Time Event
7:00 am – 5:00 pm Conference Registration
7:00 am – 8:00 am Breakfast (course attendees only)
8:30 am – 12:30 pm #485: The Sustainable M&A Practice-Establishing, Growing and Sustaining an Office (New Course!)
8:30 am – 12:30 pm #426: Determining Required Working Capital
10:15am-10:30am Break (course attendees only)
12:30 pm – 1:30 pm Lunch (course attendees only)
1:30 pm – 5:30 pm #368: Obtaining Quality Engagements with Quality Sellers through Seminars & Networking
1:30 pm – 5:30 pm #375: Taking Your Practice Up Market – Skills You Need to Execute $10 million + Deals
3:00 pm – 3:15 pm PM Break (course attendees only)
Time Event
7:00 am – 5:00 pm Conference Registration
8:00 am – 12:00 pm #370: The M&A Advisor…Yesterday, Today and Tomorrow (Part 1)
8:00 am – 12:00 pm #386: Getting More of What You Want in Every Deal / Negotiation Skills
12:00 pm – 1:00 pm Lunch (course attendees only)
1:00 pm – 5:00 pm #371: The M&A Advisor…Yesterday, Today and Tomorrow (Part 2)
1:00 pm – 5:00 pm #427: Corporate Tax Returns and Hidden Key Points for M&A Advisors
3:00 pm – 3:15 pm PM Break (course attendees only)
6:30 pm – 8:30 pm Welcome Reception
Time Event
7:00 am – 5:00 pm Conference Registration
7:00 am – 8:00 am Breakfast with Tools of the Trade
8:00 am – 8:30 am  Workshop
8:30 am – 9:30 am Workshop
9:30 am – 9:45 am Break
9:45 am- 10:45 am Workshop
10:45 am – 11:45 am Workshop
12:00 pm – 1:30 pm  Keynote Lunch
1:45 pm – 2:45 pm Workshop
2:45 pm – 3:00 pm Afternoon Break
3:00 pm – 4:00 pm  Workshop
4:00 pm – 5:00 pm Workshop
6:30- 8:00 pm Opening Reception
Time Event
7:00 am – 1:00 pm Conference Registration
7:00 am – 8:00 am Breakfast Breakthrough Discussions
8:00 am – 1:00 pm Dealmakers Expo & Lunch

Schedule at-a-glance

Two Great Conferences, One Location!

Attendee Registration
Exhibitor Registration

Conference Regular Registration

Member

$725

Nonmember

$975

New Member PLUS Conference

$950

Conference Attendee Late/On-site Registration

Member

$850

Nonmember

$1100

New Member PLUS Conference

$950

Conference Registration Policies

Cancellations received via phone or email will not be accepted.  Conference registration cancellation requests submitted on or before April 1, 2019 will be refunded, less a $150 administrative fee.  Cancellations received on or before April 15, 2019 will be charged a 50% processing fee.  No refunds or credits will be issued for conference registration cancellations received after April 15, 2019.

All cancellation requests for conference must be made via the Registration Change Request Form.

Course registrations are not refundable at any time; however, a credit toward future M&A Source course attendance is applicable up to one year. If you would like to cancel OR transfer your course registration, please submit the Change Request Form. Transfers will be charged a $50 administrative fee.

If you have any questions regarding your registration, please email registration@masource.org or call +1.404.477.5815.

PEG Representative Policy 
All PEG representatives must register as exhibitors. PEG representatives registered as regular attendees will have their registration converted to exhibitor and be billed the outstanding amount.

Discount Code Policy

Discount codes can not be stacked or used in conjunction with one another. No additional discounts are available to non-members taking advantage of the registration + membership discount. No discounts are applicable to courses only registrations.

Attendee Registration
Exhibitor Registration

Workshops

When marketing lower middle market companies, many firms employ a controlled auction aka a “structured process” in order to place prospective buyers in competition with one another to maximize the price paid for the business.  The panel of experience intermediaries will discuss why and how they employ such a process and will further discuss successes and failures they have experienced as a result.  A representative of the private equity community will discuss the process from its perspective.

