Mergers and Acquisitions 314 v1 PDF

MERGERS AND ACQUISITIONS
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INTRODUCTION
Mergers and Acquisitions (M&A) are heady terms. It conjures visions
of multi-billion dollar deals of savvy, sharp investment bankers and
large corporates making significant decisions that have enormous
effects and staggering repercussions.
It must be realized, however, that businesses across the corporate

world have only two options in hand to expand their operations and
gain substantial profits. One way is to grow through internal
expansion by means of introducing new technologies, altering the
course of operations, enhancing work performances and establishing
new lines of products or services. Unfortunately, business grows
gradually by internal expansion. Time is money and the people are in
a hurry. The other way is by external expansion. This external
expansion takes place in the form of mergers, acquisitions, takeovers
and amalgamations – dramatically supporting the globalization of
businesses.
Mergers, acquisitions, takeovers and amalgamations have become

essential components of business restructuring. The process brings
separate companies together to form a larger enterprise and increases
economies of scale. The increasing popularity of these are attributed
to high-end competition and breaking of trade barriers. This
expansion is either done through absorption or consolidation.
Absorption is a condition in which two or more companies come
together to perform operations in an existing company whereas in
case of consolidation, companies come together and create a
completely new entity for their combined operations.
In the present day business world, the procedure is hugely being used
across various industrial segments including telecommunication,
finance, banking, hospitality, pharmaceuticals and information
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technology. Nearly, all industrial progresses today are based on
external expansion and companies look ahead to expand their
customer base, gain credibility and break all barriers in the market
segment by mergers or acquisitions.
Corporate merger and acquisition is defined as the process of buying,

selling, and integrating different corporations with the desire of
expansion and accelerated growth opportunities. It refers to the
aspect of corporate strategy, corporate finance and management
dealing with the buying, selling, dividing and combining of different
companies and similar entities that can help an enterprise grow
rapidly in its sector or location of origin or a new field or new location
without creating a subsidiary or other entity or using a joint venture.
One plus one makes three, this equation is the special alchemy of a
merger or an acquisition. The key principle behind buying a company
is to create shareholder value over and above that of the sum of the
two companies. The reasoning and justification behind mergers and
acquisitions is that two companies together are more valuable than
two separate companies.
This rationale is particularly alluring to companies when times are

tough. Strong companies will act to buy other companies to create a
more competitive, cost-efficient company. The companies will come
together hoping to gain a greater market share or to achieve greater
efficiency. Because of these potential benefits, target companies will
often agree to be purchased when they know they cannot survive
alone.
Mergers and acquisitions are the best processes of corporate

restructuring and have gained substantial prominence in the present
day corporate world. Restructuring usually means major changes and
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modifications in the corporate strategies and beliefs. This shift in
strategic alliances is done with a desire to have an edge over
competitors, eventually creating a new economic paradigm.
The key objective of corporate mergers and acquisitions is to increase

market competition. It works towards a common goal. It holds
different characteristics suited to get the best outcome in terms of
growth, expansion and financial performance.
In many significant ways, this kind of restructuring a business proves

to be beneficial to the corporate world. It greatly helps to share all
resources, skills, talents and knowledge that eventually increase the
wisdom bar within the company. This can further help to combat the
competitive challenges existing in the market.
Further to that, elimination of duplicate departments, possibility of

cross selling, reduction of tax liability and exchange of resources are
other big time benefits of corporate mergers and acquisitions. This not
only helps to cut the extra cost involved in the operation and gain
financial gains but also helps to expand across boundaries and
enhance credibility. This in the long run help increase revenue and
market share, fulfillment of the only desire that drives the growth of
mergers and acquisitions (M&A). 
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Contents
Chapter No. Chapter Name Page No.

Chapter 1 Mergers 6
Chapter 2 Acquisitions 37
Chapter 3 Distinction between Mergers and Acquisitions 49

Chapter 4 Takeover 56
Chapter 5 Reverse Mergers 101
Chapter 6 Basis for Mergers and Acquisitions 112
Chapter 7 Motives behind Mergers and Acquisitions 129

Chapter 8 Reasons for Failure of Mergers and Acquisitions 136
Chapter 9 Value Drivers in Mergers and Acquisitions 144
Chapter 10 Mergers and Acquisition Process 153
Chapter 11 Due Diligence 164

Chapter 12 Legal Issues in Mergers and Acquisitions 224
Chapter 13 Valuation and Accounting Issues 328
Chapter 14 Financing Mergers and Acquisitions 373
Chapter 15 Post Merger Issues 379

Chapter 16 Alternatives 403
Chapter 17 Other Types of Joining Together 428
MERGERS
Chapter 1
Mergers
Learning Objectives
This chapter helps you to understand the concept of Mergers:
• History and evolution of Merger.

• Different types of Mergers with examples.
• Brief idea of development of Mergers in India.
• Definition of Merger.
Structure:
1.1 Definition
1.2 History of Mergers
1.3 Forms of Mergers
1.4 Classification of Mergers
1.5 Horizontal Mergers
1.6 Vertical Mergers
1.7 Co-generic Mergers
1.8 Conglomerate Mergers
1.9 Accretive Mergers
1.10 Dilutive Mergers
1.11 Merger Differentiation
1.12 Summary
1.13 Self-assessment Questions
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MERGERS
1.1 DEFINITION
Mergers have been defined as, “The combining of two or more

companies, generally by offering the stockholders of one company
securities in the acquiring company in exchange for the surrender
of their stock.” This is further explained as, “Basically, when two
companies become one. This decision is usually mutual between
both firms.”
Other definitions include “a combination of two or more businesses

into one business”.
In India, the laws use the term amalgamation for merger. The Income
Tax Act, 1961, defines amalgamation as the merger of two or more
companies with another or the merger of two or more companies to
form a new company in such a way that all assets and liabilities of the
amalgamating companies become the assets and liabilities of the
amalgamated company.
A merger is said to have taken place when owners of separate,

roughly equal sized firms pool their interests in a single firm. Once
the merger occurs, one company survives and the other loses its
identity. The surviving firm takes on the assets and liabilities of the
selling firm. The surviving company either retains its identity or is
rechristened.
Mergers are used to increase long-term profitability by the expansion

of operations. Mergers take place with the consent of the two
companies merging with each other. It can be likened to a marriage –
it requires the consent of the two parties. After the marriage the single
male and female become a married couple. The company buying the
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MERGERS
other company is known as the merged or surviving company and

the one merging with it is known as the merging entity.
Accounting Standard 14 of the Institute of Chartered Accountants of

India (ICAI) states, “Amalgamation means an amalgamation
pursuant to the provisions of the Companies Act, 1956 or any other
statute that may be applicable to companies.”
An amalgamation must satisfy the following conditions:
• After amalgamation all the assets and liabilities of the transferor

(acquired) company becomes the assets and liabilities of the
transferee (acquiring) company.
• Shareholders holding not less than 90% of the face value of the
equity shares of the transferor company (other than the equity
shares already held therein immediately before the amalgamation,
by the transferee company, its subsidiaries or their nominees)
become equity shareholders of the transferee company by virtue of
the amalgamation.
• The consideration for the amalgamation receivable by those

equity shareholders of the transferor company who agree to become
equity shareholders of the transferee company is discharged by the
transferee company wholly by the issue of equity shares in the
transferee company except that cash may be paid in respect of any
fractional shares.
• The business of the transferor company is intended to be carried on,

after the amalgamation, by the transferee company.
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MERGERS
• No adjustment is intended to be made to the book values of the

assets and liabilities of the transferor company, when they are
incorporated in the financial statements of the transferee company,
except to ensure uniformity of accounting policies.
1.2 HISTORY OF MERGERS
When one studies the history of mergers some interesting factors

emerge:
• Mergers take place. This is because it reflects an upward trend

in business.
• The merger movement happens at the same time as developments

in the business environment.
• Mergers happen when companies are responsive to new

investments and profit opportunities arising out of changes in
economic conditions and technological innovations.
• Mergers results in better resource allocations, reallocation

processes and better and more productive resource utilizations.
• In each of the merger waves, mistakes have been repeated and there
have been failures.
• Mergers and acquisitions are now a global phenomenon.
• In recent years there has been an increase of acquirers from

emerging markets.
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MERGERS
• Merger waves result from a combination of economic, regulatory

and technological shocks. Economic shocks deal with economic
expansion that encourages and pushes companies to expand to
meet the growing demands. Regulatory shocks occur when
regulatory barriers are gotten rid of. Technological shocks relate to
technological changes that not only change the existing industries
but also create new ones.
Mergers in the modern corporate scenario started in the United States

and have been divided into five waves.
First Wave (1897-1904)
Merger waves began in 1883, following the depression ending that

year. The merger wave came about due to the economic expansion
occurring at the time. The mergers were mostly all horizontal mergers
within the manufacturing industry. The wave was at its zenith
between 1898 and 1902. It affected all major mining and
manufacturing industries. There were more mergers in certain
industries – nearly two thirds of all mergers were primary metals,
food products, petroleum products, chemicals, transportation
equipment, fabricated metal products, machinery and bituminous
coal.
During this wave, the mergers were mainly horizontal and industry
consolidations which resulted in near monopolistic companies.
Another feature of this wave was the formation of trusts, where the
investors invested funds in a firm and entrusted their stock
certificates with directors who ensured they received the dividends
for their trust certificates. These were formed by the dominant
business leaders of the time such as John D. Rockefeller (Standard Oil)
and JP Morgan (House of Morgan). Some companies that came into
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MERGERS
being included JP Morgan, Standard Oil, General Electric, Eastman

Kodak, American Tobacco and U. S. Steel. The first billion dollar mega
merger was between US Steel and Carnegie that took place during
this period. The resulting steel giant merged 785 separate firms.
The 1904 decision of the Supreme Court in the Northern Securities

case in March of 1904 is credited by many for ending the merger
wave. This decision paved the way for the antitrust laws which now
regulate mergers.
As several monopolies came into existence, the Sherman Act was

enacted to check monopolies. This did not have the desired effect for
several reasons:
• The US Supreme Court was not, in the beginning, willing to

interpret the anti-monopoly provisions of the Sherman Act. In the
American Sugar Refining Company case, the court ruled that it was
not a monopoly and as a consequence did not restrain trade. This
was because the court felt that the act was to regulate stockholder
trusts, through which investors would invest funds in a firm and
entrust their share certificates with directors who would be
expected to ensure that they received dividends for their trust
certificates. The law was not, therefore, applied to prevent the
formation of monopolies in several industries.
• Some States relaxed corporate laws. As a result many companies

were able to expand their activities without any legal impediments.
They were able to get capital and purchase shares in other
companies. In those States that enforced corporate laws, there was a
fall in mergers and acquisitions.
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MERGERS
• Markets grew on account of the development of the

transportation system in the United States. To keep their market
share, companies merged with local companies.
• The expansion of firms resulted in economies of scale in

production, distribution and greater efficiency. This encouraged
companies to merge and acquire.
During this time there were several takeover fights, some of which
were violent. These led to several antitrust legislations and tougher
security laws.
Second Wave (1916-1929)
This wave began with the upturn in business activity. During the
second wave of mergers there was the consolidation of several
industries. During the first wave, monopolies were created. In this
wave, oligopolistic industry structures emerged. There several
vertical mergers occurred but very few monopolies. There was
disproportionate number of mergers in certain areas – primary
metals, petroleum products, food products, chemicals and
transportation equipment. It was during this wave that several
Fortune 500 corporations such as IBM, General Motors and Union
Carbide came into existence.
The radio emerged as a vehicle for advertising during this period.

This resulted in national marketing of products leading to large-scale
merchandizing and creating product differentiation.
To regulate corporate structure and voting rights, several laws were

enacted.
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MERGERS
It was during this period that the Wall Street Crash of 1929 took place.
This left the American economy in turmoil. The focus became
solvency and survival– not expansion and saw the end of this wave.
Mergers During this Period
Year Number of
Mergers
1897 69
1898 303
1899 1208
1900 340
1901 423
1902 379
1903 142
1904 79
The Intermittent Period
After the economy recovered, the Second World War took place.
Industry and business took a back seat as the nations geared for war.
After the war, as opposed to expansion in the early stage it was
getting back to normalcy and building the economy. The emphasis
was on encouraging small companies. Various incentives were given
to small firms. Later, larger companies began to take over small firms
in order to get tax relief. Although, there were mergers there was no
real concentration of economic power.
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MERGERS
Third Wave (1965-1969)
This was a period of economic prosperity and there were several

mergers. It is interesting to note that unlike other waves, during this
wave smaller firms targeted larger firms for acquisition. Many of
these mergers resulted in diversified conglomerates – companies that
had diverse activities. Some of the more important conglomerates that
came into existence were ITT and Litton Industries.
During this period thousands of mergers took place in the United

States and led to the disappearance of over 25,000 companies.
Investment bankers did not finance most of the mergers during this
period. It is important to note too that many of the acquisitions that
took place during this period were followed by poor financial
performances.
Mergers During this Period
Year Number of Mergers
1963 1,361
1964 1,950
1965 2,125
1966 2,377
1967 2975
1968 4462
1969 6107
1970 5152
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MERGERS
Major Mergers in the Telecom Sector
Acquirer Target
Vodafone Mannesman
MCI Worldcom Spirit
Bell Atlantic GTE
AT&T MeCaw Cellular
SBC Ameritech
Bell Atlantic NYNEX
In the United States newer laws continued to be enacted and some of

the older laws were amended to make expansions more difficult. The
laws made horizontal and vertical mergers more difficult. As a
consequence, it was felt that the only way to expand was by forming
conglomerates.
The third wave ended when, after fourteen years of increasing

quarterly earnings, Litton Industries announced a decline. The market
turned hostile to conglomerates and share prices were hammered
down. The antitrust lobby was vociferous and their agitation led to
the Tax Reform Act, which was aimed at curbing manipulative
accounting practices that created paper earnings to temporarily
support stock prices. The Act said that bonds would be treated as
common stock for the purpose of calculating earnings per share. This
resulted in discouraging acquisitions through debt financing as it
nullified increase in earnings per share.
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MERGERS
Conglomerates began to lose its popularity because:
• It was found that buyers paid more for the diverse companies
they purchased.
• Companies moved away from their area of expertise resulting

in deteriorating performances. When Revlon moved into health
care, its core business – cosmetics – suffered.
The 1970s
Following the recession in 1974-75, the US economy entered a long

period of expansion during which there were several mergers and
acquisitions. This period is characterized by hostile takeovers. There
was a fall in the number of mergers though. The interesting
developments that took place were that:
• Banks began giving large amounts to finance takeovers.
• Investment bankers and professional consultants began advising on

and facilitating mergers and acquisitions.
In short, debt was used to finance mergers.
Fourth Wave (1984-1989)
The fourth wave is known as the wave of mega mergers. There were
many mergers – most of them hostile. These mainly were in the oil
and gas, drugs, medical equipment, banking and petroleum
industries. The main mega mergers that took place included US Steel
and Marathon Oil, British Petroleum and Standard Oil of Ohio,
Texaco and Getty Oil and Philip Morris and Kraft.
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MERGERS
It was during this wave that:
• Offensive and defensive strategies became common.
• The corporate raider emerged. These are investors who are

involved in the hostile takeover of a company, who then after
taking over the company stripped it off its assets making huge
profits.
• Investment bankers came into the forefront advising and

facilitating takeovers.
• Many of the large takeovers were financed by huge amounts of

debt like leveraged buyouts.
• In the United States, there were conflicts between State and

Federal Governments. Many States pressured by local companies
passed anti- takeover legislation. The Federal government viewed
this as an infringement on their rights.
The yield on junk bonds was significantly higher than that of

investment grade bonds. The easy availability of funds even helped
small firms to acquire large well established firms.
During this period there were many non US Companies that took
over US companies – the intent being to get a foothold in the US
market.
Fifth Wave (1992 onwards)
During this period, there were major economic changes in many

countries. There were large expansions. There were mega mergers
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MERGERS
and consolidations. Some of these included Office Products USA, The

Fortress Group and US Delivery Systems.
Several government organisations privatized. There were acquisitions

of private businesses and consolidation of relatively smaller
competitors in emerging markets. The takeover of Arcelor by Mittals
and the takeover of the Corus Group by Tatas are some examples.
In Europe, a large number of national organisations were targeted and

the Governments interceded to make this difficult. The French
Government merged Suez SA and Gaz De France SA to make it
difficult for Italian utility Enel SPA to take over. Spain enacted a new
law to prevent the takeover bid by a German company on Spain’s
Endesa SA.
History of Mergers and Acquisitions in India
Immediately after India got independence, there was a wave of

acquisitions. Several British managements wishing to exit sold their
companies to Indian entrepreneurs.
After that a very small percentage of businesses in the country used

to come together, mostly into a friendly acquisition with a negotiated
deal. The key factor contributing to fewer companies involved in the
merger is the regulatory and prohibitory provisions of MRTP Act,
1969. According to this Act, a company or a firm has to follow a
pressurized and burdensome procedure to get approval for mergers
and acquisitions.
Through the eighties, there was a spate of takeovers and

acquisitions – some of them hostile. Manu Chabbria led the takeover
of Shaw Wallace and Dunlops. There was also the bid by Swraj
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MERGERS
Paul to takeover DCM Ltd and Escorts. There were also attempts
by many other Non-residents Indians to take control over various
companies through their stock exchange portfolio. Many of these
attempts were foiled by dexterous managements thwarting the
attempts by getting the support of the majority shareholders – in most
cases public sector undertakings.
The situation further changed after liberalization. Apart from issuing

licenses more freely the Government encouraged Indian companies to
merge and to also acquire companies abroad. Mergers and
acquisitions are occurring in most sectors of the economy – the most
prominent being finance, pharmaceutical, banking and fast moving
consumer goods (FMCG).
In 2005, the volume of deals was about $26 billion. This grew to over
$100 billion in 2007. Activity was at a standstill in 2008 on account of
the global meltdown. As the world economies improved, mergers
and acquisitions began again. In 2009, M&A was about $21.3 billion.
In 2010 it rose to $67.2 billion. In 2011, it rose again to $83.6 billion.
The main reason for this growth is cross border deals – Indian
companies buying companies abroad. In addition, there are many
foreign companies who are interested in Indian companies.
Large Indian companies are going through a phase of growth and are
exploring growth potential in foreign markets. International
companies are targeting Indian companies for growth and expansion.
Some of the major factors resulting in this sudden growth of merger
and acquisition deals in India include favorable government policies,
excess of capital flow, economic stability, corporate investments and
dynamic attitude of Indian companies. In 2011, Tata Steel acquired
Corus Group Plc, a UK-based company for $12,000 billion and
Hindalco acquiring Novelis from Canada for US $6,000 million.
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MERGERS
Recent Mergers
Recent mergers and acquisitions in 2011, include Lipton Rosen & Katz
in New York, Sullivan & Cromwell LLP in New York, Slaughter &
May in London, Mallesons Stephen Jaques in Sydney, and Osler
Hoskin & Harcourt LLP in Toronto.
In India, Penta Homes acquired Agro Dutch Industries, ACC took

over Encore Cement and Addictive, Dalmia Cement acquired Orissa
Cement and Edelweiss Capital acquired Anagram Capital. These
mergers and acquisitions in 2010 were valued about USD 2.16 billion.
Apart from these there are other successful mergers in India as

follows:
• Tata Chemicals took over British salts based in UK with a deal of

US $13 billion.This merger has given Tata access to British Salt’s
facilities that are known to produce about 8,00,000 tons of pure
white salt annually.
• Reliance Power merged with Reliance Natural Resources. The

deal was for US $11 billion. This merger between the two made it
convenient and easy for the Reliance Power to handle all its power
projects as it now enjoys easy availability of natural gas.
• Airtel acquired Zain in Africa for US $10.7 billion to set new

benchmarks in the telecom industry. Zain is known to be the third
largest player in Africa and being acquired by Airtel, it is
deliberately increasing its base in the international market.
• ICICI Bank merged with Bank of Madurai in order to gain a

presence in the South. Later ICICI Bank’s acquisition of Bank of
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MERGERS
Rajasthan for`3,000 crores enhanced its market share and a more

prominent position in Northern and Western India.
• HDFC Bank merged with Times Bank. They were roughly the same
size and with the same focus. Later, the merger with Centurion
Bank of Punjab (the merged entity of Centurion Bank and Bank of
Punjab) with HDFC Bank took place.
• Fortis Healthcare acquisition of Hong Kong’s Quality Healthcare

Asia Ltd., for around ` 882 crores has positioned it to acquire the
largest dental service provider in Australia, the Dental Corp., at
about ` 450 crores.
• Tata Motors acquisition of Jaguar and Landrover has resulted in

making it one of the largest vehicle manufacturing companies in the
world.
It is believed that at present India has now emerged as one of

the top countries entering into mergers and acquisitions.
1.3 FORMS OF MERGERS
Mergers takes two forms:
• Mergers through absorption

• Mergers through consolidation
Mergers through Absorption
In a merger by absorption, all companies save one lose its identity.

When Tata Fertilizers merged with Tata Chemicals, the acquired
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MERGERS
company – Tata Fertilizers ceased to exist. The assets and liabilities of

Tata Fertilizers were transferred to Tata Chemicals.
Mergers through Consolidation
Unlike mergers by absorption where only one company survives, in a

merger through consolidation, the two or more companies merge to
form a new company. In these mergers all the companies are legally
dissolved and a new company is created. In this type of merger the
acquired companies transfer their assets, liabilities and shares to the
new company (acquiring company) for cash or for shares. Hindustan
Computers Ltd., Hindustan Instruments Ltd., Indian Software Ltd.,
and Indian Reprographics Ltd., merged into an entirely new company
– HCL Ltd. Similarly the Daimler Benz on merger with Chrysler
resulted in a new company Daimler Benz Chrysler.
1.4 CLASSIFICATION OF MERGERS
There can be several forms of mergers.However, they can be

broadly classified as:
• Horizontal
• Vertical
• Co-generic
• Conglomerate
• Accretive
• Dilutive
1.5 HORIZONTAL MERGERS
This merger involves the combining of two companies that are in

direct competition with one another. They would usually share the
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MERGERS
same product lines and markets. In other words, they sell the same
product to customers who are in a common market.
In these mergers, the two companies combine their operations and

gain strengths in terms of improved performances, increased capital,
and enhanced profits. The merger is based on the submission that the
merger will result in synergy and permit cost efficiencies. It is felt that
the merger would result in staff reduction, reduced administrative
costs, economies of scale and the ability to become a strong player in
the market. The merger of a bank with another bank that results in the
creation of a larger and more vibrant bank would be a horizontal
merger. In India, HDFC Bank and Centurion Bank of Punjab merged
to create a larger bank. Daimler-Benz and Chrysler were two
companies selling automobiles in Europe and in America. Their
merging is a classic example of a horizontal merger. Others were
Glaxo Wellcome Plc., and Smithkline Beecham Plc., Exxon and Mobil,
Volkswagen and Rolls Royce and Lamborghini, and Ford and Volvo.
This kind of mergers substantially reduces the number of competitors

in the market and gives a higher edge over competition.
This type of mergers can either have a very large effect or little to no
effect on the market. When two extremely small companies combine
or horizontally merge, the results of the merger are less noticeable.
These smaller horizontal mergers are very common. If a small local
drug store were to horizontally merge with another local drugstore,
the effect of this merger on the drugstore market would be minimal.
In a large horizontal merger, however, the resulting ripple effects can
be felt throughout the market sector and sometimes throughout the
whole economy.
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MERGERS
Large horizontal mergers are often perceived as anticompetitive. If

one company holding twenty percent of the market share combines
with another company also holding twenty per cent of the market
share, their combined shareholding will then increase to forty per
cent. This large horizontal merger would arguably give the new
company an unfair market advantage over its competitors.
It is argued that large horizontal mergers result in the creation of

monopolies and are therefore, anti-competitive. As a consequence
there are restrictive laws such as the Monopolies and Restrictive
Trade Practices Act (MRTP) and Competition Act.
In the United States, as in many countries, companies are subject to

laws that prohibit certain actions from taking place during a
horizontal merger. When a horizontal merger takes place, the loss of a
competitor in the market creates benefits for the companies that
merged, while at the same time serves to drive prices up for the
consumer. Federal laws protect the consumer by prohibiting
companies from creating a monopoly. Staples Inc., a superstore
retailer of office supplies, wanted to acquire Office Depot, another
giant retailer of office supplies. This action would have left the newly
merged Staples in the position as the only large office supply
superstore in most places around the country. This would have given
Staples an unfair advantage in the market. Market research showed
that Staples would have then been able to increase their prices by up
to 13 per cent after the merger. The Federal Trade Commission
recognized the results this action would have on the market and
took steps to block the merger, saving billions of dollars for
customers.
25
MERGERS
1.6 VERTICAL MERGERS
A vertical merger is one in which a firm or company combines

with a supplier or distributor. Vertical mergers are those in which two
or more companies in the same industry but in different fields
combine together in business. In this form, the companies in merger
decides to combine all their operations including production under
one shelter. It is like encompassing all the requirements and products
of a single industry segment. A good example of a merger would be a
car manufacturer buying a tyre company. This type of merger
involves a customer and a company or a supplier and a company
merging. Imagine a cricket bat company merging with a wood
production company. This would be an example of the supplier
merging with the producer and is the essence of vertical mergers.
Vertical mergers are mergers of non-competing companies where ones

product complements the other product or is a component of the
other’s product. Typically, in these mergers one firm is engaged in
some aspect of production such as producing the raw materials,
manufacturing, transporting or marketing.
These mergers offer efficiency benefits and lower transaction costs.

This leads to improvement in service efficiency, in production and in
the final product.
This type of merger can be viewed as anticompetitive because it can

often rob supply business from its competition. If a contractor has
been receiving material from two separate firms, and then decides to
acquire the two supplying firms, the vertical merger could cause the
contractor’s competitors to go out of business. Antitrust concerns are
a focal point of investigation if competition is hurt. The Federal Trade
26
MERGERS
Commission in the United States is empowered to rule to prevent

mergers if they feel they violate antitrust laws.
There are several forms of vertical mergers:
Market extension mergers: This is a merger between two

companies that sell the same products but in different markets.
A market-extension merger allows for the market that can be reached

to become larger and is the basis for the name of the merger.
Product extension mergers: This merger is between two companies

that sell different, but somewhat related products, in a common
market. These mergers happen when two companies selling different
but related products in the market merge.
This allows the new larger company to pool their products and sell
them with greater success to the already common market that the two
separate companies shared.
These mergers are to increase the type/range of products that a

company sells in a particular market.
Forward integration: In this merger, the target firm is involved in the

next stage of production. The supplier of raw material merges his firm
with the firm that procures raw material. A seller of motors may
merge with a producer of motors. This helps create opportunities to
monitor the supplier’s competition.
Backward integration: In this type, the target company is involved in

the previous stage of production/operation. The manufacturer of a
product would merge his firm with the provider of raw materials. By
27
MERGERS
eliminating the provider of raw materials, the manufacturer has better

control of all aspects of manufacturing.
Balanced integration: In this, the company sets up subsidiaries that

supplies them with inputs and distributes their outputs.
The main aim of vertical merger is to reduce or eliminate costs of

seeking vendors, advertising, transportation, etc.
Recent vertical mergers include Hindustan Unilever (then Hindustan

Lever) with Tata Oil Mills Company (TOMCO), Tata Industrial
Finance Ltd. and Tata Finance Ltd., Time Warner Inc. and Turner
Corporation,and Reliance Industries Ltd. and Reliance Petrochemicals
Ltd.
Its opponents argue that vertical mergers are anti-competitive as they

eliminate the supply business of its competition and create
monopolies. For example, let us assume a firm has been receiving
supplies from two companies. The company acquires the two firms,
thus ending the competition between the two.
It is also argued that vertical mergers are done in a way to evade

pricing regulations. Let us assume that there are regulations to curb
the market power of a natural monopoly. In such a situation the
monopolist may find it lucrative to integrate vertically into
unregulated markets to extract monopoly gains that it is unable to get
in the regulated market.
In view of the possibility of vertical mergers creating monopolies,

regulators do not always favour them. These mergers are often
approved with several conditions which may include a requirement
that the merged entity stays away from activities that are anti-
28
MERGERS
competitive (as it would be detrimental to the public). This is because

anti-trust laws focus on the protection of competition not competitors.
It is also submitted that vertical mergers close openings or

opportunities for competitors for inputs that they require. In
addition, these raise prices in the market or reduce the quality of the
product.
Vertical mergers involve a manufacturer forming a partnership with a

distributor. This makes it hard for competing companies to compete
with the newly merged company because of the advantages that the
merger brings. These benefits occur because the distributor no
longer has to pay the supplier for material any longer because the
supplier and distributor are now one entity. Formally, the distributor
would have had to pay the supplier enough money to cover the cost
of the material plus whatever the supplier charged in order to make a
profit on the transaction. With the two companies merged, the
distributor is free to get the material at base cost and does not have to
pay any extra to another company that is looking to make a profit.
This allows for the merged company to have less money tied up in
production of a good.
Vertical mergers can best be understood from examining real world

deals. One such merger occurred between Time Warner Incorporated,
a major cable operation, and the Turner Corporation, which produces
CNN, TBS and other programmes. In this merger, the Federal Trade
Commission (FTC) was alarmed by the fact that such a merger would
allow Time Warner to monopolize much of the programming on
television. Ultimately, the FTC voted to allow the merger but
stipulated that the merger could not act in the interests of
anticompetitiveness to the point at which the public good was
harmed.
29
MERGERS
The first general category of anticompetitive theories states that some

vertical mergers can foreclose rivals from access to needed inputs in
the market and/or raise their costs of obtaining them. This can raise
prices in the market or it can reduce the quality of products in the
market. These effects can definitely make it difficult for new
businesses to enter the market.
1.7 CO-GENERIC MERGER
Co-generic merger is when two or more companies in association are

some way or the other related to the production processes, business
markets or basic required technologies. It includes the extension of
the product line or acquiring components that are required in the
daily operations. It offers opportunities to businesses as it opens a
new gateway to diversify around a common set of resources and
strategic requirements.
1.8 CONGLOMERATE MERGER
A conglomerate is a corporation that is made up of different,

seemingly unrelated businesses. In a conglomerate one company
owns a controlling stake in a number of smaller companies which
conduct business separately. Each of the conglomerate’s subsidiary
businesses run independently of the other business divisions, but the
subsidiaries’ management reports to senior management at the parent
company. A classic example of a conglomerate in India is the Tata
Group. It is in diverse industries such as steel, chemicals, motors,
hospitality, telecommunications, power generation, electronics, retail,
etc.
30
MERGERS
A conglomerate merger is the merger of two companies that

have no related products or markets. In short, they have no common
business ties.
The US Supreme Court describes this as “one in which there is no

economic relationship between the acquiring and the acquired firm”.
In short, these mergers involve firms in different or unrelated
business activities.
It is the type of venture in which two or more companies belonging

to different industrial sectors combine their operations. All the
merged companies are in no way related with regard to their kind of
business and product lines. In fact, their operations overlap that of
each other.
Conglomerate mergers happen between firms that plan to increase

their product lines.
These firms control an array of activities in various industries that

require different skills in specific managerial functions such as
research, applied engineering, production and marketing. They can
get a competitive edge by external mergers – an advantage not
possible through internal growth.
There are two types of conglomerate mergers:
• Pure conglomerate mergers: These involve firms that have nothing

in common.
• Mixed conglomerate mergers: These mergers involve firms that

merge to increase product lines or geographical (market)
extensions.
31
MERGERS
Mergers are also classified as:
• Financial conglomerates
• Managerial conglomerates
• Concentric companies
Financial Conglomerates
These companies are involved in providing funds to every part of

operations and in exercising control. They are essentially risk takers.
They not only assume financial responsibility and control, but also
play a major role in all operating decisions.
Their focus is on maintaining risk return ratio, reducing business-

related risks, improving the quality of managerial performance (both
general and functional) and providing an effective competitive
process.
Managerial Conglomerates
These focus on providing managerial counselling and interacting on

decisions with the intent of increasing the potential for improving
performance. This happens when two firms of unequal managerial
competence combine.
Concentric Companies
A concentric merger occurs when there is a carryover of specific

management functions or the strengths in management functions of
two firms are complemented. This is the basic difference between
managerial conglomerates and concentric companies.
32
MERGERS
As mentioned earlier, there are many reasons why firms merge into
conglomerates.These include increasing market share, diversification,
synergy and cross-selling. These mergers also take place to diversify
and spread risks. Sometimes, as a result of mergers, the conglomerate
becomes too large and unwieldy and then its performance suffers.
Some large conglomerate mergers are the Tata Group, Mahindra

Group,Aditya Birla Group, Sony, Berkshire Hathaway, General
Motors, Time Warner and Mitsubishi.
The concern regarding these is the fear that economic concentration

would lead to corresponding aggression in political power by fewer
and more powerful conglomerate firms, placing major political and
economic decisions in the hands of a few individuals or firms that
have direct accountability to the general public.
1.9 ACCRETIVE MERGERS
This refers to natural growth in size or extent by gradual external

addition. This type of merger occurs when a company with a
high price to earnings (P/E) ratio purchases a company with a low
P/E ratio. As a consequence of this type of merger, the earnings per
share of the acquiring company increases.
Let us assume a company (Company A) acquires another (Company

B) which has a lower P/E ratio. Company B’s earnings are lower.
Company A can add these to its earnings and still earn a higher
earnings rate. This happens on account of the operational and
financial synergies due to the merger that results in the earnings of
Company A increasing.
33
MERGERS
1.10 DILUTIVE MERGER
A dilutive merger is one where the earnings per share of the acquiring
company falls after the merger. As a consequence, the share price of
the acquiring company also falls as the market expects a fall in the
company’s future earnings. These occur when the price earning (P/E)
ratio of the acquiring firm is less than that of the target firm.
1.11 MERGER DIFFERENTIATION
Mergers are also distinguished by the manner they are financed. Each
has certain implications for the companies involved and for investors:
Purchase Mergers: As the name suggests, this kind of merger

occurs when one company purchases another. The purchase is made
with cash or through the issue of some kind of debt instrument. The
sale is taxable. Acquiring companies often prefer this type of merger
because it can provide them with a tax benefit. Acquired assets can be
written up to the actual purchase price, and the difference between
the book value and the purchase price of the assets can depreciate
annually, reducing taxes payable by the acquiring company.
Consolidation Mergers: With this merger, a brand new company is

formed and both companies are bought and combined under the
new entity. The tax terms are the same as those of a purchase merger.
34
MERGERS
1.12 SUMMARY
The growth of a firm can be achieved either internally (new product

development or expansion etc.) or external (mergers and acquisition).
Merger is the combination of two or more firms into one of the firm.
Merger could be
horizontal, vertical or conglomerate. Merger benefits may result from

economies of scale, economies of vertical integration, increased
efficiency, tax shields or share resources. Mergers and acquisition
have become universal corporate for securing survival, growth,
expansion and globalisation of the enterprise.
35
MERGERS
1.13 SELF-ASSESSMENT QUESTIONS
1. Explain the concept of mergers.
2. Give a brief account of mergers.
3. What do you mean by mergers?
4. Mergers are not always driven by a desire to diversify and

grow.Comment.
5. Why do companies go for mergers?
6. Write notes on the classification of mergers.
36
MERGERS
REFERENCE MATERIAL
Click on the links below to view additional reference material for this
chapter
Summary
PPT
MCQ
Video Lecture - Part 1
37
ACQUISITIONS
Chapter 2
Acquisitions
Learning Objectives
This chapter helps you to understand Acquisitions:
• Meaning and concept of acquisition.
• Reasons for acquisition.
• Different types of acquisition.
• Manner of acquisition.
Structure:
2.1 Reasons for Acquisitions
2.2 Types of Acquisitions
2.3 Manner of Acquisitions
2.4 Summary
38
ACQUISITIONS
Acquire means to Buy or to Purchase
An acquisition takes place when a company buys most, if not all, of

the target company’s ownership stakes (shares), in order to assume
control of that company. Acquisition can be defined as, “A corporate
action in which a company buys most, if not all, of the target
company’s ownership stakes in order to assume control of the
target firm”.
Acquisitions may be called an attempt made by a company to gain a

majority interest in another company. The company attempting to
gain a majority interest is known as the acquiring company and the
other company is called the target company.
In short, acquisition refers to the process of acquiring a company at a

price called the acquisition price or acquisition premium. The price is
paid in terms of cash or acquiring company’s shares or both.
Acquisitions are often made as part of a company’s growth strategy

whereby,it is more beneficial to take over an existing firm’s operations
and niche compared to expanding on its own. Acquisitions are often
paid in cash,the acquiring company’s stock or a combination of both.
In either case, to make the offer attractive and to entice the
shareholders of the target company, the shares of the target company
are bought at a premium. When News Corp.,bid to acquire Dow
Jones, it offered a 65% premium on the stock’s market price.
Acquisition fee is the costs associated with the acquisition. This can
include real estate commission, legal fees and the likes. In short an
acquisition fee represents all the costs associated with an acquisition.
39
ACQUISITIONS
Acquisition price is the price paid in cash or acquiring companies’

shares or both to acquire the company.
During a merger and acquisition, companies will first estimate the

cost that they wish to pay for a target firm. As the entire M&A
process takes many weeks, the price paid for the target firm may in
fact be higher or lower than its market price at the time of completion
because of economic fluctuations. This results in either the acquiring
firm paying an acquisition premium or enjoying a discount.
Acquisition premium is the difference between the actual cost for

acquiring an entity and the estimate made of its value before the
acquisition. If the estimate made before the acquisition was ` 2,000
crores and the actual cost was ` 2,500 crores, the acquisition premium
would be ` 500 crores. This occurs because of several reasons such as:
• In order to make the shareholders agree to a price, an additional

amount (the premium) would be offered.
• The price of the shares of the target company may have gone up,
Acquisition discount is the difference between the estimate made

before the acquisition of an entity and the actual price paid. This is
unusual and occurs when (due to economic downturns) the price of
the shares fall.
Once the acquisition is completed the acquiring firm becomes the

legal owner and controller of the target company and its business.
The acquiring company pays for the net assets, goodwill and
brand name of the company bought.
40
ACQUISITIONS
In an acquisition, unlike in a merger, there is no exchange of stock

or consolidation as a new company even though it involves
purchasing another.
Some of the more recent acquisitions include:
• Google’s acquisition in March 2008, when it acquired Double Clik,

an advertising company;
• Mahindra and Mahindra’s acquisition of 90% stake in German

company Schoneweiss;
• Acquisition of AMBIT RSM by PricewaterhouseCooper
Acquisitions can lead to:
• A subsequent merger;
• Establishment of a parent-subsidiary relationship;
• A strategy of breaking up the target firm and disposing off part or

all of its assets;
Conversion of the target firm into a private firm.
2.1 REASONS FOR ACQUISITIONS
Acquiring an existing business enables a company to speed up its

expansion process because they do not have to start from scratch. The
target company is already established and has all the processes in
place. The acquiring company simply has to focus on merging the
business with its own and move ahead with its growth strategies.
41
ACQUISITIONS
However, in reality, it is not as simple as it seems. Most of the

acquisitions fail miserably due to poor implementation attitudes and
strategies.
An acquisition may be only slightly different from a merger. In fact, it

may be different in name only. Like mergers, acquisitions are actions
through which companies seek economies of scale, efficiencies and
enhanced market visibility. Unlike all mergers, all acquisitions involve
one firm purchasing another – there is no exchange of stock or
consolidation as a new company
In an acquisition, as in some of the merger deals, a company can

buy another company with cash, stock or a combination of the two.
Another possibility, which is common in smaller deals, is for one
company to acquire all the assets of another company. Company X
buys all of Company Y’s assets for cash, which means that Company
Y will have only cash (and debt, if they had debt before). Of course,
Company Y becomes merely a shell and will eventually liquidate or
enter another area of business.
Regardless of their category or structure, all mergers and acquisitions

have one common goal – they are all meant to create synergy that
makes the value of the combined companies greater than the sum of
the two parts. The success of a merger or acquisition depends on
whether this synergy is achieved.
Having said that a study conducted by PricewaterhouseCooper and

Acquisitions International in the United Kingdom submitted that 60%
of the companies that go for acquisition in the United Kingdom in
any given year achieve nothing. Of the remaining 40%, 63% regret
the purchases they made. It is argued that this occurs because the
structure of the market place lends itself to failure for four reasons:
42
ACQUISITIONS
• Too few targets;
• Inappropriate targets;
• Lack of creativity;
• Lack of forward planning.
Often these mistakes are made together.
To make acquisitions effective and meaningful, it is necessary to:
• Increase the number of targets;
• Always explore alternatives available and not chase the

company everyone else is bidding for;
• Compare the targets concurrently in an attempt to choose the

right target;
• Buy firms with assets that meet the current needs to build
competitiveness;
• Provide adequate financial resources so that profitable projects

would not be lost;
• Identify targets that are more likely to lead to easy integration

and building synergies;
• Continue to invest in research and development as a part of the

firm’s overall strategy; 
43
ACQUISITIONS
2.2 TYPES OF ACQUISITIONS
Acquisitions can be friendly or hostile.
Friendly acquisitions: Acquisitions are termed as friendly when the

firm to be acquired indicates or expresses its agreement to be
acquired. In these, the company could even invite other companies to
acquire its business.
Hostile acquisition: Hostile acquisitions occur when the targeted

company resists attempts to be acquired or does not wish to be
acquired. In such cases the acquiring entity needs to purchase large
amounts of shares of the target company in order to control a
majority stake and then acquire it.
As the motive is to takeover someone else’s business, the acquiring

company offers to buy the shares at a very high premium, that is, the
gaining difference between the offer price and the market price of the
share. This entices the shareholders and they sell their stake to earn
quick money. This way, the acquiring company gets the majority
stake and takes over the ownership control of the target company.
2.3 MANNER OF ACQUISITIONS
Acquisition is the purchase of a majority stake in another company so

that control changes hands. There are two ways this acquisition takes
place:
• Assets purchase and

• Stock purchase.
44
ACQUISITIONS
Assets Purchase
Under this method the acquiring company buys specific identifiable

assets. These assets are perceived to add value to the acquiring
company. In some cases specified liabilities may also be identified.
This is to reduce the risk of taking on unknown liabilities.
The purchase mode enables the acquiring company to acquire the

assets at a relatively lower price.
Target companies do not prefer this as the target company has

to pay capital gains tax on the assets sold. This could be substantial
as the assets may be heavily depreciated. In addition, if the target
company wishes to use the proceeds of the sale to pay dividends to
its shareholders, the dividend would be subject to an additional tax.
Target companies prefer to sell the entire company with its business
and its employees and do not favour the winding down of the
business.
There are some limitations in this method:
• It requires the purchase agreement to allocate the purchase price

among specific assets;
• The purchasing company must be assured that all the required

assets exist and are listed;
It is difficult to close the deal because:
• For titled assets such as vehicles and property transferring the

ownership of each asset is expensive and is tedious.
45
ACQUISITIONS
• The consent of the shareholders is required for each transfer.
• If the entire business is sold, each employee must be terminated

and rehired by the acquirer. There would be several employee
benefit issues.
Stock Purchase
Under this method, the acquirer purchases the entire outstanding

equity of the target company. The acquirer thus, becomes the owner
of all the target company’s assets and liabilities. As there is no
disruption in the working of the company, business continues as
usual.
This method is preferred as:
• Closings are simplified;
• There is much less paperwork in closing the deal;
• All employees and employee benefits are transferred.
If the shares are widely held, a transmittal letter would need to be

distributed to shareholders to facilitate the exchange of their shares
for the consideration by delivery of their share certificates.
This method is preferred by the target company as it only incurs

capital gains on the difference of the sale price and the purchase price
of the shares. In addition, no dividend has to be paid to distribute the
proceeds of the sale to shareholders. Furthermore, issues relating to
the winding up of the company do not have to be handled.
46
ACQUISITIONS
Acquiring companies at times do not prefer this as it cannot pick and

choose assets and liabilities. In addition, it takes over unknown
liabilities such as seller’s contracts and employees and contingent
liabilities. There is also the possibility of higher capital gains tax on a
future sale of heavily depreciated assets.
2.4 SUMMARY
Acquisition is an act of acquiring effective control by one company

over assets or management of another company, without any
combination of companies. Thus, in an acquisition, two or more
companies may remain independent, separate legal entity, but there
may be change in control of company. Mergers and acquisitions have
become universal corporate practice for securing survival, growth,
expansion and globalisation of the enterprise.
47
ACQUISITIONS
1. Explain the concept of acquisitions.
2. What are the reasons for acquisitions?
3. What are the different types of acquisitions?
4. How does mergers differ from acquisitions?
5. What are the different types of manner of acquisitions?
6. Write a short note on acquisition.
48
ACQUISITIONS
REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
Video Lecture
49
DISTINCTION BETWEEN MERGERS AND ACQUISITIONS
Chapter 3
Distinction between Mergers and Acquisitions
Learning Objectives
This chapter helps you to understand the distinction between mergers

and acquisitions.
Structure:
3.1 Difference between Mergers and Acquisitions
3.2 What do Companies Prefer
3.3 Summary
50
3.1 DIFFERENCE BETWEEN MERGERS AND ACQUISITIONS
Mergers and acquisitions are often spoken of together as though they

are the same. However, there is a difference and this must be
acknowledged.
Both mergers and acquisitions involve one or several companies

purchasing all or part of another company. The difference between a
merger and acquisition is how it is financed.
Whether a purchase is considered a merger or an acquisition really

depends on whether the purchase is friendly or hostile and how it is
announced. In other words, the real difference lies in how the
purchase is communicated to and received by the target company’s
board of directors, employees and shareholders.
Merger happens when two or more companies come together to

expand their business operations. In such a case the deal gets
finalized on friendly terms and both the companies share equal profits
in the newly created entity. In other words, a merger happens when
two firms, often of about the same size, agree to go forward as a
single new company rather than remain separately owned and
operated. This kind of action is more precisely referred to as a
“merger of equals.” Both companies’ stocks are surrendered and new
company stock is issued in its place. For example, both Daimler-Benz
and Chrysler ceased to exist when the two firms merged, and a new
company, Daimler-Benz Chrysler, was created.
In practice, however, actual mergers of equals don’t happen very

often. Usually, one company will buy another and, as part of the
deal’s terms, simply allow the acquired firm to proclaim that the
action is a merger of equals, even if it is technically an acquisition.
51
Being bought out often carries negative connotations. Therefore, by

describing the deal as a merger, deal makers and senior managers try
to make the acquisition look more palatable.
A purchase deal will also be called a merger when the chief

executive officers of both institutions agree that joining together is in
the best interest of both of their companies. But when the deal is
unfriendly, that is, when the target company does not want to be
purchased, it is always regarded as an acquisition.
When one company takes over the other and rules all its business
operations, it is known as an acquisition. When one company takes
over another and is clearly established itself as the new owner, the
purchase is called an acquisition. From a legal point of view, the target
company ceases to exist, the buyer “swallows” the business and the
buyer’s stock continues to be traded. In this process of restructuring,
one company overpowers the other company. Among the two, the
one that is financially stronger and bigger in all ways establishes its
power. The combined operations then run under the name of the
powerful entity who also takes over the existing stocks of the other
company.
Another difference is that in an acquisition usually two companies of

different sizes come together to combat the challenges of downturn
(in its fortunes) and in a merger two companies of same size combine
to increase their strength and financial gains along with breaking the
trade barriers. A deal in case of an acquisition is often done in an
unfriendly manner. It is more or less a forceful or a helpless
association where the powerful company either swallows the
operation of another, a company in loss is forced to sell its entity. In
case of a merger there is a friendly association where both the
52
partners hold the same or about the same percentage of ownership

and equal profit share.
In short, when a company takes over another company and

establishes itself as a new entity, the process is called acquisition. The
target company ceases to exist while the buying company continues.
On the other hand, a merger is a process where two entities agree to
move forward as a single entity as opposed to remaining separately
owned and operated entities.
3.2 WHAT DO COMPANIES PREFER
The shares of the acquiring company continue to be traded in an

acquisition, whereas in the case of a merger, the shares of both the
entities are surrendered and the shares of the new company are issued
in its place.
Often companies prefer mergers over acquisitions. This is because:
• A merger does not require cash.
• A merger can take place tax free for both parties.
• A merger lets the target company realize the appreciation potential

of the merged entity, instead of being limited to sales proceeds.
• A merger permits the shareholders of smaller entities to own a

smaller piece of a larger pie, increasing their overall net worth.
• A merger of a privately held company into a publicly held company

allows the target company shareholders to receive a public
company’s stock.
53
• A merger allows the acquirer to avoid many of the costly and time
consuming aspects of asset purchases, such as the assignment of
leases and bulk-sale notifications.
• Merger is of considerable importance to minority shareholders. The

transaction becomes effective and dissenting shareholders are
obliged to go along once the buyer obtains the required number of
votes in support of the merger.
3.3 SUMMARY
Merger and acquisition is a strategic business decision. It should go in

a planned manner and in sequential process. Behind every merger
and acquisition, the future vision of the decision should be clear.
Hence, the mergers and acquisition process need to be viewed as a
multi-stage process.
54
1. What is the distinction between mergers and acquisitions?
2. Are mergers and acquisitions same? Explain with example.
3. When is a purchase deal regarded as an acquisition?
4. What are the benefits of merger for an acquirer?
5. Explain the difference with regard to trading of shares in an

acquisition and merger.
6. Companies always prefer mergers over acquisitions. Why?
55
REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
Video Lecture
56
TAKEOVERS
Chapter 4
Takeovers
Learning Objectives
This chapter helps you to understand takeovers:
• Various forms of takeover.

