Evaluating Brand Health/Positioning In Light Of Technology Changes & Channel Dynamics
Conducted a 3-week customer & market due diligence to assess brand strength, market positioning, and growth potential of a 130+ year-old electrical products manufacturer. To this end, Gotham: conducted 202 anonymous electrical contractor interviews/surveys; assessed lighting controls market dynamics and technological shifts; reviewed distributor catalogs to evaluate SKU availability and sourcing exposure; analyzed pricing and recession risk; and assessed the pool & spa market opportunity. Gotham provided the client with a clear view of the target’s positioning and brand strength, addressed concerns around technology risk and sourcing, and identified actionable growth opportunities. Gotham’s analysis enabled the client to gain confidence in the target’s future potential and move forward to close the deal.
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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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Assessing Channel Risks and Validating Growth Potential in Niche Specialty Distribution Market of Test & Measurement Equipment Distributor
Conducted OEM, Customer & Market Due Diligence to confirm continued industry shift to indirect channel, establish target’s competitive positioning, analyze rental business attractiveness, and explore adjacent market expansion opportunities. Created market sizing model to validate market size and growth prospects, conducted 50+ customer and OEM interviews, modeled financial impact of indirect channel on OEMs, and performed extensive research. Gotham’s 2-phasse due diligence effort enabled our client to win the auction and successfully complete the acquisition of target.
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Establishing Target’s Brand Reputation and Growth Opportunities of Plumbing and Drain Cleaning Services Company
Conducted 4-week customer & market due diligence to: (1) validate defensibility of target’s residential business; (2) establish/confirm growth opportunity in the commercial business; and (3) validate the opportunity to expand into the water damage restoration market. Gotham undertook an exhaustive fact-based approach: consumer panel and customer surveys; commercial customer surveys and interviews across 11 end-markets; deep-dive analysis of several years of job-level data; and detailed competitive landscapes in each of the target’s territories. Gotham’s fact-based conclusions allowed our client to gain confidence in defensibility of the target’s market position and viability of its growth plan leading to the successful close of the transaction.
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Quickly Evaluating Customer Relationship Strength, Competitive Positioning and Commodity Price Risk of Flexible Packaging and Labeling Converter
Conducted rapid, focused customer & market due diligence to: 1) evaluate market dynamics, leveraging our proprietary knowledge base to establish market size, segmentation, and trends by packaging/label type, end-market, and material type; 2) determine strength of customer relationships by interviewing major customers after addressing management’s sensitivities regarding customer contact; 3) establish competitive landscape by leveraging our proprietary database of flexible packaging and labeling companies and by interviewing additional small direct, local competitors; and 4) evaluate target’s exposure to plastic resin price volatility by reviewing target’s vendor/customer agreements and analyzing purchasing/sales data to demonstrate the effectiveness of informal price adjustment mechanisms. Gotham’s rapid assessment of market dynamics, customer relationships, the competitive landscape, and commodity price risk gave our client the confidence to provide the necessary capital to complete the acquisition.
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Assessing Company Positioning and Market Outlook of Off-road Vehicle Aftermarket Parts Supplier
Conducted customer & market due diligence to establish the aftermarket parts market size/growth for key end-markets, identify potential threats from OEMs/distributors, and understand the eCommerce growth opportunity in an information-poor market: 1) conducted over 200 interviews with decision-makers at major OEMs, distributors, dealers, repair centers, and retailers; 2) established off-road vehicle aftermarket part market size/growth; 3) quantified channel-specific market trends by analyzing the target’s sales by distribution channel at the SKU level; and 4) established the competitive landscape at each step of the value chain by profiling major OEMs and distributors in the powersports, agriculture, and lawn and garden markets. Gotham’s intensive primary research and analytical effort provided a nuanced understanding of the market outlook and clarified threats/opportunities, thus allowing the client to make a well informed bid in a highly competitive auction.
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