Moderator

Michael W. Camerota, J.D. M&AMI

Panelists

Dave Wimer

Phil King

Lamar Stanley

Moderator

Greg Carpenter

Panelists

Michelle Siler Tucker

George Chaconas

Michael Mullen

Andrew Rogerson

The Tax Cuts and Jobs Act of 2017 was signed into law on December 22, 2017. It represents the most significant overhaul of our tax laws in over 30 years. The act contains substantial changes to the taxation of businesses, individuals, tax-exempt organizations, and others. Initially, the package was aimed at simplification, but the changes enacted are anything but simple.

The hallmark of the new legislation is the reduction in the maximum corporate tax rate and the reduction in the maximum tax rate imposed on owners of pass-through entities, such as partnerships and S corporations, with respect to qualified business income.  The new law will have a profound impact on tax planning for corporations, partnerships, sole-proprietorships, and their respective owners.

This workshop will cover the details of the biggest U.S. tax legislation changes since 1986 and how these changes will affect business tax planning and business transactions.

Moderator

Monty Walker

 There has been significant growth in the number of active “Search Funds” actively seeking businesses to acquire in the lower middle market.  This panel will explore the origins of this growth (Entrepreneurship through acquisition courses being taught at major business schools) and the differences in the various Search Fund models.  The panel will discuss best practices for an effective and efficient dialogue in working with this type of buyer.

Moderator

Gary Rogers

Panelist

Alexander Schneider
Tim Buckman, MBA
Steve Wain

Moderator

Lee Ballew

Panelists

Ben Mackay

Michael Arguelles

Chris Godwin

Education

Sunday

John Howe, M&AMI, CM&AP

Sunday, May 11, 8:30 am

This course will look at the variety of business models used in establishing, growing and sustaining an M&A practice. It will examine best practices and proven strategies to attract multiple individuals with varying skill sets to work together in completing M&A transactions. It will also look at models used in other similar professions that have proved effective in making an office sustainable beyond the founder, and include discussion of possible paths for an effective transition. Are deals done by individuals or teams? How are success fees handled? What strategies are being pursued to retain talent? What are the elements of good associate agreements? Participants will be asked to participate actively in discussions. Some advance reading may be required.

Monty Walker, CPA, CGMA, CBI

Sunday, May 11  8:30am

Working capital is an important element associated with every business. Without adequate working capital, new acquisitions, start-ups and existing businesses alike become financially challenged and often close. Working capital is a business value driver especially as the size of a business increases. This course provides an in-depth overview of working capital and the related information applicable to determining required working capital. Participants will learn about various factors which impact working capital, methods used to analyze working capital, metrics used to calculate working capital and how working capital impacts a business transaction. As a result of attending this course, participants will benefit from receiving the necessary information and skill enhancement to better manage this challenging variable which impacts every business transaction. No prerequisite courses are required to attend this course but a fundamental knowledge of financial statements is beneficial.

Dean McDonald CBI, M&AMI, CM&AP

Sunday, May 11 1:30pm

Sell-side engagements are the life blood of our industry, and obtaining quality engagements is the challenge we face every day.  The Instructor is a 15 year veteran who has been in the “trenches” successfully completing or marketing deals as small as $200,000 to M&A transactions valued at more than $30,000,000.  He will share the methods and forms that will help you get past the gatekeepers and into direct contact with principal decision makers.  The course will introduce you to methods of finding those owners who are ready to retire or sell and setting appointments with those business owners. Other highlights of this course include tips on target marketing; presenting Exit Strategy Seminars that reach company CEOs, networking (in person and using social media), taking a business to market without a price and discovering which businesses are candidates for a Bid Process sale. No prerequisite courses are required to attend this course, but participants should have at least several years experience working as an intermediary.

