All posts by ONEtoONE

ONEtoONE advises Biotulin in the sale of its assets to Lorience Paris

ONEtoONE has advised Biotulin in the sale of its assets to Lorience Paris

ONEtoONE advises Biotulin in the sale of its assets, including its brand, stock and molds, to Lorience Paris, a transaction in the cosmetics sector.

Biotulin: Innovating cosmetics and skincare

Biotulin is an international cosmetics and skincare brand owned and operated by MyVitalSkin, a German company located in Aachen. The company has been operating since 2014 and is renowned and popular among top celebrities for its innovative formulas and wow effect.

The founders of MyVitalSkin consider a brand something that inspires people, forming their vision of reinventing cosmetics. Wanting a natural alternative to botulinum toxin and also to develop herbal-based products with immediate effect, they created Biotulin. This worldwide cosmetic brand keeps its promises of vegan produce, and furthermore, 94% of customers recommend it.

Lorience Paris: “Architects of fragrant worlds”

Lorience Paris is a young and dynamic company created in 2004 by Robin Schlang. Claiming savoir-faire and brand-building expertise as licensed perfumes and cosmetics developers, they define their company as “Architects of fragrant worlds”. Furthermore, the Lorience Paris team embodies the know-how and cosmetology techniques of the French high-perfumery sector by mastering the whole product cycle: creation, production, marketing and distribution.

ONEtoONE advises Biotulin in a transaction to beautify clients

Biotulin called on ONEtoONE partner Jean-Luc Bertrand for his strategic expertise in the sell-side operation. Alongside Jean-Luc, Otto Fuchs worked as a strategic consultant and founder of Otto-Fuchs Consulting & More Gmbh.

The transaction has enabled Lorience Paris to strengthen its position in terms of its product, distribution channels, and geographic coverage. This was further achieved by leveraging Biotulin’s expertise in digital sales. Additionally, the acquisition of Biotulin´s assets affirms Lorience Paris´ ambition to climb the skincare sector and grows its portfolio of prestigious brands, including Maubossin Perfumes and Osée.

ONEtoONE advises Biotulin: our team

This transaction has been led by Jean-Luc Bertrand from ONEtoONE France.

The team´s mission consisted of approaching various French and foreign potential buyers who might be interested in Biotulin. Furthermore, it was clear that the operation made the most sense through the synergies it offered, principally digital sales, and so advisors landed on an asset deal.

Through an asset deal, during the transaction, ONEtoONE coordinated all parties involved while assisting Biotulin in negotiating the terms and conditions of the transaction.

About ONEtoONE

ONEtoONE Corporate Finance has offices in Europe, the United States, Latin America, and Asia. We are a global advisory firm specialising in selling companies like yours. All our human and technological resources, databases, experience, and processes focus on supporting our clients in selling their companies for the highest possible price.

Are you ready to sell? We’re here to help!

Destino Holdings acquires Doblemente

ONEtoONE has advised Destino Holdings on its acquisition of Doblemente

ONEtoONE advises Destino Holdings on its acquisition of Doblemente in a transaction in the tourism sector.

Destino Holdings: Technological Travel

Destino Holdings is a platform for the acquisition of companies with solid techincal and business fundamentals for the enhancement of inbound tourism through technology and solutions. Its investment thesis explores travelling in the new era, the acceleration of digital transformation, changing travel habits, sustainability and a focus on Spain still as the future of tourism.

Eddie Lubbers, founder of Destino Holdings, began his career with platforms such as Booking.com, Lastminute.com and Expedia Inc. These sites are all pioneers in using technlogy for travel bookings and reservation systems. Later he embarked on an inbound travel business in the Caribbean with the founding and operation of the Caribbean Travel Network. This company had a turnover of 25 million USD.

Eddie Lubbers has now applied his experiences in inbound tourism and digitalised travel to the Spanish market, with the ultimate goal of global expansion.

Doblemente: Successfully booking vacations

Doblemente is a Spanish company founded in Alcoy in 2002 by Mr Pau Ferri. It has developed a booking system for travel agencies, ski resorts and other tour operators. Through Dispongo the company has booked over 11 million passengers and has also managed over 1,000 million euros in reservations. This booking system enables Doblemente to increase sales, centralise bookings and grow without limits.

