ETA Annual Conference

EVENT OPENING & WELCOME

• 8:00 AM - 8:30 AM  Registration, Networking, Breakfast
• 8:30 AM - 9:15 AM  Event Welcome Address, Facilitated Engagement / Networking**

**The opening ceremony is designed to set the tone for the entire event! This professionally facilitated session offers a unique opportunity to engage and network with fellow attendees in a meaningful and purposeful way. Don’t miss the chance to spark valuable connections, exchange fresh ideas, and gain insights on how to maximize the impact of your experience all day.

WORKSHOPS

Track 1 - Search to Funding Success: Sourcing Companies to Acquire, Securing Investors, Landing Bank Financing

• 9:30 - 10:15 AM - How to Find Acquisition Targets: A Step-by-Step Guide for Aspiring ETA Operators
• 10:30 - 11:15 AM - Winning Over Investors: What Experienced ETA Backers Want in Entrepreneurs and Deals
• 11:30 - 12:15 AM - Debt Financing Essentials: How to Secure Approval from Lenders and Sellers

Track 2 - Unlocking Growth & Exit Potential: Approaches to Achieve Operational Efficiency, Growth and Premium Exits in ETA

• 9:30 - 10:15 AM - NEO's ETA Resource Advantage: Why Our Northeast Ohio ETA Ecosystem Leads the World in Resources that Optimize ETA at Every Stage
• 10:30 - 11:15 AM - Establishing Operational Excellence and Scaling Your Business: Implementing Systems for Profitable Growth and Increased Buyer Appeal
• 11:30 - 12:15 AM - Preparing for a Premium Sale: How to Attract Private Equity and Strategic Buyers 

Track 3 - Mastering the Deal: Transaction Strategies and Maximizing Value

• 9:30 - 10:15 AM - Navigating the ETA Deal: A Step-by-Step Guide and Current Market Trends
• 10:30 - 11:15 AM - Selling Smart: Key Factors and Pitfalls for Sellers to Avoid When Preparing for a Sale
• 11:30 - 12:15 AM - Exit with Impact: Exploring the Power of ESOPs Unlocking Tax Advantages, Flexibility, and Legacy Preservation

• 12:15 -1:00  p.m.: Lunch break and networking
• 1:00-1:15 p.m.: PM Session Welcome, NEO’s ETA Ecosystem Bright spots & Vision
  • Aaron Caplan, Managing Partner of Promise Partners ETA Accelerator
  • Andrew Medvedev, Co-Dean of The Weatherhead School of Management
  • Jeff Bouwman, Co-Founder of the AiMS Institute and Event Facilitator
• 1:15-2:15 p.m.: ETA Panel: Real-Time Perspectives from ETA Stakeholders -  How to become a highly credible buyer and how the NEO ETA Ecosystem supports the journey
  • Simon Peck, Panel Moderator, Professor at Weatherhead and ETA Initiative Faculty Advisor
  • Panelists:
    • Kiley Smith - SVP Team Leader at CF Bank
    • Sean Ward - Founder and CEO of Midtown Capital Advisors
    • Denise Shade - Founder, Cormitto Partners
    • Larry Fulton - CEO of Fulton Capital 
• 2:15-2:40 p.m.: ETA “How To” Offerings at Weatherhead for degree and non-degree students and executives on the ETA path
• 2:40-3:40 p.m.: ETA Fast Pitch Competition: What Does an Attractive ETA Acquisition Look Like? $3K in Prize Money goes to Student Teams that Pitch the Most Compelling "Quality Company in an Attractive Industry."
  • Judges:
    • Larry Fulton, ETA Investor / Entrepreneur, CEO of Fulton Capital
    • Brendan Anderson, ETA Investor / Entrepreneur, Founder ScaleCo Capital
    • Reid Tileston, ETA Investor / Entrepreneur, Adjunct Professor of ETA at Weatherhead
    • Scot Lowry, Moderator, ETA Entrepreneur / Investor, Professor of ETA at Weatherhead
• 3:40-4:30 p.m.: Immediate ETA Opportunities, Accelerating ETA, Closing Comments
  • Brendan Anderson, Founder of ScaleCo 
  • Scot Lowry, Managing Partner, 
  • Jeff Bouwman, Event Facilitator, Co-Founder The AiMS Institute

A Step-by-Step Guide for Aspiring ETA Operators

Start: 9:30 a.m.

