Food & Beverage Talk by Morgan & Westfield

View the complete show notes for this episode. “If you build it, they will come” is an expression that applies to starting a company as well as a baseball field. Thinking about what buyers want and avoiding the pressure to sell in a specific timeframe can help you increase your company’s value when the time comes to sell. With 25 years in M&A in the wine and spirits industry, Guillaume Thomas helps sellers understand what buyers look for in a consumer brand. He also shares how he has used these same lessons to start his own company, which has grown out of his four-generation family cognac business. What You’ll Learn Branding: How to build a consumer brand with long-term value and growth potential in mind in the age of social media and influencers.Exit Planning: How planning for the eventual sale of a business can impact growth, including what the drivers are behind multiples and how they change specifically in the spirits industry.Valuation: The importance of realistic valuations, the impact they have on negotiations, and why it is critical to understand the buyer’s motivations.Sales and Marketing: Focus on building brand loyalty with customers and end consumers since the reorder rate is a critical metric in consumer goods for strategic buyers. Want More? Related Resources: Selling a Business: A High-Level OverviewBusiness Valuation Basics: 9 Critical Concepts to UnderstandBusiness Exit Plan & Strategy Checklist | A Complete GuidePreparing Financial Statements When Selling a Business Additional Resources: Planning to sell your business? Schedule a free consultation today.Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes You’ll Never Get Pricing Right, But How Can You Get Better with Mark StivingThe Emotional Rollercoaster of Buying or Selling a Business with Drew BispingFinancial Due Diligence – Why It’s Important to Prepare for the Sale of Your Company with Patrick O’ConnellTop Criteria a Corporate Acquirer Looks for in an F&B Company with Ben Cosgrove

View the complete show notes for this episode. What You’ll Learn M&A Evolution: Learn about the M&A transactions that resulted in the formation, growth, sale, and reformation of two multi-million dollar companies.ASME Certification: Insights into the challenges involved in working with international suppliers and the importance of confirming valid certification. Cannabis Industry: An overview of the layers of the cannabis industry and its evolution, from manufacturing through to consumer sales.Corporate Culture: How the culture of a company can be organically grown and fostered through the hiring process to bring passion to the workplace. Want More? Related Resources: Crossroads: Deciding to Sell Your Business vs. Doubling DownWhy do Companies Acquire Other Businesses?Business Valuation: A List of Factors to Consider Additional Resources: Planning to sell your business? Schedule a free consultation today.Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes Cannabis M&A – The Highs and Lows of an Emerging Market with Charles AlovisettiA Buyer’s Perspective — Why the Human Side is More Important Than Money in M&A Transactions with Austin KingHow Your Employees Can Impact the Value of Your Business with Marco RobertEverything You Want To Know About the Cannabis Industry with Nick BrandisCannabis Drinks – The Latest Craze in an Evolving Market with Paulo Sobral

View the complete show notes for this episode. What you’ll learn: F&B Oversight:Innovation:Due Diligence:Preparation: Want More? Related Resources: Food and Beverage Industry Trends Food Industry Statistics and M&A: Food Industry Trends that can Affect M&A Activity How To Maintain Confidentiality When Selling Your Business Tips on Preparing Your Business for Sale Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.A Beginner’s Guide to Business ValuationThe Exit Strategy HandbookClosing the Deal Listen to Other Episodes: Complexities of Managing the F&B Supply ChainAn Inside Look at What a Middle-Market F&B Buyer Looks ForThe Art & Science of Selling a Mid-Sized Business

View the complete show notes for this episode. Connecting with consumers is key to building effective product positioning. Kathy Guzmán Galloway offers expert advice on how to identify and avoid three major pitfalls to branding and positioning an F&B product. She discusses effective branding, establishing a strong identity, fostering memorable brand name recall, and connecting with consumers on an emotional level. The challenge of brand positioning is never done, but you can evolve with your consumers and stay front and center on the shelves. What you’ll learn Learning About Your ConsumerEffective ResearchKnowing What Makes You DifferentBrand Promise Want More? Related Resources: Crossroads: Deciding to Sell Your Business vs. Doubling DownShould I Sell My Business? Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.A Beginner’s Guide to Business ValuationThe Exit Strategy HandbookClosing the Deal Listen to Other Episodes: Creating Unforgettable Branding for the F&B ConsumerHow To Avoid Launching a Product No One Wants To BuyBuilding a Brand for Success: Prioritizing Consumers Over Investors

