PRIVATE EQUITY / GLASS CONTAINER MANUFACTURER
Making an attractive market position crystal clear.
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
In collaborating with the PE firm and company management, we were able to identify those areas where new insights would be most valuable. Then, we tailored our proven capabilities and frameworks to deliver against our client’s needs.
Opportunity Assessment & Identification
In this case, Market Analysis was the most crucial issue at hand, specifically:
- 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
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