DealMaker Q&A

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TTR DealMaker Q&A with APOYO Finanzas Corporativas Partner Eduardo Campos

Eduardo Campos – APOYO Finanzas Corporativas

Eduardo Campos is partner of APOYO Finanzas Corporativas, an M&A advisory boutique focused in Latin America. Eduardo has conducted multiple transactions in diverse sectors including financial institutions, infrastructure, technology and media, consumer goods, real estate and agriculture. His expertise also includes restructuring processes and financial structuring through financial institutions and bonds. 

He is an economist from Pontificia Universidad Católica del Perú and holds a MA in Economics from The University of Western Ontario.

TTR – The M&A activity in 2020 is severely affected by the COVID-19 health crisis. How would you describe the current situation of M&A market in Perú and Latin America, now we are over the worst part in terms of paralysis of economic activity? 

E. C. – In Peru, the recovery of the M&A market will be very gradual. The COVID-19 health crisis placed many of the mandates on hold while others have been progressing at a slower pace. Several companies focused on the sudden stop of their activities and are now restarting their operations. In the midst, many companies are looking for ways to improve operational efficiency and, in specific sectors, their digital channels. 

We believe the M&A market is recovering. Financial and strategic investors are looking for opportunities to grow in Peru and we are restarting other M&A processes as cross-border M&A ramps up. We expect further recovery by the fourth quarter of 2020 and especially by the end of the first quarter of 2021 with the reopening of international flights and better control the COVID-19 health crisis. This last one relies on how the health crisis unfolds. A worsening of the crisis could possibly lead to additional restrictions and an impact on the economic activity. 

TTR – What is the situation of the M&A market in Perú compared to other countries of Latin America? Is this stagnation being lived in the same way in other countries of the region? 

E. C. – We have two sources of information: our current mandates with international counterparts and our active communication with other bankers from the region as we are part of the Oaklins network. In general, we perceive a slow pace of M&A activity. In some way related to countries with lower restrictions on international flights (which can facilitate the performance of due diligence processes). Latin America is a market where investors are used to presential visits of facilities, which are essential for some transactions, and their counterparties. This is a critical restriction to continue with the M&A process. 

TTR – How would you describe the measures taken by the Peruvian Government a for the situation of business instability caused by the health crisis? Do you think additional measures are necessary? 

E. C. – Although, the country’s priority is the control of the COVID-19’s health crisis, efforts should also be directed to mitigate its effect on the economy. Actions taken by the government and the new Congress have failed to reactivate either the economy or investor’s confidence. The lack of management has been one of the main drivers for leading the list of infections cases (by relative size) and drop in GDP. Unfortunately, we are leading both lists. 

The new Congress is working on a normative fallout creating high uncertainty for investors. According to our regulatory monitoring tool, in Peru there are 81 bills focused on pension systems, 36 on the financial system and 26 on price controls. All of them with a major impact on the economy. Strong populism attempts by the Congress to make regulatory changes and an Executive with little force to control them – it is really a pity. 

Additional measures/policies are needed to reactivate economic activity, to reactivate cities outside Lima, and to improve competitiveness levels. Also, we need to provide more facilities to boost local and foreign private investment, support private companies – which are responsible for creating wealth, jobs and taxes – and strengthen the financial system. Also, we need to promote public investment which is very slow and there is a lack of management focused on its reactivation. 

TTR – In terms of company restructurings, what is the current situation and what are the prospects for the following months in Perú and the region? 

E. C. – We are working on several mandates related to financial restructuring. Many companies are going to experience hard times as Peru’s GDP and demand dropped heavily, and recovery is very slow. It is also true that liquidity mechanisms (with a guarantee from the Public Treasury) provided by the Banco Central de Reserva del Peru (BCRP) helped to prevent liquidity problems from getting worse. However, it could have been better if the Ministerio de Economía y Finanzas (MEF) had followed the recommendations given by the BCRP. 

Banks, with the support from the Superintendencia de Banca, Seguros y AFP (SBS), have been quite flexible in rescheduling debt payments (without additional provisions). However, soon banks will have to reflect companies’ current situation and calculate the impact on their balance sheets. We expect that by the end of the year and early next year many companies will seek private restructurings (with banks) or using existing mechanisms (Ley Concursal in Peru). A wave is coming and that is the reason why the government has designed an Accelerated Bankruptcy Refinancing Procedure (PARC) – a fast track for the bankruptcy processes. M&A processes involving distressed assets will be more common next year. 

TTR – Which sectors would you say are most likely to recover more quickly in this new phase of the Pandemic?, Which sectors do you think are more interesting for financially strong investors? 

