DIALYSIS PROVIDER MERGERS AND ACQUISITIONS - TO SELL OR NOT TO SELL (PART II)

Clearly, the end-stage renal disease field is going through a time of rapid change and consolidation. As providers, it is almost inevitable that the question ''Should we sell?'' will arise. If the answer is no, then the question becomes, ''What should we do to deal with this new environment?'' While there are no easy answers to these questions, thi s article will discuss some of the considerations that might be approp riate. Part I of this article presented a review of the trend toward c onsolidation. This was followed by a number of general questions to po nder as one looks at whether or not to consider selling or merging wit h another provider The remainder of this article (Part II) will explor e some of the considerations that a unit must face when the act of bei ng acquired or merging is, in fact, a serious option. These considerat ions include the process, the valuation, the deal structure, the use o f advisors, the choice of a buyer and the planning for ''after the sal e.''