Evaluating Brand Health/Positioning In Light Of Technology Changes & Channel Dynamics
Conducted a 3-week customer & market due diligence to assess brand strength, market positioning, and growth potential of a 130+ year-old electrical products manufacturer. To this end, Gotham: conducted 202 anonymous electrical contractor interviews/surveys; assessed lighting controls market dynamics and technological shifts; reviewed distributor catalogs to evaluate SKU availability and sourcing exposure; analyzed pricing and recession risk; and assessed the pool & spa market opportunity. Gotham provided the client with a clear view of the target’s positioning and brand strength, addressed concerns around technology risk and sourcing, and identified actionable growth opportunities. Gotham’s analysis enabled the client to gain confidence in the target’s future potential and move forward to close the deal.
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Deciphering COVID-driven Customer Growth Outlook
Conducted a 3-week customer & market due diligence to establish: the growth outlook for the target’s key customers benefitting from COVID-driven demand; pressure sensitive label market dynamics; and the target’s competitive positioning. To this end, Gotham: built market sizing models forecasting COVID impact; conducted 27 interviews with target’s customers and competitors; developed growth outlooks for target’s key customers; and established pressure sensitive label market dynamics, key trends; and competitive landscape. Our client was able to move forward on its bid with confidence and successfully closed the transaction.
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Assessing Channel Risks and Validating Growth Potential in Niche Specialty Distribution Market of Test & Measurement Equipment Distributor
Conducted OEM, Customer & Market Due Diligence to confirm continued industry shift to indirect channel, establish target’s competitive positioning, analyze rental business attractiveness, and explore adjacent market expansion opportunities. Created market sizing model to validate market size and growth prospects, conducted 50+ customer and OEM interviews, modeled financial impact of indirect channel on OEMs, and performed extensive research. Gotham’s 2-phasse due diligence effort enabled our client to win the auction and successfully complete the acquisition of target.
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Establishing Impact Of Mining Market Cyclicality And Competitive Differentiation
Conducted a 3-week customer & market due diligence to establish the target’s competitive positioning and recessionary risk in the mining end-market. To this end, Gotham: conducted 52 interviews with and 171 online surveys of mining executives, fleet business directors, and engineers; established macro mining tends; developed a mining truck fact pack; built a market sizing model to project mining truck demand; created a mining recession model; built a mining parts provider competitive landscape; and assessed the small crawler crane market and competitive dynamics. Gotham provided our client with a clear view on the target’s competitive positioning and recessionary risk in the mining end-market, commodity prices, and macro mining trends, and growth potential in the construction end-market, which allowed our client to make informed decisions during the bidding process.
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Assessing Consumer Willingness to Buy and Lender Willingness to Finance a Lower-priced Product for Leading Mobility Products Distributor
Assessed consumer willingness to buy a lower-priced product and lender willingness to finance the product. Through a consumer panel survey of high-wheelchair-usage consumers (either users or caregivers), and a survey of target’s customer and prospect database, Gotham established that WAV is a need-based product that offers significant quality of life improvement -- a new lower-priced product would open up another ~20% of market. Through our ability to get to the right auto lending decision makers, we were quickly able to establish what the target should expect in terms of financing and which lenders to target. Our client was excited about the opportunity, presented our findings to the target’s management, and pursued a more aggressive bid.
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Validating Market Growth Outlook And Cost Savings From Consolidating Operations To Regional Hubs For Global Pressurized Dispensing Packaging Components Manufacturer
Conducted 2-week due diligence to validate sell-side estimates of market growth outlook and operational savings from consolidating 18 manufacturing facilities in 15 countries to 4 regional production hubs. Gotham undertook a comprehensive assessment of each operational initiative, including feasibility, changes to original plan, further opportunities, capacity dynamics, labor savings, material cost savings, overhead cost reduction, freight cost impact, CapEx, and one-time costs. Gotham estimated ~$15MM in total savings, 50% above the sell-side report and determined $12-13MM in CapEx/one-time costs. For market growth, Gotham conducted extensive research and interviews with industry participants to understand key product and packaging trends and built a bottom-up market model, projecting a 5.5% CAGR market growth (~2% lower than sell-side estimate). Our client pursued the target with a revised bid taking into account the lower market growth and the higher operational savings opportunity.
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