A Chance to be a Fly on the Wall in a M&A

DALLAS—Late last year, TRI Pointe Group acquired Dunhill Homes and Nathan Carlisle Homes for approximately $60 million in cash. The strategic expansion capitalizes on the Dallas and Fort Worth housing markets as it builds on TRI Pointe Group’s Next10 Strategy.

Newly appointed president Sean Ricks is now leading the renamed division, Trendmaker Homes Dallas-Fort Worth. In this exclusive, Ricks and Chris Hartley, vice president of sales and marketing, and Julie Owen, controller, provide perspective about the acquired companies, the growth strategies for the year and what really happens on the ground level during a merger and acquisition.

GlobeSt.com: Since the acquisition and as newly appointed president, what strategies have you taken to grow this new division?

Ricks: We’ve been laser focused on supporting and growing the division’s efforts in land acquisitions for future communities in areas with the highest job growth and infrastructure expansion, talent recruitment, innovative home designs and customer experience. TRI Pointe Group’s strong resources and backing, our home builder division’s agility and the market opportunity, including impressive job growth and relative housing affordability, are a powerful formula for success.

GlobeSt.com: What was the initial reaction from the team to the news that the companies would be acquired by TRI Pointe Group?

Hartley: The initial reaction was understandably one of concern. Most of the employees did not have experience with mergers and acquisitions, but had heard of other homebuilding acquisitions where huge staffing shifts took place, so naturally, the team was a little uneasy. We were relieved after TRI Pointe Group’s leadership came to the Dallas-Fort Worth office to meet everyone in person, explained the culture of the company and ensured that not a single person would lose their job. In fact, relief turned to excitement when leadership explained that the primary reason for the acquisition was the skillset of the existing team. Since that meeting, we have never looked back.

Owen: Given the initial apprehension, it made all the difference having the meeting with TRI Pointe Group just a few days after the acquisition was announced. The founders themselves, as well as the executive team, walked us through the whole process, answered questions and did not implement any immediate changes, making it a comfortable transition for everyone. We also knew the acquisition meant access to more capital, which was almost immediate, and this opened up more opportunities as a whole.

GlobeSt.com: What has the experience been like seven months into the acquisition and now operating as Trendmaker Homes Dallas-Fort Worth?

Hartley: We went from a small regional homebuilder with limited resources to having the backing of one of the top 10 home builders in America by revenue with a decade of impressive accomplishments behind them, including taking the company public, winning a multitude of awards, and several effective acquisitions and expansions. As a result, there was a lot to learn, and all of us have been sponges, taking everything in. The time has flown by.

Owen: It was nice to be told what to expect and have no surprises. Everything that TRI Pointe Group’s leadership told us from the initial town hall meeting was exactly what transpired. They encouraged us to run the business as usual and they would be there to support us, and they have been there every step of the way.

GlobeSt.com: Is it what team members expected?

Hartley: For some, it’s what we imagined and for others, it has been a bit overwhelming. For everyone, having a great president in Sean Ricks to lead us has made all the difference. He’s made sure we all work together and have a focal message in mind: What we do today will impact our future as a top 10 builder in Dallas-Fort Worth.

GlobeSt.com: What were some of the challenges the company faced during the acquisition process? 

Hartley: One of the biggest challenges was keeping confidential matters from the rest of the team. When going through a merger transaction, there are obviously nondisclosures that are signed. However, you still must rely on others to help obtain the information necessary for the acquiring company to move forward. In the process, there were a lot of sleepless nights and stressful moments, but it was made easier because we could count on the experience and integrity of TRI Pointe Group.

Owen: Even with the smoothest of business deals, there are always periods of change and transition. From a controller’s perspective, reporting and process integration have been challenging at times, such as implementing a new IT operating platform. Overall, our team did well with the positive, appreciative tone that was set from the start with TRI Pointe Group.

GlobeSt.com: What are some of the changes that have occurred to date and how has that impacted business? 

Hartley: From a sales and marketing perspective, the biggest change for my team was the rebrand to the Trendmaker Homes name. Our marketing team was able to implement the brand change within six weeks of the transaction closing.

Owen: In the finance department, we are in the midst of converting all of our operating systems and processes to those used by TRI Pointe Group. It has been nice to have strong IT support in place to help streamline things on the operations side of the business.

GlobeSt.com: What has been the biggest benefit since being acquired? 

Hartley: The number one advantage is the financial backing of TRI Pointe Group so we can become a top 10 builder within the Dallas-Fort Worth market. We’ve gotten a big boost in resources, operational sophistication and leadership while preserving what we do best, which is leveraging regional insights, strong community ties and the agility of a local homebuilder.

Owen: From a financial perspective, we went from a small private company to a much larger public company, which as a result has given us a greatly expanded balance sheet. Company-wide, we are very excited for what’s to come and thankful for what this acquisition has given us in terms of resources, support and capital.

GlobeSt.com: What advice or insight would you give other builders who might be acquired by another company in the future?

Hartley: There is a lot to be said on both sides of the equation. My advice is to approach things with a clean slate. With anything new, there will be change and learning along the way. Both parties have to be accepting of that and flexible during the transition–from the big things to the very minute details.

Owen: Going in with an open mind is key. It’s important not to have too many expectations or any preconceived notions. Give it a chance to work. All employees have meshed well and there has been negligible turnover within the division as a result of the acquisition. Overall, it was a great experience for us and has provided a good strategic direction for the division.

GlobeSt.com: What’s your outlook on the Dallas-Fort Worth market and the new Trendmaker division overall?

Ricks:  With wages once again climbing, job growth continuing to exceed 3% year-over-year and the many other advantages of the North Texas region, we feel very positive about the remainder of the year and beyond for Trendmaker Homes.