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By: Reizchel Oasay and Ron Buck
Understanding the motivations and demographics of buyers and sellers is crucial for navigating the M&A landscape. The latest data from the IBBA and M&A Source provides valuable insights into who’s active in the market and what’s driving their decisions.
Buyer Types Across Price Ranges
The types of buyers vary significantly depending on the price range:
$500K – $1M: 36% were individuals who already own a business, 30% first-time individuals, and 30% were existing companies or strategic buyers.
$1M – $2M: Similar to the lower range, with 43% first-time buyers, 28% existing business owners, and 25% individuals already owning a business.
$2M – $5M: 38% were individuals already owning a business, followed by first-time buyers (31%) and strategic buyers (27%).
$5M – $50M: Strategic buyers and private equity firms are the leading players, accounting for 28% and 50%, respectively.
Motivations for Buying
Buyers’ motivations are diverse and often depend on their profile:
Small Business Owners: Many seek to “buy themselves a job” (32% in the $500K-$1M range, and 45% in the $1M-$2M range).
Existing Companies: Often looking for horizontal or vertical M&A add-ons to expand their operations (46% in the $500K-$1M range, increasing to 73% in the $5M-$50M range).
Investors: Seeking a better return on investment than other options (27% in the $2M-$5M range).
Motivations for Selling
Retirement is the primary driver for sellers across all price ranges, but other factors come into play:
$500K – $1M: Retirement (58%), new opportunities (12%), relocation (10%) and burnt out (10%).
$1M – $2M: Retirement (53%) and burnt out (25%).
$2M – $5M: Retirement (62%) and burnt out (12%).
$5M – $50M: Retirement (44%), other (22%), burnt out (11%), better opportunity (11%), and recapitalization (11%).
Key Considerations for Buyers and Sellers
Buyers: Tailor your approach based on the typical buyer types and motivations in your target price range to help set yourself apart as an ideal candidate in the seller’s eyes.
Sellers: Understand the most important factors to potential buyers and position your business accordingly. If retirement is your goal, plan carefully for a smooth transition.
In Part 3, we’ll dive into the specifics of deal structures, valuation metrics, and industry trends shaping the M&A landscape in 2024.
