Bérangère Deschamps, Professor, Institut d'administration des Entreprises de Grenoble (IAE) (FRANCE)

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2 Workshop 2 - Towards a synergy between private and public organizations, to optimize and professionalize the support services provided to sellers and buyers , 19 May, 2009 Bérangère Deschamps, Professor, Institut d'administration des Entreprises de Grenoble (IAE) (FRANCE) Ninetta Chaniotou, Development Manager, Kainuun Etu OY (FINLAND) Frank Toussaint, Associate, Intraco Consulting (BELGIUM) Hugues Franc, Manager, Réseau Entreprendre Paris (FRANCE) Pierre Coquard, Manager, Industria (FRANCE) Arndt Upfold, Oberregierungsrat, Wirtschaftsministerium Baden- Württemberg (GERMANY)

3 Workshop 2 - Towards a synergy between private and public organizations, to optimize and professionalize the support services provided to sellers and buyers , 19 May, 2009 Moderators and Reporters: Sonia Boussaguet, Joint Manager, IMART (institut t du Management de la Reprise et Transmission d entreprise), Established Professor of Strategy & Entrepreneurship, Reims Management School, Joint Consultant, INFINE Transactions s (FRANCE) Eric Fromenty, Manager, Infine Transactions (FRANCE)

4 Bérangère Deschamps (1/3) MCF Université de Grenoble Chercheure au CERAG UMR CNRS

5 PUBLICATIONS Bérangère Deschamps (2/3) Thèse de doctorat sur le processus de reprise par les personnes physiques (2000) Ouvrage avec Robert Paturel de «Reprendre une entreprise de l intention à l intégration du repreneur» Editions Dunod (2009) 3 ème édition Articles dans des revues académiques / congrès

6 Bérangère Deschamps (3/3) TRAVAUX EN COURS CCI de Grenoble : évaluation qualitative du «tutorat», dispositif européen Club de dirigeants : étude sur l accompagnement spécifique des repreneurs

7 Ninetta Chaniotou (1/4) Business transfers background briefly Kainuun Etu, regional development company; 2000; development manager Business transfers from the local development perspective: branches / types / and growth potential ti of businesses; usually businesses with less than 20 employees. REINO: Services to facilitate business transfers ; participation in the planning and implementation stages, e.g. research, pilot action; business transfers guide, business plan of the business reneweal centre. REINO II: Planning, good practice exchange; seeking new insights 7

8 Ninetta Chaniotou Business transfers, some thoughts h (2/4) Policy priority (strategy, selective support.) / policy update (any good practices?...) Statistics Soft and hard issues Identify the cultural / soft barriers, e.g. Finland, Greece, and address threm Link transfers to business growth and sector modernisation 8

9 Ninetta Chaniotou (3/4) Business transfer services: Private or public? Ideally, a private sector activity But experience indicates that business transfer services are needed, but no overlapping between the P/P sectors: what is the border? Anticipation stage / awareness raising / information: public Tailored consulting: private Close to the businesses (IT tools good but not by themselves) Education 9

10 Business transfers, Finland Ninetta Chaniotou (4/4) 1. CONTEXT 2. POLICIES 3. STATISTICS 4. SERVICES AWARENESS RAISING / ANTICIPATION CONSULTING: Uusyrityskeskukset k k t (new business centres), matching and mentoring; privatre operators MATCHING: data base; but face to face is the most important 5. AWARENESS / NETWORKING 6. EDUCATION 7. QUALIFICATION 8. FUNDING / FINANCING 9. TAX RELIEVS 10

11 Frank Toussaint (1/4) Intraco Consulting in a few words Franck Toussaint Partner Intraco Consulting - 20 years of experience Located in Belgium and Slovak Republic Consultancy for Transport and Logistics actors Mergers & Acquisitions Strategic consulting Organization and management Projects and studies Clients : transport and logistics companies, industrials, public actors Perfect knowledge of the sector and its needs European and dedicated network Intraco Consulting Parc Artisanal B-4671 Blegny Info@intraco-consulting.com

12 Frank Toussaint (2/4) M&A activities Focus on transport and logistics companies Belgium companies, mainly small companies Heart of flows and consumption zones ports, airports, EDC A specific sector with huge differences between companies Small family business vs international player Break bulk Cargo vs biotech logistics 4PL without assets vs 1PL Specific evaluations and methods Selling and Buying Preparation and follow-up

13 Frank Toussaint (3/4) Key Success Factors Knowledge of the activities Comprehension of the needs Comprehension of the competitive advantages We are not specialists of every sector Dedicated European Network Good public and private network Knowledge of the market prices Knowledge of buyers needs Experience in M&A operations Negotiations skills...

14 Frank Toussaint (4/4) CONTACT : Intraco Consulting s.a. Complexe Arrobas Parc Artisanal BLEGNY info@intraco-consulting.com Tel: Fax:

15 Hugues Franc (1/3) Hugues FRANC, 45 ans, HEC Lausanne est Directeur Général de Réseau Entreprendre Paris. Réseau Entreprendre Paris est membre du Réseau Entreprendre qui est un réseau privé de chefs d entreprise qui aident des créateurs et des repreneurs d entreprises à potentiel.

16 Hugues Franc (2/3) En 5 ans, 125 entreprises ont été accompagnées par le Réseau Entreprendre Paris sous forme de conseils, d accompagnement et financièrement. 90% de ses entreprises sont toujours en activité. Nous aidons des repreneurs d entreprises dans Nous aidons des repreneurs d entreprises dans tous les domaines d activité et dont la valorisation oscille entre 1 et 4 M.

17 Hugues Franc (3/3) L accompagnement et l effet réseau sont déterminants dans la réussite des entreprises que nous accompagnons.

