Malden MA. January 2^nd 2018.  As another year is comes to an end, ROI Corporation has successfully helped another client sell their company! After ninety-nine years of operating the business through multiple generations, John Rappoli had considered transferring his masonry supply company, Linden and Malden Cement Block, to his children.  John and his wife determined that the best plan was to transfer ownership outside of the family. Through the help of the Linden and Malden’s CPA, Paul Bardaro, John was informed about ROI Corporation. Without hesitation, John called ROI and began discussions with ROI’s President Gary Rayberg.  Gary and Don Buehler began working on the project and they soon were able to put Linden and Malden Cement Block on the market. While speaking with Don, he only had amazing things to say about John and his family, “John is a great guy and I’m not just saying that. It was a pleasure to represent him in this process.”   Don contacted several buyers in the market about Linden and Malden. According to Mr. Buehler many other buyers wanted Rappoli’s business but “Chris pushed to the finish line”.  Chris Looney is a civil engineer who worked for a larger company when he decided he wanted to branch out on his own. Looney contacted ROI, and Buehler guided Looney through the process of buying the business.  Looney worked with Enterprise bank to apply for SBA financing.  With the help from Enterprise’s Dwight Freeney, Looney received the funding he needed to proceed with the acquisition of Linden and Malden.

Senior management and employees are staying on with the company, so customers should notice no change to the outstanding service provided by the company. John will also be staying for some time to assure a very smooth transition.

About ROI Corporation

ROI Corporation, based in the Boston market, has been involved in the sale of businesses and real estate in over 30 states since 1997. They also assist in the transfer of business ownership between generations and to key employees and management teams. ROI serves all of New England including MA, NH, RI and CT with two divisions; a main street division serving smaller businesses as well as their middle market M&A division.  Their Marietta, Georgia office, specializing in Service Distribution & Manufacturing Companies, serves the southeast United States. For more information, please visit us on the web at www.roimergers.com or call (781) 682-6209.

Ipswich MA Feb 14^th, 2018.  Morris Heating and Air Conditioning, a long established HVAC company, serving residential and commercial clients on Boston’s north shore since 1998, has new owners. Tim Morris, the company’s founder and president, will be staying on to help new owners Russ Hancock and Brian Schmidt guide the company into the future. This will insure that customers will receive the same excelelnt service they have become acustom to.

Above from left to right Brian Schmidt, Russ Hancock. Tim Morris and ROI president Gary Rayberg

It is anticipated that all current employees will remain on board and the company has plans for continued growth.

Founder Tim Morris is elated about the future and feels “the new owners will grow the company while maintaining excellent employee practices and customer service”.

The new owners bring a solid business background to the management of Morris and are very excited to get to work and make improvements where needed.

Gary Rayberg of ROI commented that “This was a perfect match where both parties are great people and the benefit of that will go to the employees and customers of Morris HVAC”.

Dwight Feeney of Enterprise Bank provided the financing. Tim Morris was represented by attorney Marc Clerc and Hancock and Schnidt were represented by attorney Eric Sigman.

Morris was represented in the transaction by Gary Rayberg, president of ROI Corporation who are Business Brokers.

About ROI Corporation

ROI Corporation, based in the Boston market, has been involved in the sale of businesses and real estate in over 30 states since 1997. They also assist in the transfer of business ownership between generations and to key employees and management teams. ROI serves all of New England including MA, NH, RI and CT with two divisions; a main street division serving smaller businesses as well as their middle market M&A division.  Their Marietta, Georgia, office, specializing in Service Distribution & Manufacturing Companies, serves the southeast United States. They also have an office in Simsbury, Connecticut.  For more information, please visit us on the web at www.roimergers.com or call (781) 682-6209.

Yet again, ROI Corporation has successfully helped another client sell their company! After almost forty years of hard work and dedication, Robert Bersey, a proud owner of Middlesex Cooling Incorporation, was interested but hesitant to sell his company. Middlesex Cooling is located on one of the busiest roads in Marlborough Massachusetts, and is known for their tremendous HVAC specialists, who helped minimize heat loss, maximize efficiency, all while saving their customers money. As any good business man would be distressed about the sale of their business, Mr. Bersey was relieved once he found the help he was searching for from ROI. With the continuous guidance and support from ROI’s very own Denis Mezheritskiy, Mr. Bersey was fortunately able to sell his business to two thriving business partners, Angelo Boccalini and Adam Boccalini. While Mr. Bersey, accumulates a generous fortune and the satisfaction of leaving his business in good hands, Angelo and Adam rejoice in the excitement that their new business has to offer. Without the help from one of ROI Corporations’ best brokers, Deniz Mezheritskiy, these three admirable business men would be missing out on all of their new adventures and successes!

When the time comes to sell an HVAC business, many contractor owners might not recognize the true value of their company or how to increase its worth.

It’s an issue many HVAC business owners can relate to.  They’re so busy taking care of the day-to-day responsibilities of running a company they put off planning for the inevitable – the day when they realize it’s time to sell.  And even when that light bulb finally hits, they might not recognize the true value of their company and/or how to increase its worth.

Ideally, the time to begin thinking of a sale or succession plan is three to five years beforehand. Or better yet, the day you open for business.  The process, when done correctly, involves a solid team:  a good financial planner, CPA, business intermediary and business attorney, all working in conjunction to develop a comprehensive strategy for the business owner’s best benefit.