• Legal measures relating to corporate takeover.
• Strategies to avoid takeover bid.
• Defensive mechanisms to face takeover bid.
Structure:
4.1 Types of Takeovers
4.2 Legal Takeovers
4.3 Business Takeovers
4.4 Reverse Takeovers
4.5 Back Flip Takeovers
4.6 Strategies to Thwart Takeovers
4.7 Common Types of Poison Pills
4.8 Squeeze Out
4.9 Summary
4.10 Self-assessment Questions 
57
TAKEOVERS
Takeover is Another Name for Acquisition
A takeover occurs when an acquiring firm takes over control of the

target company. The acquirer may do this either with or without the
consent of the shareholders of the target company. The acquiring
company may also acquire a substantial quantity of shares or voting
rights of the target company. This is known as substantial acquisition
of shares.
Takeovers happen by the purchase of shares from shareholders at a

specified price. By purchasing or controlling over 50% of the shares,
the purchaser or acquirer gains control of the target company. The
purchaser could be an individual, a group of individuals (persons
acting in concert – PAC) or a company. Persons acting in concert are
persons or entities working on behalf or with the acquiring company
to acquire a controlling or substantial number of shares in the target
company.
The acquirer usually purchases the shares through a public

announcement which is known as an open offer. The open offer is
made to all the shareholders and it is usually at a price that is higher
than the price quoted for the shares in the market. This is to enable
those shareholders who are not for the takeover to exit.
4.1 TYPES OF TAKEOVERS
There are different types of takeovers.
• Legal;
– Enactment;
– Friendly;
– Hostile;
– Bailout.
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• Business;
– Horizontal;
– Vertical;
– Conglomerate;
• Reverse;
• Back flip.
4.2 LEGAL TAKEOVERS
Enactment
Takeovers are governed by specific laws. There are times when a

company is legally forced to takeover another company or a takeover
happens by law, The nationalization of banks in India in 1969 is a
classic example of a legal takeover. By enacting a law, the Government
took over and nationalized 14 banks. Earlier the Reserve Bank was, by
an enactment, taken over by the Government as was the State Bank of
India. Similarly, insurance companies were also, by the legal process
and enactment, taken over.
Friendly Takeover
A friendly takeover is one in which a target company’s management

and board of directors agree to a merger or acquisition by another
company. In a friendly takeover, a public offer of stock or cash is
made by the acquiring firm, and the board of the target firm will
publicly approve the buyout terms, which may yet be subject to
shareholder or regulatory approval. This stands in contrast to a
hostile takeover, where the company being acquired does not
approve of the buyout and fights against the acquisition.
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Before a bidder makes an offer for another company, it usually first

informs the company’s board of directors. In an ideal world, if
the board feels that accepting the offer serves shareholders better
than rejecting it, it recommends the offer be accepted by the
shareholders.
In most cases, if the board approves a buyout offer from an acquiring

firm, the shareholders will vote to pass it as well. The key
determinant in whether the buyout will occur is the price per share
being offered. The acquiring company will offer a premium to the
current market price, but the size of this premium (given the
company’s growth prospects) will determine the overall support for
the buyout within the target company.
In a private company, because the shareholders and the board are

usually the same people or closely connected with one another,
private acquisitions are usually friendly. If the shareholders agree to
sell the company, then the board is usually of the same mind or
sufficiently under the orders of the equity shareholders to cooperate
with the bidder. This point is not relevant to the UK concept of
takeovers, which always involve the acquisition of a public company.
Hostile Takeover
The acquisition of the company targeted by the acquiring company

occurs not by the two companies coming to an agreement, but by the
acquiring company going directly to the targeted company’s
shareholders or fighting to replace management in order to get the
acquisition approved or by buying the majority of the target
company’s shares from individual shareholders or the market. It is
accomplished through either a tender offer or a proxy fight. Usually
in a hostile takeover, the target company’s management does not
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want the acquisition to happen. As a consequence, they would

employ many methods to avert the occurrence happening such as
spinning off a division, entering into alliances with another entity and
the likes. In shorts the target company would fight the acquisition.
Some of the strategies employed have exotic names such as poison
pill, crown jewel defense, golden parachute and pac-man defense.
These are explained in more detail later in this chapter.
In short, a hostile takeover is the acquisition of one company (called

the target company) by another (called the acquirer) that is
accomplished not by coming to an agreement with the target
company’s management, but by going directly to the company’s
shareholders or fighting to replace management in order to get the
acquisition approved.
The key characteristic of a hostile takeover is that the target

company’s management does not want the deal to go through.
Sometimes a company’s management will defend against unwanted
hostile takeovers by using several controversial strategies.
A hostile takeover allows a suitor to take over a target company

whose management is unwilling to agree to a merger or takeover. A
takeover is considered “hostile” if the target company’s board rejects
the offer, but the bidder continues to pursue it, or the bidder makes
the offer directly after having announced its firm intention to make an
offer.
A hostile takeover can be conducted in several ways. A tender offer

can be made where the acquiring company makes a public offer at a
fixed price above the current market price. Tender offers in the United
States are regulated by the Williams Act. An acquiring company can
also engage in a proxy fight, whereby it tries to persuade enough
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shareholders, usually a simple majority, to replace the management

with a new one which will approve the takeover. Another method
involves quietly purchasing enough stock on the open market, known
as a creeping tender offer, to effect a change in management. In all of
these ways, management resists the acquisition but it is carried out
anyway.
The main consequence of a bid being considered hostile is practical

rather than legal. If the board of the target cooperates, the bidder can
conduct extensive due diligence into the affairs of the target company,
providing the bidder with a comprehensive analysis of the target
company’s finances. In contrast, a hostile bidder will only have more
limited, publicly-available information about the target company,
rendering the bidder vulnerable to hidden risks regarding the target
company’s finances. An additional problem is that takeovers often
require loans provided by banks in order to service the offer, but
banks are often less willing to back a hostile bidder because of the
relative lack of information about the target company available to
them.
4.3 BUSINESS TAKEOVERS
Bailout Takeover
This involves the takeover of a financially sick company by a

financially rich company as per the provisions of the Sick Industrial
Companies (Special Provisions) Act (1985). The objective of this
takeover is to bail out the sick unit from losses.
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Horizontal Takeover
Takeover of one company by another company in the same industry.

The main purpose behind this kind of takeover is achieving the
economies of scale or increasing the market share, e.g., takeover of
Hutch by Vodafone.
Vertical Takeover
Takeover by one company with its suppliers or customers. The former

is known as backward integration and latter is known as forward
integration – takeover of Sona Steerings Ltd., by Maruti Udyog Ltd.,
is a backward takeover. The main purpose behind this kind of
takeover is reduction in costs.
Conglomerate Takeover
Takeover of one company by another company operating in totally

different industries. The main purpose of this kind of takeover is
diversification.
4.4 REVERSE TAKEOVERS
A reverse takeover is a type of takeover where a private company

acquires a public company. This is usually done at the instigation of
the larger private company, the purpose being for the private
company to effectively float itself while avoiding some of the expense
and time involved in a conventional IPO.
An individual or organization, sometimes known as corporate raider

can purchase a large fraction of the company’s stock and in doing so
get enough votes to replace the board of directors and the CEO. With
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a new superior management team, the stock is a much more attractive

investment, which would likely result in a price rise and a profit for
the corporate raider and the other shareholders.
4.5 BACK FLIP TAKEOVERS
A back flip takeover is any sort of takeover in which the acquiring

company turns itself into a subsidiary of the purchased company. This
type of takeover rarely occurs.
4.6 STRATEGIES TO THWART TAKEOVERS
Managements of target companies often employ several strategies to

thwart takeovers.
Back-end
A merger following a tender offer in a two-step merger structure in

which a buyer acquires all the target company’s stock following the
merger. Usually, the consent of stockholders representing a majority
of the remaining shares (which the buyer holds after the tender
offer) is necessary to execute the back-end merger and complete
the acquisition.
Bankmail
In a bankmail engagement, the bank of a target firm refuses

financing options to firms with takeover bids. This takeover tool
serves multiple purposes, which include:
• Thwarting merger acquisition through financial restrictions;
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• Increasing the transaction costs of the competitor’s firm to find

other financial options; and
• Permitting more time for the target firm to develop other strategies
or resources.
Crown Jewel Defence
In business, when a company is threatened with takeover, the crown

jewel defense is a strategy in which the target company sells off its
most attractive assets to a friendly third party or spin off the valuable
assets in a separate entity. Consequently, the unfriendly bidder is less
attracted to the company assets. Other effects include dilution of
holdings of the acquirer and making the takeover uneconomical to
third parties.
Flip-in
The flip-in is one of the five main types of poison pill defences against
corporate takeovers. bylaws. The provision gives current shareholders
of a targeted company, other than the hostile acquirer rights to
purchase additional stocks in the targeted company at a discount.
These rights to purchase occur only before a potential takeover, and
when the acquirer surpasses a certain threshold point of obtaining
outstanding shares (usually 20-50%). If the potential acquirer triggers
a poison pill by accumulating more than the threshold level of shares,
it risks discriminatory dilution in the target company. The threshold
level, therefore, effectively sets a ceiling on the amount of stock that
any shareholder can accumulate before being required, for practical
purposes, to launch a proxy contest.
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In 2004, Peoplesoft was employing the flip-in model against Oracle

Corporation’s multi-billion hostile takeover bid. Andrew Bartels, a
research analyst for Forrester Research said, “The poison pill is
designed to make it more difficult for Oracle to take over the
organization. The customer assurance program is designed to
compensate customers should there be a takeover. It’s a financial
liability for Oracle.” Oracle attempted to pursue court dissolution of
this program, and in December 2004, succeeded with a final bid of
approximately $10.3 billion.
Flip-over
A flip-over is another of the five types of poison pills in which current

shareholders of a targeted firm will have the option to purchase
discounted stock after the potential takeover. Introduced in late 1984
and adopted by many firms, the strategy gave a common stock
dividend in the form of rights to acquire the firm’s common stock or
preferred stock under market value. Following a takeover, the rights
would “flip over” and allow the current shareholder to purchase the
unfriendly competitor’s shares at a discount. If this tool is exercised,
the number of shares held by the unfriendly competitors will realize
dilution and price devaluation.
Golden Parachute
A golden parachute has been defined as an agreement between a

company and an employee (usually a senior executive) specifying
that the employee will receive certain significant benefits if
employment is terminated. Most definitions specify the employment
termination is as a result of a merger or takeover, also known as
“Change-in-control benefits”. But more recently the term has been
used to describe excessive CEO (and other executives) severance
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packages unrelated to change in ownership. The benefits may include

severance pay, cash bonuses, stock options or other benefits.
Proponents of golden parachutes argue that the parachutes provide

benefits to stockholders:
• Makes it easier to hire and retain executives, especially in industries

more prone to mergers.
• Helps an executive to remain objective about the company during

the takeover process.
• Dissuades takeover attempts by increasing the cost of a takeover,

often part of a poison pill strategy, although tin parachutes (giving
every employee takeover benefits and/or job protection) are
generally far more effective in this regard.
While critics have pointed out that:
• Dismissal is a risk in any occupation, and executives are already

well compensated.
• Executives already have a fiduciary responsibility to the company,

and should not need additional incentives to stay objective.
• Golden parachute costs are a very small percentage of a

takeover’s costs and do not affect the outcome.
• Benefits create perverse incentives.
The first use of the term “golden parachute” is credited to a 1961

attempt by creditors to oust Howard Hughes from control of TWA
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airlines. The creditors provided Charles C. Tillinghast Jr., an

employment contract that included a clause that would pay him
money in the event, he lost his job.
The use of golden parachutes expanded greatly in the early 1980s, in

response to the large increase in the number of takeovers and
mergers.
In Europe, the highest “change-in-control benefits” have been for

French executives. According to a study by the Hay group human
resource management firm, French executives receive roughly the
double of their salary and bonus in their golden parachute.
In the 1980s, golden parachutes prompted shareholder suits

challenging the parachutes’ validity, SEC “termination agreement
disclosure rules” in 1986 and provisions in the Deficit Reduction Act
of 1984, aimed at limiting the size of future parachutes with a special
tax on payouts that topped three times annual pay. In the 1990s, in the
United States, some government efforts were made to diminish
“change-in-control benefits”. As of 1996, Section 280G of the Internal
Revenue Code denies a corporation a deduction for any excess
“parachute payment” made to a departing employee, and Section
4999 imposes on the recipient a nondeductible
being the expenses are in excess of reasonable compensation for
personal services.
News reference volume of the term “golden parachute” spiked in late

2008, during the global economic recession, and 2008 US Presidential
Debates. Despite the poor economy, in the two years before 2012, a
study by the professional services firm Alvarez & Marsal found a 32%
increase in the value of “change- in-control benefits” provided to US
executives. In late 2011, USA Today reported several CEO retirement
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packages in excess of $100 million, “raising eyebrows even among

those accustomed to oversized payouts”.
Greenmail
Greenmail or greenmailing is the practice of purchasing enough

shares in a firm to threaten a takeover, thereby forcing the target firm
to buy those shares back at a premium in order to suspend the
takeover.
The term is a neologism derived from blackmail and greenback as

commentators and journalists saw the practice of corporate raiders as
attempts by well-financed individuals to blackmail a company into
handing over money by using the threat of a takeover.
Corporate raids aim to generate large amounts of money by hostile

takeovers of large, often undervalued or inefficient (i.e., non-profit-
maximizing) companies, by either asset stripping and/or replacing
management and employees. However, once having secured a large
share of a target company, instead of completing the hostile takeover,
the greenmailer offers to end the threat to the victim company by
selling his share back to it, but at a substantial premium to the fair
market stock price.
From the viewpoint of the target, the ransom payment may be

referred to as a goodbye kiss. The origin of the term as a business
metaphor is unclear. A company which agrees to buy back the
bidder’s stockholding in the target avoids being taken over. In return,
the bidder agrees to abandon the takeover attempt and may sign a
confidential agreement with the greenmailee, guaranteeing not to
resume the maneuver for a period of time.
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While benefiting the predator, the company and its shareholders lose
money. Greenmail also perpetuates the company’s existing
management and employees, which would have most certainly seen
their ranks reduced or eliminated had the hostile takeover
successfully gone through.
Greenmail proved lucrative for investors such as T. Boone Pickens

and Sir James Goldsmith during the 1980s. In the latter example,
Goldsmith made $90 million from the Goodyear Tire and Rubber
Company in the 1980s in this manner. Occidental Petroleum paid
greenmail to David Murdock in 1984.
The St. Regis Paper Company provides an example of greenmail.

When an investor group led by Sir James Goldsmith acquired 8.6%
stake in St. Regis and expressed interest in taking over the paper
concern, the company agreed to repurchase the shares at a premium.
Goldsmith’s group acquired the shares for an average price of $35.50
per share, a total of $109 million. It sold its stake at $52 per share,
netting a profit of $51 million. Shortly after the payoff in March 1984,
St. Regis became the target of publisher Rupert Murdoch. St. Regis
turned to Champion International and agreed to a $1.84 billion
takeover. Murdoch tendered his 5.6% stake in St. Regis to the
Champion offer for a profit.
Changes in the details of corporate ownership structure, in the

investment markets generally, and the legal requirement in some
jurisdictions for companies to impose limits for launching formal
bids, or obligations to seek shareholder approval for the buyback of
its own shares, and in Federal tax treatment of greenmail gains (a 50%
excise tax) have all made greenmail far less common since the early
1990s.
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Jonestown Defence
The Jonestown defence is an extreme corporation defence against

hostile takeovers. In this strategy, the target firm engages in tactics
that might threaten the firm’s existence to thwart an imposing
acquirer’s bids. This is also known as a “suicide pill”, and is an
extreme version of the poison pill.
The term refers to the 1978 Jonestown mass suicide in Guyana, where
Jim Jones led the members of the Peoples Temple (a religious cult) to
kill themselves.
Jonestown Defense maneuvers are usually more extreme versions of

existing tactics; share buybacks (which increase stock prices and
decrease public equity at the cost of cash or debt financing),
Crown Jewel maneuvers (selling off attractive assets at a discount
to anyone except the acquirer) and similar. The main difference is that
they are done to such an extreme that they threaten the company’s
livelihood. Companies attempting such maneuvers may thus find
themselves insolvent, and in a position where they cannot resist
continued takeover bids. The flip side is that the tactics reduce the
company’s value to potential buyers such that, unless the firm still
possesses intangible assets (like a brand name or other intellectual
property) that are valuable to the acquirer, the acquisition of this now-
troubled firm becomes extremely unappealing.
Killer Bees
Killer bees are firms or individuals that are employed by a target

company to fend off a takeover bid. These include investment bankers
(primary), accountants, attorneys, tax specialists, etc. They aid by
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utilizing various anti-takeover strategies, thereby making the target

company economically unattractive and acquisition more costly.
Knight
In takeovers there are four types of knights – the white knight, the
grey knight, the yellow knight and the black knight.
White knight: In business, a white knight, or “friendly investor,” may

be a corporation or a person that intends to help another firm. There
are many types of white knights. It refers to the friendly acquirer of a
target firm in a hostile takeover attempt by another firm. A white
knight can help the target firm by offering terms for a friendly
takeover. The intention of the acquisition is to circumvent the
takeover of the object of interest by a third, unfriendly entity, which is
perceived to be less favorable. The knight might defeat the
undesirable entity by offering a higher and more enticing bid, or
strike a favorable deal with the management of the object of
acquisition
Grey knight: A grey knight is an acquiring company that enters a bid

for a hostile takeover in addition to the target firm and first bidder. A
gray knight is perceived as more favorable than the black knight
(unfriendly bidder), but less favorable than the white knight (friendly
bidder). It refers to the acquirer of a struggling firm that may not
necessarily be under threat by a hostile firm. The financial standing of
the struggling firm could prevent any other entity being interested in
an acquisition. The firm may already have huge debts to pay to its
creditors, or worse, may already be bankrupt. In such a case, the
knight, under huge risk, acquires the firm that is in crisis. After
acquisition, the knight then rebuilds the firm, or integrates it into
itself.
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Yellow knight: A yellow knight is a company that initiated a hostile

takeover, but changes tactics during the process to negotiate on more
agreeable terms.
Black Knight: Black knights attempt hostile takeovers of target firms.

Hostile firm’s strategies:
• The strategy that is usually employed by the hostile firm is making

an offer more lucrative than the White Knight’s, so that the
shareholders consider rejecting the White Knight’s bid. This,
however, can lead to bidding wars and finally to overpaying, by
one or the other, for the target firm.
• Another option is known as the NL strategy. Here, the hostile

firm allows the white knight to move ahead and waits for the
acquisition to take place. Once things are settled between the two
entities, the hostile firm launches a takeover offer for the White
Knight. This takeover offer is generally a hostile one. The target
(firm being bid on) can enter into standstill agreements with the
White Knight to prevent it from turning Gray Knight.
Leveraged Recapitalization
In corporate finance, a leveraged recapitalization is a change of the

capital structure of a company – a substitution of equity for debt —
e.g., by issuing bonds to raise money, and using that money to buy
the company’s stock or to pay dividends. Such a manoeuvre is called
a leveraged buyout when initiated by an outside party or a leveraged
recapitalization when initiated by the company itself for internal
reasons. These types of recapitalization can be minor adjustments to
the capital structure of the company or can be large changes involving
a change in the power structure as well.
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Leveraged recapitalizations are used by privately held companies as a

means of refinancing, generally to provide cash to the shareholders
while not requiring a total sale of the company. Debt (in the form of
bonds) has some advantages over equity as a way of raising money,
since it can have tax benefits and can enforce a cash discipline. The
reduction in equity also makes the firm less vulnerable to a hostile
takeover.
There are downsides, however, this form of recapitalization can lead a

company to focus on short-term projects that generate cash (to pay-off
the debt and interest payments), which in turn leads the company to
lose its strategic focus. Also, if a firm cannot make its debt payments,
meet its loan covenants or rollover its debt, it enters financial distress
which often leads to bankruptcy. Therefore, the additional debt
burden of a leveraged recapitalization makes a firm more vulnerable
to unexpected business problems including recessions and financial
crises.
Lobster Trap
A lobster trap, in corporate finance, is an anti-takeover strategy used

by target firms. In a lobster trap, the target firm issues a charter that
prevents individuals with more than 10% ownership of convertible
securities (includes convertible bonds, convertible preferred stocks,
and warrants) from transferring these securities to voting stock. The
term derives from the fact that Lobster traps are designed to catch
large lobsters but allow small lobsters to escape.
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Lock-up Provision
Lock-up provision is a term used in corporate finance which refers to

the option granted by a seller to a buyer to purchase a target
company’s stock as a prelude to a takeover. The major or controlling
shareholder is then effectively “locked-up” and is not free to sell the
stocks to a party other than the designated party (potential buyer).
Typically, a lock-up agreement is required by an acquirer before

making a bid and facilitates negotiation progress. Lock-ups can be
“soft” (shareholders permitted to terminate if superior offer comes
along) or “hard” (unconditional).
These provisions may take the form of:
1. Break-up/termination fees,
2. Options given to target shareholders to buy target stock,
3. Rights given to bidder shareholders to purchase target assets,
4. Force the vote provisions in merger agreements, and
5. Agreements with major shareholders (voting agreements,

agreements to sell shares or agreements to tender).
In a stock lock-up, the bidder is able to purchase either authorized but

unissued shares of the major or controlling stockholder, or the shares
of one or more large stockholders. The acquirer holds the option to
exercise the shares at a higher price in the event of sale to a higher
bidder or to vote in favor of the acquirer’s bid.
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An asset lock-up occurs when the target firm grants an option for the
acquisition of an asset. This is also known as a crown jewel lock-up.
In many cases, lock-up provisions may impede “free competition”

and thereby, restrict the market from acting naturally by preventing
rival bids for the target company.
Courts will approve lock-ups if they find that the lock-up was used to
encourage a bidder to make an offer and not as a device to end an
auction or bidding process. Asset lock-ups, however, discourage other
bidders and are generally discouraged by the courts.
Nancy Reagan Defense
The Nancy Reagan defense is a tactic in corporate finance used to

counter a takeover or merger bidder who has made a formal bid to
shareholders to buy their shares. When the board of directors of the
target company meets to consider the bid, they “just say no.” The
term refers to a catch-phrase coined by former United States First
Lady Nancy Reagan advocating abstinence from recreational drug
use.
Non-voting Stock
Non-voting stock is stock that provides the shareholder very little or

no vote on corporate matters, such as election of the board of directors
or mergers. This type of share is usually implemented for individuals
who want to invest in the company’s profitability and success at the
expense of voting rights in the direction of the company. Preferred
stock typically has non voting qualities.
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Not all corporations offer voting stock and non voting stock, nor do
all stocks usually have equal voting power. Warren Buffett’s Berkshire
Hathaway Corporation has two classes of stocks, Class A (Voting
stocks – Ticker symbol: BRKA) and Class B (Non voting stocks –
Ticker symbol: BRKB). The Class B stocks carry 1/200th of the voting
rights of the Class A, but 1/30th of the dividends.
Non voting stock may also thwart hostile takeover attempts. If the
founders of a company maintain all of the voting stock and sell non
voting stock only to the public, takeover attempts are unlikely. They
may occur only if the founders are willing to tender an offer by an
unfriendly bidder.
There are consequences to not releasing voting rights to common

shareholders. These include fewer supplicants for a friendly takeover,
displeased shareholders as a result of the corporation’s limited
growth potential and difficulty in finding bidders for additional non
voting shares in the market.
Pac-man Defense
The Pac-man defense is a defensive option to stave off a hostile

takeover in which a company that is threatened with a hostile
takeover “turns the tables” by attempting to acquire its would-be
buyer.
A major example in U.S. corporate history is the attempted hostile

takeover of Martin Marietta by Bendix Corporation in 1982. In
response, Martin Marietta started buying Bendix stock with the aim of
assuming control over the company. Bendix persuaded Allied
Corporation to act as a “White Knight,” and the company was sold to
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Allied the same year. The incident was labeled a “Pac-man defense”
in retrospect.
In 1984, Securities Exchange Commission commissioners’ said that

the Pac- man defense was cause for “serious concern,” but balked
at endorsing any federal prohibition against the tactic. The
commissioners acknowledged a Pac- man defense can benefit
shareholders under certain circumstances, but emphasized that
management, in resorting to this tactic, must bear the burden of
proving it is not acting solely out of its desire to stay in office. One
concern is that the money spent to gain control of the intruding
company, which includes payment for the services of lawyers and
other professionals needed to mount that defense, represents
substantial funds that could have otherwise been used to improve the
company’s business or increase its profits.
The next Pac-man defense occurred in 1988, when American Brands

Inc., fighting a hostile takeover attempt by E-II Holdings Inc.,
announced a cash tender offer for E-II. In 2007, British mining giant
Rio Tinto PLC, fighting off an unsolicited $131.57 billion takeover bid
from Australian rival BHP Billiton Plc, considered turning the tables
on its rival by launching a counterbid for BHP. In 2009, Cadbury Plc
considered trying a Pac-man defense, if no bid emerged to challenge
Kraft Foods’ hostile offer.
The name refers to the star of a video game Pac-man, in which the
hero is at first chased around a maze of dots by four ghosts. However,
after eating a “power pellet” dot, he is able to chase and devour the
ghosts. The term (though not the technique) was coined by buyout
guru Bruce Wasserstein.
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Internationally, perhaps the best-known case was that of Porsche and

the Volkswagen Group, in which Porsche slowly acquired stake in the
much larger Volkswagen Group, eventually to the point of owning
over 50% of the company in 2009. However, later that year when the
two companies announced an official merger, it was announced that
Volkswagen would be the surviving partner
Pension Parachute
A pension parachute is a form of poison pill that prevents the raiding

firm of a hostile takeover from utilizing the pension assets to finance
the acquisition. When the target firm is threatened by an acquirer, the
pension plan assets are only available to benefit the pension plan
participants.
In corporate governance, the pension parachute protects the surplus

cash in the pension fund of the target from unfriendly acquirers; the
funds remain the property of the plan’s participants in the target
company.
The law firm of Kelley Drye & Warren claims to be the pioneers of the
“pension parachute”. Their first pension parachute was implemented
for Union Carbide, and its design was upheld in Union Carbide’s
litigation with GAF.
People Pill
As a variation of the poison pill defense, the people pill is an anti-

takeover defense under which the current management team of the
target company threatens to quit en masse in the event of a successful
hostile takeover.
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The effectiveness of a people pill is dependent on the circumstances of

the takeover. If the management team is efficient, the company will be
left without experienced leadership following a takeover. On the
other hand, a great number of takeovers are the result of inefficient
leadership in which management will be fired anyway; the people pill
will be ineffective in this situation.
Poison Pill
A shareholder rights plan, colloquially known as a “poison pill”, is a

type of defensive tactic used by a corporation’s board of directors
against a takeover. In the field of mergers and acquisitions,
shareholder rights plans were devised in the early 1980s, as a way for
directors to prevent takeover bidders from negotiating a price for sale
of shares directly with shareholders, and instead forcing the bidder to
negotiate with the board. Shareholder rights plans are unlawful
without shareholder approval in many jurisdictions such as the
United Kingdom, frowned upon in others such as throughout the
European Union, and lawful if used “proportionately” in others,
including Delaware in the United States.
The typical shareholder rights plan involves a scheme whereby,

shareholders will have the right to buy more shares at a discount if
one shareholder buys a certain percentage of the company’s shares.
The plan could be triggered, for instance, when any one shareholder
buys 20% of the company’s shares, at which point every shareholder
(except the one who possesses 20%) will have the right to buy a new
issue of shares at a discount. The plan can be issued by the board as
an “option” or a “warrant” attached to existing shares and only be
revoked at the discretion of the board of directors. A shareholder who
can reach a 20% threshold will potentially be a takeover bidder. If
every other shareholder will be able to buy more shares at a discount,
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such purchases will dilute the bidder’s interest and the cost of the bid
will rise substantially. Knowing that such plan could be called on, the
bidder could be disinclined to the takeover of the corporation without
the board’s approval, and will first negotiate with the board so that
the plan is revoked.
Shareholder rights plans, or poison pills, are controversial because

they hinder an active market for corporate control. Further, giving
directors the power to deter takeovers puts directors in a position to
enrich themselves, as they may effectively ask to be compensated for
the price of consenting to a takeover.
The poison pill was invented by mergers and acquisitions lawyer

Martin Lipton of Wachtell, Lipton, Rosen & Katz in 1982, as a
response to tender-based hostile takeovers. Poison pills became
popular during the early 1980s, in response to the wave of takeovers
by corporate raiders such as Carl Icahn. The term “poison pill”
derives its original meaning from a poison pill physically carried by
various spies throughout history, a pill which was taken by the spies
when they were discovered to eliminate the possibility of being
interrogated by an enemy.
It was reported in 2001, that since 1997, for every company with a
poison pill which successfully resisted a hostile takeover, there were
20 companies with poison pills that accepted takeover offers. The
trend since the early 2000s, has been for shareholders to vote against
poison pill authorization, since poison pills are designed to resist
takeovers, whereas from the point of a shareholder, takeovers can be
financially rewarding.
Some have argued that poison pills are detrimental to shareholder

interests because they perpetuate existing management. For instance,
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Microsoft originally made an unsolicited bid for Yahoo!, but

subsequently dropped the bid after Yahoo! CEO Jerry Yang threatened
to make the takeover as difficult as possible unless Microsoft raised
the price to US$37 per share. One Microsoft executive commented,
“They are going to burn the furniture if we go hostile. They are going
to destroy the place.” Yahoo had had a shareholders rights plan in
place since 2001. Analysts suggested that Microsoft’s raised offer
of $33 per share was already too expensive, and that Yang was not
bargaining in good faith, which later led to several shareholder
lawsuits and an aborted proxy fight from Carl Icahn. Yahoo’s stock
price plunged after Microsoft withdrew the bid, and Jerry Yang faced
a backlash from stockholders that eventually led to his resignation.
In publicly-held companies, “poison pills” refer to various methods to

deter takeover bids. Takeover bids are attempts by a bidder to obtain
control of a target company, either by soliciting proxies to get elected
to the board or by acquiring a controlling block of shares and using
the associated votes to get elected to the board. Once in control of
the board, the bidder can manage the target. As discussed below,
targets have various takeover defenses available, and several types of
defense have been called “poison pills” because they harm not only
the bidder, but the target (or its shareholders) as well. Currently, the
most common type of takeover defense is a shareholder rights plan.
Because the board of directors of the company can redeem or

otherwise eliminate a standard poison pill, it does not typically
preclude a proxy fight or other takeover attempts not accompanied by
an acquisition of a significant block of the company’s stock. It can,
however, prevent shareholders from entering into certain agreements
that can assist in a proxy fight, such as an agreement to pay another
shareholder’s expenses. In combination with a staggered board of
directors, however, a shareholder rights plan can be a defense.
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The target company issues rights to existing shareholders to acquire a

large number of new securities, usually common stock or preferred
stock. The new rights typically allow holders (other than a bidder) to
convert the rights into a large number of common shares if anyone
acquires more than a set amount of the target’s stock (typically 15%).
They dilute the percentage of the target owned by the bidder, and
make it more expensive to acquire control of the target. This form of
poison pill is sometimes called a shareholder rights plan because it
provides shareholders (other than the bidder) with rights to buy more
stock in the event of a control acquisition.
The goal of a shareholder rights plan is to force a bidder to negotiate

with the target’s board and not directly with the shareholders. The
effects are twofold:
• It gives management time to find competing offers that maximizes

selling price.
• Several studies indicate that companies with poison pills

(shareholder rights plans) have received higher takeover premiums
than companies without poison pills. This results in increased
shareholder value. The theory is that an increase in the
negotiating power of the target is reflected in higher acquisition
premiums.
4.7 COMMON TYPES OF POISON PILLS
• Preferred stock plan;

• Flipover rights plan;
• Ownership flip-in plan;
• Back-end rights plan;
• Voting plan.
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A “dead-hand” provision allows only the directors who introduce the

poison pill to remove it (for a set period after they have been
replaced), so potentially delaying a new board’s decision to sell a
company.
The legality of poison pills had been unclear when they were first put
to use in the early 1980s. However, the Delaware Supreme Court
upheld poison pills as a valid instrument of takeover defense in its
1985 decision in the Moran v. Household International, Inc. case.
However, many jurisdictions other than the U.S. have held the poison
pill strategy as illegal, or place restraints on their use.
In Canada, almost all shareholders’ rights plans are “chewable”,

meaning they contain a permitted bid concept such that a bidder who
is willing to conform to the requirements of a permitted bid can
acquire the company by takeover bid without triggering a flip-in
event. Shareholders’ rights plans in Canada are also weakened by the
ability of a hostile acquirer to petition the provincial securities
regulators to have the company’s pill overturned. Generally, the
courts will overturn the pill to allow shareholders to decide whether
they want to tender to a bid for the company. However, the company
may be allowed to maintain it for long enough to run an auction to
see if a white knight can be found. A notable Canadian case before
the securities regulators in 2006, involved the poison pill of
Falconbridge Ltd., which at the time was the subject of a friendly bid
from Inco and a hostile bid from Xstrata Plc., which was a 20%
shareholder of Falconbridge. Xstrata applied to have Falconbridge’s
pill invalidated, citing among other things that the Falconbridge had
its pill in place without shareholder approval for more than nine
months and that the pill stood in the way of Falconbridge
shareholders accepting Xstrata’s all cash offer for Falconbridge shares.
Despite similar facts with previous cases in which securities
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regulators had promptly taken down pills, the Ontario Securities

Commission ruled that Falconbridge’s pill could remain in place for a
further limited period as it had the effect of sustaining the auction for
Falconbridge by preventing Xstrata increasing its ownership and
potentially obtaining a blocking position that would prevent other
bidders from obtaining 100% of the shares.
In the United Kingdom, poison pills are not allowed under the
Takeover Panel rules. The rights of public shareholders are protected
by the Panel on a case-by-case, principle-based regulatory regime.
One disadvantage of the Panel’s prohibition of poison pills is that it
allows bidding wars to be won by hostile bidders who buy shares of
their target in the marketplace during “raids”. Raids have helped
bidders win targets such as BAA Plc., and AWG Plc., when other
bidders were considering emerging at higher prices. If these
companies had poison pills, they could have prevented the raids by
threatening to dilute the positions of their hostile suitors if they
exceeded the statutory levels (often 10% of the outstanding shares) in
the rights plan. The London Stock Exchange itself is another example
of a company that has seen significant stakebuilding by a hostile
suitor, in this case the NASDAQ. The LSE’s ultimate fate is currently
up in the air, but NASDAQ’s stake is sufficiently large that it is
essentially impossible for a third party bidder to make a successful
offer to acquire the LSE.
Takeover law is still evolving in continental Europe, as individual

countries slowly fall in line with requirements mandated by the
European Commission. Stakebuilding is commonplace in many
continental takeover battles such as Scania AB. Formal poison pills are
quite rare in continental Europe, but national governments hold
golden shares in many “strategic” companies such as telecom
monopolies and energy companies. Governments have also served as
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“poison pills” by threatening potential suitors with negative

regulatory developments if they pursue the takeover. Examples of this
include Spain’s adoption of new rules for the ownership of energy
companies after E.ON of Germany made a hostile bid for Endesa and
France’s threats to punish any potential acquiror of Groupe Danone.
Poison pill is sometimes used more broadly to describe other types of

takeover defenses that involve the target taking some action.
Although the broad category of takeover defenses (more commonly
known as “shark repellents”) includes the traditional shareholder
rights plan poison pill. Other anti-takeover protections include:
• Limitations on the ability to call special meetings or take action by

written consent.
• Supermajority vote requirements to approve mergers.
• Supermajority vote requirements to remove directors.
• The target adds to its charter a provision which gives the

current shareholders the right to sell their shares to the acquirer at
an increased price (usually 100% above recent average share price),
if the acquirer’s share of the company reaches a critical limit
(usually one third). This kind of poison pill cannot stop a
determined acquirer, but ensures a high price for the company.
• The target takes on large debts in an effort to make the debt load
too high to be attractive — the acquirer would eventually have to
pay the debts.
• The company buys a number of smaller companies using a stock

swap, diluting the value of the target’s stock.
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• The target grants its employees stock options that immediately vest
if the company is taken over. This is intended to give employees an
incentive to continue working for the target company at least until a
merger is completed instead of looking for a new job as soon as
takeover discussions begin. However, with the release of the
“golden handcuffs”, many discontented employees may quit
immediately after they’ve cashed in their stock options. This poison
pill may create an exodus of talented employees. In many high-tech
businesses, attrition of talented human resources often means an
empty shell is left behind for the new owner.
• Peoplesoft guaranteed its customers in June 2003, that if it were

acquired within two years, presumably by its rival Oracle
Corporation, and product support were reduced within four years,
its customers would receive a refund of between two and five times
the fees they had paid for their Peoplesoft software licenses. The
hypothetical cost to Oracle was valued at as much as US $1.5
billion. Peoplesoft allowed the guarantee to expire in April 2004. If
Peoplesoft had not prepared itself by adopting effective takeover
defenses, it is unclear if Oracle would have significantly raised its
original bid of $16 per share. The increased bid provided an
additional $4.1 billion for Peoplesoft’s shareholders.
• Classified boards with staggered elections for the board of

directors. For example, if a company had nine directors, then three
directors would be up for re-election each year, with a three-year
term. This would present a potential acquirer with the position of
having a hostile board for at least a year after the first election. In
some companies, certain percentages of the board (33%) may be
enough to block key decisions (such as a full merger agreement or
major asset sale), so an acquirer may not be able to close an
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acquisition for years after having purchased a majority of the

target’s stock. As of December 31, 2008, 47.05% of the companies in
the S&P Super 1500 had a classified board.
More companies are giving shareholders a say on poison pills.
Safe Harbor
The term safe harbor (safe harbour) has several special usages, in
an analogy with its literal meaning, that of a harbor or haven which
provides safety from weather or attack.
A safe harbor is a provision of a statute or a regulation that reduces or

eliminates a party’s liability under the law, on the condition that the
party performed its actions in good faith or in compliance with
defined standards. Legislators may include safe harbor provisions to
protect legitimate or excusable violations, or to incentivize the
adoption of desirable practices.
An example of safe harbor is performance of a Phase I Environmental

Site Assessment by a property purchaser: thus effecting due diligence
and a “safe harbor” outcome if future contamination is found caused
by a prior owner.
Another example is regarding insider information laws. Broker-

dealers are required to have in place Chinese walls (also called
information barriers) that prevent the transmission of insider
information from one department to another. Each broker-dealer firm
is required to have its own barriers and to enforce them on its own.
Thus, there is no safe harbor regarding this issue.
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A third example can be found in the EU Data Protection Directive,

which sets comparatively strict privacy protections for EU citizens. It
prohibits European firms from transferring personal data to overseas
jurisdictions with weaker privacy laws, but creates exceptions where
the overseas recipients have voluntarily agreed to meet EU standards
under the Directive’s Safe Harbor Principles.
In broadcasting, particularly in the United States of America, the term

safe harbor can refer to the hours during which broadcasters may
transmit material deemed indecent for children. This “safe harbor”,
enforced by the Federal Communications Commission, extends —
legally — from 10 PM to 6 AM.
In the context of commercial takeovers, safe harbors function as a

form of shark repellent used to thwart hostile takeovers. Under
implementation of this provision, a target company will acquire a
troublesome firm in order to raise the acquisition price and make
acquisition by other parties economically unattractive.
Sandbagging
This is a tactic used to hide or limit expectations of a company’s or

individual’s strength in order to produce greater than anticipated
results. Sandbagging, in business, is most often seen when company
managers temper the expectations of superiors or shareholders by
giving guidance below what they know will be achieved. Once the
better than expected results are presented, the firm looks all the better.
For example, let us assume that Bharat Ltd., had gained a reputation
in the last few years for sandbagging quarterly expectations
leading up to earnings season. Analysts and pundits alike would
be confident that quarterly numbers would be strong. However,
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when results are released they would be markedly higher than most
expected, thus leading to a surge in share value, which may be a more
favorable outcome in terms of press coverage.
Scorched-earth Defense
The scorched-earth defense is a form of risk arbitrage and anti-

takeover strategy.
When a target firm implements this provision, it will make an effort to

make itself unattractive to the hostile bidder. For example, a company
may agree to liquidate or destroy all valuable assets, also called crown
jewels, or schedule debt repayment to be due immediately following
a hostile takeover. In some cases, a scorched-earth defense may
develop into an extreme anti-takeover defense called a poison pill.
Shark Repellent
This is a term for any one of a number of measures taken by a

company to fend off an unwanted or hostile takeover attempt. In
many cases, a company will make special amendments to its charter
or bylaws that become active only when a takeover attempt is
announced or presented to shareholders with the goal of making the
takeover less attractive or profitable to the acquisitive firm. This is
also as a “porcupine provision.”
Most companies want to decide their own fates in the marketplace, so

when the sharks attack, shark repellent can send the predator off to
look for a less feisty target.
While the concept is a noble one, many shark repellent measures are
not in the best interests of shareholders, as the actions may damage
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the company’s financial position and interfere with management’s

ability to focus on critical business objectives. Some examples of shark
repellents are poison pills, scorched- earth policies, golden parachutes
and safe harbor strategies.
4.8 SQUEEZE OUT
Squeeze out is a term referring to the compulsory acquisition of the

stakes of a small group of shareholders from a joint stock company by
means of cash compensation.
In Germany, a pool of shareholders owning at least 95% of a

company’s shares has the right to “squeeze out” the remaining
minority of shareholders by paying them an adequate compensation.
This procedure is based on the Securities Acquisition and Takeover
Act. An alternative procedure is governed by 327a –327f of the
German Stock Corporation Act.
For the first time in German history, this law provided a mandatory
legal framework for takeovers, replacing the former voluntary
takeover code (Ger. Übernahmekodex). Although it has been asserted
that the law does not break the German constitution it has courted the
resentment of many small investors who consider it to be the
legalization of expropriation.
Under UK law, section 979 of the Companies Act, 2006, is the relevant
“squeeze out” provision. It gives a takeover bidder who has already
acquired 90% of a company’s shares the right to compulsorily buy out
the remaining shareholders. Conversely section 983 (the “sell out”
provision) allows minority shareholders to insist their stakes are
bought out.
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In the U.S. squeeze outs are governed by State laws. E.g., 8

Delaware Code 253 permits a parent corporation owning at least 90%
of the stock of a subsidiary to merge with that subsidiary, and to pay
off in cash the minority shareholders. The consent of the minority
shareholders is not required. They are merely entitled to receive fair
value for their shares. This is in contrast to freeze- outs, where the
minority interest is unable to liquidate their investment.
Staggered Board of Directors
A staggered board of directors or classified board is a prominent

practice in US corporate law governing the board of directors of a
company, corporation, or other organization in which only a fraction
(often one third) of the members of the board of directors is elected
each time instead of en masse (where all directors have one-year
terms). Each group of directors falls within a specified “class”— e.g.,
Class I, Class II, etc.— hence the use of the term “classified” board.
In publicly held companies, staggered boards have the effect of

making hostile takeover attempts more difficult. When a board is
staggered, hostile bidders must win more than one proxy fight at
successive shareholder meetings in order to exercise control of the
target firm. Particularly in combination with a poison pill, a staggered
board that cannot be dismantled or evaded is one of the most potent
takeover defenses available to U.S. companies.
Institutional shareholders are increasingly calling for an end to

staggered boards of directors — also called “declassifying” the
boards. The Wall Street Journal reported in January, 2007, that 2006,
marked a key switch in the trend toward declassification or annual
votes on all directors: more than half (55%) of the S&P 500 companies
have declassified boards, compared with 47% in 2005.
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The use of a staggered board can minimize the impact of cumulative

voting.
Standstill Agreement
A standstill agreement is usually an instrument of a hostile takeover

defense, in which an unfriendly bidder agrees to limit its holdings of
a target firm. In many cases, the target firm is willing to purchase the
potential raider’s shares at a premium price, thereby enacting a
standstill or eliminating any takeover chance. By establishing this
provision with the prospective acquirer, the target firm will have
more time to build up other takeover defenses.
Common shareholders tend to dislike standstill agreements, because

it limits the potential returns on investment available through
takeover. On the other hand, shareholders are typically offered higher
holdings and benefits by the target firm.
In May 2000, Health Risk Management, Inc. (HRM), a health care

company, resolved issues with Chiplease Inc., Banco Panamericano,
Inc., Leon Greenblatt and Leslie Jabine, a shareholder group with
approximately 14% of HRM shares. Under the standstill agreement
between HRM and these shareholders, HRM agreed that it will
allow the shareholder group designation of one director on the HRM
board of directors, increase in holdings by about 10%, and voting
rights; in return, the shareholder group agreed to dismiss all
litigation.
Another type of standstill agreement is an agreement whereby two or

more parties agree not to deal with other parties in a particular matter
for a period of time. For example, in negotiations for a merger or
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acquisition, the target and the purchaser may enter into an agreement
where they each agree not to solicit or embark on acquisitions from or
of other parties. This allows the parties to invest more heavily into the
negotiation, due diligence, and details of a potential acquisition.
Targeted Repurchase
A targeted repurchase is a technique used to thwart a hostile takeover

in which the target firm purchases back its own stock from an
unfriendly bidder, usually at a price well above market value.
Mikkelson and Ruback analyzed 111 blockholder investment and

targeted stock repurchases in 1991 findings. According to their
analysis, stock prices rose significantly at the initial stage of block
investment, but fell significantly at the time of repurchase; there were
cumulative significant gains for the entire period.
On August 20, 2002, KBF Pollution Management, INC., a recycling

services provider, reported that it would repurchase stock from its
current shareholders. KBF planned to fund its Share Repurchase
Program though initiation of service for many new generators, some
of which are Fortune 500 companies, and expectations of third
quarter revenues exceeding second quarter revenues by 30%.
Under KBF’s Share Repurchase Plan, KBF stock can be purchased by
block purchase from time to time as long as it is in compliance with
SEC’s Rule 10b-18, subject to market conditions, meets legal
requirements, and other factors. The repurchased shares are held in
KBF’s treasury where they are either inactive or applied to corporate
use.
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Top-ups
In business, a top-up is a variation of a company’s stock repurchase

program for common shareholders. Although this buyback reduces
voting interest of its shareholder, the shareholder may subsequently
increase its holdings, called a top- up.
For example, if company A holds 20% of voting power, and company

B reduces this power to 10%, company A may increase its voting
power to 15% within 6 months.
Treasury Stock
A treasury stock or reacquired stock is stock which is bought back by

the issuing company, reducing the amount of outstanding stock on
the open market (“open market” including insiders’ holdings).
Stock repurchases are often used as a tax-efficient method to put cash

into shareholders’ hands, rather than paying dividends. Sometimes,
companies do this when they feel that their stock is undervalued on
the open market. Other times, companies do this to provide a “bonus”
to incentive compensation plans for employees. Rather than receive
cash, recipients receive an asset that might appreciate in value faster
than cash saved in a bank account. Another motive for stock
repurchase is to protect the company against a takeover threat.
The United Kingdom equivalent of treasury stock as used in the

United States is treasury share. Treasury stocks in the UK refers to
government bonds or gilts.
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Limitations of treasury stock:
• Treasury stock does not pay a dividend;
• Treasury stock has no voting rights;
• Total treasury stock cannot exceed the maximum proportion of total

capitalization specified by law in the relevant country.
When shares are repurchased, they may either be canceled or

held for reissue. If not canceled, such shares are referred to as
treasury shares. Technically, a repurchased share is a company’s own
share that has been bought back after having been issued and fully
paid.
A company cannot own itself. The possession of treasury shares does

not give the company the right to vote, to exercise pre-emptive rights
as a shareholder, to receive cash dividends or to receive assets on
company liquidation. Treasury shares are essentially the same as
unissued capital and no one advocates classifying unissued share
capital as an asset on the balance sheet, as an asset should have
probable future economic benefits. Treasury shares simply reduce
ordinary share capital.
In an efficient market, a company buying back its stock should have

no effect at all on its stock price. If the market fairly prices a
company’s shares at $50/share, and the company buys back 100
shares for $5,000, it now has $5,000 less cash but there are 100 fewer
shares outstanding; the net effect should be that the value per share is
unchanged. However, buying back shares does improve certain per-
share ratios, such as price/earnings (earnings per share is increased
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due to fewer shares outstanding), but since the book value decreases
by the same amount, the share value remains unchanged.
If the market is not efficient, the company’s shares may be

underpriced. In that case a company can benefit its other shareholders
by buying back shares. If a company’s shares are overpriced, then a
company is actually hurting its remaining shareholders by buying
back stock.
One other reason for a company to buy back its own stock is to
reward holders of stock options. Call option holders are hurt by
dividend payments, since, typically, they are not eligible to receive
them. A share buyback program may increase the value of remaining
shares (if the buyback is executed when shares are under-priced); if
so, call option holders benefit. A dividend payment short- term
always decreases the value of shares after the payment, so, for stocks
with regularly scheduled dividends, on the day shares go ex-
dividend, call option holders always lose whereas put option holders
benefit. This does not apply to unscheduled (special) dividends since
the strike prices of options are typically adjusted to reflect the
amount of the special dividend. Finally, if the sellers into a corporate
buyback are actually the call option holders themselves, they may
directly benefit from temporary unrealistically favourable pricing.
A company does not benefit by helping call stock options holder so

this is not an incentive. A company will not do it for this reason except
for the case in which the decision makers for the company have the
incentive of profiting which is indeed illegal.
After buyback the company can either retire (cancel) the shares
(however, retired shares are not listed as treasury stock on the
company’s financial statements) or hold the shares for later resale.
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Buying back stock reduces the number of outstanding shares.

Accompanying the decrease in the number of shares outstanding is
a reduction in company assets, in particular, cash assets, which are
used to buy back shares.
Voting Plans
A voting plan or voting rights plan is one of five main types of poison
pills that a target firm can issue against hostile takeover attempts.
These plans are implemented when a company charters preferred
stock with superior voting rights to common shareholders. If an
unfriendly bidder acquired a substantial quantity of the target firm’s
voting common stock, it would not be able to exercise control over its
purchase. For example, ASARCO established a voting plan in which
99% of the company’s common stock would only harness 16.5% of the
total voting power.
White Squire
A white squire is similar to a white knight, except it only exercises a

significant minority stake, as opposed to a majority stake. A white
squire doesn’t have the intention, but rather serves as a
figurehead in defense of a hostile takeover. The white squire may
often also get special voting rights for their equity stake.
Whitemail
Whitemail, coined as an opposite to blackmail, has several meanings.
In economics, whitemail is an anti-takeover arrangement in which the

target company will sell significantly discounted stock to a friendly
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third party. In return, the target company helps thwart takeover

attempts, by
1. raising the acquisition price of the raider
2. diluting the hostile bidder’s number of shares
3. increasing the aggregate stockholdings of the company
Whitemail can also be considered as legally compensating

someone for doing their job in a manner benefiting the payer. For
example, if a person gives a maître d’ a $20 bill in order to secure a
table more quickly than other patrons who had arrived earlier, this
could be considered whitemail. It is merely a compensatory incentive
for someone to do their job quicker, better, or in a manner more
advantageous to the payer. It can be considered a bribe, depending on
the person being offered the incentive and the action the incentive is
intended to influence.
4.9 SUMMARY
Depending upon whether the bid is friendly or hostile, these takeover

bid strategies differ. When faced with a potential or actual hostile
takeover bid, target company managers may resist the bid both for
their own reasons and in order to negotiate better terms for
shareholders. They can set up takeover defenses in anticipation of a
hostile bid or adopt defensive tactics once the bid has been made. The
pre-bid defenses are of a strategic nature. Takeover defenses and
anti takeover measures have become part of management’s long-term
strategic planning for the firm. Different legal and regulatory
jurisdictions may not allow certain strategies and prepare for
different target defense.
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1. Explain the concept of takeovers.
2. Do takeovers always succeed?
3. What strategies do target companies employ to thwart takeover

attempts?
4. Write a note on takeover code.
5. Enumerate the benefits of takeover.
6. Write a short note on reverse takeover. 
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REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
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REVERSE MERGER
Chapter 5
Reverse Merger
Learning Objectives
This chapter helps you understand reverse merger:
• Concept and process of reverse merger.