E. C. – Sectors experiencing higher growth rates have been related in some way to technology or digital platforms. Also, companies that were able to incorporate e-commerce for either B2B or B2C markets are experiencing accelerated top-line growth. 

In the region, the natural resources and energy sectors are active with companies looking for additional sources of renewable energy and investors looking to mining companies that could offer some downside protection during times of uncertainty. 

Additionally, we perceive investor appetite for infrastructure assets. The announcement and closing of these transactions will be complex until international flights resume (still no restart date for international flights in Peru). 

The financial sector, especially the world of microfinance, is gaining momentum and will be very active in next year. There is also activity in the real estate market, with sales of fixed assets to specialized financial investors, as companies transform to asset-light business models and look for ways to reduce their financial burden with the proceeds. 

In sum, investors continue to look for the most resilient sectors and for companies whose products are needed in a daily basis.

Versión en español

TTR – La actividad transaccional en 2020 está muy definida por la crisis sanitaria del COVID-19, ¿Cómo describe la situación actual del mercado de M&A en Perú y América Latina, una vez pasada la peor parte en términos de parálisis de la actividad económica?

E. C. – En Perú consideramos que la reactivación en el mercado de M&A de momento será muy gradual. La crisis sanitaria del COVID-19 puso en stand-by muchos de los mandatos mientras que otros han ido avanzando a un ritmo más lento. Muchas empresas se concentraron en la paralización de actividades y ahora en el reinicio de operaciones. En el medio, muchas empresas buscaron hacer sus operaciones más eficientes y asimismo, en determinados sectores, se enfocaron en la profundización de los canales digitales. 

Sentimos que la actividad se está reactivando. Inversionistas financieros y estratégicos están buscando oportunidades para crecer en Perú y estamos reactivando otros procesos pues el interés en el exterior está comenzando también a reactivarse. Esperamos una mayor reactivación hacia el cuarto trimestre del año y en especial a fines del primer trimestre de 2021 de la mano de una mayor apertura de los vuelos internacionales y de un mayor control de la pandemia. Esto último depende de cómo se desenvuelva la crisis sanitaria, cuyo agravamiento es posible que genere potenciales restricciones adicionales con impacto en la actividad económica. 

TTR – ¿Cuál es la situación del mercado de M&A en Perú en comparación con otros países de América Latina? ¿Este estancamiento se vive de la misma manera en otros países de la región?

E. C. – Tenemos dos fuentes de información: nuestros actuales mandatos con contrapartes internacionales y nuestros colegas de la región al ser parte de la red Oaklins, con quienes mantenemos una comunicación activa. En general, se nota un menor dinamismo. Lo anterior de alguna manera está relacionado a los países con menores restricciones en cuanto a vuelos internacionales (que pueden facilitar los procesos de due diligence). Latinoamérica es un mercado donde los inversionistas están familiarizados con mirar físicamente los activos y visitar a tus contrapartes. Esta es una restricción importante para continuar con los procesos de adquisición. 

TTR – ¿Cómo describiría las medidas tomadas por el Gobierno peruano para enfrentar la situación de inestabilidad empresarial causada por la crisis sanitaria?, ¿Cree que son necesarias medidas adicionales?

E. C. – Si bien la prioridad del país debe ser el control de la crisis sanitaria por el COVID-19, también se deben enfocar los esfuerzos en amortiguar sus efectos sobre la economía. Con este entendimiento, las medidas tomadas por el Gobierno y el nuevo Congreso no han logrado ni reactivar la economía ni la confianza de inversionistas en el país. La ausencia de gestión ha sido una de las principales causas de liderar la lista de contagios en el mundo (por tamaño relativo), así como de la caída en los niveles de producción global de la economía. Lamentablemente, lideramos esos dos frentes. 

El nuevo Congreso se ha enfocado en realizar un ’cargamontón’ normativo que crea incertidumbre en el inversionista. De acuerdo con nuestra herramienta de monitoreo normativo, en Perú tenemos 81 proyectos de ley enfocados en sistemas de pensiones, 36 sobre el sistema financiero y 26 sobre controles de precios. Todos con impacto importante en la economía. Mucho populismo en estos intentos de cambios normativos por parte del Congreso y con un poder Ejecutivo con poca fuerza para controlarlos, es una verdadera lástima. 

