Client: The client is one of the largest, privately-owned companies in the Gulf region. A multinational company with operations in 40 countries and more than 30 businesses and a strong focus on building materials.
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| Issue: Competitors had already successfully entered several South East Asian countries and the client was looking at these markets to catch up with competition and to realize ambitious growth targets. The client was also interested to identify potential partners and acquisition targets to grow its insulation business. |
Solution: Solidiance leveraged its domain knowledge, existing industry contacts and local language capabilities to quickly identify key players. Over the course of the project we engaged in more than 120 site visits and personal interviews. Detailed weekly reviews and discussions allowed to identify and prioritize target companies early in the project and to align our research focus with the identified customer segment opportunities. We also arranged and joined the clients initial discussions with potential acquisition targets. This ensured actionable recommendations and complete knowledge transfer to the client.
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Approach: We identified high growth markets, key players and construction market drivers. Interesting competitors were analyzed and prioritized and we facilitated discussions with the respective owners. Knowing cost structures, sales pricing and market demand for all key players, we were able clearly size opportunities and help our client to price acquisition offers. |
Engagement ROI: The client started negotiations with several potential acquisition targets and has recently signed a letter of intent with a high potential company. Solidiance continues to support the client and did a follow up project looking at market opportunities across nine additional Asian countries. |