• Pros and cons of reverse merger.
Structure:
5.1 Reverse Takeover or Reverse Merger
5.2 Process of Reverse Merger
5.3 Benefits of Reverse Merger
5.4 Drawbacks of Reverse Merger
5.5 Future Financing
5.6 Examples
5.7 Summary
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5.1 REVERSE TAKEOVER OR REVERSE MERGER
A reverse takeover or reverse merger (reverse IPO) is the acquisition

of a public company by a private company so that the private
company can bypass the lengthy and complex process of going
public. The transaction typically requires reorganization of
capitalization of the acquiring company. The publicly traded
corporation is known as a shell corporation as it has little or no assets.
The private company obtains the shell company by purchasing
controlling interest through a new issue of shares. The reason why a
private company acquires such a company is because it has a viable
business. The private company reverse merges into the already
existing public company, and an entirely new operating entity comes
into existence. It is a viable option available to small to medium sized
privately held companies that are looking to raise additional capital to
make acquisitions.
A large company may reverse merge into another smaller company if

there is an opportunity to enter new businesses. In India, the first
most celebrated merger was that of ICICI with ICICI Bank. ICICI, a
development bank had promoted ICICI Bank. Seeing the diminishing
role of development banks in a liberalised economy and
acknowledging the opportunities, it effected a reverse merger
whereby ICICI reverse merged with ICICI Bank and ceased to exist.
This was, a decade later done by the other large development bank
IDBI which reverse merged with IDBI Bank.
To ensure a smooth reverse merger, the public company should be a

shell company, that is, the one which simply has an organization
structure but negligible business activity. It is only an organizational
entity on paper with no significant existence in the market.
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REVERSE MERGER
Reverse merger is a speedy and cheaper way of becoming a public

company within a maximum period of 30 days. Alternatively, the IPO
route takes almost a year. Moreover, public companies normally have
greater valuation due to the greater investor confidence enjoyed by
them. Hence, acquiring one will push the private company up the
growth ladder.
However, it faces stability risk because the owners of the shell

company might sell their stakes once the new company decides to
raise the market price of its shares. This may lead to a complete
operational chaos because the management of private companies
have negligible experience of running a public company.
5.2 PROCESS OF REVERSE MERGER
In a reverse takeover, shareholders of the private company purchase

control of the public shell company and then merge it with the private
company. The publicly traded corporation is called a “shell” since all
that exists of the original company is its organizational structure. The
private company shareholders receive a substantial majority of the
shares of the public company and control of its board of directors. By
merging with such an entity, the private company becomes public.
After the private company obtains a majority of the public company’s
shares and completes the merger, it appoints a new management and
elects a new board of directors. The new public corporation thus,
establishes a base of shareholders sufficient to meet the listing
requirements.
The transaction can be accomplished within weeks. If the shell is an

SEC- registered company, the private company does not go through
an expensive and time-consuming review with state and federal
regulators because this process was completed beforehand with the
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REVERSE MERGER
public company. However, a comprehensive disclosure document

containing audited financial statements and significant legal
disclosures is required by the Securities Exchange Commission for
reporting issuers. The disclosure is filed on Form 8-K and is filed
immediately upon completion of the reverse merger transaction.
The transaction involves the private and shell company exchanging

information on each other, negotiating the merger terms, and signing
a share exchange agreement. At the closing, the shell company issues
a substantial majority of its shares and board control to the
shareholders of the private company. The private company’s
shareholders pay for the shell company by contributing their shares in
the private company to the shell company that they now control. This
share exchange and change of control completes the reverse takeover,
transforming the formerly privately held company into a publicly
held company.
Reverse merger as a tool has been used by shell companies in two

forms:
• Under the first form, a failed public company is sold to recoup

some of the cost of the failed business. Such shell deals are risky as
they have the potential for unknown liabilities, lawsuits and
dissatisfied shareholders.
• Under the second form, companies are created for the specific
purpose of being sold as a shell in a reverse merger transaction.
Such deals typically carry less risk of having unknown liabilities.
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REVERSE MERGER
5.3 BENEFITS OF REVERSE MERGER
The advantages of public trading status include the possibility of

commanding a higher price for a later offering of the company’s
securities. Going public through a reverse takeover allows a
privately held company to become publicly held at a lesser cost, and
with less stock dilution than through an initial public offering (IPO).
While the process of going public and raising capital is combined in
an IPO, in a reverse takeover, these two functions are separate. A
company can go public without raising additional capital. Separating
these two functions greatly simplifies the process.
In addition, a reverse takeover is less susceptible to market

conditions. Conventional IPOs are risky for companies to undertake
because the deal relies on market conditions, over which senior
management has little control. If the market is off, the underwriter
may pull the offering. The market also does not need to plunge
wholesale. If a company in registration participates in an industry
that’s making unfavorable headlines, investors may shy away from
the deal. In a reverse takeover, since the deal rests solely between
those controlling the public and private companies, market conditions
have little bearing on the situation.
The process for a conventional IPO can last for a year or more. When
a company transitions from an entrepreneurial venture to a public
company fit for outside ownership, how time is spent by strategic
managers can be beneficial or detrimental. Time spent in meetings
and drafting sessions related to an IPO can have a disastrous effect on
the growth upon which the offering is predicated, and may even
nullify it. In addition, during the many months it takes to put an IPO
together, market conditions can deteriorate, making the completion of
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REVERSE MERGER
an IPO unfavorable. By contrast, a reverse takeover can be completed

in as little as thirty days.
5.4 DRAWBACKS OF REVERSE MERGER
Reverse takeovers always come with some history and some

shareholders. Sometimes this history can be bad and manifest itself in
the form of currently sloppy records, pending lawsuits and other
unforeseen liabilities. Additionally, these shells may sometimes come
with angry or deceitful shareholders who are anxious to “dump” their
stock at the first chance they get.
One way the acquiring or surviving company can safeguard against

the “dump” after the takeover is consummated is by requiring a
lockup on the shares owned by the group from which they are
purchasing the public shell. Other shareholders that have held stock
as investors in the company being acquired pose no threat in a dump
scenario because the number of shares they hold is not significant
and, unfortunately for them, they are likely to have the number of
shares they own reduced by a reverse stock split that is not an
uncommon part of a reverse takeover.
On June 9, 2011, the United States Securities and Exchange

Commission issued an investor bulletin cautioning investors about
investing in reverse mergers, stating that they may be prone to fraud
and other abuses.
Reverse mergers may have other drawbacks. Private-company CEOs

may be naive and inexperienced in the world of publicly traded
companies unless they have past experience as an officer or director
of a public company. In addition, reverse merger transactions only
introduce liquidity to a previously private stock if there is bona fide
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REVERSE MERGER
public interest in the company. A comprehensive investor relations

and investor marketing program may be an indirect cost of a reverse
merger.
5.5 FUTURE FINANCING
The greater number of financing options available to publicly held

companies is a primary reason to undergo a reverse takeover.
These financing options include:
• The issuance of additional stock in a secondary offering;
• An exercise of warrants, where stockholders have the right to

purchase additional shares in a company at predetermined prices.
When many shareholders with warrants exercise their option to
purchase additional shares, the company receives an infusion of
capital;
• Other investors are more likely to invest in a company via a private

offering of stock when a mechanism to sell their stock is in place
should the company be successful.
In addition, the now-publicly held company obtains the benefits of

public trading of its securities:
• Increased liquidity of company stock

• Higher company valuation due to a higher share price
• Greater access to capital markets
• Ability to acquire other companies through stock transactions
• Ability to use stock incentive plans to attract and retain employees
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REVERSE MERGER
5.6 EXAMPLES
In all of these cases – except for US Airways and America West

Airlines– shareholders of the acquiree controlled the resulting entity.
With US Airways and America West Airlines, US Airways creditors
(not shareholders) were left with control.
• The corporate shell of REO Motor Car company, in what amounted

to a reverse “hostile” takeover, was forced by dissident
shareholders to acquire a small publicly traded company, Nuclear
Consultants. Eventually this company became the modern-day
Nucor.
• ValuJet Airlines was acquired by AirWays Corp. to form

AirTran Holdings, with the goal of shedding the tarnished
reputation of the former.
• Aérospatiale was acquired by Matra to form Aérospatiale-Matra,

with the goal of taking the former, a state-owned company, public.
• The game company Atari was acquired by JT Storage, as marriage

of convenience.
• US Airways was acquired by America West Airlines, with the goal

of removing the former from Chapter 11 bankruptcy.
• The New York Stock Exchange was acquired by Archipelago

Holdings to form NYSE Group, with the goal of taking the former, a
mutual company, public.
• ABC Radio was acquired by Citadel Broadcasting Corporation,

with the goal of spinning the former off from its parent, Disney.
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REVERSE MERGER
• Frederick’s of Hollywood parent FOH Holdings was acquired by

apparel maker Movie Star in order to take the larger lingerie maker
public.
• Eddie Stobart in a reverse takeover with Westbury Property Fund

allowing transport by ship, road, rail or boat to and within the UK,
using only one company.
• Clearwire acquired Sprint’s Xohm division, taking the former

company’s name and with Sprint holding a controlling stake,
leaving the resulting company publicly traded.
5.7 SUMMARY
To ensure a smooth reverse merger, the public company should be a

shell company, that is, the one which simply has an organisation
structure but negligible business activity. Reverse merger is a speedy
and cheaper way of becoming a public company within a maximum
period of 30 days.
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REVERSE MERGER
1. What is a reverse merger?
2. What are the benefits of reverse merger?
3. What are the drawbacks of reverse merger?
4. Explain the process of reverse merger in brief.
5. Give some examples of reverse merger.
6. What are the two forms of reverse merger used by shell

companies?
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REVERSE MERGER
REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
Video Lecture
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BASIS FOR MERGERS AND ACQUISITIONS
Chapter 6
Basis for Mergers and Acquisitions
Learning Objectives
This chapter helps you understand the basis for mergers and
acquisitions:
• Process involved in mergers and acquisition.

• Techniques of evaluation of mergers and acquisition proposal.
• Porter’s five forces module.
Structure:
6.1 BCG Matrix
6.2 GE Matrix
6.3 SWOT Analysis
6.4 Strengths of Mergers and Acquisitions
6.5 Weaknesses of Mergers and Acquisitions
6.6 Opportunities for Mergers and Acquisitions
6.7 Threats of Mergers and Acquisitions
6.8 Porter’s Five Forces Module
6.9 Summary
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How are companies chosen for merger or acquisition? What should

be the criteria? There are several ways by which this is done. Some are
detailed below:
• BCG Matrix
• GE Matrix
• SWOT Analysis
• Porter’s Five Forces Model
6.1 BCG MATRIX
Bruce Henderson of the Boston Consulting Group developed in 1970,

a portfolio planning model and called it the BCG Matrix. This is to
help companies analyze their business units or product lines. This
helps the company allocate resources and is used as an analytical tool
in brand marketing, product management, strategic management and
portfolio analysis.
A company’s units are classified into four categories based on

combinations of market growth and market share relative to the
largest competitor. Market growth serves as a proxy for industry
attractiveness and relative market share serves as a proxy for
competitive advantage. The matrix aims to map the business unit’s
position within these two important profitability determinants. The
submission is that it is more attractive for an entity to have a high
share in a high growth market than have markets that are slow-
growing where the entity has a small share. When the market growth
and market share are divided into two parts, a 2 × 2 matrix emerges.
The cells are used to classify the businesses into categories – cash
cows, dogs, question marks and stars.
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"
• Cash cows are units with high market share in a slow-growing

industry. These units typically generate cash in excess of the
amount of cash needed to maintain the business. They are regarded
as staid and boring, in a “mature” market, and every corporation
would be thrilled to own as many as possible. They are to
be“milked” continuously with as little investment as possible, since
such investment would be wasted in an industry with low growth.  
 
The returns of cash cows are often used to support other divisions.
If such a division is owned, the strategy should be to defend and
maintain position in the market so that the division can be milked.
• Dogs or more charitably called pets, are units with low market
share in a mature, slow-growing industry. These units typically
“break-even”, generating barely enough cash to maintain the
business’s market share. Though owning a break-even unit
provides the social benefit of providing jobs and possible synergies
that assist other business units, from an accounting point of view
such a unit is worthless, not generating cash for the company. They
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depress a profitable company’s return on assets ratio, used by many

investors to judge how well a company is being managed. Dogs, it
is thought, should be sold off. 
 
While looking for targets, the acquirer should avoid acquiring such
companies as they would not add value and would result in
increased losses and turn out to be a bad buy decision. 
 
If such a unit is owned, it is better to divest it as early as possible.
Otherwise it would make losses and affect the profitability of the
group.
• Question marks (also known as problem child) are growing rapidly

and thus, consume large amounts of cash, but because they have
low market shares they do not generate much cash. The result is a
large net cash consumption. A question mark has the potential to
gain market share and become a star, and eventually a cash cow
when the market growth slows. If the question mark does not
succeed in becoming the market leader, then after perhaps years of
cash consumption it will degenerate into a dog when the market
growth declines. Question marks must be analyzed carefully in
order to determine whether they are worth the investment required
to grow market share.  
 
If the entity generates cash and has the potential to become a cash
cow, it should be invested in. If it is unable to generate cash, then it
should be divested.
• Stars are units with a high market share in a fast-growing industry.

The hope is that stars become the next cash cows. Sustaining the
business unit’s market leadership may require extra cash, but this is
worthwhile if that’s what it takes for the unit to remain a leader.
When growth slows, stars become cash cows if they have been able
to maintain their category leadership, or they move from brief
stardom to dogdom.  
 
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An acquirer should try and identify such divisions and acquire

them. If it already owns such a division, the strategy should be to
invest in it aggressively for further growth.
As a particular industry matures and its growth slows, all business

units become either cash cows or dogs. The natural cycle for most
business units is that they start as question marks, then turn into
stars. Eventually the market stops growing thus the business unit
becomes a cash cow. At the end of the cycle the cash cow turns into a
dog.
The overall goal of this ranking was to help corporate analysts and
acquirers decide which of their business units to fund, and how
much; and which units to sell. They were supposed to gain
perspective from this analysis that allowed them to plan with
confidence to use money generated by the cash cows to fund the stars
and, possibly, the question marks.
According to this theory only diversified company with a balanced

portfolio can use its strengths to truly capitalize on its growth
opportunities. The balanced portfolio has:
• stars whose high share and high growth assure the future;
• cash cows that supply funds for that future growth; and
• question marks to be converted into stars with the added funds.
6.2 GE MATRIX
The GE Matrix was developed because it was argued that the BCG
Matrix is narrow in its approach and exceedingly simple. General
Electric developed this. It is a portfolio management technique that
focuses on industry attractiveness and competitive position. These
two are divided into 3 categories making it a 3 × 3 matrix. The cells
are then used to classify the business units into winners, losers,
question marks, average businesses, and profit producers.
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The X axis shows growth rate and the Y axis competitive position.
"
The factors that determine overall attractiveness of the industry are:
• Market growth;
• Market size;
• Competitive intensity;
• Capital requirements.
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When these are assessed collectively, it implies that the greater the
market growth and the larger the market, the lesser is the capital
requirements and the lesser the competitive intensity, making the
industry more attractive.
The other determinants of an organisations competitive position in an

industry are:
• Market share;
• Technological knowhow;
• Product quality;
• Service network;
• Price competitiveness;
• Operations costs.
A business with a larger market share, better technological know-how,

high product quality, a quality service network, competitive prices,
and low operating costs is in a favourable competitive position in the
market.
The acquirer can analyse the growth prospects of the firm’s business
and plan the resource deployment strategy of the entity with the
objective of maximising performance.
This matrix submits that an entity should invest in winners. It should

maintain the market position of average businesses and profit
producers where industry attractiveness and competitive position is
average, and should sell losers, if it owns any.
This matrix can be used to ascertain the divisions that are creating
value and the ones that are destroying value so that the entity can
divest from the divisions destroying value and acquire divisions that
would add value.
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6.3 SWOT ANALYSIS
Often mergers and acquisitions turn sour and do not achieve the
benefits that are anticipated. Hence, before the first steps towards
M&A are taken it is important that an analysis be done to support the
merger or acquisition.
A SWOT (Strengths, Weaknesses, Opportunities, Threats) analysis is

very useful in understanding whether the merger or acquisition
would be in the company’s best interests.
6.4 STRENGTHS OF MERGERS AND ACQUISITIONS
What are the strengths that one looks for in a merger or acquisition?
Increased market share: A merger or acquisition may enable a

company to enter a market that it did not have a significant presence
in or any presence at all. When Centurion Bank merged with Bank of
Punjab, it got access to the Punjab where the Bank of Punjab had
several branches and a significant presence. Similarly ICICI Bank got
a big foothold in South India by its acquisition of Bank of Madura.
Bharti Airtel was able to enter the African market by acquiring Zain.
Access to better technology: The target company would get

access to better technology and on being merged, the acquiring
company will benefit from this. When Sony and Ericsson combined
both of them benefitted as they both had technological expertise.
Increased profits: Entering into new markets and expanding product

range and customer base results in increased profits and
economies of scale. The merger of Reliance Petroleum with Reliance
Industries resulted in cost savings from economies of scale leading to
increased profits.
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Acquisition of stock at minimal price: It is believed that mergers

occur when the market value of the target company’s shares does not
reflect its true market value. There may be several reasons for this
including the possibility that the company’s management is not
running the company to its full potential. This gives the acquiring
company the chance to acquire the target company at a relatively
cheap price by buying its shares. After merger/acquisition, the
advantages kick in and the target company’s share prices rise
benefitting the acquiring company.
Reduction in debt: By restructuring or merging, the company’s

intangible assets and accumulated losses are written off, making the
Balance Sheet look stronger. It could also bring in cash to the
company either through the issue of shares or through the sale of
assets. The cash generated could be utilised to reduce debt. In the late
1970s, James Warren and Company Ltd. (a Kolkata based entity)
acquired John Baker & Sons in Mumbai. The acquisition was financed
by a loan from a bank. On acquisition it was found that John Baker
had a large cash float. This was utilised to repay over 80% of the loan
taken to purchase that company.
Opportunity to acquire end-to-end solutions: Often mergers occur

because there are synergistic benefits. These often increase
productivity, reduce costs, improve efficiency levels and provide end-
to-end solutions regarding technology, financial reengineering and
human resources.
Competitive advantage: Mergers often occur as it has the

potential to help the companies involved multiply their strengths
using their core competencies. A company could be very strong
technologically while another may have a very strong distribution
network. After merging, the technological advantage could be used to
develop new products. The distribution network could be used to
ensure that customers get products more quickly.
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6.5 WEAKNESSES OF MERGERS AND ACQUISITIONS
There could be weaknesses too that might occur on a merger or

acquisition
Style of management: If the style of management is autocratic and

highly centralised, growth may be stifled.
Aggressive trade unionism: Often trade unions, in their quest to

protect the interests of the employees, may harm the merged entities
by not permitting technological improvements, growth plans and
other initiatives.
Monopoly creation: The criticism most often levelled at mergers and

acquisitions is the creation of monopolies. Consumers often feel
exploited as they are forced to pay higher prices and sometimes
quality suffers.
Integration difficulties: A merger is like a marriage. Two entities that

are different are brought together. The culture of the two entities may
be diametrically different as a consequence of which the integration
would be very difficult. When ICICI Bank merged with Bank of
Madura there was considerable integration problems as their culture
was very different.
Absense of skilled manpower: Mergers require not only re-aligning

the work culture but also skilled manpower to carry out the plans
effectively. If skilled manpower is not available, the process of merger
becomes difficult.
Increasing costs: When entities merge there could be a situation of

two persons doing the same job. There would be two sales managers,
two human resources managers, two head offices and the like. The
problem becomes bigger when two functional heads (for the same
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function) do not work together. These increase costs and affects

productivity.
6.6 OPPORTUNITIES FOR MERGERS AND ACQUISITIONS
Opportunities are those conditions that are favourable and help a

company attain its objectives. If the merging entities can identify their
opportunities, they can use these to achieve their targets. This
includes growth in market share, expansion, the ability to raise money
and the likes.
Expansion opportunities: By merging, entities can enter markets

that were earlier the domain of the entity they have merged with.
To enter these markets, they do not have to spend time and money
developing the market and making the market aware of their
products and themselves. They can piggyback on the success and
presence of their partner.
Better ability to raise capital: Mergers and restructuring help

companies to revamp their balance sheets to make them look healthy.
This is done by selling idle assets and writing off intangible assets
such as goodwill. The funds generated by selling idle assets can be
used to reduce debt. A healthy balance sheet also makes it easier to
raise loans from banks.
Self-reliance: The synergies that occur as a result of merger and

acquisition makes a company self-reliant. If a motor car company has
bought a tyre company, it becomes self-reliant regarding tyres. In
short, dependence on outside vendors reduce and this helps the
company to plan its production and to execute its plans more
effectively. This can also be viewed as an opportunity to expand
business.
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Tax concessions: Companies on merger or reconstruction often take

over the accumulated losses of the other entity and these losses can be
used to reduce their own profits.
Demographic shifts: When companies enter new markets, they get

the advantage of getting control over a new market that could have a
very different demographic structure. This can be exploited by the
company to introduce new products and expand the product
portfolio. The new market would also provide opportunities for
introducing new technologically advanced products and entering
new market segments.
6.7 THREATS OF MERGERS AND ACQUISITIONS
Threats are external conditions that could damage the company and
create hurdles in the way of pursuing and attaining planned
objectives. These can have an adverse impact on the merging entities
since the structure, product range, culture and market size of the
entity change. Threats have to be managed. Otherwise the company
would suffer. The common threats faced include unfriendly legal
framework, takeover threats, changes in technology and changes in
tastes and preferences.
Unfriendly legal framework: The legal framework in many countries

is not favourable to mergers and acquisitions – there are several laws
that cause restrictions. That results in delays and difficulties. These
can deprive the company of the opportunity to exploit prevailing
favourable conditions.
Takeover threats: Companies merge and acquire companies to

become larger, more efficient and make greater profits. When they
achieve this, they become targets for other companies to takeover.
Changes in technology: A company that merges or restructures and

acquires the latest technology also face a threat in terms of changing
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technology. As the technology becomes outdated and obsolete, the

entity has to invest more in new technology.
Changes in customer tastes and preferences: Changing customer

tastes and preferences is another threat. An entity may invest heavily
in technology. A change in preferences may make the technology
redundant resulting in huge losses to the company.
6.8 PORTER’S FIVE FORCES MODULE
This theory is based on the submission that the business strategy of an

entity to a large extent is determined by the nature of competition
prevailing in the industry. The degree and intensity of the competition
in the industry determines the profit potential of an entity. If the
intensity of competition is high, companies tend to spend heavily on
activities that deal with competition, such as advertisement and price
wars etc. The submission is that the performance of an entity depends
largely on external factors.
Porter’s model is based on the logic that a corporate strategy should

be able to counter the opportunities and threats prevailing in the
organization’s external environment. This is especially true in the case
of competitive strategy.
Porter identifies five competitive forces that he believed shaped every

industry and every market. These forces, he argues, not only
determines the intensity of competition but also influences the
profitability and attractiveness of an industry.
• Threat of new entrants;

• Power of suppliers;
• Power of buyers;
• Threat of substitute products;
• Threat of rivalry among other firms.
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Of these, three constitute ‘horizontal’ competition, namely threat of

substitution products, the threat of established rivals and the threat of
new entrants. The other two forces constitute ‘vertical’ competition,
namely the bargaining power of suppliers and the bargaining power
of buyers.
Porter believes that the model should be used at the industry level
and not at the industry group or industry sector level. Firms that
compete in a single industry should try and develop one of the
five forces for themselves. It is submitted that the fundamental
issue for a diversified company is selection of industries in which the
company should compete. This becomes a critical issue while
targeting for mergers acquisitions and diversifications. A thorough
analysis of these elements must be done before a company goes ahead
with its plan to merge or acquire.
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"
6.9 SUMMARY
Behind every merger and acquisition, the future vision of the decision
should be clear, that the decision was correct. This can be evaluated
by different techniques like BCG matrix, GE matrix, SWOT analysis or
Porter’s five forces module.
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1. Write a note on BCG Matrix.
2. Explain the concept of GE Matrix.
3. What are the strengths of mergers and acquisitions?
4. What are the weaknesses of mergers and acquisitions?
5. Explain the factors that determine overall attractiveness of the

industry.
6. Write a brief note on Porter’s Five Forces Module?
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REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
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MOTIVES BEHIND MERGERS AND ACQUISITIONS
Chapter 7
Motives behind Mergers and Acquisitions
Learning Objectives
This chapter helps you understand different motives behind mergers

and acquisitions.
Structure:
7.1 Synergy
7.2 Acquiring New Technology
7.3 Improved Profitability
7.4 Acquiring a Competency
7.5 Entry into New Markets
7.6 Access to Funds
7.7 Tax Benefits
7.8 Summary
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Why do mergers and acquisitions take place? The common thought is

to grow – to become larger and more powerful. While these are often
the results of mergers and acquisitions, the purpose – the reasons for
mergers and acquisitions are different. Some of the commonly
identified reasons are as discussed below.
7.1 SYNERGY
Synergy is the most essential component of mergers. In mergers,

synergy between the participating firms determines the increase in
value of the combined entity. In other words, it refers to the difference
between the value of the combined firm and the value of the sum of
the participants. Synergy accrues in the form of revenue enhancement
and cost savings. For example, if firms A and B merge and the value
of the combined entity – (V(AB) is expected to be greater than (VA +
VB) ( the sum of the independent values of A and B) the combined
entity is said to be benefitting through synergy.
Synergy can take the following forms:
1. Operating synergy: This refers to the cost savings that come

through economies of scale or increased sales and profits. It leads
to the overall growth of the firm.
2. Financial synergy: This is the direct result of financial factors such

as lower taxes, higher debt capacity or better use of idle cash.
When a firm with accumulated losses or unabsorbed depreciation
merges with a profitable firm the combined firm can set off such
losses against its profits, a financial synergy, known as tax shield,
occurs. The following are some examples:
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• When HUL acquired Lakme, it helped HUL to enter the

cosmetic market through an established brand.
• When Glaxo and Smithkline Beecham merged, they not only gained
market share, but also eliminated competition between each other.
• Tata Tea acquired Tetley to leverage Tetley’s international

marketing strengths.
7.2 ACQUIRING NEW TECHNOLOGY
To remain competitive, companies need to constantly upgrade their

technology and business applications. To upgrade technology, a
company need not always acquire technology. By buying another
company with unique technology, the buying company can maintain
or develop a competitive edge. A good example is a merger of a
logistics company such as a land transport entity with an airline cargo
company. Another example is a merger between Blackberry and Treo
which can incorporate cell phone capability and email connectivity in
one device.
7.3 IMPROVED PROFITABILITY
Companies explore the possibilities of a merger when they anticipate

that it will improve their profitability. The results of their
International Business Owners Survey, 2004, carried out by Grant
Thompson, conducted across 26 countries in Europe, Africa, Asia-
Pacific, and the US, showed that 34% of businesses use mergers and
acquisitions to maintain or improve profitability. For example,
European Media Group Bertelsmann, Pearson, and others have
driven their growth by expanding into the US through M&As.
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7.4 ACQUIRING A COMPETENCY
Companies also opt for mergers and acquisitions to acquire a

competency or capability that they do not have, and which the other
firm does. For example, the ICICI-ITC alliance made the retailer
network and depositor base available to the merging entity. Similarly,
IBM merged with Daksh for acquiring competencies that the latter
possessed.
7.5 ENTRY INTO NEW MARKETS
Mergers are often looked upon as a tool for hassle-free entry into new
markets. Under normal conditions, a company can enter a new
market, but may have to face stiff competition from the existing
market. However, if the merger route is adopted, one can enter the
market with greater ease and avoid too much competition. For
example, the merger of Orange, Hutch, and Vodafone took place to
achieve this objective.
7.6 ACCESS TO FUNDS
Often a company finds it difficult to access funds from the capital

market. This deprives the company of funds to pursue its growth
objectives effectively. In such cases, a company may decide to merge
with another company that is viewed as fund-rich. For example,
TDPL merged with Sun Pharma since TDPL did not have funds to
launch new products.
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7.7 TAX BENEFITS
Mergers are also adopted to reduce tax liabilities. By merging with a

loss- making entity, a company with a high tax liability can set off the
accumulated losses of the target against its profits, gaining tax
benefits. For example, Ashok Leyland Information Technology (ALIT)
was acquired by Hinduja Finance, a group company, so that it could
set off the accumulated losses in ALIT’s books against its profits.
7.8 SUMMARY
Mergers and acquisitions have become universal corporate practice

for securing survival, growth, expansion and globalisation of the
enterprise. This also gives the benefits of technology, profitability,
competency, taxation etc.
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1. What are the two forms of synergy?
2. Write a short note on synergy.
3. What are the benefits of acquiring new technology?
4. Give examples where acquisitions were made for acquiring

competency?
5. Mergers are also adopted for reducing tax liabilities. Explain how?
6. What are the different motives behind mergers and acquisitions?
135
REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
Video Lecture
136
REASONS FOR FAILURE OF MERGERS AND ACQUISITIONS
Chapter 8
Reasons for Failure of Mergers and Acquisitions
Learning Objectives
This chapter helps you understand reasons for failure of mergers

and acquisitions.
Structure:
8.1 Unrealistic Price Paid for Target
8.2 Difficulties in Cultural Integration
8.3 Overstated Synergies
8.4 Integration Difficulties
8.5 Inconsistent Strategy
8.6 Poor Business Fit
8.7 Inadequate Due Diligence
8.8 High Leverage
8.9 Boardroom Spilt
8.10 Regulatory Issues
8.11 HR Issues
8.12 Summary
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While there is often a great hype when a merger or acquisition is

announced, the end result is not always positive. Quite often, M&As
destroy rather than add value to the acquirer's business. The most
common reasons for failure are as detailed below.
8.1 UNREALISTIC PRICE PAID FOR TARGET
The process of M&A involves valuation of the target company and

paying a price for taking over the assets of the company. Quite often,
one finds that the price paid to the target company is much more than
what should have been paid. While the shareholders of the target
company stand benefited, the shareholders of the acquirer end up on
the losing side. This is because they have to carry the burden of the
overpriced assets of the target company which dilutes the future
earnings of the acquirer. Having bid over enthusiastically, the buyer
may find that the premium paid for the acquired company’s share
(the so-called ‘winner’s curse’) wipes out any gains made from the
acquisition. This phenomenon is generally noticed in the later years
when the acquirer has to revalue the assets and write of goodwill
booked at the time of M&A.
8.2 DIFFICULTIES IN CULTURAL INTEGRATION
Every merger involves combining of two or more different entities.

These entities reflect different corporate cultures, styles of leadership,
differing employee expectations and functional differences. If the
merger is implemented in a way that does not deal sensitively with
the companies’ people and their different corporate cultures, the
process may turn out to be a disaster. There may be acute contrasts
between the attitudes and values of the two companies, especially if
the new partnership crosses national boundaries. While the process is
being executed, these differences are known but often ignored. As
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years pass by and the combined entity tries to synergize the

operations, these difference surface and often lead to failure of the
merger. An example would be the merger of Daimler-Benz with
Chrysler. While Daimler-Benz’s culture stressed on a more formal and
structured management style, Chrysler favored a more relaxed
freewheeling style.
8.3 OVERSTATED SYNERGIES
Mergers and acquisitions are looked upon as an important instrument

of creating synergies through increased revenue, reduced costs,
reduction in net working capital and improvement in the investment
intensity. Overestimation of these can lead to failure of mergers.
Companies very often face integration difficulties, i.e., the combined

entity has to adapt to a new set of challengers given the changed
circumstances. To do this, the company prepares plans to integrate the
operations of the combining entities. If the information available on
related issues is inadequate or inaccurate integration becomes
difficult.
8.4 INTEGRATION DIFFICULTIES
Companies very often face integration difficulties, i.e., the combined

entity has to adapt to a new set of challengers given the changed
circumstances. To do this, the company prepares plans to integrate the
operations of the combining entities. If the information available on
related issues is inadequate or inaccurate integration becomes
difficult.
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8.5 INCONSISTENT STRATEGY
Mergers and acquisitions that are driven by sound business strategies

are the ones that succeed. Entities that fail to assess the strategic
benefits of mergers face failure. It is therefore important to
understand the strategic intent. This has been discussed later in the
chapter.
8.6 POOR BUSINESS FIT
Mergers and acquisitions also fail when the products or services of

the merging entities do not naturally fit into the acquirer’s overall
business plan. This delays efficient and effective integration and
causes failure. An example of this would be the decision of HUL to
take over the business of Modern Bakery.
8.7 INADEQUATE DUE DILIGENCE
Due diligence is a crucial component of the M&A process as it helps

in detecting financial and business risks that the acquirer inherits
from the target company. Inaccurate estimation of the related risk can
result in failure of the merger.
8.8 HIGH LEVERAGE
One of the most crucial elements of an effective acquisition strategy is

planning how one intents to finance the deal through an ideal capital
structure. The acquirer may decide to acquire the target through cash.
To pay the price of acquisition, the acquirer may borrow heavily from
the market. This creates a very high leveraged structure and increases
the interest burden of the company.
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This increased interest cost may consume a big portion of the earnings
and defeat the very purpose of acquisition.
8.9 BOARDROOM SPILT
When a merger is planned, it is crucial to evaluate the composition of

the boardroom and compatibility of the directors. Managers or
directors who are suddenly deprived of authority can be particularly
bitter. Specific personality clashes between executives in the two
companies are also very common. This may prove to be a major
problem, slowing down or preventing integration of the entries.
8.10 REGULATORY ISSUES
The entire process of merger requires legal approvals. If any of the

stakeholders are not in favour of the merger, they might create legal
obstacles and slow down the entire process. This results in regulatory
delays and increase the risk of deterioration of the business. While
evaluating a merger proposal, care should be taken to ensure that
regulatory hassles do not crop up.
8.11 HR ISSUES
A merger or acquisition is identified with job losses, restructuring and

the imposition of a new corporate culture and identity. This can create
uncertainty, anxiety and resentment among the company’s
employees. Again research shows that a firm’s productivity can drop
between 25-50% while undergoing such a large-scale change, mainly
due to the demoralization of the workforce. Companies often pay
undue attention to the short-term legal and financial considerations
involved in a merger or acquisition, and neglect crucial HR issues
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relating to corporate identity and communication, which impact

workers’ morale and productivity. These HR issues are crucial to the
success of M&As.
8.12 SUMMARY
Mergers and acquisition should be undertaken when the acquisition

company’s gain exceeds the cost and the entire process needs to be
viewed at multi-stage and different problems like synergies, strategy,
due diligence, regulatory, HR should be resolved otherwise, these
may be one of the reasons for the failure of the mergers and
acquisitions.
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1. What are the reasons for failure of mergers and acquisitions?
2. Unrealistic price paid for target is one of the reasons for failure of
mergers and acquisitions. Explain how?
3. Write a short note on difficulties in cultural integration.
4. How does boardroom split effect mergers and acquisitions?
5. Mergers and acquisitions do not always generate value. Comment.
6. How do HR issues contribute to failure of mergers and

acquisitions?
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REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
Video Lecture 
144
VALUE DRIVERS IN MERGERS AND ACQUISITIONS
Chapter 9
Value Drivers in Mergers and Acquisitions
Learning Objectives
This chapter helps you understand value drivers in mergers and

acquisitions:
• Concept of valuation of corporate merger and acquisition.

• Valuation in relation to merger and acquisition activity.
• Valuation of operation and financial synergy.
• Reduction in costs and beta.
Structure:
9.1 Synergy
9.2 Increase in Synergy
9.3 Decrease in Premium
9.4 Synergy
9.5 Boosting Marginal Revenue
9.6 Lowering Total Costs
9.7 Reducing Marginal Costs through Operation Synergy
9.8 Reducing Beta
9.9 Summary
Apart from the motives that drive mergers and acquisitions, what are
the value drivers? 
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9.1 SYNERGY
A merger is a game of drawing synergy. The acquiring firm, which

wants to optimize value gains, attempts to increase synergy and
minimize the premium that it has to pay to the target company. Thus,
value created through M&A = Increase in synergy – Decrease in
premium.
9.2 INCREASE IN SYNERGY
Synergy is the result of increase in efficiency of the combined entity.

However, it depends on the manner in which the acquiring entity is
able to tap the efficiency gains. The efficiency gains accrue on account
of the following:
• Improvements in style of management so that administratively

the company becomes stronger.
• Improvements in financials by restructuring the capital structure to

reduce costs and increase possibilities of efficient deployment of
financial resources.
• Improvements in operational efficiency with the objective of

increasing productivity, reducing or eliminating rejections and
wastages.
• Change in the ability to control risk.
• Reduction in inefficiencies existing before the merger took place.
The synergies can be exploited only when the value of the combined
entity exceeds the sum of its parts. To attain this objective, the
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combined entity should be able to increase its revenue, reduce the

volatility in its earnings, or even reduce its costs.
9.3 DECREASE IN PREMIUM
Paying a comparatively lower price for the target company is another

way of increasing the net gain from a deal. The acquiring company
should identify market imperfections while valuing the target
company. These imperfections should then be indexed against other
players in the industry so that the appropriate price of the shares the
target company can be determined. This is where the acquirer can
ascertain the appropriate amount payable for the target and avoid
paying high premium for the target.
9.4 SYNERGY
Synergy can be attained by focusing on the following key variables:
Managerial Skills: Managerial skills are an important input for every

entity, as important as capital and other forms of labour. These skills
can range from industry specific skills to generic skills. When the
company decides to take over another company, the decision is
influenced by the fact that managerial skills and resources are
transferable. The acquirer therefore, proposes to take over the target
company, eliminate inefficiencies to existing in the target company
and transfer its own managerial skills and efficiencies to target
company and thus, derive value. If this is done successfully
managerial synergy is achieved. Such synergies ensure that the
market share of the combined entity is more than the parts.
While achieving managerial synergies is core to the decision to merge,

these often remain elusive. This is due to the following reasons:
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• Identifying relative managerial abilities is difficult.
• Transfer of skills is not always easy unless the merging entities

belong to the same industry.
• Rooting out the inefficient practices that are often embedded in the
organizational culture is difficult.
9.5 BOOSTING MARGINAL REVENUE
The revenue per unit can be improved if the acquiring entity is able to
redirect the available cash resources to industries that are more
attractive and remunerative, thus, improving the ROI (return on
investments) of the merged entity. The return on investment improves
when revenue rises while costs and investments remain unchanged.
Companies believe that mergers and acquisitions generate financial

synergy by reducing the cost of capital. This happens since cash rich
companies keep exploring attractive business opportunities to invest
surplus funds. Secondly, tax laws distinguish between internally and
externally generated funds and offer tax benefits to acquiring
companies.
Here again it is wrong to presume that the combined entity would be

able to procure funds at a low cost. The belief that a diversified
company has better profit generating ability may not always be true.
It may result in more uncertainty, given the size and diversified
business portfolio. 
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9.6 LOWERING TOTAL COST
The general view is that revenue improves if total cost declines. To

achieve this objective, the merged entity should reduce transaction
costs and eliminate existing market inefficiencies.
The presumption that cost can be reduced after merger originates

from the fact that integration results in better coordination and
planning, reduced technical costs, assured supply, lower transaction
costs, better bargaining capacity etc. The overall impact of these
elements is that the technical transaction and uncertainty cost goes
down. Merger also improves control over production process
resulting in economies reducing the total cost further. If the company
can maintain its marginal revenue, margins are bound to improve.
Critics however say that the merger has a very limited ability to
reduce transaction costs and efficiencies are quite often overestimated.
Given this, the cost reduction is actually very minimal. They further
argue that post-merger the capital requirements increase and this
imposes additional burden on the company. In addition, the flexibility
and bargaining power goes down further affecting the company’s cost
of capital. If the company decides to pass on the benefits of reduced
cost to the distributors or to subsidize the products, profitability may
actually decline.
9.7 REDUCING MARGINAL COSTS THROUGH OPERATION

SYNERGY
A merger is driven by the notion that it will result in economies of

scale and bring down the marginal cost of operations. The belief is
driven by economic theory, which says that marginal cost declines as
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production increases, bringing down the average cost. This results

from rationalization of production and increased scale of operation.
Not everybody agrees with this argument since economic theories are
assumption-driven and hence, not always true. Secondly, smaller
companies can be more profitable due to the inherent flexibility they
possess. Thirdly, larger companies have very high administrative
costs due to large and complicated structures. Finally, large entities
may often possess excess capacity on account of underutilization of
available capacity due to prevailing market conditions.
9.8 REDUCING BETA
Another school of thought propagates that mergers can lower the

‘beta’ of the company.
Beta is the measure of the volatility or systematic risk of security or a

portfolio in comparison to the market as a whole. Beta is calculated
using regression analysis and reflects the response of the security’s
returns to the swings in the market.
A beta of 1 indicates that the security’s price will move with the
market. A beta of less than 1 means that the security will be less
volatile than the market. A beta of greater than 1 indicates that the
security’s price will be more volatile than the market. For example, if
a stock’s beta is 1.4, it is theoretically 40% more volatile than the
market. Similarly, if a stock’s beta is 0.75, it is theoretically 25% less
volatile that the market. Beta is used in the capital asset pricing model
(CAPM), a model that calculates the expected return of an asset based
on its beta and expected market returns. It is also known as beta
coefficient.
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A company can increase its valuation by either increasing its earning

or reducing risk. Risks are classified as systematic risks and
unsystematic risks.
Systematic risk cannot be reduced or predicted in any manner. It is

almost impossible to protect oneself against this type of risk.
Unsystematic risk is the risk that is specific to an asset. It is company-
specific. The risk is also known as specific risk and refers to the events
that affect a small number of stocks/ companies.
To tackle unsystematic risk, companies opt for brand extensions, try

to reduce technological and marketing risks, reinforce managerial
skills, etc.
The problem faced here is that to reduce this risk, companies may
diversify into unrelated product areas or product lines and dilute the
original brand image.
The company also suffers if it does not possess the competency for
managing unrelated business.
9.9 SUMMARY
Merger and acquisition should be undertaken when the acquiring

company's gain exceeds the cost. The cost is the premium that the
acquiring company pays for the target company over its value as a
separate entity. Merger benefits may result from economies of scale,
increased efficiency, tax shield or shared resources. This chapter
describes different techniques for the valuation of target companies
on the basis of various parameters. 
151
1. What are the various value drivers in mergers and acquisitions?
2. How does increase in synergy help mergers and acquisitions?
3. How can one reduce marginal cost through operation synergy?
4. How can synergy be attained?
5. Write a short note on Reducing Beta.
6. How do companies tackle unsystematic risk?
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REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
Video Lecture 
153
MERGERS AND ACQUISITIONS PROCESS
Chapter 10
Mergers and Acquisitions Process
Learning Objectives
This chapter helps you understand the process of mergers and

acquisitions:
• Understand the process involved in merger and acquisition.

• Technique of evaluation of merger and acquisition proposal.
• Describes the methods of financing merger and acquisition.
• Closing deal and integrating merger and acquisition.
Structure:
10.1 Planning Phase
10.2 Implementation Phase
10.3 Process of Merger and Acquisition
10.4 Negotiated Deal
10.5 Develop Integration Plan
10.6 Obtain Approvals and Close Deal
10.7 Implement Integration
10.8 Summary
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A merger involves fairly complex legal considerations. Sections 391 to

394 of the Companies Act, 1956, contain the provisions for
amalgamation. These provisions apply while closing a merger deal.
Since the process is extremely complicated, companies hire the
services of investment bankers and other financial intermediaries to
find suitable target companies and assist in the process of
negotiations.
The process of merger and acquisition can be broadly divided into

two phases – the planning phase and the implementation phase. The
planning phase involves development of the business and the
acquisition plan. The implementation phase involves searching the
target, screening the target, contacting the target, negotiation,
integration and evaluation. Let us understand each step in detail.
10.1 PLANNING PHASE
This phase deals with evolving an appropriate strategy for mergers

and acquisition and is extremely critical as it puts the entire process
on track and ensures that it reaches the intended destination.
Develop Business Plan
The process of merger is a strategic process as it involves identifying a

target that fits into the strategic goals of the company and increase the
net cash flows and reduce risk. To have a clear idea on the merger
plans, it is necessary that the company develops a business plan that
effectively communicates the vision and mission of the firm and the
strategy proposed to achieve the mission.
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A business plan deals with the following elements:
• Industry where a company desires to compete;

• Determining how to compete effectively;
• Undertaking an internal analysis of the company to understand its
relative strength and weakness;
• Defining the mission statement of the company;
• Setting objectives intended to be attained;
• Selecting the objective attainment strategy.
Develop Acquisition Plan
Once the internal analysis is completed and the company feels that
the time is right for a merger and acquisition strategy, it starts
preparing the acquisition plan. The plan covers the following
elements:
• Key objectives;
• Resource constraints;
• Appropriate tactics for implementing the proposed transactions;
• Schedule or timetable for completing the process of acquisition.
This step is crucial as it gives valuable inputs on all the later stages of
the process.
10.2 IMPLEMENTATION PHASE
It is often observed that companies chart out a great plan, but when
the time of implementation is at hand, the company is not able to
carry the plan forward. This may happen because it may not be able
to identify the right target. Hence, implementation phase is very
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critical and should ensure that the company is able to shortlist

appropriate targets. Let us see in detail how this phase is carried out.
Search Companies for Acquisitions
Once the planning phase is completed, the company starts searching

for potential acquisition candidates. The search process involves
establishing a primary screening process based on factors such as
industry, size of the transaction, and geographic location. The search
strategy includes the use of database, law firms, investment bankers,
brokers, etc., for identifying prospective candidates. This is the step
where the actual merger negotiation process starts between the
acquirer and the target firm.
10.3 PROCESS OF MERGER AND ACQUISITION
Screen and Prioritize Potential Companies
The screening process starts with the reduction of the initial list of
potential candidates identified earlier. The screening may be done on
the basis of market segment, product line, firms’ profitability, degree
of leverage, market shares, etc.
Initiate Contact with Target Company
This step is one where the acquirer meets the target company and
puts forth the proposal of acquisition. The method of establishing
contacts with the target may differ from case to case. For example,
with regard to a small target where the acquirer has no contacts, a
letter expressing interest is sent. In the case of a medium sized
company, the target is contacted through an intermediary; whereas in
the case of a large sized company, contact is again through an
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intermediary to the highest level of management of the target

company.
The acquirer should also ensure that the target company is valued so
that a price can be quoted while making an offer. The price should not
be very conservative as the target company may show no interest.
Likewise, it should not be very aggressive, as the acquirer may be
buying trouble in this case. The acquirer may use any one of the
following methods for the purpose:
• Discounted cash flow method;

• Comparable companies’ method;
• Book value method;
• Market value method.
Once the target company shows interest in the offer, the acquirer and
the target should enter into a confidentiality agreement. As per the
agreement, the acquirer seeks historical data and information and
collateral information from the target. Similarly, the target seeks
information from the acquirer to ascertain whether the latter is
capable of raising the finance needed for the transaction.
The confidentiality agreement is mutually binding and makes

available to the party confidential information that is not available on
public domain. The agreement generally has a reasonable expiry
period.
The next sequence in the chain of events is to sign a letter of intent.

This letter represents a preliminary agreement between the parties to
go ahead with the deal. It generally includes the following
information:
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• Major terms and conditions;

• Responsibilities of both the parties;
• Mode of payment of fees;
• Expiration date;
• Non-competing clause;
• Amount of the purchase consideration to be kept in the escrow
account.
Failure to adhere to the conditions stated in the letter of intent may

create legal liabilities on the defaulting party.
10.4 NEGOTIATED DEAL
Under this step, a number of activities go on simultaneously. It is here

that the purchase consideration is determined. ‘Purchase
consideration’ implies the following:
Total purchase consideration: This is the value of cash stock, new

debts issues and/or non-financial assets taken at current value that
would be given to the shareholders of the target company towards
settlement of the purchase price.
Total enterprise value: This is total consideration plus the market

value of the target firm’s debt assumed by the acquiring company.
The value represents the approximate value of the investment made
by the acquiring firm to purchase the target firm.
Net purchaser price: This is the total purchase price plus other
assumed liabilities less the proceeds from redundant assets of the
target company. This amount may be more or less than the total
purchase price.
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The acquirer also undertakes the due diligence process in this step.
This process facilitates verification of assets and liabilities,
identification and quantification of risks, protection needed against
prevailing risks, identifying synergy benefits, and post-acquisition
planning.
If the due diligence process reveals some information that influence

the purchase price, then the same is taken as the starting point of
negotiating the deal. Once this is done, the acquirer and the target
structure the deal; they construct an appropriate set of compensation,
legal, tax and accounting structure to deal with the issues of risk and
reward. The structuring process influences issues such as determining
ownership, mode of transferring the assets, protecting the interests of
the owners, methods of sharing the risk of the transaction, etc.
10.5 DEVELOP INTEGRATION PLAN
After the due diligence is carried out, the acquirer develops a plan for
integration, focusing primarily on the financial angle. This helps the
acquirer ascertain the maximum price he can offer to the target
company for the deal. The purchase price represents the present
value of the target company plus the synergy created by the
combination discounted at the acquirer’s cost of capital. The acquirer
should go ahead with the deal as long as the next present value
(NPV) is greater than or equal to zero.
10.6 OBTAIN APPROVALS AND CLOSE DEAL
Once the deal is finalized, the acquirer and the target need to secure
the consent of the shareholders, regulatory authorities and third party
consents. All filing required by law should be done on time to avoid
legal hurdles.
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The parties to the agreement need to ensure that all provisions of the
Companies Act, 1956, SEBI Takeover Regulations, provisions of the
Competition Act, 2002, and implications of the Income Tax Act, 1961,
are strictly fulfilled.
Once these requirements are fulfilled, a definitive purchase and sale

agreement needs to be prepared stating the obligations of both the
parties before and after the closing the deal.
The length of the document depends on the complexity of the

transaction. They are as follows:
• Purpose of the acquisition;
• Purchase price;
• Allocation of price;
• Mode of payment of purchase price;
• Details of liabilities assumed;
• Representations and warranties;
• Covenants;
• Undertaking that the target would abide by the warranties

and representations;
• Agreement of indemnity for liabilities that may arise due to

misrepresentations and breaches for warranties and covenants.
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10.7 IMPLEMENT INTEGRATION
Having expectations and achieving them are two different things.

Mergers and acquisitions are initiated with the hope that the
combined entity would generate synergies. To attain the desired
synergy, the acquirer evolves a plan for integrating the two entities.
The plan is evolved with the sole objective of ensuring that the
combined entity performs in line with the expectations, based on
which the deal was executed.
Thus, the process of M&A is very lengthy and time-consuming; it

needs to be carried out effectively and efficiently. Showing
unnecessary haste can prove costly and detrimental to both the
companies.
10.8 SUMMARY
Merger and acquisition is a strategic business decision. It should go in

a planned manner and in sequential process. Behind every merger
and acquisition, the future vision of the decision should be clear.
Hence, the mergers and acquisitions process needs to be viewed as a
multi-stage process till they obtain approvals and close the deal.
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1. The process of mergers and acquisitions is divided into two

phases. Explain.
2. What are the elements an acquisition plan should cover?
3. The screening process of potential companies for merger and

acquisition should be done on the basis of?
4. What are the methods an acquirer may use for buying a target
company?
5. What is the information a letter of intent generally includes?
6. Write a short note on negotiated deal?
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REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
164
DUE DILIGENCE
Chapter 11
Due Diligence
Learning Objectives
This chapter helps you understand due diligence:

• Concept and need for due diligence.
• Transactions and people required for due diligence.
• Steps and types of due diligence.
• Due diligence team.
Structure:
11.1 Due Diligence

11.2 Need for Due Diligence
11.3 What does Due Diligence Involve
11.4 Transactions Requiring Due Diligence
11.5 People Involved in the Due Diligence Process
11.6 Those Interested in Due Diligence
11.7 Steps in Due Diligence
11.8 Types of Due Diligence
11.9 Goals of IP Due Diligence
11.10 Conducting IP Due Diligence Effectively
11.11 Patents
11.12 Trademarks
11.13 Copyrights
11.14 Trade Secrets
11.15 Information Technology Due Diligence
11.16 Litigation Analysis
11.17 Does Due Diligence Ensure against M&A Failure
11.18 Due Diligence Team
11.18 Why does Due Diligence Fail
11.20 Summary
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DUE DILIGENCE
Mergers and Acquisitions (M&As) involve a huge investment of

financial resources. No buyer would like to lose money through a bad
deal. To evaluate the commercial viability of a deal, the buying
company undertakes a process known as due diligence. While due
diligence is not an insurance against a bad deal, it provides assurance
that the deal is viable.
11.1 DUE DILIGENCE
The term ‘due diligence’ is used by different people in different

contexts. In general, it implies to an activity involving either the
performance of an investigation of a business or person, or the
performance of an act with a certain standard of care. In some other
cases, it is used to mean a required legal obligation, although the term
more commonly applies to a voluntary investigation. Some common
examples of due diligence in various organizations are the evaluative
steps carried out by venture capitalists before and during each
investment phase of a start-up company. It can also include the
precautionary steps taken by one company in deciding whether to
acquire another, by evaluating whether the buy is commercially good.
Due diligence is also described as the process of investigation

performed by investors into the details of a potential investment, such
as an examination of operations and management and the verification
of material facts. In short, it is the purpose of evaluating a prospective
business decision by getting information about the financial, legal and
other material state of the other party.
When the concept is analyzed from a financial angle, it implies a

process of research and analysis that takes place before an acquisition,
investment of business partnership to determine the value of the firm
in question. Similarly for the banking industry it means the
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DUE DILIGENCE
responsibility of bank directors and officers to act in a prudent

manner in evaluating credit application. In the securities market, it
refers to the responsibility of underwriters to explain the details of
new securities to interested purchasers.
Due diligence is legally defined as “a measure of prudence, activity or

assiduity, as is properly to be exempted from, and ordinarily
exercised by a reasonable and prudent person under the particular
circumstances; not measured by any absolute standard but dependent
on the relative facts of the special case”.
The basic function of due diligence in any merger or acquisition is to

assess the potential risks of a proposed transaction by inquiring into
all relevant aspects of the past, present and predictable future of the
business to be purchased. The term is also used in security laws to
describe the duty of care and review to be exercised by officers,
directors, underwriters and others in connection with public offering
in securities.
The due diligence effort in a merger transaction should include basic

activities to meet diligence standards of common law and best
practices. These activities include the following:
Financial statements’ review: It confirms existence of assets,

liabilities, and equity in the balance sheet, and determines the
financial health of the company based on the income statement.
Management and operations’ review: It determines the quality and

reliability of financial statements and helps to gain a sense of
contingencies beyond the financial statements.
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Legal compliance review: It checks for potential future legal

problems stemming from the target’s past.
Document and transaction review: It ensures that the paperwork of

the deal is in order and that the structure of the transaction is
appropriate.
In short, due diligence involves investigation and evaluation of a

management team’s characteristics, investment philosophy, and terms
and conditions prior to committing capital. IT is undertaken to
determine the value of its subject and unearth any current or potential
issues.
The process helps in getting a realistic picture of how the business is

performing now and how it is likely to perform in the future.
Due diligence can also be transactional in nature. This process

involves an investigation by an investor or advisors of the accurate
and complete character of the target company’s business. The target
may be an acquisition candidate, a joint venture or strategic partner, a
prospective public offering registrant or company the investor is
considering for minority interest private placements.
Due diligence, as a process, makes sense when it is linked to the

investor’s corporate strategy. It includes, investigating the target’s
legal status from its proper legal authorization to do business to its
actual or contingent liabilities and all points in between. It also
includes analyzing the target’s historical, current and projected
financial statements. When the investor and the target are in the same
industry, transactional due diligence explores financial, operational or
managerial synergies between them.
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The potential investor generally uses in-house resources or outsources

the job to experts who specialize in due diligence and corporate
investigations. The purpose, however remains the same – to
investigate the background and principals of the target company. A
potential investor may also seek legal counsel and professional
accountants to get an expert advice in all areas.
The process is crucial, as on completion of the exercise, one knows the

following:
• What one is getting into;

• What are the needs to be fixed;
• What it will cost to fix them;
• Whether the prospect is the right target to take on.
11.2 NEED FOR DUE DILIGENCE
Organizations today operate in a very uncertain environment that is

full of risks, some of which can be controlled. However, many of these
cannot be controlled. Organizations have always been functioning
with scare resources, but given the huge size of today’s business
entities, the element of risk has increased drastically. Organizations
are obviously concerned about committing resources, for not all
investments generate profits. To understand and assess the future
earning capabilities of the entity, one needs to thoroughly analyze the
industry and the environment in which one is expected to operate.
Due diligence becomes crucial due to the following reasons:
• Due diligence enables the investor to know the strengths and

weakness of the business one is buying. There is no second view on
the fact that buying a business with unexpected difficulties and
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risks can be disastrous. Due diligence is necessary to allow the

investor to find out everything that he needs to know about the
subject in question.
• Due diligence gives a fair value of the investment to the potential

investor, thereby increasing his bargaining power. In the absence of
due diligence, the investor often relies on facts and figures provided
by the vendor, which need not necessarily be correct. Once the
process of due diligence is completed and the investor gets a fair
idea of what he is getting involved in, he has the following options: 
 
– Withdrawing from the deal 
– Adjusting the valuation of the investment 
– Going ahead with the deal as quoted by the vendor
If the buyer/investor fails to undertake due diligence, he is left with

no choice but to agree to the price stated by the vendor.
• Due diligence helps in identifying the hidden irregularities existing

in the business. Very often, on the face of it, things seem fine since
events are very cleverly window dressed. It is only when one
decides to undertake a microscopic analysis of facts and events that
the irregularities come to light. Sitting back and doing nothing is
unlikely to protect one from being cheated. If a reasonable step or
precaution is not taken, any defense is likely to fail. The question
that often arises is ‘What is a reasonable step?’ It is all about
verifying the facts that are communicated by one person to another.
For example, if a seller of wristwatches claims that a watch he has
produced is waterproof and that it is a diver’s watch, all that one
needs to do is to place the watch in a bowl of water. This simple test
can reveal whether the watch is waterproof, and can avoid future
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problems and related costs. Thus, due diligence is a reliable tool for
identifying inherent irregularities that are otherwise hidden.
• Due diligence is an effective tool for ensuring that the prevailing

system of checks works. For example, if an organization has in
place a programme of checks, it must work. Having a system in
place that nobody follows is as bad as not having system at all. A
system is something that demands periodic or even constant
monitoring. In creating a system, one must consider all aspect of the
business, from the design stage to after-sales, identify the risks,
adopt appropriate controls and safeguards, record the actions and
keep the systems under review. All this is best done through due
diligence.
11.3 WHAT DOES DUE DILIGENCE INVOLVE
Due diligence is a very lengthy process of reviewing information. The

information that is reviewed includes the following:
• Historical financial data;

• Current financial data;
• Forecasted financial information;
• Business plans;
• Minutes of director’s meetings and management meetings;
• Audit paperwork files;
• Contracts with suppliers, customers and staff;
• Confirmation/representations from financiers, debtors, etc.
There is a caveat involved. Due diligence should not be restricted to

reviewing documentation alone. Discussion with staff, both formal
and information talks, visiting the target’s premises, and observing
the ongoing activities also give an idea about the state of the target.
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11.4 TRANSACTIONS REQUIRING DUE DILIGENCE
Due diligence provides a deep insight into the activities of the

business alongside the prevailing business environment and the
future prospects of the business. These are the areas where due
diligence proves indispensable.
1. Personnel: People constitute the most important element of

any organization. However, it is also true that not all employees
are invaluable and indispensible. During the M&A, the buyer has
to absorb the human resources of the target company. Hence, it is
imperative for the buyer to review employees’ skills, experiences,
wages, payroll procedures and other relevant human resource
issues. Based on this analysis, they determine whether there is any
deadwood in the target company. Accordingly, the buyer would
negotiate and, if possible, get rid of the deadwood.
2. Financial Operations: The end objective of any M&A deal is

to improve the company’s bottom line. A buy that would lower or
destroy value makes no sense. The buying entity tries to figure out
the financial implications of the buy. The following details of the
target company are examined: 
• The company’s books and records;

• All accounting and bookkeeping methods;
• Analysis of the cash flows, both present and projected;
• Accounts receivable;
• Debts and bank/lender relations;
• Service/product pricing and its consistency with industry
standards. 
 
