Acknowledge, Adapt, Advance: Understanding the Current M&A Marketplace in a Post-COVID-19 World
(Room South 166/167)
12 Jul 21
3:15 PM
-
5:00 PM
Tracks:
Executive Leadership & Planning
COVID-19 has transformed the DME market for both buyers and sellers in the deal making process. Buyers are no longer the only party conducting an investigation before buying a business; smart sellers are preparing for a transaction long before a letter of intent is signed. Sellers are now coming to the table with a clear understanding of their business' competitive position in the current market, a realistic asking price, and knowledge of a potential buyer's suitability. This program will discuss how COVID-19 has impacted the overall economy for deals, valuations, and financing, how relief programs through the Small Business Administration, like the Payroll Protection Program, have impacted buying and selling a business, and the specifics of preparing for the purchase and/or sale of a DME supplier, specifically: (i) what a buyer looks for in acquiring a supplier, and (ii) how a supplier can make itself more attractive to a group of buyers. Prospective buyers will learn to ask the right questions related to product/payer mix, Competitive Bidding Contracts, referral source issues, licensing and permits, audit risks, and other legal matters. Sellers will learn how to make their business more attractive in the current marketplace, cleaning up out-of-date books and tax records, dealing with Medicare/Medicaid issues, patient files, employment matters, and organizing material contracts in preparation for the transaction. This program will also discuss the different types of transaction structures (stock v. asset).