bottom ¾] Platinum Sponsor - CVBBAcvbba.com/images/Conference_Brochure_Final.pdf · [email protected] Larry Carnell, Vice-President [email protected] Thursday-Friday, September

CAROLINAS - VIRGINIA BUSINESS BROKERS ASSOCIATION: 2015 CVBBA ANNUAL CONFERENCE CAROLINAS - VIRGINIA BUSINESS BROKERS ASSOCIATION: 2015 CVBBA ANNUAL CONFERENCE

CVBBA266 Walkers Hollow TrailLowgap, NC 27024

www.cvbba.com 2015 CVBBA Annual Conference

Please join us for the 2015 CVBBA annual conference,

which will once again be held at the Springhill Suites

in the Charlotte Ballantyne area. A block of rooms has

been reserved at the hotel, at the special rates of $159

for Wednesday night and $109 for Thursday night.

For reservations, call (704) 817-1500 and be sure to

identify yourself as a CVBBA conference attendee with

code “CVBR”.

The agenda for Thursday will consist of several IBBA

courses offered. Friday conference attendance is free

to all paid CVBBA members, but advance registration

is still required. Registration for non-members is $50,

but will be offered as a credit toward 2016 dues for any

attendees who join after the conference. To register

for courses or the Friday conference, visit www.cvbba.

com/aboutus/2015conference. html or contact Judy at

[email protected].

The annual conference is a fantastic opportunity to

network, learn and improve your practice. We encourage

all CVBBA members to attend, and to invite other

intermediaries and professionals engaged in the industry

to join us.

POSITION YOUR PRACTICE FOR TOMORROW

Wednesday. September 16th

5:30 pm – 7:30 pm Networking Reception - Hotel

Reception courtesy of our Platinum Sponsor, Carousel Capital

Thursday, September 17th

8:00 am - 12:00 pm Course #107: Understanding Financials

8:00 am – 12:00 pm Course #224: Pricing a Business to Sell

8:00 am – 5:00 pm Course #280: Effective Negotiations

12:00 pm– 1:00 pm Lunch

1:00 pm – 5:00 pm Course #108: Overcoming Objections

1:00 pm – 5:00 pm Course #251: Quicker Closings

5:30 pm – 7:30 pm Networking Reception – Stone Mountain Grill, 15719 John J Delaney Drive

Reception courtesy of our Platinum Sponsor, Carousel Capital

Friday, September 18th

7:30 am – 8:30 am Registration and Networking

8:30 am – 9:00 am Business Meeting

9:00 am – 10:30 am Sponsor Case Studies

10:30 am – 11:00 am Break with Sponsors

11:00 am – 12:00 pm Keynote Address

12:00 pm – 1:00 pm Lunch

1:00 pm – 2:00 pm Mastermind Session A

2:00 pm – 3:00 pm Mastermind Session B

3:00 pm – 3:30 pm Wrap-Up

[address – top ¼] [sponsors – bottom ¾]

William Hobbs, Managing Partner [email protected]

Kyle Madden, Vice-President [email protected]

Mark Pompeo, Senior Financial Consultant [email protected]

Dave Phillips, Vice-President [email protected]

Bob Sands, Vice-President [email protected]

Steve Mariani, Founder [email protected]

Larry Carnell, Vice-President

[email protected]

[address – top ¼] [sponsors – bottom ¾]

William Hobbs, Managing Partner [email protected]

Kyle Madden, Vice-President [email protected]

Mark Pompeo, Senior Financial Consultant [email protected]

Dave Phillips, Vice-President [email protected]

Bob Sands, Vice-President [email protected]

Steve Mariani, Founder [email protected]

Larry Carnell, Vice-President

[email protected]

Thursday-Friday, September 17-18, 2015

Springhill Suites by Marriott / Charlotte Ballantyne

BronzeSponsor

Gold Sponsors

Silver Sponsors

Larry Carnell, [email protected]

Platinum Sponsor

Bill Hobbs, Managing [email protected]

Mark Pompeo, Senior Financial [email protected]

Bob Sands, [email protected]

Steve Mariani, [email protected]

Kyle Madden, [email protected]

Dave Phillips, [email protected]

CAROLINAS - VIRGINIA BUSINESS BROKERS ASSOCIATION: 2015 CVBBA ANNUAL CONFERENCE CAROLINAS - VIRGINIA BUSINESS BROKERS ASSOCIATION: 2015 CVBBA ANNUAL CONFERENCE

Friday, September 18 | 9:00 a.m. – 10:30 a.m.

We introduced this segment at our 2014 conference, and it proved to be a great success. After a brief business meeting Friday morning, several of our CVBBA sponsors will present a brief case study highlighting a particular deal, transaction or scenario in which they were able to apply their knowledge and expertise to get a deal done. While our sponsors demonstrate their deal-making skills, attendees will gain practical knowledge to help with getting more transactions closed.