The history of alcohol in the U.S. is varied and influences the F&B sector nationwide. International business advisor and beverage industry expert Alain Barbet gives a global perspective on the alcoholic beverage industry and trends in the U.S. The discussion includes views on alcohol around the world, differences in attitude and consumption in Europe vs. the U.S., differences in regulations and distribution within the U.S., the impact of premiumization, and the megatrend of craft food and beverage products. View the complete show notes for this episode. Learn More: Food and Beverage M&AM&A Advisors to the Food and Beverage Industry Additional Resources: The Art of The Exit: The Complete Guide to Selling Your Business.A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | AcquiredPlanning to sell your business? Schedule a free consultation today.Morgan & Westfield Listen to Other Episodes: Behind the Scenes of a Shark Tank SuccessSaving the Planet One Plant-Based Food Company at A TimeEvolution and Growth Potential in the Craft Brewing Industry

This interview with Koia founder Chris Hunter covers important lessons on building a company for eventual sale while prioritizing the brand and consumers. He emphasizes listening to customers over investors, navigating profitability pressures, strategic acquisitions, and the entrepreneurial journey. Want More? Related Resources: Blackout Punch: An Entrepreneur’s Journey from Chaos to ClarityFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery BusinessAdditional Resources:Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.A Beginner’s Guide to Business ValuationThe Exit Strategy HandbookClosing the Dealcontact Morgan & Westfield Listen to Other Episodes Building a Brand Name – A Love Affair with ChocolateThe Challenges and Benefits of Moving to Plant-Based ProteinsTop Criteria a Corporate Acquirer Looks for in an F&B Company

This episode of Food & Beverage Talk gets personal in discussing the challenges of entrepreneurship and working in the food and beverage industry. Nabeel Alamgir is the co-founder and CEO of Lunchbox, a digital ordering and marketing platform specifically for the restaurant industry. He talks about his experiences with three start-ups, lessons learned from mistakes, the successes and challenges experienced with Lunchbox, advice on forming partnerships, and the importance of honesty in marketing and sales. View the complete show notes for this episode. Want More? Related Resources: Buy-Side Food and Beverage M&AM&A Advisors to the Food and Beverage Industry Additional Resources: The Art of The Exit: The Complete Guide to Selling Your BusinessA Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | AcquiredPlanning to sell your business? Schedule a free consultation today.Morgan & Westfield Listen to Other Episodes: Behind the Scenes of a Shark Tank SuccessSaving the Planet One Plant-Based Food Company at A TimeEvolution and Growth Potential in the Craft Brewing Industry

The agricultural industry’s broad supply chain and complex distribution system feed the world. Cale Rice, VP of lending with National Bank Holdings, brings his passion and extensive experience to the table to discuss financing, banking, and the challenges that exist for the food and agricultural industry. He discusses the complexities of the supply chain, factors that impact the commodity markets, advice about taking on debt, and the influence of technology on growth and productivity in agriculture. View the complete show notes for this episode. Learn More About This Episode: Buy-Side Food and Beverage M&A AdvisoryFood and Beverage M&A Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Dealcontact Morgan & Westfield Listen to Other Episodes: Bringing a Niche Food Product to the MarketplaceLeveraging Marketing Data for Success in the Food & Beverage IndustryHow Artificial Intelligence Is Impacting the Food Industry

Iconic branding will stick in a consumer’s mind for years. Presenting a consistent brand experience across every touchpoint is critical to a successful marketing campaign for any F&B product. Branding expert Alexandra Liebler shares insights on how to build brands and deliver profitable growth. She discusses building brand experience and creating emotional connections, shares insights into how branding has changed over time, and highlights the branding points of memorable global brands. View the complete show notes for this episode. Learn More About This Episode: Buy-Side Food and Beverage M&A AdvisoryFood and Beverage M&A Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Dealcontact Morgan & Westfield Listen to Other Episodes: Bringing a Niche Food Product to the MarketplaceLeveraging Marketing Data for Success in the Food & Beverage IndustryHow Artificial Intelligence Is Impacting the Food Industry