Son necesarias mayores medidas para reactivar la actividad productiva, reactivar las ciudades fuera de Lima y mejorar nuestra competitividad. Además, necesitamos brindar mayores facilidades para dinamizar la inversión privada local y extranjera; apoyar a la empresa privada que es la generadora de riqueza, empleos e impuestos; y fortalecer el sistema financiero. Necesitamos promover la inversión pública, la cual está muy lenta y con muy poca gestión para reactivarla. 

TTR – En el área de reestructuraciones empresariales, ¿qué situación tenemos en estos momentos y qué expectativas hay para los próximos meses en Perú y la región?

E. C. – Estamos trabajando en varios encargos relacionados de reestructuración financiera. Con los niveles de caída del PBI, caída en la demanda y recuperación muy lenta, muchas compañías la van a pasar muy mal. Es cierto también que los mecanismos de liquidez promovidos por el Banco Central de Reserva del Perú (BCRP) con garantía del Tesoro Público ayudaron mucho a evitar que los problemas de liquidez sean mayores. Pudo haber sido mejor si el Ministerio de Economía y Finanzas (MEF) hubiera seguido las recomendaciones del BCRP. 

Los bancos, apoyados por algunas disposiciones de la Superintendencia de Banca, Seguros y AFP (SBS), han sido bastante flexibles para reprogramar las obligaciones (sin necesidad de hacer provisiones adicionales). Esto se acaba pronto y así los bancos tendrán que reflejar la situación de las empresas y su impacto en los balances de los bancos. Se espera que, hacia fines de año y primera parte del siguiente año, se vean muchas empresas que busquen realizar sus reestructuraciones de manera privada (con los bancos) o utilizando los mecanismos existentes (Ley Concursal en el Perú). Se viene una ola y por eso el Gobierno ha diseñado un Procedimiento Acelerado de Refinanciación Concursal (PARC). Es un fast track de estos procesos concursales. Los procesos de M&A vinculados con activos en distressed serán algo más comúnmente visto el siguiente año. 

TTR – ¿Qué sectores diría usted que experimentarán una recuperación más rápida en esta nueva fase de la pandemia? Cuáles sectores podrían brindar mayores oportunidades a inversores con potencial financiero?

E. C. – Los sectores relacionados de alguna u otra forma a la tecnología / plataformas digitales han experimentado un mayor crecimiento. Además, aquellas empresas que han podido incorporar el e-commerce tanto en el plano B2B y B2C vienen experimentando ritmos acelerados de crecimiento top-line. 

En la región también entendemos que el sector recursos naturales/energía se encuentra activo, con empresas buscando mayores fuentes de energía renovable e inversionistas mirando actividades en minería que ofrezcan una protección en estos tiempos de incertidumbre. La búsqueda de activos en el mundo de infraestructura sigue activa. El cierre de estas transacciones será complicado hasta que no se regularicen los vuelos internacionales (aún sin fecha cierta de reinicio). 

Además, el sector financiero tendrá mucha actividad el siguiente año, especialmente el mundo de microfinanzas. También hay actividad en el frente inmobiliario, con venta de activos fijos a inversionistas financieros especializados que tienen miras de ser empresas más asset-light y buscan reducir su deuda financiera a través de estas inyecciones de capital. 

En suma, los inversionistas continúan mirando los sectores más resilientes y empresas cuyos productos representan una necesidad para el día a día. 

DealMaker Q&A

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TTR DealMaker Q&A with Rivero & Gustafson Abogados Partner John R. Gustafson

John R. Gustafson – Rivero & Gustafson Abogados: Corporate and Commercial Law, Litigation, Arbitration and New Technologies.

Graduated at the San Pablo C.E.U./Universidad Complutense (Madrid, 1988), John initiated his professional career at the Public Defender’s Office of Albany, New York, and later joined Baker & McKenzie (1991).

TTR – The M&A activity in 2020 is severely affected by the COVID-19 health crisis. How would you describe the situation of the M&A players in Spain at this time?

J. R. G. – Undoubtedly , the current backdrop is not the most conducive to the development and conclusion of operations in the transaction sector. Alongside the adverse consequences of the actual crisis and the uncertainty of its evolution in the short and medium-term, we must also add the purely logistical issues inherent in lockdown itself. With few exceptions, praise must be given for the difficulty that closing transactions entails in this context, the outlook suggests that most transactions are undergoing a sort of hibernation period and waiting for the “storm to pass”.

TTR – Which sectors would you say are more affected by this situation? Which ones do you think are most likely to recover more quickly?