End: 10:15 a.m.

Description: Learn how to lower the risk of entrepreneurship with an emphasis on ETA frameworks to support sourcing acquisition targets. Explore what works and doesn't work with examples from ETA entrepreneurs. This workshop will also touch on sourcing via franchises.

Who It's For:

• Aspiring business owners and students
• Existing business owners seeking growth through acquisition
• Investors / Advisors seeking to engage with the ETA community
• Educators interested in how ETA benefits entrepreneurial students

What You Will Learn: 

• Understand how ETA is lower-risk entrepreneurship
• Common sourcing strategies
• What works and what doesn't work when sourcing
• Opportunities presented by franchises for ETA entrepreneurs

Presenter Bio: Reid Tileston is an Adjunct Professor at Weatherhead School of Management, specializing in Entrepreneurship Through Acquisition. With 16 years of experience in acquiring, growing, and selling companies, he lectures at institutions like Dartmouth and the University of Chicago, where he also serves on the ETA Advisory Committee. Reid holds degrees from UC Berkeley and the University of Chicago Booth School of Business, and is currently pursuing a PhD at Case Western Reserve University.

Workshop Contributors: Brian Cox is the Owner and CEO of C&R Restaurant Group, a franchisee of Taco Bell, where he has held leadership roles since 2012. Prior to that, he served as Director of Franchise Business Management at Taco Bell, working with over 900 restaurants and $900 million in revenue. Brian has extensive experience in business strategy, having led finance and strategic planning roles at Taco Bell and Walt Disney Imagineering. His efforts have driven millions in cost savings and improved business operations. He holds over 20 years of leadership experience in the restaurant and entertainment industries.

What Experienced ETA Backers Want in Entrepreneurs and Deals

Start: 10:30 a.m.

End: 11:15 a.m.

Description: GJ and Larry will draw from their experience acquiring, operating, and investing. GJ's experience includes investing in 50+ ETA entrepreneurs and securing investors for his acquisition of RIA Complete, a business acquired via the "traditional search fund" ETA model. Larry bring years of experience as an owner, operater, former SBA banker and investor as the founder of Fulton Capital. Through interaction with the audience, GJ and Larry will replay what it takes to land investor support.

Who It's For: 

• Aspiring business owners and students
• Existing business owners considering growth through acquisitions
• Investors / Advisors seeking to engage with the ETA community
• Educators interested in how ETA benefits entrepreneurial students

What You Will Learn:

• What defines a quality company investors want to acquire
• What industry dynamics are investors most attracted to
• What do investors look for in operators/entrepreneurs they back

Presenter Bio: GJ King is a Partner at BK Growth Partners. BK Growth Partners is a family investment company that GJ co-founded with Will Bressman which invests in search funds. Previously, he was the president of RIA in a Box, a regulatory compliance software company for investment advisers. Originally, Will and GJ acquired RIA in a Box via a search fund. Under Will and GJ’s leadership, the value of RIA in a Box increased over 70x. GJ resides in the Cleveland area with his family. He holds an MBA from the Graduate School of Business at Stanford University and a BA from Brown University where he graduated magna cum laude. GJ is an Adjunct Professor at the Weatherhead School of Management where he teaches Entrepreneurship Through Acquisition.

Presenter Bio: Larry Fulton is the Founder and Managing Principal of Fulton Equity, a Cleveland-based holding company investing in lower middle-market companies in industrial, business services, consumer products, and value-add distribution. With 20 years of experience, Larry previously led Alcoa Sub-Assembly & Logistics through a successful turnaround. He has also held roles at KeyBank, the Small Business Administration, and Marconi. Larry's acquisitions include D.P. Products, LEFCO Industries, HandiCraft, and Hanlon Composites. In 2008, he formed a Joint Venture with Worthington Industries, which he later bought out in 2012. He sold LEFCO Worthington to Evergreen Cooperatives in 2023. Larry holds a B.S. from Florida A&M and an MBA from The Weatherhead School of Management at Case Western Reserve University.