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Financial records are the heart and soul of the company’s

performance and hence, need to be carefully analyzed.
3. Marketing: If one analyzes the company, one understands that

marketing activities generate revenue and thus, brings profits to
the business. The future earning potential to a great extent
depends upon the marketing activities and related strategies of the
target company. It is therefore crucial to examine the following:
• The company’s advertising campaigns;

• Public relations programmes, if any;
• Marketing and sales strategies;
• Marketing and advertising strategies of the competitors. 
 
Once the buying company gets a feel of these elements, it can easily
conclude on the relevance and importance of striking a deal.
4. Property and Equipment: Another important element of an M&A

deal is the property and equipment of the target company that the
acquiring company takes over. Here again, the acquirer would like
to take over only the assets that will prove beneficial to them. They
need to take the following steps:
• Review all the related leases and/or deeds;

• Conduct appraisals for all equipment and assets;
• Consider depreciation in property and equipment values. 
 
This also helps the buyer to estimate the purchase consideration for
the deal which is the value it finally pays for taking over the
business of the target company.
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5. Business Operations: Understanding the business operations of

the target company is crucial for an acquiring company, for this is
the real key to success. The analysis herein includes the following:
• Location of the organization;

• Adherence to inventory management techniques;
• Vendor management;
• Overall administrative policies;
• Receivables and customer relationship management;
• Safety management and insurance cover taken;
• Any other aspects specifically related to the business one proposes
to buy.
A popular myth about due diligence is that it is the buyer alone who
is keen in carrying out this exercise. Due diligence is as important to a
seller as it is to a buyer. This is because sale of a business invariably
includes warranties given by the seller in relation to certain aspects of
the business. For example, the seller is usually asked to warrant that
the activities of the business do not infringe on any third-party
intellectual rights, and that no third parties are infringing on any of
the company’s licenses, IT systems, etc. To ensure that such
issues are properly addressed, it is preferred that the seller too carries
out a due diligence exercise on his own.
Similarly, sellers also need to conduct due diligence to determine the

ability of the buyer to complete the sale transaction, analyze the past
record of previous acquisitions by the buyer, etc. This gives a fair idea
to the seller about the ability and willingness of the buyer to complete
the transaction initiated. Once the seller is sure about the seriousness
with which the buyer is pursuing the deal, he can be rest assured that
the deal would reach its logical conclusion.
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Partnerships
A partnership is a relationship between persons who come together

for carrying on a business activity and decide to share the profits or
bear the losses arising from it. Since it represents a legal relationship,
it is important that the concerned parties conduct negotiations and
investigate the affairs of the interested individuals before entering
into such a relationship to avoid future problems and disputes.
Due diligence is carried out in the following forms of partnerships:
• Strategies alliances and partnerships;
• Business partners and alliances, partnering agreements and

business coalitions;
• Just-in-time suppliers and relationships, sole suppliers and

outsourcing arrangements;
• Technology and product licensing, joint development

agreements, technology sharing and cross licensing agreements;
• Franchises and franchisers;
• Value added resellers, value added dealers and distribution

relationships.
Joint Ventures and Collaborations
Before entering into a major commercial agreement such as joint

venture or collaboration with a company, a collaboration partner may
want to carry out due diligence. This is particularly true in cases
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where a large company decides to join hands with a smaller company

or start-up company. What needs to be remembered is that the due
diligence in such cases may not be an extensive one as in the case of
an acquisition, but the larger company will conduct due diligence to
ensure that its investment in the smaller company is capable of
yielding returns. It also helps the larger company to confirm that the
start-up has the requisite systems, personnel, expertise and resources
to meet its obligations.
To conclude, one could say that due diligence is all about

understandings the viability of the project one is getting involved in.
Due diligence obviously is not what the critics think it to be:
• A slow torture in the form of a lengthy checklist;

• A stress test for the executive team;
• A chance to prove that one team is smarter than the other;
• A delay tactic until another fund takes interest.
11.5 PEOPLE INVOLVED IN THE DUE DILIGENCE PROCESS
The due diligence process includes the company’s professional

advisors such as people dealing with legal, tax, accounting and
operational issues.
Legal Professionals
The modern business environment is so complex that even mid-sized

deals involve experts in corporate, tax, real estate, employee benefits,
insurance, and other kinds of legal specialists. Companies do not like
to take any chances on the legal front. Hence, the involvement of legal
experts is always preferred in the process of due diligence. Most of
the legal work related to due diligence is done in-house if the
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companies have adequate legal staff. Outside counsel is also likely to

be involved in larger and complex transactions.
Financial Professionals
Today’s organizations require huge financial resources for their

operations. Whether it is a case of due diligence for the purpose of
M&A or private placement, both the investor and the target typically
rely on in-house personnel such as CFOs and finance controllers to
guide them through the process. Quite often companies hire the
services of outside auditors for the purpose. Apart from these,
companies even hire the services of underwriters, registrars,
investment bankers, and commercial banks to manage national and
cross-border public offerings. These agencies use their expertise and
perform due diligence before raising funds for the transaction.
Operational Professionals
No buyer just buys another business. Buyers must evaluate every

material aspect of the target’s business so that it does not result in
value destruction instead of value creation post merger. For this
purpose, key in-house operating personnel as well as outside
consultants are instructed to scrutinize the target’s business and
report their findings to the decision makers. Operational due
diligence includes investigating the targets intellectual property (IP),
its production, sales and marketing efforts, human resources, and
other operational issues. For financial investors, the problem of
valuating these operations is magnified if the investor is from a
different industry. Therefore, it is essential that the operational
professionals selected to conduct due diligence have domain
knowledge of that particular industry.
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11.6 THOSE INTERESTED IN DUE DILIGENCE
Apart from individuals who are actively involved in carrying out the
process of due diligence, there are individuals who are interested in
the outcome of the process. They include employees, trade unions,
shareholders and creditors, vendors, customers, the government, and
society. Let us examine why they are interested in the outcome of the
process.
Employees
We have already discussed that due diligence is not carried out by the
buyer alone. The seller is also as keen to participate in the process.
Due diligence is undertaken to address the fears of the employees that
post merger they might be laid off or their salaries may be reduced.
Due diligence gives a fair idea about the motives of the buyer and
what he proposes to do once the merger is complete. While carrying
out due diligence for the prospective buyer, employees may perceive
the threat of large-scale layoffs. The same can be addressed through
the process of negotiation, and the buyer can give them the assurance
that the interests of the employees would be taken care of.
Trade Unions
Trade unions are associations that fight for the rights of the employees
and ensure that they are not unnecessarily exploited or harassed.
Unions are interested in due diligence for they want to ensure that no
employee faces the axe or cut in pay post merger. They ensure that the
agreement addresses the concerns of the employees and assures them
continuity in employment.
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One also needs to understand that unions are often common across
industries. If the interests of employees in one industry are not taken
care of, employees from other industries may also distance
themselves from the union. This may invariably endanger the very
continuance and existence of the union.
Shareholders and Creditors
Shareholders and creditors have a financial stake in the business.

They are not only concerned about the principal amount invested by
them, but also expect regular returns from the project. Their interest in
due diligence originates from this desire. Due diligence gives them a
fair idea about the risk involved in the project, which in turn
determines future returns from the business. Their investment
decisions are purely driven by the future earning possibilities of the
business. If due diligence indicates that the project is highly risky and
returns are uncertain, they may decide against making an investment
in the business and vice versa.
Vendors
Vendors are entities who supply various inputs such as raw materials,
tools, and equipment to the business. Their fortune is related to the
company to which they supply the inputs and other requirements.
The due diligence exercise gives them a very clear idea on the
direction in which the merger is moving. The decision of continuing
the relationship or distancing ones’ business from the entity is based
on the results of due diligence.
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Customers
Customers desire that their needs and requirements should be

fulfilled by the company. When a merger happens, there can be
drastic changes in the business model. This may affect the product
range of the company and thus the capacity to fulfill customer needs.
Due diligence provides details about the future operational strategy
of the business and helps them decide on their consumption patterns.
Government
The state is responsible for ensuring that the rights and privileges of
all the stake holders are protected. Post merger, the entire business
mode of the company might undergo drastic changes, affecting the
stakeholders adversely. Based on the projections and findings of the
due diligence process, the government can decide on the course of
action it needs to pursue to protect the interests of the stakeholders. If
the government finds that the merger will have an adverse impact on
the stakeholder’s rights, it may enact laws to prevent or reduce the
adverse impact of the merger.
Society
Every society provides resources for all types of activities. While

resources are scarce and resource requirement unlimited, the society
performs the role of a watchdog so that wastage of resources can be
curtailed. It is important for the society to understand the course
that events are taking and ready itself for appropriate action. This
is where the due diligence process provides it with the much-needed
feedback and basis of action.
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11.7 STEPS IN DUE DILIGENCE
The essence of any due diligence exercise is its ability to reduce

uncertainties, confirm assumptions, define scope and prioritize issues.
The entire exercise combines an understanding of the organization,
the operations of the company, technologies, logistics, corporate
strategy, finance, and summary of the complex issues into concise,
easily understandable terms.
The process of due diligence comprises the following phases:
• Planning phase;
• Data collection phase;
• Data analysis phase;
• Report finalization phase;
• Due diligence reporting.
Planning Phase
This is a stage where all the initial planning relating to the conduct of
due diligence is done. It includes the processes described in this
section.
1. Defining Scope 
 
The entity desirous of undertaking due diligence constitutes a
committee or team for carrying out the entire exercise. The due
diligence team discuses the proposed transaction and defines the
objectives intended to be attained through the exercise. Once the
objectives have been established, the availability of resources is
studied and determined and the areas on which the team has to
focus are defined.
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2. Deciding Focus Area 

 
After deciding the scope of due diligence, the next step is to decide
on the focus area. The focus areas generally include the following: 
 
Sustainability of business: The sustainability of the business can
be understood by considering the target company’s business plan,
vision, strategic alliances, synergies, new products, new
customers, customer base, etc. 
 
Financials: Here key financial variables are reviewed. They
normally include assets, liabilities, cash flow, inventory turnover,
revenues, accounting procedures and policies. 
 
Competition: The focus here is on understanding the competition
in the market for it influences the business plans and strategy to a
great extent. 
 
Management team and organizational culture: Understanding
the prevailing culture, outlook, and capability of the management
team is of prime importance while conducting due diligence.
These variables provide direction and drive the activities of the
organization. 
 
Potential liabilities: It is important to identify the potential risks
and liabilities that an organization would face if it enters the
industry or merges with another entity. The issues to be
considered would include IP rights, pending regulatory issues,
liens, lawsuits, etc. 
 
Technology: Technology is a very important differentiator in
today’s business world. A company needs to assess the advantages
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possessed by the target in this area. Technological advantage

forms the basis for maintaining a competitive edge over other
players in the industry. 
 
Existing market and potential: Information regarding sales,
distribution, marketing channels, and promotional methods is
crucial for developing the business plan. Appropriate information
on these key variables must be collected and kept ready for
reference. 
 
Business-to-business fit: It is necessary that the two merging
entities are the right fit for each other. Instead of merging and then
realizing that the merger is destroying value, it makes sense to
determine in the very beginning whether the two businesses fit
well in the scheme of things planned. If there is a good fit between
the two business, it would create corporate synergy The synergy
might arise due to complementary strategy, personnel, financial
situation, etc.
3. Finalizing Team Structure 

 
The entire exercise of due diligence requires varied skills and
expertise. While forming the due diligence team, one should
ensure that the members possess specific skills and background so
that the due diligence process is successfully completed. The team
member should be capable of collecting and analyzing
information about the target company, the transactions, industry,
and due diligence objectives. The members should know the
information to be collected, the number of site visits necessary to
collect relevant information, the analysis to be performed and the
type of report to be delivered at the end of due diligence process.
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4. Defining Responsibilities 
 
Every due diligence efforts requires integration of efforts and
communication with multiple parties. Planning should be done in
such a manner that responsibilities and expected outputs are
clearly defined, and the team can work collectively towards a
common goal.
5. Defining Time Schedules 

 
Before starting the due diligence process, it is better to define the
time schedule for each step. Scheduling the time of each key step
helps in achieving results in the desired timeframe and helps the
parties attain the desired goal without loss of time and energy.
6. Communicating Information Requirements 

 
The success of any due diligence program depends on the team’s
ability to collect complete, accurate, and timely information. Each
member needs to collect information as early and specifically as
possible so that delays can be avoided. 
 
This can be done by informing team members of the expectations
from them and timelines.
7. Finalizing Templates and Tools Required 

 
Based on scope, needs, and objective, the due diligence team
should decide on tools to be used such as interest database search,
regulatory database search, questionnaires, worksheets, and other
communication methods such as interviews.
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Date Collection Phase
This stage involves collecting existing business process data. The

approach used for data collection depends on a number of factors
including the desired precision, the nature of questions that need to
be answered, and the availability of time, money and access to
information providers. The sources of information that can be tapped
include the Internet, regulatory organizations and their databases,
competitors, vendors, customers, industry associations, etc.
The research can be qualitative or quantitative. While qualitative

research involves conducting in-depth interviews and asking two or
three relevant questions from information providers, quantitative
research is done via surveys that are conducted among a sample of
customers. The information is then extrapolated to the entire
population.
The data collection phase usually starts with a meeting with the
company management. Here, the investors meet with the target
company management to clarify the due diligence process, the issues
that should be addressed, and the meetings and site visits that need to
take place. Next, the due diligence team makes an initial request for
information needed, such as business plans, forecast, financial
statements, sales figures, market data, customer lists, technology
specifications, and supplier contacts. After the initial meeting, the
team initiates the rest of the process. This includes interviews and
questionnaires with the suppliers, customers, employees, etc., to
know their perceptions of the company’s products then collected and
examined.
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Data Analysis Phase
This stage involves analyzing the collected data and drawing

conclusions from the same. During the due diligence process, the
team may not have consistent findings, i.e., the team may uncover
some issues that lead to a favourable impression of the organization
and some others that cause concern. The right approach to the process
would be to focus on the organization’s financial health, its capacity
to deliver in future, its reputation and approach to working. The team
should also get a respective on the leadership of the organization.
The analysis of due diligence findings depends on a variety of factors.

All factors need to be considered and evaluated and the organization
should balance them to arrive at a decision. Once the team is sure that
all factors have been considered and have been given due weightage,
it can give a positive recommendation.
Report Finalization Phase
After the completion of data collection and analysis, the due diligence
team prepares the final report and submits the same to the investors.
The conclusions so presented in the report become an integral part of
the decision making and negotiation process.
Due Diligence Reporting
The due diligence report contains the key findings of the process. It is
submitted to the management for consideration and adoption.
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The key features of due diligence reports are as follows:
• It should reflect a fair and independent analysis and evaluation of

financial and commercial information;
• It should ensure collection, analysis, and interpretation of financial,

commercial and tax information in detail;
• The report should provide properly reviewed and analysed

financial information to bidders and various stakeholders;
• It should provide feedback on auditing of the special purpose

accounts.
The reports are prepared by analyzing and compiling the data

collected during the due diligence process. It helps to clearly point out
the potential risks and a company’s current financial situation. If the
reports are meticulously prepared and presented, they help save a lot
of money, time, and effort for the management.
Professional consultants take up the task to preparing a due diligence

report on behalf of clients. They not only prepare a report, but also
assist in making sound decisions. This also helps the client save lot of
money, and time spent on collecting and analyzing financial and
commercial information.
11.8 TYPES OF DUE DILIGENCE
Due diligence provides valuable information to the buying company

and helps in identifying the right target. While there are many
elements to a due diligence study, not all are needed for every
decision. Based on individual needs and requirements, companies
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undertake specific due diligence studies. The different types of due

diligence includes:
• Financial due diligence;

• Legal due diligence;
• Operational due diligence;
• IP due diligence;
• IT due diligence;
• Human resource due diligence.
Financial Due Diligence
Financial due diligence analyzes the financial performance of an

entity, both qualitatively and quantitatively. It helps in getting a sense
of earning on a normalized basis. Financial diligence is crucial for it
provides reliable information on the anticipated performance of
business as represented by the seller. Besides, it looks into the
underlying assumptions that have been used in preparing the
projections, and ensures that the conclusions are reasonable and
objective.
Financial due diligence involves evaluating a company’s historical,

current, and prospective operating results as disclosed in its historical,
current and projected financial statements, tax returns, and other
information.
From these data, an income statement review can establish tends in

revenue and profits, investor returns and compound growth rate.
Examination of cost of sales, selling, general and administrative
expenses, interest and other fixed charges can lead to a thoughtful
profit margin analysis.
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Financial due diligence involves in-depth analysis of the balance

sheet, cash, marketable securities, receivables, inventory, prepaid
expenses and other current assets, as well as the value of fixed assets.
On the liability side, the analysis covers accounts payable taxes, and
debt obligations are closely examined. Financial due diligence also
analyses contingent liabilities.
Financial diligence also analyses the assets and liabilities to be

acquired in the future. For example, is the pricing of raw materials on
par with the market value? Are there finished goods in stock that are
unlikely to be sold within the next three months? Regarding
liabilities, it is important to acquire only the liabilities that have been
incurred by the seller for purchases of inventory or services that
occurred prior to the closing date.
Financially, financial due diligence will look at whether federal and

state taxes have been filed appropriately by the seller. Does the seller
have a nexus in other states? Do they file in those states? It is
important to ensure that the seller has complied with all tax
requirements.
Legal Due Diligence
Legal due diligence consists of a scrutiny of all, or specific parts, of

the legal affairs of the target company with a view of uncovering and
legal risks and provide the buyer with and extensive insight into the
company’s legal matter. Additionally, legal due diligence often
improves the buyer’s bargaining position and ensures that necessary
precautions in relation to the transaction are taken.
Legal due diligence is crucial for venture capitalists. These firms have
a team of lawyers who conduct legal due diligence prior to investing
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in a company. These lawyers check whether the company has any

significant legal problems, and whether it is being properly operated.
The venture capitalists’ lawyers demand a bulk of documents and
information about the company.
The objectives of a legal due diligence exercise may vary from case to
case. Some of the basic objectives may be summarized as follows:
Gathering information from the target company;
• Uncovering the target company’s strong and weak sides, relevant

risks,and advantages in connection with the transaction;
• Minimizing the risk of unexpected situations;
• Improving the seller’s bargaining position;
• Identifying areas where presentations and warranties from the

seller should be obtained in the acquisition agreement.
The precise extent of legal due diligence depends on the activities of

the target company and the nature of the transaction. The documents
that legal due diligence aims at verifying include the following:
• IT law and IT contracts;
• IP rights;
• Patents, copyrights, and other IP-related documents;
• Company law;
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• Finance;
• Employment law;
• Data protection law;
• Consumer protection law;
• General contract law;
• Minutes and consents of the board of directors and

shareholders confidentiality and invention assignment agreements
with employees;
• Tax and financial documents;
• Legal disputes and other kinds of conflicts;
• Marketing practices regulation;
• National and EU completion laws;
• Public procurement law.
The findings of the legal due diligence process are summarized in a

due diligence report, offering a complete picture of the target
company’s legal situation. In addition to conveying a general
overview, the report clearly identifies areas that require particular
attention, thereby, making it easier to evaluate the impact of the legal
findings on the acquisition as a whole. Further, the report often
pinpoints those areas where specific representations and warranties
are needed.
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Operational Due Diligence
Operational due diligence is integral to a buyer’s ability to properly

evaluate a business for a potential acquisition. Operational due
diligence involves an on site analysis of the daily process of the target
business and how the business operates. The analysis includes an
evaluation of the key employees, managers, independent contracts,
suppliers, and other factors that are necessary for the business to
conduct normal operations.
Operations due diligence may also extend to conducting investigation

outside of the actual business. When researching market and industry
trends, the communities in the area surrounding the business location
may be potential new market completion.
Comprehensive operational due diligence enables a buyer who

purchase a business to get a detailed understating of how to manage
the daily business operational, which in turn, lead to a trouble-free
transaction after the consumption of the acquisition.
In operational due diligence, the buyer understands exactly how the

business works, and what is happening within the business from an
operational point of view.
The team spends a great deal of time observing the business

operations. The process also includes interviewing customers, authors
and current employees. Sometimes even ex-employees and former
business associates are interviewed. It is imperative that buyer spends
considerable time getting to know everyone on the management team
who will be remaining with the business after the transaction.
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Operational due diligence looks at a transaction with the aim of

helping the buyer decide on the steps he needs to take to realize
improvements in productivity and profitability. This includes
examining work centers, material flow, scrap generation, and
inventory levels- in short, employing lean manufacturing principles
to achieve maximum profitability.
A purchase price based on multiple of earnings may include certain

operational inefficiencies. Operational due diligence will define these
along with the cost of implementing the efficiency improvements
measures for the buyer. The seller can benefit from operational due
diligence by identifying and implementing the changes necessary to
increase earnings before interest, taxes, depreciation and amortization
(EBITDA) and increasing the multiples due to lower risk.
Operational due diligence varies dramatically from target to target. It

involves gathering information on the following:
New product or service creation: Due diligence requires an

understanding of how the target firm creates new products and
services. Operational due diligence tries to understand the process of
new product development, whether it is organized or random,
whether the target uses research and development (R&D) to inflate
earnings, the target’s IP, defensible know-how possessed by the
target, etc.
Markets: In addition to understanding the target’s products/services,

operational due diligence also gathers information regarding the
target’s market. It collects information regarding the target’s
customers, whether the market is growing or has matured, the
target’s market share, factors affecting demand in the target’s market,
segmentation of the market, seasonality, etc.
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Completion: Due diligence enables the investor to know the target’s

competitors It provides a sound basis for understanding the market
share of the competitors, the basis in which the completion is waged,
such as price, service, quality, and the target’s expertise in these fields.
Sales: Operational due diligence also gains information on the sales

force of the target. It provides information on the sales forces’ salary,
compensation pattern, etc.
People/Organizational matters: Operational due diligence also

gathers information on the number of employees, their functions,
whether the company’s workforce is trained or untrained, etc.
Intellectual Property Due Diligence
Conducting proper due diligence involves examining not only the

financial information of a company, but also assessing the company’s
key assets. This is required because the earning potential of a
company depends on the type and quality of assets it possesses.
While evaluating assets, one needs to carefully review IP assets of the
target company. It is imperative to conduct a thorough IP assets due
diligence before engaging in investments because economies are
becoming increasingly technology-driven.
Intellectual property due diligence is essential for investment in

virtually every type of target company. It is especially significant
when the target involved is in the technology sector as in this
industry, most products and services involve in the technology sector
as in this industry, most products and services involve IP assets.
Given the modern day business environment, IP due diligence is
unavoidable since companies invest a substantial amount in
technology. However, IP due diligence should not be limited to
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transactions involving the technology sector. Even traditional bricks

and mortar enterprises own and rely upon IP assets as an integral
component of their business. Examples range from the ingredients
and manufacturing process for Coca-Cola, a closely guarded trade
secret, to the many domestic and international trademarks owned by
multinational conglomerates such as Tata, HUL, Reliance, etc. The
process of identifying all IP assets, verifying ownership and ensuring
that they are free of encumbrances for the intended business use is
fundamental to any merger, acquisition, or investment.
The focus is gradually shifting to IP due diligence for it provides a

prospective investor with detailed information about the IP assets of a
target. These assets often affect pricing or other key elements of the
proposed transactions and, in certain circumstances, even recommend
termination of the proposed investment. One needs to remember that
the consequences of mismanaging or ignoring IP due diligence can be
severe. It may so happen that after the deal is concluded, the investor
may realize that the target does not have ownership of the sought-
after IP assets or that the IP assets have been transferred or
encumbered by third-party interests or litigation. Such events can ruin
the proposed business plans of the investor and render his investment
worthless.
11.9 GOALS OF IP DUE DILIGENCE
Given the seriousness of the issue, one needs to understand the need
and relevance of IP due diligence. The key point here is that IP due
diligence is affected by the target company’s policies and practices
relating to document retention and organization, registration
procedures and location of the IP assets, as well as the length of time
in business, maturity of the management team, and the target
company’s industry environment. From an IP due diligence
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perspective, a start-up in business for one year would present a very

different challenge from a well-established firm with stable legal
relationships, from documents and a records library. While it would
not be wrong to say that reality usually lies between these two
extremes, the goal of IP due diligence is always the same: protecting
the investors. This can be best accomplished by focusing on the
following steps:
Identifying and locate IP assets: The basic goal of IP due diligence is

to identify and locate the IP assets of the target. This list may be
extremely varied depending on the nature of the business. It could
include patents and/or patentable subject matter, copyrights,
trademarks, domain names, trade secrets, inventions, works of
authorship, hardware and devices. In addition, some IP assets require
closer evaluation and analysis than others due to various factors
including complexity, competition, and foreign registration of IP
assets.
Ascertain nature and scope of target’s claimed rights in IP assets:

The target may not have uniform rights on all the IP assets. The
target’s right could range from outright ownership to a license in the
IP assets. Hence before deciding on the investment, ascertaining the
target’s rights in IP assets becomes important.
Evaluate validity of target’s rights on IP assets: Evaluating the

validity of the target’s rights on the IP assets involves making a
judgment about the relative strength of rights claimed by the target.
Special care should be taken. It should be ensured that the rights are
sufficient to permit continued operation of the business without
interruption.
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Evaluate any potential IP infringement claims: IP assets due

diligence mostly involves infringement issues. This step includes
analysis of situations where the target’s IP assets may infringe a third
party’s rights, or the target may have a valid claim of infringement
against a third party. Either of these situations have the potential to
seriously disrupt the operation of the business.
Analyse any grant of IP rights made by target: This steps involves

analysis of licenses, distribution agreements, reseller arrangements
and any other transaction by the target involving a transfer of rights
in the IP assets that may impact their value. For example, if the target
has granted an exclusive license to its primary invention for a period
of five years, a business plan that contemplates issue of additional
licenses for the same technology would not work.
11.10 CONDUCTING IP DUE DILIGENCE EFFECTIVELY
The task of carrying out IP assets due diligence is very complex and
calls for a thorough analysis of different variables and factors. For
effective IP assets due diligence, the following elements need to be
remembered:
Ensure right team composition: The success of this exercise depends

on having the right person on the due diligence team. Failure to do so
would mean a wrong beginning to a very complex task. To begin
with, the team appointed to conduct IP due diligence must have a
basic understating of the primary product lines business
environment, and future plans of the target to remain focused
primarily on the IP assets that are relevant to the business. The team
should also understand the relative importance of the proposed
investment to the client since the members would also be required to
participate in the investor’s evaluation of a proposal transaction.
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Ensure that IP due diligence plan reflects importance of deal: Once

the right team has been constituted, the tam should be instructed to
develop a well drafted IP due diligence request. The request involves
use of questions that would help in identifying areas that merit
further inquiry as evident by a positive response. Likewise, a negative
response to certain questions permits the legal team to move on to
areas of genuine concern that are relevant to the business and/or
the specific transaction at issue.
Take nothing on faith: when the target is required to disclose all the
facts on the matter in the IP due diligence requests, the target is
expected to be transparent and disclose all the details correctly.
However believing this to be true every time can prove disastrous.
It may so happen that the target may not disclose all the details in
spite of being requested to do so. To avoid future problems, the team
should do an independent research on every related aspect.
Investigation is needed in the following areas:
• Conducting searches in appropriate database in all relevant

jurisdictions to identify patent rights including pending and/or
provisional patent applications, registered copyrights, and
registered trademarks;
• Examining analyzing, and verifying the results of such searches;
• Verifying claimed but unregistered IP rights;
• Reviewing and analyzing relevant provisions of executed

agreements that could include licenses, consulting and
confidentiality agreements, assignments, and other documents;
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• Conducting interviews with key business and technology

development staff at the target and , where the situation warrants
with previous employees and consultants;
• Examining and analyzing the potentially of infringing registrations

and third-party IP rights;
• Any other efforts thought appropriate to the situation.
Verify all information: Seeking information from the target on the

related rights pertaining to the IP assets marks the beginning of the
process. It should be followed by computerized search of the relevant
patents. Such searches can often reveal that the ownership interests
were not what was expected or communicated by the target. This
should be followed by a manual search. One should not be surprised
if the manual search ultimately reveals that the computerized search
was erroneous. Such errors can creep in due to errors in preparing
computerized documents. Even the reverse can happen – the
computerized search might appear to be accurate and no further
manual search would be performed. Subsequently it would be known
that the computerized search had given the wrong result. This
highlights the importance of verifying information that is presented
through more than one source.
Understand relationship between documents and core business:

While it is extremely important to examine all arrangements,
registrations, filings, and other documents to ensure that they are
valid, the team must establish a clear relationship between such
documentation and the relevant IP assets. For example, the buyer
might be interested in acquiring a division of the target holding a
large collection of patents. Prior to investment, the target might
provide the team with voluminous documentation might reveal that
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the information provided might actually be related to patents that

have nothing to do with the target’s core business.
Ascertain impact of foreign laws on deal: In recent years, the

numbers of cross-border M&A have increased dramatically. As a
result, many individuals developing IP assets might be from outside
the country. This situation increases the likelihood that IP due
diligence will involve review and analysis of not only domestic IP
assets, but the IP assets abroad. The complexity increases since quite a
few countries treat IP on the basis of complex treaties and conventions
executed by and among many different nations. Hence, it is important
to avoid making assumptions about foreign IP assets based on an
understanding of the domestic law and procedures.
Understanding Issues with Reference to Specific IP Assets
The nature and extent of the due diligence depends on the type of IP
rights involved. Intellectual property rights can be broken down into
four main categories.
• Patents;
• Trademarks;
• Copyrights;
• Trade secrets.
The problem involved while carrying out IP due diligence is that class
of IP rights calls for use of different methods of review. This section
presents recommendations for steps to be taken while reviewing IP
assets in each of these classes of rights. While these guidelines are not
universally applicable, they provide a fair idea of how the system
works in general.
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11.11 PATENTS
The following steps need to be taken while carrying out the due
diligence of patents:
• Review all issued, pending and abandoned patent applications-

both domestic and foreign. Such a review should include not only
those patents owned by the target, but also those previously owned
or licensed by the target.
• Examine all patents searches conducted by or on behalf of the target

in relation to the inventions of the target.
• Confirm whether all issued patents are being properly maintained

and that the target has paid all the related dues and fees.
• Review and calculate all threatened or pending interferences.
• Evaluate the scope and nature of any transfer of rights by

evaluating the relevant agreements including licensing and
manufacturing agreements.
• Investigate the underlying technology of the target.
11.12 TRADEMARKS
diligence of trademarks:
• Examine all trademarks and service marks used by the target.
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• Examine all trademarks and service marks registered by the

target within the country and abroad.
• Examine both the geographic area of use and the date of the first
use of the trademark in the given territory.
• Examine the prosecution files for any registrations of pending

applications and examine all trademark searches performed in
connection with such pending applications.
• Review all quality control manuals, files, or guidelines relating to

goods or services sold under the marks.
• Review all trademark licenses, not only through trademark

license agreements, but also though all other types of agreements
that include trademark and distribution agreements.
11.13 COPYRIGHTS
diligence of copyrights:
• Review all copyrighted works that the target has created,

commissioned or to which it has acquired rights.
• Evaluate all work-for-hire agreements and contracts relating to

consulting services and development work.
• Review all documents concerning copyright registrations,

including applications, correspondence, transfers and security
interests.
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• Review all licenses related to copyrighted works used by target.
• Review and evaluate the target’s policy for identifying and

protecting its copyrights in the works it develops or has developed.
• Review and evaluate the efforts undertaken by the company to

avoid claims of copyright infringement and obtain proper
copyright clearances.
• Identifying and evaluate all actual or pending claims of

copyright infringement asserted against the target
11.14 TRADE SECRETS
diligence of trade secrets:
• Obtain an inventory of all material trade secrets utilized by the

target.
• Determine whether non-disclosure agreements have been executed

with key employees, consultants, and other individuals or entities
having access to the target’s confidential information.
• Determine whether non-compete agreements have been

executed between the target and its key personnel.
• Review the employment records of key personnel.
• Consider the impact of recent arrivals and/or departures of key

personnel.
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• Evaluate the adequacy of exit interviews.
• Evaluate security policies including physical, technical and

administrative security procedures employed by the target
• Review and evaluate all relevant agreements including know-how

licenses
11.15 INFORMATION TECHNOLOGY DUE DILIGENCE
Information technology has become a top priority area in all M&A

deals, given the heavy reliance on information technology for
business operations, management information and financial reporting
in today’s business environment. On the one hand, IT represents one
of the largest capital and operational expenditure items. Owners of a
business are constantly working on finding better ways of deriving
value and leverage from IT assets.
The process of IT due diligence pose different issues before the team
involved in the task. It is important that the team prepares well for the
process and the following four steps need to be taken towards due
diligence preparations in case of M&A.
• Sending an IT requests list to the target company;
• Compiling an on site discovery process outline;
• Conducting a review of the requested materials;
• Scheduling and coordinating the on site visit. Let us briefly analyze

each of the steps:
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Sending IT request list to target company: The process starts with

the preparation for the on site visit by learning as much as one can
beforehand. As soon as the letter of intent to acquire the other
company is agreed upon and signed, the buyer/investor company
should send due diligence discovery lists to the target company. One
of those request lists should be for technology information.
The technology leaders generally seek information on the following:
• Technology in place;
• Stability;
• Growth capacity;
• Support methods;
• IT organization;
• Contracts;
• Software ownership and licensure;
• Costs;
• Ongoing support costs;
• Key investments planned;
• Capital Investments needed;
• Planned investments needed;
• Planned initiatives;
• Risks;
• Client satisfaction and needs related to technology.
The IT due diligence request list provides plenty of insights prior to

an onsite visit by tech experts.
Compiling on site discovery process outline: The tech team

touches base with the chief information/technology officer (GIO/
GTO) of the target company before the actual on site visit. The
primary goal of this interaction is to understand the discovery process
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and information one is trying to seek. This is a certain way of

ensuring that the visit becomes more productive, for it allows the
target company to prepare fully. In addition, ones’ observation skills
generally help in determining whether things have been ‘cleaned up’
before the planned visit. One can make use of an IT business
assessment checklist to ensure that all relevant information is
provided to the team during the visit. One can even request the
details be forwarded to the team well in advance so that no items are
missed out during the course of the visit.
The primary objective of the IT due diligence effort is to maximize the

opportunity to discover relevant issues surrounding the company’s
technology and accordingly initiate corrective measures.
Conducting review of requested materials: If the IT business

assessment checklist is received in advance, one gets enough time to
review the materials before going on site. One can accordingly
prepare a questionnaire to gain more insight during the visit. The
exercise provides the following benefits:
• It helps the team to get familiar with IT aspects of the target

company.
• It increases both parties productivity during the on site discovery

process.
• It gives credibility to the team visiting the target company.

Remember, there is a good chance that the new company’s IT
organization might report to or might work closely with the same
team that visited the target company after the acquisition.
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Coordinating the onsite review: To make the entire process effective,

one can also undertake a coordination exercise involving the
following:
• Introduce oneself and explain the role one is expected to play

during the due diligence visit.
• Know something about the GIO/GTO of the target company.
• Discuss the IT due diligence process.
• Share basic information on the IT business assessment

checklist.Company’s acquisition plans are kept confidential.
• Set up the initial interviews with senior management first, as it is

helpful to learn their goals and objectives and the IT department’s
client perspectives before talking to IT managers.
• Exchange contact information, including cell phone numbers.
• Provide the GIO/GTO an opportunity to ask questions.
Human Resource Due Diligence
Human Resource (HR) due diligence is a process that aims at

assessing the contribution of the HR function to the success of the
business in a purchasing, outsourcing, or market testing environment.
By using a comprehensive model of the HR function experience in
day to day delivery of HR services, and extensive industry
knowledge, one is able to provide organizations with a fresh
approach to HR due diligence, function review and HR audits.
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While HR due diligence involves valuing the contribution of HR, HR

reviews involve an in-depth approach to meeting specific objectives
and terms of reference to increase the strategic alignment,
effectiveness, and efficiency of the HR function. Human resource
audit, on the other hand, is a ‘snapshot’ review that uses a systematic
approach to identify any major areas of improvement in the HR
function. This is often used as input into the HR planning process.
Human resource due diligence helps in the following ways:
• Establishing a link between organizational objectives and the HR

function.
• Determining HR’s influence on the skills and motivation of the

workforce.
• Determining the managers’ views of the HR function.
• Ascertaining the outcomes produced by the HR deliverables.
• Measuring the adequacy of HR measures, metrics and benchmarks.
• Ascertaining the total cost of the HR function and industry

comparisons.
• Ascertaining the HR team structure, skills and motivation.
Human resource due diligence forms the basis of providing strategic

business support on the following areas:
• Organizational culture.
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• Executive compensation and ‘golden parachute’ contracts.
• Collective bargaining agreements and potential change of

ownership liabilities.
• Defined benefit and contribution pension plans.
• Post-retirement benefits.
• Retention and severance plans.
• Health and welfare insurance structure and reserves.
• HR functional structure and service delivery.
• HR Information System (HRIS).
• Employment Litigation.
Human resource due diligence aims at seeking answers to the

following issues:
• Analyzing HR Structure and policies in the target company.
• Ascertaining whether the target company possess human resources

to support the products, technology, markets or goodwill.
• Evolving an action plan to retain key individuals after the merger.
• Evolving a strategy action plan to integrate the target company’s

HR process and culture with the buyer company quickly and
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smoothly to minimize uncertainties among employees and

demonstrate value to customers.
• Evolving the right approach information to make staffing and

organizational decisions quickly to avoid unnecessary anxiety,
destructive rumours, and unwanted departures.
• Visualize the skills, experience, knowledge, specific industry

experience, and contracts that may be lost post merger, determine
the impact of these potential losses and designing coaching,
employee development or recruitment plans to replace key
competencies.
11.16 LITIGATION ANALYSIS
When one company sells or otherwise transfers all its assets to

another company the successor is not liable for the debts and tort
liabilities of the processor. The successor may be liable, however,
under the following circumstances:
• If the successor has expressly or implicitly agreed to assume

liability.
• If the transaction is a merger or consolidation.
• If the successor is a ‘mere continuation’ of the predecessor.
• If the transaction was fraudulently designed to escape liability.
The analysis of the target requires a special procedure, usually

conducted by trained litigation analysts. The primary reviewer
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obtains a list of all litigation, pending and threatened, and then gets
copies of all relevant pleadings.
Before reviewing specific cases, the primary reviewer examines what

cases the seller believes are covered by liability insurance, and
determines what cases, if any are covered. As the two do not always
coincide, it is critical to review all insurance policies.
The individual responsible for litigation analysis must have a

working knowledge of both the structure of the transaction- such as
whether it is to be a stock or asset purchase and the corporate and tort
law rules concerning successor liability for debts and torts especially
with regard to compensatory and punitive damages. These are then
applied case by case.
When acquiring a company, a buyer wants to make sure it will not

inherit a legal problem it did not know about. The buyer must be alert
to threat of possible litigation from various stakeholders. True to the
theme ‘future shock’, the following areas have been undergoing some
change in the recent years.
• Customers as well as competitors, suppliers and other contractors

might sue over the following: 
 
– Contract disputes; 
– Cost/quality/safety of products or service; 
– Debt collection, including foreclosure; 
– Deceptive trade practices; 
– Dishonesty/fraud; 
– Extension/refusal of credit; 
– Lender liability; 
– Other customer/client issues; 
– Restraint of trade.
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• Employees including current, past, and prospective employees or

unions might sue over the following: 
 
– Breach of employment contract; 
– Defamation; 
– Discrimination; 
– Employment conditions; 
– Harassment/humiliation; 
– Pension, welfare, or other employee benefits; 
– Wrongful termination.
• Regulation might sure over the following: 

 
– Antitrust (in suits brought by government); 
– Environmental law; 
– Health and safety law.
• Shareholders might sue over the following: 

 
– Contract disputes (with shareholders); 
– Divestitures of spin-offs; 
– Dividend declaration or change; 
– Duties to minority shareholders; 
– Executive compensation (Such as golden parachutes); 
– Financial performance/bankruptcy; 
– Financial transactions (such as derivatives); 
– Fraudulent conveyance; 
– General breach of fiduciary duty; 
– Inadequate disclosure; 
– Insider trading; 
– Investment or loan decisions; 
– M&A scenarios (target, bidder); 
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– Proxy contents; 
– Recapitalization; 
– Share repurchase; 
– Stock offerings.
• Suppliers might sue over the following: 

 
– Antitrust (in suit brought by suppliers; 
– Business interference; 
– Contract disputes; 
– Copyright/patent infringement; 
– Deceptive trade practices.
11.17 DOES DUE DILIGENCE ENSURE AGAINST M&A

FAILURE
Many M&As fail due to inadequacy of the traditional due diligence

process as well as the limited extent and duration of the process.
Consequently, there are three important phases of due diligence-prior
to, during, and after acquisition. While companies are very careful
about the first two stages, the third stage gets neglected, and that is
when problems start. The buyer needs to therefore, ensure that the
due diligence process continues even after the deal is completed. In
addition, the team for all three phases should include the same
individuals so that there is continuity in the analysis and the team
members can correlate the happenings.
The first two steps ensure that there are no major problems faced
before the deal gets completed and that those identified have been
adequately addressed in the transaction documents. Many problems
are avoided there. Since companies ignore the third step, due
diligence after acquisition, it is then that matters get aggravated.
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Therefore, one needs to remember that due diligence is an ongoing

process that should continue even after the deal is concluded. It also
ensures the following:
• The organization avoids unnecessary losses and expenses
• The organizations’ governing body is able to demonstrate that it

has engaged in effective oversight.
• Senior officers of the company avoid job and bonus-threading

adverse events.
A number of factors can contribute to post-M&A disappointments;

lack of ongoing due diligence is often one of the leading factors.
To avoid disappointments, the following points need attention

through post- acquisition due diligence.
Due Diligence Involving Financial Issues
The company initiates the process of due diligence on financial issues

as these are critical to the success of the company. The process focuses
on the following:
• Lack of attention to ongoing due diligence can lead to significant

unbudgeted liabilities and the diversion of time and energy of key
executives.
• With the ever-increasing ability to scan and manipulate documents,

it is well within the ability of the creative yet malevolent employee
to alter documents and create factious originals, such as the
signature-authority list.
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• Dormant bank accounts should be closed as soon as possible for

they are a breeding ground for manipulative practices.
• Unexpected voiding of invoices from the organization’s

accounts receivables system should be investigated, particularly if
the organization is structured in such a way that people who are
authorized to void an invoice are also authorized to receive or issue
checks.
Critics often argue that these issues can be addressed through the
process of financial audit. One should remember that such
manipulations need not get traced when a large number of
transactions are being checked. Even if they are checked, the costs of
investigation and attempted recovery, coupled with the diversion of
management time can be significant. Furthermore, if the loss is huge
and the organization is a listed entity, it may after the reputation of
the company and sentiments of all stakeholders.
Due Diligence Involving Organizational Records
A company is required to maintain various records including legal,

financial, human resources, marketing, and strategic plans. The
company should ensure that it maintains all the records
systematically so that they can be referred to in future. A list of
records that companies maintain includes the following:
• Periodic review of the minutes of board meetings need to be done
• Record retention policies are often advocated across countries as a

reliable tool of reference. Regardless of the type of record retention
policy the organization has in place, it is vital that periodic due
diligence be undertaken to ensure compliance with the policy.
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Due Diligence Involving Legal Compliance
Every company is a legal entity and is required to adhere to various

laws and procedures. While adherence to laws is a statutory
requirement, maintaining proper records constitutes the collection of
very important proof that no provisions of the law are being violated.
Legal requirements often have future implications and as such
maintaining proper records is of utmost importance. The issues
addressed here include the following:
• Records help ensure that the organization is in compliance with

applicable law.
• Depending on the nature and size of an organization, professional

advisors should be engaged to evaluate the laws and regulations as
applicable, and to help management design a due diligence plan.
This not only helps monitor compliance with existing laws and
regulations, but also aids in keeping abreast of trends toward new
legislation, and to be proactive in recommending actions so that
compliance can be achieved in an orderly, co-effective, and timely
manner.
Due Diligence Involving Interaction of Contracts
Practicing due diligence is key to the success of the business. A

company enters into various contracts and agreements in the course
of its operations. Ensuring that the related records are systematically
maintained is critical. One may require these records at any point of
time in future. Therefore, due diligence before entering into key
contracts and agreements, and summarizing and cross- referring
critical terms for future reference, is important for avoiding
inadvertent conflicts.
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Due Diligence Involving Information Systems
Companies today have moved from manual-centric process to ones

that are technology driven. A great deal of investment has been made
in technology. While part of the investments in technology is with the
objective of bringing efficiency, it is also driven by legal requirements.
A company uses information technology to handle issues such as the
following:
• It helps to get turned to the rapid shift from manual system

infrastructure to technology driven infrastructure;
• It ensure adherence to regulatory compliance that are coming into

force.
Due Diligence Involving Key Customers and Suppliers
The success of any business depends on the manner in which

operations are planned and executed. Customers and suppliers have a
very important role to play in the entire process. It is very important
that proper due diligence process are in place so that operations can
be made effective and efficient. In order to attain this end companies
must ensure to consider the following issues:
• There is a strong need to initiate ongoing monitoring of the

operations and plans of key customers and suppliers, for it can
reveal important information on its current financial and
operational status, as well as near-term future events;
• The exercise can also reveal a deteriorating financial condition in

advance
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DUE DILIGENCE
Thus, if due diligence is carried out in the first two stages only and
not thereafter it cannot guard against the failure of M&A.
11.18 DUE DILIGENCE TEAM
One of the key requirements in evaluating a possible M&A is a strong

due diligence team capable of carrying out a quick and effective
review of the assets after the confidentially agreement has been
attained. The Composition of an effective due diligence team will
vary greatly depending on the asset to be reviewed. If the team lacks
the right persons, the very purpose of due diligence stands defeated.
The organization should ensure that the members of an effective due

diligence team have the following attributes:
• The team members must have first-hand experience in the industry

to which the target belongs;
• The team should have experts from different areas, such as HR

specialists, functional area managers, individuals with knowledge
of the national and organizational culture, etc., such expertise is
valuable, and helps the team attain the buy-in from line
management, which can be hard to get if a key functional area shut
out of the integration process;
• The team should be capable of quickly identifying both the positive

and negative aspects of the property to be acquired;
• The members should be willing to carry out a site visit to evaluate

the current condition of the assets to be acquired – both the physical
assets as well as the personnel;
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DUE DILIGENCE
• The members should process excellent negotiation skills;
• The team members should have time to lead the project and serve
as team members. Time constraints and confidentiality will make it
difficult to replace these people later in the process;
• The team should be co-located within a secure environment, such

as a corporate headquarters. Sometimes it makes more sense to
locate the team near the target;
• The team should be familiar with the strategic and financial

rationale behind the acquisition. The members should understand
enough detail to be able to identify critical diligence issues;
• The team should be trained to identify and zero in on specific

issues, including the analysis and data required. It thus helps to
avoid the ‘analysis paralysis’ that can result from an undirected
data search;
• Care should be taken to develop and communicate rules of

engagement between the diligence team and the target company.
This avoids cultural conflicts and ensures that the team acts in a
manner that reflects the acquirer’s intentions;
• The team should get analytical tools and techniques so that it can
rapidly get its arms around potential synergies and integration
challenges. This helps the team complete its task within the allotted
time and budget;
• There must be a healthy flow of information from the due diligence

team to the integration planning team to ensure that diligence
rationale and data analysis are properly leveraged.
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DUE DILIGENCE
11.19 WHY DOES DUE DILIGENCE FAIL
Due diligence is a challenging task, and quite often the team handling
the task goes off track, giving disastrous results. There are three
‘themes of failure’ that most often derail the due diligence exercise.
Some of these are detailed below:
Failure to Focus on Key Issues
The due diligence team may fail to focus on key issues because of the
following reasons:
• The due diligence team spends a lot of time on collecting irrelevant

data and then rushes through the necessary step of clarifying the
rationale for the deal and sources of expected value;
• Teams often focus on finding new methods of analysis. It is similar

to reinventing the wheel. Instead of spending time on these things,
they should use tested diligence methodology, standardized
formats and simple software; 
 
This will save time, keep the process focused, and thus, permit a
higher level of analysis.
• Teams are also found guilty of being reluctant to share information

among the team members. Sharing resources helps in quickly
identifying ‘deal killers’.
Failure to Identify New Opportunities and Risk
The team can identify new opportunities and risk by doing the
following:
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DUE DILIGENCE
• The team should test the key assumption of the management before
proceeding with the task. This may help them to remain focused on
areas that may create significant value;
• The team should probe deeply into the merits of the deal to identify
the value drivers and key risks. Instead of relying solely on the
information from other sources customers, vendors, employees, etc.
Remember, due diligence is more than an audit. It does not aim at

verifying the facts alone but also aims at validating the assumptions
that underpin the business plan and detecting risks or inconsistencies.
Failure to Allocate Adequate/Right Resources
The team can allocate adequate/right resource by doing the

following:
• Put the best people on the team. Make sure that the members
chosen possess the right experience the right expertise and are from
those functional areas of the firm that will be affected by the deal;
• The due diligence process is a time-crunch affair, but don’t make

the problem worse to research, review, and report;
• Provide the due diligence team with adequate resource such as

space to work, equipment, software, staff, and access to the right
data and people.
Relieve them of their daily responsibilities so they can focus on the

task at hand.
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DUE DILIGENCE
The due diligence process is critical in every M&A exercise. It is the

only way of ensuring that the buyer is getting the best value for the
money he proposes to invest in the purchase. Due diligence helps to
avoid surprises after the documents have been signed. A thorough
review of what you are buying before it is yours is the best way to
ensure that the company acquiring the target is protected against
unwanted surprises down the road.
11.20 SUMMARY
Due Diligence is the process used to determine perfect fit, but

decision makers and those who advise them be well served not to let
their due diligence become mechanical. In this chapter, we have
discussed concept and need for due diligence, transactions and
people required for due diligence, steps and types of due diligence,
etc.
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DUE DILIGENCE
1. Explain the concept of due diligence?
2. Why do companies feel the need for due diligence?
3. What does due diligence involve?
4. Explain the transaction where due diligence is crucial.
5. Why does due diligence fail?
6. Write notes on types of due diligence.
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DUE DILIGENCE
REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
Video Lecture - Part 3 
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LEGAL ISSUES IN MERGERS AND ACQUISITIONS
Chapter 12
Legal Issues in Mergers and Acquisitions
Learning Objectives
This chapter helps you understand the legal issues in mergers and
acquisitions:
• Various provisions under Companies Act, 1956.

