Household Goods
Customer & Market Due Diligence Of OPE Parts Manufacturer: 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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Exit Preparation/Positioning Of Outdoor Living Product Company: Crafting Analytically Robust Growth Story Showing Significant Whitespace Opportunity And Differentiated Competitive Positioning
Developed an analytically robust sell-side market study report on an outdoor living products company to demonstrate the company’s ability to expand the addressable market by introducing high-quality mid-tier RTA products and capture significant growth. To this end, Gotham: conducted a robust survey of over 10,000 consumers; established the company’s competitive positioning; developed bottom-up market sizing models to determine the size, historic and projected growth, and whitespace opportunities for the company’s product categories; established the company’s target demographic and evaluated how macro trends and consumer behavior shifts will impact the company; and conducted an online review analysis to gain insight on the company’s reputation. The clarity on the company’s strong value proposition and significant growth opportunities generated significant buyer interest.
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Delivery Performance Improvements at Leading Household Products Company: Turning Around Warehouse and Customer Service Performance
Helped turn around a problematic distribution operation that was creating service problems with leading retailers. Developed standard operating procedures for basic warehouse functions, including inventory transactions, pick/pack/ship operation, cycle counting, and quality audits. Revamped the warehouse organization structure and instituted measurement and tracking to monitor performance. HomeCo now a top 10 supplier to the largest U.S. retailers.
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Operations Improvements at Branded Consumer Goods Company: Focusing and Accelerating Labor and Freight Cost Reductions
Identified and help capture immediate cost savings opportunities in a recently acquired portfolio company that fell short on EBITDA target and violated bank covenants. Effort included 3-4 week development of $1-2MM cost reduction plan and 6-week assistance in capturing $900K labor and outbound freight opportunities, accounting for 15% increase in EBITDA.
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