Private equity / glass container manufacturer
9:38 pm
Industry
Food & Beverage (Glass Containers)
Opportunity
To help secure the optimal sale price for a glass containers manufacturer in its portfolio, a PE firm needed to confirm and quantify the company’s unique and sustainable position in the marketplace.
Clearly defining this market position required addressing key areas where the company lacked insight:
- A holistic view of the North America glass container market, including growth projections by key food and beverage categories
- Customer perceptions of the company vs. key peers
- A 5-year growth strategy with supporting key initiatives
Action
Opportunity Assessment & Identification
- Detailed sizing of the North American glass container market
- Growth projections in the most relevant product categories
Insight Development
What this client needed most was proprietary customer and consumer research designed to provide:
- Customer perceptions of the portfolio company versus competitors
- Identification of potential points of differentiation
Models and Tools
Helping to quantify the manufacturer’s unique market position was best accomplished through Proprietary Modeling designed to establish:
- Custom segmentation of the “premium” stratum in North America, where the company would have a strong foothold
- Segment sizing and growth projections
Enterprise Growth Strategy
We developed an attainable, 5-year growth strategy with clearly articulated key initiatives and a credible forecast to help demonstrate the company’s potential future state.
Impact
The PE firm commanded a sale price of more than $1 billion, and was recognized by BUYOUTS with the Deal of the Year in 2017.
- New insights into brand perceptions vs. peers
- Proprietary modeling of specific “premium” segments to protect and/or enter
- A clear, actionable 5-year growth strategy