• Guidelines of SEBI takeover codes.
• Provisions of Income Tax Act, 1961.
• Provision of FEMA, 1999 and Competition Act, 2002.
Structure:
12.1 Concepts of Appointed Date and Effective Date

12.2 Companies Act, 1956
12.3 Powers of the Court
12.4 SEBI (Buy-back of Securities) Regulations, 1998
12.5 SEBI (Substantial Acquisition of Shares and Takeover)
Regulations, 1997
12.6 SEBI (Substantial Acquisition of Shares and Takeovers)
Regulations, 2011
12.7 Listing Agreement Norms
12.8 SEBI (Delisting of Securities) Guidelines 2003
12.9 Corporate Governance Issues
12.10 CEO/CFO Certification
12.11 Provisions of the Income Tax Act, 1961
12.12 Amalgamating Company
12.13 Amalgamated Company
12.14 Cost with Reference to Certain Modes of Acquisition
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12.15 Deduction of Certain Expenditure Incurred

12.16 Tax Sale of Business/Slump Sale
12.17 Stamp Duty Aspects of M&A
12.18 Foreign Exchange Management Act, 1999
12.19 Competition Act, 2002
12.20 Summary
Mergers and Acquisitions (M&As) are very complicated and lengthy

affairs, Since the stakes are high, the merging entities are required to
adhere to a number of provisions to ensure that the interest of all the
stakeholders is protected. While M&As successfully evaluate the
functional performance of the entity, they have the potential to create
monopolistic power, often resulting in the exploitation of customers.
Countries across the globe understand the flip side of M&As and
therefore enforce laws to control their anticompetitive nature.
Keeping in line with these global trends, the Indian economy has also
evolved a very comprehensive set of laws that govern all aspects of
M&As. The basic objective is to ensure that the process is carried out
meticulously and the interest of all the stakeholders is protected. In
this chapter, we shall discuss the following laws that are relevant:
• Companies Act, 1956;
• SEBI (Buy-back of Securities) Regulations, 1998;
• SEBI (Substantial Acquisition of Shares and Takeovers) Regulations,

1997;
• SEBI (Substantial Acquisition of Shares and Takeovers) Regulations,

2011;
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• Listing Agreement norms;
• SEBI delisting of shares norms;
• Corporate governance issues;
• Provisions of Income Tax Act, 1961;
• Foreign Exchange Management ACT (FEMA), 1999;
• Competition Act, 2002.
12.1 CONCEPTS OF APPOINTED DATE AND EFFECTIVE

DATE
Before we discuss the legal provisions, let us understand the meaning

of two very crucial terms: appointed date and effective date.
• The appointed date connotes the date of amalgamation – the date

from which the undertaking including assets and liabilities of the
transferor company vests in the transferee company.
• The effective date signifies the completion of all the formalities of

the merger.
12.2 COMPANIES ACT, 1956
The Companies Act, 1956, is one of the most important legislations in

India. It empowers the central government to regulate the formation,
financing, functioning, and winding up of companies.
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It provides an elaborate mechanism for regulating organizational,

financial, managerial and all other relevant aspects of a company. The
Act empowers the central government with the right to do the
following:
• Inspect the books of accounts of a company;
• Direct special audits and order investigations into the affairs of a

company;
• Launch a prosecution in case of violation of the Act;
The provisions of the Act have been designed to ensure that

companies conduct their affairs in accordance with them, and that no
unfair practices, prejudicial to the public interest, are being resorted to
by any company or a group of companies. The Act also empowers the
company to examine whether there is any mismanagement which
may adversely affect any interest of its stakeholders.
The Companies Act is administered by the Central government

through the Ministry of Corporate Affairs and the Registrar of the
Companies (ROC), official liquidators, public trustee, Company Law
Board, Director of Inspection, etc. The ROC controls the task of
incorporation of new companies and administration of running
companies.
The relevant aspects of the act are detailed below.
Introduction
The terms ‘merger’ and ‘amalgamation’ have not been defined in the
Companies Act, 1956. The two terms are treated as synonyms and
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used interchangeably. According to the Concise Oxford Dictionary

(10th edition) amalgamation means, ‘to combine or unite to form one
organization or structure’.
The provisions relating to mergers and amalgamations are contained

in Sections 390-396A in Chapter V, Part VI of the Companies Act. Let
us see the provisions of each of these sections, which deal with
matters pertaining to ‘arrangement’ and ‘compromise’.
Section 390
This sections deals with the ‘arrangement’ that includes

reorganization of the share capital of the company. This is done either
by consolidation of shares of different classes or by the division of
shares into different classes, or both.
This section also provides that unsecured creditors who may have
filed suits be treated at par with other unsecured creditors.
Section 391(1)
This section deals with ‘compromise’. It is an arrangement carried out

at the behest of the court on an application made by the company, or
any creditor, member, or the liquidator where a company is being
wound-up. Compromise is generally carried out between the
company and its creditors or between a company and its members.
Section 391(2)-(7)
These sections state that every scheme of arrangement and

compromise should be approved by three fourth of the creators or
members present and voting either in person or by proxy.
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Section 393(1)
This section deals with disclosure of the terms and arrangement and
compromise. It states that the notice calling the meeting of creditors
or members should clearly state the terms of arrangement and
compromise and their effects. It should also state any material interest
of any of the top officials of the company. If the notice is given
through an advertisement, the same should give details of the place
from where the copies of the statement on the terms of the
arrangement and compromise can be obtained. The copies are to be
provided by the company free of cost.
Section 393(2)
This section states that if the arrangement and compromise are likely
to affect the rights of the debenture holders, a statement giving
information and explanation relating to the trustees of the deed for
securing debenture capital needs to be given.
These sections provide that if these provisions are violated, the

company and every officer of the company shall be punishable with a
fine that may extend up to ` 50,000. In addition, any officer who is
required to give information on self but fails to do so shall be
punishable with a fine that may extend up to ` 5,000.
Section 394
This section provides that the court has powers to sanction a

compromise or arrangement scheme proposed in connection with a
scheme for reconstruction of the company or amalgamation of two or
more companies.
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The court may provide for the following sanctions:
• Transfer of whole or part of the property or liabilities of the

transferee (target) to the transferor (acquirer).
• Allotment or apportioning the shares, debentures, or other like

interests among the transferor or transferee.
• Continuing the suit by or against the target by or against the

acquirer.
• Dissolution without winding up by any transferor.
• Dissent by any person to the scheme of compromise or

arrangement within stipulated time and in stipulated manner.
• Matters necessary to carry out the scheme in a complete and

effective manner.
The approval of the court is subject to the condition that the scheme is
not prejudicial to the interests of the members or to the public.
Once the scheme is approved, the following changes shall take place:
• All the property and liabilities shall stand transferred to the

transferee company.
• All the property that was under any ‘charge’ should be deemed to
be free from the said charge once an order to that effect is passed.
The order should accordingly be incorporated in the records of the
company.
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Once the order is passed, the company should file a certified copy of
the order with the ROC, failing which every officer who is at default
shall be punishable with a fine up to ` 500.
Section 394A
This section states that the court should communicate the details of all
the notices of compromise and arrangement to the Central
Government. It should then seek and consider the representations
made by the Central Government before passing any order. The court,
in this case, should ensure that all material fact pertaining to the
company and its functioning have been duly disclosed in the
application before making any order.
Once the order is passed, copies of the same should be filed with the
ROC and annexed with every copy of the memorandum of
association issued after the copy has been filed.
Any default in this regard is punishable with a fine of up to ` 100 for

each copy where default occurs. Once the court admits the
application, a stay is imposed on all suits or proceedings against the
company. In addition, before sanctioning the scheme, the court has to
classify creditors or members, so that the company offers identical
compromise to investors belonging to one class. This procedure is
followed in the case of a company that is a going concern.
Finally the scheme needs to be approved by the requisite majorities

and it becomes binding on all the members of the company whether
consented to by all or not. For ascertaining three-fourths majority, the
members present at the meeting are counted and not the total
members. The court may reject misdeeds of the directors.
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Section 376
This section states that reconstruction or amalgamation shall be void

when it is prohibited under the following provisions:
• The memorandum or articles of association
• Resolution passed in the general body meeting or by the board of

directors
• An agreement between the company and any other person
Section 395
This section deals with the acquisition of shares of shareholders

expressing dissent over the scheme or contract approved by the
majority involving the transfer of shares.
12.3 POWERS OF THE COURT
The court enjoys immense powers with regard to sanctioning

amalgamation schemes proposed by companies. The court can use
these powers and make provisions in the order on the following
matters:
• Transfer of the whole or any part of the undertaking, property,

or liabilities of any target to the acquirer.
• Allotment or appropriation of any shares, debentures, or other like

interests in that company by the acquirer under the compromise or
arrangement.
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• Any legal proceedings pending by or against each other.
• Dissolution of the acquirer’s company without winding up or

arrangement, provided such dissent has been filed within the
stipulated time and in the manner prescribed.
• Any other issue necessary to ensure the reconstruction or

amalgamation is carried out fully and effectively.
Before passing any order, the court should consider the report of the
ROC and the official liquidator prior to sanctioning the scheme of
amalgamation or reconstruction which should state that the affairs of
the company are being conducted in a manner that is not prejudicial
to the interest of members of the public in general.
The court can also sanction the scheme with retrospective effect.
However if the effective date is too far in the past, it can have adverse
implications for the new entity, such as non-compliance with various
laws.
In cases where the entire undertaking of the transferor company is

transferred to the transferee company without affecting the rights of
the creditor or members and also without any reorganization of
capital of the transferee company, the transferee company need not
file a separate petition.
The approval of shareholders and creditors – secured and unsecured

– needs to be obtained in meeting convened under the directions of
the court, which shall appoint a chairperson and an alternate
chairperson for such meetings. Once the court receives a request that
the meeting needs to be convened, it issues directions on the
following:
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• Date, time and place of meetings;
• Appointment of chairperson for the meetings;
• Contents of notice and the manner of service of notice;
• Determination of the class/classes of members and creditors whose

meetings are to be held;
• Determination of quorum;
• Any other matter as the court may deem fit.
If’ the transferee proves before the court that the creditors and
members have given their consent to the scheme of amalgamation
with their interest not adversely affected, the court shall exercise its
discretion and grant approval to the proposed scheme. Voting of
members or creditors at court-convened meetings is to be done
through poll only.
Under Section 392(2), the resolution approving the scheme of

amalgamation should be passed by the majority number representing
three-fourth in value of the creditors present in person or through
proxies at the meeting is required to submit to the court a report of
the proceedings of the meeting, which should include the following:
• The number of persons present in the meeting

• The number of persons voting in person and through proxy;
• The value of shares/indebted amount;
• The votes cast in favour of the resolution;
• The votes cast against the resolution.
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12.4 SEBI (BUY-BACK OF SECURITIES) REGULATIONS, 1998
The SEBI (Buy-back of Securities) Regulations, 1998, are applicable to

companies wanting to buy-back shares or other specified securities
listed at the stock exchange. The Act, states that a buy-back cannot be
done for delisting shares from the stock exchange.
Concept of Buy-back
Buy-back is a mechanism of financial restructuring through which a

company purchases its own shares or other specified securities. Here,
a company offers to take back its shares owned by the investors at a
specified price generally determined or arrived at on the basis of
average market price of the shares in the past few months. The value
is determined by adding a certain amount as premium so that more
shareholders are attracted to offer their holding under the proposed
buy-back scheme. The amount of premium depends on the financial
strength of the company opting for the buy-back.
Provisions of Section 77 (of Companies Act, 1956)
Section 77 of the Companies Act, 1956, prohibits a limited company

from buying back its own shares. The basic reason for such a
prohibition was a feeling that allowing companies to buy-back their
shares could give rise to companies ‘trafficking’ in their own shares,
leading to undesirable practices in the stock market, such as insider
trading or other unhealthy influences on stock prices. The only way a
company could attempt a buy-back was through compliance with the
provision of and adherence to the procedure for reduction of share
capital as specified under Section 100-104 of the Companies Act, 1956,
which involved confirmation by the court.
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Amendments to Section 77
After several discussions and deliberations at various forums, a

working group on the Companies Act, 1956, was constituted by the
central government. Based on the recommendations of this working
group, Sections 77A and 77B were inserted into the Companies Act.
The proposed amendment was suggested to bring Indian law in
parity with its British counterpart (report of working group on the
Companies Act). Once the amendment was incorporated into the
Companies Act, the concept of buy-back of securities got incorporated
into the Companies Act by the Companies (Amendment) Ordinance
1998.
Section 77A of the Act expanded the scope of the company and
bestowed the power to a company to purchase its own securities
subject to the provisions of Section 77A(2) and Section77B of the Act.
After this amendment, SEBI issued the SEBI (Buy-back of Securities)
Regulations 1998, which is applicable to listed companies. All other
companies were regulated by Private Limited Company and Unlisted
Public Limited Company (Buy-back of Securities) Rules, 1999.
Why do Companies Opt for a Buy-back?
Companies go for a buy-back of shares on account of one or more of

the following reasons:
• To increase the promoters’ holding;
• To increase the earnings per share (EPS);
• To improve return on capital, return on net worth, and shareholder

value;
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• To provide an additional exit route to shareholders in conditions

where the shares are undervalued or are thinly traded;
• To enhance consolidation of stake in the company;
• To utilize the surplus cash to the shareholders through buy-back;
• To have an optimum capital structure;
• To rationalize the capital structure by writing of capital not

represented by assets;
• To support the share value in the capital market by reducing the

floating capital;
• To thwart a hostile takeover attempt;
• To pay surplus cash not required by business.
Source for Buy-back
Section 77(1) of the Companies Act, 1956, clearly stipulates the

sources of funds to the company can use for buy-back of shares. These
include the following:
Free reserves: A company can utilize its free reserves to fund its buy-
back plans. This is done by transferring a sum equal to the nominal
value of the share planned to be bought back to the capital
redemption reserve and subsequently utilizing the same for executing
the buy-back shares. The company, however, should provide the
details of such transfers in the balance sheet. A transfer to capital
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redemption reserve account is not permitted when the securities are

not shares. The central government is authorized to notify other
securities as specified securities from time to time and such notified
securities may not be shares.
Share premium account: The balance appearing in the share

premium account can also be utilized for carrying out the buy-back of
shares. Here again, the amount to be utilized for the purpose of buy-
back is transferred to the capital redemption reserves and then
channelized for the purpose of buy-back.
Proceeds of any shares or other specified securities: The

Company can also utilize the proceeds of any shares or other
securities issued to facilitate the buy-back. However, no buy-back of
any kind of shares or other specified securities can be made out of the
proceeds of the same kind of shares or same kind of other securities.
For example, proceeds for issue of preference shares cannot be used
for financing buy-back of preference shares.
Prerequisites of Valid Buy-back
Any buy-back desirous of going ahead with a buy-back plan should

do so strictly in accordance with the conditions prescribed under
Section 77A(2).
The norms prescribed include the following:
• A company can go ahead with buy-back of shares provided it is

authorized under the articles of association. If the articles are silent
on this aspect, the company should amend the articles as per the
procedure laid down in Section 31. Once it is amended, the
proposal to buy-back shares can be pursued.
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• The company should pass a special resolution in its general

meeting authorizing the buy-back.
• A buy-back proposal should be approved by the board of directors

by means of a board resolution passed at its meeting. The amount
intended to be bought back should not exceed 10% of the total paid-
up equity capital and free reserves of the company. Again, the
board can exercise this power, provided it has not made an offer for
the buy-back of the share under its authority during the preceding
365 days.
• In addition to this, the company is also required to pass a special

resolution in its general meeting as per the procedure laid down.
• The overall limit for any buy-back of securities that may be resorted
to by a company should not exceed 25% of the company’s paid-up
capital and free reserves.
• The buy-back debt-equity ratio should be within the permissible 2:1

range. However, the central government is empowered to relax the
debt-equity ratio in respect of a class of companies, but not in
respect of any particular company.
• The shares intended to be bought back must be fully paid-up.
• If the shares or other specified securities intended to be bought back

are listed on any recognized stock exchange, then the buy-back
should be done strictly in accordance with the SEBI (Buy-back of
Securities) Regulations, 1998.
• Where the buy-back involves share or other specified securities that

are not listed on any recognized stock exchange, the company
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should comply with the provisions of the Private Limited Company

and Unlisted Public Company (Buy-back of Securities) Rules, 1999.
• Every buy-back is required to be completed within 12 months from: 
❖ the date of passing the special resolution;

❖ the date of passing the board resolution; or
❖ the date of declaration of the result of the postal ballot where
the resolution is passed through postal ballot (Section 77A(4)
of the Companies Act, 1956).
• The notice of the meeting containing the special resolution relating

to buy-back of shares should be accompanied by an explanatory
statement that should clearly addressed the following issues and
should state all material facts related to the proposal: 
❖ The necessity for buy-back;

❖ The class of security intended to be purchased by the buy-
back;
❖ The amount to be invested under buy-back;
❖ The time limit for completion of buy-back.
• The company must file a declaration of solvency with the ROC and
SEBI in the prescribed from before the buy-back is carried out. This
is done to guarantee the company’s solvency for at least a year after
the completion of the buy-back. A company whose shares are not
listed on any stock exchange need not file this declaration with
SEBI.
• Once the process of buy-back is completed, the company is

required to physically extinguish and destroy the securities within
seven days from the last day on which the buy-back process is
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completed. In case the shares are in dematerialized form, the same

should be deleted from the records of the company.
• A company should maintain a register containing the particulars of

the bought-back securities within a period of six months from the
date of completion of buy-back.
• A company that has completed a buy-back of shares cannot make a

further issue of securities within a period of six months from the
date of completion of the buy-back process. The company can,
however, issue bonus shares and discharge its existing obligations
such as conversion of warrants, stock option schemes, sweat equity
or conversion of preference shares or debentures into equity shares.
• Once buy-back process is completed, the company should file a

return with SEBI and the ROC in the prescribed format within a
period of 30 days. A private company and a public company whose
shares are not listed on a recognized stock exchange should file the
return of buy-back with the ROC only.
Non-compliance with the aforesaid provisions is a punishable offence

under Section 77 A (11) of the Companies Act.
Modes of Buy-back
As per the provisions of Section 77A(5) read with Regulation 4 of SEBI

(Buy-back of Securities) Regulations, 1998, securities can be bought
back from the following sources:
• Existing security holders on a proportionate basis;
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• The open market through the following: 
❖ Book building process in accordance with Regulation 17;

❖ Stock exchange in accordance with Regulation 15;
• In odd lots where the shares of a listed company are smaller than
the marketable lot. A marketable lot is the minimum number of
shares that company from the stock market;
• Securities issued to employees of the company under stock opinion

or sweat equity;
Prohibited Modes of Buy-back
As per the provisions of Section 77B of the Companies Act, a company

is restricted ot buy-back its shares:
• Through a subsidiary company including its own subsidiary

company;
• Through any investment company or group of investment

companies;
• If the company has defaulted in respect of; 
❖ Repayment of deposit or interest payable thereon

❖ Redemption of debentures or preference shares,
• Payment of dividend to any shareholder, or
• Repayment of any term loan or interest payable thereon to any

financial institution or bank, and
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• Through negotiated deals, spot transactions, private arrangements,

and insider dealings.
The other provisions that need to be monitored by the company

planning a buy-back of shares are as follows:
• The offer price should have a floor price. The floor price is
determined on the basis of the average traded price of 26 weeks, as
quoted on the stock exchange where the shares of the company are
most frequently traded, preceding the date of public
announcement. The floor price so determined is without any ceiling
of maximum price.
• If the related securities are infrequently traded, the offer price shall
be determined as per regulation 20(5) of the SEBI (Substantial
Acquisition and Takeover) Regulations
• The entire process needs to be carried out transparently. The stock

exchange(s) is (are) required to provide the infrastructure facility
for display of the price at the terminals of the trading members so
that the investors can access the price on the screen.
• When the securities are being delisted, the acquirer is required to
allow a further period of six months for any of the remaining
shareholders, who have not utilized the earlier opportunity of
surrendering the securities, to tender securities at the same price.
• The stock exchanges are required to monitor the possibility of price

manipulation and keep a special watch on the securities that are in
the process of getting delisted.
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• The ROC and transfer agent should cooperate with the

Clearing Corporation to determine the genuineness of physical
securities upfront.
• In case the quantity eligible for accruing securities at the final price
offered does bring the public shareholding below the required level
of public holding for continuous listing, the company will continue
to remain listed.
• Delisting of securities does not result in extinguishing of the paid-

up share capital as in the case of buy-back of securities.
• In case of partly paid-up securities, the price determined by the

book building process shall be applicable to the extent the call has
been made and paid.
• The amount of consideration for the tendered and accepted

securities shall be settled in cash.
Advantages of Buy-back of Shares
A company decides to go ahead with a buy-back proposal due to the

following benefits:
Low market price: A company goes for buy-back its shares to take
advantage of low market price of the shares prevailing in the stock
market.
Boost to share price: A company also considers buy-back to give a

boost to the share price, which according to the company has been
unfairly low. It is also expected that once the buy-back process comes
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to an end, the value of the shares generally starts rising. The reason
behind this is decline in the floating stock of the shares in the market.
Utilizing excess cash: Buy-back is also beneficial to companies that

have excess cash. It is a better option than paying dividend, because
once dividend is paid, investors expect the same amount or higher
dividend regularly. A company cannot be sure about its cash reserves.
In case the company’s cash dwindles in the future years, it might not
be able to sustain the rate of dividend paid in the past and this might
invite the wrath of the shareholders.
Influence ESOP: A company might like to take advantage of the

lower price to infuse its employee stock option program (ESOP).
Before going ahead with the same, the company may decide to buy-
back shares, so that the floating stock does not increase substantially.
Safeguard from hostile takeover bid: A company may buy-back

its shares to safeguard itself from hostile takeover bids. Buy-back
reduces the number of shares in the market, resulting in an increase in
the market price. This makes the takeover costly for the acquirer and
may deter his plans of attempting a takeover.
Disadvantages of Buy-back of Shares
Buy-back of shares suffers from a number of disadvantages, which

may be due to the following factors:
Flaw in legal provisions: Section 77A (2) states that a company whose
shares are listed on a recognized stock exchange should carry out
buy-back of shares in accordance with the regulations made by SEBI.
There is a serious lapse in these provisions. As per the definition of
‘recognized stock exchange’ under Section 2(39) of the Act, stock
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exchange which is notified by the central government in the official

gazette is a recognized stock exchange for the purpose of this
provision. The fact is that till date the central government has not
recognized a stock exchange for the purpose of Section 77A. The
absence of such notification is a fatal omission, for if a company
decides to buy-back its own securities, it is technically invalid and
cannot be acted upon.
Flaw in Income Tax Act: Section 115-O of the Income Tax Act, 1961,
states that dividend tax at the rate of 10% has to be paid on any
amount declared, distributed, or paid by way of dividend by any
domestic company. However, buy- back of shares made Section 77A
of the Act, is not treated as dividend by virtue of Section 2(22) (iv) of
the Income Tax Act. In addition, it is not mandatory for a company to
declare dividend under the Act.
Taking advantage of this legal provision, a company/subsidiary may

refrain from declaring dividend and transfer the entire or substantial
profits to reserve every year. Once a healthy amount is accumulated
under reserves, a company can buy-back 25% of the shares at book
value, which in any case will be more than the face value.
Subsequently, six months later, the company can issue further shares
to the extent of shares bought back. This process can be repeated any
number of times (refer to Annexure 5.1). This lacuna in the Act allows
the company to go ahead with buy-back to repatriate profits without
paying dividend taxes by subsidiaries of foreign companies. Similarly,
subsidiaries of Indian companies can also distribute profits without
paying an dividend tax.
Enhancing promoters’ holding: Buy-back is resorted to by companies

to enhance the promoters’ holding in the company rather than
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shareholders’ wealth. Retail investors may decide to offer their shares

under the buy-back option, while the promoters may not. As a result,
the promoters’ holdings in the company increases, thus making them
more powerful.
Delisting of companies: In the case of multinational companies, buy-

back is often motivated by a desire to get the company delisted from
the Indian bourses. Under the present guidelines, if the promoters are
able to get more than 90% shares, the law permits delisting.
No restriction on number of buy-backs: A company can resort to

repeated buy-backs year after year as there is no restriction on the
number of times a company can buy-back shares. In addition, the
company is only required to allow a cooling off period of six months
between a buy-back and re-issue of the same kind of shares. Every
time a company goes for a buy-back and then a re-issue, the
promoter’s equity holding in the company increases, making them
more powerful and the retail investors weaker.
Insider trading: It is observed that buy-back announcements are often

preceded by insider trading by the promoters. It benefits the
promoters as they are the ones behind insider trading.
Therefore, if the legal provisions are suitably amended, stringent

provisions are added to the laws, and people using buy-back for their
benefit are penalized the aforesaid weakness can be taken care of.
12.5 SEBI (SUBSTANTIAL ACQUISITION OF SHARES AND

TAKEOVER) REGULATIONS 1997
The SEBI (Substantial Acquisition of Shares and Takeovers)

Regulations,1997, is a landmark regulation enacted by SEBI. It lays
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down procedures to be followed by an acquirer for acquiring the

majority of shares or controlling in another company, so that the
process of takeover is carried out in a fair and transparent manner.
This has now been repealed by the SEBI (Substantial Acquisition of
Shares and Takeovers) Regulations, 2011. However, prior to reading
the new Act, it would be useful to read and understand the 1997, Act.
Introduction
There has been a phenomenal increase in takeover activity across the

globe. While takeovers may add value and generate competitive
advantage, they are not always favored. To ensure that takeovers are
carried out with the intention of benefiting all the stakeholders,
various laws have been enacted. One of them is SEBI (Substantial
Acquisition of Shares and Takeover), 1997
Before we make an attempt to understand the provisions of the act,

the concept of substantial acquisition of shares and the procedure
through which the acquirer can acquire shares of the target company
need to be understood.
Concept of Substantial Acquisition of Shares
Takeover is a process whereby, an acquirer takes control of the target

company. However, when an acquirer acquires substantial quantity of
shares or voting rights of the target company, it is termed as
substantial acquisition of shares.
Acting in concert implies working in cooperation/coordination to

acquire voting rights or control of the target company, either directly
or indirectly. In this context, persons acting in concert (PAGs) are
individuals/companies/any other legal entities who act together with
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the objective of acquiring substantial shares or voting rights in the

target company and gaining control over the target company.
The PAG may enter into a formal or informal agreement in this

regard.
Acting in concert is a takeover strategy whereby individuals and

companies acquire a substantial number of shares in the target
company in a disguised manner, and avert legal complications.
Each member acquires enough number of shares, so that individually

each one remains below the threshold limit, but collectively they
exceed the threshold limit.
Unless the contrary is established, certain entities are deemed to be

PAG- such as a company with its holding company or subsidiary
company, a mutual fund with its sponsor/trustee/asset Management
Company, etc.
With this background, we can now elaborate on the concept of

‘substantial’ in the right perspective.The SEBI (Substantial Acquisition
of Shares and Takeover) Regulations, 1997, defines substantial
quantity of shares or voting rights distinctly for two different
purposes, as described here:
Threshold of Disclosure to be made by Acquirer(s)
This is further divided into two categories as follows:
5% or more but less than 15% shares or voting rights: Any person/
acquirer who in his individual capacity or along with PAG, if any,
acquires shares or voting rights that when taken together with his
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existing holding entitle him to hold 5%, 10%, or 14% shares or voting
rights of target company, should disclose the aggregate of this
shareholding to the target company within two days of acquisition or
within two days of receipt of intimation of allotment of shares.
More than 15% shares or voting rights: Any person falling under this
category and holds more than 15% shares but less than 75% or voting
rights of target company, is required to disclose his purchase/sale,
along with the aggregate of his shareholding to the target company
and stock exchange within two working days, as and when he
purchase or sells shares aggregating to 2% or more.
Similarly, any person who holds more than 15% shares or voting
rights of the target company or every person having control over the
target is required to disclose this aggregate shareholding in the target
company within 21 days from the financial year ending March 31 as
well as the record date fixed for the purpose of dividend declaration.
Trigger Point for Making Open Offer by Acquirer
This is further divided into three categories as follows:
15% shares or voting rights: This provision states that an acquirer

who intends to acquire shares in the target company, that along with
his existing shareholding would entitle him to exercise 15% or more
voting rights, then the acquirer can acquire additional shares only
after making a public announcement to that effect and acquire at least
additional 20% of the voting capital of target company from the
shareholders through an open offer.
Creeping acquisition limit: An acquirer having 15% or more but less

than 75% of shares or voting rights of a target company, can acquire
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such additional shares as would entitle him to exercise more than 5%

of the voting rights in any financial year is also required to make a
public announcement with the objective of acquiring at least 20%
shares of target company from the shareholders through an open
offer.
Consolidation of holding: Under this provision, an acquirer having

75% shares or voting rights of a target company can acquire further
shares or voting rights only through an open offer from the
shareholders of the target company.
Procedure for Substantial Acquisition of Shares
A company/individual interested in acquiring shares of another

company should adhere to the following five-step procedure:
1. Making Public Announcement 

 
The acquirer should make a public announcement in the
newspapers disclosing the intention to acquire shares of the target
company from the existing shareholders by means of an open
offer. The announcement should carry the following special
disclosures:
• Offer price;
• Number of shares to be acquired from the public;
• Identity of the acquirer;
• Purpose of acquisition;
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• Future plans of the acquirer, if any, regarding the target

company;
• Change in control over the target company, if any;
• Procedure to be followed by the acquirer in accepting the

shares tendered by the shareholders;
• The period within which all the formalities pertaining to the

offer should be completed.
The acquirer should ensure that the shareholders of the target

company are aware of an exit opportunity available to them through
the ensuring open offer. Once the acquisition is made, the acquirer
should, through a merchant banker, make an announcement making
one of the following decisions within four working days of entering
into an agreement:
• To acquire shares;
• To acquires shares/voting rights of target company;
• After any such change or changes as would result in change in

control over the target company.
Where the acquisition or change in control is indirect, the acquirer

should make an announcement giving necessary information within
three months of consummation of the acquisition or change in control
or restructuring of the parent or the company holding shares of or
control over the target company.
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2. Issuing Letter of Offer 

 
A letter of offer is a document addressed to the shareholders of the
target company containing the following information: 
• Disclosures of the acquirer/persons acting in concert;
• Target company;
• Financials of the acquirer;
• The offer price;
• Justification of the offer price;
• Number of shares to be acquired from the public;
• Purpose of acquisition;
• Future plans of acquirer, if any regarding the target company;
• Change in control of the target company, if any;
• The procedure to be followed by the acquirer in accepting

shares tendered by the shareholders;
• The period within which all the formalities to the offer would
be completed.
A letter of offer is not vetted by SEBI, but the acquirer can seek the
services of a merchant banker to carry out due diligence and ensure
that the acquirer duly discharge his responsibility.
The merchant banker is required to send the letter of offer within 45

days from the date of public announcement, along with blank
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acceptance forms, to all the shareholders whose names appear in the

register of the company on the specified date.
3. Determining Offer Price 

 
The acquirer may seek the help of the merchant banker for
determining the offer price. A merchant banker ascertains the offer
price based on the following parameters: 
• Negotiated price under the agreement which triggered the open

offer;
• The highest price paid by the acquirer or persons acting in

concert with him for any acquisition, including those who
acquired it by way of allotment in public or rights or
preferential issue during the 26 week period prior to the date of
the public announcement;
• Average of weekly high and low of the closing prices of shares

as quoted on the stock exchanges, where shares of the target
company are most frequently traded during 26 weeks or the
average of the daily high and low prices of shares during the
two weeks or the average of the daily high and low prices of
shares during the two weeks prior to the date of the public
announcement.
The shares of a company are said to be frequently traded when the

annualized trading in the shares of the company during the preceding
six months is more than 5% of the listed number of shares.
In case of the shares of the target company are not frequently traded,
then the offer price is determined on the basis of the fundamentals of
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the company such as return on net worth of the company, book value
per share, EPS, etc. The information used for determining the offer
price in such a case should also be disclosed.
It is important to note that any amount paid in excess of 25% of the

offer price towards non-compete agreement should also be added to
the offer price.
4. Deterring Duration of Offer 

 
The offer made by the acquirer to acquire shares in a target
company remains open for 30 days. Shareholders willing to sell
their stake in the target company should send their share
certificate(s)/related documents to the Registrar or the merchant
banker as specified in the public announcement and letter of offer,
so that the shares are delivered/certified in the account of the
acquirer before the expiry of the period of offer.
5. Discharging Dues of Shareholders 

 
The acquirer is required to pay consideration to all those
shareholders who have accepted the offer and accordingly
surrendered their holdings to the registrar or merchant banker, as
required, within 30 days from the closure of the offer.
Other Provisions of the Act
The Act deals with the provisions that the acquirer needs to fulfill as
and when he intends to acquire controlling interest or voting rights in
the target company. The Act, was first introduced in 1997 and its
amended versions were introduced in 2007 and 2009.
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Section18(3) states that as and when the acquirer decides to acquire

controlling shares of the target, he should fulfill the following while
filing the draft letter offer with SEBI:
• Pay a fee by bankers’ cheque or demand draft drawn in favour of

the ‘Securities and Exchange Board of India’ and payable at
Mumbai.
• A promoter or every person forming part of the promoter group is

required to be disclosed within seven working days from the
introduction of the amendment introduced under Section 8A of the
Act.
• A promoter or every person forming part of the promoter group of

a company shall, within seven working days from the date of
creation of pledge on shares of that company held by him, inform
the details of such pledge of shares to that company.
• A promoter or every person forming part of the promoter group of

any company shall, within seven working days from the date of
invocation of pledge on shares of that company pledged by him
inform the details of invocation of such pledge to that company.
• The company is also required to disclose the aforesaid information

to all the stock exchanges within seven working days of the receipt
of the information.
The details provided should include the following:
• Aggregate number of pledged shares of a promoter or every person

forming part of the promoter group taken together with shares
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already pledged during that quarter by such promoter or persons

exceeding 25,000; or
• Aggregate of total pledged shares of the promoter or every person

forming part of the promoter group along with the shares already
pledged during that quarter by such promoter or persons exceeds
1% of total shareholding or voting rights of the company,
whichever is lower.
12.6 SEBI (SUBSTANTIAL ACQUISITION OF SHARES AND

TAKEOVERS) REGULATIONS, 2011
The Securities and Exchange Board of India (“SEBI”) had been

mulling over reviewing and amending the existing SEBI (Substantial
Acquisition of Shares and Takeovers) Regulations, 1997 (“Takeover
Code of 1997”) for quite some time now. A Takeover Regulations
Advisory Committee was constituted under the chairmanship of Mr.
C. Achuthan (“Achuthan Committee”) in September 2009, to review
the Takeover Code of 1997 and give its suggestions. The Achuthan
Committee provided its suggestions in its report which was
submitted to SEBI in July 2010. After taking into account the
suggestions of the Achuthan Committee and feedback from the
interest groups and general public on such suggestions, the SEBI
finally notified the SEBI (Substantial Acquisition of Shares and
Takeovers) Regulations, 2011 (“Takeover Code of 2011”) on 23
September 2011. The Takeover Code of 2011, was effective from 22
October 2011.
The Takeover Code of 2011, adheres to the framework and principles

of the Takeover Code of 1997, but the changes it brings about are
significant. Some of the most important amendments are discussed
below:
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1. Initial Threshold Limit for Triggering of an Open Offer 

 
Under the Takeover Code of 1997, an acquirer was mandated to
make an open offer if he, alone or through persons acting in
concert, were acquiring 15% or more of voting right in the target
company. This threshold of 15% has been increased to 25% under
the Takeover Code of 2011. 
 
Therefore, now the strategic investors, including private equity
funds and minority foreign investors, will be able to increase their
shareholding in listed companies up to 24.99% and will have
greater say in the management of the company. An acquirer
holding 24.99% shares will have a better chance to block any
decision of the company which requires a special resolution to be
passed. The promoters of listed companies with low shareholding
will undoubtedly be concerned about any acquirer misutilising it. 
 
However, at the same time, this will help the listed companies to
get more investments without triggering the open offer
requirement as early as 15%, therefore making the process more
attractive and cost effective.
2. Creeping Acquisition 
 
The Takeover Code of 1997, recognized creeping acquisition at two
levels – from 15% to 55% and from 55% to the maximum
permissible limit of 75%. Acquirers holding from 15% to 55%
shares were allowed to purchase additional shares or voting rights
of up to 5% per financial year without making a public
announcement of an open offer. Acquirers holding from 55% to
75% shares were required to make such public announcement for
any additional purchase of shares. However, in the latter case, up
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to 5% additional shares could be purchased without making a

public announcement if the acquisition was made through open
market purchase on stock exchanges or due to buy-back of shares
by the listed company. 
 
The Takeover Code of 2011, makes the position simpler. Now, any
acquirer, holding more 25% or more but less than the maximum
permissible limit, can purchase additional shares or voting rights
of up to 5% every financial year, without being required to make a
public announcement for open offer. The Takeover Code of 2011,
also lays down the manner of determination of the quantum of
acquisition of such additional voting rights. 
 
This would be beneficial for the investors as well as the promoters,
and more so for the latter, who can increase their shareholding in
the company without necessarily purchasing shares from the stock
market.
3. Indirect Acquisition 
 
The Takeover Code of 2011, clearly lays down a structure to deal
with indirect acquisition, an issue which was not adequately dealt
with in the earlier version of the Takeover Code. 
 
Simplistically put, it states that any acquisition of share or control
over a company that would enable a person and persons acting in
concert with him to exercise such percentage of voting rights or
control over the company which would have otherwise
necessitated a public announcement for open offer, shall be
considered an indirect acquisition of voting rights or control of the
company. 
 
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It also states that wherever, 
a. The proportionate net asset value of the target company as a

percentage of the consolidated net asset value of the entity or
business being acquired;
b. The proportionate sales turnover of the target company as a

percentage of the consolidated sales turnover of the entity or
business being acquired; or
c. The proportionate market capitalization of the target

company as a percentage of the enterprise value for the entity
or business being acquired is more than 80% on the basis of
the latest audited annual financial statements.
Such indirect acquisition shall be regarded as a direct acquisition of

the target company and all the obligations relating to timing, pricing
and other compliance requirements for the open offer would be same
as that of a direct acquisition.
4. Voluntary Offer 
 
A concept of voluntary offer has been introduced in the Takeover
Code of 2011, by which an acquirer who holds more than 25% but
less than the maximum permissible limit, shall be entitled to
voluntarily make a public announcement of an open offer for
acquiring additional shares subject to their aggregate shareholding
after completion of the open offer not exceeding the maximum
permissible non- public shareholding. Such voluntary offer would
be for acquisition of at least such number of shares as would
entitle the acquirer to exercise an additional 10% of the total shares
of the target company. 
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This would facilitate the substantial shareholders and promoters
to consolidate their shareholding in a company.
5. Size of the Open Offer 

 
The Takeover Code of 1997, required an acquirer, obligated to
make an open offer, to offer for a minimum of 20% of the ‘voting
capital of the target company’ as on ‘expiration of 15 days after the
closure of the public offer’. The Takeover Code of 2011, now
mandates an acquirer to place an offer for at least 26% of the ‘total
shares of the target company’, as on the ‘10th working day from
the closure of the tendering period’. 
 
The increase in the size of the open offer from 20% to 26%, along
with increase in the initial threshold from 15% to 25%, creates a
unique situation under the Takeover Code of 2011. An acquirer
with 15% shareholding and increasing it by another 20% through
an open offer would have only got a 35% shareholding in the
target company under the Takeover Code of 1997. However, now
an acquirer with a 25% shareholding and increasing it by another
26% through the open offer under the Takeover Code of 2011, can
accrue 51% shareholding and thereby attain simple majority in the
target company. 
 
These well thought out figures clearly shows the intention of the
regulator to incentivize investors acquiring stakes in a company
by giving them an opportunity of attaining simple majority in a
company.
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6. Important Exemptions from the Requirement of Open Offer 

 
Inter-se transfer: The Takeover Code of 1997, used to recognize
inter se transfer of shares amongst the following groups:
d. Group coming within the definition of group as defined in

the Monopolies and Restrictive Trade Practices Act, 1969;
e. Relatives within the meaning of section 6 of the Companies

Act, 1956;
f. Qualifying Indian promoters and foreign collaborators

who are shareholders, etc..
The categorization of such groups have been amended in the

Takeover Code of 2011 and transfer between the following qualifying
persons has been termed as inter-se transfer:
a. Immediate relatives;
b. Promoters, as evidenced by the shareholding pattern filed by

the target company not less than 3 years prior to the
proposed acquisition;
c. A company, its subsidiaries, its holding company, other

subsidiaries of such holding company, persons holding not
less than 50% of the equity shares of such company, etc.;
d. Persons acting in concert for not less than 3 years prior to the
proposed acquisition, and disclosed as such pursuant to
filings under the listing agreement.
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To avail exemption from the requirements of open offer under the

Takeover Code of 2011, the following conditions will have to be
fulfilled with respect to an inter-se transfer:
• If the shares of the target company are frequently traded – the

acquisition price per share shall not be higher by more than 25% of
the volume- weighted average market price for a period of 60
trading days preceding the date of issuance of notice for such inter
se transfer;
• If the shares of the target company are infrequently traded, the

acquisition price shall not be higher by more than 25% of the price
determined by taking into account valuation parameters including,
book value, comparable trading multiples, etc.
Rights issue: The Takeover Code of 2011, continues to provide

exemption from the requirement of open offer to increase in
shareholding due to rights issue, but subject to fulfillment of two
conditions:
a. The acquirer cannot renounce its entitlements under such rights

issue; and
b. The price at which rights issue is made cannot be higher than

the price of the target company prior to such rights issue.
Scheme of arrangement: The Takeover Code of 1997, had a blanket

exemption on the requirement of making an open offer during
acquisition of shares or control through a scheme of arrangement or
reconstruction. However, the Takeover Code of 2011, makes a
distinction between where the target company itself is a transferor or
a transferee company in such a scheme and where the target company
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itself is not a party to the scheme but is getting affected nevertheless

due to involvement of the parent shareholders of the target company.
In the latter case, exemption from the requirement of making an open
offer would only be provided if:
a. The cash component is 25% or less of the total consideration

paid under the scheme, and
b. Post restructuring, the persons holding the entire voting rights

before the scheme will have to continue to hold 33% or more
voting rights of the combined entity.
Buy-back of shares: The Takeover Code of 1997, did not provide for
any exemption for increase in voting rights of a shareholder due to
buy-backs. The Takeover Code of 2011, however, provides for
exemption for such increase. 
 
In a situation where the acquirer’s initial shareholding was less than
25% and exceeded the 25% threshold, thereby, necessitating an open
offer, as a consequence of the buy-back, The Takeover Code of 2011,
provides a period of 90 days during which the acquirer may dilute his
stake below 25% without requiring an open offer. 
 
Whereas, an acquirer’s initial shareholding was more than 25% and
the increase in shareholding due to buy-back is beyond the
permissible creeping acquisition limit of 5% per financial year, the
acquirer can still get an exemption from making an open offer, subject
to the following:
a. Such acquirer had not voted in favour of the resolution

authorising the buy-back of securities under section 77A of the
Companies Act, 1956;
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b. In the case of a shareholder resolution, voting was by way of

postal ballot;
c. The increase in voting rights did not result in an acquisition of

control by such acquirer over the target company
In case the above conditions are not fulfilled, the acquirer may, within
90 days from the date of increase, dilute his stake so that his voting
rights fall below the threshold which would require an open offer.
7. Other Important Changes 

 
Following are few other important amendments that have been
brought about in the Takeover Code of 2011: 
 
Definition of ‘share’: The Takeover Code of 1997, excluded
‘preference shares’ from the definition of ‘shares’ vide an
amendment of 2002. However, this exclusion has been removed in
the Takeover Code of 2011 and therefore now ‘shares’ would
include, without any restriction, any security which entitles the
holder to voting rights. 
 
Non-compete fees: As per the Takeover Code of 1997, any
payment made to the promoters of a target company up to a
maximum limit of 25% of the offer price was exempted from being
taken into account while calculating the offer price. However, as
per the Takeover Code of 2011, price paid for shares of a company
shall include any price for the shares/voting rights/control over
the company, whether stated in the agreement or any incidental
agreement, and includes ‘control premium’, ‘non-compete fees’,
etc. 
 
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Responsibility of the board of directors and independent

directors: The general obligations of the board of directors of a
target company under the Takeover Code of 1997, had given a
discretionary option to the board to send their recommendations
on the open offer to the shareholders and for the purpose the
board could seek the opinion of an independent merchant banker
or a committee of independent directors. 
 
