Industrial Services
Customer & Market Due Diligence of Leading HSE Services Company: Understanding Market Dynamics/Size as Key Input to Round 2 Bid Decision
Conducted customer interviews and market research to validate company’s business model of providing outsourced services to the energy industry. Effort included interviewing (unsolicited) 84 current and potential customers, researching 5 product families and 7 industry sectors to establish service requirements, and building bottom-up market sizing model for this early stage outsourcing market. PE client ($9+B under management) purchased the company and able to increase the top-line by 50% within the first year.
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Operational Due Diligence of Testing Services Provider: Identifying Consolidation Synergies from and Operational Improvement Opportunities in an Add-On Acquisition
Conducted a 4-week operational due diligence to: 1) identify and quantify facility consolidation and other synergies; 2) determine cost additions and operations improvement opportunities; and 3) establish current asset and labor utilization. Gotham worked hand-in-hand with our client to build a comprehensive and reliable cost and capacity fact base, conducted detailed tours of all the facilities, assessed several site consolidation options, and benchmarked operational metrics across the 2 companies. Gotham’s due diligence findings allowed our client to confidently proceed with the transaction; client is already capturing synergies identified during the due diligence.
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Customer & Market Due Diligence of Fluid Power Equipment Company: Assessing Adjacent Market Growth Opportunities in Several Technically-complex Niches
Conducted customer & market due diligence to validate adjacent market growth opportunities, including offshore oil & gas, forestry, marine, and civil infrastructure and other end-markets under consideration. Interviewed 150+ competitors, customers, prime contractors, and other key value chain participants, researched complex technical requirements, and leveraged government and industry data to develop a robust fact base, including size/growth models for each end-market, geographic gap analysis, and profiles of key competitors/potential acquisition targets. Based on Gotham’s findings and recommended expansion strategy, PE client closed the deal and is pursuing an acquisition to fill a key geographic gap.
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Customer & Market Due Diligence Of Specialty Chemicals Logistics Service Provider: Establishing ISO Tank Container Growth And International Expansion Opportunities
Conducted a 2-phase due diligence of a leading provider of ISO tank container services to establish: specialty chemicals import/export dynamics and trends; ISO container growth outlook and penetration level; understanding of target’s competitive positioning; and international expansion opportunities. To this end, Gotham: built a bottom-up market sizing model to establish ISO container penetration using 600 million-row PIERS database of all U.S. import/export bills of lading; conducted 93 anonymous interviews with NVOCCs, chemical manufacturers, and ISO tank manufacturers and lessors; developed a port-by-port view of competitors in the U.S. and Europe; identified and analyzed all U.S. chemical plant investments; and conducted a deep-dive into a key account to assess potential risks. Gotham’s comprehensive, data-driven assessment of the market trends, the target’s competitive positioning, and growth outlook provided our client with facts to prevail in the hotly contested auction and gain exclusivity.
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Operational Due Diligence of Testing Services Provider: Rapidly Validating Margin Improvement Opportunities and Assessing Capacity/CapEx Risk
Conducted 2-week operational due diligence to validate margin improvement opportunities and assess capacity/CapEx risk. Gotham visited 7 facilities and conducted full-day operations review with management to understand operations management approach/processes and visions/plans moving forward. To fill gaps in this data poor situation, we performed various in-depth analyses – recasting labor cost structure, analyzing job-level data to understand profitability, building a bottom-up labor utilization and fixed cost model to project margins with revenue growth, etc. Gotham’s due diligence work enabled our client to move forward with confidence and successfully acquire target in a proprietary deal.
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