How to Secure Approval from Lenders and Sellers

Start: 11:30 a.m.

End: 12:15 a.m.

Description: Join Kiley, Jon, and Michael for an in-depth workshop on securing and structuring debt financing for acquisitions, drawing from their extensive experience. You'll gain unique insights from bankers, sellers, and acquisition entrepreneurs, learning exactly what banks look for in operators and companies. Discover when seller notes and earn-outs are ideal, and how to effectively approach seller financing. Plus, understand the common mistakes to avoid when dealing with banks and sellers. This is a rare opportunity to learn firsthand from industry experts—don't miss the chance to strengthen your acquisition strategies!

Who It's For: 

• Aspiring business owners and students
• Existing business owners considering growth through acquisitions, or potentially selling 
• Investors / Advisors seeking to engage with the ETA community
• Educators interested in how ETA benefits entrepreneurial students

What You Will Learn:

• What banks look for in operators and companies
• When do seller notes and earnouts make sense
• How to approach seller financing with sellers
• Common mistakes and how to avoid them
• Pros/Cons of Traditional Bank Loans vs. SBA Backed Loans

Presenter Bio: Kiley Smith is a proven senior lender focusing on merger and acquisition and has been successful in financing over 70 acquisitions. Kiley currently serves as SVP Team Leader at CF Bank. Since 1892, CF Bank has been providing Boutique banking services to companies currently located in Northeast Ohio, Columbus, Cincinnati, and Indianapolis. She earned a BS in Marketing, Concentration in Japanese, Bentley College and MBA, focus in Strategy and Organizational Behavior from Weatherhead School of Management.

Presenter Bio: Jon Cocco is the CEO and Owner of Feedall Automation and Linden Polyurethane, companies he acquired in 2017 and 2019 after 15 years of managing large corporations for private equity funds. Under his leadership, Feedall and Linden have experienced steady growth and have added strategic acquisitions and real estate assets to the portfolio.  Previously, he served as COO of Q Holding Company and Vice President of Goodyear/Veyance Technology, where he successfully led business carve-outs, international expansion, and a successful PE exit. With extensive experience in global operations, Jon has overseen multi-million-dollar P&Ls and large-scale manufacturing across multiple industries and countries.

Presenter Bio: Michael Fox is a seasoned business executive with over 20 years of experience across diverse industries such as manufacturing, software development, marketing, and corporate strategy. After his first acquisition attempt failed, he successfully purchased Ohio Travel Bag, sparking his passion for empowering entrepreneurs through capital, mentorship, and advisory support. In 2015, he founded Zorro Capital LLC, focusing on transitioning Midwest manufacturing businesses to new ownership. A Cleveland native, Michael is also an active real estate investor, beekeeper, and advocate for regional development. He splits his time between Cleveland, Ohio, and Hilton Head, South Carolina, with his family.

Why Our Northeast Ohio ETA Ecosystem Leads the World in Resources that Optimize ETA at Every Stage

Start: 9:30 a.m.

End: 10:15 a.m.

Description: Workshop provides an overview of the Northeast Ohio ETA Ecosystem going back to the 1980s, the most mature ETA ecosystem in the world. Perspective from Northeast Ohio's ETA system participants regarding what ETA is and how to jumpstart your ETA journey in Cleveland by accessing the one of a kind resources available to ETA entrepreneurs and business owners in Northeast Ohio.