The Takeover Code of 2011, however, makes it mandatory for the
board of directors of the target company to constitute a committee
of independent directors (who are entitled to seek external
professional advice on the same) to provide written reasoned
recommendations on such open offer, which the target company is
required to publish.
Conclusion
The Takeover Code of 2011, is a timely and progressive regulation that

would facilitate investments and attract investors. Even though SEBI
has not implemented all the suggestions of the Achuthan Committee,
it has still taken into consideration some of the major issues that had
been plaguing the industry till now. It has tried to maintain a balance
between the concerns of the investors as well as that of the promoters.
12.7 LISTING AGREEMENT NORMS
Listing is a process whereby securities are admitted to the trading

privileges of a recognized stock exchange. The securities may be of
any public limited company, central or state government, quasi-
government, and other financial institutions/corporations,
municipalities, etc.
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The listing is done in accordance with the provisions of the Securities

Contracts (Regulations) Act, 1956, Securities Contracts (Regulation)
Rules, 1957, Companies Act, 1956, guidelines issued by SEBI, and
rules, by-laws, and regulations of the concerned exchange.
Introduction
Companies that raise capital from the market are expected to provide
the investors with liquidity in their investment – entry and exit
routes. To this end, the economies of the world have a well-regulated
capital market, and stock exchange. An investor can buy and sell
securities on the exchanges based on certain prescribed norms.
Concept of Listing
Listing means administration of securities to trading privileges/

dealings on recognized stock exchanges through a formal agreement.
Listing is done in accordance with the provisions of the Securities

Contracts (Regulation) Act, 1956; Securities Contracts (Regulation)
Rules, 1957; Companies Act, 1956; guidelines issued by SEBI and the
rules, by-laws, and regulations of the respective stock exchange in
India.
The listing guidelines require companies to fulfill various formalities

and adhere to disclosure requirements as and when a company plans
the following:
• A public issue that may be an Initial Public Offering (IPO) or

Further Public Offering (FPO);
• Preferential issues;
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• Issue of Indian Depository Receipts (IDRs);
• Amalgamation that implies mergers, acquisitions and

reconstruction of companies;
• Going ahead with qualified institutions placements (QIPs).
Objectives of Listing
The objectives of listing are as follows:
• To provide liquidity to securities;
• To mobilize savings for economic development;
• To protect the interest of investors by ensuring full disclosure by

listed entities;
• To provide a mechanism for effective management of trading

in securities;
• To provide cost-effective access to capital.
Guidelines for Listing in India
India has two very active stock exchanges. These are the Bombay
Stock Exchange (BSE) and National Stock Exchanges of India (NSE).
The two exchanges allow companies to get listed on their respective
bourses to enjoy trading privileges, subject to fulfillment of their
prescribed norms.
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The norms are as follows:
• Bombay Stock Exchange (BSE) Norms
The norms prescribed by BSE are as follows:
Listing requirements for companies through IPO and FPO: The BSE
categorizes companies into two for the purpose of listing – large cap
companies and small cap companies.
Large cap companies are those that enter the market with a minimum
issue size of ` 100 million and market capitalization of not less than `
250 million. All other companies are treated as small cap companies
according to listing norms.
A large cap company has to fulfill the following requirements:
• The minimum post-issue paid-up capital of the company shall be `

30 million;
• The minimum issue size shall be ` 100 million;
• The minimum market capitalization of the company shall be ` 250

million. (Market capitalization is the total value of the post-issue paid-
up number of equity shares multiplied with the issue price.).
A small cap company has to fulfil the following requirements:
• The minimum post-issue paid-up capital of the company shall be `

30 million;
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• The minimum issue size shall be ` 30 million;The minimum market

capitalization of the company shall be ` 50 million;
• The minimum income/turnover of the company shall be ` 30

million in each of the preceding three 12 months periods;
• The minimum number of public shareholders after the issue shall

be 1000;
• A due diligence study needs to be conducted by an independent

team of chartered accountants of merchant bankers appointed by
the Bombay Stock Exchange (BSE), the cost of which will be borne
by the company. BSE may waive the requirement of a due diligence
study if a financial institution or a scheduled commercial bank has
appraised the project in the preceding 12 months.
In addition to these requirements, all companies shall also be required

to fulfill the following additional requirements:
• The issuer is required to include a disclaimer clause as part of the

offer documents stating that in the event of the company failing to
meet the market capitalization requirement of BSE, the securities of
the issuer would not be listed on the BSE.
• The applicant, promoters, and/or group companies should be at

default in compliance to the Listing Agreement.
Listing requirements for companies already listed on other stock

exchanges: Companies that are already listed on other stock
exchanges and seeking listing at BSE are required to fulfill the
following requirements:
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• The company shall have a minimum issued and paid-up equity

capital of ` 30 million.
• The company shall have a profit/making track record for the

preceding three years. The revenues/profits arising out of
extraordinary items or income from any source of non-recurring
nature should be executed while calculating the profit-making track
record.
• The minimum net worth of the company should be ` 200 million.
• The minimum market capitalization of the listed capital shall be at

least twice the amount of the paid-up capital.
• The company should have a track record of paying dividend for at

least the last three consecutive years and the rate should be at least
10% each year.
• A minimum 25% of the company’s issued capital shall be with non-

promoter shareholders as per clause 35 of the Listing Agreement.
Out of this non-promoter holding, no single shareholders shall hold
more than 0.5% of the paid-up capital of the company individually
or jointly with others except in the case of banks/financial
institutions/foreign institutional investors/overseas corporate
bodies and non residential Indians.
• The company should be listed with any of the regional stock

exchange for at least two years.
• The company should have signed an agreement for demat trading

with Central Depository Securities Limited (CDSL) and National
Securities Depository Limited (NSDL).
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Requirements for companies delisted by BSE seeking re-listing:

It is possible that a company previously delisted by BSE may be
seeking re-listing at BSE. Such a company is required to make fresh
public offer and comply with the guidelines of SEBI and BSE
regarding IPOs.
Permission to use name of BSE in company’s prospectus:

Companies that offer shares through public issue and desiring to list
the same should obtain prior permission from BSE to use their name
in the company’s prospectus or offer for sale of document before
filing a copy of the same with the ROC.
The company’s application seeking permission to use the name of

BSE in its prospectus is placed before the listing committee of BSE,
which evaluates the application based on the promoter’s background,
company, project, company’s financials, risk factors, and other aspects
and once satisfied with the findings grants permission to the
company.
Submission of letter of application: Section 73 of the Companies Act,

1956, states that a company seeking to list its securities on stock
exchange should submit a letter of application to the stock exchanges
where it proposes a list its securities before filing a copy of the
prospectus with the ROC.
Allotment of securities: The listing norms provide that a company

should complete the allotment of securities offered through public
issue within 30 days of the date of the closure of the issue and seek
the approval if the designated stock exchange for approval of the
basis of allotment.
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If the company raises capital through the book building process,

allotment of securities should be completed within 15 days from the
date of closure of the issue, failing which the company is required to
pay interest at 15% to investors.
Trading permission: SEBI guidelines clearly state that the company

issuing securities should complete the requirements for trading at all
the stock exchanges where the securities are to be listed. This needs to
be done within seven working days of finalization of the basis of
allotment.
The norms further state that the company should also dispatch the
allotment letters and share certificate/s, and credit the securities in
depository account/issue refund orders as per the SEBI (Disclosure
and Investor Protection) Guidelines, 2000, within the stipulated
timeframe and obtain the listing of all the exchanges whose names
were included in the prospectors or offer document.
In the event of some stock exchanges denying listing permission to

the company, the company cannot proceed with the allotment of
shares. However, the Company can file an appeal before SEBI under
Section 22 of the Securities Contracts (Regulation) Act, 1956.
Requirement of 1% Security: The listing provisions state that

companies making public/rights issues should deposit 1% of the
issue amount as security deposit with the designated stock exchange
before the issue opens for subscription. The amount is kept as security
until the allotment process is completed. If the company fails to
resolve the complaints of investors regarding delay in sending refund
orders/share certificates, non-payment of commission to
underwriters, brokers, etc., the amount is forfeited.
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Payment of listing fees: All companies listed on BSE are required to

pay to BSE the annual listing fees by April, 30, of every financial year
as per the schedule of listing fees prescribed from time to time. In case
the company fails to pay the amount by April, 30, each year, it will
have to bay an interest of 12% per annum from May, 1, onwards. The
company is also required to pay service tax at the applicable rates.
Compliance with listing agreement: Companies desirous of getting

their securities listed on BSE are required to enter into an agreement
with BSE, called the Listing Agreement. The agreement requires that
the company make certain disclosures and perform the following acts:
• Provide prompt transfer, registration, sub-division, and

consolidation of securities;
• Give proper notice of closure of transfer books and record dates;
• Forward six copies of unabridged annual reports, balance sheets,

and profit and loss accounts to BSE;
• File shareholding patterns and financial results on a quarterly basis;
• Intimate the happiness that are likely to materially affect the

financial performance of the company and its stock prices,
promptly to the stock exchange;
• Comply with the conditions of corporate governance, etc.
A company failing to adhere to the terms and conditions of the Listing

Agreement may face disciplinary action that includes penalty and/or
delisting of securities. Penal action is initiated against the defaulting
companies.
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NSE Norms
The listing norms prescribed are quite similar to BSE, but there are
certain areas where the guidelines differ.
Listing in case of IPOs: Companies that propose to come out with

IPOs and list their shares on the NSE have to fulfil the following
eligibility criteria:
Capital requirements: The paid up-equity capital of the applicant

company should not be less than ` 100 million and the capitalization
of the applicant’s equity should not be less than ` 250 million.
The provisions also states that the market capitalization, at the price
at which the company issue the equity should not be less than ` 1
billion, even though the paid-up capital of the applicant can be less
than ` 100 million, but in no case should it be less than ` 50 million.
The National Stock Exchange (NSE), further stipulates that the

company should include a disclaimer clause in the offer document
stating that if the company fails to fulfil the requirement of paid-up
capital and market capitalization the securities would not be listed on
NSE.
Adherence to legal provisions: The Company should have adhered

to conditions prescribed by the Securities Contracts (Regulations) Act,
1956, Companies Act, 1956, Securities and Exchange Board of India
Act, 1992, any rules and/or regulations framed under the statutes, as
also any circular, clarifications, and guidelines issued by the
appropriate authority under relevant statutes, before NSE grants
permission to the company to list its shares.
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Submission of annual reports: The applicant company is also

required to submit annual reports of the preceding three financial
years to NSE along with a certificate in respect of the following:
• The company has not been referred to the Board for Industrial and
Financial Reconstruction (BIFR);
• The net worth of the company has not been wiped out by the
accumulated losses and has not resulted in a negative net worth;
• The company has not received any winding up petition admitted

by a court.
No disciplinary action: There should have been no regulatory or

disciplinary action by a stock exchange or regulatory authority in the
past three years against the applicant company. The period in case of
promoters/promoting company, group companies, companies
promoted by the promoters/promoting company of the applicant
company is restricted to one year.
Redressal mechanism for investor grievances: The company should

ensure that the company/promoters/group companies/companies
promoted by the promoting company.
• Has/have a healthy track record in redressal of investor grievances;
• Has/have arrangements in place for servicing its investors;
• Favours/favour a philosophy of investor service and protection;
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• Has/have not defaulted in respect of payment of interest and/or

principal to the debenture/bond/fixed deposits holders, and this
should be certified by the auditors of the company.
Distribution of shareholding: The applicant/promoting company’s

shareholding pattern for the previous there years has to be submitted
along with the application for listing.
Details of legislation: The applicant, promoters/promoting company,

group companies, companies promoted by the promoters/promoting
company should also submit details of the legislation record, nature
of litigation, status of litigation filed by the company or against the
company during the preceding three years to the exchange.
Track record of director(s) of company: The company should also

submit relevant disclosures regarding the status of criminal cases filed
or nature of the investigation being undertaken against any director
for any offence, which could have an effect on the business of the
company. The offence could relate to serious crimes such as murder,
rape, forgery and economic offences.
Listing of securities of existing companies: Companies that are

already listed have to fulfill the following eligibility criteria:
Paid-up capital:The paid-up equity capital of the applicant company

should not be less than ` 100 million and the market capitalization of
the applicant’s equity should not be less than ` 250 million.
For determining the amount of paid-up equity capital, the existing

paid-up equity capital after the proposed issue for which listing is
sought is taken into account.
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The requirement of ` 250 million market capitalization is not

applicable to listing of securities issued by government companies,
public sector undertakings, financial institutions, nationalized banks,
statutory corporations, and banking companies who are otherwise
bound to adhere to all the relevant statutes, guidelines, circulars,
clarification, etc. issued by various regulatory authorities from time to
time.
The paid-up equity capital of the applicant shall not be less than ` 250
million. In case the market capitalization is less than ` 250 million, the
securities of the company should have been traded for at least 25% o
the trading days during the last 12 months preceding the date of
submission of application by the company, or the market
capitalization of the applicant’s equity shall not be less than ` 500
million or the applicant company should have a net worth of not less
than ` 500 million in each of the three preceding financial years. The
company is required to submit a certificate from the statutory
auditors in respect of the net worth.
The market capitalization should be calculated by using a 12-month

moving average of the market capitalization over a period of six
months immediately preceding the date of application.
For the purpose of calculating the market capitalization over a 12-

month period, the average of the weekly high and low of the closing
prices of the shares as quoted on National Stock Exchange, such
average price on any of the recognized stock exchange where those
shares are frequently traded shall be taken into account while
determining market capitalization after making the necessary
adjustments pertaining to right/bonus issue/split.
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Net worth represents the paid-up equity capital plus free reserves
excluding revaluation reserves minus miscellaneous expenses not
written off minus balance in profit and loss account to the extent not
set off.
Adherence to legal provisions: The applicant company should have

adhered to all the relevant legal provisions of Securities Contracts
(Regulations) Act, 1956, Companies Act, 1956, Securities and
Exchange Board of India Act, 1992, any rules and/or regulations
framed under foregoing statutes, including circular, clarifications, and
guidelines issued under relevant statutes.
Documents pertaining to track record: The applicant is also required

to submit the following documents reflecting its track record for a
period of three years:
• The company has not been referred to the Board of Industrial and
Financial Reconstruction (BIFR).
• The net worth of the company has not been wiped out by the
accumulated losses and has not resulted in a negative net worth.
• The company has not received any winding up petition admitted

by a court.
Other provisions: The following conditions must also be satisfied:
• The shares of the applicant company should have been listed on

any other recognized stock exchange for at least the last three years
or listed on the exchange having nationwide trading terminals for
at least one year.
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• The applicant company should have paid dividend in at least two

out of the three financial years immediately preceding the year in
which listing application has been made, the applicant has
distributable profits in at least two out of the last three financial
years and the same is duly certified by the auditor of the company
or the net worth of the applicant is at least ` 500 million.
No disciplinary action: No disciplinary action should have been

taken by any other stock exchange and regulatory authorities in
the past three years against the applicant company. In addition, no
disciplinary action should have been initiated against the promoters/
promoting company, group companies and companies promoted by
the promoters/promoting company of the applicant company in the
past one year.
Redressal mechanism: The applicant company should have the

following in place:
• A healthy track record in redressal of investor grievances
• Arrangements in place of servicing its investors
• Favours a philosophy of investors service and protection
• Has not defaulted in respect of payment of interest and/or

principal to the debenture/bond/fixed deposit holders, and this
should be certified by the auditors of the company.
Shareholding patterns: The applicant/promoting company’s

shareholding pattern for the previous three years has to be submitted
along with the application for listing.
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Details of litigation: The applicant, promoters/promoting company,

group companies, and companies promoted by the promoters/
promoting company should also submit details of the litigation
record, the nature of litigation, status of litigation filed by the
company or against the company during the preceding three years to
the exchange.
Track record of director(s) of company: The company should also

submit relevant disclosures regarding the status of criminal cases filed
or nature of the investigation being undertaken against any director
for any offence, which could have an effect on the business of the
company. The offence could relate to serious crimes such as murder,
rape, forgery and economic offences
Change in control of company: In the event where new promoters

take over a listed company resulting in change in management and/
or the company utilizes the funds raised through public issue for
purposes other than those motioned in the offer document, the
company needs to make an additional disclosure with regard to
change in control of a company and utilization of funds raised from
the public.
Benefits of Listing
Listing of securities generates the following benefits:
Improves ability to raise additional capital: Listing improves the

credibility of the company in the eyes of the stakeholders, thereby
increasing the company’s ability to raise further capital to finance
expansion, diversification and acquisitions. The company may use
financing routes such as preferential issue, rights issue, QIPs,
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American depository receipts (ADRs) global depositary receipts

(GDRs), and foreign currency convertible bonds (FCGBs).
Provides liquidity: Listing provides continuing liquidity to the

shareholders of the listed entity. It provides an exit route to equity
investors and employees who have obtained shares through ESOPs.
This also helps in broadening the shareholder’s base.
Independent valuation: Listing generates an independent valuation

of the company by the market in terms of daily price prevailing in the
exchange.
Improves company’s profile: A listed company is covered in research

reports, and in one or more indices of the stock exchanges. This raises
of company’s profile in the eyes of the customers, suppliers, investors,
financial institutions and the media.
Disclosures: A listed company is required to adhere to better and

timely disclosures as prescribed in the Listing Agreement. Disclosures
thus, protect the interest of the investors.
Automated trading: An automated trading system ensures

consistency and transparency in the trade and enhances investor’s
confidence and visibility in the market. It also helps in reducing the
cost of trading for the investor. The use of communication technology
provides instant access to investors from every location.
Regular flow of information: The trading system provides reliable

and timely trade and post-trade information, corporate
announcements, results, corporate action, etc. This helps the investors
to know the depth of the market and helps them in making intelligent
investment decisions.
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12.8 SEBI (DELISTING OF SECURITIES) GUIDELINES, 2003
The Act, prescribes conditions for removal of securities from the

trading privileges of the stock exchange. The company desirous of
getting its shares delisted is required to adhere to the conditions
prescribed in the SEBI (Delisting of Securities) Guidelines 2003.
Introduction
The guidelines have been issued under Section 11(1) of SEBI Act, 1992
and are read with Sub-section (2) of Section 11 A of SEBI Act. The
objective of these guidelines is to protect the interest of investors in
the securities market.
Terminology
The following terms need to be understood for a clear understanding

of the guidelines:
• Delisting of shares, also referred to as reverse book building,

represents a mechanism whereby the promoter or acquirer offers
to buy-back shares from the shareholders through respective book
running lead managers (BRLMs).  
 
The shares so acquired through the buy-back process are used by
companies for delisting their shares from stock exchange(s). 
 
The process represents an important tool for efficient price
discovery through the book building process. While the reverse
book building is open, offers are collected from the shareholders at
various prices above or equal to the floor price. Once the offers
closes, the buy-back price gets determined.
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• Compulsory delisting under the Act means delisting of the

securities of a company by an exchange.
• Delisting exchange implies the exchange from which securities of

the company are proposed to be delisted under SEBI guidelines.
• Exchange implies any stock exchange which has been granted

recognition under Section 4 of the Securities Contracts (Regulation)
Act, 1956.
• Voluntary delisting means removing the securities of a company

from the trading privileges of stock exchange. The application to
delist a company is made by the promoter, an acquirer, or any
person other than the stock exchange.
Applicability of Voluntary Delisting
The provisions of the Act, apply to delisting of securities under the

following scenarios:
• The promoters seek voluntary delisting of the company.
• The public shareholding falls below the minimum limit specified in

the listing conditions of Listing Agreement as a result of any
acquisition of shares of the company or scheme or arrangement.
• Promoters of the companies voluntarily seek to delist the securities

from all or some of the stock exchanges.
• A person in control of management seeks to consolidate his

holdings in a company whereby the public shareholding in the
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company falls below the limit specified in the listing conditions or

Listing Agreement.
• Companies are compulsorily delisted by the stock exchanges.
It is important to note that a company is not permitted to use the buy-

back provisions to delist the securities of the company.
Voluntary Delisting of Securities of Listed Company
A company listed on any stock exchange can apply for voluntary

delisting, subject to the following conditions:
• The securities of the company have been listed on any stock

exchange for a minimum period of three years
• The investors have been given an exit opportunity before the shares
are delisted from the stock exchange. The exit price in such cases
needs to be determined in accordance with the book building
process described in Clauses 7-10, 13 and 14 of the guidelines.
Again an exit opportunity is not required to be given in cases where
securities continue to be listed in a stock exchange having
nationwide trading terminals.
Procedure for Voluntary Delisting
The process of voluntary delisting has been made difficult for the
companies listed on Indian Stock Exchanges through provisions such
as shareholders’ approval, the discretionary power given to
exchanges, and the minimum number of equity shares the acquirer
needs to acquire at the exit price determined by the public
shareholders.
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The promoter or acquirer desirous of getting the securities of the

company delisted from any recognized stock exchange is required to
adhere to the following provisions:
• Pass a special resolution at the general meeting to obtain approval

of shareholders of the company. The resolution shall remain valid
for a period of one year.
• The voters cast favour of the delisting proposal must be at least

twice the votes cast against the proposal by the public shareholders.
• The company has to seek an in-principle approval from the stock

exchange from where it seeks to delist its shares by making an
application in the specified format along with a copy of the special
resolution passed at the general meeting.
• Once the in-principle approval from the stock exchange is obtained,

the company has to come out with a public announcement in the
manner provided in the guidelines.
• The company has to comply with the other additional conditions as

may be specified by the concerned stock exchange from where
securities are to be delisted.
• The acquirer must buy-back an adequate number of shares so that

their shareholding increases to 90% or the level of promoter
shareholding post offer is the aggregate percentage of per-offer
promoters holding and half of the offer size, whichever is higher.
This requirement is irrespective of the level of public shareholding
applicable to the company under the Listing Agreement with the
stock exchanges. This means that if the promoters holding already
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have 90% shareholding at the time of seeking delisting, they shall

propose to buy-back remaining 10% of the public shareholding and
shall have to buy at least half of the equity shares offered (5%) to be
acquired to delist its equity shares.
• The acquirer needs to provide the public shareholders an exit

opportunity at a price determined by the book building process.
This price has to be higher than the floor price for the buy-back,
which has to be disclosed by the company in a public
announcement.
Public Announcement for Voluntary Delisting
The SEBI guidelines require the promoters or acquirer to make a

public announcement stating its intention of getting the securities
delisted from the stock exchange. Before making the public
announcement, the promoter should appoint a merchant banker
registered with SEBI to facilitate the process of delisting.
Exit Price for Voluntary Delisting of Securities
The delisting guidelines stipulate that the promoter of a company has

to offer an exit option to the investor. The guidelines further state that
the exit price for delisting of securities should be determined in
accordance with the book building process as described in Schedule II
of the guidelines.
Public Announcement of Final Price
The final price is determined through the book building process. Once
the final price is determined, the promoter or acquirer should ensure
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fulfillment of the following within two working days of the

determination of the final price, by doing the following:
• Making a public announcement of the final price in leading

newspapers clearly stating whether the price has been accepted or
not by the promoter or acquirer;
• Communicating the final price with the information whether the

same is accepted or not, to all exchanges from which delisting is
sought to be made.
Contents of the Public Announcement
1. The floor price and how it was reached;
2. The date of opening and closing of the book building;
3. The name of the exchange or exchanges from which the securities

are sought to be delisted;
4. The names and address of the trading members as well as the

bidding terminals and centers through which bids can be placed;
5. Description of the methodology to be adopted for determination

of acceptable price;
6. Period for which the offer shall be valid;
7. The necessity and the object of the delisting;
8. Full and complete disclosure of all materials facts;
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9. The proposed timetable from opening of the offer till the

settlement of the transfers;
10. Details of the escrow account and the amount deposited therein;
11. Listing details and stock market data;
a. high, low and average market price of the securities of the

company during the preceding three years;
b. monthly high and low prices of the six months preceding the
date of the public announcement;
c. the volume of securities traded in each month during the six

months preceding the date of public announcement.
12. Present capital structure and shareholding pattern;
13. The likely post-delisting capital structure;
14. The aggregate shareholding of the promoter group and of the

promoters, where the promoter is a company and/or persons who
are in control of the company;
15. Name of the compliance officer of the company;
16. The public announcement should be signed and dated by the

promoter.
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Delisting from Exchanges not having Nationwide Terminals
A company listed on any stock exchange or exchanges, other than

those having nationwide trading terminals, can seek delisting. While
making an exit offer to the shareholders, it is not compulsory for the
company to remain listed on any stock exchange just because it is a
regional stock exchange.
Minimum Number of Shares to be Acquired
The delisting norms clearly state that delisting is permitted only when
the public shareholding falls below a certain minimum limit as
specified by the listing conditions or arrangement. However, when
the offer is accepted by fewer shareholders and the total shares
outstanding do not fall below the minimum stipulated limit, it is
interpreted as ‘failure of the offer’. In such a case, the promoter or
acquirer is not permitted to acquire any securities pursuant to the
offer.
When the offer sails through, the payment of consideration for shares
acquired is to be paid in cash or by cheque.
The book building process:
1. The book building process shall be made through an electronically

linked transparent facility.
2. The number of bidding centres shall not be less than 30, including
all stock exchange and there shall be at least one electronically
linked computer terminal at all bidding centres.
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3. The promoter shall deposit in an escrow account, 100% of the

estimated amount of consideration calculated on the basis of the
floor price indicated and the number of securities required to be
acquired. The provisions of clause 10 of Securities and Exchange
Board of India (Buy-back of Securities) Regulation, 1988, shall be
applicable mutatis mutandis to such escrow account.
4. The offer to buy shall remain open to the security holders for a
minimum period of three days. The security holders shall have a
right to revise their bids before the closing of the bidding.
5. The promoter or acquirer shall appoint trading members for

placing bids on the online electronic system.
6. Investors may approach trading members for placing offers on

the online electronic system. The format of the offer form and the
details that it must contain shall be specified.
7. The security holders desirous of availing the exit opportunity shall

deposit the shares offered with the trading members prior to
placement of orders. Alternately, they may mark a pledge for the
same of the trading member. The trading members in turn may
place these securities as margin with the exchange/clearing
corporations.
8. The offer placed in the system shall have an audit trail in the form
of confirmations, which give broker ID details with time stamp
and unique order number.
9. The final offer price shall be determined as the price at which the
maximum number of shares has been offered. The acquirer shall
have the choice to accept the price. If the price is accepted, then the
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acquirer shall be required to accept all offers upto and including

the final price but may not have to accept higher priced offers,
subject to clause 15.
10. At the end of the book build period the merchant banker to the
book building exercise shall announce in the press and to the
concerned exchanges the final price and the acceptance (or not) of
the price by the acquirer.
11. The acquirer shall make the requisite funds available with the
exchange/ clearing corporation on the final settlement day (which
shall be three days from the end of the book build period). The
trading members shall correspondingly make the shares available.
On the settlement day, the funds and securities shall be paid out in
a process akin to secondary market settlements.
12. The entire exercise shall only be available for demat shares. For
holders of physical certificates the acquirer shall keep the offer
open for a period of 15 days from the final settlement day for the
shareholders to lodge the certificates with custodian(s) specified
by the merchant banker.
Delisting of One or All Classes of Securities
A company may delist one or classes of securities. The procedure

however should be carried out subject to adherence to the following
provisions:
• When equity shares of the company are delisted, the fixed income
securities can continue to remain listed on the stock exchange.
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• An entity that has convertible instruments outstanding cannot

delist its equity shares until conversion option has been exercised.
Compulsory Delisting of Companies by Stock Exchanges
A stock exchange is authorized to delist companies for non-

compliance with the Listing Agreement provided the company has
been suspended for a minimum period of six months. Stock
exchanges can also delist companies as per the norms detailed below.
Norms and procedure for delisting of securities by the stock

exchanges.
A. Norms
1. The percentage of equity capital (floating stock) in the hands of

public investors. 
This may be seen with reference to;
(a) Existing paid-up equity capital;

(b) Market lot;
(c) Share price – very high, medium, low;
(d) Market Capitalization;
(e) SEBI’s Takeover Regulations – Regulations 21 (3);
(f) Clause 40A of the Listing Agreement.
2. The minimum trading level of shares of a company on the

exchanges. There should be some liquidity in every trading cycle.
There should be some volume of trading for price discovery on the
market. The company should appoint market makers. Criteria of
no-trading may be considered.
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3. Financial aspects/business aspects:
(a) The company should generate reasonable revenue/income/

profits. It should be operational/working. It must demonstrate
earning power through its financial results, profits, reserves,
and dividend payout for the last 2/3 years.
(b) If there is hardly any public interest in the securities of the

company then it is for consideration whether its ‘listed
company’ label needs to be retained any more.
(c) The company should have some tangible assets. It is for

consideration as to what value of assets the company should
own in order to be listed continuously listed.
4. Track record records of compliance of the Listing Agreement

requirements for the past three years:
(a) Submission of audited/unaudited results, annual report,and

other documents required to be furnished to the Exchange;
(b) Book closure record date with due notice;
(c) Payment of listing fee;
(d) Service to investors, especially with regard to timely return of

shares duly transferred, timely payment of dividend;
(e) Failure to observe good accounting practices in reporting

earnings and financial position;
(f) Publishing half yearly unaudited/audited results;
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(g) Frequent changes in accounting year, share transfer agent,

registered office, and name.
5. Promoters/Directors track record, especially with regard to insider

trading, manipulation of share prices, unfair market practices (e.g.,
returning share transfer documents under objection on frivolous
grounds with a view to creating scarcity of floating stock in the
market, causing unjust aberrations in the share price, auctions,
close-out, etc.
6. If whereabouts of the company, its promoters/directors are not

available and even the letters sent by the Exchange return
undelivered and the company fails to remain in touch with the
Exchange
7. The company has become sick and is unable to meet current debt
obligations, is unable to adequately finance operations, has not
paid interest on debentures for the last 2-3 years, has become
defunct, has no employees, or has a liquidator appointed etc.
8. On the basis of these norms and other relevant information

available about the company, its promoters/directors project,
litigations, etc., a profile of the company should be prepared and
then a decision on delisting should be taken by the Exchange
B. Procedure
1. The decision on delisting should be taken by a panel to be

constituted by the Exchange comprising the following:
(a) Two directors/officers of the Exchange (one director to be a

public representative;
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(b) One representative of the investors;
(c) One representative from the Central Government

(Department of Company Affairs) Regional Director/Registrar
of Companies;
(d) Executive Director/Secretary of the Exchange.
2. Due notice of delisting and intimation to be given to the company

as well as other stock exchanges where the company’s securities
are listed.
3. Notice of termination of the Listing Agreement to be given.
4. An appeal against the order of compulsory delisting may be made

to the SEBI.
The stock exchange is required to give adequate and wide public

notice through newspapers, including one English national daily of
wide circulation,and through display of the notice on the notice
board/website/trading systems of the exchange. The stock exchange
has to provide a period of days within which any person who may be
aggrieved by the proposed delisting can make a representation. The
final decision on delisting is made only after the representation is
received.
Once the stock exchange finally decides to go ahead with its decision
to delist a company, it should give adequate and wide public notice to
the fact of delisting. The stock exchange should also ensure that fair
value of such securities is disclosed in all its public notices. In
addition, the exchange is also required to display the name of such
company(ies) on its website.
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Rights of Securities Holder in Case of Compulsory Delisting
The Securities and Exchange Board of India (Delisting of Securities)

Guidelines 2003, lists certain requirements that companies need to
fulfil before delisting their shares. The sole objective of these
guidelines is to protect the interest of the securities holder of the
company proposing to delist its shares from stock exchange(s).
• The promoter of the company should compensate the securities

holder by paying fair value of the securities held by them. The fair
value of securities is determined by persons appointed by the stock
exchange out of a panel of experts, which shall also be selected by
the stock exchange, having regard to the factors mentioned in
regulation 20 of the SEBI (Substantial Acquisition of Shares and
Takeovers) Regulations, 2011.
• The stock exchange should ensure that adequate public notice is

given through newspapers and displayed on the notice boards/
trading systems of the stock.
Delisting Pursuant to Right Issue
The guidelines provide for adherence to the following in case of

delisting pursuant to a right issue:
• The promoters of the persons in control of the management shall be

allotted shares under the rights issue even if they subscribe to be
unsubscribed portion, which may result in public shareholding
falling below the permissible minimum level.
• This is possible only after the promoters agree to buy out adequate
disclosures relating to this in the offer document.
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• It is imperative that the promoters agree to buy out the

remaining securities at the price of the rights issue or make an offer
for sale to bring the public shareholding at the level specified in the
listing conditions or Listing Agreement to remain listed.
• Where the rights issue is not fully subscribed, the public

shareholding would obviously fall below the permissible minimum
level as specified in the listing conditions or the Listing Agreement.
In such a case, the promoter(s) of the company is (are) required to
delist the securities by providing an exit opportunity as stated in
the guidelines or may make an offer for sale of their holdings so
that the public shareholding is raised to the minimum level
specified in the Listing Agreement or in the listing conditions
within a period of three months.
• In case, the securities holders feel aggrieved by the compensation/

fair value, they can enforce their claim to compensation/fair value
through arbitration mechanism of the exchange in the manner laid
down in its byelaws and provided for under the SEBI guidelines.
Reinstatement of Delisted Securities
Reinstatement of delisted securities is a mechanism whereby the

securities of a delisted company are once again admitted to the
trading privileges at a stock exchange.
The guidelines specify fulfillment of the following conditions for

reinstatement of delisted securities:
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• Delisted securities can be reinstated by the stock exchange with

a cooling period of two years. In other words, relisting of securities
is allowed only after two years of delisting of the securities.
• The company would be required to fulfill all the listing
requirements like a new company getting listed at stock exchanges
to get reinstated.
• The reinstatement is subject to the scrutiny of all application and

relevant documents and approval of the application by the Central
Listing Authority.
Rights of Promoters
The SEBI guidelines relating to delisting of securities bestow the

following rights on the promoters:
• The promoters may not accept the securities at the offer price
determined by the book building process.
• In case the promoters decide not to accept the offer price

determined by the book building process they will take the
following measures:
A) Not make an application to the exchange for delisting of

securities.
B) Ensure that the public shareholding is brought up to the

minimum limits specified under the listing conditions within a
period of six months from the date of such decision, using any
of the following modes:
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❖ By issue of new shares complying with the regulatory

provisions;
❖ By making an offer for sale of their holding in compliance
with relevant provisions;
❖ By selling their holding through the secondary market in a
transparent manner.
In case the promoters fail to raise the public shareholding within six
months, they have to offer for sale to the public such portion of their
holdings as would bring up the public shareholding to the minimum
limits specified in the Listing Agreement or the listing conditions. The
holdings are to be offered to the public at a price determined by the
Central Listing Authority.
Restrictions Imposed on Company Proposing Delisting
SEBI norms state that a company cannot apply for delisting of its
equity shares if it violates one or more of the following norms:
• Buy-back of equity shares is initiated by the company.
• Any preferential allotment is made by the company.
• A period of three years has elapsed since the listing of that class of
equity shares on any recognized stock exchange.
• Any convertible instruments issued by the company in the same

class of equity shares that are sought to be delisted are outstanding.
• It is not clear whether a company will be required to take approval

from all the stock exchanges having nationwide terminals in case it
is listed on more than one such stock exchange.
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12.9 CORPORATE GOVERNANCE ISSUES
The concept of corporate governance came into the global business

limelight after the collapse of several high profile companies such as
Enron, and WorldCom. The business world was shocked by both the
scale and the duration of the unethical and illegal operations of these
two companies. The failure of these two companies saw more US
companies coming under attack. The problem as noticed, was
widespread with companies from Parmalat in Italy, to the
multinational newspaper group Hollinger Inc., which revealed
significant and deep-rooted problems in its corporate governance.
These occurrences highlighted that something was thoroughly wrong
in the area of corporate governance all over the world.
Corporate governance was a central issue in all developing economies

even before the recent spate of corporate scandals. The corporate
world needs effective corporate governance systems to promote the
development of strong financial system that can drive economic
growth globally.
The corporate world has always been faced with ethical dilemmas
and accusations pertaining to lack of transparency and fairness in
dealing. While the charge has turned out to be wrong in some cases
the collapse of giants such as Enron, Arthur Anderson, WorldCom
and Tyco proves all is not well in the corporate world. Stakeholders
have often been let down by unethical acts of people at the helm of
affairs in companies.
In the light of such stunning failures and collapses business leaders,

law makers, regulatory bodies, researchers and academicians and
other stakeholders have been debating the need for a framework that
could curb the unethical and illegal tendencies in the corporate world.
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While the aforesaid names focus attention on US companies, the fact

is that such problems are a global phenomenon, and are more
widespread then is being visualized and understood. To tackle the
problem effectively; economies around the globe have started
working towards evolving for ethical and transparent functioning of
entities. Various initiatives, in the form of enactments such as
Sarbanes-Oxley Act and the Birla Committee Report on Corporate
Governance, have been put in place to deal with the menace globally.
The term coined for these initiatives aimed at regulating corporate
entities came to be popularly known as corporate governance.
Concept of Corporate Governance
Corporate governance is about the whole set of legal, cultural, and

institutional arrangements that determine what public corporations
can do, who controls them, how that control is exercised, and how the
risks and returns from the activities they undertake are allocated.
One needs to appreciate that governance is vital to the integrity and

efficiency of financial markets and thus to the economic growth of the
country. It signifies a well-defined, well-structured, and well-
communicated system to manage, direct, and control the conduct of
business of a company, thus meeting the expectations of the
stakeholders.
Corporate governance works on the basis on the following accepted

principles:
• Honesty, trust, and integrity;

• Openness;
• Performance orientation;
• Responsibility and accountability;
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• Mutual respect;
• Commitment to the organization.
The aforesaid principles aim at addressing the following issues:
• Systems relating to internal controls;
• Procedure to be followed while appointing internal auditors;
• Independence of the company’s external auditors and the quality of

their audits;
• Management of risk associated with the business;
• Financial statements to be prepared by the entity;
• Procedure for reviewing the compensation of the chief executive

officer (CEO) and other senior executives;
• Resources to be made available to directors for carrying out their

duties effectively;
• The manner and procedure for nominating individuals for

positions on the board;
• Dividend policy to be adopted by the company.
Clause 49 of Listing Agreement
Clause 49 of the Listing Agreement deals with corporate governance

to be followed by a listed entity. With the objective of promoting
ethical practice and transparency, the Government of India appointed
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the Kumar Mangalam Birla Committee to study various issues

pertaining to absence of transparency. The committee submitted its
report on the year 2000-01. Based on its recommendations the concept
of corporate governance was evolved.
Two years after the recommendations were in place, SEBI appointed a

committee under the chairmanship of Narayana Murthy to evaluate
the adequacy of the existing practices and to further improve the
existing practices. The Murthy Committee submitted the draft
recommendations on corporate governance norms. After
deliberations SEBI accepted the recommendations in August 2003 and
asked stock exchanges to revise Clause 49 of the Listing Agreement
based on Murthy Committee recommendations. However, the
industry was not happy with the recommendations of the Murthy
Committee, and SEBI instructed the committee to meet again to
consider the objections.
The committee revised the earlier recommendations and the revised

Clause 49 was adopted. The companies were instructed to adhere to
these norms by the end of financial year 2004-05. The revised
recommendations resulted in major changes in the following areas:
• Independence of directors;
• Whistleblower policy;
• Performance evaluation of non-executive directors;
• Mandatory training of non-executive directors.
Independence of Directors
The basic requirement that a person needs to fulfill to qualify as an

independent director is that the director can receive remuneration,
but should not have any other financial interest or relationship with
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the company, its promoters, its management or its subsidiaries. Any

financial interest is believed to have the potential to impact the
independence of judgment of the director.
The revised Clause 49 states that the person identified for the post of
independent director should fulfill the following conditions:
• The aforesaid relationship is extended to the management,

holding company, and associates in addition to the existing list.
• The person should not be related to any of the promoters or persons

occupying management positions at the board level or at one level
below the board.
• The person should not have been an executive of the company in

the preceding three financial years.
• The person should not be a partner or an executive, or should not

have been a partner or an executive during the preceding three
years, in the following:
❖ The statutory audit firm or the internal audit firm associated

with the company.
❖ The legal and consulting firms that have a material association
with the company.
• The person should not be a material supplier, service provider,

customer, a lessor or lessee of the company
• The person should not be a substantial shareholder of the company

owning two percent or more of the block of voting shares.
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A listed company is required to obtain a declaration annually from all

independent directors confirming compliance with all six conditions
of independence.
Non-executive Directors’ Compensation and Disclosures
The revised clause states that prior approval of shareholders is

required for payment of fees/compensation to non-executive
directors. In case the company decides to give stock options, the limit
for the maximum number of stock options that can be granted in any
financial year and in aggregate should be disclosed.
Other Provisions Relating to Board of Directors
As per the revised clause, the gap between two board meetings has
been reduced to three months from four months. In addition, a code
of conduct for board members and senior management shall be laid
down by the board and needs to be uploaded on the website of the
company. Finally, the board members and senior management should
affirm compliance with the code on an annual basis and the
management should affirm compliance with the code on an annual
basis and the annual report shall contain a declaration to this effect
signed by the CEO.
Audit Committee
The norms with regard to the audit committee state the following:
• Two-thirds of the members of the audit committee shall be

independent directors.
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• All members of the audit committee shall be financially literate,

with financial and accounting knowledge.
• The minimum numbers of audit committee meeting in a year have

been increased to four from three.
The role of the audit committee now also includes the following
matters:
• Matters required to be included in the director’s responsibility

statement.
• Reviewing the functioning of whistle blower mechanism, if in

existence.
• Reviewing the performance of statutory and internal auditors.
Review of the following by the audit committee is mandatory:
• Management discussion and analysis of the financial condition and

results of operation.
• Statement of significant related party transactions.
• Management letters/letters of internal control weakness issued by

the statutory auditors.
• Internal audit reports relating to internal control weakness.
• Reviewing the appointment, removal, and terms of remuneration of

the chief internal auditor.
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The audit committee’s authority to review the company’s financial

and risk management policies stands withdrawn and assigned to the
board.
Subsidiary Companies
These are new requirements pertaining to subsidiary companies:
• At least one independent director on the board of the holding

company shall be a director on the board of a material non-listed
Indian subsidiary company- an entity whose turnover or net worth
exceeds 20% of the consolidated turnover or net worth respectively
of the listed company and its subsidiaries.
• The audit committee of the holding company shall review the

financial statements, and in particular the investments made by the
unlisted subsidiary company.
• The minutes of the board meeting of the unlisted subsidiary

company shall be placed at the board meeting of the holding
company.
• The management needs to be periodically bring to the attention of

the holding company a statement of all significant transactions and
arrangement that exceed 10% of the total revenues/expenses/
assets/ liabilities of the subsidiary.
Disclosures
The disclosure requirement was also revised as follows:
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• Statement on transactions with related parties need to be placed

before the audit committee periodically.
• Details of material individual transactions with related parties,

which are not in the normal course of business, shall be placed
before the audit committee.
• Details of material individual transactions with related parties or

others which are not on arm’s length basis should be placed before
the audit committee together with the management’s justification
for the same. However, while stating these revisions, the word
‘material’ has not been defined.
• In case any accounting treatment is different from that prescribed in

accounting standard, the same should be stated in the financial
statements together with management’s explanation.
• The company needs to lay down procedures to inform board

members about the risk assessment and minimization procedures.
The board needs to review their relevance at regular intervals.
• The audit committee should be informed about the use of funds

raised through public/rights/preferential issues on a quarterly
basis. In case the funds have been used for purpose other than
those stated in offer document/prospectus, the same needs to be
placed before the audit committee on an annual basis. Such
statements should be certified by the statutory auditors.
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12.10 CEO/CFO CERTIFICATION
This requirement is based on the Sarbanes-Oxley Act of USA, which

had also been recommended by the Naresh Chandra Committee set
up in 2002-03.
The Clause requires the CEO and the chief financial officer (CFO) to
certify to the board the annual financial statements in the prescribed
format. It is expected that this certification will provide comfort to the
non-executive directors and act as the basis for the board to make a
directors’ responsibility statement. However, the same is not to be
included in the annual report of listed companies.
Compliance Report
The format of quarterly report to be submitted to the stock exchanges

has been revised as per the revised requirements of Clause 49. This
report can be signed by the CEO or the compliance officer. The annual
corporate governance report should disclose adoption or non-
mandatory requirements.
Non-mandatory Requirements
The revised conditions include five new items under non-mandatory

requirements with the existing item on postal ballot has been deleted:
• The independent directors may not have in the aggregate a

tenure exceeding a period of nine years on the board of the
company.
• Companies shall move towards a regime of unqualified audit

reports.
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• Board members need to be trained in the business model of the

company as well as risk profile of the business parameters of the
company and responsibilities of directors and how best to
discharge it.
• The performance non-executive directors shall be evaluated by a

peer group comprising the entire board.
• Companies need to set up a whistleblower policy.
There is no doubt that the revised corporate governance norms are

stringent and in line the desired regulations.
12.11 PROVISIONS OF THE INCOME TAX ACT, 1961
The Income Tax Act, 1961, is the statute on income tax in India. It
provides for levy, administration, collection, and recovery of income
tax. This Act is the most complex statute in India and has been often
criticized on various grounds. The government proposes to replace
the law with a new statute called the ‘Direct Taxes Code.
Introduction
Certain transactions pertaining to mergers are covered under The

Income Tax Act, 1961. The provisions relate to tax concessions to
Indian companies that merge/demerge. These deals need to satisfy
the conditions pertaining to Section 2 (19AA) and Section 2(1 B) of the
Indian Income Tax Act, as per the applicable situation.
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Merger as Defined under Income Tax Act, 1961
Mergers can be defined to mean unification of two players into a

single entity Under Section 2 (1 B) of the Income Tax Act, 1961,
amalgamation is defined as mixing up or uniting together. It is a
process where a company unites with another company and ensures
that the following conditions are met:
• All properties are transferred to the amalgamated company.
• All liabilities are transferred to the amalgamated company.
• Shareholders holding at least three-fourth s in the value of shares of

the amalgamating company become shareholders of the
amalgamated company.
When one looks at mergers in India, companies whose shares are

transferred under the deal are entitled to exemptions from capital
gains tax under the Indian Income Tax Act. The companies can either
be of Indian origin or foreign origin.
Section 5(1) of the Indian Income Tax Act, states that global income
accruing to an Indian company would also be included under the
head scope of income for the Indian company.
Important Tax Provisions for Mergers and Acquisitions
The Income Tax Act, 1961, includes the following provisions

pertaining to M&As:
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1. Amortization of Expenditure in Case of Amalgamation or

Demerger 
 
Section 35DD, provides that any expenditure incurred for the
purpose of amalgamation or demerger, deduction of any amount
equal to one-fifth of such expenditure is allowed for each of the
five previous years beginning with the year in which
amalgamation or demerger takes place.
2. Capital Gains 
 
Section 45 of the Income Tax Act, 1961, deals with the procedure
for determination of the amount chargeable under capital gains
tax. Capital gains tax is levied as and when transfer of a capital
asset results in profit termed herein as capital gain. The term
transfer is defined in the Income Tax Act in an inclusive manner.
Under the Income Tax Act, ‘transfer’ does not include any transfer
in a scheme of amalgamation of a capital asset by the
amalgamating company to the amalgamated company, if the latter
is an Indian Company. 
 
From assessment year 1993-94, any transfer of shares of an Indian
company held by a foreign company to another foreign companies
will not be regarded as ‘transfer’ for the purpose of levying capital
gains tax. 
 
Further, the term ‘transfer’ also does not include any transfer by a
shareholder in a scheme of amalgamation of a capital asset being a
share or the shares held by him in the amalgamating company if
the transfer is made in consideration of the allotment to him of any
share or shares in the amalgamated company, and the
amalgamated company is an Indian company.
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3. Special Provisions for Computing Cost of Acquisition of Certain

Assets 
 
Section 43C, states that when an asset which becomes the property
of an amalgamated company is sold by the amalgamated
company as stock-in-trade, the cost of the said asset for the
purpose of computing the profits or loss on sale of asset shall be
computed as the cost of acquisition of the asset plus cost incurred
on among improvements to the said asset minus cost incurred in
connection with facilitating the transfer of the asset by the
amalgamating company,
4. Carry Forward and Set-off Accumulated Loss and Unabsorbed

Depreciation 
 
Section 72A of the Income Tax Act, 1961, contains a set of special
provisions that deal with carry forward and set off of accumulated
business loss and unabsorbed depreciation allowance in certain
cases of amalgamation. 
 
Unabsorbed losses of the amalgamating are deemed to be the
losses for the previous year in which the amalgamation was
effected. The amalgamated company, subject to fulfillment of
certain conditions, has the right to carry forward the loss for a
period of eight assessment years immediately succeeding the
assessment year relevant to the previous year in which the
amalgamation was effected. 
 
There is no time limit specified for carry forward of unabsorbed
depreciation.
These conditions include the following:
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12.12 AMALGAMATING COMPANY
• The company should be engaged in the business in which the

accumulated loss occurred or depreciation allowance remains
unabsorbed for three or more years
• The company has held three-fourths of the book value of the fixed
assets on the date of amalgamation and the same have been held by
it two years prior to the date of amalgamation.
12.13 AMALGAMATED COMPANY
• The company holds three-fourths of the book value of the fixed

assets of the amalgamating company for a period of five years from
the date of amalgamation.
• The company continues the business of the amalgamating company

for a minimum period of five years from the date of amalgamation.
• The company fulfills any condition prescribed under Rule 9C, to

ensure revival of the business of the amalgamating company or to
ensure that the amalgamation is for a genuine business purpose.
If the company fails to fulfill the conditions stated, the set-off of loss
or allowance of depreciation made in any previous year shall be
treated as income of the amalgamated company and becomes
chargeable to tax for the year in which the conditions are violated
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In the case of a demerger, the following conditions shall apply:
• The loss or unabsorbed depreciation is allowed to be carried

forward and set off in the hands of the resulting company provided
the same is directly related to the entity transferred.
• In case the assets are not directly related to the undertaking

transferred, the loss or unabsorbed depreciation gets appropriated
between the demerged entity and the resulting company in the
same proportion in which the assets of the company have been
retained.
12.14 COST WITH REFERENCE TO CERTAIN MODES OF

ACQUISITION
Section 49 (2) of the Income Tax Act, 1961, deals with the cost of
acquisition of shares in an amalgamated company. The cost of
acquisition shall be the value at which the shares have been acquired.
In case of demerger, the cost of acquisition shall be the proportion that

the net book value of the assets transferred in a demerger bears to the
net worth of the demerged company immediately before the
demerger.
12.15 DEDUCTION OF CERTAIN EXPENDITURE INCURRED
Section 35, provides for continuance of deduction of certain

expenditure incurred by the amalgamating company or demerged
company as the case may be in the hands of the amalgamated
company or resulting company, post amalgamation or demerger such
as capital expenditure on scientific research, expenditure on
acquisition of patterns or copyrights, expenditure on know-how, and
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expenditure for obtaining license to operate telecommunication

services.
12.16 TAX SALE OF BUSINESS/SLUMP SALE
Section 50 of the Income Tax Act, 1961, states that sale of business will
be considered a ‘slump sale’, under the following conditions:
• There is a sale of an undertaking;
• The sale is for a lump sum consideration;
• No separate values being assigned to individual assets and

liabilities.
If separate values are assigned to assets, the sale will be regarded as

an itemized sale.
Indian tax laws have specifically clarified that the determination of

the value of an asset or liability for the sole purpose of payment of
stamp duty, registration fees, or other similar taxes or fees shall not be
regarded as assignment of values to individual assets or liabilities.
In a slump sale, the profits arising from a sale of an undertaking

would be treated as a capital gain arising from a single transaction.
Where the undertaking being transferred was held for at least 36
months prior to the date of the slump sale, the income from such a
sale would qualify as long-term capital gains. If the undertaking has
been held for less than 36 months prior to the date of slump sale, then
the income would be taxable as short-term capital gains.
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Where an itemized sale of individual assets take place, profit arising

from the sale of each asset is taxed separately. Demerger is a special
category of slump sale.
12.17 STAMP DUTY ASPECTS OF M&A
Stamp duty is payable on the value of immovable property

transferred by the demerged/amalgamating/transferor company or
value of shares issued/consideration paid by the resulting/
amalgamated/transferee company. In certain states such as
Maharashtra, Gujarat, and Rajasthan, there are specific provisions for
levy of stamp duty on transfer of business. Additional stamp duty on
issue of shares is also payable at the rates prevailing in the state where
shares are issued.
12.18 FOREIGN EXCHANGE MANAGEMENT ACT, 1999
The provisions of Foreign Exchange Management Act (FEMA), 1999,

are applicable to cross border M&As. It aims at regulating cross
border M&As as the deal may involve use of foreign exchange for
settling of the transaction.
The law contains provisions relating to issuance and allotment of

shares to foreign entities. The Foreign Exchange Management
(transfer or issue of security by a person residing outside India)
Regulation, 2000, issued by the Reserve Bank of India (RBI) vide
notification no. FEMA 20/2000-RB dated 3, May, 2000, contains
general provisions for inbound and outbound cross-border M&As in
India.
The provisions state that once the scheme of merger or amalgamation

of two or more Indian companies has been approved by a court in
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India, the transferee company or new company can issue shares to the
shareholders of the transferor company resident outside India subject
to the following conditions:
• The percentage of shareholding of persons resident outside India in

the transferee or new company does not exceed the prescribed
sectoral cap.
• The transferor company or the transferee/new company is not

engaged in activities that are prohibited under the FDI policy.
12.19 COMPETITION ACT, 2002
India has for a very large period adopted policies of ‘control’. In the
earlier days, the concerned law was the Monopolies and Restrictive
Trade Practices Act, 1969 (MRTP Act). The need for amending the Act,
was felt in 1991, when economic reforms were undertaken.
Keeping in tune with the new economic policy, India enacted a new
law called the Competition Act, 2002. The new law was designed to
repeal the extant MRTP Act. The new law initiated the process of
constituting the regulatory authority, namely, the Competition
Commission of India. The provisions of the new law were brought
into force in a phased manner.
The compensation Act, 2002, is essentially divided into four

compartments:
• Anti-competition agreement;
• Abuse of dominance;
• Combination regulation;
• Completion advocacy.
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Introduction
The Competition Act, 2002, replaced the MRTP Act. The Competition
Act has been enacted with the following objectives:
• Preventing practice that have an adverse effect on competition;

• Promoting and sustaining competition in markets;
• Protecting the interests of consumers;
• Ensuring freedom of trade carried on by other market participants
in India.
The Act, states that no person or enterprise shall enter into a

combination, in the form of an acquisition, merger, or amalgamation
that cause or is likely to adversely impact competition in the market.
In case it is ascertained that the arrangement has an adverse effect,
then the combination is treated as void under the Act.
The enterprises desiring to enter into a combination are required to

give a notice to the Commission to that effect, although it is voluntary.
All combinations are not subject to scrutiny unless they exceed the
threshold limits in terms of assets or turnover specified by the
Competition Commission of India.
Combination under Competition Act, 2002
Combination includes acquisition of control shares, voting rights, or

assets, or acquisition of control by a person over an enterprise. The
person concerned controls another enterprise engaged in competing
business, and mergers and amalgamations between the entities is
made difficult by the thresholds specified in the Act, in terms of assets
or turnover. The provisions of the Competition Act, state that if a
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combination causes or is likely to cause an appreciable adverse effect

on competition with the relevant market in India, it is prohibited and
can be scrutinized by the commission. The following sections discuss
these provisions.
Section 3
This section governs anti-competitive agreements and prohibits

agreements that are capable of generating an adverse effect on
competition such as the following:
• Production;
• Storage;
• Supply;
• Acquisition or control of goods;
• Distribution;
• Provisions of services.
Section 4
This section prohibits the abuse of a dominant position enjoyed by an

enterprise in the market. Under the Monopolies Act, a threshold of
25% constitutes a position of strength and represents a dominant
position
Section 6
A combination is a merger of two enterprises or acquisition of control,

shares voting rights, or assets of an enterprise. The section states that
an enterprise that enters into combination that is likely to cause
adverse effect on competition is void.
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The commission, while regulating a combination, considers the

following factors existing in the market:
• Actual and potential competition on account of imports;
• Extent of entry barriers;
• Level of combination;
• Degree of countervailing power;
• Possibility of a combination with the objective of significantly and

substantially increasing prices or profits;
• Extent of effective completion likely;
• Availability of substitutes before and after the combination;
• Market share of the entities to the combination, individually and as

a combination;
• Possibility of the combination removing the vigorous and

effective competitors or competition;
• Nature and extent of vertical integration;
• Nature and extent of innovation;
• Possibility of the benefits of the combination outweighing the

adverse impact of the combination.
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Mergers and Effects
A merger represents a transaction that aims at bringing about change

in the control of different business entities, enabling one business
entity to control a significant part of decision making process. While a
merger may be perceived as normal activity within the economy and
an effective tool to expand business by the companies, it possess
elements that adversely affect market power, which in affects
competition negatively. Hence, mergers are covered under the
Competition Act due to their anti-competitive negatively. Mergers
covered under the Act, include the following:
• Acquisition of shares;
• Voting rights;
• Assets or acquisition of control over an enterprise.
Mergers are anti-competitive because of the following factors:
• Reduce the number of entities in the market;

• Increase the market share of the merged entity;
• Enables the merged entity to exercise market power and impact
prices, restrict output, increase cost of rivals, increase entry barrier,
etc.
Threshold Limits under Compensation Act, 2002
The entities merging together are required to give notices to the

Competition Commission of India (CCI) subject to the following
conditions:
• Within 30 days of the approval of the proposal relating to the

merger by the board of directors of the companies, or
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• Execution of any agreement/document for acquisition-no

combination to the CCI or grant of approval by CCI, whichever is
earlier.
The threshold limit for entities merging in terms of assets or turnover

under the Competition Act, 2002, is as follows:
In India: The acquiring and the acquired entities jointly have;
• Assets of more than ` 10 billion, or

• Turnover of more than ` 30 billion, or the group has
• Assets of more than ` 40 billion, or
• Turnover of more than ` 120 billion.
In India or outside India: The acquiring and the acquired entities

jointly have
• Assets of more than $500 million (including > ` 5 billion in India), or

• Turnover of more than $1500 million (including >` 15 billion in
India), or
• the group has assets of more than $2000 million (including >` 5
billion in India), or
• turnover of more than $6000 million (including ` 15 billion in India).
In short, one needs to remember that the Competition Act, does not
seek to eliminate combinations, and but only aims to eliminate their
harmful effects.
This discussion clearly indicates that companies trying to merge have

to adhere to a number of legal provisions if they decide to go ahead
with their decision on merger. Failure to adhere to these norms can
lead many complications and legal restrictions. While many people
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might argue that the legal provisions make things complicated and
cause unprecedented delays, the objective behind the legal provisions
is to protect the interest of the stakeholders and help the economy
grow without any hiccups.
12.20 SUMMARY
Mergers and acquisition may degenerate into exploitation of

shareholders, particularly minority shareholders. They may also
encourage the monopoly and monopolistic corporate behaviour.
Therefore, the mergers and acquisition activities are regulated under
various laws in India which provides legal framework under which
merger and acquisition can be undertaken. The objectives of laws as
well as the stock exchange requirements are to make merger deals
transparent and protect the interest of the shareholders, particularly
the small shareholders. Most of the legal systems have been under
review and are being reformulated in accordance with the emerging
corporate scenario in India. There are several panels who have
suggested the modification in various laws with regard to M&A.
Some of these are incorporated in Companies Bill, 1997. The major
provision is about the buy-back possibilities for the incumbent
management. In addition to SEBI takeover codes, companies have to
plan the tax element in their activities. There are also other
legislations that influence the merger and acquisition activities. The
important highlights of the relevant sections in these Acts are which
have bearing on the mergers and acquisition activities are discussed
in detail in this chapter. It should be noted here that the mergers and
acquisitions are governed by Companies Act, Income Tax Act, FEMA
and Competition Act, 2002 and regulated by SEBI.
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1. Enumerate the powers of court on sanctioning the scheme of

amalgamation.
2. Define buy-back of shares.
3. State the prerequisites of a valid buy-back.
4. Explain the advantages and weaknesses of buy-back of shares.
5. Explain the concept of listing of shares.
6. Write a note on guidelines for listing of shares in India by NSE.
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REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
328
VALUATION AND ACCOUNTING ISSUES
Chapter 13
Valuation and Accounting Issues
Learning Objectives
This chapter helps you understand the valuation and accounting

issues:
• Concept of valuation of corporate merger and acquisition.

