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Consumer Services

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Plumbing and Drain Cleaning Services
Customer & Market Due Diligence of Plumbing and Drain Cleaning Services Company:  Establishing Target’s Brand Reputation and Growth Opportunities

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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Life Events Services Company
Customer & Market Due Diligence of Consumer Life Events Services Company:  Establishing Buying Behavior and Identifying Growth Opportunities

Conducted 3-week customer & market due diligence to:  determine consumer buying behavior in target’s core operating segments; validate target’s competitive positioning in mall-based segment; and identify/assess potential end-market expansion opportunities. To analyze each of target’s 3 core segments, we:  1) surveyed a panel of 1,500 consumers; 2) conducted 30+ anonymous interviews with key decision-makers at top customers and potential customers; and 3) performed extensive primary and secondary research. Based on our findings, our PE client was able to prepare an appropriately valued bid.

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PROPANE DISTRIBUTOR
Customer & Market And Operational Due Diligence Of Leading Propane Distributor: Determining Branch-level Margin Expansion Opportunities And Market Position

Conducted 2-week customer & market and operational due diligence to:  validate capture of pricing and operating efficiencies at acquired companies; establish local market dynamics and target’s competitive positioning; and assess regulatory and substitution threat. Gotham: surveyed ~750 propane consumers in target’s service areas; identified/profiled key competitors and conducted 32 competitor interviews in target’s local markets; analyzed zip-code-level propane supply, consumption, pricing, and heating degree day trends; determined pricing optimization and segmentation opportunity; assessed substitution threat from natural gas, electricity, and heat pumps; and analyzed pricing, delivery, and backoffiice expenses at 25+ acquisitions. Comfortable with the target’s opportunity to acquire family-owned local propane distributors and capture pricing/operations improvements, our client was able to move forward with an aggressive but well-informed bid.

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Leading Mobility Products Distributor
Customer & Market Due Diligence of Leading Mobility Products Distributor: Assessing Consumer Willingness to Buy and Lender Willingness to Finance a Lower-priced Product

Assessed consumer willingness to buy a lower-priced product and lender willingness to finance the product. Through a consumer panel survey of high-wheelchair-usage consumers (either users or caregivers), and a survey of target’s customer and prospect database, Gotham established that WAV is a need-based product that offers significant quality of life improvement -- a new lower-priced product would open up another ~20% of market. Through our ability to get to the right auto lending decision makers, we were quickly able to establish what the target should expect in terms of financing and which lenders to target. Our client was excited about the opportunity, presented our findings to the target’s management, and pursued a more aggressive bid.

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Mental Health Services Provider
Customer & Market and Operational Due Diligence of Leading Private Pay Residential Mental Health Services Provider:  Establishing Program-Level Competitive Positioning and Operating Performance 

Gotham conducted a customer & market and operational due diligence of a leading multi-program player in the private pay residential mental health services market, serving adolescents and young adults with a broad array of behavioral disorders. In line with the bid timelines, Gotham structured a 2-phased effort, with Phase I effort focused on understanding the overall market and referral dynamics, the target’s overall competitive positioning, and the growth opportunity and Phase II on program-level operational performance, reputation/competitive positioning, and recessionary risk. Gotham: conducted 43 interviews with referral sources, competitors and industry experts; built a bottom-up market sizing model; developed a comprehensive competitor database; and built robust operational performance fact packs for each of the target’s programs. Gotham’s fact-based assessment gave our client the conviction to win the auction with an aggressive bid.

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Consumer Electronic Device Provider
Pragmatic Growth Strategy for Consumer Electronic Device Provider:  Developing Multi-brand Growth Strategy in Preparation of PE Exit 

Established feasibility of multi-brand strategy to support a transformative add-on acquisition, created company’s domestic and international growth strategy to position the company for a successful exit in 18-24 months, and developed an actionable strategic plan.  Effort included:  interviewing 160+ government officials, competitors, consumer/influencers, and other industry participants; researching market, competitive, and regulatory dynamics; building robust state-by-state market size/growth and cannibalization models; and developing multi-brand, Canada entry, and product line expansion strategies. Gotham’s assessment and recommendations allowed the client to move forward with the add-on acquisition and enter Canada, as well as start executing near-term aspects of growth plans to set stage for exit.

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