The company has achieved an impressive portfolio of clients such as: Viajes Baqueira Beret, Grandvalira, Gustincoming, Ineedtours and other clients across Spain, Latin America and Europe. Overall, it aims to promote inbound tourism through technological solutions.

ONEtoONE advises Destino Holdings: A deal to travel further

As part of Destino Holdings, Doblemente will invest in the incorporation of new features to its Dispongo products as well as the expansion of promotional and sales services. It plans to expand in new destinations with customers in Spain and America.

ONEtoONE advises Destino Holdings: The team

This transaction has been led by Ignacio Trigo and Vicente Bosque from the ONEtoONE Spain team. RCD Abogados,  specialised in technology and entrepreneurship, also advised on the legal aspects of the transaction.

About ONEtoONE

ONEtoONE Corporate Finance has offices in Europe, the United States, Latin America and Asia. We are a global advisory firm specialising in selling companies like yours. All our human and technological resources, databases, experience and processes focus on helping our clients sell their companies at the highest possible price. We help you strengthen your legacy, so you can focus on what matters to you.

Are you ready to sell? We’re here to help!

Biggest M&A deals 2024

The biggest M&A deals of 2024 so far

M&A in 2024 is expected to grow on an upward trajectory, marking the end of one of the worst M&A markets in a decade. The post-covid effect, high inflation rate, geopolitical uncertainty and high energy costs of 2023 had a great impact on M&A and investment banking.

However, with the last quarter, we began to see positive growth that many analysts believe will continue in 2024, with an increase in transactions globally. Global activity is finally beginning to stabilise with a steadier macroeconomic backdrop and the continued reopening of financing markets.

See the biggest M&A deals of 2023 here.

The 5 biggest M&A deals completed so far in 2024

5. Sekisui House acquisition of MDC Holdings

Deal value: $4.9Bn.

Japanese homebuilder Sekisui House has acquired Denver-based builder MDC Holdings for approximately $4.95 billion in cash. With this, they are to become the fifth biggest homebuilder in the US.

The acquisition of MDC will double Sekisui´s presence in the US to 16 states, boosting its goal of delivering 10,000 homes annually in overseas markets by 2025.

4. Sunoco acquisition of Nustar Energy

Deal value: $7.3Bn.

Sunoco has acquired fuel storage and pipeline operator, Nustar Energy, in a deal valued at $7.3 billion, including debt, to diversify its core business beyond the distribution of motor fuels.

The deal gives Sunoco Access to NuStar´s transportation and storage facilities, including 9,500 miles of pipeline and 63 terminals and exposure to the West Coast and Midwest of the US.

3. Chesapeake Energy merger with Southwestern Energy

Deal value: $7.4Bn.

Chesapeake Energy and Southwestern Energy have entered into an agreement to merge in an all-stock transaction. This operation is valued at $7.4 billion or $6.69 per share.

The merger will create a premier energy company underpinned by a leading natural gas portfolio adjacent to the highest demand markets, premium inventory, resilient free cash flow and an investment-grade quality balance sheet.

The combined company will be positioned to deliver affordable, lower-carbon energy to meet growing domestic and international demand with sustainable cash returns to shareholders.

2. HPE acquisition of Juniper Networks

Deal value: $14Bn.

Hewlett Packard Enterprise (HPE) and Juniper Networks, the leader in AI-native networks, have entered a definitive agreement. In this, HPE will acquire Juniper in an all-cash transaction for $40.00 per share. This equates to an equity value of approximately $14 billion.

The deal potentially positions HPE more competitively against Cisco Systems in the networking market while boosting its AI capabilities.

1. Synopsys acquisition of Ansys

Deal value: $35Bn.

Chip design software maker Synopsys, California, US, has acquired Ansys, Pennsylvania, US, in a $35 billion cash-and-stock deal.

Ansys shareholders will receive $197.00 in cash and 0.3450 shares of Synopsys common stock for each Ansys share. It is the biggest acquisition in the technology sector since Broadcom took over VMWare in November 2023.

Synopsys makes tools to design chips, complementing the software made by Ansys for the evaluation of larger electronic systems in which those chips end up. The transaction will create a competitive new player in the business software industry.

Interested in seeing the biggest deals of 2022?