J. R. G. – The most part of all sectors are feeling the effects to a greater or lesser extent. The service sector has a major bearing on the Spanish economy and is being one of the most severely punished, notably in the spheres of transport, hostelry, tourism, leisure and entertainment in which it has been necessary to cease trading under the current circumstances. These are the very sectors that should experience a swifter recovery due partly to having fallen so sharply. Likewise, the healthcare, pharmaceutical, medical and geriatric treatments spheres will awaken the interests of investors to tackle further outbreaks and remedy weaknesses identified during the lowest points of the epidemic.

TTR – What regulatory measures do you think could be deployed to unblock the current situation?

J. R. G. – All aspects that involve boosting the economic flow of investment and endowing flexibility to the markets will lead to benefits in terms of recovery. Admittedly, now is not the time to raise taxes and legislate towards more rigidity in the employment market, moreover the opposite is true. Backing must be given to investment, research and development, along with reforms.

TTR – What is the situation of the M&A market in Spain compared to other nearby countries? Is this stagnation being lived in the same way in other countries?

J. R. G. – Our insight is that activity in Europe and North America is on a very similar footing. The million-dollar question is whether once the progressive de- escalation comes into being, will we be able to advance at the same pace as those best prepared for the future?

TTR – What should we expect in the following months? Do you believe it is still possible to get back to normal in 2020?

J. R. G. – A situation of major downturn in activity is often followed by another of intense activity. I believe that in this case the recovery of activities will take place more progressively. There will be operators who seek out opportunities that will be undoubtedly the result of this crisis, yet the general economic environment will remain troublesome. Everything makes us think that we will have to coexist with this scenario for a while and adapt to the circumstances. It is somewhat difficult to contemplate presently the return to what we have understood as being normal until mid-March, yet that is the direction in which we must move.

Versión en español

John R. Gustafson – Rivero & Gustafson Abogados: Derecho Mercantil, Procesal, Arbitraje y Nuevas Tecnologías.

Licenciado en Derecho por la Universidad San Pablo C.E.U./Universidad Complutense de Madrid (1988) y Doctorando en Derecho Mercantil por la Universidad Autónoma de Madrid, comenzó su andadura profesional en la Oficina del Defensor Público de Albany, Nueva York y después se incorporó a Baker & McKenzie (1991). Ha sido profesor de Contratación Internacional del Instituto de Empresa en el programa Master of International Practice.

TTR – La actividad transaccional en 2020 está sin duda muy marcada por la crisis sanitaria del COVID-19, ¿cómo describiría la situación de los players del mercado transaccional en España estos momentos?

J. R. G. -Ciertamente el entorno no es el mas propicio para el desarrollo y conclusión de operaciones en el sector transaccional. A las consecuencias adversas de la propia crisis e incertidumbre de su evolución a corto medio plazo hay que añadir las puramente logísticas propias del confinamiento. Salvo contadas excepciones, que hay que alabar por la dificultad que entraña cerrar transacciones en este contexto, la percepción es de una suerte de hibernación en la mayoría de los operadores que aguardan a que “pase el temporal”.

TTR – ¿Qué sectores diría usted que se han visto más afectados por esta situación? ¿Cuáles experimentarán una recuperación más rápida?

J. R. G. -La gran mayoría de los sectores se están viendo afectados en mayor o menor medida. El sector servicios con gran peso en la economía española, es uno de los más castigados con especial incidencia en transporte, hostelería, turismo, ocio y entretenimiento que se han visto forzados a dejar de operar en las circunstancias actuales. Estos mismos sectores deberían ser los que experimentaran una recuperación más rápida porque parte de un umbral de caída también muy pronunciada. Del mismo modo el sector salud, farmacéutico, atención sanitaria y geriátrica despertará el interés de inversores en previsión de rebrotes y subsanar debilidades identificadas durante lo peor de la pandemia.

TTR – ¿Qué medidas cree que podrían tomarse a nivel regulatorio para desatascar esta paralización?

J. R. G. -Todo lo que implique incentivar el flujo económico de la inversión y dotar de flexibilidad a los mercados redundará en beneficio de la recuperación. Desde luego no es éste el momento de subir impuestos y legislar hacia la rigidez del mercado de trabajo, sino todo lo contrario. Hay que apostar por la inversión, la innovación, la investigación y el desarrollo. Reformas.

TTR – ¿En qué situación se encuentra España respecto a la actividad transaccional de otros países de su entorno? ¿Esta paralización que vivimos se traslada de igual manera a otros países?

J. R. G. -Nuestra percepción es que la actividad en Europa y Norteamérica está en rangos muy similares. La pregunta del millón es si una vez iniciada la progresiva desescalada seremos capaces de avanzar a la misma velocidad que los más preparados.

