Synergos - Eierskiftealliansen...presentasjon Optimalisere SPA og pris Gode forberedelser Proaktiv...
Transcript of Synergos - Eierskiftealliansen...presentasjon Optimalisere SPA og pris Gode forberedelser Proaktiv...
Synergos
Eierskiftealliansen i Oslofjorden Vest – Kongsberg Næringsforum – Notodden Utvikling
Kongsberg, Torsdag 23. oktober, 2014
«Livsverk til salgs»
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Agenda
1. Hvem er Synergos?
2. Viktige vurderinger før oppstart av
salg/partnersøk prosess
3. Optimal salgsprosess – våre
erfaringer
Vedlegg
Litt om Synergos og Translink
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Introduksjon
Etablert i 20091
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Over 20 industrieksperter fra 12 ulike industrier
5 prosjektledere med både industriell og finansiell erfaring
Våre prosjektteam er skreddersydd til hvert prosjekt og inkluderer både M&A og industrieksperter
Fokus på salg av bedrifter og strategiske partnersøk 1)
6Eksklusiv norsk representant for Translink Corporate Finance – en internasjonal organisasjon av rådgivere representert i over
30 land
Synergos kombinerer industriell og finansiell erfaring og kunnskap
Synergos – Spesialist innen salg og strategiske partnersøk
1) Samarbeider med Infima på kjøpsoppdrag
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Høyest mulig pris
• Generasjonsskifte, ønske om å cashe inn,
porteføljestyring,…
Finne den beste partneren/kjøperen• Strategisk industriell begrunnelse
• Anerkjent selskap med solide, internasjonale
referanser
• Internasjonalt markedsapparat
• Kompletterende produkter
• Kompleterende kompetanse
• …..
Gjennomføre en effektiv prosess
• Avlaste ledelsen - ‘business as usual’
• Opprettholde momentum i prosessen
• Representere Norgesvinduet i forhandlingsprosessen
• Opprettholde konfidensialitet
Definer motiv og mål for salgs- /partnersøkprosessen
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Grundig søk etter potensielle kjøpere
• Et søkeapparat som klarer å definere de mest
attraktive kjøperne/partnerne
Forstå hvordan potensielle kjøpere tenker og
handler
• Fokus på motiver, prosesser, synergier og strategisk
rasjonale
• Industriell erfaring og kunnskap er avgjørende
Evne til å kommunisere med kjøperne
• Kommunikasjon med potensielle kjøpere på et høyt
industrielt nivå
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Forstå de viktigste salgsargumentene
• Proaktiv salgsprosess med rådgivere som forstår
selskapet, industrien og markedssegmentene
Dra nytte av erfaring i prosess og forhandlinger
• Erfarent rådgiverteam har erfaring og kan optimalisere
budprosess og forhandlinger
Hva er nøkkelfaktorene for suksess (KSF’s *)?
Salg- /partnersøksprosessen - Viktig ved oppstart å definere motiv, mål og
suksessfaktorer
*) KSF – Kritiske suksessfaktorer
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Oversikt
Hvordan gjennomføre en optimal salg- /partnersøksprosess?
Forhandlinger
Optimalisere SPA og pris
Closing
Optimalisere SPA og pris
Forstå eier- og selskapsstrategi
Definere mål og etablere en strategi
Definere kjøperkategorier
Etablere long list
Solide forberedelser
Definere nøkkelattraksjoner
Etablere markedsføringsmateriale
(fokus på fremtiden, ikke historien)
Management-presentasjon
Etablere short list
De beste kjøperne har ikke planlagt et kjøp!
Proaktiv
markedsføringsprosess
Optimalisere konkurransen mellom ulike budgivere
Definer kjøperens motiver, synergier og strategisk
rasjonale
Optimalisere budprosessen
Evaluere kjøpere; industriell match, tilbud,
transaksjonsmodell, kulturell match, rykte, etc.
Velge motiverte, strategiske og finansielle sterke kjøpere
Koordinere due-diligence
Velge kjøpere
& due diligence
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Industry expertise
Worldwide presenceKlient &Rådgiver
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“Proof of concept”;
M7 Offshore – 11 bud fra 8 land og 40% høyere pris enn forventet!
Prosess Utfall
40% høyere pris enn forventet1
2Utenlandske kjøpere med betydelig
høyere bud enn de norske!