18 Pierre Coquard (1/4) Manager, Industria (FRANCE)

19 Décembre 2004 : «chômeur» Janvier 2006 : «Président»! Le profil : 39 ans, parcours de direction de centre de profits dans des groupes, De 2 sociétés dans Paris, 48 personnes La motivation n 1 : l AUTONOMIE La faiblesse : peu d apport, pas de patrimoine Deux questions : - Comment chercher et trouver? - Comment financer? CA = 7 M, en très bonne santé Valorisation = 36 x mon apport 82% du capital, sans fonds d investissement

20 Pierre Coquard (3/4) Quelques commentaires sur la reprise : Un marché : -largement caché -déphasé : des repreneurs à Paris des cibles en Province Un parcours de la reprise : -Long : 18 mois en moyenne -Aléatoire Facteurs-clé de succès : -un «choix de vie» où le conjoint doit être vraiment solidaire -l aspect financier n est pas le + important -c est le cédant qui choisit un repreneur, pas l inverse

21 Pierre e Coquard (4/4) Les acteurs : Leurs rôles et ma vision FINANCER, RASSURER Souvent, une bonne surprise Des attraits fiscaux indéniables «Love-money» FINANCER la recherche Paradoxe : pour créer et reprendre, il vaut mieux être licencié! FORMER, INFORMER, RAPPROCHER Incontournable pour la formation et les «groupes de repreneurs» FINANCER Un placement risqué et peu rémunérateur Beaucoup à dire Banques FINANCER, GARANTIR Une écoute, de la compétence, Un soutien au-delà de leur rôle Repreneur Intermédiaires RAPPROCHER Beaucoup de dossiers mais peu de confidentialité RAPPROCHER Souvent leur souci : trouver des dossiers Plus que des repreneurs. Les «bons» ont pour objectif de trouver le repreneur qui «ira au bout» FINANCER, ACCOMPAGNER après Un apport en prêt d honneur personnel. Une philosophie «humaniste», Un crédibilisation du projet de reprise Public - Privé

22 Arndt Upfold (1/4) ifex - Initiative for start-ups and business transfer Baden-Württemberg Founded in 1994 as managing agency of the state government's start up initiative Direct part of the regional Ministry of Economic Affairs since 2004 Budget: approx. 10 Million (incl. EU) per year, 9 employees Winner of the European Enterprise Awards 2006 (category Entrepreneurial Trailblazer) Our mission: (financial) support, information turntable, concepts and evaluation Key policy areas: school and entrepreneurship, business transfer, branch/ regional and target group specific activities (students, high growth start- ups, women entrepreneurs, ep e eu small business, regional projects, etc.)

23 Arndt Upfold (2/4) Business Transfer in Baden-Württemberg bis bis Unternehmen / Enterprises Unternehmen / Enterprises Externe / Externals 17% Mitarbeiter / Employees Mitarbeiter / Employees 9% 6% Et Externe / Externals 43% Familie / Family 51% Quelle: Institut für Mittelstandsforschung Mannheim Familie / Family 74%

24 12-Points-Agenda for Business Transfer 1. Public Relation 7. Coaching for business successors (subsidy) 2. Information 8. University specific 3. Internet portal for business activities transfer 9. Loan programmes 4. Qualification (subsidy) (state-reduced interestrates) 5. Advisory service for transferors of businesses 10. (Public) Guarantees (subsidy) 11. (Public) Equity financing 6. Succession mediators 12. Tax policy Future development: - Succession mediators will be expanded (ESF) - Matching/Market place (ESF)

25 Arndt Upfold (4/4) CONTACT : Arndt Upfold Ministry of Economic Affairs Baden-Württemberg Unit 33 Start-ups and business transfer / ifex Theodor-Heuss-Straße 4 D Stuttgart Tel. +49-(0) Fax +49-(0) arndt-upfold@wm.bwl.de

26 Workshop 2 - Towards a synergy between private and public organizations, to optimize and professionalize the support services provided to sellers and buyers , 19 May, 2009 DEBATE BETWEEN SPEAKERS MODERATED BY SONIA BOUSSAGUET AND ERIC FROMENTY * QUESTION TIME

27 Workshop 2 - Towards a synergy between private and public organizations, to optimize and professionalize the support services provided to sellers and buyers , 19 May, 2009 Bérangère Deschamps, Professor, Institut d'administration des Entreprises de Grenoble (IAE) (FRANCE) Ninetta Chaniotou,, Development Manager, Kainuun Etu OY (FINLAND) Frank Toussaint, Associate, Intraco Consulting (BELGIUM) Hugues Franc, Manager, Réseau Entreprendre Paris (FRANCE) Pierre Coquard, Manager, Industria (FRANCE) Arndt Upfold, Oberregierungsrat, Wirtschaftsministerium Baden- Württemberg (GERMANY) Moderators : Sonia Boussaguet, Joint Manager, IMART (institut du Management de la Reprise et Transmission d entreprise), Established Professor of Strategy & Entrepreneurship, Reims Management School, Joint Consultant, INFINE Transactions (FRANCE) Eric Fromenty, Manager, Infine Transactions (FRANCE)

28 Workshop 2 - Towards a synergy between private and public organizations, to optimize and professionalize the support services provided to sellers and buyers , 19 May, 2009 The conclusions of the workshop will be presented tomorrow by Sonia Boussaguet, Joint Manager, IMART (institut du Management de la Reprise et Transmission d entreprise), Established Professor of Strategy & Entrepreneurship, Reims Management School, Joint Consultant, INFINE Transactions (FRANCE) Eric Fromenty, Manager, Infine Transactions (FRANCE) during the plenary session Lessons learnt from the workshops and during the plenary session Lessons learnt from the workshops and comments, from 9.30 to am.

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