Functional beverages are sweeping the markets, and the intersection between mental wellness and organic living meets at the first plant-based smoothie made from whole coconut – Genius Juice. Alex Bayer, founder of Genius Juice, discusses the evolution of his company, scalability, supply chain issues, launching a new product line, and building a sustainable business. Hear insights from this entrepreneur who has imagined, developed, and marketed a niche food product and garnered investment partners on the TV show Shark Tank. View the complete show notes for this episode. Learn More: Food Industry Trends that Can Affect M&A ActivitySpecialty Food ManufacturingThe Serious Sweet Company Acquires John Bull Confectioners in the UK Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Dealcontact Morgan & Westfield Listen to Other Episodes: Bringing a Niche Food Product to the MarketplaceLeveraging Marketing Data for Success in the Food & Beverage IndustryHow Artificial Intelligence Is Impacting the Food Industry

Chocolate makes the world go round – at least it does for Sarris Chocolates. William Sarris discusses the growth and evolution of a small family chocolate company into a major player in the independent chocolate business, Sarris Chocolates. He discusses the universal love of chocolate, the company’s growth from the family’s basement to a destination retail shop, the production facilities that produce over 3000 chocolate novelties, and how this family has built a brand that continues to evolve and grow. View the complete show notes for this episode. Learn More: Food Industry Trends that Can Affect M&A ActivitySpecialty Food ManufacturingThe Serious Sweet Company Acquires John Bull Confectioners in the UK Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Dealcontact Morgan & Westfield Listen to Other Episodes: Hot Cocoa – From Cottage Industry to Regional FavoriteWhat Does It Take To Bring a Small Chocolate Snack To a Large Market?The Sweet Coconut Success That Led to Shark Tank Interest

Combining an entrepreneurial spirit with his passion for the planet and compassion for animals, Brett Christoffel is trying to make Texas the largest plant-based protein producer in the USA while creating a company that also makes money. He discusses the health benefits to people and the planet of plant-based proteins, the manufacturing process, finding the right co-packer, handling taste testing, and the challenges in bringing snacks to the marketplace through independent retailers and Amazon. View the complete show notes for this episode. Learn More: Food and Beverage RetailersSpecialty Food Manufacturing Resources Mentioned Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue,Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Dealcontact Morgan & Westfield Listen to Other Episodes: Bringing a Niche Food Product to the MarketplaceLeveraging Marketing Data for Success in the Food & Beverage IndustryHow Artificial Intelligence Is Impacting the Food Industry

If 95% of food start-ups fail, how can entrepreneurs hope to get new products into the marketplace? Bernard Verkaaik offers expert advice on the competitive challenges start-ups face, what acquirers look for when they consider buying an F&B start-up, tips on building a brand that is difficult to replicate, the importance of scalability and how often consumers replace a product, when to work with a co-manufacturer, how the right broker can help get products on shelves, and what gets a retail buyer’s attention. View the complete show notes for this episode. Learn More: Business Broker and M&A Advisor Fees: A Comprehensive GuideDo I Need To Hire a Local Business Broker?M&A Basics | Why Do Business Owners Sell Their Business? Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Dealcontact Morgan & Westfield Listen to Other Episodes: How a Start-up Company Is Leading a Snack Food RevolutionThe Future of Food & Beverage DistributionTips for CPG Brands Looking for the Right Co-Packer

Impact investing can make a difference in regenerative agriculture. Will Harris, a 4th-generation farmer in rural Georgia, talks about the evolution of the beef industry into a vertically integrated food system, the positive impacts of grass-fed beef, and the benefits to animal welfare – areas that are returning to being valued aspects of food production. Will weaves this into a broader discussion of how to make farming more sustainable, more environmentally friendly, and more beneficial to us all. View the complete show notes for this episode. Learn More: The Food and Beverage M&A UpdateFood and Beverage Industry TrendsHistory of the Global Food Industry Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue,Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Dealcontact Morgan & Westfield Listen to Other Episodes: Farm to Fork – A Discussion of the Agricultural Supply ChainFarm to Table – An Insider’s Take on the Beef IndustryHeirloom Farms – Vibrant Produce with Less Waste

Research can be key to unlocking market growth for an established business, identifying new locations for growth, and highlighting the perfect franchise opportunity. Jayson Tipp has over 30 years of experience in franchising and specialty retail in the food and beverage industry. He discusses how market research data, analysis, and technology have changed over the years, how they can be used to map out locations for growth, and the importance of doing research before jumping into the world of franchises. Learn More: Food Industry Trends that Can Affect M&A ActivitySpecialty Food Manufacturing Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueA Beginner’s Guide to Business ValuationThe Exit Strategy HandbookClosing the DealMorgan & WestfieldFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.Morgan & Westfield Listen to Other Episodes: The Future of Food & Beverage DistributionFood Business Accelerator – Can Someone Explain This To Me?Rags to Riches – From Busboy to a $70 Million Startup Valuation