TTR – ¿Qué cabe esperar que suceda en los próximos meses? ¿cree usted que se podrá recuperar la normalidad en 2020?

A una situación de fuerte caída en la actividad suele seguir una de actividad intensa. Creo que en este caso la recuperación de la actividad tendrá lugar más progresivamente. Habrá operadores buscando oportunidades que sin duda dejará tras de sí esta crisis, pero el entorno económico general seguirá siendo complicado. Todo hace pensar que tendremos que convivir con este entorno durante un tiempo y adaptarnos a las circunstancias. Es difícil contemplar, a día de hoy, un retorno a lo que hemos entendido como normalidad hasta mediados del pasado mes de marzo, pero en esa dirección debemos ir.

DealMaker Q&A

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TTR DealMaker Q&A with Auriga Global Investors Head of Derivatives and Alternative Investments Diego García de la Peña

Diego García de la Peña is Head of Derivatives and Alternative Investments, as well as Head of Hedging Consulting for Private Equity funds, infrastructures, real estate, family offices, and companies in Auriga Global Investor. In both activities, the aim is providing solutions for companies’ capital structures and helping them, as well as supporting sponsors to develop their business plans.

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TTR: 2018 was a record year regarding Private Equity investment, how has it been in 2019? What can we expect for 2020? 

D.G. P.: In 2019 all historical records were broken again in Spain with a volume of investment close to 8.5 billion euros compared to 6 billion euros in the previous year (+41% year-on-year increase), according to Ascri’s data. Furthermore, the number of megadeals (transactions over 100MM EUR) has increased from 8 transactions in 2018 to 18 in 2019. In our case, the activity has been very positive, since we have advised some of the most relevant players in the sector, such as the private equity fund MCH in the management of the interest rate riskof Grupo Palacios’ financing, or the management company ICG in the management of the interest rate hedging of Konecta’s financing. 

Unfortunately, 2020 has started as a year of total uncertainty due to the situation in which we find ourselves in a global health and economic alert. Initially it was starting as a good year of investment, perhaps with volumes not as high as previous years but with a good deal flow but now we will have to see the evolution of the crisis and above all its geographical range and temporal evolution. 

TTR: In recent months you have advised relevant players like Plenium Partners or MCH Private Equity, could you give us any comments about the most relevant transactions? 

D.G. P.: Plenium Partners has executed several transactions in recent months, being one of the most active market participants in the renewable energy sector. On the one hand, Rewind Energy V, a company controlled by Helia Renovables, acquired Sun European Investments Eólico Olivillo, a company that owns two 53.5 MW wind farms in Jerez de la Frontera, as well as three photovoltaic plants. Auriga advised on interest rate hedging in the refinancing. In addition, Tescobor Spain, controlled by Helia Renovables, acquired San Clemente Solar Project, owner of two solar farms in Spain, which have an aggregate capacity of 10 MW. In this transaction, Auriga advised on the interest rate hedging for the refinancing of the park. 

We can also highlight the purchase by Global Tholos, controlled by MCH Private Equity, Ardian, and LGT European Capital, of 100% of Palacios Alimentación in the American company Carlyle. Auriga advised MCH on the interest rate hedging associated with the financing of the Palacios Alimentación acquisition. 

TTR: What sectors do you consider as more active in M&A and Private Equity in recent months and currently? 

D.G. P.: One of the sectors that is experiencing a lot of activity is the renewable energy sector. On the one hand, in the parks already in operation fuelled by the new decree approved by the government guaranteeing profitability until 2031, which gives regulatory and economic stability to investors, as we have experienced on T-Solar’s portfolio refinancing of 23 PV plants deal last December. On the other hand, in the development and construction of new parks, a segment in which we are seeing many operations. 

Another sector that we believe will be very active is the agri-food sector. The entry of Private Equity funds allows the consolidation of this sector which is controlled by small family businesses generally, benefiting from economies of scale. In addition, they can provide professionalization in management, organic growth or boost internationalization. 

Finally, we believe that the Healthcare sector will continue to be very attractive for Private Equity, in areas such as pharmaceuticals, medical technology, hospitals and elderly care. As mentioned in the agribusiness sector, consolidation is one of the value levers, as is the demographic factor due to the ageing population or the improved efficiency of health services. 

TTR: Alternative financing has definitely gained traction in Spain, what can we expect in following years? 

D.G. P.: Alternative financing is seen as something normal in Spain already, both by the business sector and by the banking sector and this normalization is a very important tombstone. Companies no longer see debt funds as exclusively opportunistic source of finance and banks incorporate them as co-financiers in a wide range of operations. 

