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  • Sectors: Healing

Case Studies

Acquisition Support in Pharma Distribution

The client is a leading distributor of pharmaceutical and related products worldwide.

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Issue

The client was active in China but also focus limited in geography and breadth of the product portfolio. New executive management desired a more aggressive and acquisitive expansion to achieve national coverage in China. Management needed assistance to identify and vet potential targets in strategy urban markets.


Approach

Initially conducted a rigorous screen of a long list of possible targets based on agreed criteria. Qualified this list through anonymous meetings with target management and external discovery. Developed profiles of more attractive prospects and introduced to our client for direct meetings. Conducted additional intelligence through customer and other industry interviews. Produced a short list of potentially attractive targets who met established criteria and expressed interest in a deal. Furthermore, Solidiance was working with the client, on an ongoing basis, to bring deals to closure through assistance in negotiation and relationship management.


Solution

Our solution was to identify a potentially attractive candidate for each target city. Also, we were expected to provide a comprehensive profile to illustrate candidate’s business activities together with the initial analysis of strength and weakness.


Engagement ROI

Client completed acquisitions of distributor candidates in 3 cities in east China region.