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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Operations Diagnostic of Direct Marketing Services Company:  Establishing “One Company” Organization and Operations to Realize Cost Synergies 

Conducted a 5-week operations diagnostic of a recently acquired portfolio company to identify cost reduction opportunities and establish organizational and operations end-visions. Gotham undertook an extensive analytic effort to reconcile and align data from 3 separate, independently operating systems corresponding to each business unit and create in-depth profiles of purchasing spend and labor efficiency. We also identified opportunities to improve salesforce effectiveness, including salesforce restructuring and a new compensation system. Finally, working with management, Gotham developed a “One Company” organizational structure to eliminate disconnect and facilitate savings opportunity capture within and among the 3 business units. Following the diagnostic, management launched efforts to capture these opportunities, which were expected to improve the company’s EBITDA margins by 6+ percentage points.

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Competitive Due Diligence of Analytics Outsourcing Company:  Assessing Competitive Positioning in Emerging Analytics Space

Conducted competitive due diligence to pin down nature of current and new competition, including  product- vs. service-focused, lower-end  vs. higher-end analytics offerings, and on- vs. off-shore delivery models. Conducted extensive, hour-long interviews to gain a clear understanding of an increasingly crowded competitive field, allowing our PE client to understand critical industry/competitive dynamics and proceed with an appropriate bid.  

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