chapter 5a global mergers and acquisitions
DESCRIPTION
Chapter 5a Global mergers and acquisitions. Business development choices. Business development. INTERNAL SOLUTION. EXTERNAL SOLUTION. Ownership. Partnership. Acquisition. Merger of equals. Minority investment. Joint venture. Alliance. Control/Integration. - PowerPoint PPT PresentationTRANSCRIPT
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Chapter 5aGlobal mergers and acquisitions
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Business development choices
INTERNAL SOLUTION
EXTERNAL SOLUTION
Ownership Partnership
Acquisition Merger ofequals
Jointventure
AllianceMinorityinvestment
Control/Integration Flexibility/Coordination/ Cooperation
Businessdevelopment
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Mergers & acquisitionsIncreasingly numerous
Increasingly transnational
In nearly all industries
Pressure for globalization; need for global reach
Pressure on costs; search for economies of scale and scope
More diverse technologies and standards; need for “systemicinnovations”
Solution selling; system integration
Shorter product cycles; need to develop business fast
More segmented markets; need for developing multiple marketing competencies
Refocusing on core tasks and competencies; leads to outsourcing
Why?
M&As are:
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Global mergers & acquisitions - billion $ value
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Strategic value• Strategic objectives
• Value creation potential
What are the benefits of thethe merger/acquisition?
What value do we get from it?
Target/counterpart analysis• Fit analysis
• Due diligence• Valuation
• Expectations
Is the deal feasible?
Negotiation and design• Price
• Financial architecture• Operational organization
• Governance
How much do we pay?How?
How do we organize andmanage?
AGREEMENT
Post merger integration• Transition• Integration• Evolution
How do we put thecompanies together?
How do we work?
DECISION-MAKING
IMPLEMENTATION
Framework for the analysis of M&As
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PROBLEMS
IDEA
ACQUISITIONJUSTIFICATION
DECISION-MAKING
PROCESS
• Clarity of strategic objectives• Fragmented perspectives• Lack of operational perspectives• Quality of planning process• Momentum
Problems in deciding to acquire or merge
- Urgency- Secrecy- Personal stakes- Pressures
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Value creation in M&As?Value of the
acquirerA
Value of the acquired
B
Value of Bminus acquisition
costs
Increased efficiency
Learning from B
Cost saving due to combined operations
Increased revenues due to joint marketing andproducts complementarily
Increased profitability from joint innovation
STANDALONE VALUEValue coming from the
acquired company
SYNERGY VALUEValue coming from the
combination of thetwo companies
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What factors make an acquisition justified?
Clarity of strategic purpose A shared set of priorities among key deciders A detailed understanding of the source of benefits Close attention to the risks and how to manage them A shared sense of time and timing An operating-led acquisition team for each acquisition
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Due diligence
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Cultural due diligenceConcentratedpower
Diffusedpower
Role/processoriented
Resultoriented
Hierarchy Group
Tradition Innovation
Narrowdistribution ofinformation
Wide distributionof information
Bureaucratic Entrepreneurial
Seniority/status
Performance
Processoriented
Actionoriented
Individualistic Collective
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
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Cultural due diligence cont.
What to anticipate?How to deal with it?
Views about businessobjectives:o Growtho Profitabilityo Riskso Long/short termo Shareholder valueo Stakeholders
Views about competitiveapproaches:o Customer orientationo Pricingo Importance of qualityo Importance of technologyo Ethics
Ways to manage:o Leadership styleo Trust/controlo Motivating factors
Communication:o Openness/secrecyo Formal/informalo Importance of personal relationships
Acquirer Acquiree
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Organisational due diligence
What to anticipate?How to deal with it?
Acquirer AcquireeSTRUCTURAL DIFFERENCES:
o Centralisation/Decentralisationo Form of organisation
SYSTEMS AND PROCESSES:
o Importance of formal systemso Sophistication of financial controlso Quality of ITo Importance of teamwork/ committeesPERFORMANCES o Performance-based rewardso Career mobilityo Quality of management
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Valuation of M&Asafter due diligence: a summary
Standalone valueas acquired
+/ Adjustmentsto standalone
+/- Synergies
Free cash flow based on:a) Existing revenues
- costsb) Projected growthc) Project costs
Given:• WACC• Terminal value• Debts• Transaction fees
+ Disposal of assets- Exceptional
expectedcash outflow:
• Litigation• Tax liabilities
+ Costs improvements:• Rationalization• Overheads• Reduction• Lay-offs+ Additional revenues coming from:• Quality improvement• New team
- Additional capitaladvertising, R&D expenditures
- Contracts termination
+ Revenues synergies+ Cost synergies+ Financial synergies- cost of integration
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Pre-acquisition Due diligence
NegotiationValuation
Memorandum of understanding
MOU
Letter of intentLOI
Confidentialityagreement
Agreement
Legal process
Contract
Outstandingissues
subject to..