In the next few years, we expect an increase in sponsorless transactions, as up to now most alternative debt operations have been sponsor-driven. With the increase of alternative financing funds present in Spain, as well as with the reduction of company size and minimum financing amounts as requisites to carry out operations, we believe that there will be a shift towards non-sponsor driven operations. 

We also believe that there will be a greater segmentation of alternative financing operations between pure growth senior bullet financing in high-performance companies, hybrid debt for companies that need a mixed debt-equity solution or special situation financing. 

We will have to be alert to the evolution of the crisis and the liquidity situation with which companies come out of it in order to support them in specific stress situations. 

TTR: Regarding Hedging strategies for Private Equity financing and portfolio companies, what trends can you highlight? 

D.G. P.: Currently, we think it is interesting to hedge with caps instead of traditional hedging with swaps, although the volatility of the former has increased significantly due to the crisis, which has resulted in an increase in premiums. Likewise, it is still interesting, in the case of hedging with swaps, to utilize forward starting swaps in order to avoid low interest rates when the outstanding capital is higher. 

As for currency hedges, we are seeing greater and longer-term planning by the acquiring funds in conjunction with the financial teams of the portfolio companies, like we have experienced with Riverside in the hedging of La Galvanina deal. 

TTR: We are in the midst of one of the major crises and pandemics in history due to COVID-19, right at a very good moment for Private Equity and M&A. In the mid-term, how it´s going to affect the market? 

D.G. P.: We at Auriga believe that it is tremendously important to see the extension in time of the crisis at a global level. If it were a one-off problem, being it totally dramatic, but one that can be overcome in 2-3 months, we believe that the impact will be limited and recovery will be quick, although we also think that it is difficult to reach previous levels. On the other hand, if, as it seems, it is going to be a problem that extends over time because it is affecting different parts of the planet in different phases and consecutively, we believe that the consequences are unpredictable and more far-reaching. 

In the medium term, we believe that it will be important for companies and financiers to have flexibility to find imaginative solutions to the liquidity and financial structure problems that will arise, in order to offer stability to the productive system. 

We also believe that it will be a market that will provide interesting opportunities for those participants who have funds available but, on the other hand, it will be an environment in which fund-raising might prove difficult because investors may have a lower valuation of their assets due to the fall in positions in organised markets and, therefore, less money available in absolute value for allocation to alternative investment.

DealMaker Q&A

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TTR DealMaker Q&A with Kreab corporate and financial communications Partner Pablo Zamorano

Pablo Zamorano is a partner within the corporate and financial communications departments of Kreab in Spain. He specialises in corporate and financial communication with experience in media and communication strategies (external and internal), as well as in steering committees training. Pablo has 15 years of experience in communication consulting, advising national and international companies from different activity sectors.

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TTR – How would you describe Spain’s transactional activity at the beginning of 2020? Do you find any differences with regards to 2019?

P. Z. – At Kreab we believe that the mid-market will continue to perform well in Spain in the coming years. This good behaviour will be encouraged both by the attractiveness of the Spanish companies -which have to increase their size to bridge the gap with the European average-, and also because there is a lot of liquidity in the market and financing facilities, both for private capital funds and industrial buyers.

On the other hand, the future of megadeals is always uncertain, as they depend on several factors in order to be closed. In any case, it is well known that there are large international funds with their sights set on Spain that are looking for large companies in which to invest their capital.

TTR – Within the Spanish M&A transaction market, who is the target of a communications consulting firm? What type of corporate transactions usually require the presence of a communications advisor?

P. Z. – As a communications and public affairs consultancy firm, Kreab’s targets are both companies that want to carry out any kind of financial transaction as well as private capital funds. Additionally, many law firms and investment banks are increasingly relying on us to offer an integrated advisory service to their clients. This is because communication has become a strategic factor when closing transactions, both from an external communication point of view -with shareholders, investors, journalists and the market in general- and from an internal communication point of view.

In general, the more complex an operation is and the greater the number of actors involved, the more important it is to use communication as a tool for all stakeholders to know, understand and value the rationale of the deal. Without a doubt, communication is a key element to improving a company’s reputation and perception, helping to send a signal to the market that the asset is for sale or that the sector is booming, thus attracting a greater number of buyers and creating an environment that should have a positive impact on the final price paid for the company. In today’s world, communication adds value to financial transactions.

TTR – Which elements of the communications advisory process do your clients in the M&A sphere value the most? Why?