Who It's For:

• Aspiring business owners and students newer to ETA
• Existing business owners seeking growth or preparing for a future sale.
• Investors / Advisors seeking ways to engage with the ETA community
• Community development pros interested in economic development using ETA
• Educators interested in how ETA benefits entrepreneurial students

What You Will Learn:

• ETA Compared to typical career paths and start-ups
• 3 Ways Existing Business Owners Benefit from ETA
• How to access resources for aspiring acquisition entrepreneurs and current business owners
• The power of peer networks and mentoring and benefits for aspiring and current business owners

Presenter Bio: Scot Lowry is co-founder of Promise ONE Companies, an ETA holding company whose principals have acquired over 60 companies. Scot became an ETA entrepreneur after receiving his MBA from Weatherhead. Scot is also a board member at Promise Partners, a non-profit ETA Accelerator, and the Richard L. Osborne Professor of Entrepreneurship at Weatherhead, where he teaches ETA.

Workshop Contributors:

• David Lukas is the Deputy Director of Business Growth for the City of Cleveland, where he focuses on fostering economic development. Previously, he served as Assistant Director of Community and Economic Development for Summit County, overseeing programs like site selection, tax incentives, and workforce development. With a background in small business lending and strategic planning, David has extensive experience in project management, financial analysis, and economic development. He is dedicated to supporting business growth and retention in Northeast Ohio.
• Kadecia Ber is a seasoned executive specializing in enterprise sales, operations, and digital advertising. Currently, she serves as Senior Director of Sales Planning & Account Strategy at Yelp. Known for building and leading teams through rapid growth, she excels at solving business challenges, developing managers, and driving operational efficiency. Kadecia is also a Promise Partners ETA Acclerrator member currently planning for a future acquisition search. She also serves on the Board of Promise Partners.
• Marcia Ciryak is the Director of Business Transition at Manufacturing Works where she focuses on helping member companies prepare for effective exits and transitions. She excels in communication, relationship building, and creative problem-solving, focusing on helping manufacturing businesses thrive. Marcia has also led program engagement and membership development initiatives, contributing significantly to Northeast Ohio's business growth.
• Brianna Shultz is the Vice President of Learning & Development at Manufacturing Works, where she leads training programs and partnerships to support workforce and business growth. She is also the Founder and Managing Partner of HumanEdge Strategies, LLC, specializing in leadership development and employee engagement.
• Aaron Caplan is the Managing Partner of the Promise Partners ETA Accelerator, a non-profit that has helped 67 people become owners in 90+ companies using ETA strategies. Aaron is also an experienced ETA entrepreneur and investor specializing in operational efficiency, with a proven track record in startups, turnarounds, and mature organizations. Aaron is also an alumni of The Weatherhead School of Management.
• Phoebe Lee is the CEO of Acumen Apparel, a minority and woman-owned full-service uniform company, providing customized uniform solutions with superior customer service on a national level. Phoebe is also a member of the Promise Partners ETA Accelerator where she seeks to grow here business ownership interests using acquisitions. She also serves on the board of Promise Partners.

Implementing Systems for Profitable Growth and Increased Buyer Appeal

Start: 10:30 a.m.

End: 11:15 a.m.

Description: Discover how successful business owners are achieving maximum results in half the time by transforming the way they plan, lead, and operate. This workshop explores why traditional small business management practices often fail during times of rapid change and complexity, and introduces modern approaches that drive growth. Whether you're looking to elevate your current business or lead a newly acquired one, this session offers proven strategies to bring out the best in your business. Learn how to maximize value as a long-term owner or potential seller in this insightful and actionable workshop.

Who It's For: 

• Existing business owners seeking growth, or planning for a future sale
• Investors / Advisors seeking ways to bring out the best in their companies / clients
• Leaders seeking to increase buy-in / ownership with teams so they can improve results
• Aspiring business owners and students seeking strategies to run a newly acquired business

What You Will Learn:

• Why some companies are thriving (both pre and post acquisition), while others struggle to survive
• The key components of your management system, and how you need to be thinking about them in the modern era
• 2 simple shifts that maximize what is possible in your business (faster and more naturally than ever before)
• How to drive results, shape culture, and build leadership bench strength (simultaneously)
• How business owners / leaders like you are using modern approaches to transform what's possible via real case studies

Presenter Bio: Jeff Bouwman is the Co-Founder and CEO of the AiMS Institute, a certified Appreciative Inquiry Practitioner, CPA, author, and strategic advisor. With over 25 years of senior leadership experience, he has led and scaled multiple companies. Jeff also teaches leadership at Western University and has worked with clients like Charles Schwab, GM, and Rockwell Automation.