J. Larry Stevens

Sunday, May 11 1:30pm

In this course participants will learn and practice proven skills for winning new clients, managing clients’ expectations and controlling the sales or auction process through closing.  While Lower Middle Market deals may not require Wall Street sophistication, they do require confident leadership, client empathy and nurturing, bold process management and technical expertise that can solve problems.  Participants will learn how to mold these skills into their own personalities, and to develop a personal plan with objectives, goals and specific action steps that will most assuredly lead to new clients and profitable closings.

Monday

Richard Mowrey, CBI, CMA, CBA

Monday, May 12  8:00am

There are many critical steps and skills required to deliver world class M & A advisory services. The question is: “How to deliver value and assure competencies in each sequential step?” This is Part 1 of a two part course that investigates traditional procedures by providing a view of current and alternative business practices. A close look at the changing roles for the advisor in the multi-step M & A process, offers insight to increase effectiveness. These functions require deployment of: Finders, Minders, and Binders at the right time. The different tasks show the need to cultivate specific talents and proficiencies. An integrated methodology analysis stresses that negotiations occur in each stage of an engagement. The interrelationship among negotiating expertise, aptitude, and process experience, is underscored to show the need for an organized, but flexible, approach. This course is designed to help those entering the M&A arena learn how to start the M&A process in the most productive way.

Larry Stevens

Monday, May 12 8:00am

Participants will learn negotiation strategy and tactics that can be used with your clients, colleagues, associates and even spouses, children or significant others in your life. The course will cover: How to understand the person with whom you are negotiating and what influences his or her decision making; and, how you can use their intellect and personality to get more of what YOU want.  Topics covered will include: The importance of putting people over process; when and how to use your opponent’s philosophy and policies to your advantage; creating and delivering trust, value and chemistry in every meeting; understanding negotiation styles, and how to deal with each; and dealing with very difficult and/or emotional people. Myths will be dispelled around traditional negotiation approaches such as “Win-Win”, “BATNA”, “Getting to Yes”, and other well-cataloged techniques that focus on process and methodology. The course promises to improve your negotiation skills whether you are a novice or an expert by providing a new approach to negotiating tactics and an opportunity to                                                       practice your new skills in a hands-on environment.

Art Lennig CBI, BCI, CMAI

Monday, May 12 1:00 pm

There are many critical steps and skills required to deliver world class M & A advisory services. The question is: “How to deliver value and assure competencies in each sequential step?” This is Part 2 of a two part course that investigates traditional procedures by providing a view of current and alternative business practices. A close look at the changing roles for the advisor in the steps six through twelve of the M & A process offers insight to increase effectiveness. These functions require deployment of: Finders, Minders, and Binders at the right time. The different tasks show the need to cultivate specific talents and proficiencies. An integrated methodology analysis stresses that negotiations occur in each stage of an engagement. The interrelationship among negotiating expertise, aptitude, and process experience is underscored to show the need for an organized, but flexible, approach.

Monty Walker, CPA, CGMA, CBI

Monday, May 12 1:00 pm

Understanding information transferred from financial statements to corporate tax returns is critical to effectively achieve an accurate recast, when to, and how to, determine EBITDA.  Manufacturing key points, Over under Billings, etc. properly locate information in tax returns for accurate and explainable recasting.  Where to find hidden and key recast items within tax returns, and compare the reporting differences of financial statements and tax returns. Identify the primary schedules in tax returns, lean what would apply toward a Quality of Earnings report and calculating working capital.

Conference Registration Includes:

  • Breakfast & lunch on conference days (Tuesday & Wednesday)
  • Access to all workshops and receptions
  • Access to the Dealmakers Expo on Wednesday

Courses are not included in the Full Conference registration, and are purchased separately.

You do not need to purchase a Full Conference registration in order to purchase and attend an M&A Source course. Course fees are an additional $250 for members and $350 for non-members. There will be a $50 late registration fee for all course registrations on or after April 15th. Once registered for a course, there will be a $50 transfer fee per course to make any changes to your course registrations, including switching into a different course.

