FORT WORTH, TX – Familiar speakers at Medtrade West and Medtrade East have confined their presentation skills to Zoom calls and client interactions over these many pandemic months. When Medtrade West convenes July 12-14, 2021 at the Phoenix Convention Center, they’ll have a chance to reinvigorate their face-to-face persona and spread the knowledge.
For Medtrade West presenter Bradley M. Smith, ATP, CM&AA, managing director/partner at Vertess, that knowledge sits squarely in the mergers and acquisition (M&A) field where business is booming. “It’s a seller’s market,” Smith says. “We’ve had the highest multiples since any time I’ve been in this.”
Smith attributes buyers’ enthusiasm to a relatively clear view of the future along with a slightly rosier perception of competitive bidding, at least when compared to recent years. “There are a lot of private equity players backing DME companies right now and they are looking for more,” Smith reveals, “They see the possibility to consolidate the market and continue to grow. The M&A market is robust right now, and I expect it to stay robust.”
Smith encourages potential sellers to think like buyers and objectively look at their organization. “Be realistic about what’s actually valuable within your company,” Smith advises. “And a lot of sellers don’t realize that their employees are some of their most valuable assets. Great employees are the most attractive elements for large nationals. That’s something that they need, and they have an easier time acquiring then going out and hiring on their own.”
While demand for acquisitions is leading to consolidation across the country, business travelers are starting to think about getting on the road again as COVID vaccinations become widespread. Count Smith among the enthusiastic. “I love Phoenix, and I’m so excited to get the hell out of the house for Medtrade West,” he says. “And by the time we get to October, everyone will just be pouring back into Atlanta for Medtrade East…and I think Medtrade is imperative for the success of our industry.”