Presenter Bio: Brendan Anderson is the Founder and Managing Partner of ScaleCo Capital, where he focuses on growth strategy, deal sourcing, and investor relations. With over 25 years of experience, Brendan has helped lower middle-market companies thrive, previously co-founding Evolution Capital Partners. He holds an MBA from Loyola University’s Quinlan School of Business.

How to Attract Private Equity and Strategic Buyers

Start: 11:30 a.m.

End: 12:15 a.m.

Description: Looking to acquire your first company, or grow your current company, and potentially sell to a private equity firm in the future? This workshop is your gateway to understanding what sophisticated investors and private equity firms seek in both acquisitions and operators. Learn what makes a business stand out, how to identify an attractive industry and discover the traits that make entrepreneurs appealing to high-level investors. Get insider insights from seasoned private equity professionals on how to elevate your acquisition strategy, build value in your business, and position yourself for a premium exit—perhaps even to top firms like Riverside or ScaleCo. Whether you're a small business owner or an aspiring entrepreneur, this workshop will equip you with the tools to increase the value of your current or future company.

Who It's For:

• Existing business owners seeking growth or planning for a future sale
• Aspiring business owners and students
• Investors / Advisors seeking to engage with the ETA community
• Educators interested in learning about private equity

What You Will Learn:

• Private equity investment criteria
• Private equity deal review process
• Factors that are most attractive and lead to premium valuations

Presenter Bio: Cheryl Strom is Partner, Origination, at The Riverside Company, one of the largest private equity firms focused on the smaller end of the middle market. She began her career in finance after earning an MBA from the Weatherhead School of Management in 1999, and working for National City Bank for six years before joining Riverside. Cheryl is a past managing partner of Promise Partners, a non-profit ETA Accelerator in Cleveland, and past board president of the Association for Corporate Growth, Cleveland chapter.

Presenter Bio: Brendan Anderson is the Founder and Managing Partner of ScaleCo Capital, where he focuses on growth strategy, deal sourcing, and investor relations. With over 25 years of experience, Brendan has helped lower middle-market companies thrive, previously co-founding Evolution Capital Partners. He holds an MBA from Loyola University’s Quinlan School of Business.

A Step-by-Step Guide and Current Market Trends

Start: 9:30 a.m.

End: 10:15 a.m.

Description: Join this workshop to explore the latest trends in acquisition deal structures and valuations. You'll gain a clear understanding of the process before and after signing a letter of intent (LOI), including what information to expect at each stage and how to handle it efficiently. By learning about typical timelines and steps, you’ll be better equipped to ensure smooth, timely deals. Perfect for those new to acquiring small companies, this workshop will provide the insights you need to navigate acquisitions successfully.

Who It's For:

• Existing business owners seeking growth through acquisition or planning for a future sale
• Aspiring business owners and students
• Investors / Advisors seeking to engage with the ETA community
• Educators interested in learning about private equity

What You Will Learn:

• Current trends in deal structures and valuations
• What information to expect before and after the letter of intent (LOI)
• How long it should take to complete steps in the process
• How to navigate the process in a timely manner
• Common mistakes and how to avoid them

Presenter Bio: Lloyd Bell is the Director of Corporate Finance at Meaden & Moore, specializing in business valuation, corporate finance, and growth strategies. He helps clients enhance value through cash flow forecasting, capital allocation, and mergers & acquisitions, leveraging his experience in banking, private equity, and financial management. Lloyd holds an MBA from Case Western Reserve University’s Weatherhead School of Management and is a frequent speaker on corporate finance and valuation topics.

Key Factors For Success and Pitfalls for Sellers to Avoid When Preparing for a Sale

Start: 10:30 a.m.