Course Registration Member Non-member
Until April 14th

On or after April 15th

$250

$300

$350

$400

COURSE ONLY Registration

Travel Information

M&A Source Spring 2019 Conference & Dealmakers Expo

May 13-15, 2019

Conference Schedule

Pre-Conference Courses: May 12-13

Workshops & Keynote: May 14

Dealmakers Expo: May 15

Hotel

Rosen Shingle Creek
9939 Universal Blvd.
Orlando, FL 32819
Phone: 407-996-9939
*Please refer to the complete conference schedule of courses and conference activities before making your travel reservations.

NOTE: There are three ROSEN hotels, two of which are located on International Drive. Please note that this conference is being held at the ROSEN SHINGLE CREEK on Universal Boulevard.

Group Room Rate

$195 + 12.5% tax = $219.38

Please refer to the conference schedule of courses and conference activities before making your travel reservations.

Reserve Your Accommodations

Please make your hotel reservations directly with the hotel by using this link. It is recommended that you make your reservation via the link provided. However, if you have any questions regarding your reservation, please contact the hotel directly at 407-996-9939. Please note, the room block for the last conference sold out weeks before the start of the conference.

The hotel requires that all reservations be secured with a guaranteed payment method. Credit cards, debit cards, checks and money orders are acceptable forms of guarantee and/or deposit funds. Five (5) days prior to your arrival, a one night’s guestroom and tax authorization will be processed on your credit/debit card, if there is no deposit. Please be aware that an authorization on a debit card will reduce the funds available in your bank account at that time.

The hotel has a five (5) day individual guest room cancellation policy. If an individual guest cancels less than five (5) prior to arrival, the credit/debit card used to guarantee the reservation will be charged a one night’s guestroom and tax fee. If a deposit was sent in to guarantee the reservation, it will be refunded only if the room is canceled more than five (5) days before arrival.

Cut-off Date
The room block will be available until the cut-off date of April 17 or until the room block is sold out, whichever comes first.

Check-in/Check-out
Check-in time is 3:00 p.m. and check-out time is 12:00 noon.

Internet

Complimentary basic internet in guestrooms and public areas. The meeting space will not have internet.

Hotel Parking
Complimentary self-parking for all overnight guests.

Hotel Reservation

Transportation

Driving

If you are local and plan to drive, please click here for directions.

Area Airport
Orlando International Airport (MCO)

Airport Ground Transportation

Taxi Cabs: Located on the A-side or B-side of the Terminal in the center of Arrivals Level (Level 2). Taxis may carry up to 9 passengers and charge the same rate regardless of the number of passengers. All taxicabs picking up at the Airport are regulated by the City of Orlando’s Vehicle-for-Hire ordinance which requires fares to be determined by a taximeter.

Uber/Lyft: All ride sharing providers may pick-up passengers on the Arrivals curb (Level 2).

Dealmakers Expo

The M&A Source Dealmakers Expo takes place twice a year at each M&A Source Conference for Professional Development. Designed to connect private equity firms with the M&A Advisors, the Dealmakers Expo is the place to be to make deals happen.

If you are a Private Equity Group (PEG) looking to invest in businesses valued between $1-50 million, make a commitment to participate in the M&A Source Dealmakers Expo. The M&A Source Expo attracts over 200 experienced merger and acquisition professionals who are eager to discuss business opportunities with you. Attendees at the Dealmakers Expo represent the most successful and sophisticated advisors in the lower middle market. The fact that attendees are experienced professionals ensures PEG representatives that their time will not be wasted and they will have ready access to more potential acquisitions in one day than they could hope to ever see in one day in their office. The contacts you make at the Dealmakers Expo will save you time, money and energy because they will be more likely to call you when they have opportunities that meet your criteria because of the personal relationships you develop as a regular attendee at this semi-annual event.

Register for the Spring 2019 Dealmakers Expo

Exhibitor Registration

Early Bird Rate

$1,495

Regular Rate

$1,795

Late Registration Rate

$2,495

Complete Your Profile

After registering for the conference complete your profile by April 5, 2019. If you do not complete this profile you will NOT be included in the On Site Guide.

Questions?

Send any questions regarding exhibiting at the conference to sales@masource.org

PEG Profile