Introduction
| Experience
| Case studies | Specialists
| Contact
practice head
| Sector expertise and knowledge
transfer
You know as well as we do that sector-specific expertise is
crucial in gathering meaningful business insights, evaluating
growth potential and identifying profitable deals. Our team’s
expertise spans several industries across which we advise many
of the world’s leading
companies. Our consultants bring you an understanding of
how these businesses work at the regional, national and local
level, the issues that concern you in the markets, and the growth
opportunities we can help you identify.
Complementing our experience in your target industries, we
take what we learn in our industry practices and use that knowledge
to your benefit when we work for you. We call it ‘knowledge
transfer’.
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Gain from our experience: Case
studies
Partner evaluation & selection
Conducted market due diligence for a regional on-line business
directory acquisition. View
Business expansion strategy
Assessed market developments and growth potential of a food
manufacturer in China for a leading global Private Equity firm.
View
Partner evaluation
Evaluated attractiveness of investing in a food manufacturer
in China. View
Market entry
Determined viability of a potential investment in an agricultural
equipment manufacturer in China. View
Partner evaluation
Identified and evaluated potential acquisition targets in China
for a global fire suppression product manufacturer. View
Partner evaluation
Identified attractiveness of investing into a pneumatic component
manufacturer in China and merging the company with another local
manufacturer. View
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| Private equity case
study: Partner evaluation & selection
Conducted market due diligence
for a regional on-line business directory acquisition
Client benefit
> Received an objective competitive analysis of the target
company and its main peers in the region.
> Gained sufficient insight to make the decision to acquire
the target company.
> Gained increased understanding of customer needs and
attitudes. |
Issue
A global B2B media group wanted to confirm the commercial viability
of acquiring an established Asian online business directory
company.
Approach
Assessed the target company's growth plan, projected earnings,
strengths and weaknesses, and its suitability for acquisition
based on customer and advertiser interviews as well as a competitive
benchmarking.
Analysis
> Profiled main players, including target company, on criteria
such as size, country and sector coverage as well as usability.
> Analysed advertising expenditure and renewal rates.
> Confirmed viability of acquiring the target company.
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more
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| Private equity case
study: Business expansion strategy
Assessed market developments
and growth potential of a food manufacturer in China for a leading
global Private Equity firm.
Client benefit
> The client gained a clear picture and quantification
of market opportunities in the developing Indian and Chinese
markets.
> The analysis allowed the client to focus its resources
on the highest potential equipment segments and end-user
segments, and set appropriate pricing. |
Issue
A global food and beverage processing equipment manufacturer
wanted to identify new growth opportunities in India and China
for its shelf-stable food manufacturing equipment lines.
Approach
The research combined four main types of intelligence:
> Customer sector profiling and customer interviewing.
> Competitive environment review.
> Upcoming regulatory changes that might impact demand, market
access or prices.
> Demand size and future growth.
Analysis
> Quantified market potential.
> Identified key growth segments, by both equipment type
and end-product type.
> Identified market and competitive dynamics.
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more
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| Private equity case
study: Partner evaluation
Evaluated attractiveness
of investing in a food manufacturer in China.
Client benefit
Received a rapid and objective evaluation of sustainability
of target company’s growth. Gained in-depth understanding
of market environment and potential impacts on target company.
Received strategic pointers on viable growth options and
strategies. |
Issue
A leading global private equity firm wanted to better understand
the growth potential of an investment target in China.
Approach
A combination of face-to-face and telephone interviews with
distributors, retailers, competitors, and industry experts was
conducted, complemented by extensive secondary research on industry
dynamics and trends.
Analysis
Evaluated target company’s executive team, product portfolio,
brands, positioning, distribution, sales strategies, retail
presence and production as well as competitive environment and
demand trends in light of their impact on the target company’s
growth.
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more
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| Private equity case
study: Market entry
Determined viability of
a potential investment in an agricultural equipment manufacturer
in China.
Client benefit
Received a rapid and objective diagnosis of company’s
performance and sustainable competitive advantages. Identified
problematic issues with target company early in the investment
process resulting in significant time and cost savings.
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Issue
A leading private equity firm wanted to evaluate it’s
investment thesis pertaining to growing an agriculture equipment
manufacturer in China and overseas, including the identification
of likely exit partners.
Approach
A three pronged approach designed to evaluate 1) market trends
and dynamics, 2) the competitive environment and 3) the target
company’s growth prospects from the point of view of distributors,
retailers, end-users and competitors throughout China and select
overseas markets.
Analysis
Evaluated target company’s growth prospects in China and
overseas by performing a gap analysis on the target’s
competencies against market requirements and critical success
factors.
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more
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| Private equity case
study: Partner evaluation
Identified and evaluated
potential acquisition targets in China for a global fire suppression
product manufacturer.
Client benefit
Thorough scan and understanding of the potential acquisition
target landscape. Clear and objective evaluation of potential
targets. Detailed profiles and practical insights, including
targets’ receptivity to acquisition, on most attractive
acquisition prospects which client used to make key decisions.
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Issue
A global fire suppression product manufacturer wanted to identify,
evaluate and select best-fit acquisition prospects in China.
Approach
A three pronged approach designed to 1) evaluate market dynamics
and sizing, 2) understand regulatory environment and dynamics
pertaining to technical standards, greenfield operations, manufacturing
licensing, certifications, etc. 3) identify, short-list, and
profile acquisition prospects.
Analysis
Benchmarked potential acquisition targets’ suitability
for acquisition in light of client requirements, target companies’
competencies, market opportunities and critical success factors.
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more
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| Private equity case
study: Partner evaluation
Identified attractiveness
of investing into a pneumatic component manufacturer in China
and merging the company with another local manufacturer.
Client benefit
Received an objective analysis of the target company’s
performance and sustainable competitive advantages, coupled
with strategic pointers on changes/options for the company
to secure medium-term growth (including merging with an
established manufacturer). |
Issue
A global Private Equity firm wanted to confirm the attractiveness
of acquiring a China pneumatic component manufacturer and assess
the strategic viability of merging the company with another
local manufacturer
Approach
> Challenged and addressed the target company's performances,
growth plan and reputation based on feedback from external parties
such as its customers, competitors, distributors and ex-staff.
> Benchmarked target company against its industry and closest
competitors.
Analysis
> Identified industry demand growth drivers/inhibitors, overall
demand segmentation by products and customers, and future competitive
trends including players and technology developments.
> Assessed target company’s sales & marketing mix,
product & technological edge, brand awareness, customer
satisfaction, and management reputation.
> Identified synergies and potential benefits were the target
company to merge with an established manufacturer.
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more
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