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Navigating the impact of COVID-19

As we look ahead, many of our clients are asking questions similar to those in 2020:  what will a given target’s demand profile and growth path look like coming out of COVID under various timeframes/scenarios and how should we position our portfolio companies commercially and operationally to navigate challenges/opportunities ahead? Gotham’s dependable, robust analytical approach provides actionable, reliable answers to these questions, regardless of data quality/availability, market clarity/definition, operational sophistication, and industry or niche complexity.

For more details, below are some examples of our work during the pandemic:

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PRESSURE SENSITIVE LABEL COMPANY
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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E-COMMERCE FROZEN DTC FULFILLMENT SERVICES PROVIDER
Deciphering Nascent DTC Frozen Foods Fulfillment Market

Conducted 3-week customer & market due diligence to establish:  frozen DTC fulfillment market size and the ability to sustain COVID-19 bump; the target’s competitive positioning in the frozen DTC fulfillment market; and the target’s reputation/positioning with foodservice distribution customers. Gotham:  mapped universe of 350+ frozen DTC food companies; built bottom-up frozen DTC fulfillment market model; conducted 11 DTC fulfillment customer interviews; established competitive landscape of frozen DTC fulfillment services providers; and conducted 13 interviews and 73 online customer surveys of foodservice distribution customers. Gotham’s findings enabled our client to move forward confidently with the potential acquisition.

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OPE PARTS MANUFACTURER
Establishing Complex Market Dynamics And Target’s Competitive Positioning

Conducted 3-week customer & market due diligence to establish:  market dynamics and outlook for the OPE parts market; the target’s reputation/competitive positioning with OEMs and retailers; and the target’s growth opportunities in the retail, professional, and E-Commerce channels. To this end, Gotham:  conducted 7 “warm introduction” and 41 anonymous customer interviews; conducted 2,075 online consumer panel surveys with OPE users to gain insights into OPE user demographics, usage patterns, buying behavior, brand recognition, and shifts during COVID pandemic; and built a market sizing model. With the clarity and insights we provided, the client became comfortable with target’s market position and growth opportunity and successfully closed the add-on acquisition.

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CLINICAL TRIAL PACKAGING COMPANY
Establishing Growth Outlook And Competitive Positioning

Conducted a 3-week customer & market due diligence to: establish market size/growth outlook; understand insourcing risks and substitution threats; and establish the target's reputation/competitive positioning. To this end, Gotham: conducted 26 interviews with clinical trial sponsors (pharmaceutical and biotech companies), CRO, CMO, and CPO companies; assessed substitution threats; identified and profiled key clinical trial packaging competitors; established clinical trial growth outlook in light of COVID-19; and built a bottom-up market sizing model based on individual clinical trial level details. Our client was able to move forward on its bid with confidence and successfully closed the transaction.

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Home Care Services Provider
Establishing Acquisition Opportunities and Operational Scale Advantage of Regional Home Care Services Provider

Gotham conducted a customer & market and operational due diligence of a regional home care services company primarily providing private pay senior care PCA services. Gotham’s multi-pronged market and competitive dynamics effort included ~30 interviews with hospital medical discharge supervisors, creation of a location-specific PCA services provider database, and research to establish market size, key trends, and growth outlook. Gotham also conducted an in-depth assessment of the target’s caregiver recruitment and retention, scheduling and logistics, and customer acquisition and retention processes, tools, and metrics, as well a robust analysis of transaction-level billing and payroll data. Our client was excited by the value creation opportunities available through add-on acquisitions and operational scale advantage in a highly fragmented market and decided to pursue the target aggressively.

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Industry Expertise

 
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Consumer
 
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Food & Beverage
 
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Healthcare
 
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Industrials
 
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Infrastructure
 
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Services

Want to learn more about how Gotham can help you with value creation?