February
2013
September
2013
MarkedsføringKontakte kjøpere ClosingSPA signering
Due diligenceIndikative
bud Evaluere budgivereMgmt
presentasjon
Optimalisere
SPA og prisGode
forberedelser
Proaktiv
markedsførings-
prosess
Optimalisere
budprosessen
Valg av
kjøpere og
due diligence
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Long list – 300 targets
15 land
3 kjøpere i due diligence20 management møter
11 bud fra 8 land
Norge, Danmark, Finland, Sverige,
Belgia, Kina, UK og USA
1 foretrukket kjøper
Translink Corporate Finance
Synergos AS
Lysaker Torg 8
1366 Lysaker
Org. no.: 994 602 497
Web: www.synergos.no
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Argentina Austria Benelux Brazil China Colombia
Translink-BA M&A Translink Auriga Translink VOF Translink-BA M&A Translink China Translink-BA M&A
San Martin 1143 - piso 8 Dominicusweg 3 Stationsweg 142 Rua Funchal 263 Suite 1112-1116 Calle 70A No. 11-83
1004 Buenos Aires A – 5020 Salzburg 5807 AD Oostrum conj. 94 - Vila Olimpia, 04551-060 Sao Paolo 8 Century Blvd. Shanghai Bogotá - Columbia
Office: 54 11 4314 5003 Office 43 662 62 79 38 Office 31 478 511010 Office 55 11 3846-8880 Office 86-21-50120990 Office 571 2110352
Denmark Finland France Germany Hungary India
Translink Schroder Part. Translink Corporate Finance Broadmark Translink Reallizze GmbH & Co. Translink Translink
Kongevejen 153 Korkeavuorenkatu 22 D 20 avenue Kléber Leher Heerstr. 28 Budapest H-1054 70 Nehru Place
DK 2830 Virum 00130 Helsinki 75116 Paris 28359 Bremen Szabadsag ter 7 New Delhi 110 019
Office 45 43 58 33 00 Office +358207432790 Office 33145000001 Office 49 421 204 1132 Office 36 1 474 8335 Office 91 11 3081 5000
Italy Japan Mexico Uruguay Norway Peru
Translink Strempel Translink Japan Translink-BA M&A Translink-BA M&A Translink Synergos Translink-BA M&A
Via Quintino Sella, 4 1-12-9-603, Kojimachi California 303 esq Sta Margari Boulevard Espana 2825 Lysaker torg 8 Av. Rep de Panama 3531, Of 801
20121 Milano Chiyoda-ku, Tokyo 102-0093 (03100) Col Insurgentes San Borja Montevideo CP 11300 1366 Lysaker Lima 27
Office 39 02 8699 7475 Office 81 80 5172 5984 Office 47 93415933
Poland Portugal Russia South Africa Spain Sweden
Translink Poland Translink Gesventure Translink Russia Translink South Africa Translink-Alta Translink-Anecta
UI. Bagno 2 C 241m Rua 7 de Junho de 1759, nº1 42, Bolshaya Tatarskaya str. 115184 Cape Town Avda. Diagonal 399 Västra Storgatan 12
Warwaw, Poland 2760-110 Caxias Moscow, Russia South Africa 08008 Barcelona S-553 15 Jönköping
Office 48 22 464 85 15 Office 351 214 416 460 Office 7 495 545 44 30 Office 27 73 7407871 Office 34 93 238 7230 Office 46 36 12 66 40
Switzerland Turkey Ukraine United Kingdom United States
Translink Corporate Finance AG Translink Albars Consulting Euxin Translink Translink Fusion International KILDARE CAPITAL, INC.
