Plenary session : « Lessons learnt from the w orkshops and com m ents » p 2 0 May, 9 .3 0 -1 0 .3 0 am Moderators of the three workshops are going to draw conclusions based on the lessons learnt from the workshops held the day before compare them with their workshops held the day before, compare them with their own opinions and discuss them with the audience. Moderator: E i Wi Eric Winnen, General Manager, dialectiq sprl (BELGIUM) G l M di l ti l (BELGIUM)
W orkshop 1 – “Strategies for heightening p g g g the seller’s aw areness” Maarten Van de Kim m enade , Owner, De Familiebedrijven Adviesgroep (THE NETHERLANDS) Lionel Canis , Managing Partner, Groupe CESACQ (FRANCE) Raym ond Arnould , CEO, Reforme sa (BELGIUM) ay o d ou d , C O, e o e sa ( G U ) Roger Clem ent , Managing Director M&A, London, Moore Stephens Corporate Finance (UNITED KINGDOM) p ( ) Julie Lebèque , Platform Manager, SOWACCESS (BELGIUM)
W orkshop 1 – “Strategies for heightening p g g g the seller’s aw areness” REPORTI NG: I lja Nothnagel , Leiter des Referats Unternehmensnachfolge und Unternehmenssicherung, Bereich Wirtschatftspolitik, Mittelstand Innovation Deutscher Industrie- und Mittelstand, Innovation, Deutscher Industrie- und Handelskammertag e.V. (DIHK) (GERMANY) Céline Barredy , Associate Professor of Business Administration, Université Montesquieu Bordeaux IV (FRANCE) (FRANCE)
W orkshop 1 – “Strategies for heightening p g g g the seller’s aw areness” CONCLUSI ONS W ORKSHOP 1 CONCLUSI ONS W ORKSHOP 1 • Heightening the awareness should start up the business • Heightening the awareness is also needed for the buyer • Online tools for the readiness for the business transfer can help
W orkshop 1 – “Strategies for heightening p g g g the seller’s aw areness” CONCLUSI ONS W ORKSHOP 1 CONCLUSI ONS W ORKSHOP 1 • It’s not only about the seller’s and buyer’s awareness ’ l b h ll ’ d b ’ also politics and media has to be sensibilized • The advices are necessary during the preparation of Th d i d i th ti f the transfer but also during the negotiation to evaluate the needs of each part of the session evaluate the needs of each part of the session. • The awareness of the employees who need to be informed and motivated to the session. o d a d o a d o o
W orkshop 2 - “Tow ards a synergy betw een private and public organizations to optim ize and professionalize the support organizations, to optim ize and professionalize the support services provided to sellers and buyers” Bérangère Descham ps , 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) Pierre Coquard , Manager, Industria (FRANCE) Arndt Upfold , Oberregierungsrat, Wirtschaftsministerium Baden- Württemberg (GERMANY)
W orkshop 2 - “Tow ards a synergy betw een private and public organizations, to optim ize and professionalize the support services provided to sellers and buyers” i id d t ll d b ” REPORTI NG: Sonia Boussaguet , Joint Manager, IMART (institut du Management de la Reprise et Transmission d’entreprise), Established Professor of Strategy & Entrepreneurship, Reims E t bli h d P f f St t & E t hi R i Management School, Joint Consultant, INFINE Transactions (FRANCE) Eric From enty , Manager, Infine Transactions (FRANCE)
CONCLUSI ONS W ORKSHOP 2 - Le m arché de la transm ission/ reprise Le m arché de la transm ission/ reprise d’entreprise ( TRE) Marché opaque, soumis à • confidentialité confidentialité Marché fermé, atomisé • • • Problème de visibilité et de fiabilité de Problème de visibilité et de fiabilité de l’information • Absence (ou insuffisance) de préparation à la cession ou reprise é ti à l i i
Les acteurs du marché de TRE Chambres Consulaires Auditeurs Associations (CRA, Réseau Entreprendre…) p ) CCI Expert Avocats Comptables p Banquiers Expert en fusion acquisition
Problém atiques de la professionnalisation de la professionnalisation du m arché de la TRE • Accès à l’information et aux conseils ? • Qualité et pertinence des conseils ? • Qualité et pertinence des conseils ? • Relation de confiance avec le conseiller ? • Coût des services offerts ? Trouver le « bon » conseil ??