The Worth of Your Company – A Good First Step
If you are lost in the woods and want to find a road, the first thing you must determine is where you are on the map before you can decide what direction to go. The same principal applies to company value. A valuation will not only tell you what you are worth today but should also provide you with the insight to know what changes may need to be made. It is a great education on the risks and strengths of your company and will provide a course to increase value for your business.

The Importance of Accurate (and Timely!) Monthly Financial Statements
At the top of the “must have” list are sound financial records. These days, that goal is easily attained by using an online format monthly, and keeping a close accounting of in-process job costing.  As example, if there is a half-million-dollar job underway for which a significant amount of equipment has been purchased but not yet been billed, then the business’ cash basis is disingenuous. The imperative is to know exactly what is coming in and what is going out today, not tomorrow.  Databases exist that can help manage this process.  I am always surprised that high volume, successful HVAC companies do not have a strong grasp of their financial position (even though they may think they do). A buyer and a bank will be equally confused and will value your company accordingly.

Customer Concentration and Business Mix
Customer concentration has to do with the percentage of annual revenue you receive from a single customer.  As a rule of thumb, it is best not to have a customer that represents more than 15% of your total revenue each year. While it can take years to change this, it is worth working on.  The higher the “concentration” becomes, the higher the risk.  A buyer will perceive this and it will affect value.  As far as business mix is concerned, service is king at resale. I always hear that new install-and-replacement have higher margins. I get that, but service is “sticky revenue” which repeats each year, and will attract more buyers at a higher value.  Fifty percent or more service is ideal for maximum value. An install-and-remodel-only company will take much longer to sell and bring a lower value than a company of the same revenue level that has a strong service component.

Key Employees
Segue to the issue of highly trained employees.  A good business – and one that will sell quicker and for a higher price – is defined in large part by its employees. Prospective buyers want an established turnkey operation that includes a staff that has been provided advanced and consistent training.  Cross-training employees also adds value, particularly for smaller HVAC businesses where a couple of sick days out for a technician could set the operation back substantially.

Consider licensing a major issue too.  Make sure you are not the only person who processes the licenses necessary to operate the company.  Ideally your company can be sold to someone without any industry experience. With a minimum of about $4 million in annual sales and key employees who have all the needed licenses to operate the company, this can happen. In general, our experience is that an outside-the-industry buyer will pay a higher value for a company than an in-industry (competitor) buyer.  We have seen many examples of this over the years.  Remember that these key employees become an asset of the company for the buyer, and will be viewed as important in the sale.

What must also be considered is the median age of a company’s current management team.  If all or most are looking to retire soon after the company sells, the business might not be as valuable to a buyer.  Training additional employees can solve the problem if this is the case at your firm.

Consider also, do company strengths lie in specific services? Taking on new hires for specialized divisions now might add to a company’s value down the road.  For those HVAC businesses looking to expand prior to selling, plumbing and electrical divisions are trending upward. With the addition of just one technician in each division, revenue increases today, and creates a healthier financial bottom line when it comes time to sell.

ROI Corporation, a leading business brokerage firm based in Weymouth, MA, Simsbury, CT, and Marietta, GA, today announced that it recently completed brokering the sale of the Londonderry, NH-based New England Mechanical Associates to Exeter, NH-based M2 Mechanical.

Gary Rayberg, CBI, M&AMI, president of ROI Corporation, handled the transaction for ROI Corporation. New England Mechanical Associates, sold by Alan Rubin, offers quality heating and air conditioning solutions through commercial installations, retrofits, and 24/7 service, as well as heating repair, air conditioner repair, and air filtration services.  M2 Mechanical is a multi-divisional provider of HVAC services throughout New England to retail and commercial accounts, and also offers drain and sewer services.  M2 Mechanical is jointly owned by Judi and Steve Sewall.

Joe Rubin, general manager of New England Mechanical Associates, will stay on with the company, and customers of New England Mechanical Associates will see no change in the family service they’re accustomed to.

Terms of this recent sale were not disclosed.

“We were happy to help two impressive and family-owned HVAC businesses achieve their business goals through this transaction,” said Rayberg.  “Both enjoy strong reputations throughout New Hampshire and the region, and it’s great to see that these services will continue to be offered for their customers.”

About ROI Corporation

ROI Corporation, based in the Boston market, has been involved in the sale of businesses and real estate in over 30 states since 1997. They also assist in the transfer of business ownership between generations and to key employees and management teams. ROI serves all of New England including MA, NH, RI and CT with two divisions; a main street division serving smaller businesses as well as their middle market M&A division.  Their Marietta, Georgia, office, specializing in Service Distribution & Manufacturing Companies, serves the southeast United States. They also have an office in Simsbury, Connecticut.  For more information, please visit us on the web at www.roicorporation.com or call (781) 682-6209

Learn how the value of your business will be determined by a bank or buyer, and the many steps you can take now to dramatically increase that value.

Your business may be a substantial part of your net worth. Improving the value of your business
often means making more proits now and selling for a higher number later! A real win-win.
In this seminar you will learn simple ways to improve the value of your business to a bank, for
inancing, and to a buyer. You will…

• Learn how your business will be valued!

• Learn how your business will be valued!• What are the “three buckets of value”?

• Learn the positives and negatives that a buyer and a bank will look at in valuing your business.

• What are the big turn offs and how to avoid them.

• What type of buyer will pay the most and why?

• What changes can you make now to improve value?

• Thinking of transferring ownership in the next two to ten years?What should be on your to do list NOW!

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