to be repaired, upgraded, or replaced during the long plant lifecycle. MAAG Malaysia offers customers comprehensive repair services for their polymer production plants. Whether repairing gear pumps and filters or reconditioning and regrinding of cutting rotors – MAAG will ensure a long service life for machines. The facility serves most of Asia. www.maag.com

Damen Green Solutions and Bawat A/S Joint Venture for Mobile Ballast Water Management Systems

Damen Green Solutions and Bawat A/S have formally signed the agreement to solidify their joint venture in the development and sales of cutting-edge mobile Ballast Water Management Systems (BWMS). The joint venture, operating under the collective name “Bawat Damen,” marks a significant step in revolutionizing mobile ballast water management solutions.

Under the joint venture, Bawat A/S will provide its innovative system for treating ballast water, leveraging its patented pasteurization process that eradicates organisms without the use of chemicals, filters, or UV. Damen Green Solutions, known for its expertise in maritime solutions, will undertake the construction of these systems. The partners will share a joint focus on sales and global marketing.

The contract was signed at the international maritime exhibition Europort 2023 in Rotterdam by Marcus Peter Hummer, CEO Bawat, Klaus Nyborg, Chairman of the Board Bawat, Arnout Damen, CEO Damen Shipyards Group and Marcel Karsijns, MD Damen Shipyards Group. www.damen.com

Donaldson Company Invests in New Life Sciences Technical Center

Donaldson Company, Inc., a leading worldwide provider of innovative filtration products and solutions, announced its commitment to broadening its life sciences reach with the opening of a 25,000-square-foot life sciences technical center in Research Triangle Park (RTP) in North Carolina. Donaldson brands located or under development at the facility include Isolere Bio, Purilogics, Solaris Biotech and Univercells Technologies.

The technical center at 5 Lab Drive in RTP is centrally located on a campus supporting emerging biotechnology companies and includes modern laboratories as well as cleanrooms that provide product manufacturing capacity. The new facility will support the design, development, launch and early commercialization of transformational bioprocessing solutions. It also will serve as a hub for Donaldson life science innovations while advancing the IsoTag™ reagent product line. www.donaldson.com

Memsift Innovations Secures Large Order From Global Pharma Company

Singapore-based Memsift Innovations has signed a $1.62 million commercial contract from a leading Fortune 100 pharmaceutical company to revolutionize industrial liquid waste treatment and zero liquid discharge solutions.

The global pharma giant initiated a technical feasibility study in 2019. The study aimed to assess the feasibility of utilizing TS-30 Improved Membrane Distillation system to treat liquid waste and resulted in reducing liquid waste volume by more than 90% while recovering high-quality nitrogen fertilizer, the company said in a statement.

Building on the positive outcomes of the feasibility study, a full-scale onsite pilot program was unveiled in early 2022 and has been in continuous operation for over a year.

The commercial implementation of this project is slated to begin in the first quarter of 2024. www.memsift.com

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