P. Z. – One of the aspects that Kreab’s M&A clients value the most is our 360° view of how financial transactions are structured. On the one hand, we integrate communication in a global way and we adapt it to all stakeholders, developing not only external but also internal communication techniques (the internal audience is increasingly a key factor in the success of transactions), as well as managing institutional and regulatory issues. In addition, we coordinate with legal and financial advisors as an additional element of the team that contributes to the success of the transaction.

Another aspect that our clients highlight is our experience and knowledge, not only of communication issues but also of financial aspects, which enables us to offer unique, comprehensive and specialized advisory services, which are difficult to find in other communication consultancy firms in the market.

Finally, I would like to emphasize that we have an extensive network of contacts based on trust and professionalism with the key journalists who cover the sector, both nationally and internationally.

TTR – Would you say there is a growing demand for communications consulting services in M&A transactions? Why?

P. Z. – Every year, Kreab advises on an increasingly greater number of M&A transactions, making it the communications consultancy firm that has advised on the highest number of transactions in Spain in recent years. This is because we have clients who have trusted us for more than 15 years and, when they see the positive results of our work, they recommend us in the market. This has enabled us to build a steady portfolio of more than 60 financial communication clients, as well as other clients who hire us for specific projects.

Our vision is that the demand for specialized communication services will continue to grow steadily in a world that is increasingly interconnected and in need of conveying transparency and a sound business practice in a coordinated manner between the different actors and regions involved. In this sense, it is also important to highlight that Kreab has a network of 25 offices worldwide, with a strong presence in Latin America (Colombia, Chile, Ecuador, Peru, Bolivia, among others) and with specialized teams that offer this service on a global basis.

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Versión en español

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Pablo Zamorano es partner de comunicación corporativa y financiera de Kreab en España. Está especializado en comunicación corporativa y financiera con experiencia en relación con medios y establecimiento de estrategias proactivas de comunicación para clientes. Cuenta con casi 15 años de experiencia en consultoría de comunicación, asesorando a clientes nacionales y multinacionales de diversos sectores, también del Ibex35 (Telefónica, BBVA, etc.).

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TTR – ¿Cómo describiría la actividad del mercado transaccional español en el inicio de 2020? ¿Percibe diferencias con 2019?

P. Z. – Lo que creemos desde Kreab es que el mid-market continuará registrando un buen comportamiento en España en los próximos años animado tanto por el atractivo de las empresas, que tienen como tarea pendiente ganar tamaño para acercarse a la media europea, y también porque hay mucha liquidez en el mercado y facilidades de financiación, tanto para los fondos de private equity como para los compradores industriales.

Por otro lado, los megadeals siempre son una incógnita, ya que dependen de varios factores para poder cerrarse. En cualquier caso, es conocido públicamente que existen grandes fondos internacionales con la vista puesta en España que están buscando activos de gran tamaño para invertir su capital.

TTR – Dentro del mercado transaccional español, ¿cuál es el público objetivo de una consultoría de comunicación? ¿Qué tipo de operaciones corporativas suelen requerir la presencia de un asesor de comunicación?

P. Z. – El público objetivo de Kreab como consultora de comunicación y asuntos públicos son tanto compañías que quieran realizar cualquier tipo de operación financiera como los propios fondos de capital privado. Asimismo y cada vez más, muchas firmas de abogados y de banca de inversión confían en nosotros para poder ofrecer un servicio integrado de asesoramiento a sus clientes. Esto se debe a que la comunicación se ha convertido en un factor estratégico a la hora de cerrar operaciones, tanto desde un punto de vista de comunicación externa, con accionistas, inversores, periodistas y el mercado en general, como de comunicación interna.

Por lo general, mientras más compleja es una operación y a medida que existe un mayor número de actores involucrados, más importante es utilizar la comunicación como una herramienta para que todos los stakeholders conozcan, entiendan y valoren el sentido de la operación. Sin duda la comunicación es clave en la mejora de la reputación y la percepción de una empresa, ayudando a lanzar al mercado la señal de que el activo está en venta o que el sector está en auge, atrayendo de esta manera a un mayor número de compradores y generando un entorno que debería repercutir positivamente en el precio final pagado por la compañía. Hoy la comunicación aporta valor a las operaciones financieras.

TTR – ¿Qué elementos del asesoramiento en materia de comunicación valoran más vuestros clientes del mundo M&A? ¿Por qué?

P. Z. – Uno de los aspectos que más valoran los clientes de Kreab de M&A es nuestra visión 360º de cómo se estructuran las operaciones financieras. Por un lado, integramos la comunicación de una manera global y adaptada a todos los stakeholders, tocando no solo la comunicación externa sino también la interna (el público interno cada vez más es un factor clave en el éxito de las transacciones), así como la gestión de las cuestiones más institucionales y regulatorias. Además, nos coordinamos junto a asesores legales y financieros como una pieza más del equipo que contribuye al éxito de la transacción.

