Exit Preparation/ Positioning
We help maximize portfolio company exit valuations through considerable and detailed planning well in advance of targeted exit timeframes. Our work begins with a fresh view of the company’s growth prospects and operational realities; and includes a well thought-out, executable plan for future value creation - creating a strategic blueprint for the next owner. We then support the creation of selling documentation by providing a robust, compelling growth and operational story.
Establishing Geographic Expansion Opportunities And Identifying Acquisition Targets
Conducted a geographic expansion assessment to demonstrate to potential buyers the company’s opportunity to further expand into 4 new metropolitan areas. To this end, Gotham: segmented each market into geographic clusters based on local demographic and geographic data, built a comprehensive view of the local competitive landscape, and highlighted potential acquisition targets based on size and geographic attractiveness. This geographic expansion roadmap enabled our PE client to position the company to potential buyers as having a significant opportunity to replicate its growth in new metropolitan areas and eventually to exit at an attractive valuation.
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Developing Growth Strategy in the Outsourced Service Market for $1B Automotive Parts Distributor
Built solid fact base of market and competitive dynamics in the outsourced automotive service in order to pin down the growth opportunity in this segment. Analyzed key industry data, interviewed 100+ independent service centers, assessed competitive landscape, and modeled economics to establish market attractiveness and growth potential, including key demand drivers/trends, business synergies/risks, competitive positioning, and size/profitability of future network. Gotham’s exit preparation and positioning allowed the company and its investors to paint a clear picture of the source of the next leg of growth and sell the company at a rich valuation.
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Developing A Fact-based Growth Story
Conducted a market and competitive dynamics assessment to craft a fact-based growth story to inform management’s growth case and provide potential buyers with an understanding of client’s business and competitive positioning. Gotham: developed an in-depth industry primer; conducted customer interviews and surveys; built a competitive database profiling each player in the market; used industry data to detail historical and projected industry growth; built a bottom-up market size model; and established a detailed picture of client’s growth opportunities. Gotham’s assessment provided the client with extensive customer feedback and allowed management to develop a strong growth case and provide potential buyers with a fact-based market and growth opportunity understanding.
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Establishing Company’s 5-year Growth Stack
Conducted a market dynamics and whitespace opportunity assessment to craft a fact-based growth story to inform management’s growth case and provide potential buyers with an understanding of company’s business and potential future growth. Gotham: established key market trends in all retail and foodservice segments; built an in-depth retail market sizing model of company’s product categories; built a database of Hispanic and mainstream restaurant chains and built a bottom-up foodservice market sizing model; and developed the company’s whitespace opportunity model for retail and foodservice. Gotham’s assessment provided the client with quantified fact-based view of company’s growth opportunities leading to a highly contested auction.
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Defining A Niche Market and Establishing Competitive Positioning at Surgical Training Products Supplier
Defining A Niche Market And Establishing Competitive Positioning Surgical Training Products Supplier: Conducted market and competitive analysis of a niche, information-poor market to help an investment bank develop a clear and credible narrative regarding market size, market structure, competitive dynamics, and growth opportunities for an offering memorandum. Gotham: 1) Conducted ~50 interviews of training sponsors (medical device companies, professional associations, universities) and training venues (independent labs, medical device company labs, university/teaching hospital labs); 2) Established competitive landscape by profiling major competitors (business model, size, geographic scope, certifications, training facilities, distribution centers, international presence); and 3) triangulated market size by using 3 different approaches (training venue-based, training sponsor-based, competitor-based). Gotham’s market analysis provided the solid understanding of market size/structure, buying processes, competitive landscape, and growth opportunities needed to credibly market their company as a leader in a growing market.
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Establishing Niche Market Positioning and Multi-pronged Growth Strategy of Electronics Component Supplier
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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