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Electrical/ Electronic Products

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Electrical Products Supplier
Customer & Market Due Diligence Of Electrical Products Manufacturer: Establishing Brand Importance And Recession Risk

Conducted a 2-phase, 5-week customer & market due diligence to establish: (1) the target’s cyclical exposure/recession risk; (2) the target’s competitive positioning/reputation; (3) manufacturers’ rep dynamics; (4) pricing dynamics/trends in the target’s product categories; and (5) e-commerce trends in electrical products market. To this end, Gotham:  conducted interviews and surveys with electrical contractors, distributers, and manufacturers’ reps; built an MSA-level electrical product market sizing model; conducted recession risk analysis; and built an electrical product map. Our fact-based brand importance and recession risk assessment allowed our client to successfully close the deal and develop a suitable capital structure to withstand a recession. The business performed within quantified parameters during the COVID-driven demand shock. 

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Specialty Electronics Component Supplier
Exit Preparation/Positioning for Electronics Component Supplier:  Establishing Niche Market Positioning and Multi-pronged Growth Strategy 

Built a solid fact-base of company sales, market position, and competitive dynamics by analyzing 7 years of customer sales/customer data, conducting 170 interviews and 1,900 online surveys of customers/prospects, and building a bottom-up market sizing model. Established company’s position as a niche leader using an original use-based segmentation based on customers’ component needs across the product life cycle. Developed a multi-pronged growth strategy to achieve 14% CAGR growth (vs. 6% overall market growth) by leveraging company’s end-market presence and In Operations segment strength. Gotham also analyzed the impact of pricing on volume and established end-market mix, not pricing, was the driver of recent decreasing flagship catalog brand sales volume. Gotham’s work allowed management to position the company as a niche leader and to begin implementing a credible growth strategy to prepare for a successful eventual exit.

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Industrial Machinery Manufacturer
Creating a Fact-based, Realistic Operations Strategy at Leading Industrial Machinery Manufacturer: Performance Enhancement at IndusTech

Conducted a 2-week diagnostic of current performance as a first step in helping craft and execute an operations strategy. Specific elements of the proposed strategy included: (1) outsourcing non-core activities; (2) rationalizing the vendor based and developing focused supplier partnerships; (3) segmenting operations (equipment vs. consumables) to improve supply chain management; and (4) Moving towards standard and modular system design to greatly simplify inventory and production. Short-term cost savings of $2MM successfully captures and $3+MM longer-term savings capture on track.

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GLOBAL PRECISION PARTS MANUFACTURER
Customer & Market Due Diligence Of Global Precision Parts Manufacturer: Validating Revenue Sustainability In Markets Under Transformational Changes

Conducted a 2-week customer & market due diligence to validate the sustainability and growth outlook of target’s key product application/programs. To this end, Gotham:  built a model to establish impact of automotive electrification on target’s business; analyzed target’s top product applications/ programs to establish growth outlook, program lifecycle, target’s positioning, and margin outlook; conducted anonymous and “warm introduction” interviews with target’s customers; reconciled target’s financial projections against market forecast to determine how much of target’s projected growth was coming from market share gains; and established competitive landscape for both mechanical and electric parts. Gotham’s work established that target’s business was sustainable and gave our client confidence to proceed with its investment.

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Utility Electrical Connector Supplier
Customer & Market Due Diligence Of Electrical Connector Supplier: Establishing OEM And Utility Demand Outlook

Conducted a 2-week customer & market due diligence to establish: (1) utility end-market dynamics/trends; (2) purchasing behavior in the utility end-market; (3) data center growth outlook; and (4) competitive dynamics in the electrical connector market. To this end, Gotham: conducted interviews and surveyed distributors, manufacturers’ reps, OEMs, contractors, and utilities; built a utility electric connector product map; established electrical connector competitive landscape; established data center growth outlook; and determined utility connector demand outlook. Our fact-based utility market and competitive dynamics assessment allowed our client to gain confidence in the target’s growth outlook and was able to successfully close the deal with confidence. 

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Electrical Test & Measurement Equipment Company
Customer & Market Due Diligence Of Electrical Test & Measurement Equipment Company: Establishing Competitive Positioning And Growth Opportunity

Conducted 2-phased customer & market due diligence to establish the competitive positioning and growth opportunity of an entrepreneurial designer and manufacturer of highly technical electrical test & measurement equipment for electrical safety, precision voltage measurement, and power analysis. To support an early go/no-go decision, conducted a rapid 1-week assessment to establish market size and the target’s competitive positioning. Initial effort included: 30 anonymous interviews with customers, distributors, and competitors; extensive secondary research to establish market and competitive dynamics; and management discussions. After our client decided to move forward, Gotham: conducted 68 additional interviews with equipment users;  built market size/growth models for each of the 3 product categories; and determined sales & marketing effort/approaches required for the target to capture growth opportunity. Our client was excited about the opportunity to professionalize and grow the business and closed the transaction successfully.

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