Trends and Predictions for M&A in 2024

M&A in 2024: Goldman Sachs predictions

According to Goldman Sachs, we can expect to see some key themes for strategic M&A in 2024. There will be an increased focus on M&A as a strategic lever, especially from corporate acquirers.

In addition, 2024 will bring the return of sponsor deal-making –including on the sell-side. It also predicted activity growth across sectors such as technology and healthcare and in AI-driven M&A across industries.

Business models will continue to be simplified, and the volume surge in resources, energy transition and infrastructure will continue.

Finally, perhaps due to the easing of the post-covid effect, there will be an increase in cross-border M&A activity in 2024.

M&A in 2024: Forbes predictions

Forbes also forecasts an increase in M&A deals in the technology industry. Digital services and technological innovation are to become two of the most attractive verticals for M&A alongside the growth of AI.

Furthermore, with sustainability remaining a concern for investors and consumers, the focus on ESG could impact M&A. The global decarbonization process may also affect M&A in the energy and renewable energy sectors.

Forbes also shares insight on potential M&A trends in banking and financial services. We can see many Banks, Private Equity firms, wealth and investment management companies and Fintech businesses beginning to invest again. It is predicted that international organisations will look to expand their operations globally.

They will do so by acquiring smaller companies or competitors, allowing larger organisations to generate synergies and increase their profitability.

Moreover, the stronger US dollar and Swiss Franc could allow the US to be more proactive in M&A across Europe and in countries where the local currency Exchange has lost more than 20% in value, such as Turkey and in South America.

M&A in 2024: PWC’s M&A hot spots

Finally, PwC has suggested which sectors could be potential M&A hot spots in 2024.

Their list includes grocery retail, food and beverage, sustainability and recyclability, fashion, spending on pets and pet ownership, consumer health and hospitality and leisure. PwC UK´s Value Creation Transformation Survey also derived that «70% of business leaders expect to use M&A to accelerate adoption of technology and technology-related processes».

Furthermore, it predicts that 2024 will see the Middle East as a growth hub for M&A in transportation and logistics.

Final predictions for M&A in 2024

In conclusion, we can draw many similarities between the predictions of Goldman Sachs, Forbes and PwC.

By analysing each of these predictions, we can particularly expect to see growth in the technology, healthcare and hospitality sectors.

ONEtoONE anticipates an exciting year in M&A, especially with the industry on a growing trajectory.

About ONEtoONE

ONEtoONE is an international M&A firm with offices in 38 cities across the globe. Our goal is to optimize your work and increase the number and quality of your M&A engagements. We focus on working as a team to leverage each other’s strengths daily. You’ll be given the opportunity to work with our professional back-office team and sophisticated research tools developed by our IT Department. These tools greatly facilitate the process of contacting thousands of potential investors, private equities, and family offices.

We are experts in our field and can guarantee you a wide range of high-quality clients through our global network of boutiques. Join us today to become a member of a global, dynamic team.

InterBeverage Services acquires Delivra

ONEtoONE have acted as advisor to InterBeverage Services in its purchase of three of Delivra´s business lines.

ONEtoONE advised InterBeverage Services in purchasing Delivra´s full vending services, technical support and FMCG vending equipment maintenance business lines.

InterBeverage Services: Pioneer in the vending services sector

InterBeverage Services is a leader in the support and maintenance services of automatic equipment for the vending and dispense of FMCG food products. More so, the independent, Spanish company has been providing a complete range of integrated services that covers the entire lifecycle of ready to eat and drink equipment for almost 3 decades.

Since 1989, InterBeverage Services has consolidated its operations in 23 Spanish provinces in Galicia, Asturias, Castilla and León, Cantabria, Basque Country, Catalonia and Aragon.

Delivra: Healthy snacking and drinking

Delivra has an extensive history in the market, focussing on the Coca-Cola Group in the northern third of Spain. It offers vending services, consisting of the installation and operation of food and beverage vending machines. As well as this, it offers technical assistance and the maintenance of refigeration equipment.

It has been offering vending services to businesses, hospitals and sports, shopping and educational centres for more than 20 years.

ONEtoONE advised InterBeverage Services: Maintaining the lead position

This acquisition allows InterBeverage Services to further maintain its leading position across the Iberian Peninsula. Additionally, it will reinforce the company´s commitment to high quality service.

