Mergers & Acquisitions Advisory

A Neumann & Associates, LLC

January 6, 2013

Fiscal Cliff Resolved…Now What?

By Joseph Eneldas


We’ve learned over the years that holidays are a time for many companies to take a step back and reflect. Many use this time to formulate new plans, budgets and human resource allocations for the upcoming year.

“The same principles apply to us as an M&A and business brokerage firm,” says Achim Neumann, President of A Neumann & Associates, LLC, New Jersey. “However, we have the distinct advantage of speaking with hundreds of business owners during this period, giving us unique insight into their expectations and thinking for the upcoming year.”

In any given month, the A Neumann & Associates professionals interact with anywhere from 500 to 1,500 business owners along the vital New York to Washington DC corridor. Recently the company opened its fifth field office, which will be managed by newly appointed Director, Marketing, Southeast PA and Northern DE, Michael Feite. The company provides professional business services from Southern New York State to Northern Maryland and Delaware.

So, is there a common theme we hear echoed among business owners?

‘Guarded optimism’ seems to be a fair description of the general expectations. Most business owners are relieved about avoiding the infamous fiscal cliff—while recognizing the continued challenges ahead—and have reconciled themselves to the fact that the new healthcare regulations will be coming into effect. A considerable regional challenge continues to be the rebuilding that must take place as a result of Superstorm Sandy, particularly for the New Jersey shore counties. As an example, a business owner located on a major highway leading to the beaches explained that she lost 75% of her customers, “because nobody lives there anymore,” even though her business plant was not directly impacted.

“We feel that this ‘guarded optimism’ will gain momentum as the year progresses” says Neumann. “We have seen numerous leading indicators pointing up in our business, for example, valuations.” Valuations very often indicate a business owner’s desire to transfer company ownership, and with over 30 companies undergoing a valuation at this time, there is most certainly an uptick compared to 2012.

In addition, another trend has established itself throughout 2012. The average age of business owners approaching the company to sell their businesses has significantly increased. “At no time in the past have we interacted with so many business owners over the age of eighty” says Neumann. Presumably a lot of folks have waited since the massive downturn in 2008 with hopes of a return to a 2007 type of environment. However, they also recognize that such profitable times will not materialize within the current time period, so the decision was made to implement exit strategy planning—albeit very, very late.

In sum, these predictions reflect the ‘guarded optimism’ of many business owners for 2013. The company projects continued growth with more deal-making due to more ‘quality’ profitable businesses becoming available, and an environment driven by many very well-financed, highly experienced buyers who will be very selective when choosing a business to invest in.

From the firm’s point of view, this will require  cautious expansion with the additional opening of new offices to better serve clients. Expansion will allow the company to not only offer a wide spectrum of M&A services, such as legal and accounting/tax advisor referrals, acquisition financing and deal structuring, but also to offer these services throughout a wider geographical area.

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About A Neumann & Associates, LLC

A Neumann & Associates, LLC is a professional mergers & acquisitions and business brokerage firm having assisted business owners and buyers in the business valuation and business transfer process through its affiliations for the past 30 years. With an A+ Better Business Bureau rating, the company has senior trusted professionals with a deep knowledge based in multiple field offices along the East Coast and has performed hundreds of business valuations in its history. The firm’s competitive transaction fees are based on successfully completing transactions. For more information, please contact A Neumann & Associates at 732-872-6777 or

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Client Testimonials

“I had been in touch with Karin and Gary from A Neumann & Associates regarding some opportunities and was looking forward to meeting with them. Hence, when they organized a seminar in Princeton, NJ, I was quick to sign up. The seminar was very informative as the team walked the attendees through various scenarios and referenced real life buying/selling situations they had been through. The sessions by Gary, Karin and Achim were crisp and focused and brought clarity to potential seller and buyers. I strongly recommend the team and look forward to continue working with them.”

Gaurav Tyagi

“Thank you for your Event on "How to value, Sell, and Buy A Business for Maximum Profit" and the insight into ANA’s approach on what is involved in the Business Exit for sellers. Garys Hervieiou's "Business Valuation", Achim's "Deal structure" presentation and Karin’s "Preparing the Package" are real street knowledge shared. They answered attendees questions which makes it more interesting for learning from others. Great for small businesses like us. The presentations were totally worth our time and travel for the event to Princeton, NJ from Rockville MD. Ravi Bhutani, President, CIPS”

Ravi Bhutani

“Gary, this is to thank you for an excellent job done in selling our business. We could never have done it without your professional expertise, dedication and time put in without reservation to make it happen. We will gladly and highly recommend you to anybody in our position.  It was a pleasure to work with you.”

Pat Iammatteo, Owner

“Your vetting is simply outstanding, among the best I've seen from a broker.”

Eric H., Investor

“I recently contacted A. Neumann and Associates about getting a valuation of my business done. I spoke with Marc, who explained the process in detail. After meeting with Marc in order to get a clear understanding of my business, and what I was hoping to accomplish. His patience in answering all my questions and his knowledge of the proper way to market my business gave me great confidence that this is the firm I will be using to sell my business for max value. Working with Marc at A Neumann & Associates was very easy and professional. I did not know all that was going to be involved in selling my business but they helped me through the process. What I thought was going to be a just another one of those pushy sales companies was just the opposite. Polite, knowledgeable, and a pleasure to talk to and deal with. I highly recommend this firm to anybody who wants to sell now or down the road. Marc not only knows his stuff, but actually is a real nice guy.”

Double Diamond

“Used A Neumann & Associates to sale my business. could not imagine having done it with out the patience and experience Gary provided. Thanks Gary,”

Dennis Frazier

“Working with Marc and his company was a pleasure. What I thought was going to be a just another one of those pushy sales companies was just the opposite. Polite, knowledgeable, and a pleasure to talk to and deal with. Marc handled most of the interaction and he has one of the greatest demeanors. Again, it was a pleasure working with him and his firm.”

Douglas DiCeglio

“I recently completed an acquisition using A Neumann & Associates. Tony Valentino was very helpful and accessible during the entire process. They do a thorough job vetting both parties and got us to the finish line.”

Srini Mudambi

“Claus out of Florida helped us with the sale of our business. We had never done anything like this and him and his team walked us through the process from start to finish. We had some challenges through the process and Claus continued to show up even in the difficult conversations.”

Colby Harris, Co-Owner, Del Mar Designs

“Claus Madsen thoroughly helped us with selling our company. From the 1st introductory meeting explaining to us what was possible, to providing us with resources to assist with the sale. Claus was invaluable throughout the whole sales process. Claus was with us every step of the journey and always made himself available for any questions or issues that came up along the way. If you are interested in selling your business, I encourage you to reach out to Claus and the ANA team so that they can let you know what’s achievable. These guys will make it happen!”

Ron Harris, Co-Owner and Vice President, Del Mar Designs
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Contact A Neumann & Associates, LLC

If you are considering selling your business, please contact us to learn more about our comprehensive service spectrum. Our experienced professionals will answer all your questions about selling a privately held business in complete confidentiality. Please fill out our contact form, or call us at 732-872-6777. We will contact you directly and will never identify ourselves to your employees.

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