• Valuation in relation to merger and acquisition activity.
• Valuation of operation and financial synergy.
• Accounting procedure for amalgamations.
Structure:
13.1 Going Concern Value

13.2 Liquidation Value
13.3 Market Value
13.4 Factors to be Considered for Valuation
13.5 Methods of Valuation
13.6 Is DCF same in Valuation of all Investment
13.7 Accounting Issues
13.8 Accounting for Amalgamations
13.9 Provisions of Accounting Standard 14
13.10 International Financial Reporting Standard 3 – Business
Combinations
13.11 Summary
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The term ‘value’ is highly subjective. One very rarely finds unanimity
among people about the value of a given commodity. What is more
surprising is that value for the same person varies with changes in
externalities and internalities over a period of time. To assign a value
to an entity is all the more difficult because one can control corporate
resources even by partially owning them. These are all paradoxes of
value, and what one needs to know before making investment
decisions is the real value of the asset, security or entity.
In a merger and acquisition (M&A) or takeover, the financial aspects

of the transaction are crucial. These represent the true value of the
asset and are obviously based on the benefits that shall accrue in
terms of financial gains, such as increase in productivity and
enhanced dividend-paying capacity of the merged entity. Since the
entire exercise is based on assumptions, one is optimistic in
presuming synergistic benefits. The result of an enthusiastically
optimistic valuation is that one may overestimate the value creation
potential of the merged entity.
This reminds one of Vincent Van Gogh. During his lifetime, he

painted over 800 paintings, but could sell only one for $25. Later on,
one of those unsold paintings sold for $40 million. It would not be
wrong to say that if beauty is in the eye of the beholder, then the
thing’s worth is in the wallet of the holder, for cash is the only thing
that has a fixed value. The value of virtually everything else depends
on the following:
• Who is the owner or potential owner?

• What are the conditions?
• Who is the judge?
While people argue that value is reality, absolute value is a myth.
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It is often argued that no rational buyer would pay more for an asset
than its true worth. Though this may be true, it is seldom the case. For
value is driven by not just financial considerations, but also by
aesthetic and emotional considerations. While this may be true of
items such as a piece of art or music, the value of a target company
should be determined by a function of business logic such as the cash
flows one expects from the business post deal .It also depends on the
bargaining power of the acquirer and the target.
Valuation of a business entity is done by three fundamental concepts,

namely going concern value, liquidation value, and market value.
13.1 GOING CONCERN VALUE
Going concern value assumes that a business entity has infinite life
and shall continue to exist irrespective of the life of the promoter. This
is because in the eyes of law, a business entity has an identity separate
from its owners/promoters. Hence, its life does not depend on the life
of the owner/promoter. Since it is assumed that a business entity/
corporate has infinite life, it is expected to survive for an infinite
period and will keep generating earning or revenues forever. It is for
this reason that one argues that the value of a business, on a perpetual
annuity.
The term ‘perpetual entity’ implies that a company shall continue to

exist irrespective of its shareholders. Consequently, the value of a
business on going concern basis will be present value of the perpetual
annuity, with or without growth. In short, the value of a business
under this concept is based on the earning potential of the entity.
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13.2 LIQUIDATION VALUE
This is the value that the entity shall realize on liquidation after
incurring all incidental costs – the value when a business entity goes
out of business or ceases to exist. This value also normally increases
with time assuming inflationary pressures, but it decreases with use
of plant and machinery, building, and furniture. The increase in the
value of real estate over time, more than offsets the decrease in the
value of other assets. It has been observed that liquidation value
moves along with the replacement cost of the assets. Hence, the value
of a business according to the liquidation concept depends more on
realizable or replacement value of its underlying assets rather than
the earning potential of the business.
13.3 MARKET VALUE
A third dimension emerges in case of valuation of listed companies,

and that is the market price of the shares of the entity. It represents the
price at which corporate ownership, and therefore the corporate
entity is available. However, this price may not necessarily be based
on the underlying fundamentals of the company. Instead, it is more or
less governed by market sentiments and the forces of demand and
supply. Experience indicates that in the short term, a market moves by
sentiments rather than by fundamentals. If prevailing sentiments are
favourable, the value of the entity increases and vice versa.
Above all, the value of an entity or a company largely depends upon

non- quantitative personal and strategic considerations. At times,
these considerations play a decisive role in buying or selling a firm,
quite often defying all logical and quantitative considerations.
Personal considerations are based on subjective considerations of
buyers and sellers.
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In short, the valuation exercise is a complex interaction of quantitative

and non-quantitative considerations. Quantitative models often set
boundaries, which at times are too large to be of any use. Under such
conditions, one uses the process of negotiation and deal structuring to
decide the price of a company.
During the initial stages, quantitative considerations play a major role

in setting a benchmark value for the company, while qualitative
considerations play a vital role during the negotiation or deal
structuring stage.
As one is required to consider a plethora of elements during an

acquisition, the valuation exercise becomes a highly complex, time
consuming, and lengthy task. It is a science in so far as it relates to
valuation techniques generally adopted by M&A professionals.
However, this often gives only an ‘arithmetic price’ which may not
always give the full story. Indeed, there is a lot more to ‘value’ than
price and one need to understand the journey from ‘price’ to ‘value’.
13.4 FACTORS TO BE CONSIDERED FOR VALUATION
Valuation is a very complex process. Throughout the valuation

process, one needs to keep the purpose of valuation in mind. The
process of valuation serves many purposes, such as the following:
• Impending sale of the entity;

• Completing relevant legal proceedings;
• Undertaking estate planning;
• Settling shareholders’ disputes;
• Raising additional capital.
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When the aim of the valuation process is to sell the business, then the
process should objectively determine a fair market value. The fair
market value should, however, be suitably adjusted for the expected
synergies and fit that the target may generate for the acquirer.
In addition, beyond the standard valuation methodologies, one needs

to consider the following factors while valuing a business entity:
• The nature of the business and its operating history;
• The stage of evolution of the target company, i.e., whether the target
is a profitable company or is in the early stage of technology
development, etc.;
• The industry/sector dynamics;
• The economic outlook and market sentiments;
• The book value and financials of the entity;
• The entity’s earning and dividend-paying capacity;
• The value of entity’s intangible assets such as quality of

management, especially in knowledge-based or intellectual
property-based business;
• Market value of other entities engaged in similar business;
• Identifying whether the target is healthy or financially troubled;
• Potential liabilities of the company such as environmental claims,

tax demands, and off-balance sheet liabilities;
• Sources of bias in valuation.
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These factors provide an insight into elements that may not

necessarily feature in the balance sheet of the company, but have the
potential to create/ destroy the future value of the business. Hence,
evaluating and analyzing the impact of these factors is critical to the
realistic valuation of the entity.
13.5 METHODS OF VALUATION
There are several methods that practitioners use to value business.

Each method has its own relevance, merits, and demerits. Normally,
the final valuation of the target is arrived at by using the appropriate
blend of the results available using more than one method. Though
the fundamental variables of all methods might differ, they are all
based on the assumptions that analysis regarding the economy y and
the industry has already been carried out and has been found to be
favourable.
In addition there could be range of valuation estimates for the same

company depending on the entity and the purpose for which the
valuation is being done. In each case, the valuation estimates may
differ. Broadly, there would be two major estimates of values:
standalone value and restructured value.
There are three basic methods of valuation:
• Asset-based valuation;
• Earning-based valuation;
• Market-based valuation.
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There are other variants of these methods:
• Book value approach;

• Stock and debit approach;
• Direct comparison approach;
• Discounted cash flow method;
• Cash flow forecast during the explicit forecast period;
• Cost of capital;
• Continuing value.
Asset-based Valuation
As the name suggests, asset-based valuation involves estimation of

the value of corporate assets. The assets that are valued include the
net fixed assets, intangible assets, investments, current assets, and all
third party liabilities.
While valuing the fixed assets, each sub-class is considered and the
value of all the individual assets under each sub-class is estimated.
Examples include real estate, plant and machinery, furniture and
fixtures, building and vehicles.
While valuing investments the value of each and every investment is

estimated either at their realizable value or its current yield.
Investments are valued under the categories of listed securities,
unlisted securities, inter-corporate deposits and other investments.
Current assets such as stocks and receivables are also estimated at
their realizable values.
Finally, all third party liabilities are valued and deducted from the
total assets to arrive at the value of the target. The liabilities included
here are short-term borrowings, creditors, and contingent/deferred
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liabilities of the business. Contingent liabilities are also included in

the valuation, for their value sometimes becomes so significant that it
may turn an acceptable proposal into a non-viable one. Hence, these
liabilities should be suitably factored in. These liabilities take the form
of pending litigations related to business, guarantees provided by the
company, etc.
The entire valuation exercise is carried out by valuing all the assets
and liabilities which are being taken over. The parties to the deal may
also decide to knock them off at the time of agreement. In such cases,
their value becomes irrelevant and immaterial.
In short, the calculation of net assets value may be carried out as

under:
Net fixed assets
+ Current assets;
+ Investment;
+ Intangibles;
– Long-term debts;
– Short-term debts;
– Contingent liabilities;
– Accumulated losses and miscellaneous expenditure not written off,

if any;
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= Net assets of the company;
– Preference share capital, if any;
= Net assets for equity shareholders;
When the net assets for equity shareholders are divided by the
number of equity shares, one arrives at the net assets value (NAV) per
share.
Earning-based Valuation
In this method, the future maintainable earning (FME) of the target

company is estimated after adjusting the extraordinary items, if any,
such as seasonal fluctuations, contingent payment or receipts, any
concessions or penalty in the past years, or any non-recurring items
such as profit or loss from sale of assets, or profit, or loss from
treasury function.
This method assumes that FME will continue to be available to the

business till its survival, which is assumed to be infinite, based on the
principle of present value of perpetuity, where FME represents the
perpetuity value of the business.
Accordingly, the value of the target is determined using the formula:
FME
————
r
Here, r is an appropriate discount rate and normally represents the
opportunity cost of the funds used by the acquiring entity.
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It is a known fact that entities pursue and attain growth over a period
of time, although the growth rate cannot be predicted accurately. In
such cases, it is assumed that FME shall grow at the rate of g. As such,
the value of the target firm is determined using the equation:
FME
————
r–g
In this equation, r is the appropriate rate of discount and g is the

growth rate subject to the condition that g < r.
If one looks at the equations, one finds that the two crucial elements
that influence the value of the entity under consideration include
estimation of FME and capitalization rate. The capitalization rate is
often determined using the shareholder’s expected rate of return-the
return expected by the equity shareholders form their investment in
the company. This expected rate of return expected by the investor is
crucial and not the rate of return of the business because FME
represents earnings available for distribution amongst equity
shareholders and not profit before tax (1-tax), that is earnings
available to the business entity for servicing its debt and equity
capital. One could also express this concept as the mirror image of
cost of equity capital. Thus, if one is ascertaining the value of the
business, then FME can be taken as PBIT (profit before interest and
tax).
The rate can also be estimated by using the inverse of price/earning

(P/E). This method focuses on the value of the company as
determined in the market, based on the earning of the company.
Similarly, the capitalized value of business can also be estimated by
capitalization PBIT (1-t) by cost of capital – cost of equity and debt.
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From the capitalized value, on needs to deduct the value of debt and
the resultant figure shall be the value of the equity of the company.
When the value of equity is divided by the number of shares, the
outstanding one gets is the value per share. Since the value is
determined on the basis of P/E, the method is also known as profit-
earning capacity value (PECV) of the share.
Market-based Valuation
This method of valuation involves comparison of the target

company’s market variables and other comparables with that of the
industry. The value so arrived at is termed as market based valuation.
The most commonly used variables are as follows:
• Price/earnings;
• Price/sales;
• Price/assets;
• Any other quantifiable variable in relation to market price per share

(such as price/cash earnings per share, price/operating profit per
share, etc.);
• Variables of different periods (such as highest, lowest, and current);
• Fundamentals factors such as earnings, assets, or capital employed,

whichever is found appropriate.
Under this method, once these variables have been calculated,

appropriate weightage is assigned to each variable to arrive at the
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weighted average multiplier, for calculating the market capitalization

of the target company. The resultant figure is then divided by the
number of shares outstanding to arrive at the value per share.
Book Value Approach
The accuracy of this approach depends on whether the net book

values of the assets are closer to their market values or not. If the
difference between the two values is significant, the value of the
company becomes unrealistic and vice versa. Some of the factors that
result in the difference in the values include the following:
Inflation: Inflation becomes an influencing factor since book value is

calculated using the historical cost of the asset less depreciation. This
implies that inflation is ignored in the calculation of the book value.
On the other hand, market value obviously includes the impact of
inflation on the value of the asset.
Technological changes: Technological changes can often render

certain assets obsolete and worthless well before they are fully
depreciated in the books of account. This means that the books will
continue to show the assets having value while the market considers
their obsolete nature and treats them as worthless.
This obviously results in a difference in the two values of assets.
Organizational capital: Organizational capital never gets reflected in

the balance sheet of the company. It is the value that gets created
when all the stakeholders such as employees, customers, suppliers,
and managers have a mutually beneficial and productive relationship
collectively contribute towards the attainment of corporate objectives.
This factor influences the value simply because organizational capital
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cannot be easily separated and eliminated from the entity as going

concern.
The crucial aspect that needs to be remembered is than an assets’

earning power is not always related to its book value. This is very true
in the case of assets that are old, for the earnings of such assets are
more likely to be related to its current replacement cost. Since the
replacement cost becomes crucial here companies would do well by
submitting the net book value of the asset by its current replacement
cost.
Entities can also ascertain the approximate fair market value of the
asset by finding out what the asset would fetch if it is liquidated
immediately. This value can be determined only if there is an active
secondary market for the assets, one needs to estimate the
hypothetical price at which assets may be sold. The problem with the
hypothetical price is that it may not give the correct value and may
finally impact the value of the target company. In addition, the
liquidation approach ignores organizational capital, which is a curial
element of the business.
Stock and Debt Approach
This method is followed when the securities of a company are

publicly traded. Here, the value can be obtained by merely adding the
market value of all its outstanding securities.
While this approach is fairly straight forward, the important issue that
remains to be resolved is what price one should consider for equity
shares. This dilemma is on account of the volatility one sees in the
price of equity shares. Some suggest using an average of the recent
share prices instead of the price prevailing over a certain period
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represents a more reliable value of the shares rather than taking the
value prevailing on the day when the valuation is being done.
Direct Comparison Approach
This method is based on the assumption that similar assets sell at

similar prices. As such, one can ascertain the value of an asset by
checking the price of a comparable asset in the market. This principle
is commonly applied while dealing with assets such as land and
building. Let us now discuss the steps on which this method is based:
Economy Analysis
This analysis involves assessing the prospectus of various industries/

sectors operating in the economy and gradually progressing on the
evaluation of individual companies within an industry. The analysis
aims at ascertaining the GDP, annual industrial production, annual
agricultural output, inflation rate, interest rates balance of payments,
exchange rates, budget of the state and its composition.
Industry Analysis
This analysis focuses on elements such as the relationship of the

industry with the economy as a whole, life cycle stage of the industry
at that point, profit potential of the industry, types and nature of
regulations applicable to the industry, and relative comparative
advantages that the company enjoys in procurement of raw materials,
production costs, marketing and distribution arrangements and
technological resources.
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Company Analysis
Company analysis focuses on all aspects of the company and its

business such as its product portfolio and market segments,
availability and cost of inputs, technological and production
capabilities, image of the company in the market, the company’s
distribution reach a customer loyalty, and product differentiation. In
addition to these elements, the analysis also covers managerial
competence and drive, quality of human resources deployed the
competitive position, its liquidity, leverage and access to funds,
turnover margins, and return on investment.
The analysis serves the purpose only when efforts are made to look
carefully at 15-20 companies in the same industry and select at least
1-2 companies that come close to the line of business, markets served,
scale of operations, and other parameters of the target. Once the
comparable companies are selected, the historical financial statements
of the target and the comparable companies should be analyzed to
identify similarities and differences in various variables, so that
appropriate adjustments can be made to put these companies on a
comparable platform. The adjustments that may be required could
include differences in inventory valuation methods, types and
amount of intangible assets, and off balance sheet items.
Apply Ratios of Multiples
The ratios or multiples provide a very reliable and sound basis of

decision making. The ratios commonly used cover firm value to sales;
firm value to book value of assets; firm value to profit before interest,
depreciation, and tax (PBIDT); firm value of PBIT; firm value of profit
after tax (PAT); equity value to equity earnings (price earning
multiple); equity value to net worth (market book ratio); etc.
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Select Comparable Companies
This step involves deciding where the target company fits in relation
to the comparable companies. This step, of course, relies on judgment.
Value the Company
Once this is done, one can apply appropriate multiples to the financial
numbers of the company so that the value of the target company can
be determined.
It is crucial to remember that if one employs several bases for

determining the value of the target company, the estimates may be
averaged to arrive at the value.
This approach has been popular with valuers because it relies on

multiples that are easy to relate to and can be obtained quickly and
without any difficulty.
The approach is also useful when several comparable companies are

traded and the market prices them correctly. One can rely on the
available data and use it as the basis of valuation.
The biggest drawback of this approach is that it relies on multiples

that are subjective and hence can be easily misused and manipulated.
This is based on the concept that no two forms are identical in terms
of risk and growth. Thus, when the multiples are manipulated, the
same gets reflected through valuation errors, in terms of
overvaluation and undervaluation of the market.
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Discounted Cash Flow Method
Discounted cash flow (DCF) represents the present value of the

expected cash flows generated through an asset, which are discounted
at a discount rate that reflects the risk involved in earning these cash
flows. It is the most preferred and acceptable method of valuation at
present. The main reason behind its popularity is that it is based in
fundamentals of time value of money (the value of money changes
over time) and gives weightage to the future prospects of the business
rather than on its historical performance.
It would be worth asking a question at this stage-why do companies

purchase assets? The only logical answer is that one expects these
assets to generate cash flow in the future. In that sense, one can say
that the value of an asset depends on the following:
• The predictability of cash flows;

• The quantum of cash flows;
The argument that would get accepted in this regard without any
contradictions would therefore be that assets with more predictable
and higher cash flows would command a higher value and vice versa.
Proceeding further with the equation for valuing an asset or an entity

using the DCF technique, the equation used would be
ECF ECF ECF ECF

Value of an asset or entity = ——— ——— ——— ….. -———
(1 r)1 (1 r)2 (1 r)3 (1 r)n
Where ECF1, ECF2 , ECFn, represent expected cash flow over a period
of n years, r represents the discount rate that incorporates the risk
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involved in the investment, and n represents the useful life of the

investment (the time frame during which the investment would
generate cash flows).
The formula reiterates DCF is based on the future cash flow prospects
of the investment and the risk involved in the asset or the business
being valued – the target company. It is imperative to draw one’s
attention to the fact that the more certain the cash flows, the lesser is
the risk involved in the investment and the higher the value, and the
vice versa.
Valuation through DCF: The valuation of the firm using the DCF
involves three basic components:
• Expected cash flows;

• Discounted rate;
• Ascertaining the DCF.
Expected Cash Flows
Cash flows are the earnings of the company. It is critical to remember

that cash flows can be of different types.
Free cash flows to the firm: The after-tax operating earnings of the
company are termed as free cash flows to the firm. These represent
cash flows generated for all claim holders in the firm and are the pre-
debt cash flows. They present the following:
• Operating income of the firm (1-tax)

• Capital expenditure – depreciation
• Changes in non-cash working capital
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Free cash flows to equity: The cash flows that are ascertained after
deducting the cash outflows on account of all types of debt are termed
free cash flows to equity. These are thus flows that are available for
distribution among equity holders. In other words, they represent the
following:
• Net income
• Capital expenditure – depreciation
• Changes in non-cash working capital (+) new debt raised (–)
repayments
Nominal cash flows: The cash flows that incorporate expected

inflation are termed nominal cash flows. These are expressed in
specific currencies and as such vary across currencies.
Real cash flows: The cash flows that do not incorporate the inflation
component are termed as real cash flows. Real cash flows represent
the changes in the number of units sold and real pricing power.
Pre-tax cash flows: The cash flows that have been discussed so far
under cash flows to the firm and cash flows to the equity were pre-tax
cash flows. Such cash flows are calculated after paying corporate
taxes but before the tax payable by investors.
Post-tax cash flows: The cash flows are arrived at after deducting the
tax payable by the investors, (tax on dividend and capital gains for
equity investors shareholders and tax on interest for debt investors).
This is because all types of investors have to pay tax on their income,
which includes the aforesaid taxes.
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Discount Rate
The discount rate generally considers risk associated with earning

that year’s cash flow including cyclical movements, inflation,
exchange rates, and market trends. This obviously implies that as one
moves down the time graph, the uncertainty associated with
forecasting the cash flow increased, resulting in higher risk. This, in
turn, would affect the discount rate that would keep increasing. This
changing risk variable creates various problems and complexities, and
firms avoid putting it into practice. As a substitute to this companies
choose a discount rate that is higher than the normal discounting rate.
As a result of this strategy, a company is able to use only one standard
rate of discount for the entire analysis.
The rate of discount can be ascertained in the following alternate

ways:
• For discounting cash flow available to equity holders, the discount

rate used is generally equivalent to the cost of equity. The cost of
equity represents the returns expected by investors, which
obviously differ from investor to investor. This is taken care of by
determining the cost of equity by using either a rough estimate that
is immediately available as inverse or P/E of some comparable
company after considering appropriate discount for liquidity in
cases where companies that are listed, or surrogate P/E of some
comparable company after considering appropriate discount for
liquidity in cases where companies are not listed.
• Another way of determining the cost of equity is by ascertaining

the cost of equity using the capital asset pricing model (CAPM). In
this case, historical returns and risk premium (market returns less
risk-free rate of returns) are regressed to find out the degree of
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volatility of stock returns with risk premium and that resultant

figure, which is known as beta, can be used to find the cost of
equity for the given risk premium. This is the most popular method
used today in spite of its in-built limitations. The output of any of
the analyses results in valuation of equity.
• For discounting the cash flow available to firm, the discount rate
taken is the weighted average cost of capital (WACC). It is the
average of cost of debt and cost of equity determined after
assigning due weightage to these elements either according to their
market value or book value. The cost of debt is estimated on the
basis of average coupon rates of the debt under consideration. In
conditions where the interest rates fluctuate wildly, it would be
appropriate to use weighted average yield to market of the debts
under consideration In conditions where the interest rates (YTM) of
debts under consideration by assigning the proportion of book
values of debts as eights.
Ascertaining the DCF
Discounted cash flow involves calculating the free cash flows to the
equity. The process involves a detailed analysis of future cash flows of
the company for n years. The analysis includes the industry and its
prospects, projected growth in the market, existing and expected
market share of the company, analysis of operations of business and
their sensitivity to value, scanning the external environment including
regulatory framework and competitive scenario, and the impact of
globalization and proposed reforms, if any. The forecast should also
factor in the expected rate of inflation, exchange rate movements, and
movements in the interest rates.
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Once the future cash flows are reasonably estimated, one needs to
ascertain the period for which the forecast has to be projected. One
also needs to estimate and appropriately treat the base/current year’s
cash flow. Once this is done, the present value of the cash flows post
the base/current year is determined.
The present value is ascertained by multiplying the estimated cash

flows with an appropriate discount rate for further analysis. The
process of discounting is done so that the expected risk gets reflected
in the estimated cash flows. The rate of discount selected by the
company should most appropriately reflect the risk involved in the
business during the years for which the analysis is being done.
Thus, the discounted cash flow approach to valuing a firm involves

the following steps:
• Forecast the cash flow of the explicit forecast period – the period
during which business reaches a steady state.
• Establish the cost of capital to arrive at the discount rate.
• Determine the continuing value at the end of the explicit forecast

period.
• Calculate the firm value and interpret results.
13.6 IS DCF SAME IN VALUATION OF ALL INVESTMENT
This question is often asked while one goes through the valuation
process. This is driven by the belief that every asset has some intrinsic
value. Though nobody tries to defy this argument, it is equally true
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that nobody ever gets to see the intrinsic value as it is a matter of

one’s own faith and belief than anything else.
Therefore, companies use different approaches in valuing equity,

assets, and firm through the DCF technique.
The valuation techniques of the different investments are detailed

below.
Valuation of Assets
The value of an asset can be best described as the present value of the
future cash flows from the use of the assets concerned. To determine
the DCF of assets, all the available assets that have a useful life and
are capable of generating cash flows are determined individually. This
method helps the company to ascertain the cash flows of individual
assets. Thus if a company finds out that the cash flows of an asset are
below the expected rate or that risk is involved, it may decide to
liquidate that asset. Companies, more often than not, determine the
values of assets based on the liquidation presumption, that is, assets
are presumed to have been sold. If the liquidation value is in excess of
the future cash flows from the use of the asset, the company may
actually liquidate the asset. The logic behind this is very similar to the
old saying ‘a bird in hand is worth two in the bush’. It implies that if
the current liquidation values exceeds the future cash flows,
companies should go ahead and liquidate the assets, for the following
reasons:
• It releases immediate cash into the coffers of the company, which

can be used more efficiently elsewhere to increase the overall
average returns of the company.
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• Selling the assets immediately implies that the risk associated with
future cash flow generation is avoided
It has to be noted that the liquidation value of the assets also depends
on the urgency factor. If the company shows urgency in liquidating its
assets, the assets may have to be liquidated at a discount. Again, the
quantum of discount would depend on the number of potential
buyers for the assets, the asset characteristics, and the state of the
economy.
Valuation of Going Concern
When the sum total value of all assets owned by business is

considered, we get the value of a going concern .A going concern is an
entity that already owns assets that are deployed for generating cash
flows. In addition, a going concern has no intentions of liquidating
the assets. Thus, the only way the value can be determined is to look
at the value of the assets reflected in the company’s balance sheet.
These are termed ‘assets in place’. A going concern may also make
investments in future to pursue its growth objectives. The assets so
acquired are termed as ‘growth assets.
A going concern, thus, determines its value by valuing both assets in

place and its future investments in growth assets. The real value of a
going concern lies in its investments in the growth assets and the
resultant profitability.
Valuation of Equity
The valuation of the equity stake in the business is called equity

valuation. The cash flows that are left after debt payments and
reinvestments needs are called free cash flows to equity. Similarly, the
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discount rate that reflects just the cost of equity financing is called cost
of equity.
The value of equity can also be determined by subtracting the value

of the all the non-equity claims from the value of a going concern.
13.7 ACCOUNTING ISSUES
Every commercial entity maintains books of accounts that give

complete details of the activities carried out on a day to day basis.
These records are used to ascertain the profitability of the entity, and
to assume the stakeholders that these affairs are being carried out in
the effective manner. Proper maintenance of records also helps in
fulfilling the statutory requirements and forms the basis transparency
and fairness in the affairs of the entity.
13.8 ACCOUNTING FOR AMALGAMATIONS
The accounting issues pertaining to amalgamations as defined under

the provisions of the Companies Act, 1956, or any other statute
applicable to companies are dealt with under Accounting Standard
(AS) 14, as evolved by the Institute of Chartered Accountants of India.
The term includes absorption as well. The basic difference between
the two terms, however, needs to be understood and appreciated.
Amalgamation results in the emergence of a new entity and the status
of the existing two or more legal entities vanishes. In absorption, one
entity takes over the existing entity and as such one (or more) legal
entity cases to exist.
Accounting Standard 14, however, excludes cases where a company

obtains control over another entity without impinging upon the status
of each company being independent and separate legal entity, but still
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deriving the benefits of ‘coming together’ by acting as one single

‘economic entity’. The accounting treatment under such situations is
covered under AS 21- Consolidation of Financial Statements.
Accounting Standard 14, also defines the terms such as transferor,

transferee, and purchase consideration.
Transferor: This represents the company which is amalgamated into

another company. The selling entity is also called ‘Vendor Company’.
Transferee: This is the entity with whom the transferor company

is amalgamated. The buying entity is also called ‘Vendee Company’.
Purchase consideration: When an amalgamation takes place, the

vendee company acquires all the assets and liabilities of the vendor
company. The difference between the assets and liabilities taken over
represents ‘net assets’. The vendee company has to pay the vendor
company for the value of net assets. This amount is called purchase
consideration .The dues are settled by issuing shares and other
securities and by paying cash to the vendor company.
The amount of purchase consideration is paid to the equity and

preference shareholder. When the vendee company undertakes the
responsibility of settling external/third party liabilities such as loans,
debentures or incurs expenses to carry out the process of
amalgamation, these do not form a part of the purchase consideration.
The accounting standard talks of two methods of amalgamation

– amalgamation in the nature of merger and amalgamation in the
nature of purchase.
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Amalgamation in the Nature of Merger
In this type of amalgamation, there is a polling of not just the assets

and liabilities but also the interest of shareholders and of the business
of the two entities merging with each other.
Accounting Standard 14, prescribes fulfillment of five conditions for a

merger to fall in the aforesaid category:
• All the assets and liabilities of the transferor company become the
assets and liabilities of the transferee company.
• Shareholders of the transferor company holding not less than 90%

of the face value of equity shares become the shareholders of the
transferee company. While calculating the 90% value, shares held
by the transferee plus subsidiaries of the transferee and nominees of
the transferee should be excluded.
• The consideration payable to the shareholders of the transferor

company should be paid through issue of shares in the transferee
company. Fractional shares, if any, can however be paid for in cash.
• The transferee has the intention of carrying on the business of the

transferor after amalgamation.
• The assets and liabilities of the transferor company are incorporated

into the balance sheet of the transferee company. In addition, the
assets and liabilities should be shown using uniform accounting
policies. For example, if the transferor company has been charging
depreciation on straight line basis and the transferee company has
been charging depreciation using the reducing balance basis, when
the two entities amalgamate, the transferor’s assets will have to be
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first adjusted under the reducing balance method and only then
added to the assets of the transferee company.
In this case, the method of accounting is known as pooling of interest

method. Accounting Standard 14, states that under pooling of interest
method, three salient features are observed:
• When the financial statements of the transferee are prepared, the

assets, liabilities, and reserves of the transferor should be recorded
at the value appearing in the books of accounts and in the same
form as on the date of amalgamation. Similarly, if there is any
balance in the profit and loss account, the same should be
aggregated with the corresponding balance of the transferee. If the
books of the transferee do not have profit and loss balance, then the
balance in the books of the transferor should be transferred to the
general reserves. Again, if the purchase consideration is less than
the paid-up capital of the transferor company, then the difference
should be recorded as capital reserves.
• If the transferor company has been following a different set of

accounting policies, then the same should be modified in
accordance with the policies of the transferee company. The effect of
any changes in the accounting policies should be reported in
accordance with AS 5.
• If there is any difference in the purchase consideration and the

amount of share capital of the transferor, the difference should be
adjusted in reserves, and no goodwill or capital reserves should be
shown in the books of accounts of the transferee.
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Amalgamation in Nature of Purchase
In an amalgamation in the nature of purchase, one company acquires

another company, as a result of which the shareholders of the
company which is acquired do not continue to possess interest in the
equity of the combined entity in the proportion in which they held the
shares in the liquidated company. Here it is also possible that the
business of the acquired entity may not be continued. This happens
when even one of the conditions listed is not fulfilled.
Under this case, the method of accounting that is followed is called

purchase method. Here the accounting for amalgamation is done in a
manner similar to purchase of assets under normal circumstances.
The salient features are as follows:
• The assets and liabilities of the transferor company are included in

the financial statements of the transferee company at their values
on the date of amalgamation. The non-statutory reserves, both
capital and revenue of the transferor company are not included in
the financial statements of the transferee company.
• If the purchase consideration exceeds the net assets value-assets

taken over minus liabilities taken over, then the excess amount is
recorded as goodwill 
 
The amount of goodwill should be amortized over a period not
exceeding five years, unless a longer period can be justified.
• If on the other hand the purchase consideration is less than the net
assets value, it is recorded as capital reserves.
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• Where the requirements of relevant statute require statutory

reserves of the transferor company to be recorded in the financial
statements of the transferee company, the statutory reserves are
credited and the amalgamation adjustment account is debited. This
account should be shown under miscellaneous expenditure on the
assets side of the balance sheet. If at a later stage this amount is not
longer required, then a reverse entry should be passed.
13.9 PROVISIONS OF ACCOUNTING STANDARD 14
Accounting Standard 14, deals with three areas that are linked when
accounting is done for amalgamation.
1. Non-cash Consideration 
 
The purchase consideration may be discharged through cash and
non-cash elements. While these elements are being recorded, the
following aspects have to be kept in mind:
• The non-cash component must be valued at fair value.
• In many case of securities, fair value would be the value fixed

by statutory authorities
• For other assets, fair value is determined with reference to the

market value of the assets
• In case the market value of some assets cannot be reliably

assessed the assets may be valued at their respective net book
value, i.e., value appearing in the books of accounts on the date
of amalgamation.
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2. Future Events 
 
A merger may be concluded with consideration payable at a
future date and subject to occurrence of one or more future
uncertain events. In this case, if the event is probable and the
amount can also be estimated, the same should be included in the
purchase consideration. 
 
On all other cases, the amount should be recorded as soon as it is
determinable.
3. Treatment of Reserves 
 
In certain case of amalgamation, the approval of the court is
necessary. In such cases, the court is empowered to impose
conditions to ensure that the scheme of amalgamation is fully and
effectively carried out. The order might include conditions
pertaining to treatment of reserves after amalgamation. Such
conditions need to be adhered to under all circumstances.
13.10 INTERNATIONAL FINANCIAL REPORTING STANDARD

3 – BUSINESS COMBINATIONS
The International Financial Reporting Standards (IFRS) uses the

terms’ acquirer’ and ‘acquiree instead of ‘transferee’ and ‘transferor’.
It lays down accounting principles from the perspective of the
transferee or acquirer. The basic provisions of IFRS 3, are as follows:
Focus of coverage: while business combinations imply combining

two entities into one, IFRS 3, states that the provisions need to be
applied even when a segment or a profit centre of one entity is
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acquired by another entity. Under IFRS 3, the acquiree company may

continue to exist as a legal entity.
Types of combinations: The IFRS covers transactions between

shareholders of two independent entities that combine into one or
between an entity and shareholders of another that result in one or
more of the following:
• Purchase of equity;
• Purchase of part or whole of the assets;
• Assumption of liabilities;
• New entity or restructuring of one or more of the combining
entities.
The purchase consideration may be paid through equity, cash, or

both.
Measurement of cost: The acquirer measures the cost of business

combinations as an aggregate of the following:
• Fair values of assets taken over;

• Value of liabilities assumed;
• Equity instruments issued by the acquirer in exchange for control;
• Any additional cost directly incurred for the business combination.
Measurement of consideration: The consideration is measured in

terms of the carrying amount of the elements stated in the
measurement of cost. If the carrying amount and the fair value differ,
then the difference should be recognized as profit or loss.
Allocation of cost: The cost of the business should be allocated by

recognizing the identifiable assets, liabilities, and contingent liabilities
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that satisfy the recognition criteria – whose fair value can be

determined. If under the business combination, non – current assets
held for sales are also acquired, the same should be recognized at fair
values less disposal costs.
The fair value of assets and liabilities are determined on the following
basis:
Tangible assets: Probability of future economic benefits in accruing to

the acquirer and reliable measurement of fair values.
Liabilities: Probability of outflow of economic benefits in future and

reliable measurement of fair values.
Intangible assets: Reliable measurement of fair values.
Contingent liabilities: Reliable measurement of fair values. In case

the fair values cannot be measured, the cost will be recognized as
goodwill.
‘Negative goodwill’ is not recognized by IFRS 3. Accounting for the

excess of net assets acquired over the fair value of considerations paid
is recognized as ‘bargain purchase’ and is recorded as a gain in the
income statement.
Accounting for restructuring costs: Restructuring costs is

recognized only when the conditions for recognition are satisfied as
per the accounting principle laid down in IFRS 3.
Concept of provisional fair values: If at the end of the first reporting

date, the acquirer is unable to determine the fair value of the assets
and liabilities acquired, the same can be accounted for on the basis of
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provisional fair values. These are then to be crystallized over a 12-

month period and are reflected as goodwill on a retrospective basis.
Measurement of goodwill: Goodwill is the excess of cost of

acquisition over the fair value of net assets. The amount so
determined is recorded as an asset reflecting flow of benefits in future.
Goodwill is not amortized but is tested for impairment each year.
Contingent liabilities: If contingent liabilities assumed and

recognized at fair values subsequently become liabilities, they are to
be measured higher than the following:
• Initial value at which the same was recognized

• Value if the amount had been recognized as per IAS 37
Deferred tax assets: Any entity may not be able to recognize a

deferred tax asset pertaining to tax loss carry forward at the time of
combination. If at a subsequent date the deferred tax happens to be
realized, the amount so realized will be recognized as again in the
statement of profit or loss. Similarly, goodwill if recognized should be
correspondingly reduced by recognizing the reduction as expense in
the profit loss statement.
Example
1. The balance sheet of Bhim Ltd., on 31, March, 2012, was as

follows:
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Balance Sheet as on 31, March, 2012

Bhim Ltd
Liabilities Amount (`) Assets Amount (`)
Authorized, issued equity 20,00,000 Goodwill 2,00,000

share Capital (20,000 share
of ‘100 each)
7%10,000 Preference Plant 10,00,000 Plant and machinery 18,00,000

and machinery share of `
100 each
Sundry creditors 7,00,000 Stock 3,00,000
Bank overdraft 3,00,000 Debtors 7,50,000
Preliminary expenses 1,00,000
Cash 1,50,000
Profit & loss account 7,00,000
40,00,000 40,00,000
Two years’ preference dividends are in arrears. The company had a

bad time during the last two years and hopes for better business in
the future, earning profit, and paying dividend provided the capital
base is reduced.
An internal reconstruction scheme as follows was agreed to by all

concerned,
• Creditors agreed to forego 50% of the claim.
• Preference shareholders withdrew arrears dividend claim. They

also agreed to lower their capital claim by 20% by reducing the
nominal value in consideration of 9% dividend effective after
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reorganization in case equity shareholder’s losses exceed 50% on

the application of the scheme.
• The bank agreed to convert the overdraft into a term loan to the
extent required for making the current ratio equal to 2:1.
• The revalued figure for plant and machinery was accepted as `

15,00,000.
• Debtors to the extent of ` 4,00,000 were considered good.
• Equity shares shall be exchanged for the same number of equity

shares at a revised denomination as required after the
reorganization.
Show:
(a) Total loss to be borne by the shareholders of the organization.

(b) Share loss to the individual classes of shareholders.
(c) New structure of share capital after reorganization.
(d) Working capital of the reorganized company.
(e) Pro forma balance sheet after reorganization.
Solution:
(a) Total loss to be borne by the shareholders of the organization: The

amount is calculated after the reduction in the value of the assets
and liabilities. While calculating the amount, factious and
intangible assets are written off. Preference dividend in arrears is
not taken into account for the purpose of the calculation as the
shareholders have decided to forego the claim.
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The calculation is as follows:
Assets/Liabilities Amount (`) Working note no

Goodwill 2,00,000 (i)
Plant and machinery 3,00,000 (ii)
Bad debts 3,50,000 (iii)
Preliminary expenses 1,00,000 (iv)
Profit and loss account 7,00,000 (v)
Total 16,50,000
Less: Creditors 3,50,000
Loss to be borne 13,00,000
Working note on (a)
(i) Intangible assets written off 2,00,000
(ii) Original value – new value = (18,00,000 – 15,00,000) 3,00,000
(iii)Debtors as per B/S = 7,50,000
Less: Amount recoverable (good) 4,00,000 3,50,000
(iv) Fictitious assets written off-preliminary expenses 1,00,000
(v) Accumulated loss – profit and loss 7,00,000
(vi)Dues foregone by creditors = 7,00,000 × 50% 3,50,000
Note: Money measurements are in rupees.
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(b) Share of loss to the individual classes of shareholders: Since the

total loss is greater than 50% of the paid-up equity share capital,
preference shareholders shall bear loss equivalent to 20% of the
total preference capital as given in point (ii) of the scheme. 
 
Accordingly, loss is shared between shareholders as follows:
Capital Amount (`) Working note no.
Preference shareholders 2,00,000 (i)
Equity shareholders 11,00,000 (ii)
Total loss as in (a) 13,00,000
Working notes on (b):
(i) Loss borne by preference shareholders 

 
Total preference capital × 20% 
 
` 10,00,000 × 20% = ` 2,00,000
(ii) Loss borne by equity shareholders 

 
Total loss – preference shareholders’ share in loss 
 
` 13,00,000 – ` 2,00,000 = ` 11,00,000
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(c) New structure of share capital after reorganization
Capital Amount (`) Working note no.
20,000 equity shares of ‘45*each fully 9,00,000 (i)

paid
10,000 9% preference shares of ‘8 8,00,000 (ii)

(‘10-20%) each fully paid
Total capital in the new company 17,00,000
Working notes on (c):
(i) Equity share capital = 

 
Capital as per balance sheet – share in loss as per (b) 
 
` 20,00,000 – ` 11,00,000 = ` 9,00,000 
 
*(9,00,000/20,000 = 45)
(ii) Preference share capital 

 
Capital as per balance sheet – Share in loss as per (b) 
 
` 10,00,000 – ` 2,00,000
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(d) Working capital of the reorganized company
Component Amount (`) Working note no.

Stock 3,00,000 (i)
Sundry debtors 4,00,000 (ii)
Cash 1,50,000 (iii)
Total current assets 8,50,000
Less:Current liabilities
Sundry creditors 3,50,000 (iv)
Bank overdraft 75,000* (v)
Total current liabilities 3,50,000
Working notes on (d)
(i) Stock – as given in the balance sheet

3,00,000
(ii) Sundry debtorsAmount as per balance sheet – bad 

debts as per scheme = 7,50,000 – 3,50,000 4,00,000
(iii) Cash – as given in the balance sheet 1,50,000
(iv) Sundry creditorsAmount as per balance sheet – claim 

foregone as per scheme = 7,00,000 – 50% = 3,50,000 3,50,000
(V) Bank overdraft 

 
The required current assets to current liabilities ratio needs to be
2:1 as per the scheme. 
 
The current assets as calculated above ` 850,000. 
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Accordingly, current liabilities need to be 50% of 

` 850,000 that is ` 425,000. Of these, sundry creditors  
account for ` 350,000. 
 
Therefore bank overdraft will represent the difference 
that is 4,25,000 – 3,50,000 75,000 
 
* Accordingly the remaining amount of the bank overdraft shall
stand converted in term loan, that is 3,00,000 – 75,000 = 2,25,000.
Note: Money measurements are in rupees.
(e) Proforma Balance Sheet after reorganization
Balance sheet after reorganization

Bhim Ltd
Liabilities Amount (`) Assets Amount (`)
20,000 Equity shares of ` 45 each 9,00,000 Plant and machinery 15,00,000

fully paid [Note (i)] [Note (vi)]
1,00,000 9% Preference shares of 8,00,000 Stock [Note (vii)] 3,00,000

` 8 each fully paid[Note (ii)]
Term Loan 2,25,000 Sundry debtors [Note 4,00,000

(viii)]
Sundry creditors [Note (iv)] 3,50,000 Cash [Note (ix)] 1,50,000
Bank overdraft [Note (v)] 75,000
Total 23,50,000 Total 23,50,000
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Working notes on (e):
(i) Equity share capital as calculated in (c)
(ii) Preference capital as calculated in (c)
(iii)Term loan = conversion of bank overdraft
(iv)Sundry creditors as calculated in (d)
(v) Bank overdraft as calculated in (d)
(vi) Plant and machinery as calculated in (a)
(vii) Stock at original value
(viii) Sundry debtors as calculated in (d)
(viii) Cash at original value
13.11 SUMMARY
Discounting cash flow technique can be used to determine the value

of the target company to acquiring company. This chapter describes
different techniques for the valuation of target companies on the basis
of various parameters and we have also discussed the accounting
rules for reporting M&A. Choice of accounting method for a
particular business combination depends upon the choice of payment
method which has an impact on post-acquisition performance
measure.
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1. Explain the concept of valuation.
2. What are the factors to be considered for purpose of valuation?

Explain.
3. Explain the different methods of valuation.
4. Enumerate the key features of Accounting Standard 14.
5. What are the key features of IFRS 3?
6. Write a short note on asset-based valuation.
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REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
373
FINANCING MERGERS AND ACQUISITIONS
Chapter 14
Financing Mergers and Acquisitions
Learning Objectives
This chapter helps you to understand financing of mergers and

acquisitions.
Structure:
14.1 Cash
14.2 Equity capital
14.3 Loan capital
14.4 Summary
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Financing a merger and acquisition is the most challenging task. Once

the deal is finalized, the acquirer is required to settle the purchase
consideration agreed between him and the target company. The
amount required depends on the size of the transaction and the
financial position of the acquirer.
The purchase consideration may either be initial consideration or

deferred consideration that is paid to the seller on completion of the
transaction. Deferred consideration is consideration that is to be paid
to the target company at a later date. The sale agreements generally
provide for a combination of these.
Deferred consideration is used in situations where the final price is

not known on completion of the deal on account of post-completion
adjustments, retentions as security for future claims, and earn outs.
Adjustments come into play where the value of an asset delivered is

more than the agreed amount or vice versa. Retentions represent
holding back of some amounts by the acquirer when the due
diligence process indicates a potential liability. The amount is retained
back as security for an agreed period of time. Earn-outs is an
arrangement where a part of the consideration is calculated by
reference to the future performance of the target company. These are
often used as incentives where owner-managed companies are sold
and the managers are to continue working with the firm post sale
also.
Earn-outs are a useful device to link the overall purchase price to the
future profitability of the target company where a greater degree of
value is expected to be realized post-completion.
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The most common modes of settling the purchase consideration

include cash, equity capital, and loan capital.
14.1 CASH
This is the most common element of settling the purchase

consideration. Cash is likely to come from reserves built by the
acquirer over the years. The amount can also be raised through
borrowings, equity offerings, debts offerings, or financial assistance.
A cash deal makes sense when interest rates are falling. This is
because the deploying the available cash profitably may not be easy.
In addition, a cash deal does not dilute the EPS of the acquiring
company.
As it leads to a heavy cash outflow, it places constraint on the near-

future activities of the acquiring company.
14.2 EQUITY CAPITAL
In order to make up for a part or the entire purchase price, an acquirer

may choose to issue shares of his/her own enterprise. This mode
occurs where the acquirer's entity is a listed company as it is easier to
compute its value. The acquirer may issue shares with restrictions
relating to dealing in shares for a limited period so as to maintain an
orderly market for the shares.
14.3 LOAN CAPITAL
The target company also opts for debt instruments such as debentures
or loan notes, to settle a part of the purchase consideration for tax
planning purposes. Loan notes, like debentures are recorded of the
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acquirers’ indebtedness to the target company to whom loan notes are

issued. The loan notes state the amount of indebtedness, interest
payable, and terms and conditions of repayment. The loan notes may
be secured or unsecured depending on the creditworthiness of the
acquirer, or the same may be offset through higher interest rate being
offered on the loan notes.
If the target is acquired through debt, the deal is termed leveraged

buyout. Here, the debt taken for the takeover is often shown in the
balance sheet of the acquired company.
14.4 SUMMARY
Accounting rules may influence not only the presentation of post-

combination performance, but also the financial structure of the deal
resulting in the combination which can be in the form of cash, equity
capital or loan capital etc.
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1. Write a short note on financing of merger and acquisition?
2. Under which situation is deferred consideration used?
3. What are the most common modes of settling purchase

consideration?
4. Write a short note on settling of purchase consideration by cash?
5. When can an acquirer make up for a part or entire purchase price

by issuing shares?
6. Write a short note on loan capital.
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REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
Video Lecture 
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POST MERGER ISSUES
Chapter 15
Post Merger Issues
Learning Objectives
This chapter helps you to understand post merger issues:
• Alternative acquisition integration approaches.

