Case Study 3: G&A Plating and Polishing,  Providence, RI Acquired by JBR Associates, Inc. Synopsis:  After 20 years dedicated to growing their business, the owners of G & A Plating and Polishing are free to pursue personal interests. Secure in the knowledge that Jim Brown, President of JBR Associates, Inc., has the best interest of their customers and employees in mind, the former owners remain to assist in taking the business to the next level. When Change is in the Wind G&A Plating and Polishing has provided electroplating services to costume jewelry manufacturers and importers since 1968. The company´s founders, brothers Gaetano ‘Buddy’ and Albert Aglione, had thought from time to time about selling. It wasn´t until Buddy received a letter from Rocco Pezza, President of NEBC, that he started to think about it seriously. Buddy, the elder brother, had been in the business for 30 years. The idea of selling was appealing, but first he had some questions. “I had concerns for both my employees and the customers that I had worked with for so many years.” Buddy was also concerned about the valuation of the business, concerned that it was more a buyer´s market then a seller´s. Buddy was adamant, “When you want to sell a business you have to be sure that it is feasible for both the buyer and the seller.” In Buddy´s estimation, it all comes down to numbers, “If the numbers don't work, the business won´t get sold. It doesn´t matter if the guys are nice guys or not. There is more to it than just the buyer and the seller.” Says Buddy, “NEBC worked with the real numbers.“ Delving Into the Details “One thing about NEBC that I was very impressed with,” says Buddy, “is that they work very well with banks and financing. NEBC worked closely with the buyers, JBR Associates, Inc., helping them to secure the necessary financing. They looked at all the different ways to make this thing happen,” says Buddy who was comfortable with NEBC´s ability to handle all elements of the sale. “They are very professional. It´s not like using a regular realtor, where you need an accountant and a lawyer as well. We worked on this for six months and finally came up with a deal that was good for all of us. NEBC made it all come together.” Making it Possible Buddy was glad to have the professional services of NEBC when he decided to sell his business. “NEBC runs a nice operation. The service is very, very good. You call and they return your call. When it comes to selling a business, I would highly recommend them, no question about it. I have no qualms about the way things went.” Secure About the Future Buddy still has a personal stake in the business. His brother Albert has stayed on as a part-time consultant, and his son Richard works in the plant. Buddy says of the new owner, “He´s a nice person and a very smart man. He worked with me for three months before he took over the business, learning about all my customers and working with my employees. Things seem to be moving in a very positive direction here. It puts my mind at ease, with my son working here and all.” But at fifty-four Buddy is too young to retire. “I don´t know what I am going to do yet. I want to wait until after the first of the year. I´ve never had time off in my life, things that I had never done before, I am able to do.” So, with his business in the capable hands of new owners, Buddy takes time to wrap-up unfinished business and plan his next move. “My brother´s working, my son is working and I´m happy for that. I just haven´t decided what I´m going to do yet, but I know it won´t be anything like this.”