End: 11:15 a.m.

Description: Thinking of selling your business but unsure where to start? This workshop is designed for small business owners with limited experience in selling. You'll learn practical steps to prepare for a successful sale, attract quality buyers, and maximize valuation. Discover what top sellers do to stand out and avoid common mistakes. You'll also gain insights from the latest research on seller satisfaction and hear expert tips on navigating the process smoothly. Don’t miss this chance to sell smart!

Who It's For:

• Existing business owners seeking profitable growth or planning for a sale at some point
• Aspiring business owners and students
• Investors / Advisors seeking to engage with the ETA community
• Educators interested in learning about ETA

What You Will Learn:

• Where to start if you are considering a sale soon or in the future
• What business owners do to be ready to sell their business
• How to attract quality buyers and high valuations
• What causes sellers to have high and low satisfaction as result of sellng
• Common mistakes and how to avoid them

Workshop Moderator: David Croft is a Partner at Meyers, Roman, Friedberg and Lewis specializing in Cybersecurity, and Blockchain & Cryptocurrency practices. He provides strategic legal counsel in business law, intellectual property, and corporate governance, focusing on technology, manufacturing, and digital currency sectors.

Presenter Bio: Jim Myers is Vice President and Team Lead at Howard Hanna Business Advisors. With 16 years of banking experience and hands-on involvement in buying and selling businesses, Jim has a deep understanding of scaling and maximizing value. His leadership is driven by faith, family, and a passion for helping businesses thrive.

Presenter Bio: Sean Ward is the Founder and CEO of Midtown Capital Advisors, specializing in sell-side advisory services, business consulting, and debt restructuring. With extensive experience in small business consulting, Sean works closely with owners preparing for transitions. Midtown Capital Advisors excels in navigating complex transactions and optimizing outcomes for business sales and mergers.

Presenter Bio: Reid Tileston is an Adjunct Professor at Weatherhead School of Management, specializing in Entrepreneurship Through Acquisition. With 16 years of experience in acquiring, growing, and selling companies, he lectures at institutions like Dartmouth and the University of Chicago, where he also serves on the ETA Advisory Committee. Reid holds degrees from UC Berkeley and the University of Chicago Booth School of Business, and is currently pursuing a PhD at Case Western Reserve University.

Unlocking Tax Advantages, Flexibility, and Legacy Preservation

Start: 11:30 a.m.

End: 12:15 a.m.

Description: Are you considering selling your business but unsure about your options? Have you thought about selling to your employees through an Employee Stock Ownership Plan (ESOP)? This workshop will introduce you to the benefits of ESOPs, including tax advantages, flexibility in structuring the sale, and maintaining your company’s legacy. You'll learn how ESOPs can reward employees with ownership while preserving jobs and company culture. Presenters will share key factors that make ESOPs an attractive option and provide resources for those interested in exploring this unique exit strategy.

Who It's For:

• Existing business owners considering options to sell their business at some point
• Aspiring business owners and students
• Investors / Advisors seeking to engage with the ETA community
• Educators interested in learning about private equity

What You Will Learn:

• What ESOPs are and how they work
• How ESOPs provide advantages to sellers regarding taxes and structures
• How ESOPs can reward employees, preserve jobs and company culture
• Factors that make ESOPs a good option for a seller/company
• Where to learn more about ESOPs

Presenter Bio: Sean-Tamba Matthew is a Shareholder at SES ESOP Strategies, advising companies, boards, and trustees on ESOP transactions, corporate governance, and formation matters. With expertise in mergers, acquisitions, leveraged buyouts, and corporate reorganizations, Sean also serves on the advisory board of Talley Management Group and is active in nonprofit leadership.

Presenter Bio: Michael Palmieri is the Program Director at the Ohio Employee Ownership Center (OEOC) at Kent State University. He earned his PhD in Political Science at Kent State University, focusing on how employee-owned companies impact economic inequality, community wealth, and civic participation. At the OEOC, he supports business transitions to employee ownership and coordinates the center's year-round programming for existing employee-owned companies.