Tag Archives: mergers and acquisitions

A new direction for global M&A

Investment Conference
(Photo credit: Salmaan Taseer)

The geography of deal-making is changing fast. Over the last five years there have been more deal value flow from the largest high growth markets (HGM) to mature market economies than in the other direction. Between 2008 and 2012 HGM companies invested US$161 billion into mature market companies, outstripping the opposite flow of US$151 billion. In 2012 alone, HGM companies closed deals for mature market targets worth US$32.6 billion, almost three times the amount they invested in 2005.

In a recent report, PwC looks at how dealflows are changing and we also consider how new types of HGM investors are turning to M&A and the factors driving their investment choices. Large and mid-sized private companies have now joined the state-backed investors who were among
the first to acquire mature market targets. HGM investors’ scope is also widening, with HGM to mature market M&A activity ranging from energy, raw materials and engineering to media, retail and consumer goods companies.

The past is no guide to the future

In some regions, inflated valuation expectations are based on past deals. Some investors can be keen to dispel the notion that they are prepared to pay ‘over the odds’ and may be more recalcitrant about their price. This may have been a factor in Qatar National Bank’s bidding for Franco-Belgian owned Denizbank, which operates in Turkey. Denizbank’s parent, Dexia, also received a bid from Sberbank of Russia. Despite assumptions about Qatar’s readiness to spend, they did not increase their offer and Russia’s state-owned savings bank won the deal. Buyers from the Gulf Region typically do not like public transactions and, where this is unavoidable, will not want to be perceived as having paid more than fair market value. Some Gulf investors are able to deploy larger amounts of capital for longer periods of time but they expect the deal terms to reflect this, in their favour. However, ability and willingness to pay are very different and indeed, Chinese and Indian buyers are just as keen as their developed market counterparts to win deals on the most favourable terms they can achieve.


Deal-making is always a complex mix of strategy, economics and personalities. Cultural differences add another layer of complexity; competition for investment is also growing, as mature market companies are far from being the only targets HGM companies are considering. PwC suggests that HGM to mature market M&A has the potential to grow a very long way and we will see acceleration in this type of M&A over the coming years. A better understanding of the make or break areas – valuation mismatches; differing completion timeframes; the need to connect with decision makers; and process differences – can only improve the chances of a successful deal. The HGM buyers and mature market sellers best prepared for those differences may have a lot to gain.


Profitability risks after the acquisition of informal players

McKinsey has a nice example from Brazil, but not only – Russia also has similar examples – where formal supermarkets have found that they can’t profitably acquire informal players, because of the unearned cost advantage. Although supermarkets could increase the productivity of the acquired businesses, their net margin goes to zero once tax obligations are paid:

They also show that in Turkey dairy processors enjoy informality-related cost savings of almost 20%, so these companies survive despite their low pro-ductivity. Informal software companies in India appropriate innovations and copyrights without paying for them. If software piracy rates fell to US levels, the industry’s productivity and profitability would soar by nearly 90%.

IBM to acquire Sun for $6.5bn in cash; the two companies account for two-thirds of the global market of high-end servers

According to Financial Times, IBM and Sun Microsystems were in talks on Wednesday over the possible acquisition – which would be valued at $6.5bn (€4.8bn) in cash. Of course, as any deal of such significance, it would face intense antitrust scrutiny. The two companies account for 2/3 of the $25.5bn global market for high-end servers. The deal could let IBM build scale and cut costs sharply while boosting its computer hardware business in the slow-growing server market.

IBM seams to have a stable financial position as it grew revenues 4.90% in 2008 from 98.79bn to 103.63bn while net income improved 18.40% from 10.42bn to 12.34bn. Also cash reserves at IBM fell last year by 2.25bn, the company earned 18.81bn from its operations for a Cash Flow Margin of 18.15%. In addition the company used 9.29bn on investing activities and also paid 11.83bn in financing cash flows.

SUN cannot write up a similar statement. Its net income fell 14.80% last year, from 473.00m to 403.00m, despite flat revenues. A contributing factor has been an increase in costs as a percentage of sales from 27.76% to 28.49%. In 2008, cash reserves at Sun Microsystems fell by 1.35bn. However, the company earned 1.33bn from its operations for a Cash Flow Margin of 9.57%. In addition the company used 66.00m on investing activities and also paid 2.61bn in financing cash flows.

About IBM:
IBM’s major operations include Global Technology Services segment (GTS), Global Business Services segment (GBS), Software segment, Systems and Technology segment, and Global Financing segment.
Latest IBM acquisitions:
• On January 31, 2008 IBM acquired 100% of Cognos, Inc.
• On April 3, 2008, IBM acquired 100% of Telelogic, AB.
• In July 2008, IBM acquired Platform Solutions, Inc. (PSI).

About SUN:
Sun Microsystems offers core brands, such as the Java technology platform, the Solaris Operating System, the MySQL database management system, Sun StorageTek storage solutions and the UltraSPARC processor. Its network computing platforms are used by search, social networking, entertainment, financial services, manufacturing, healthcare, retail, news, energy and engineering companies.
Latest SUN acquisitions:
• On February 25, 2008, SUN acquired MySQL AB (MySQL), based in Uppsala, Sweden.