Selling a business after a great run. Finding the right buyer, making the right decision, doing the deal right - Episode 70 of the Industrial Growth Institute Podcast with Michael Horn, Jr. Summary This week, Michael Horn, Jr., former CEO of AC Horn, a fourth-generation family-owned food processing machinery builder, is in the studio chatting about the journey to a business sale. After military service and a stint as a ski instructor, he joined the struggling family business in 2011 and became CEO unexpectedly in 2014 when his father died in a bicycle accident. Michael shares details of the transformation he helped lead, turning a company weakened by the GFC into an automated, precision, contemporary manufacturer, and shifting from fabrication and component sales to systems. Fun fact - 80 to 90 % of nut butters made in North America ran through at least one AC Horn machine. Michael speaks in detail about changes in buyer behaviors, the growth of buying teams, the impact of COVID-19 & PPP funds on capital equipment spending cycles, and succession planning. He offers tips for companies considering an exit, including: Hire professional M&A advisors Work outside the family business first to gain perspective and leadership experience Maintain clean financial records and establish proper organizational structure with defined processes The bottom line from Michael's perspective is simple - "Treat the business as an asset, not an heirloom." This enables you to make informed business decisions, including an exit if and when that becomes appropriate. In Michael's case, he watched another family successfully exit, and he planned to strategically emulate them. In early 2024, AC Horn was acquired by Probat. Takeaways Experience in the military teaches important business skills and perspectives Succession planning is critical Work outside the family business is an important preparatory step Generational refresh can be important. Michael Sr. diversified from metal fab into machinery and Michael Jr. modernized the shop and business approach Independent advisors and/or directors can guide a company through strategic transitions and exits Bigger transactions (system sales) may be beneficial to both seller and buyer International markets and competition have changed significantly in the past 15 years Consolidation of domestic suppliers, often through earlier exits, has changed the landscape for manufacturers COVID and PPP money may have distorted capital equipment investment cycles Proper financial reporting is necessary to prepare for any transaction Managing the business and diligence is taxing Professional M&A advisory is critical to navigate the exit journey and achieve an appropriate outcome Takeaway Quotes from Michael Horn "Think about your business like it's an asset, not an heirloom." "Assets have value. Values go up and down." "You may think that you know your business, but you'll have no idea how to sell it." Learn more about the Horn family legacy and machines: AC Horn LinkedIn: Michael Horn, Jr. and Ed Marsh Twitter: Ed Marsh Instagram: Ed Marsh YouTube: @EdMarsh Show Transcript  Chapters 00:00 The Importance of Legacy in Family Businesses 02:16 Michael Horn's Journey in the Family Business 06:33 Transitioning Leadership: A Personal Story 17:11 Navigating Crisis and Succession Planning 23:52 Adapting to Market Changes and Buyer Behavior 30:20 Building Strong Supplier Relationships 40:47 The Art of Relationship Building in Sales 43:05 Market Dynamics and Sales Strategies Post-COVID 46:19 Advice for Machinery Companies Facing Slowdowns 50:06 The Journey of Selling a Family Business 53:48 The Importance of M&A Advisors 57:39 Post-Sale Reflections and Employee Communication 59:30 Preparing for Future Business Transactions 01:02:34 Advice for G3 and G4 in Family Businesses 01:06:08 Resources for Family-Owned Businesses 01:09:30 Final Thoughts on Liquidity Events   You're Marketing and Selling to