Acquisition process flow
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SCOPEPRICE
Mode of payment
MANAGEMENT& STAFFING(for mergers)
COVENANTS
CONFLICTRESOLUTION
• What is for sale?• 100% or partial• Share or assets• Transfer of rights:(Patent, brands, distribution agreements, licenses, contracts.)
• Mode of valuation• Debts • Cash
• Stocks• Conditional
clauses
• Board• Positions• Decision-making• Control• Recruitment• Careers• Remuneration
• Arbitration• Conditions
for closing• Non-competitive clause• Retention of key executives• Hidden liabilities
NEGOTIATION
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Value creation for shareholders in M&As
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70%
83%
58%52%
60%60%55%
50%
0
25
50
75
100
1973 1984 1986 1987 1995 1998 1999 2001
M&
A F
ailu
re R
ates
(%)
Failure rates of M&As
Mercer Group
Kitching Booz Allen & Hamilton
McKinsey Porter AT Kearney KPMG KPMG
1965-1970 1970-1984 1950-1984 1950-1984 1990-1995 1993-1996 1996-1998 1998-2000Management assessment
Management assessment
Cost of capital
Divestments of acquisitions
Stock market returns
Stock market returns
Stock market returns
Stock market returns
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The odds are against success
Potential merger results
Is there a sound strategy guiding the combination?
Is the combination implemented well?
Yes No
Yes
No
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Pre-merger
Lack of strategic fit (different business logistics)
Poor due diligence Overestimation of
synergies Empire building Politics
Deal
Excessive premium
Bidding fever Pressures
Post-merger
Lack of leadership Poor communication No integration plan Unable to reduce anxiety Too much emphasis on costs not enough on growth Too inward-looking Departure of good people
Acquisitions go wrong for many reasons
Loss of key customers
Lack of trust Sticking to theory
(forced synergies) Clash of cultures Lack of shared
vision Failure to show
results fast Inadequate funding Politics
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Post M&A design
1. The “What” question (scope):– Which integration plan makes most economic sense
2. The “How” question (style):– Hard: acquirer imposes– Soft: build sufficient consensus on the plan to allow for a
smooth execution3. The “When” question (speed):
– How fast?
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Same businessSame customersSame economic,social, political environmentSimilar cultures
Negative profitabilityUnstable/ declining market shareWeak management
Different businessDifferent customersDifferent economic,social, political environmentDifferent cultures
High profitabilityStable/ improving market shareStrong management
High operational synergies
Low operational synergies
How much autonomy due to differences in culture and business context
Low need for autonomy
To what extent do the operations need integration?
High need for autonomy
High need for integration Low need for integration
Scope alternatives
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Difference in competitive contexts
Need fororganisational
autonomy
High
Low
HighLow
Preservation Symbiosis
Absorption
Amount of operational synergies Need for interdependence
Scope alternatives cont.
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Preservation
• Keep separate• Protect existing capabilities of the acquired firm• Slow diffusion of target’s knowledge to the acquiring
Facilitate innovation Example: Sony/Columbia
Scope alternatives cont.Key integration tasks inpreservation acquisitions
AbsorptionKey integration tasks in absorption acquisitions
Take advantage of scale economiesExample: GE Capital, Novartis
Symbiosis
• Start with preservation• Selective integration• Two ways transfer of capabilities
Key integration tasks in symbiotic acquisitions
• Rapid and complete integration• Implement best practices • Harness complementarities
Best of both: Air France/KLM
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AbsorptionCommon operating procedures are adopted ( transfer of best practices orpractices of acquirer).
The target is completelyintegrated within the structure of acquirer or a new integratedstructure is adopted.
CULTURESTRUCTURE OPERATIONS
Common cultureis imposed or created.
Example: SmithKline and Beecham
More detailed scope alternatives
No operational integration:only financialReporting.
The two companies arekept structurally separate.Only few reporting lines.
Cultural differencesare maintained.Example: Sony/
Columbia
Preservation
Selected operations areco-ordinated and common procedures are adopted ( transfer of best practices orpractices of acquirer).
Structures generally separated eitherlegally or under adivisional form.
Norms of conduct and expectations are established and revised over time to enhance cooperation andco-ordination.
SymbioticExample: Air France/KLM
Most cross borders acquisitions belong to the symbiotic category since the majority of cross-border acquisitions are horizontal (same business) in dissimilar competitive environments.