The ONEtoONE advisory team

This transaction has been led by Enrique Quemada, Javier Toro and Julián Garcia from ONEtoONE Spain.

About ONEtoONE

ONEtoONE Corporate Finance has offices in Europe, the United States, Latin America and Asia. We are a global advisory firm specialising in selling companies like yours. All our human and technological resources, databases, experience and processes are focused on helping our clients sell their companies at the highest possible price. We help you strengthen your legacy, so you can focus on what matters to you.

Are you ready to sell? We’re here to help!

Grupo Algaher sale to Espiga Capital

ONEtoONE has acted as adviser to Grupo Algaher in its sale to Espiga Capital

ONEtoONE has advised Grupo Algaher in its sale to Espiga Capital. Therefore, introducing Grupo Algaher to an impressive group of market players.

Grupo Algaher: A competitive company in the manufacturing sector

Founded in 1987, Grupo Algaher manufactures and sells sealing gaskets and rubber profiles for sectors such as tunnels, automotives, renewable energies and water piping. Furthermore, it has over 30 years of experience working with rubber and exports its products to more than 60 countries.

Leaving 2023 with a turnover of over 14 million euros, Grupo Algaher holds a competitive market position. This is due to its high-quality products, good customer service and advanced level of technical knowledge.

Espiga Capital: An independent private equity fund manager

Specialising in small to medium sized industrial companies in Spain since 1998, Espiga Capital is an independent private equity fund manager. It has been investing for more than 25 years and has carried out investments in 27 companies in diverse sectors. In 2021, it raised a new fund with total commitments of 165 million euros. Both national and international institutional investors supported this new fund. It manages a total of 300 million euros.

Grupo Algaher´s sale to Espiga Capital: Joining an impressive group

In this transaction Grupo Algaher is set to join an impressive portfolio of players within the market consisting of: Cintas Adhesivas Ubis, Enjoy Wellness, Tubing Food, Silam, Plastigaur and Abrasivos Manhattan.

ONEtoONE advisory team

This transaction has been led by Javier Toro and Julián García from ONEtoONE Corporate Finance Spain.

About ONEtoONE

ONEtoONE Corporate Finance has offices in Europe, the United States, Latin America and Asia. We are a global advisory firm specialising in selling companies like yours. All our human and technological resources, databases, experience and processes are focused on helping our clients sell their companies at the highest possible price. We help you strengthen your legacy, so you can focus on what matters to you in this new stage of your life.

Are you ready to sell? It’s your time, and we’re here to help!

Chimiget acquires Bolsas Castresana

ONEtoONE has acted as advisor to Bolsas Castresana in its acquisition by Chimiget Group.

During a deal advised by ONEtoONE, Chimiget, a French, family-run, chemicals group, acquires Bolsas Castresana.

However, the management team will continue to work as an integral part of Bolsas Castresana.

Bolsas Castresana: fulfilling packaging needs of the industrial and distribution sector.

Bolsas Castresana is a Spanish company that produces 100% recyclable bags. They aim to fulfill the packaging needs of the industrial and distribution sectors while simultaneously protecting the environment.

Since starting its activity in 1990, it has grown to become the sector leader in the northern half of Spain and continues to improve thanks to its state-of-the-art machinery and a highly-qualified team.

Chimiget Group: Entering into the Spanish market.

Chimiget Group, with a turnover of approximately 100M euros, is a French, family run chemicals group that develops its design and manufacturing skills in products such as: detergents, disinfectants, paints, pesticides and aerosols.

A key part of Chimiget´s innovation is developing it´s products while remaining in compliance with European REACH and biocides regulations.

Chimiget acquires Bolsas Castresana: an opportunity for expansion.

As Chimiget acquires Bolsas Castresana, the French company earns the opportunity to fulfill their goal of entry into the Spanish market, certainly taking advantage of the strong market positioning and high quality produce of Bolsas Castresana.

The ONEtoONE Corporate Finance advisory team:

This operation was led by Javier Nagore and Sebastián Rico from the ONEtoONE Spain team.

About ONEtoONE

ONEtoONE Corporate Finance has offices in Europe, the United States, Latin America and Asia Oceania. We are a global advisory firm specialising in selling companies like yours. All our human and technological resources, databases, experience and processes are focused on helping our clients sell their companies at the highest possible price. We help you strengthen your legacy, so you can focus on what matters to you in this new stage of your life.

