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Middle Market Overview

Because of Sunbelt's large footprint (300 offices throughout the world), we are well known in the middle market (small to mid size businesses) acquisition community, and remain in constant contact with active middle market investors. At Sunbelt, we target a segment of the middle market, comprising privately-held companies with annual sales of $5 to $100 million.

Historically, the lower end of this market segment has been underserved by national traditional investment banking firms.

This has been especially true when the public M&A market has been highly active. Due to the unique nature of our firm, all middle market clients have the opportunity to work closely with an experienced team of business intermediaries, many of whom have previously owned or managed their own middle market companies, and are experienced in the process of bringing middle market opportunities to the marketplace.

The first question that comes to mind for many people is, “What distinguishes a Mergers and Acquisitions (M&A) practitioner from a general business broker?” The answer, for the most part, may be attributed to the accumulated level of education, training and experience of the individual.

Generally speaking, when one speaks in terms of engaging an M&A specialist, one often is considering the acquisition or sale of a company possessing at least some of the following characteristics:

Gross Revenues in $ Millions.
Earnings before Interest, Taxes, Depreciation & Amortization (EBITDA) in excess of $1,000,000.
Historical track-record of significant Revenues and Earnings which can stand-up to the rigors of financial “due-diligence.”

An M&A Specialist is trained to understand the more complex issues of deal-making, including:

The application of appropriate capitalization rates (multiples of earnings) to determine Fair Market Value of an on-going business.
The benefit/harm of the “allocation” of the Purchase Price between the various assets of the business.
The risks/benefits of “asset” structured sales as opposed to “stock” sales.
The consequences of the representations and warranties made by the parties that survive the transaction.

Additionally, an M&A Specialist understands the “ebb and flow” of the deal.

He or she can guide a buyer or seller through the tangle of documentation, due diligence and negotiations that usually accompany the sale or acquisition of a substantial business.

Through national alliances, the Sunbelt Network has gathered detailed investment criteria from over 1000 Private Equity Groups (PEG). These PEGs have registered with Sunbelt and actively participate in the Middle Market transaction process. Each PEG's investment criteria are compared to your business profile on our exclusive M&A web site, sunbeltmergers.com . Your business is then presented to all PEGs whose investment criteria match your business profile. This effective, stream-lined approach provides maximum exposure with minimal upfront cost