Identifying Customer Spending Trends and Company Perception of Material Processing Equipment Manufacturer
In an auction situation, conducted customer and market due diligence to identify customer spending trends and perception of the target company for the buyer. Identified potential for a near-term decline in recent sales levels and uncovered customer concerns regarding the target company's customer service and product innovation, leading the buyer to back away from the aggressive pursuit of the company.
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Validating Market Potential of an Add-On Acquisition at Specialty Plastic Container Manufacturer
Conducted 146 customer interviews and market sizing analysis to support an add-on acquisition of residential plastic container manufacturer by a PE-owned $400MM commercial steel container company. Analysis validated market potential and customer perception of the target and since the deal closed, the target has been outperforming projections.
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Validating the Economic Prospects of a Geographic Area for Truck Parts Distributor
Conducted market research and economic assessment of the state of Michigan to validate the geographic market entry strategy of a leading distributor of trucking products evaluating a $30MM add-on acquisition. Effort included a robust profile of the state’s economy, including a 5-year industry-level projection/modeling of state GDP and employment, and a detailed analysis of the state’s business and regulatory environment. Client proceeded with acquisition based on projected near-term growth estimates.
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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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Establishing Addressable Market And Growth Outlook In An Undefined Market
Conducted 1-week customer & market due diligence to establish the addressable market size, growth trends, and competitive landscape for flow control safety equipment in natural gas distribution systems. Gotham: conducted 78 interviews and 44 online surveys with natural gas utilities; built a market sizing model extrapolating interview/survey data; and developed a robust technical profile of natural gas local distribution system configurations and flow control equipment. Armed with valuable clarity and detail in an otherwise information-poor industry, our client was able to complete the add-on acquisition with confidence.
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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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