Are you ready to sell? It’s your time, and we’re here to help!

ONEtoONE advises in Adria Winch sale to GOE

ONEtoONE has advised Adria Winch Group in its sale to Global Offshore Engineering Group.

ONEtoONE has advised Mr Milijov Peruzović, the founder, long time CEO and Chairman of Adria Winch Group in its sale to Global Offshore Engineering Group (GOE).

Adria Winch Group: A reputable and recognised company in production of vessel deck machinery.

Headquartered in Split, Croatia, Adria Winch is one of Europe´s most reputable producers of winches and machinery for offshore vessels. Furthermore, Adria Winch builds its custom winches are to meet demanding technical requirements, durable in extreme weather conditions.

Furthermore, with branch offices and teams in the EU, Norway, Canada and the Northwest Pacific, they are a globally recognised, trusted supplier of state-of-the art deck machinery. Adria Winch also offers strong, robust and reliable equipment with low maintenance costs and long product lifespan.

GOE: a player in the global offshore oil and gas market

GOE provides full support to its clients in the engineering, operational and project management fields. It also strategically combines design engineering and field experience to meet the high demands of onshore and offshore developments.

Located across Croatia, Turkey and Singapore, it has over 550 employees particularly expert in design, engineering, construction, project and operational management, supply chain management and business administration.

A strategic sale

The sale of Adria Winch Group will prompt GOE to finally execute its strategy of diversification and vertical integration. This will further enable them to offer a more custom-made service throughout the entire lifecycle of offshore services projects.

The ONEtoONE advisory team

This operation has been led by Marko Biloŝ from ONEtoONE Croatia.

About ONEtoONE

ONEtoONE Corporate Finance has offices in Europe, the United States, Latin America and Asia. We are a global advisory firm specialising in selling companies like yours. All our human and technological resources, databases, experience and processes are focused on helping our clients sell their companies at the highest possible price. We help you strengthen your legacy, so you can focus on what matters to you in this new stage of your life.

Are you ready to sell? It’s your time, and we’re here to help!

Legal Expertise in M&A

The crucial role of legal expertise in mergers and acquisitions

Written by Simón R. Barth, Partner at ONEtoONE Corporate Finance Colombia.

Mergers and acquisitions (M&A) are complex, high-stake transactions that demand a blend of strategic insight, financial acumen, and legal expertise. While M&A advisory firms play a pivotal role in identifying potential buyers, negotiating key deal elements, and steering the transaction toward a favorable outcome, the involvement of a legal firm with proficient legal expertise in mergers and acquisitions is equally critical to the success of the deal. This article will explore the vitality of selecting the right legal partner in M&A transactions.

The Gatekeepers of Due Diligence and Compliance

Legal expertise in navigating pre-diligence agreements

Before due diligence begins, numerous agreements, including confidentiality and intent letters, must be meticulously reviewed and drafted. A skilled legal team ensures these documents are watertight, safeguarding your interests from the outset.

“Housekeeping” during due diligence

The due diligence phase is akin to a comprehensive health check of a company. Legal firms play a crucial role in “housekeeping” ensuring all legal documents are compliant and updated. This process includes scrutinizing contracts, employment records, intellectual property rights, and regulatory compliance. The legal team’s ability to effectively manage and rectify legal discrepancies is critical to maintaining the deal’s momentum.

You may be interested in reading our article: How to ensure a successful due diligence process when selling your company

The role of legal expertise in mastering the art of the Sale and Purchase Agreement (SPA)

The complexity of SPAs

Sale and Purchase Agreements (SPAs) are the heart of M&A transactions. They can range from 45 to over 100 pages, sometimes drafted in multiple languages, particularly in cross-border deals, and often include numerous annexes. A proficient legal team adept at navigating such complexity is indispensable.

Diverse legal expertise

Mergers & acquisitions transactions require legal expertise across various domains. This includes tax, labor, commercial, compliance, and competition laws. A smaller legal firm, lacking expertise or manpower, may struggle to address these multifaceted legal challenges promptly and accurately.

You may be interested in reading our article: The sales and purchase agreement (SPA): what should it contain?