Alte Landstrasse 39 Mehmet Akif Cad. Turunçlu Krasnoarmeyskaya Street, 72A 56 King Street One Penn Plaza, 36th Floor
8700 Küsnacht Sok. No 25 D 2 Mesa Plaza Office 45, 17th Floor Leicester, LE1 6RX New York, NY 10119
Office 41 44 269 7000 A.Nafiz Gürman Mah. Merter - Güngören Kyiv 03680 Office 44 116 2858812 US
34173 Istanbul - Turkey
Oversikt
Leif Larsen
Partner
E-post: [email protected]
Tlf: +47 934 15 933
Kontaktdetaljer – Synergos og Translink Corporate Finance
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Vedlegg
Synergos - tjenester
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Våre tjenester – Salg/partnersøk
Solid erfaring fra forhandlinger
God dokumentasjon
og proaktiv markedsføring
Unik og dokumentert
gjennomføringsmetode
som gir maksimal pris
Industriell erfaring via egne
bransjeeksperter
Prosjektledelse- og
koordinering i salgsprosessen
Verdivurdering
Internasjonalt nettverk -
Translink Corporate Finance
Avlaste ledelsen - opprettholde
business-as-usual
Unik tilnærming
Industriell erfaring
Internasjonalt nettverk
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Våre differensierende faktorer
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Unikt system for å lokalisere potensielle kjøpere – Translink Corporate Finance
• Tilstedeværelse i mer enn 30 land; Europa, USA, Sør-Amerika, Afrika, Asia
• Tilgjengelig og kommitert lokalt søkeapparat
Industriell erfaring på teamet
• Prosjektledere innehar både industriell ledererfaring og finansiell kompetanse (8 stk. i Synergos)
Bevist salg- /partnersøk konsept
• Nøkkelelementer er: solide forberedelser, godt internasjonalt søkeapparat, industriell logikk, konkurranseelement i
budprosess og forhandlingserfaring
• Individuell tilnærming mot hver kjøper
Dedikert og troverdig rådgivningsteam - skreddersydd til dette prosjektet
• Team med betydelig erfaring fra M&A
• En kompensasjonsmodell som sikrer en felles agenda
• Setter kundens interesse først – gode referanser
3Bransjeerfaring på teamet
• Industrieksperter med bred erfaring fra selskapet’s forretningsområder (I dag > 20 stk, ca. halvparten innen olje&gass)
• Gir kredibilitet i forhold til å hjelpe potensielle kjøpere med å forstå bransjen
Synergos og Translink har en annerledes tilnærming!
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Infima og Synergos samarbeider for å gi våre kunder nødvendig
spisskompetanse innen M&A
Vi kombinerer industriell og finansiell kompetanse…… …..og vi satser på spisskompetanse innen både kjøp og salg
Felles prosjektledere
• Solid industriell ledererfaring
• Tung transaksjonserfaring
• Industriell og finansiell kompetanse
Felles bransjespesialister
• Industriell ledererfaring
• Operativ bransjeerfaring
• Relevant kontaktnett
Samarbeidspartnere
• Funksjonell spisskompetanse
• Ledende innen sine fagfelt
Synergos er spesialist på salg av
bedrifter og partnersøk
Infima er spesialist på
oppkjøpsprosesser
Coaching og
kvalitetssikring
Egenutviklede
verktøy og metoder
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Prosjektledere
Annette M.
Justad
30 years
experience from
the maritime and
chemical
industry
SVP NCC, VP
Yara, CEO
EMS, Director
Awilco LNG and
PGS, Chairman
AMS and Store
Norske
Leif Larsen
Orkla (16 years):
SVP Business
Dev. Orkla Food
Ingredients,
sales and
marketing dir. in
Denofa and Idun
Industri
Sales manager
Bjørge Offshore,
cost and
planning
engineer Saga
Petroleum
10 years M&A
experience from
Orkla Corp.
Dev. and
Synergos
Rolf Straume
Infima
17 years of
senior
management
experience;
Statoil,
Helicopter
Service, Orkla,
Ringnes (CEO)
16 years
experience in
finance;
Corporate
Finance and
Private Equity
Broad M&A
experience
MSc Mechanical
Engineering, NTH
MBA, Henley
Business School
MSc Business &
Administration,
NHH
AMP, Harvard
Business School
MSc Tech. Mgmt.
MIT/NTH and
Chem. Eng, NTH
Jon Elde
11 years of CFO
experience
including
restructuring,
reorganization,
strategy
development
and M&A from:
Arcus-Gruppen,
Evry, GTB
Invest, Ringnes
7 years of M&A
experience from
KPMG
Corporate
Finance and
Orkla ASA
Knut Helgesen
15 years of
management
experience in
Orkla Media;
Corporate
Development,
Financial
Director and Dir.
