Client's problem:

A leading municipality equipment manufacturer requested our help with exploring Central and Eastern European countries for lower-cost production alternatives. Our help was needed as the company was implementing new global supply chain strategy. PMR's task was to search for potential business partners in the CEE region with requested production capabilities and experience who could manufacture at least part of the products being manufactured in high cost countries at that time. At the same time the company had to meet other requirements to be appropriate M&A targets in the future.

Our solution:

Phase I PMR investigated a number of external sources and interviewed previously identified market experts and insiders in all given countries to find information about the market and manufacturers with requested capabilities. Gathered information proved that indeed there was a potential for our client for successful sourcing activities in the region. As a next step, PMR consultants contacted and interviewed representatives of all the companies in order to learn more about their production capabilities, finance, logistics and marketing and to evaluate the sourcing potential. After the initial evaluation PMR visited the short-listed companies and examined them in more detail. As a result, our client received a report including detailed descriptions of the best potential partners and recommended next steps. The profiles included financial analysis and the companies' initial valuation. Phase II Happy with the results of the first phase, our client chose four companies from those presented in the report and decided to visit them on site. PMR was asked to provide business assistance during the meetings. On the basis of those visits, PMR reports and further analysis the client, together with PMR consultants, narrowed down the list of four to two final candidates.

How the project ended:

The final outcome included a database of all potential sourcing partners and M&A targets - the companies meeting the criteria specified by the client as well as the profiles of the most promising candidates selected by PMR together with the client. On the basis of the report and assistance during the meetings with the previously described companies, the list of the best M&A targets was limited from almost 30 to only two. PMR also assisted during initial M&A negotiations, providing the client with extensive knowledge of the local culture, negotiation process and economic situation.

Delivery time:

3 months

What the client received through this project:

As a result of the project our client acquired one of the local players in the Central Eastern Europe area and gained a detailed understanding of competitor activities and strengths throughout the region.

---