Building Products & Services
Customer & Market Due Diligence Of Electrical Products Manufacturer: Establishing Brand Importance And Recession Risk
Conducted a 2-phase, 5-week customer & market due diligence to establish: (1) the target’s cyclical exposure/recession risk; (2) the target’s competitive positioning/reputation; (3) manufacturers’ rep dynamics; (4) pricing dynamics/trends in the target’s product categories; and (5) e-commerce trends in electrical products market. To this end, Gotham: conducted interviews and surveys with electrical contractors, distributers, and manufacturers’ reps; built an MSA-level electrical product market sizing model; conducted recession risk analysis; and built an electrical product map. Our fact-based brand importance and recession risk assessment allowed our client to successfully close the deal and develop a suitable capital structure to withstand a recession. The business performed within quantified parameters during the COVID-driven demand shock.
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Exit Preparation/Positioning Of Leading Construction Supplies Manufacturer: 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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Field Service Strategy at Residential Exterior Building Products Company: Cost Reduction In Post-sales Service Operations While Ensuring Stellar Customer Service
Built a robust fact base of field service spend and cost drivers, interviewed customers to understand their decision-making criteria, compared BuildCo's field service performance vs. competitors, benchmarked other Building Products companies, and built a simulation model to quantify cost impact of various scenarios. Recommended field service model expected to reduce cost by 26.5% (more than double management's ingoing estimate) and improve customer value proposition.
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Customer & Market Due Diligence Of Leading Supplier Of Synthetic Fiber For Nonwovens: Establishing Competitive Positioning/Margin Sustainability
Conducted a 2-phased customer & market due diligence to establish target's competitive positioning and margin sustainability. To this end, Gotham: conducted 86 anonymous and “warm introduction” customer interviews; analyzed target’s customer base to establish where target competes within the synthetic fiber market; established target’s addressable market size/share and growth outlook in multiple end-markets; built a global synthetic fiber capacity and manufacturer-to-distributor product flow picture by fiber type, and profiled key manufacturers and distributors and established their market shares. Gotham’s assessment provided a comprehensive, fact-based view on the target’s competitive positioning, margin sustainability, and end-market growth outlook, allowing our client to successfully close the deal.
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Customer & Market Due Diligence of Retail Damage Prevention Product Manufacturer: Establishing Growth Outlook and Competitive Positioning
Conducted a 3-week customer & market due diligence to: (1) establish growth outlook of the target’s market and products; (2) establish target’s competitive positioning; and (3) validate target’s pipeline and growth projections. The effort included: 90+ interviews with customers and influencers; extensive market research to establish retail channel trends, strategy, retailer location dynamics, and risk; profile of major competitors’ product portfolio and positioning; and bottom-up market sizing model by product segment, spend type, and channel. Gotham’s comprehensive, fact-based assessment indicated that despite the increasingly challenging brick and mortar retail environment, the asset damage prevention product market continues to be robust. Furthermore, the target has strong positions by product and channel, enhanced by strong customer relationships and long-term contracts. As a result, our client felt confident to move forward and closed the transaction successfully.
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Operations Diagnostic and Roadmap at Climate Control Product Manufacturer: Establishing End-vision for a Fast-growing, Entrepreneurial Company
Conducted a 3-week operations diagnostic to establish an end-vision for optimizing the clients’s manufacturing, supply chain, and engineering operations. Gotham developed a solid fact base of the client’s operations, including demand patterns, inventory, labor efficiency, product complexity, and cost structure. Working with management, Gotham created an end-vision to transform operations and generate both real bottom line benefits – 600bp EBITDA improvement, 20-30% reduction in inventory, and 30% reduction in the plant footprint – and capability enhancements (faster speed to market, improved quality, etc.) that will allow the client to capture market opportunities and drive future growth. The company’s board wholeheartedly backed this end-vision and asked Gotham to help accelerate capture of these opportunities.
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