Mármoles de Macael, S.A.

Learning Objective

The case involves the purchase of a company with a majority stake by investors interested in acquiring industrial companies. It provides food for thought on many issues. Some of these are: the reasons why the family finds itself in a situation of illiquidity and needs to bring in financing, the advantages and difficulties of launching an innovation (product) on the market, the motivations of buyers and sellers, the price of the company, the negotiation between the buyer and seller on both the price and other aspects of the transaction, the precautions that buyers must take in this type of transaction, and the future role of the selling family (if any) in the company.

This is not an introductory case, given the variety of issues it touches on and their complexity. It could be used in a course on buying companies, small and medium-sized enterprises, corporate crises, and also, given the relevance of the problem posed by the introduction of a new product into the channel, in a sales/marketing course.