Page 33 - ATR 4 2013

CALENDAR

OF EVENTS

“you haVe to uNderstaNd the moral Values
aNd family Values aNd you haVe to matCh it
with someoNe who has the same moral aNd September
ethiCal aNd family Values. otherwise it’s Just SEPTEMBER 19
Not goiNg to work.” ATA MAInTenAnce And
Technology councIl
—aNdy aherN MeeTIng
aherN & assoCiates Northwest Arkansas
SEPTEMBER 24–26
2013 SAfeTy & h.R. nATIonAl
confeRence & exhIbITIon
John Ascuaga’s Nugget
tion,’ ” Ahern said. “ ‘If you’re going to they don’t really have a clue how to get Reno, Nevada
make those types of demands you’re not to where they want to be,” Ahern said. SEPTEMBER 25–26
going to be able to sell your business.’ ” “They believe if they need more revenue nATMI TRAInIng: eSSenTIAlS
Ahern said strategic buyers tend to they just go out and buy it.” of fleeT MAInTenAnce/
understand that it is the employees who The process includes client consul- coST conTAInMenT
STRATegIeS foR fleeT
give a company most of its value. tation, sharing of information with a MAInTenAnce MAnAgeRS
“If they have value, strategic buyers 45- to 60-day non-disclosure agreement The Victory Building
do not terminate,” Ahern said. “They and a non-binding letter of intent. Little Rock, Arkansas
keep the dispatch. They keep the sales, “You have to have your processes
they keep the marketing, all the things down,” Ahern said. “A buyer has to have OctOber
that are critical.” a team. He has to have a due diligence oCToBER 1–2
But if a seller starts making team. They each have to have specific TcA hIghWAy Angel
demands he will wind up with no sale, goals and objectives. They have to be on KIcK-off TouR AT PeTRo
SToPPIng cenTeRS
Ahern said. the same page as far as what they are North Little Rock and West Memphis,
“As you grow your business, the looking for, how it’s going to take place, Arkansas
reason businesses grow is not because when it’s going to take place. They have oCToBER 7–11
of the owner,” he said. “I think the to be prepared to pull the trigger and nATMI TRAInIng: MoToR
owner, where that is a he or a she, they not window shop.” fleeT SAfeTy PRogRAMS
(cdS/cSS)
have got to have good planning but they Trucking is a cyclical, constantly The Victory Building
grow because they have good people.” evolving business Ahern said. No longer Little Rock, Arkansas
Just like sellers, buyers must be can hard work alone free a company oCToBER 10
prepared, Ahern said, and do their from its troubles. ATA boARd of dIRecToRS
homework and, most important, figure Now a company must keep up with MeeTIng
out what it really is they want to buy. the times, whether that means dealing oCToBER 19–22
A buyer should also have a good under- with new mandates from Washington 2013 ATA MAnAgeMenT
confeRence & exhIbITIon
standing of the business or businesses or adapting to new technology, in order orlando World Center Marriott,
he already owns. to maintain or improve its value. orlando, FL
But if a company does the right oCToBER 24
valUE baSicS things and holds its value, and the buy- ATA SAfeTy MAnAgeMenT
“You have to make sure your com- ers and sellers approach the process councIl / MAInTenAnce
And Technology councIl
pany is fundamentally sound. You have with an open mind and their homework joInT MeeTIng
to make sure your core expenses are in done, the matchmaking can be sweet Northwest, AR
line,” Ahern said. If not, “buying the and satisfying.
company could have just the opposite “I remember my most unsuccessful
effect of what your reasons are.” dates are because I didn’t take the time
Sometimes buyers wanting to to learn that person’s values,” Ahern
expand see purchasing a company as a said. “And when I married my wife I
quick way to grow the business. took the time to learn her values and
“Historically, when you’re looking we both knew each other for years and
at your mid-size trucking companies years and years.”

arkansas Trucking reporT | issue 4 2013 33