What makes for winning M&A strategies – and is the time right for them?

29 May 2025 by Globe Content Studio National Bank
David Savard leader at National Bank

Dollarama Inc. helps customers find deals on a daily basis. The Montreal-based retailer announced in March that it has entered into a deal of its own to acquire The Reject Shop Ltd., the largest discount retailer in Australia.

It's an example of the potential of mergers and acquisitions (M&A) to unlock value and transform a business, says David Savard of National Bank, which acted as financial advisor to Dollarama.

Dollarama, which has over 1,600 locations across Canada, already owns a 60.1-per-cent interest in Dollarcity, a Latin American value retailer. With its latest acquisition, Dollarama is extending its reach to a new international market, presenting a clear path for growth through an established platform.

While some Canadian companies may be wary of making major corporate moves in these times of economic uncertainty, one strategic consideration should stay on the table: having a thoroughly thought-out M&A strategy.

“This environment favours the prepared, ready to play offence and defence and using M&A to their advantage,” says Mr. Savard, managing director, National Bank’s head of Mergers and Acquisitions and Private Capital Advisory.

Opportunities remain for buyers and sellers

Coming into 2025, Mr. Savard adds, there were tremendous tailwinds for M&A activity. Interest rates were falling and investor enthusiasm was high. Global private equity had about $2-trillion in ‘dry powder’ (the amount of capital committed but not yet deployed) to shop for companies around the world, including in Canada, a report by McKinsey notes.

While this year has seen a highly unpredictable business environment, Mr. Savard says there are still opportunities for astute buyers and sellers in Canada. Deals are still being done.

Goals vary, from increasing a customer or supplier footprint in new markets, to divesting non-core business lines or selling companies outright. Whatever the objective, M&A deals don’t happen overnight. Nor would a buyer or a seller want to rush the process.

In-depth preparation is essential for sellers to get the best value and for buyers to optimize transaction benefits without overpaying.

“You don’t want to be scrambling once a deal is almost ready to close due to insufficient due diligence and a lack of integration planning,” Mr. Savard says. “A lack of preparation, and inadequate legal and financial advisory support, can negate the financial and operational benefits that well executed M&A transactions can provide.”

Support at every stage

The challenge for many companies is a lack of in-house M&A expertise. Working with experienced partners can be beneficial for both buyers and sellers.

The right advice can assist sellers in determining their objectives, and what they can do to get the best outcomes in a deal, from optimal process design and negotiation strategy through to transaction structuring and closing. For buyers, the goal is to integrate tailored M&A planning into broader growth plans, with advice on target selection, approach strategy and deal execution. 

Over the years, National Bank has helped Canadian companies expand overseas as well as supporting international investors looking to acquire companies in Canada. To be relevant in today’s market, Mr. Savard says M&A advisors must foster global connections. 

“We cover close to 1,000 funds worldwide, including private equity funds, family offices, direct-investing pension funds and all major sovereign wealth funds. And there’s a lot of interest in Canada, even in the current uncertain business environment."

Proper planning and disciplined execution, supported by experienced third-party legal and financial advisors, helps to minimize transaction risks. It also assists in cutting through today's uncertainty to identify and capitalize on buy- and sell-side opportunities.

“Those with well-designed M&A strategies can take advantage of volatility and complete beneficial deals while their competition remains idle,” Mr. Savard says.

He expects to see an increased pipeline of companies – in sectors such as energy, basic materials, technology, services and selected areas of consumer and industrial products – that are looking to buy, sell or find partners to grow.

Despite current volatility, there are always ways to seize opportunity. “The main message is that M&A remains a relevant and highly effective corporate development tool no matter the market.”

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