#107: Understanding Financials (4 credits) – Debra AndrewsThursday, September 17 | 8:00 a.m. – 12:00 p.m. Do you find understanding financial statements and tax returns a challenge? Learn what all those numbers on the tax returns and financial statements mean and how they interact. Understand what all the “bean counters” seem to know and a lot of us find challenging. This course is a must for new business brokers. There are no prerequisites for this course but it is suggested that participants take Course #130 first, and it is highly recommended that this course be taken before Course #210.

#108: Overcoming Objections in Listing and Sales Contracts (4 credits) – Russ BieberThursday, September 17 | 1:00 – 5:00 p.m. Gain the knowledge and materials to obtain more listings, satisfy seller concerns and get more sales contracts signed. Discuss the four parts to overcoming objections: understanding the objection, anticipating the objection, selling yourself and practicing. This course is geared to new brokers and those who want to improve their ability to overcome objections. Recommended that participants have taken Course #101 or equivalent.

#224: Pricing a Business to Sell (4 credits) – Russ BieberThursday, September 17 | 8:00 a.m. – 12:00 p.m. How do you price a business? Does the size of the business influence the price in relationship to DE or sales? Does pricing it too high hurt your chance of selling it? When you complete this course, you should have additional knowledge to help you price a business properly. Using databases of sold businesses, you will learn the relationships between the size of a business and Multiples of Discretionary Earnings, ROI and how comparable sales data can be used to determine an “opinion of value” for a business. This course will help you learn how to avoid overpricing a business, and how financing and deal structure influences buyers decisions. It is recommended that you have taken IBBA 101 Introduction to Business Brokerage or IBBA 301 Introduction to M&A; IBBA 210 Analyzing and Recasting Financial Statements; and IBBA 220 An Introduction to Pricing Small Businesses.

#251: Broker Financial Analytics for Smoother Quicker Closings (4 credits) – Debra AndrewsThursday, September 17 | 1:00 – 5:00 p.m. Ever wonder why some businesses sell for more than others, even though they look the same? Or why some brokers and intermediaries make more money then you, and even earn money in a down economy? Learn how successful IBBA and M&A Source brokers and intermediaries use “Pre-Diligence” by analyzing their client’s financial metrics to help them uncover the good and bad, and can aid in the increase of the selling price, or ward off unsalable businesses. Discuss tips on working with financial statements and tax returns.

#280: Effective Negotiations for Business Brokers (8 credits) – Ed PendarvisThursday, September 17 | 8:00 a.m. – 5:00 p.m. Working with unsophisticated and emotional parties in a transaction is both challenging and frustrating. Discover how to become an effective third-party negotiator throughout the process of listing, marketing and closing a small business transaction. Learn how to apply negotiation principles, techniques and tactics to achieve the best results possible. Participate in exercises and role-playing that improve negotiation skills when working with sellers, buyers and their advisors. This course is recommended for new and experienced business brokers. No prerequisites.

Bob Henricks Founder, Henricks CORP

In 1999 Bob founded Henricks CORP – A Sandler Training Company. Faithfully adhering to the Sandler Selling System, Henricks CORP was selected as “Best Sales Training Company” in Charlotte in 2008, 2009, 2010, and 2011. A multiple award-winner in the Sandler network, Bob currently sits on the KOL (Key Opinion Leaders) group for Sandler Training worldwide and has done so for the past 8 years. Out of 350+ Sandler offices, he has led Henricks CORP to a top ten finish in revenues in the global Sandler network for the past 8 years. One of his core beliefs is that while his clients want to concentrate partially on the professional development of the corporation as a whole, they also must concentrate highly on the personal development of the individuals within that corporation. For it is only through the development of these individuals that any corporation can be successful.

Belief: Past, Present & FutureFriday, September 18 | 11:00 a.m. – 12:00 p.m.

It’s likely that you still do and think consistently those things that helped you achieve success in your career to date…to help you get to where you are. This message will help you uncover & understand how to best move forward in the future. Note: “Best” move forward, not easiest move forward. It might be that what you’ve come to believe to be true could actually be the very thing holding you back. But this information will challenge you. It will go in the face of many things you’ve come to know as “truth”. It will take you back to your childhood and allow you to see what you knew then is still “helping” you succeed today. Or is it? The choice and the challenge will be yours

Keynote Presentation

Networking Reception

Sponsor Case Studies

Mastermind SessionsFriday, September 18 | 1:00 p.m. – 3:00 p.m.Our Friday program will continue in the afternoon with two successive “mastermind sessions”. Each session will offer a selection of two or three topics from which attendees may choose, and will be facilitated by experienced CVBBA broker members or affiliates. Mastermind session facilitators will lead an open discussion among participants on their topic, providing another excellent opportunity for attendees to develop relationships with other CVBBA members and to build their toolkits of M&A and business brokerage best practices.

