The sale process for a business owner — in most cases a multigenerational family business — is an extremely emotional process and oftentimes a once in a lifetime occurrence. While several variables come into play over the more than nine-month sale process, the emotional wear and tear on a business owner is often overlooked. However, appropriately understanding and identifying deal fatigue can allow for proper planning and prevent potential deal-breakers.
Deal fatigue is a prevalent challenge in the mergers and acquisitions (M&A) landscape, manifesting as a weariness or loss of momentum among business owners involved in prolonged negotiations. This phenomenon typically arises when deals take longer than anticipated to close, leading to a decline in enthusiasm and energy from both parties. Various factors contribute to deal fatigue, including extended due diligence processes, difficulty obtaining necessary third-party consultations and assessments, and complex negotiations over valuation and deal terms. As these negotiations drag on, business owners may experience frustration, decreased productivity, and a diminishing sense of urgency, potentially jeopardizing the success of the transaction.
The impact of deal fatigue on M&A transactions can be significant. Prolonged negotiations not only increase the costs associated with legal and advisory services, but also distract management from their day-to-day operational responsibilities. This distraction can lead to a decline in business performance, making the target less attractive and potentially reducing the perceived value of the deal. Moreover, deal fatigue can erode trust and collaboration between the parties, making it harder to finalize terms and achieve a successful integration post-acquisition. To mitigate deal fatigue, it is crucial for companies to maintain clear communication, set realistic timelines, and remain flexible in negotiations to keep all parties engaged and motivated throughout the process.
M&A Market Activity
U.S. deal volume decreased by approximately 3.3 percent in the second quarter of 2024 as compared to the first quarter of 2024, while YTD volume through the first half of 2024 decreased by approximately 11.9 percent as compared to the first half of 2023. However, deal volume for the first half of 2024 is up approximately 5.6 percent when compared to the second half of 2023, which shows further promise that the M&A market is remaining resilient despite countless factors impacting deal activity.
More specifically within the Columbus M&A market, deal volume increased by approximately 22.2 percent in the second quarter of 2024 as compared to the first quarter of 2024, with several noteworthy transactions completed by both strategic acquirers and private equity firms. Installed Building Products, Winsupply, Fairwood Brands, and Worthington Industries all completed strategic acquisitions.
Deal of the Month
The Columbus, Ohio deals of the month for June 2024 are the acquisition of both Gutter Pro Enterprises and Thrice Energy Solutions by Installed Building Products, a Columbus, Ohio-based installer of insulation and complementary building products. Growing through acquisitions, Installed Building Products is able to expand its residential and commercial end market presence in four different states.
"The Thrice and Gutter Pro acquisitions represent combined annual revenue of nearly $14 million and reflect our continued effort to expand into new geographic regions while diversifying our installed product offering. Thrice will be our first branch in Oklahoma City, one of Oklahoma's largest new construction markets, while Gutter Pro reinforces our presence in the Northeast region," stated Jeff Edwards, Chairman and Chief Executive Officer. "Acquisitions remain a key component of our growth strategy and we continue to have a robust pipeline of opportunities across multiple geographies, products, and end markets. On behalf of everyone at Installed Building Products, I want to welcome Thrice and Gutter Pro onto our team."
Sources: Company websites, PitchBook, and S&P Capital IQ
Mike Kostandaras is a Senior Associate with MelCap Partners, a middle-market investment banking advisory firm. For more information on MelCap Partners, please visit www.melcap.com or email [email protected].