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The post-merger integration phases
PMI planning Transitionphase
Integrationphase
DealNegotiation Implementation
(3 to 12 months)
Articulate visionfor the combined company Develop processand principles Create transition team and
leadership Gather data (DD +cultural assessment) Prepare a communicationplan Prioritize actions
Set integration teams and structure Create performance milestonesfor each team Look for short term wins Reporting structure Launch teamwork Review, assess and
implement recommended actions Communication
Finalize integration Finalize organisation End/transform
integration teams
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The post-deal situation High emotional stress and anxiety
- Employees- Suppliers
- Distributors- Community
Uncertainty about future direction « Synergies » still very theoretical Cultural divide:
- Values- Mindset- Competitive and business logic- Experience
Stereotypes Systems and processes compatibility Personality clash
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** New sense of purpose * Mutual understanding* Integration teams* Establishing control* Strengthening the operations* Credibility and commitment* Communication* Show respect
Leadership• Interface: ability to
understand the two cultures
• Action-minded• Communication• Listener• Clarity of message• Commitment
Transition phase
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* Leadership
* Mutual understanding* Integration teams* Establishing control* Strengthening the operations* Credibility and commitment* Communication* Show respect
New sense of purpose
• Concrete objectives• Consistent message to all parties• Clarity of message• Commitment
Transition phase cont.
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* Leadership* New sense of purpose *
* Integration teams* Establishing control* Strengthening the operations* Credibility and commitment* Communication* Show respect
• Avoid cultural stereotypes• Teamwork• Data-driven• Avoid a priority (agnostic)
Mutual understanding
Transition phase cont.
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* Leadership* New sense of purpose * Mutual understanding*
* Credibility and commitment* Communication* Show respect
• Cross-functional teams• Concrete agenda• Shoot for short-term wins• Customer and Operations focus• Provides process methodology and measurement• Harness complementarities
Integration teamsEstablishing controlStrengthening the operations
Transition phase cont.
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* Leadership* New sense of purpose * Mutual understanding*
• Straight communication• Realism• Manage by phases• Adopt best practice without bias
Integration teams* Establishing control* Strengthening the operations
* Credibility and commitment* Communication* Show respect
Transition phase cont.
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Integration team structureIntegration team leadership
Top 2-3 executives from each company
Provides direction,control, go/no go decision
Meets every 2 weeks
HR
Sales & distribution IT Finance and
accountingMarketing
ProcurementManufacturing
OperationsR&D
Each team works either full time at first and or twice a week later depending upon the nature of the task. Agenda: propose concrete actions to be submitted to integration team leadership.
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People and cultural issues in mergers and acquisitions
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Who does what?
Acquirer Acquiree
Top
Middle
Low
Plan; negotiate
Implement
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Stress and commitment cycles in a merger
High
Low
Rumor Announcement Transitionplanning
Transitionimplement-
ation
Post-transition
Stress
Commitment
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The “merger syndrome”Personal reactions
Distractions from job performance Resistance to change Worst-case scenarios and rumor-mongering Feelings of fear, betrayal and anger
Organizational reactions
Crisis management War-room and combat mentality Decreased communication (downward) Increased centralization (upward)
Cultural reactions
Clash of cultures We (superior) versus they (inferior) syndrome Stereotypes and chauvinistic biases Hostility and distrust
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Manufacturingand
logistics
Salesand
marketing
Researchand
development
Generaland
administrative
Purchasing
Businessdevelopments
Phaseout ofproducts &
parts complexitymanagement
Organization
Financeandcost
Launch 22 new models Introduce a mini-car model by 2002 in Japan
Cut number of suppliers in half Reduce costs by 20% over three years
Close three assembly plants in Japan Close two power-train plants in Japan Improve capacity utilization in Japan
from 53% in 1999 to 82% in 2002
Move to a globally integrated organization
Increase output efficiency by 20% per project
Move to a single global agency Reduce SG&A costs by 20% Reduce distribution subsidiaries by 20 in Japan Close 10% of retail outlets in Japan Create prefecture business centers or common
back offices
Reduce SG&A costs by 20% Reduce global head count by 21,000
Dispose of non-core assets Cut automotive debt in half to $5. billion net Reduce inventories
Reduce number of plants in Japan from seven to four by 2002 Reduce number of platforms in Japan from
24 to 15 by 2002 Reduce by 50% the variation in parts
(due to differences in engines or destination, for example) for each model
Create a worldwide corporate HQ Create regional management
committees Empower program directors Implement performance- oriented
compensation and bonus packages,including stock options
9 Nissan’s cross-functional teamsGlobal alliance committee
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11 Renault-Nissan cross-company teams
Products
Marketing& sales
Asia
Components Vehicles Procurement Logistics
Marketing& salesEurope
Marketing& salesNorth
America
Marketing& salesCentral America
Marketing& salesSouth
America
Marketing& salesOthers
Global alliance committee
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Carlos Ghosn as a leader
• Clarity of vision• Hands-on• Data-driven (No preconceived idea)• Consistent (‘Say what you think and do what you say’)• Demanding but respectful• Listening but deciding• Sets example by his own behaviour• Communicates clearly• Insists on concreteness• Insists on time factor