Digital Media
Additional
experience from
Boston
Corporate and
Aratos
Yngvar
Christophersen
25 years
experience in
the financial
sector
Director at DnB
NOR and
various positions
in Citibank,
SEB, Union
Bank and Vika
Bank
Extensive
experience from
the banking
industry
Sven T. Ottesen
15 years
experience in
management,
CEO of Diners
Club Norway
and head of
product
development at
Motorola
USA/UK
5 years
experience in
acquisition/cons
olidation
processes in
Eastern Europe
MSc, Business &
Administration, BI
MBA Northern
Illinois University
MSc MIT
AMP, Harvard
Business School
MBA Manchester
Business School
BSc University of
Southern
California
MSc Business &
Administration,
NHH
Bjørnar Misund
Hernes
2 years
experience from
investment
banking
Worked as an
analyst in the
fields of Equity
Research and
Corporate
Finance in
Handelsbanken
Capital Markets
and Nordic
Securities
BSc Business &
Administration,
Norwegian
School of
Management
Prosjektledere Analyse
Utdannelse
Erfaring
Navn
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Industrieksperter (olje & gass)
Anders Wittemann
E&P
20 years experience
in oil & gas
Former partner
Derrick Petroleum
Services and
Rystad Energy
Associate Principal
at McKinsey &
Company
Arne Roald
Valves & connectors
25 years experience
in the oil service
business
CEO at Solberg &
Andersen, Head of
business
development and
sales director at
Emerson Process
Management
Per Bjørn
Habbestad
Oil service
30 years experience
in the oil service
industry
Former CEO in
Apply Group and
Sea Production
Management, Vice
President at Umoe
Oil & Gas and Aibel
Today own advisory
company in oil &
gas
BSc Electronic
Engineering,
Stavanger College of
Engineering
MSc Petroleum
Engineering, NTNU
MBA INSEAD
MSc Business &
Administration, NHH
Christian Behrens
Oil service
30 years experience
in the oil & gas
industry
CTO in OER and
OTG Energy, VP
Operations at
KOGAS, consultant
and project
manager at Veritas
and Norwegian
Contractors
MSc, University of
Glasgow
Jan Stensrud
Umbilicals & subsea
29 years experience
in the oil & gas-,
submarine power
cable-, and the
offshore renewable
industries
8 years of
international
experience from
France, Malaysia,
Germany and Italy
MSc Naval
Architecture and
Marine Eng., NTNU
INSEAD
Bjørn Hånde
Rotating machinery
20 years experience
in the oil & gas
industry
Consultant and
specialist in rotating
machinery; turbines,
compressors and
pumps
Technical director at
GE Aero Energy
PhD and MSc
Mechanical Eng,
NTH
MSc Stanford
University
Jan Strøm
Subsea & well
services
20 years experience
in oilservice
CEO Amek Group
Various leadership
pos. subsea and
marine oper. BP,
Statoil, Aker and GE
Today Director in Oil
Spill Resp.Ltd for
Subsea Well
Intervention
BSc Marine
Technology,
University of
Stavanger
Industrieksperter
Utdannelse
Erfaring
Navn
Ole Petter
Krabberød
Seafood
17 years
experience in
fisheries and
aquaculture, of
which 10 years as a
leader in Chile and
UK
CEO of Norwegian
Royal Salmon, Stolt
Seafarm and
Cultor-Ewos
Adviser to the
Nicaraguan Minister
of Fisheries
MSc Business &
Administration, NHH
Ivar Lossius
Construction
30 years
experience from
various industries
President & CEO at
Protan, Vice
President in Navia
Aviation Systems,
Vice President and
CEO for Production
& Logistics at
Pronova
Biopolymer
Currently senior
consultant at SAM
Headhunting
Petter Eiken
Construction
30 years
experience from the
construction
industry
Previous positions
include: CEO
Skanska Nordics,
EVP Veidekke and
Project Engineer
Selmer
Today engaged in
own consultancy
services and
chairman/board
member
Roald Riis
Construction
30 years
experience in civil
construction
Various
management
positions in
Optimera group,
last as responsible
for business
development and
acquisitions
MSc Civil
Engineering, NTH
MSc Mechanical
Engineering, NTH
Management
course, IMD
20 years
experience in waste
/ environment
CEO in several
companies of Veolia
Environment Group
(Norwegian
Recycling) 1996-
2010, Rolf Bakke
AS (Metallco AS),
Alme (Hafslund
Metall) and
Aluminiums-
smelteriet
Auditor, Agder
regional college
Terje Hals
Construction
20 years
experience from
various industries
Branch manager,
VVS at Bravida
Norge
CEO at Aug.
