Lancor’s Advisory Business (”LAB”) combines our retained executive search experience with a refined and tested Pre-Deal Assessment and Deal Sourcing methodology to help develop differentiated deal angles that drive top decile returns. This year, we are thrilled to announce that our commitment to excellence and innovation has been recognized with the prestigious M&A Advisor Industrials Award of the Year.

Celebrating a Transformative Partnership in Fire and Life Safety (FLS)

The award-winning submission highlights our role in developing a transformative partnership in the Fire and Life Safety (”FLS”) sector, culminating in the formation of Better Protection—a rapidly growing platform of companies revolutionizing the FLS industry. This journey is a testament to Lancor’s unique approach to blending talent acquisition, strategic advisory, and market insights to deliver exceptional results.

Our journey began with a middle-market PE client seeking to evaluate a prominent FLS company. Recognizing the nuanced nature of the FLS industry, the PE firm turned to Lancor for support. Leveraging our extensive network of industry-leading executives, we facilitated introductions that allowed the client to assess Jensen Hughes as a new platform investment. The conclusion? The purchase price was deemed too high, leading the client to pass on the opportunity.

However, this initial engagement sparked something greater: a deeper understanding of the FLS space and an opportunity to develop a proprietary investment thesis alongside seasoned industry executives.

Building a Proprietary Investment Thesis

Lancor’s Advisory Business partnered with Don Mershon, a veteran executive with over three decades of experience in FLS to assess Jensen Hughes. Together, we crafted a comprehensive investment thesis designed to address the evolving needs of the FLS market from both an operator’s and investor’s perspective. This process exemplifies Lancor’s commitment to going beyond traditional search services to deliver actionable insights and strategic opportunities.

We connected Don and his colleague Matt Riordan, to PE firms and enabled them to identify a partner aligned with their growth vision. The result was a partnership with Abry Partners, a PE firm renowned for its growth-oriented philosophy and collaborative culture.

The Launch of Better Protection

This alignment of vision and expertise led to the creation of Better Protection, a platform comprising Chicago-based Assurant Fire Protection, Complete Fire Pump Service, and Xtreme Fire Protection. Under Don Mershon’s leadership, the platform rapidly scaled, achieving remarkable milestones, such as three additional acquisitions within the first year.

The success of Better Protection underscores the value of Lancor’s operator-to-operator model. By placing seasoned executives at the forefront of the deal process, we fostered trust and collaboration with family-owned businesses, resulting in below-average purchase price multiples and a strong foundation for long-term growth.

A Model for Success in M&A

The Better Protection story illustrates Lancor’s ability to deliver holistic solutions that combine:

• Executive Expertise: Leveraging deep industry knowledge to evaluate investment opportunities effectively to either acquire an initial asset or augment the plan to acquire assets that are better positioned to create alpha.
• Strategic Alignment: Matching executives and PE firms based on shared growth philosophies.
• Long-Term Vision: Building trust and relationships to create sustainable value.

Abry Partners’ continued support for the executive team’s relationship-driven approach has ensured a strong pipeline of acquisition opportunities, cementing Better Protection as a leading player in the FLS industry.

Recognition by The M&A Advisor

The M&A Advisor Industrial Award of the Year recognizes our innovative and collaborative approach, highlighting the impact of our work on the industry. Held at the 23rd Annual M&A Advisor Awards Gala in New York, this year’s ceremony celebrated the best in the business, with over 350 nominees from 500 companies.

Receiving this honor places Lancor among a distinguished group of professionals setting the standard for excellence in dealmaking. It also validates our belief in the transformative power of partnerships driven by talent, expertise, and shared vision.

We extend our gratitude to Don Mershon, Abry Partners, and our dedicated team for making this achievement possible. Together, we’ve proven that combining executive insight, strategic diligence, and aligned partnerships can create extraordinary outcomes.