Otro aspecto que también destacan nuestros clientes es nuestra experiencia y conocimiento, no solo de temas de comunicación sino también de aspectos financieros, lo que nos permite ofrecer un asesoramiento global y especializado único, difícil de encontrar en otras consultoras de comunicación del mercado.

Por último, destacaría que gozamos de una amplia red de contactos basada en la confianza y la profesionalidad con los periodistas clave que cubren el sector, tanto a nivel nacional como internacional.

TTR – ¿Diría usted que existe una demanda creciente de consultorías de comunicación en operaciones de M&A? ¿Por qué?

P. Z. – En Kreab cada año asesoramos un mayor número de operaciones de M&A, lo que nos posiciona como la consultora de comunicación que más transacciones asesora en España durante los últimos años. Esto se debe a que tenemos clientes en nuestra casa que confían en nosotros desde hace más de 15 años y ellos, a su vez, al ver los resultados positivos de nuestro trabajo nos recomiendan en el mercado, lo que nos ha permitido construir una cartera fija de más de 60 clientes de comunicación financiera, así como otros clientes que nos contratan para proyectos puntuales.

Nuestra visión es que la demanda por servicios de comunicación especializados seguirá creciendo de forma sostenida en un mundo que se encuentra cada vez más interconectado y necesitado de transmitir transparencia y solidez de una manera coordinada entre los diferentes actores e incluso regiones que intervienen. En este sentido, también es importante destacar que Kreab cuenta con una red de 25 oficinas en todo el mundo, con una fuerte presencia en Latinoamérica (Colombia, Chile, Ecuador, Perú, Bolivia, entre otros) y con equipos especializados que ofrecen este servicio de manera global.

DealMaker Q&A

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TTR DealMaker Q&A with PPU Peru Partner Rafael Boisset

Rafael Boisset, Partner in Philippi Prietocarrizosa Ferrero DU & Uría Perú, is an expert in corporate matters as well as mergers and acquisitions of private and listed companies in various industries of economy, representing both sellers and buyers. He has advised significant clients by his active participation in the strategic planning of acquisitions and corporate restructuring, project finance, and banking and corporate financing through capital markets. He has experience representing investment banks as well as companies that raise funds from international capital markets.

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TTR – Firstly, Mr. Boisset, we would like you to share your opinion on the progress of the Peruvian market in 2019. 

R. B. – Both the number and value of deals reported proved to be a quiet active year in terms of M&A transactions, which turns to be interesting considering the slowdown of the Peruvian economy and the political crisis we faced during the year and particularly in the last quarter. Once again the energy sector has been the most relevant in terms of size and complexity but we also saw relevant deals in the manufacturing industry, such as the Intradevco Industrial sell to Alicorp.

TTR – As an advisor in M&A deals, what could you tell us about the investors that show interest in Peru-based companies? What are the main attractions of those companies? 

R. B. – I would say macroeconomic stability, low inflation, stable exchange rates, independency of the Central Bank, simplicity of its tax regime, and a deep potential growth of the middle class, which is an opportunity in several industries.

Despite the slowdown of the economy, Peru has proved to be a country, in which its macroeconomic fundamentals showed to be isolated from the political instability 

TTR – In 2019, there was an interesting increase in agribusiness deals in the country. What can you tell us about that upsurge? 

R. B. – Unlike other countries in the region, Peru’s large coast has some strategic keys for the agribusiness, such as predictable weather, access to ports for exportation, water supply and reasonable land prices and workforce costs. We have seen a consolidation of land and production of local investors in the last 10 to 15 years, that are now being acquired by bigger players that need such scale to invest. 

TTR – What other sectors could potentially have a noteworthy increase in their activity in the mid-term? Why? 

R. B. – It will of course depend on how the economy will move in the mid-term, but we expect that sectors related to the increase of the middle class be more active, such as education, retail, healthcare, and real estate. 

Two other sectors that may be relevant are mining and infrastructure. In mining, the slowdown of commodity prices creates the need for some companies to divest and the opportunity to others to invest. In infrastructure, we expect the criminal trials to end in the midterm allowing new investors to acquire assets that the current conditions do not offer the transparency and security that are needed. 

TTR – Lastly, what is your forecast for the next year?

R. B. – We believe it will be a very active year, probably even more active than 2019. Key sectors will be education, healthcare and manufacturing.