• Political, cultural and change management perspectives on
integration.
• Managerial challenges of post merger success.
• Problems and solutions in M&A integration process.
Structure:
15.1 Concept of Integration in Mergers
15.2 Issues Involved in Integration
15.3 Tools for Integration
15.4 Strategies for Post Merger Success
15.5 Post Merger Growth Strategies
15.6 The Human Side of Mergers and Acquisitions
15.7 Summary
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Though mergers result in an increase in the new organization's

resources and workforce, they do affect the efficient functioning of the
newly merged entity. This transformation is a critical period for the
organization and the workforce, which experience extra pressure and
responsibility in the form of problems of job security, identity crises,
etc. It is important therefore to motivate the employees and show
them the brighter side of the merger and how it would benefit them.
Equally true is the fact that a merger and acquisition (M&A) may not
always cause disorientation in the combined organization. There are
several examples where two or more organizations have merged in a
harmonious fashion, resulting in a bigger and more efficient entity.
A combined organization enjoys an edge over its competitors, and has

better opportunities of growth. However, this may not be possible
without paying adequate attention to the grievances and training of
the workforce, alignment of diverse processes, and utilization of all
the critical information. In addition; proper assessment of the time
and method of merger is highly essential to facilitate successful
merger of organizations.
15.1 CONCEPT OF INTEGRATION IN MERGERS
Integration in M&A can be summed up by the catchphrase ‘make him

like me’. A merger proposal involves negotiation with the target
company’s manager/ directors to facilitate a smooth deal between the
entities. Merger and acquisitions involve bringing people and
organizational structures of more than one type under single control
and effect their unification. This is one of the most complex tasks in
the process of M&A. Along with the resources, a newly formed
organization also inherits a stock of liabilities. Dealing with these
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issues and the integration of various processes is critical for the

survival of the new organization.
Mergers and acquisitions have the potential to enhance shareholder

value by creating cost advances, increase in revenue, increase in
market penetration, and/ or intangible synergies, or combination of
these. Unfortunately, most organizations fail in effectively executing
the integration process. They are also unable to handle the problems
that can occur, during the prolonged process of integration.
Mergers represent important transformations in organizations that, if

not properly managed, can create disruptions and destroy a firm’s
value. To achieve the anticipated value creation and to preserve this
intrinsic value, the integration stage must be aggressively managed
and the sources of value need to be focused on.
It is during this integration process that entities realize synergies that

result in improved earnings and cash flow that create value. The
entire process of M&A focuses on theoretical forecasting exercise until
the integration process commences. It is during integration that teams
are rebuilt, capabilities are developed, and people are motivated to
drive the integration process.
The process involves the following aspects:
• Managing multiple cultures;

• Innovating;
• Building new teams;
• Managing the complex change process.
The objective intended to be achieved during the process of

integration include completing analytical activities not completed
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prior to closing, integrating the target, and rebuilding the

organization into a stronger, more competitive entity that is capable
of creating value. This is why it is said that an M&A is a theoretical
forecasting exercise until the integration process commences.
To complicate matters further, each M&A is unique. However, there

are activities that are common to most M&A integrations:
• Demonstrating a committed and open-minded leadership;

• Building teams and work units;
• Focusing on financial and strategic objectives;
• Remaining flexible;
• Providing for capable and motivated teams;
• Assimilating new people and achieving cultural integration.
Some common challenges that organizations face in the process of

integration include the following:
• Getting employees to embrace change;

• Sharing information and fostering corporate understanding;
• Implementing the process and cooperating during its duration;
• Setting priorities;
• Combining corporate functions and internal process;
• Measuring results.
Organizations can mitigate these challenges and achieve value

creation by effectively using project management, performance
measurement, and continuous improvement methodologies.
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15.2 ISSUES INVOLVED IN INTEGRATION
It is increasingly understood that what ultimately makes mergers or

alliances work are the people and the collective cultures of the
companies that are merging. This calls for working towards and
attaining effective post-merger integration. Corporate history shows
that integration is easier said than done. When different mindsets and
differing corporate cultures come together, the task becomes all the
more challenging.
This fact is sustained by a study of the Global Workshop Group titled

‘Global Mergers and Acquisition Integration’ that states, ‘Research
evidence going back to the 1970s, suggest that M&As have an
unfavorable impact on profitability. They are strongly associated with
lowered productivity, labour unrest, higher absenteeism, and higher
accidents rates.” According to the study referred to, 50% to 80% of all
M&As turn out to be financially unsuccessful. This includes mergers
in which the two firms were rooted originally in the same national
cultures.’
Some related facts are as follows:
• Information published on CnetG in 2000, refereeing to the findings

of CEO Magazine, Business Week, and Fortune, claims that “75% of
mergers and acquisitions are disappointing or outright failures.
50% experience a decline in productivity in the first four to eight
months. 47% of senior executives in acquired firms leave in their
first year, 75% in the first 3 years.’
• Another study done by Coopers & Lybrand (1996), indicated that

85% of failed/troubled mergers are due to differences in
management style and practices.
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• Other statistics from KPMG (1987), Accenture (2002) and McKinsey

(2006), indicate the following: 
 
– 50% drop in productivity in the first 6-8 months 
– 47% of top management leave within the first year 
– 62% show zero growth over a three-year period
Research also indicates that senior executives rate ‘lack of

understanding of the importance and difficulty if integrating cultures’
as a major cause of integration failure.
While statistics would make anybody believe that M&As do not add
value as perceived, it would be wrong to generalize results. What one
needs to understand here are the causes behind these unfavorable
results. The common causes include the following:
• Failure to align leadership, management, and supervisory practices

with the new combination’s core values;
• Absence or lack of guidance about maintaining the ‘people factor’

to maintain productivity and job satisfaction;
• Failure to facilitate multi-directional knowledge transfer and

organizational learning within the new combination;
• Failure to redesign core work process in a way that involves

the employees;
• Failure in the selection of appropriate personnel for cross-border

and cross-unit assignments;
• Lack of global competencies in key managers and supervisors;
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• Failure to re-conceptualize performance management and career

planning;
• Failure to align differing benefits and compensation packages;
• Failure to facilitate the productivity of geographically dispersed

‘virtual’ teams;
• Slow decision making process;
• Failure on the part of the CEO and other top-level executives to

provide coaching or mentoring to subordinates in preparation for a
deal.
These factors infuse stress and anxiety in the combined organization

and encourage power politics. They also prevent proper information-
sharing. Thus, one finds all the ingredients of a system breakdown in
such organizations.
15.3 TOOLS FOR INTEGRATION
The post merger integration phase covers the operational part of the
merger project. Often, this phase decides if the merger becomes a
success or failure. Many of the critical success factors of the
integration phase are also referred to as soft factors. Therefore, it is
necessary to focus attention on the following issues:
• Communication of the new strategic objectives and the new vision

of the merged organization;
• Implementation of a new shared corporate and management

culture;
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• Development of a new management structure for the new,

larger organization, especially overcoming leadership problems in
very large units;
• Integration of formerly separate units from both former

organizations;
• Harmonization of management compensation and management

incentive systems;
• Overcoming language barriers and country-specific cultural

differences;
• Overcoming staff’s suspicions of the other organization – the ‘us vs

them’ syndrome;
• Filling of management positions;
• Allocation of responsibilities;
• Knowledge transfer among units that are to be integrated;
• Maintenance of customer relationships during integration phase.
These arguments clearly indicate that the succeeds of M&As is greatly

influenced by effective integration. Organizations, therefore, need to
take care of the factors discussed below:
Mission and Vision
Research by A.T. Kearney done in the late 1990s, suggested that the
vision of the merged entity has a critical function in the post-merger
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integration. It is very important for a merged company to get out of

the old format and develop a new future strategy, taking into
consideration the mission and vision of the merged organization as
well. The new organization must exploit new opportunities and take
critical decisions. However, unless the stakeholders understand the
vision of the new entity, they would hesitate to invest their time,
effort, and money in the entity. Therefore, it is critical that leaders
decide on the new vision and values for the newly formed entity. One
needs to remember that positivity in relation to a merger spreads from
leaders to workers.
The term vision’ is misunderstood in most organizations. In business,

several concepts- from strategy to operational plans- are often
interpreted as the vision of the entity. The ever-changing dynamics of
the organizational environment thus make vision the most critical
element, as it projects organizational thinking and aspirations. For all
the merged entities, shared vision is the central element that allows
them to gain the support of all the stakeholders.
Ensuring Communication
Poor communication, more than any other factor, is often to be

blamed when an entity fails in achieving the desired results. The
merging entities should practice open and clear communication with
each other in terms of knowledge, information, and technical skills. It
is the leader’s job to bridge the gap between the employees of the
merged entities. He needs to ensure that employees are introduced to
each other properly and that they make a collective effort to attain the
goals of the organization. Communication should not be restricted to
employees alone. It should be extended to all the key stakeholders
including investors, customers, suppliers, the media and industry
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analysts. All of them should be well- informed about the transition

happening in the merged entity.
Selecting the Right Leader
To speed up the process of integration, it is crucial to identify a leader

quickly, but with due consideration. The right person for the task
would be one who does not believe in doing the entire job by himself,
but resorts to teamwork. He should be able to allocate the right jobs to
the right people at different hierarchies. The success of a leader
greatly depends on intelligence, fairness, and objectivity shown in
selecting and handling a team. A team should include people from
both the companies. A leader should evolve realistic targets and offer
incentives for reaching the targets. He should leave no stone unturned
to maintain the focus of the integration team on capturing value.
Welcoming New Culture
A merged organization should not interpret cultural differences in a

negative sense. On the contrary, the differences should be effectively
utilized to derive value. The merging entities should ensure that
integration is attained not through the prevailing organizational
cultures of the merging entities, but through a culture that
emphasizes performance. Performance culture can be defined as a
practice that focuses and lays stress on efficiently at all levels
irrespective of hierarchy. If the merged entity can promote
performance culture, attaining integration is just a matter of time.
Team-building
Merger gives way to new teams. The teams that come into existence
may have diversity in language, culture, religion, economic
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background, etc. Differences should not be perceived as a threat;

instead, they should be looked upon as a source of value creation. The
leader has to play a very important role and needs to encourage
coordination and cooperation among the new team members. They
should be encouraged to rise above their differences and work
together for the growth of the merged organization. They should be
made to focus on the new vision of the merged entities.
Capturing Value from Different Sources
The biggest advantage merged entities enjoy is diversity. The diverse

characteristic of the workforce and value systems can be used as the
basis of capturing value. Diversity provides several key sources of
capturing value.
Depending on the circumstances of the merger, some will be more

valuable than others.
As an example, the following areas can be considered for identifying

sources of value:
1. Growth-oriented sources of value
• New products, service offerings, markets, customer segments,

and distribution channels;
• Enhanced market presence and market capture;
• Enhanced product development efficiency, such as leveraged
research and development and internal best practices;
• Combined technologies or capabilities;
• Leveraged sales force;
• Increased capture of the value chain.
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2. Efficiency-oriented source of value
• Integrated supply chain;

• Leverage procurement volume (product and non-product);
• Production footprint optimization;
• Facility optimization;
• Vertical integration and de-integration;
• Distribution channel optimization;
• Sales force optimization;
• Headquarters consolidation;
• Support function consolidation such as human resources, finance,
IT, etc.
3. Other source of value
• Financial value such as balance sheet items, taxes, etc.;

• Optimized programmes and policies, such as benefits programmes;
• Rationalization and/or elimination of special programmes, projects,
etc.;
• Additional alliance or relationships.
Organizations that can address the aforementioned issues effectively

can be sure that the merging entities shall integrate successfully.
15.4 STRATEGIES FOR POST MERGER SUCCESS
Roger Cline, Director of Hospitality Consulting Services of the

erstwhile Arthur Andersen suggested the following strategies for the
success of mergers by challenging odds on the post merger
integration success:
• Provide visible leadership from top management;
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• Ensure that the transition follows a structured and phased

approach;
• Ensure that goals are clearly defined and progress is tracked;
• Manage change from the outset;
• Use best practices to drive the creation of the new organization and
its business process;
• Use cross-functional teams to drive the merger;
• Ensure that communication is well-planned and coordinated;
• Recognize that a merger is fraught with risk – avoid taking too

much for granted;
• Focus on adding value to the enterprise, while avoiding those

actions that can destroy it;
• Avoid the compromises that result from playing to politics;
• Concentrate on key employee retention – some employees may not

have the same roles as before, but their value should be recognized
and their egos nurtured;
• Identify the leadership who will make the merger work. It is a very
tough process and not always suitable for managers who have
proven to be best at organic growth;
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• Do not leave culture clashes left unchecked – culture can be

pervasive and the differences between two merged companies can
undermine the best laid plans for collaboration;
• The ‘cultural migration’ to the desired organizational behaviour is

best achieved by a visible example along with continuous
reinforcement;
• Information technology systems are frequently incompatible – it is

best to come to grip with this reality sooner than later;
• Recognize the importance of the company’s customers and its own

people. Mergers offer great opportunity for competitors to raid the
company for its best people and customers;
• Focus on the 80/20 rule commonly known as the Pareto Principle

which submits 80% of the effect come from 20% of the group;
• Avoid over-analysis. When one has a tendency to over-analyze, one

is influenced by the desire to be perfect. Excessive focus on
perfection is generally ineffective. The delay it causes encourages
resistance to change which undermines the plans that is eventually
implemented;
• Finally, do not miss revenue enhancement opportunities that come

through cross-selling and the development of new products and
services for the expanded customer base.
15.5 POST MERGER GROWTH STRATEGIES
All merger interventions are complex change initiatives, and post-

merger integration activities are the key elements of successful
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changes. A structural plan is required for the post-merger period. The

management should be aware of all the types of outcomes. Extensive
planning is required not only before the mergers, but even after the
merger deals are done. Facts and research support that 70% of the
outcome of a merger depends upon the way activities are handled
during the post-merger period. Management should be well prepared
not only for the changes, but also for the outcome of the changes. Any
ignorance on the part of companies to develop a merger integration
plan, taking it for granted that after the merger other adjustments will
happen automatically is a big mistake.
During the process of integration one is required to carry out the

following crucial activities:
• Manage expectations;
• Communicate decisions through the right channels in a timely
manner;
• Give consistent messages about strategies to all stakeholders;
• Assign management change arrangements so that they facilitate
change and ensure that all hurdles in the process are removed.
A company that is unable to create a trusting environment falters in

the very first stage, making the process difficult to complete. Creating
an environment where the stakeholders feel safe and satisfied helps
companies to introduce and sustain change and make it part of the
corporate structure.
 
The post merger growth of the entity depends on the following
elements;
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Effective Human Resource Strategies
It is the moral responsibility of the merged entities to communicate

changes openly at the right time with all the levels of the
organization. The reason is that the bottom of the organizational
pyramid gets most affected by mergers. Employees should be
effectively motivated to support the changes which arise due to
mergers.
Social Cultural Integration
Merged companies should take special care to promote social and

cultural activities to bridge the difference across the organizations and
among the employees. Questionnaires and interviews are of great
help in knowing the views and idea of the organization employees.
They aid in accelerating the integration process.
Reliable Environment for Employees and Customers
Creation of a trusting environment and satisfaction of the customers

and employees is another post merger necessity. To make a change
sustainable and make it a part of the corporate structure, a company
must provide a healthy and new atmosphere to its employees and
customers. Changes are not easily accepted, so it becomes very
important that both employees and customers should be slowly
introduced to them.
Well-informed Stakeholders
Stakeholders are an important part of any organization. Therefore, the

merged organization must keep the stakeholders well informed about
the changes that have taken place in the organization, and how the
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stakeholders would be positively or negatively affected due to these

changes.
Expectations Management
The merged organization should be ready to welcome changes at

regular intervals. In addition, it should be well prepared to meet the
rising expectations of customers, employees, stakeholders, and the
market as a whole.
Change Agent
An effective management is the most important change agent. The

management can work as an intermediary between the pre merger
and post merger expectations and ensure that they are met. The
management should take care of the following phases of the post
merger integration:
• Identification of the strategies;

• Establishment of the integration plan;
• Implication of the plan.
Integration guidance and major decision should be in line with the

future vision and development strategy for a post merger company.
Effective Schedule
It is very important that an effective, quick and crisp schedule is

prepared for post merger integration. This is because a prolonged
post merger growth strategy might lead to unnecessary rise in costs,
which includes time, money, and material costs.
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It is very important to have an external and internal growth strategy

so that there is a simultaneous growth of the merged company/
organization in finance, marketing, sales, personnel matters, etc.
Apart from becoming bigger in size, a merged organization should
also strive to become better and more efficient in its process.
Detailed Market Research
An extensive primary and secondary market research is required so

that market expectations can be met effectively.
A well-managed merger can help a merged company to create

opportunities for higher growth, better profitability, better efficiency,
and optimum productivity. In a global and highly completive market,
the issue of post merger growth strategies gains more importance.
Irrespective of sector in which merger happens – insurance, banking,
automobile, retail, or any other sector, post merger adjustments are
crucial for sustainable and profitable growth.
15.6 THE HUMAN SIDE OF MERGERS AND ACQUISITIONS
A purely economical approach towards mergers fails to consider a

key element- the people. A good merger can fail despite good
financial or strategic sense, if the human element is ignored. In most
mergers, the human side is treated very lightly without realizing that
such a move could be catastrophic. By focusing on the human aspect,
the risk of failure of the proposed M&A can be reduced to a great
extent. Most mergers fail as the expectations of the employees,
customers, and clients are overlooked. For the merged entities to
work together harmoniously, it is important that the corporate culture
of both the companies go hand in hand. Though inherent differences
will always be there real challenge is in integrating these differences
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and pursuing the set objectives. It is important to assess the quality of

people in both the entities. A successful post merger integration
process requires good governance and healthy management practices,
attention to cultural profiles and focus on individual behaviour. While
cultural conflicts can have a strong negative effect on the post
merger integration process, one needs to resolve them at the
earliest.
A good merger would have the following features:
• It takes into consideration the people affected by it and involves

them in the process of the merger;
• It keeps the employees well-informed;
• The right people are assigned the right tasks;
• Continuous efforts are made to minimize the negative effects of the

cultural differences between the employees of the merging entities;
• Continuous measures are initiated to unite people;
• Importance is given to the views and vision of executives of both

the sides;
• Talent is recognized and suitably rewarded;
• Employees get continuity in employment and work in a fair

environment;
• Queries are not left unanswered;
• It promotes employee satisfaction;
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• An honest appraisal of the situation is done and communicated to

all;
• The HR department is effective and fair to all.
Once the merger has happened, the people component becomes an

important ingredient of the success of the merger. The right time to
give importance to people is even before due diligence. The people
component should be addressed much before the deal is announced.
A merger can fail if the organizations decide to quickly change the
behaviours that are an outcome of gradual social developments. A
holistic approach and a sustainable effort towards change is a better
option. A merged organization takes it for granted that everyone is
aware of the vision of the merged company. The management may
interpret the vision in a different way and employees may perceive an
altogether different meaning. A merger can be successful only if the
management, employer, and employee have a common
understanding of the vision and mission.
People issues are considered to be soft issues, but if they are ignored,
an organization can lose its momentum to grow. It can lose its key
talents, customers, and perhaps a significant portion of market share.
The employee’s productivity may also go down. Therefore, they
should be given some time to adjust to the new merged atmosphere.
Involving employees in cultural and social meetings is a good option
before the mergers happen. Employees in both organizations should
be continuously updated about changes in relation to wages,
compensations, benefits, employment contracts, etc. An effective
human capital programme is one in which people are involved in all
the phases of M&A transactions – pre-deal, during the deal and post-
deal.
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While entities pay a lot of attention to the financial elements, they are
often not adequately prepared to tackle critical people issues such as
retention of key talent, engaging the customer-facing workforce,
communication, remuneration and rewards, and cultural integration.
An international survey of HR managers conducted by global

consultant Mercer in 2009, revealed that only around 21% of
companies involve HR at the strategy and planning stage of a merger,
acquisition, or other similar business transaction.
The focus of managers is so much on the financial imperatives that

they either do not involve HR, or they do it so late that it creates a
significant negative impact on the ultimate value and success of the
transaction. Increasingly, managements are realizing that human
capital has an enormous impact on the company’s financial
performance, both short and long-term, and hence, neglecting people
issues can aggravate matters and increase the risk of failure.
Mercer has identified three key factors to help companies achieve

merger success, and people dimensions play an important part in
each. Companies need to ask themselves questions in the following
areas:
Business logic: Why is the deal being done and what needs to be
achieved? How will we define ‘success’ and what are the people
issues that need to be tackled to achieve success?
Price paid: What is the economic baseline and what improvements in

post- merger performance do we need to see? What are the people-
related programmes that will have a major impact on performance?
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Integration: How do we translate the strategy to merge or acquire

into real value? How will the new organization be established and
how can we motivate people to drive sustained success?
In a nutshell what the management of the merging entities needs to

remember is that a successful M&A strategy is one where HR spans
all the stages of the transaction – pre-deal strategy and planning,
carrying out due diligence, and post merger integration.
The process of integration is very crucial to the success of M&As. All

companies carry out the process with utmost sincerity, but do not
always succeed. Here the observation of Deloitte Consulting sounds
very appropriate: It is not that companies deliberately set out to leave
integrations undone. However, even the most far-sighted integration
projects can fall prey to powerful external and internal pressures that
prioritize speed, risk avoidance, and immediate cost synergies over
the need to make long-term business investments.
15.7 SUMMARY
To sum up, post merger integration in a wider term encompasses the

recognition of each and every aspect of the company’s functional area
to achieve the objectives planned and aimed at merger and
acquisition. Depending on the type of acquisition made, its strategic
rationale and value creation logic, the companies involved in the
merger have to be integrated in varying degrees. It involves
integration of systems, processes, procedures, strategies, reporting
systems, etc. Integrating organisations may require people to change
their mindset, cultures and behaviours. Cultural issues have to be
addressed during integration process. Integration implies a full
consolidation of the operations, organisation and culture of both firms
over time.
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1. What do you mean by integration in mergers?
2. Discuss some tools of integration.
3. Discuss some post merger growth strategies.
4. What are the features of a good merger?
5. Write a note on tools of integration.
6. Write a note on importance of human element in mergers.
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REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
403
ALTERNATIVES TO MERGERS AND ACQUISITIONS
Chapter 16
Alternatives to Mergers and Acquisitions
Learning Objectives
This chapter helps you understand the alternatives to mergers and

acquisitions:
• Concept and types of divestitures.

• Reasons and benefits of divestitures.
• Concept and types of strategic alliances.
• Pros and cons of strategic alliances.
Structure:
16.1 Concept of Divestitures

16.2 Types of Divestitures
16.3 Reasons for Divestiture
16.4 Benefits of Divestitures
16.5 Strategic Alliances
16.6 Types of Strategic Alliances
16.7 Implication of Strategic Alliance
16.8 Benefits of Strategic Alliances
16.9 Weaknesses of Strategic Alliances
16.10 Strategic Management of Alliances
16.11 Internal Development
16.12 Conclusion
16.13 Summary
404
Companies consistently look for ways to add value to shareholders’

wealth. This is done through expansion or contraction of operations.
Mergers and acquisitions (M&As) tend to focus on corporate
expansion, but companies are often forced to contract or downsize
their operations. This occurs when they are performing poorly, the
concerned line of operations no longer fits into the company’s plan, or
the company wants to undo a previous M&A that has failed to deliver
value.
Companies have three different alternatives to M&As, apart from

several corporate restructuring strategies on corporate restructuring.
These alternatives are divestitures, strategic alliances, and internal
development. The general presumption is that corporate contraction
or divestitures has a positive impact on stock prices as it helps the
company to get rid of divisions that are no longer adding value and
are pulling down the profits of the company. Likewise, alliances help
the companies also opt for internal change/development, which is
expected to add value to the operations. All these are probable
alternatives to M&As.
This chapter deals with corporate contraction and the methods

deployed by a company to determine whether a particular division is
worth retaining, or whether the company needs to come out of its
shell and explore moving out of its core area of operations. The
process is complicated since the company may have its own
perspective on the matter and as the decision to adopt a particular
strategy is need-driven.
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16.1 CONCEPT OF DIVESTITURES
The sale of a part of a firm to another company is referred to as a

divestiture. The firm that sells a part receives the payment in cash,
marketable securities, or a combination of both. Divestitures are
simple exit routes and do not result in the creation of a new entity.
They involve simultaneous contraction (of the selling firm) and
expansion (of the purchasing firm).
The primary reasons for adoption of divestitures are as follows:
• Certain (saleable) assets do not contribute to the firm’s profits;

rather, they put extra pressure on its resources;
• Divesting the excess assets can help a firm focus on its remaining
assets thereby increasing the overall efficiency of the enterprise.
Although most firms look forward to opportunities to expand,

regulatory measures in the market often restrict such ambitions.
Expansion does not always result in a more successful and profitable
firm. An unsuitable expansion can adversely affect the firm’s existing
business. Expansions are particularly risky during recession.
In such an environment, divestitures can be a good alternative to deal

with. Divestitures have always formed a small part of the net
transactions. However, the early and mid-1970s, witnessed a
significant rise (up to 54%) in the share of divestitures.
When market conditions started improving, divestitures again slowed

down. However, the 2000s, again saw an increase in divestitures as
the global economy started experiencing a slowdown. Divestitures
represent sell-offs of previous acquisitions. This is generally done to
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correct the common belief that the said acquisition has failed to add
value. Research carried out by Kaplan and Weisbach covering 271
companies that had completed acquisitions between 1971 and 1982,
showed that 119 of these were divested by 1982. Most of the divested
entities were held for an average period of seven years. Further
analysis of the motive behind divestitures indicated that diversifying
acquisitions were four times more likely to be divested than non
diversifying acquisitions. Another trend observed during the late
1980s was that when M&As slow down, the pace of spin-offs and
divestitures increase and vice versa.
16.2 TYPES OF DIVESTITURES
Divestitures are classified into two types – voluntary and involuntary.
Voluntary Divestitures
This is a process wherein the selling entity feels that a certain division
is not adding to its profitability, and is diverting the company’s
attention from more profitable divisions. To refocus its attention on
the profitable divisions, the company might decide to divest the
unprofitable division. Such divestitures help the company get rid the
unprofitable division’s assets and help in improving its overall
profitability. They also result in increased cash flows for the company,
which could be deployed towards the following:
• Expanding profitable divisions;

• Distribution among the shareholders;
• Repaying outstanding debt.
The divestment of Raymond’s synthetics division to Reliance

Industries and steel business to Thyssen Krupp, and the divestiture of
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the detergents division by Tata Chemicals are examples of voluntary

divestitures.
Involuntary Divestitures
When a firm is compelled to divest itself off a particular asset as a

result of a legal dispute, it is referred to as an involuntary divestiture.
For example, one of the biggest mergers in the history of railways
took place in June, 1983, when Santa Fe merged with Southern Pacific.
However, it was followed by an antitrust petition filed against the
merger. In June, 1987, the Inter State Commerce Commission (ISCG)
adjudged that the merger was against fair competition in the market.
Subsequently ISCC ordered Santa Fe-Southern Pacific to submit a
divestiture plan within 90 days. As a result, the stock price of Santa Fe
registered a steep decline and the firm became a target of a bid by the
Henley Group.
16.3 REASONS FOR DIVESTITURE
Divestitures are motivated by a variety of reasons. Some of them are

described are:
Unprofitable Division
When a particular division of a company does not contribute to

profitability, the company may consider divesting it. It could be
bought by another company that can make the division a productive
part of its enterprise and use it to increase its own efficiency and
profits.
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Bad Fit
Sometimes businesses on sale are bought by firms with an intention to

enhance their existing efficiency and productivity. However, the
purchased asset may not perform as anticipated and turn out to be a
bad fit. In such cases, the firm may consider divesting the
unfavourable acquired business.
Reverse Synergy
Synergy refers to the added values that result from the combination of
assets or business. A merger (or acquisition) produces synergy when
the value of the combined entity is higher than the sum of the
participating units. However, this may not always be the case.
Mergers (or acquisitions) can also lead to a decline in the value of the
resultant firm. That is, the value of the combined entity becomes
lower than the value of the sum of its parts. Such reduction in the
value is referred to as reverse synergy. The firm affected by it can
choose to divest the acquired asset to generate cash inflows.
For example, United Airlines acquired Hertz, a rental car company,

and Westin and Hilton International hotel chains to rap benefits of the
combined enterprise. However, the acquisition resulted in reverse
synergy as the stock prices of the combined entity started falling. The
divestiture involved a hostile bid from Coniston Partners, a New
York-based investment firm that believed that the combination of the
entities had led to the destruction of value of the separate parts.
Failure to Generate Hurdle Rate of Return
The hurdle rate of return is the minimum threshold that a company

uses to evaluate projects of acquired targets. The hurdle rate is
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generally lower than the firm’s cost of capital. When an acquired

division fails to generate more than the expected hurdle rate, the
parent company might decided to divest the division.
However, before divesting such a division, the parent company

analyses the reasons behind non-generation of the hurdle rate of
return, which varies with the decline in the industry, increase in cost
unionized labour force, etc.
It is often observed that the managements of such companies are

reluctant to sell such division as they feel it gives the impression of
inadequate performance or acquisition of a poor target. They continue
to hold on to such division for a longer time than justified by their
performance.
Capital Market Factors
Very often, a combined entity has business interests in diverse sectors.

Such an entity fails to appeal to all types of investors, thus
discouraging them from investing in the combined entity. For
example, a combined entity has business interest in fast moving
consumer goods (FMCG) and automobiles. Some investors might be
interested in investing in FMCG but may not be keen on investing in
the combined entity for they want to stay away from automobiles and
vice versa. The end result is that the combined entity carries no
appeal for both categories of investors. Both categories of investors
however do not mind investing in standalone entities engaged in the
sector of their interest, for they have clearer identification and market
segmentation. In such a situation, divestiture is the answer. The entity
could divest one of the sectors, thus increasing its access to capital
markets.
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Generation of Cash Flow
A firm, particularly during a financial crisis, resorts to divestiture to

generate cash flow. Firms choose to sell a division that owns long-
term assets. For example, Chrysler Corporation was compelled to sell
of its prized tank division in the face of imminent bankruptcy (1980).
Similarly Navistar had to sell its well-performing asset Solar Turbines
to Caterpillar Tractors Company to pay off part of its huge debts.
Abandoning Core Business
Every business reaches a stage of maturity, which reduces growth

opportunities. An entity that faces this situation diversifies into more
profitable areas and finances expansion of such projects by selling off
the core business. The business world is full of example wherein
companies have moved away from their core activities. Not all of
these have been failures, but the shift has certainly posed a new set of
challenges to the entities. Such companies enjoy a strong niche
position within a larger market. However, the company may strongly
feel that its need to grow is prevented by insufficient growth
opportunities in its historic specialty, and it is imperative to venture
into the broader arena. Some examples are as follows:
• Greyhound sold off its business just because the management felt
the bus business had matured and had no growth potential.
• Dell, a $35 billion company with a $3.5 billion cash flow, started
looking for growth beyond the PC segment. It started exploring a
range of adjacency initiatives, including low-end switches, printers,
and supplies, handheld devices, and even retail kiosks. There is no
doubt that a company such as Dell had hundreds of choices given
its commanding position, but the company narrowed down on a
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few, for it felt these products would help the company to maintain
the remarkable growth momentum of the past.
• Hillenbrand Industries is another classic example of this

situation. Hillenbrand is in two business – mechanical hospital beds
and caskets. Both markets have been growing at less than 5% per
year with Hillenbrand having more than 70 market share in each
segment. The company realized that further growth in its market
share was limited, and driven by hospital use and burials. So the
company was forced to examine business that utilize its basic skills
but might be several steps away from its historic cores.
• Enterprise Rent-A Car is another example. The company enjoyed a

commanding market share of replacement rentals from body shops
and insurance companies. The company was encountering
entrenched competitors in every direction, such as Hertz and Avis
in business rentals. Alamo in leisure rentals, PHH and GE Capital
in fleet leasing, etc. The company tried to venture into new
business/locations as a result of this increasing competition.
The aforesaid examples clearly indicate that one company’s adjacency

is another company’s core, for markets often have many related
customer and product segments.
16.4 BENEFITS OF DIVESTITURES
All corporate restructuring strategies are carried out with the sole
objective of creating value and attaining competitive advantage.
Divestment is no different. Companies aim at drawing a number of
benefits from divestment. Some are now discussed.
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• Companies go for divestitures where justification lies in

increased economies of scale and economies of scope. If a steel mill
owns a coal mine and also ventures into the road transport
business, such an entity could make better use of its coal mine in its
own operations without depending on the road transport business.
The company would do well by focusing on the coal mine and
divesting its assets in the road transport business.
• Divestiture is also resorted to when companies fail to attain

anticipated synergies. While these are related to the concept of
economies of scale, they attempt to translate product-specific
technologies to entirely different markets. For example, a
manufacturer of military aircraft may purchase a company building
business jet operating at a loss. This plan is driven by the fact that
the company’s engineering expertise could be applied to design
better and therefore more profitable airplanes for the business and
passenger segment of the market. The company may later realize
that its expertise can be applied only in manufacturing military
aircrafts and other high-speed maneuverability and radar-evading
designs, but not for making aircraft for private operators. Thus the
company is unable to apply the advantages from its knowledge of
military technologies to the civilian aircraft market. In this
situation, the company may not be able to exploit its strength and
capitalize on synergetic benefits. It would be better for the company
to divest from the civilian aircraft market.
• Divestiture is very advantageous where business cycles are

involved. For example, a paper and lumber company may diversify
its operations and start producing certain types of specialty
chemicals. This can certainly provide the company with an
alternative source of income, unlike the paper and the lumber
markets that are seasonal in nature. What is even more important to
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note is that when one sector is unprofitable, the other would

provide stability in earnings. This obviously is in interest of the
company. While the industry presumes that this would coincide
conveniently, it may not happen every time. If the business cycles
do not coincide as presumed in the example, the company might
decide to divest from one industry to stem its financial losses and
generate capital to pay off its debt, if any. The decision to divest
may actually increase the value of the company and it may
continue to grow unabated.
• A company may also choose to divest unrelated divisions if

the management believes that it can no longer administer the entity
being placed on the block efficiently. For example, a steel
manufacturer may decide to diversify into manufacturing final
products, say automotive components, household appliances, and
missiles. It is important to remember that while all the products are
made out of steel manufactured by the parent company, each
division may build unique administrative organizations and reflect
different cultures based on the markets they serve. The concern
here is about the position of the parent company. If the parent
company loses its competitive position in steel, all divisions would
suffer. If the parent company were to exit the market, it would have
three functionally dissimilar companies. Over a period of time, the
management may feel that its assets are not appropriately
distributed and may decide to divest one of the divisions that
contributes the lowest earnings in proportion to its worth and
investment. The funds so realized could then be channelized into
the other businesses to make them more effective and profitable.
• Companies also look at divestment as an invaluable strategy of

discovering unanticipated economies and synergies through trial
and error. For example, a company whose core competency lies in
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financial control and administrative consolidation might aim to

become a fully diversified conglomerate hoping it would add to its
profitability. If this does not happen, the company may divest from
some of its operations and try to get into another sector.
16.5 STRATEGIC ALLIANCES
Strategic alliances refer to arrangements in which business entities

join forces to form, a cooperative partnership. Typically neither owns
the other, thought they often create a third entity. In common
parlance, strategic alliances are also called joint ventures. Strategic
alliances, if approached realistically, can provide companies with
meaningful ways of achieving growth through cooperation. It is for
this reason that such arrangements are growing at a very rapid pace.
For example IBM has over 400 alliances with firms ranging from Sear
to Apple. It is important to note that in each arrangement, the
company pursues different goals.
IBM’s cooperative arrangements with different partners
IBM partners Goal

Ferranti Market penetration of PS/2 systems
Toshiba Sharing of development costs
DEC, Apollo and HP Development of a competitive advantage of Sun and AT&T
Siemens Sharing of R&D costs
Microsoft Improvement in completive position
What is very important to remember is that strategic alliances make

sense when each party has strengths that offset the weakness of the
other. For example, Dow Corning has always seen performance levels
higher than those of its parents – Dow Chemicals and Corning Glass.
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Why do Companies Enter into Strategic Alliances?
As stated earlier, strategic alliances help in offsetting the weakness of

one entity with the strengths of the other. The goals and motives of
strategic alliances, which can be classified into three categories –
internal, competitive, and strategic reasons. Let us see the sub-
elements under each category.
Internal Reasons
Companies may enter into strategic alliances for the following

internal reasons:
• To spread costs and risks;

• To safeguard resources which cannot be obtained through the
market;
• To improve access to financial resources;
• To derive benefits of economies of scale;
• To gain access to new technologies, customers, and innovative
managerial practices.
Competitive Goals
The following competitive goals motivate companies to enter into

strategic alliances:
• To pre-empt competitors;
• To create stronger competitive units;
• To influence the structural evolution of the industry;
• To respond defensively to blurring industry boundaries and
globalization.
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Strategic Reasons
Companies may enter into strategic alliances for the following

strategic reasons:
• To create and exploit synergies;

• To transfer technologies and skills;
• To diversify and derive related benefits.
16.6 TYPES OF STRATEGIC ALLIANCES
Strategic alliances can be structured in a number of ways. Each

structure generates benefits and synergies, poses challenges, and
leads to conflicts. These elements need to be monitored and managed
during the course of implication of the alliance. Six types of alliances
have been suggested that differ from one another in terms of the
relationships between partners and the strategic focus of the alliance.
Complimentary alliance: Under this alliance, the partners combine

their technologies to diversify their existing products/market
portfolios.
Market alliance: This alliance aims at combining the market

knowledge of one partner with the production or product know-how
of the other.
Sale alliance: Here producer and a local partner cooperate in an

arrangement that is a mixture of independent representation and own
branch.
Concentration alliance: Here competing partners cooperate to form

larger and more economic units.
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Research and development alliance: In a research and development

(R&D) alliance, the partners aim to create synergy by making joint use
of research facilities, exploiting opportunities to specialize,
standardizing combined know-how, and sharing risks.
Supply alliance: In a supply alliance, competitors who need similar

inputs need to cooperate with one another to safeguard supplies,
reduce procurement costs, or to prevent the entry of new competitors.
16.7 IMPLICATION OF STRATEGIC ALLIANCE
A strategic alliance can have serious and far-reaching implications on

the very continuance of the alliance, if mismanaged. The partners can
have misunderstandings and conflicts on account of various factors
such as the following:
Formal Structure of Relationship between Partners
Partners in a strategic alliance enter into a formal and well-defined

relationship that can be horizontal, vertical, or neutral in nature.
A horizontal relationship is one where the partners are competitors

outside the area of the proposed alliance. In spite of the alliance, the
partners can have conflicts on areas such as influence of the partners
on the alliance strategy, basis of profit-sharing, contribution or
sacrifice made by partners, and how other view it, etc.
A vertical relationship is one where the partners share a supplier-

customer relationship. The areas of conflict under this relationship
include purchase and supply obligations of each partner and legal
obligations of the partner’s dependence of the partner on the alliance.
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A neutral relationship is one where the partners come from differ

business areas. The areas of conflict include strategic orientation of
the alliance and strategy for handling the situation when the markets
converge.
Partners need to ensure that these areas of conflict are known and
proper corrective measures taken at the very beginning to avoid
future misunderstandings.
Internationality of Alliance
The alliance faces a different set of challenges and issues when the
partners come from different countries. This is because of the
prevailing cultural and business differences, differences in language
of the two countries, difference in customer needs and consumption
patterns, etc. These elements can have a very serious impact on the
alliance.
Value-added Chains
A strategic alliance also has to deal with the challenges and conflicts
that emerge as a result of its position in the value-added chain. This
position affects the autonomy and control relationships within the
alliance. For instance, the autonomy of some partners is bound to be
sacrificed if the alliance pattern is closer to the core activities of certain
other partners.
Profit/Ownership-related Issues
These issues affect the performance and responsibilities of the

partners and determine how the alliance would grow in the future.
This aspect includes elements such as structure of the contracts, profit
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sharing, and authority assigned dominance of a partner in the

alliance.
Orientation of the Alliance
This element gives rise to issues and problems related to the daily
operation of the alliance. The possible areas of difference between the
partners include autonomy, coordination, adaptability, and
responsibility-sharing among partners.
16.8 BENEFITS OF STRATEGIC ALLIANCES
Strategic alliances generate the flowing benefits:
• The partners can share the burden of investment required in the

alliance. 
 
In addition, the partners are not required to invest in developing
the entire range of capabilities required as a lot of them already
exist, which the partners are willing to share.
• The alliance is able to attract funds easily as it is backed by entities

that are willing to contribute in all possible ways to make the
alliance successful.
• Alliances are very beneficial to small firms that may not have the
required competencies in all areas. They depend on larger firms to
perform specialized functions which are beyond the purview of the
small firms. For example Cetus, one of the leading biotech firms,
entered into a number of alliances biotechnology. Under the
alliance, Cetus provided the bulk research, while the larger firms
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took care of activities such as financing, marketing, and

manufacturing capabilities.
16.9 WEAKNESSES OF STRATEGIC ALLIANCES
Strategic alliances generally suffer from strategic issues that affect

overall performance of the partners. The common weakness include
those described below:
Harmony-related Issues
This is a major concern in strategic alliances as the expectations of the

partners differ. Harmony-related issues may also arise with partners
who may make unequal contributions to the alliance, but have very
high expectations. These problems arise as related issues are taken
very lightly in the initial stages. When harmony gets affected, it
results in an atmosphere of mistrust and absence of commitment.
Implication Issues
Translating a planned strategy into reality is very difficult task. The

partners who form an alliance usually agree to a certain strategy.
However, they often fail to discuss its implementation, which is very
complicated and poses many difficulties. The problems are further
aggravated when partners are from an unfamiliar industry and lack
the experience to develop a realistic industry-based strategy.
Problems of Coherence
The issue of coherence arises for partners who are often confronted
with additional expectations which are left unexpressed. It may be
because they could not be ascertained at the stage of finalizing the
alliance. Sometimes, the expectations also undergo significant
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changes. This affects the trust and commitment of the partners and
leads to destabilization and weakening of alliance.
Changes in Business Environment
There is always a time lag between entering into an alliance and

making it operational. During this time lag, the business environment
could change, leading to new developments, new expectations, as
well as new opportunities. These new opportunities may conflict with
the original goals and objectives of the alliance, resulting in a re-
evaluation, re-negotiation, and redefining of the alliance. This may
not always be possible as it strains the relation between the partners.
16.10 STRATEGIC MANAGEMENT OF ALLIANCES
Achieving close coordination between the partners of a strategic

alliance is the biggest challenge. The alliance can grow unabated,
provided the existing differences and incompatibilities are resolved
effectively. These can be avoided in the following ways.
Clear understanding between Partners
The partners in the alliance should establish a clear understanding on

all aspects of the partnership so that conflicts are avoided. It requires
a detailed discussion of the following elements:
• Mission of the new venture;
• The products/services that the venture would offer;
• The markets it will operate in;
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• The role, responsibilities, and obligations of each partner;
• The course of action to be followed in the event of differences

among partners;
• The procedure for dissolving the venture, if necessary.
Avoiding Excessive Stress on Legal Contract
While entering into a contract, stating the terms and conditions of the
alliance is crucial. However, laying excessive focus on the contract to
make the alliance work never gives the desired result. Alliances
succeed when the partners and their representatives walk that extra
mile to make them work. Referring to the contract and its provisions
obsessively can only spread bitterness and mistrust. As stated earlier,
Dow Corning was created with a handshake and was already on the
path of growth by the time the contract was actually signed between
the partners.
Avoiding Greed
Alliances are entered into for mutual benefits through synergies. It is

important that all the partners contribute sincerely towards
attainment of the objectives and mission. There is no room for greed
in an alliance where the partners agree to route-sharing, on the basis
of routing and cost. The adoption of route-sharing strategy helps the
airlines to block the competitive threat of preferential routing in
specific markets in which the airline chooses to compete. While such
an alliance is expected to ensure competitive parity, in reality it may
not happen. The senior partner in the alliance would like to retain a
major share in this arrangement out of sheer greed, posing problems
to the very continuance of the alliance.
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16.11 INTERNAL DEVELOPMENT
Internal development is a strategy of building new business in-house,

more or less from scratch. Internal development is also known as
corporate entrepreneurship.
Internal development can be pursued in four different ways:
Venture Capabilities
In this strategy, the company acts as a venture capitalist. A venture

capitalist is one who provides funds for a new project, generally in a
new sector. For example, Exxon invested in 18 new ventures in 10
years from the 1980s onwards. Of these six became very successful
and Exxon subsequently bought them. The other 12 were never
bought by Exxon but still represented sound financial investment as
Exxon had invested $ 12 million in these projects and got a return of $
218 million in cash or marketable securities over a 10-year period.
New Venture Incubator
Under this strategy, the company provides not only funds for the
proposed venture, but also provides low-cost space, equipment, and
limited managerial support. Such entities might be started within an
existing company/corporate sponsor or as an independent entity
assisted by a company/corporate sponsor. New venture incubators
are started when the company/corporate sponsor has extra space,
idle equipment, and unused managerial skills and talent. While this
strategy looks impressive, it poses major hindrances in the integration
of the existing business with the new ventures initiated by the
company. For example Kodak pursued the new venture incubator
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strategy, but was unable to integrate the entities with its existing
business and eventually discontinued the strategy.
Idea Generation and Transfer Programme
This strategy involve executing new business ides. Once the idea
starts giving results, the new entity is transferred to an established
company for further development and management. The success rate
of this strategy has been much higher than the two earlier options.
The major criticism against this strategy is that it rarely results in the
development of an entirely new business. For example, Raytheon, a
company operating in the defence systems and related equipment
sector, has a new product development centre that runs the idea
generation and transfer programme. This centre successfully
produced fifty or more patentable innovations per annum.
Entrepreneurship
This strategy involves encouraging in-house entrepreneurial

individuals or teams working to develop new ideas for the company.
Companies often introduce a number of practices to spread the
entrepreneurial spirit among its employees. For example, 3M has
always successfully introduced practices for encouraging the
entrepreneurial spirit amongst its employees.
Each of the strategies discussed so far can have a lasting impact on the
corporate culture, diversification, and financial performance of the
company concerned.
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16.12 CONCLUSION
While M&As are an important means for attaining corporate growth,

they may not always be feasible and possible for a company. It is
because a number of factors and environmental elements have to be
evaluated before the company decides to go ahead with its M&A
decisions. If the company feels that the proposed M&A may not add
value, or is not feasible vis-à-vis its existing operations, alternatives
have to be explored. While the synergistic benefits may not be
achieved, the strategies discussed above can certainly improve the
profitability of the company.
16.13 SUMMARY
Companies undertake divestitures or strategic alliances to enhance

the shareholders’ value. A company that has been restructured
effectively will generally be leaner, more efficient, better organised
and better focused on its core business.
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16.14 SELF ASSESSMENT QUESTIONS
1. Explain the concept of divestitures.
2. Why do companies seek divestitures?
3. What are the different types of divestitures?
4. What are the benefits of divestitures?
5. Why do companies enter into strategic alliances?
6. Explain the benefits and weaknesses of strategic alliances.
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REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
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OTHER TYPES OF JOINING TOGETHER
Chapter 17
Other Types of Joining Together
Learning Objectives
This chapter helps you in understanding the other types of joining

together:
• Joint Venture
• Amalgamation
Structure:
17.1 Joint Venture
17.2 Amalgamation
17.3 Summary
There are other types of joining together which strictly cannot be

classified as a merger or acquisition.
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17.1 JOINT VENTURE
Joint venture, commonly known as JV, is a contractual arrangement

between two or more parties who agree to come together to
undertake a business project. All the parties contribute capital and
share profits and losses in a decided ratio. Joint ventures are a type of
partnership that is always executed through a written contract known
as a joint venture agreement (JVA). These contracts are registered and
are legally binding on the parties. Moreover, they are temporary in
nature because they are executed for a definite period of time to
accomplish a specific purpose. The contract automatically dissolves
after the expiry of the decided time period.
Joint ventures are typically used in high-risk business propositions

that require considerable amount of investment and technical
expertise. That is why all research and development activities are
mainly undertaken through joint ventures. Overall, joint ventures
help to safely penetrate untapped markets and create new
distribution links. It increases the capacity and creates a larger pool of
resources.
Such partnerships were increasingly formed during the initial stages

of the IT boom in India. People were new to the virtual environment
and were sceptical about its success. Therefore, many JVs were
formed to enter online business or e-commerce. However, the success
of any JV depends upon the coordination and understanding between
the parties. They should prefer hiring a law firm to draft a detailed
JVA to handle conflicting clauses.
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17.2 AMALGAMATION
Amalgamation is an arrangement where two or more companies

consolidate their business to form a new firm, or become a subsidiary
of any one of the company. For practical purposes, the terms
amalgamation and merger are used interchangeably. However, there
is a slight difference. Merger involves the fusion of two or more
companies into a single company where the identity of some of the
companies gets dissolved. On the other hand, amalgamation involves
dissolving the entities of amalgamating companies and forming a
new company having a separate legal entity.
Normally, there are two types of amalgamations.
The first one is similar to a merger where all the assets and liabilities
and shareholders of the amalgamating companies are combined
together. The accounting treatment is done using the pooling of
interests method. It involves laying down a standard accounting
policy for all the companies and then adding their relevant
accounting figures like capital reserve, machinery, etc., to arrive at
revised figures.
The second type of amalgamation involves acquisition of one

company by another company. In this, the shareholders of the
acquired company may not have the same equity rights as earlier, or
the business of the acquired company may be discontinued. This is
like a purchase of a business. The accounting treatment is done using
a purchase method. It involves recording assets and liabilities at their
existing values or revaluating them on the basis of their fair values at
the time of amalgamation.
431
Amalgamation has given different forms to different actions in due

course of the merger taking place. It can either be classified in the
nature of merger or in the nature of purchase. If the process takes
place in the nature of merger then the all assets, liabilities, and
shareholders holding not less than 90% of equity shares are
automatically transferred to the new company or the holding
company by virtue of the amalgamation.
When amalgamation takes place in nature of purchase then the assets

and liabilities of the company are taken over by the ruling company.
All the properties and characteristics of amalgamating company
should vest with the other company. Even the shareholders holding
shares not less than 75% should transfer their shares to the transferee
company. In such a case any company does not purchase the business
resulting in a takeover, the transferor company does not completely
lose its existence.
17.3 SUMMARY
Business restructuring may take place in the form of joint venture and
amalgamation. Corporations often employ several restructuring
methods discussed in this chapter in tandem or sequentially.
432
17.4 SELF ASSESSMENT QUESTIONS
1. What are the other types of joining together?
2. What is joint venture commonly known as?
3. Write a short note on joint venture.
4. What is a joint venture agreement when is it executed?
5. What is amalgamation?
6. How many types of amalgamation are there? Write notes on

different types of amalgamation. 
433
REFERENCE MATERIAL
chapter
Summary
PPT
MCQ
Video Lecture
434

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MERGERS AND ACQUISITIONS

Sub Code - 314

Program Design and Advisory Team

Prof. B.N. Chatterjee Mr. Manish Pitke

Prof. Kanu Doshi Prof. B.N. Chatterjee

Prof. Dr. V.H. Iyer Mr. Smitesh Bhosale

Prof. B.N. Chatterjee Prof. Vineel Bhurke

Prof. Venkat lyer Dr. Pravin Kumar Agrawal

Prof. Dr. Pradeep Pendse Mrs. Margaret Vas

Prof. Sandeep Kelkar Mr. Anuj Pandey

Prof. Dr. Swapna Pradhan Course Editor

Prof. Bijoy B. Bhattacharyya Prof. B.N. Chatterjee

Mr. P.M. Bendre Course Coordinators

Mr. Ajay Prabhu Ms. Kirti Sampat

Mr. A.S. Pillai Mr. Kishor Tamhankar

COPYRIGHT © by Prin. L.N. Welingkar Institute of Management Development & Research.

NOT FOR SALE. FOR PRIVATE CIRCULATION ONLY.

1st Edition (Aug-2006) 2nd Edition (Jan-2013)

It must be realized, however, that businesses across the corporate

Mergers, acquisitions, takeovers and amalgamations have become

Corporate merger and acquisition is defined as the process of buying,

This rationale is particularly alluring to companies when times are

Mergers and acquisitions are the best processes of corporate

The key objective of corporate mergers and acquisitions is to increase

In many significant ways, this kind of restructuring a business proves

Further to that, elimination of duplicate departments, possibility of

Chapter No. Chapter Name Page No.

Chapter 3 Distinction between Mergers and Acquisitions 49

Chapter 7 Motives behind Mergers and Acquisitions 129

Chapter 11 Due Diligence 164

Chapter 15 Post Merger Issues 379

This chapter helps you to understand the concept of Mergers:

• History and evolution of Merger.

Mergers have been defined as, “The combining of two or more

Other definitions include “a combination of two or more businesses

A merger is said to have taken place when owners of separate,

Mergers are used to increase long-term profitability by the expansion

other company is known as the merged or surviving company and

Accounting Standard 14 of the Institute of Chartered Accountants of

An amalgamation must satisfy the following conditions:

• After amalgamation all the assets and liabilities of the transferor

• The consideration for the amalgamation receivable by those

• The business of the transferor company is intended to be carried on,

• No adjustment is intended to be made to the book values of the

1.2 HISTORY OF MERGERS

When one studies the history of mergers some interesting factors

• Mergers take place. This is because it reflects an upward trend

• The merger movement happens at the same time as developments

• Mergers happen when companies are responsive to new

• Mergers results in better resource allocations, reallocation

• Mergers and acquisitions are now a global phenomenon.

• In recent years there has been an increase of acquirers from

• Merger waves result from a combination of economic, regulatory

Mergers in the modern corporate scenario started in the United States

First Wave (1897-1904)

Merger waves began in 1883, following the depression ending that

being included JP Morgan, Standard Oil, General Electric, Eastman

The 1904 decision of the Supreme Court in the Northern Securities

As several monopolies came into existence, the Sherman Act was