Using legal expertise to negotiate key terms and safeguarding interests

Declarations, guarantees, and holdbacks

SPAs contain critical sections like declarations, guarantees, and holdback clauses that require careful negotiation. A well-versed legal team will negotiate these terms to protect your interests, especially in scenarios involving unexpected liabilities.

Speed and precision in deal closing

The closing phase of a deal requires swift and precise legal work. A legal team that can efficiently handle complex negotiations and paperwork is crucial to avoid delays that can jeopardize the deal.

The risks of representation with inadequate legal expertise

Delayed transactions

With the right legal expertise, transactions can avoid significant delays. This affects the momentum and can lead to financial losses or, in some cases, the collapse of the deal altogether.

Legal and compliance risks

Inadequate legal review can expose companies to post-transaction legal disputes or compliance issues, consequently leading to financial penalties or reputational damage.

Lack of legal expertise: ineffective negotiation of terms

A less experienced legal team might need to pay more attention to critical elements in SPA negotiations, leading to favorable terms for their client.

Over the last six months of my professional journey, I have been directly involved in three due diligence processes over the last six months, two on the sell-side and one on the buy-side. The experiences with the legal firms selected by our clients on the sell-side were commendable. Their proficiency facilitated a rapid and smooth progression through the due diligence stages. On the buy-side, however, our experience contrasted due to the sell-side’s choice of legal advisory. This choice resulted in delays in the review of contracts and the procurement of essential annexes, which were the seller’s responsibility.

Furthermore, the counterpart’s legal representation engaged in excessively meticulous and unnecessary negotiations over every detail in the contracts proposed by our team, often needing more substantive justification. This significantly slowed the process and introduced a level of friction that a more pragmatic legal team could have avoided. This contrast in experiences highlights the impact that legal support can have on the outcome of M&A transactions.

You may be interested in reading our article: Negotiation is power when selling a business

Choosing the right legal partner: a key to M&A success

One cannot sufficiently emphasise the importance of selecting an appropriate legal team. A firm that boasts sufficient personnel and diverse legal specializations will ensure they carefully manage the deal. Moreover, a pro-business mindset is invaluable—select a firm that is committed to closing the deal, not one that stumbles over trivialities. It’s beneficial to choose a firm that engages in several deals per year and has an extensive track record, sometimes even requiring industry-specific expertise.

The cost consideration and incentive alignment

When considering legal advisory costs, remember that the cheapest option may become the most expensive in the long term. A low-cost advisor may need more resources or expertise to properly navigate complex M&A landscapes, leading to costly delays or oversights. Instead, the decision should be based on a balance of cost, expertise, and the firm’s track record.

Additionally, consider the payment structure when engaging a legal firm. A milestone-based payment system aligns the incentives of the legal team with your goal of closing the deal. This approach motivates the legal team to focus on progress and results rather than prolonging the process.

Final thoughts on the role of expertise in M&A deals

Choosing a firm with extensive mergers and acquisitions legal expertise is a strategic decision that can significantly influence the deal’s outcome. By selecting a firm with the right expertise and approach while aligning incentives through milestone-based payments, you further set your transaction up for success. A skilled and motivated legal partner is not just a supplementary choice but a foundation of a successful M&A transaction. In conclusion, from ensuring compliance and precision in documentation to negotiating contract terms, the right legal partner accelerates the transaction and mitigates risks. This ensures a smoother transition and a more secure deal for all parties involved.

Strategic collaborations in legal counseling

At ONEtoONE, although we do not directly provide legal advisory services during M&A processes, we understand the importance of efficient legal representation. Therefore, our clients are free to engage specialized legal counsel in each jurisdiction where a transaction takes place. Nonetheless, we strengthen their position by maintaining consolidated relationships with various renowned legal firms. We actively suggest to our clients to consider working with these firms, trusting in their proven expertise and alignment with the quality standards we promote at ONEtoONE.

About the author: 

Simón Restrepo Barth, Professor of Finance, Board Member, Investment Banker. Partner of ONEtoONE Corporate Finance. Master in Finance from Universidad de los Andes. Certificate in Advanced Valuation with high honors at NYU | STERN, a certification in negotiation from Harvard University and a certification in Real Estate Investment Strategies at Columbia Business School.

This article was written with the assistance of AI tools.

About ONEtoONE

ONEtoONE Corporate Finance is a global advisory firm specialising in the sale and purchase of companies in all sectors. Our successful experience with more than 1,700 mandates supports us in advising on any issue related to the details of transaction closings.