What goes into the art of creating a wedding cake? Stephanie Chain, business owner and pastry chef of the micro-bakery Sweet Luncheonette, specializes in creating bespoke wedding cakes. She discusses the health and safety concerns that led to her emphasis on creating sugar flowers for cakes, the specifics about what goes into making custom wedding cakes, the different perspectives she has encountered as an owner versus being an employee, and the role of food in important social and cultural events. Learn More: Our Food and Beverage M&A ExperienceBuy-Side Food and Beverage M&A AdvisoryFood Industry Trends that Can Affect M&A Activity Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueA Beginner’s Guide to Business ValuationThe Exit Strategy HandbookClosing the DealMorgan & WestfieldFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.Morgan & Westfield Listen to Other Episodes: A Winning Recipe to Help Relieve Hunger and Reduce Food WasteUsing Flexible Commercial Kitchens to Scale Your BusinessFarm to Fork – A Discussion of the Agricultural Supply Chain

Finding the right co-packer can make or break a CPG brand. Vince Tseng of PartnerSlate offers insights into the complex world of co-manufacturing from both the CPG and co-packers’ perspectives. He discusses what co-packers and CPG brands are looking for in a partnership, shares tips on how to appeal to the right partner, talks about the impact of technology on innovations in the F&B industry, and offers a promotion to CPG brands looking for support in their search for a co-packer. Learn More: Our Food and Beverage M&A ExperienceThe Serious Sweet Company Acquires John Bull Confectioners in the UKFood and Beverage Industry Trends Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueA Beginner’s Guide to Business ValuationThe Exit Strategy HandbookClosing the DealMorgan & WestfieldFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.Morgan & Westfield Listen to Other Episodes: Flexible Commercial Kitchens – The Answer for F&B EntrepreneursPitfalls and Solutions: Common Supply Chain Issues in Manufacturing and DistributionBreaking Barriers: Strategies for Encouraging Consumer Trial in the Enhanced Water Sector

The complex and underappreciated topic of production planning and supply chain optimization is the focus of this episode of F&B Talk. Lisa Anderson takes a look at the different components of production management and how they fit into the supply chain world. She discusses the steps of the production planning process, the importance of the sales forecast, common issues in the supply chain on the manufacturing and distribution sides of operations, and keeping all the elements and players on the same page. Learn More: How Does Supply Chain Management Affect Working Capital? Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Food Business Accelerator – Can Someone Explain This To Me?Farm to Fork – A Discussion of the Agricultural Supply ChainM&A Operational Due Diligence

Food waste and hunger relief are not about food scarcity – it’s about logistics. Blake Engelhard of Goodr.co discusses using technology to address hunger and waste issues. From the logistics of a 2-hour turnaround time identifying surplus food to distribution to working with clients making donations that enable families to get groceries in a dignified manner and the staggering tax benefits to the corporations. This goes beyond the idea of making a difference and shows a direct path to significantly impact the lives of people and reduce food waste. Learn More: Food and Beverage M&A (Book)The Food and Beverage M&A UpdateBuy-Side Food and Beverage M&A AdvisoryFood and Beverage Industry Trends Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueA Beginner’s Guide to Business ValuationThe Exit Strategy HandbookClosing the DealMorgan & WestfieldFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.Morgan & Westfield Listen to Other Episodes: (based on podcast notes) Saving the Planet One Plant-Based Food Company at A TimeA Deep Dive Into the Water BusinessRags to Riches – From Busboy to a $70 Million Startup Valuation

Hot cocoa tends to be considered a seasonal treat. Dean Packingham of Mike & Jen’s Hot Cocoa proves that a small cottage industry can grow into a regional business success year-round. He discusses the power of starting with your passion when developing a new product, the advantages of being in an F&B category with less competition, the value of simplicity as a business model, tips on finding the right co-manufacturer, distributor, and retail partners, and scaling a small business up. Learn More: Our Food and Beverage M&A ExperienceThe Serious Sweet Company Acquires John Bull Confectioners in the UKFood and Beverage Industry Trends Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.A Beginner’s Guide to Business ValuationThe Exit Strategy HandbookClosing the DealMorgan & WestfieldFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.Morgan & Westfield Listen to Other Episodes: The Influence of Alcohol on the F&B IndustryThe Sweet Coconut Success That Led to Shark Tank InterestEvolution and Growth Potential in the Craft Brewing Industry