Larsen
CFO at Vital Skade
Currently engaged
in own activities
MSc Business &
Admin., NHH
BSc, Pacific
Lutheran University,
USA
Kalle Tysnes
Northern Norway
20 years
management
experience
CEO over the last
14 years in regional
investment
company Helgeland
AS with focus on oil
& gas, maritime and
aquaculture
Lecturer at the
University of
Nordland
MSc Management,
Norwegian School of
Management
Industrieksperter
Wilhelm Rosenlund
Waste
14
Industrieksperter, forts.
Utdannelse
Experience
Navn
15
Synergos team member acted
as an advisor to the seller
acquired acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
buyer
share swap
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
seller
Various E&P companies
SDØE
acquired
Acted as an advisor to the
seller
Noen referanser – Olje & gass*
*) Synergos & Infima
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Noen referanser – Bygg og anlegg*
*) Synergos & Translink
Acted as an advisor to
the seller
acquired acquired
Acted as an advisor to
the seller
acquired
Acted as an advisor to
the buyer
acquired
Acted as an advisor to
the buyer
acquired
Acted as an advisor to
the buyer
acquired
Acted as an advisor to
the buyer
acquired
Acted as an advisor to
the seller
A.B. Movies, Chadha
Infrastructure Developers,
Jessamine Fresheners
ASPL
Software Developers, VNS
Software Developers and
Hacienda Infrastructure
Bygg Partner i
Södertälje
Private
investorsMBI
acquired
Acted as an advisor to
the buyer
acquired
Acted as an advisor to
the buyer
acquired
Acted as an advisor to
the seller
acquired
Acted as an advisor to
the seller
Acted as an advisor to
the seller
(Finland)
sold
Freightcar Components
International Oy
to
Acted as an advisor to
the seller
(Finland)
sold
to
17
Acted as an advisor to the
buyer
acquired acquired
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
buyer
merged with
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
buyer
Bakeline AS
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
buyer
divested
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
buyer
divested
Acted as an advisor to the
seller
*) Synergos & Infima
acquired
Acted as an advisor to the
buyer
Noen referanser – Andre industrier*
18
Argentina, Austria, Benelux, Brazil, China, Colombia, Denmark, Finland, France, Germany, Hungary, India,
Ireland, Italy, Japan, Mexico, Middle East, Norway, Peru, Poland, Portugal, South Africa, Spain, Sweden,
Switzerland, Turkey, UK, Ukraine, Uruguay, USA
Globalt nettverk med lokal tilhørighet
(30 kontorer)
Forpliktende samarbeid
Grunnlagt 1972 i Zürich, Sveits
50 – 100 transaksjoner/år
Over 200 rådgivere
Mellomstore transaksjoner, typisk € 5-
200 mill
Oversikt
Synergos er eksklusiv norsk representant for Translink Corporate Finance
– en internasjonal organisasjon av rådgivere representert i over 30 land
Nordic Transactions – Translink - 2013
Financial Advisor 2013 Rank 2012 Rank # of Deals
PWC 1 1 63
SEB 2 2 37
IMAP 3 3 32
KPMG 4 4 25
E&Y 5 9 23
Translink 6 15 19
Clairfield International 7 12 17
Nordea 8 4 14
Carnegie 9 6 13
Danske Bank 9 17 13
Rothschild 11 15 12
M&A International 11 10 12
Handelsbanken Capital Markets 13 11 10
Citi 14 20 9
Swedbank 14 23 9
Deloitte 14 14 9
19
Acted as an advisor to the
seller
acquired acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
seller
Acted as an advisor to the
buyer
Acted as an advisor to the
seller
Acted as an advisor to the
seller
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
seller
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
seller
acquired
Acted as an advisor to the
buyer
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
buyer
acquired
Acted as an advisor to the
seller
Korea | Italy Norway | Finland Sweden | Finland Finland | France Japan | ItalyItaly | South Africa Austria | Denmark
Japan | Finland India | Japan India | France
JV formation with
India | UK
Sold its software solutions
business to
India | UK
Parent company sold stake to
India | Japan
Sold significant majority stake to
India | Korea
Fund raising from consortium led by
Germany | Denmark
Has entered into
Joint Venture with
Germany | Brazil Germany | Dernmark Finland | Russia Germany | Brazil Germany | Switzerland Italy | Japan
Utvalgte transaksjoner - Translink