Internet & E-commerce
Exit Preparation/Positioning of Entrepreneurial Specialty Online Retailer: Estimating Market Size and Growth Outlook of a Niche Sporting Goods Market to Support the Sale Process
Conduct a 2-week market study to establish product and user profiles, market drivers and trends, competitive landscape, and channel dynamics, as well as to build a market size model establishing historical and projected market growth rates. Gotham undertook a bottom-up approach to analyze this niche market with no available market data, including: extensive secondary research; ~50 interviews with retail stores and industry experts; consumer surveys; and creation of 3 market sizing models. By enabling the client’s offering materials to show attractive growth prospects, the company was sold to a private buyer at an attractive valuation.
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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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Customer & Market Due Diligence Of Foodservice Distributor/DTC Fulfillment Services Provider: Deciphering Nascent DTC Frozen Foods Fulfillment Market
Conducted 3-week customer & market due diligence to establish: frozen DTC fulfillment market size and the ability to sustain COVID-19 bump; the target’s competitive positioning in the frozen DTC fulfillment market; and the target’s reputation/positioning with foodservice distribution customers. Gotham: mapped universe of 350+ frozen DTC food companies; built bottom-up frozen DTC fulfillment market model; conducted 11 DTC fulfillment customer interviews; established competitive landscape of frozen DTC fulfillment services providers; and conducted 13 interviews and 73 online customer surveys of foodservice distribution customers. Gotham’s findings enabled our client to move forward confidently with the potential acquisition.
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Strategic Sourcing at Large Direct Marketing Company: Developing Dedicated Global Sourcing Function and Processes
Helped build strategic sourcing capabilities by migrating sourcing responsibilities from merchandising to a dedicated sourcing team and developing detailed sourcing processes, including quote management, vendor management, and quality management. To help efficiently manage sourcing, also crafted an Asia Sourcing Office business case that was approved by the board.
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Sourcing Optimization at Large Direct Marketing Company: Consolidating the Vendor Base to Reduce Complexity
Helped management consolidate China base of 1,700+ factories and capture cost savings ($8.7MM, 12% in sourcing savings). 5 phase effort included creating the bid package, supporting the bidding process, building a quote evaluation tool, and awarding the business. Returned 6 months later to help management diagnose/respond to price increases driven by macro factors (e.g., Chinese currency appreciation, elimination of Chinese export tax rebate, commodity price increases, and new quality/factory inspection requirements).
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Operations Improvements at Large Direct Marketing Company: Capturing Sourcing and Inventory Opportunities
Assisted management team in capturing $10+MM in sourcing cost reduction and $20+MM in inventory optimization opportunities identified during operational due diligence. The effort included developing new sourcing function and processes, crafting a strategic sourcing approach including a business case for Asia Sourcing Office, re-sourcing 15,000+ China-sourced items ($100+MM spend), and creating robust inventory management approach/processes.