About Wayne Lorgus
For more than three decades, Wayne Lorgus has been helping business owners solve their immediate challenges, achieve long-term goals, and plan for a successful ownership transfer. His experiences as a chief financial officer and CPA, his work in marketing, sales, and operations, managing businesses and making payroll, help him bring a comprehensive perspective to situations faced by the owners of the companies with which he works.
The immediate challenges many companies face include dramatically improving cash flow, figuring out how to grow, building the necessary infrastructure to support growth, and financing that growth. By improving credit and collection procedures and revamping inventory management, he helped a $28 million company reduce their outstanding receivables by 17% and improve their customer on-time payment percentage from 55% to over 90%, while increasing their inventory turnover by 12%. He helped turn around a $50 million commodity business losing a $1 million a year to making 2% profit in one year. Under his guidance, a $25 million company was able to cut its costs by 10% in twelve months.
Achieving long-term goals of sales growth and profitability often requires better information and investing in human capital. To support growth, he has helped two businesses install ERP systems to upgrade from QuickBooks, and implement the financial controls to stay on track. Wayne helped guide a $17 million company to double their business in three years and develop a new channel of distribution, while increasing EBITDA from 1% to 8%. He has helped clients implement hiring systems to upgrade their human capital, to achieve ambitious growth goals. To finance growth, he has helped clients negotiate bank financings and alternative lending arrangements, raise capital, and, in one case, negotiate debtor-in-possession financing.
Planning for a successful transfer starts with understanding business owners’ goals and the value of their business. Often, achieving those goals, involves business growth and profit improvement. As the manager of the owner’s Success Team, Wayne has helped owners plan and execute the sale of part or all of their business. In many cases, the deals he has helped craft and negotiate have yielded significantly more value for the owners than expected. For an industrial equipment manufacturer, he negotiated the sale of two money-losing, non-core divisions. Wayne managed the sale of a commodity metals refining business. He helped craft a successful management buy-out of a custom-market research business, and is currently involved in helping several owners realize value in the sale of their businesses. Wayne’s experience has spanned industries as diverse as manufacturing, consumer products, food processing, private label, market research, luxury goods, industrial products, wholesale/distribution, construction, electric motors, automotive testing equipment, and professional services.
Wayne graduated from the College of William and Mary in Virginia, and earned a MBA from the Wharton School, University of Pennsylvania. He is also a graduate of the Gemological Institute of America and the USAF Air University. He holds CPA certificates from New York and Pennsylvania. He began his career with Arthur Andersen & Co. in New York, and worked in Philadelphia as a manager with that firm. Wayne then moved into private industry, working for Campbell Soup Company for 10 years in internal audit, operations planning, marketing, and business unit management. After leaving Campbell’s, Wayne served as the CEO of a food processing company in South Jersey, the CFO and Executive VP of a jewelry manufacturing company in New York City, the CFO, and later President, of a NASDAQ Small Cap manufacturer in Exton, PA, and the CFO of a jewelry wholesaler in New York, before joining B2B CFO® as a partner.
Wayne is a lieutenant colonel in the U.S. Air Force Auxiliary. After decades of experience flying planes from single engine trainers to twin engine business jets, he now flies as a mission pilot, instructor pilot, and check pilot with the Civil Air Patrol, flying search and rescue or reconnaissance missions, and special missions in support of the 548th and 549th Combat Training Squadrons. He rows a single or double scull whenever he can, and you may often see him on Tempe Town Lake, or at Sky Harbor Airport on his way to visit clients or his two grown children.
- College of William and Mary
- Wharton School, University of Pennsylvania
- Air Command and Staff College, USAF Air University
- Gemological Institute of America
Certificates & Licenses:
- CPA, Pennsylvania
- CPA, New York
- CFI, ATP
- American Institute of CPA’s
- Association of Corporate Growth
- Turnaround Management Association
- Financial Executives International
- Penn and Wharton Club of Arizona
- Union League of Philadelphia
- St Andrews Society of Philadelphia
- Rio Salado Rowing Club
- Undine Barge Club
Articles by Wayne Lorgus
- Will 2017 be a seller’s market for owners pursuing an exit strategy?
- M&A activity in 2017?
- What is EBITDA (and why should I care)?
- Thinking about the next steps towards realizing the value in your business?
- Time to drop the term “best practices”
- If I’ve been hard to reach
- Congress’ Postal Service difficulties highlights threats to change and innovation