1. The factors influencing the success of takeovers and mergers
AQA A2 Business Studies Unit 4
The factors influencing the success of takeovers and mergers

2. What do we mean by “success”
Depends on:
From whose perspective?
What is measured?
What the objectives were?
Short or long-term?

3. Key definitions
Cost synergies: cost savings that arise as a direct result of the transaction (in both the target and buying business)
Revenue synergies: increased revenues (for both businesses) arising from the transaction
Due diligence: verifying the financial, legal and commercial position of the target business
Shareholder value: the return on investment achieved by shareholders in the buying/acquiring firm

4. Key theory & concepts
Sources of cost synergies: Eliminate duplicated functions & services; better deals from suppliers; higher productivity & efficiency from shared assets
Sources of revenue synergies: Cross-selling to customers of both businesses; access to new distribution; brand extensions; new geographic markets opened up
Opportunity cost: the cost of not taking the next best alternative (the benefit foregone)

5. Short-term measures of success
Share price (if the buyer is a quoted company)
Revenues, operating costs and profits (mainly of the target business)
Achievement of planned synergies
Customer retention & service levels
Staff retention (often cited as the main HRM problem of takeovers)

6. Longer-term measures of success
Market competitiveness (market share; reputation, brand strength)
Return on investment (ROCE, profitability of enlarged business)
Sustainable growth rate (revenues, profit, profit quality, sustainable revenue synergies)

7. Why synergies are so important?
They justify paying more than the standalone value of a target firm
They are the means by which shareholder value is created
They focus management on making a takeover achieve its objectives
They are a means to improve competitiveness and achieve competitive advantage

8. Are cost synergies enough to justify a takeover?
Depends on the nature of the transaction
Likely to be important where
Transaction involves horizontal integration
Economies of scale are vital to achieve cost leadership
Target is believed to be operating inefficiently (e.g. too many layers in org structure or low productivity)
Likely to be less important where
Takeover is led by a private equity firm (although financial motives remain important)
Target operates in a different market or country
No significant changes proposed to the target business

9. How can success be measured?
Has shareholder value been created? What is the return on investment by the acquiring business? Does this meet or exceed the required return of shareholders?
Change in market position: does the combined business have a higher market share or better competitive position (e.g. enhanced distribution or potential for innovation)?
Financial performance: are revenues and profits increasing as a result of the takeover?
Has the transaction helped the business achieve other corporate objectives (or at least supported them)?

10. Main valuation methods
Discounted cash flow (NPV)
Payback period
Shareholder value analysis
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11. Shareholder value
Similar to “return on capital” or “return on investment”
Based on the required returns of the shareholders of the buying business
Aim is to create a combined business (buyer + target) that is worth more than their separate (independent) values

12. Shareholder value - example

13. Common ways shareholder value can be destroyed by a takeover
Paying too much (over-valuation or poor negotiation)
Poor quality due diligence (e.g. fails to identify potential liabilities or highlight poor profit quality)
Lack of integration planning
Too much focus on cost synergies rather than revenue synergies
Failure to retain elements which made the target attractive in the first place (e.g. innovation, culture, skills)

14. What factors influence success?
The price paid for the takeover: a business that pays over-the-odds for its target will struggle to make the investment work, particularly in the short-term
Speed of integration: M&A tends to be more successful if post-takeover integration is quick & decisive
Ability to retain key staff: can key management and staff (skills, experience etc.) be retained once acquired?
The relative focus on cost synergies versus revenue synergies: too many takeovers rely on short-term cost savings rather than exploiting the longer-term opportunities for higher revenues

15. Examples of successful deals
Successful takeovers and mergers
L’Oreal & The Body Shop (more shops, higher profits)
Google & YouTube (rapid growth & advertising revenue)
Tata & Jaguar Land Rover (£1bn profits in 2011)
Santander & Abbey, Alliance & Leicester, Bradford & Bingley (higher profits & market leadership in UK)
Taylor Woodrow & George Wimpey (economies of scale for two leading house builders merged together)

16. However: the golden rule of M&A
At least 70% of takeovers and mergers destroy shareholder value

17. Examples of deals that failed
Failed takeovers and mergers
News Corp & Myspace (bought for £580m; sold for $25m)
ITV & FriendsReunited (bought for £175m; sold 3 years later for £25m)
Cisco & Flip (bought for $590m; closed down in a year)
RBS & ABN-Amro (bought for £10bn; results in losses of at least £15bn & nationalisation)
Terra Firma & EMI (bought for £4.2bn; sold 3 years later for loss of £1.75bn) – one of biggest private equity failures

18. Some truly awful deals (1)
CLOSED

19. Some truly awful deals (2)
SOLD
£25m

20. Some truly awful deals (3)
£10bn
Written Off + New Liabilities
£15bn+

21. We are sorry we bought ABN Amro.”
“In retrospect we bought ABN at the top of the market, so everything we paid was not worth it.
A significant part of the goodwill write-off, £15bn, is ABN Amro, but I couldn’t tell you how much we lost on ABN. Basically, the bulk of what we paid for ABN Amro, which was £10bn, will be written off.
We are sorry we bought ABN Amro.”

22. Success or failure might depend on…
The quality of the due diligence performed – did it highlight the key risks involved & support the initial investment case for the transaction?
The complexity of the transaction: a more complex integration process often makes success harder to achieve.
The external environment: e.g. an adverse change in the economic environment can damage the performance of the business taken over; competitor response is also difficult to anticipate (they may see a takeover as a great opportunity)

23. Evaluation opportunities
Challenge what the examiner means by “success” or “failure”.
By what measure is this judged? From whose perspective (e.g. shareholders of the buying business, or stakeholders in the target business?)
Crucial difference between short-term and long-term:
Value created by the transaction may not arise quickly.
Can post-takeover performance actually be measured?
E.g. hard to measure if a firm is fully integrated by the buyer – can the target’s revenues and profits still be separately identified?)

24. BUSS4 Research Bullets for 2012
Motives for takeovers and mergers and how these link with corporate strategy Problems of takeovers and mergers including difficulties integrating businesses successfully Factors influencing the success of takeovers and mergers Impact of takeovers and mergers on the performance of the businesses involved Impact on, and reaction of, stakeholders to takeovers and mergers Reasons why governments might support or intervene in takeovers and mergers 1 2 3 4 5 6

25. 1 2 3 4 5 6 Strategic Motives Integration Problems Success Factors
Business
Impact
Stake-
Holder
Impact
Govt
Role 1 2 3 4 5 6

26. Visit the tutor2u BUSS4 Takeovers and Mergers Blog for more resources