If you are interested in considering the sale of your business and need professional advice, please do not hesitate to contact us. The window of opportunity is open – we’ll help you get through it!

ONEtoONE advises Uniformes Gary´s in Realza Capital´s majority stake buyout.

ONEtoONE has acted as an advisor in Realza Capital´s majority stake buyout of our client, Uniformes Gary´s.

ONEtoONE advises Uniformes Gary´s in a majority stake buyout by Realza Capital.

Luís Martínez, founder and CEO of Gary´s, still holds a substantial stake in capital. Equally, he will continue to lead the company.

Uniformes Gary´s: An innovative, young and prestigious company in the workwear sector.

Uniformes Gary´s is a leading company in the design, finishing and marketing of workwear for specialized stores. Established in 2001 and located in Vélez Rubio (Almería), it has a staff of approximately 100 employees.

Thanks to its high standards and balance in terms of design, qualty and price, it holds an excellent market position. Gary´s has experienced significant growth in recent years, fuelled by its outstanding designs, extensive product range and excellent service. Overall, the combination of which has generated considerable customer loyalty.

As a result, by 2023, the company aims to achieve a turnover of 22 million euros.

Realza Capital: Investing in leadership, growth and internationalisation.

Realza Capital is a Spanish private equity fund that specializes in family-owned businesses with a relevant position in the domestic market and which have the opportunity and capacity for growth.

For its investments, it looks for entrepreneurial, qualified and experienced management teams that are capable of leading strategic growth plans alongside Realza. Generally, it supports entrepreneurs in their growth projects. Although Realza does not intervene in the direct management of investee companies, it supports the teams with its experience and offers them incentive and encouragement to co-invest.

A union for growth.

This investment offers Uniformes Gary´s a boost to its development plan. As a result, Gary´s aims to double sales in the next four years, expand its target sectors as well as continue its internationalisation into neighbouring European countries. Furthermore, the company plans to invest in new facilities to ensure expansion potential, optimise process efficiency and maintain its reputation of excellent customer service.

Alongside ONEtoONE worked a large advisory team, for both Realza Capital and Uniformes Gary´s. Simultaneously, Arwood acted as legal advisor to Gary´s, with Grant Thorton on the legal side for Realza Capital. Grant Thornton was also responsible for carrying out the due diligence process, alongside EY, KPMG and Baker Tilly among others.

The ONEtoONE Corporate Finance Advisors

This transaction has been led by Javier Toro and Julián García from ONEtoONE Corporate Finance Spain.

About ONEtoONE

ONEtoONE Corporate Finance has offices in Europe, the United States, Latin America, Asia and Oceania. We are a global advisory firm specialising in selling companies like yours. All our human and technological resources, databases, experience and processes are focused on helping our clients sell their companies at the highest possible price. We help you strengthen your legacy, so you can focus on what matters to you in this new stage of your life.

Are you ready to sell? It’s your time, and we’re here to help!

Studying culture before negotiating

Studying culture before negotiating: a crucial guide for investment bankers, CEOs and business owners

Written by Simón R. Barth, Partner at ONEtoONE Corporate Finance Colombia.

In the world of corporate finance, investment bankers regularly find themselves engaged in an international negotiation. These negotiations often involve intricate financial dealings, mergers, and acquisitions that can shape the future of businesses and economies. While mastering the financial aspects of a negotiation is important, there’s another critical element that should not be overlooked: understanding and respecting the culture of the parties involved.

In this article, we will explore the importance of studying culture before embarking on international negotiations. Investment bankers and dealmakers, need to recognize that cultural differences can make or break a deal.

Here are eight key tips for a successful international negotiation:

Immerse yourself in cultural research before an international negotiation

Before stepping into the negotiation room, it’s imperative to immerse yourself in the culture of your counterparts. Read several blogs, research papers, or articles that offer insights into the cultural norms, values, and business etiquette of the country you’ll be dealing with. Understanding cultural contexts will help you navigate the negotiation process with sensitivity.

You may be interested in reading our article: Selling a business: negotiation techniques

Language barriers are common in international negotiations

Different cultures may have words with double meanings or phrases that could be misinterpreted. Take the time to study these and avoid using any words that could be deemed offensive or confusing. ´Thinking twice´ before speaking can help you avoid of potential misunderstandings.