Les besoins des principaux acteurs • Coté cédant • Coté Sensibilisation repreneur p • Aid à l Aide à la préparation é ti • Information • Prise de conscience de • Soutien technique • l’après cession So tien « mo al » Soutien « moral », • notamment post- reprise
Synergie entre structures d’accom pagnem ent publiques et d accom pagnem ent publiques et privées ? - Répartition des « missions » entre les é d l deux types de structure : - Dichotomie TPE / PME - Clarification des rôles et champs d’ d’expertise ti - Négligence ou ignorance de la dimension Négligence ou ignorance de la dimension affective, émotionnelle… ..
W orkshop 3 - “The m atching Platform s : The Best I s Yet To Com e” Best I s Yet To Com e” Rosalie Van Rijk, Manager MKBase (THE NETHERLANDS) Jean Pechou Vice President CRA (FRANCE) Jean Pechou, Vice President CRA (FRANCE) Dr. I sabelle Canù, KFW Bankengruppe (GERMANY) Sakari Oikarinen, Managing Director, Confidentum Ltd (FINLAND) Aim ery de Rochechouart, Seller, "Plateforme" (FRANCE) y , , ( ) Bruno Duvillier, Buyer, "Plateforme" (FRANCE) Em m anuel Fiorano, CEO, Sapinvert (FRANCE) Peter Dalkiaer, Managing Director, Match-Online.dk (DENMARK)
W orkshop 3 - “The m atching Platform s : The Best I s Yet To Com e” Best I s Yet To Com e” REPORTI NG: Toni Brunello, CEO, Studiocentroveneto (ITALY) Nicolas Pirotte, Strategic adviser, SOWALFIN (BELGIUM)
W orkshop 3 - “The m atching Platform s : The Best I s Yet To Com e” Best I s Yet To Com e” Diagnoses Diagnoses 1. Great variability in the approaches • MKBase (Holland), SOWACCESS (Belgium), NEXXT (Germany), Match-online (Denmark) : limited to matching ( y) ( ) g services • CRA (France) : looking for counterpart services + other services as well (training, coaching) i ll (t i i hi ) • TEM/APAKE (Finland) : federation of small local market places >< NEXXT one single big national platform places >< NEXXT one single big national platform • Probably differences in terms of sizes of the profiles • Private and public platforms
W orkshop 3 - “The m atching Platform s : The Best I s Yet To Com e” Best I s Yet To Com e” � Different approaches with different services (advices, matching, training, advisors selection) � Different definition of the platform services
W orkshop 3 - “The m atching Platform s : The Best I s Yet To Com e” Best I s Yet To Com e” Diagnoses Diagnoses 2. But common vision, principals • Profesionalisation of the transfer process • Importance of the quality of the advisors (private partners) • Importance of confidentiality • Anonymous of the seller Anonymous of the seller • National based (even in Finland which federate local market place) market place) • No exclusivity of the matching services • Up-to-dateness of the profiles
W orkshop 3 - “The m atching Platform s : The Best I s Yet To Com e” Best I s Yet To Com e” Diagnoses 3 M&A market booming 3. M&A market booming • More advisors • More advisors • More services • More studies, publications, informations p • More platforms in Europe
W orkshop 3 - “The m atching Platform s : The Best I s Yet To Com e” Best I s Yet To Com e” Diagnoses 4 Problem of the access of services for the micro- 4. Problem of the access of services for the micro enterprises “Easier to sell a big company than a small one”
W orkshop 3 - “The m atching Platform s : The Best I s Yet To Com e” Best I s Yet To Com e” Di Diagnoses 5. Entrepreneurs vision p • Platform yes, but there are other means to find a target • Platform could save time • Platform assist buyers and sellers to access to different services i • Importance of networking (with other entrepreneurs) and sharing experience sharing experience � Need for more than matching services (not necessarily done by platforms)
W orkshop 3 - “The m atching Platform s : The Best I s Yet To Com e” Best I s Yet To Com e” Recommendations, ideas for the future 1. Public intervention to facilitate transfer of micro-enterprise p • A simplify business transfer model for the small p y • Public subsidies to access to advisers services
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