Thursday, September 17 | 5:30 p.m. – 7:30 p.m.Whether or not you attend courses during the day Thursday, please be sure to join us Thursday evening for a networking reception hosted by our Platinum Sponsor, Carousel Capital. The reception will be held at the Stone Mountain Grill, 15719 John J Delaney Drive, just a short drive from the conference hotel. We enjoyed a fantastic event at this venue in 2014, and this promises to be one of the best opportunities all year to meet other CVBBA members and deal professionals, and to learn ways to grow your practice.

Networking and EducationFriday, September 18

IBBA CoursesThursday, September 17th

CAROLINAS - VIRGINIA BUSINESS BROKERS ASSOCIATION: 2015 CVBBA ANNUAL CONFERENCE

Russ Beiber, CBIVP of Sales and Training, Murphy Business and Financial Services LLC

Russ began his business brokerage career in 1981 in Chicago, Illinois, eventually relocating to Florida in 1986.

He joined Murphy Business and Financial Services, Clearwater, Florida as a senior business intermediary in 2010,

and in May 2014 Russ accepted the position of Vice President of Sales and Training for Murphy. In addition to

brokering the sale of companies since 1981, Russ has experience in business appraisals, site selection/market evaluation,

and business operations consulting.

Russ has earned the International Business Brokers Association (IBBA) "Certified Business Intermediary" designation

and teaches education courses at the IBBA bi-annual conferences and for several state business brokerage associations.

In addition, Russ has been awarded the "Fellow of the IBBA" designation. Russ has also earned the Board Certified Intermediary designation from

both the Business Brokers of Florida Association and the Murphy Business & Financial Corp. This title is awarded member brokers who have achieved

high standards in business sales, ethics and deal making. Russ has been a licensed Florida Real Estate Broker since 1988 and has held real estate

broker licenses in Illinois, Indiana, Michigan and Wisconsin. He is a past officer in both the Florida Business Brokers Association (FBBA) and the

Business Brokers of Florida Association (BBF).

Ed Pendarvis, CBIFounder and Chairman Emeritus, The Sunbelt Network

Ed Pendarvis is a 1965 graduate of The Citadel in Charleston, SC. He served two years active duty in the United States

Army Artillery. Prior to joining Sunbelt in 1980, he had a successful career in real estate sales and development. Mr.

Pendarvis has participated in or managed the sale of over 1,000 businesses with Sunbelt. He has been a guest instructor

in business brokerage for the Texas, Florida and California Association of Business Brokers, as well as the International

Business Brokers Association (IBBA).

Mr. Pendarvis is also a Real Estate Broker, a former member of the South Carolina BBB Board of Directors and the IBBA

Board of Directors. He was made a “fellow” in the IBBA, and was awarded the prestigious Tom West Award in 2006

and the Chairman’s Award in 2011 for his contribution to the IBBA and business brokerage industry. He also serves on The Citadel School of Business

Administration Advisory Board and in 2007 was inducted into The Citadel Business School Hall of Fame. He received the State of South Carolina’s

highest civilian honor, “The Order of the Palmetto” from Governor James B. Edwards in 1988 for work with the American Legion Palmetto Boys State

Program and from Governor Richard W. Riley in 1983 for work for with the Board of the SC Juvenile Correction Institution.

Based on his experiences, Pendarvis wrote “Buying a Business to Secure Your Financial Freedom”, which was published by McGraw-Hill in 2005.

In 2009 Ed published “Secrets of Buying the Right Business (for you) Right”.

Debra Andrews, CBIManaging Partner, Corporate Investment International - North Florida

Ms. Andrews’ early career with an international public accounting firm, Coopers and Lybrand, assisted her in the

transition to corporate finance where she spent 15 years. She progressed to various VP of Finance positions with a Swiss

Multinational Biotech Company. In these positions she gained invaluable experience in strategic planning, financial

forecasting and analysis and was involved in mergers, acquisitions and divestitures. Her combined background of

accounting, finance and business analysis has her uniquely qualified to assist businesses. The immediate years, prior

to joining CII, she assisted clients through her own consulting company. She plans to continue to use her strength in

business valuations, analysis and strategic planning in assisting CII clients.

Her educational background includes a BBA / Economics degree from St. Mary’s College, Notre Dame, IN. She received her CPA in Connecticut in 1979.

She has lived in Florida since 1996 and has become involved with various civil and charity groups.

Course Instructors

Documents

bottom ¾] Platinum Sponsor - CVBBAcvbba.com/images/Conference_Brochure_Final.pdf · [email protected] Larry Carnell, Vice-President [email protected] Thursday-Friday, September