Gift giving and social etiquette

A thoughtful gesture can go a long way in building rapport. Consider bringing a gift from your own country, but be cautious about the choice. Avoid alcohol if you are uncertain about your counterparts’ beliefs or religion. Certainly never make comments that could clash with their religious or cultural beliefs, such as those related to sensitive topics.

You may be interested in reading our article: Negotiaton is power when selling a business

Build trust through personal connections

Trust is the foundation of any successful international negotiation. Put effort into building a more personal relationship with your counterparts before diving into the deal. Remember their names and details about their family or pets. These small gestures can help further establish trust for the basis of a strong business relationship.

Breaking bread together

Research from Harvard suggests that people are more inclined to make deals when they share a meal. Whenever possible, invite your counterparts to a lunch or dinner. Sharing a meal can encourage a sense of camaraderie and make the negotiation process smoother. However, be cautious about alcohol consumption to avoid compromising your professionalism.

Face-to-face meetings

If the deal holds significant importance, consider travelling to meet your counterparts in person. Face-to-face interactions help build rapport that can be challenging to establish solely through virtual meetings. Every aspect of your presentation, including your choice of accommodation, also contributes to your professional image.

Don´t forget to study the culture of everyone involved

In the role of an investment banker, especially when handling transactions for international clients in foreign territories, meticulous preparation includes studying the cultural intricacies of all involved parties. Furthermore, understanding your client’s mindset, behavioral patterns, and cultural sensitivities is not an additional step; it’s essential to a successful international negotiation. It is important to realise, prioritizing an understanding of your client’s culture could be the foundation to achieving this.

Protecting youself in an international negotiation: legal safeguards

Additionaly, before finalizing any deal, ensure that you have the legal groundwork covered. Engage a local lawyer who understands the intricacies of local contract enforcement. However, be cautious about opting for the cheapest legal counsel, as the consequences of inadequate legal advice can be far worse than a higher cost.

Conclusion: why is understanding culture so important in an international negotiation?

In the world of investment banking, mastering the art of international negotiation goes beyond numbers and financial models. Understanding and respecting different cultures can be the key to unlocking successful deals.

As Deepak Malhotra and Max H. Bazerman brilliantly put it in their book “Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond”: Successful negotiation is not about just getting to ‘yes.’ It’s about mastering the art of ‘no’ and understanding what the path to an agreement really looks like. It involves careful preparation, active listening, adaptability, and a deep appreciation for the subtle nuances that can make or break a deal. Studying the culture before negotiating is not a mere suggestion; it’s a strategic imperative for anyone seeking to achieve brilliant results in negotiations that span the boundaries of language, geography, and tradition.”

This quote further highlights the significance of thorough preparation and cultural understanding in the negotiation process, emphasising the points outlined in this article.

In summary, in the world of international finance, an appreciation for cultural diversity can be the catalyst for building lasting and mutually beneficial partnerships.

I highly recommend the reference book. “Negotiating International Business: The Negotiator’s Reference Guide to 50 Countries Around the World” by Lothar Katz as a useful resource to delve deeper into cross-cultural negotiations in various global contexts. The book’s coverage of 50 countries offers valuable insights and practical guidance for successful negotiations in diverse cultural settings. Whether you are a seasoned negotiator or a novice in the field of international business, this book is valuable in enhancing your understanding and efficiency in global negotiations.

About the author: 

Simón Restrepo Barth, Professor of Finance, Board Member, Investment Banker. Partner of ONEtoONE Corporate Finance. Master in Finance from Universidad de los Andes. Certificate in Advanced Valuation with high honors at NYU | STERN, a certification in negotiation from Harvard University and a certification in Real Estate Investment Strategies at Columbia Business School.

Simón R. Barth speaking at the ONEtoONE international conference:

Simón R. Barth speaking at the ONEtoONE international conference.

About ONEtoONE

ONEtoONE Corporate Finance is a global advisory firm specialising in the sale and purchase of companies in all sectors. Our successful experience with more than 1,700 mandates supports us in advising on any issue related to the details of transaction closings.

If you are interested in considering the sale of your business and need professional advice, please do not hesitate to contact us. The window of opportunity is open – we’ll help you get through it!