Needham Industrial Sales, Inc.

Needham Industrial Sales, Inc.

Sold to Dival Safety Equipment, Inc.

The Company is the premier distributor of products used to remove hazardous materials in New England and Florida. Customers turn to the Company as a one stop shop for all their specialized supply needs when performing a full building rehab; removing mold, asbestos, lead paint; or following a water, fire or smoke related disaster.

What made the business attractive to buyers?

  • Distributor of premier products for hazardous material remediation
  • Well known long term customers
  • Distribution centers in New England and Florida
  • Growing relationships with restoration professionals


  • Lower gross margins than larger competitors
  • Business had significant investment in inventory
  • Owner was the primary source of sales

Why did the Owner want to sell?

He had been in the business for 30+ years. While he still enjoyed selling, the management of a growing business with two locations a plane ride apart had become more of a challenge than he was looking for at this stage of his life.

Beacon’s Role and Results:

Beacon Equity Advisors assisted with the valuation, marketing, deal negotiations and due diligence necessary to bring about a deal with a strategic buyer well known to the seller.  In addition to the deal making services, Beacon also uncovered a fraud resulting in increasing the margins and profits of the business. 

The Process:

The seller contracted with Beacon after a failed acquisition with a strategic buyer.  The deal failed due to poor communication between the parties during due diligence.

At the seller’s request, Beacon approached a select group of strategic buyers and competitors to gauge their interest in the acquisition.

Three buyers provided offers, one of which the seller found attractive.  After receiving the preliminary offers, Beacon approached the buyer involved in the failed transaction from the prior year to gauge his interest in rekindling discussions.

Both buyer and seller from the failed transaction still saw synergy in a combination of the two businesses.  The challenge was that neither side had completed a buy/sell transaction and they didn’t want to risk the existing business relationship by failing a second time.

With Beacon shepherding the communication during due diligence, the two sides arrived and a mutually agreeable transaction enabling the seller to continue in a sales role but with the buying power and management of a larger entity.  The seller received cash at closing, eliminated the risk of business related bank debt and has a three year employment contract with attractive salary, benefits and sales incentives which provide a path to retirement.

About Beacon Equity Advisors – Since 1985 Beacon Equity Advisors, a leading New England Merger & Acquisition (M&A) advisory firm with offices in eight key New England cities, including in Boston, MA Providence, RI and Manchester, NH has represented owners selling closely held distribution businesses.  Beacon Equity Advisors’ experience selling value add distribution companies enabled them to tell an engaging story about this Boston, MA area distributor in the M&A marketplace.  Highlighting key enterprise attributes enhanced the company’s value as Beacon identified prospective buyers who were able to clearly recognize synergistic opportunities. By matching the right buyer with the right seller, shareholders were able to realize an above market value multiple in the sale of their business in a transaction beneficial for both parties. Beacon represented the Board of Directors and Shareholders in identifying the buyer, negotiating deal terms and brokering the transaction.

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