We have found 13 case studies matching your criteria:
Sourcing partner search in Poland and Czech Republic for a global leader in industrial control and monitoring products and services
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Client's problem:
a global leader in industrial control and monitoring products and services asked PMR to conduct a sourcing partner search. The client’s product offering includes temperature / process controllers, indicators, SCR power controllers, data recorders, and data acquisition and data management software.
After moving and opening a production facility in CEE, the company was interested in finding local suppliers for a few product categories currently being manufactured in the UK and France . The products were related mostly to cables and connectors and packaging (made of corrugated board and polyethylene).
Our solution:
PMR conducted a preliminary study to check which of the countries of the region offer the best opportunity for cables and connectors sourcing. We conducted this research in 9 countries of the region. On the basis of this research PMR recommended to start the research in Poland and the Czech Republic.
In case we had not managed to find appropriate partners in those countries, the research would have been continued in Slovakia, Hungary and Romania.
PMR conducted analysis of the industrial controlling market in Eastern and Central Europe, namely in Poland and Czech Republic. The following sections outline the areas of study:
- Market Assessment
- Competitors
- Customers
The report and data gathered in the course of the project helped evaluate opportunities for industrial controlling products in Poland and Czech Republic including:
- basic market knowledge
- evaluation of market attractiveness and magnitude
- competitive environment in the selected markets
- position against competitors
- tactics for starting operations on the market
- identification of customer value propositions
Then PMR began looking for sourcing partners in Poland and Czech Republic, according to client’s needs and specification of the potential sourcing partner and product portfolio specification. After listing of the potential sourcing partners PMR conducted personal visits to the companies to evaluate the production capacities of the companies, Quality Management, product portfolio and potential of the companies to cooperate with the client on regular basis. When the list was ready, PMR consultants, together with the client, evaluated the listed companies and chose companies aided by the detailed profiles that PMR had provided. The companies were also invited to provide their own input and information to the selection process.
How the project ended:
The companies were chosen according to client's criteria and according to willingness of the potential sourcing partners to cooperate and the sourcing companies will start to supply PMR's client on regular basis.
Delivery time:
6 months
What the client received through this project:
A report in MS Word format, Summary of findings in MS PowerPoint format, PMR study including: data about Market size, Trends and market drivers, Competitors, Customers, Long list and short list of potential sourcing partners, Business assistance.
Merger and Acquisition Target Identification in the Czech Republic and Poland for a leading manufacturer of ventilation and dust-deduction systems
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Client's problem:
A leading German ventilation manufacturer turned to PMR with a problem of capacity shortage. The company aimed at increasing its production volume but at a lower operating cost. It wanted to gain access to skilled, low cost labour by moving the production processes to Central and Eastern Europe (CEE). Its preferred strategy was M&A (Merger and Acquisition) of a CEE partner.
Our solution:
First of all, PMR Consultants advised the client as to the preferred geographical scope of the research - Poland and the Czech Republic. Afterwards, these countries were screened in a search for an adequate company that would suit our client's criteria. Subsequently, the PMR team short-listed and validated potential targets and prepared comprehensive profiles including detailed financial data. Additionally in cooperation with the client PMR Consultants designed a Vendor Assessment Questionnaire which served the purpose of gaining a better understanding of the Czech or Polish firm. It was also crucial for the process to develop a relationship with potential partners, which in further stage influenced positively business talks. PMR experts also provided the client with a road map on M&A preparation, assisted during the company's visits in Poland and the Czech Republic, supported during the negotiation process and informed on the Central and Eastern European business culture.
How the project ended:
Business talks are currently in progress, our client is at the point of putting the final bid for acquisition of the selected company advised by PMR. The expected deal completion is planned for mid October 2007.
Delivery time:
10 weeks
What the client received through this project:
Our client was provided with a comprehensive report including companies' detailed profiles and Vendor Assessment Questionnaire. PMR Consultants organized and supported the client during their visits to Poland and the Czech Republic.
Market research, competitive intelligence and distribution channel analysis for a top European tyre manufacturer
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Client's problem:
Our client, a global market research company, carried out in partnership with PMR, research which was aimed at evaluating the winter tyres market potential in selected Central and Eastern European countries, namely Poland, Czech Republic, Slovakia and Hungary.
Our solution:
Together with our research partner we have adjusted the methodology used in the other European countries to the local Central and Eastern European conditions in order to make sure that the local business culture has been considered while planning the project. In the initial desk research section we analysed secondary sources in order to build an initial image of the tyre market in the selected countries and with particular emphasis on the winter segment. Through this process we gained knowledge on such subjects as active players, their market share, strengths and weaknesses, as well as how their distribution channel is organized. This allowed us to launch a series of over 120 interviews, in all the selected countries, designed to answer the simple of question whether this market is saturated already or if there is a place for the new player to launch its products. During this process we found particular niches which were not fulfilled by those suppliers who were already on the market and showed potential for our client.
How the project ended:
The project was completed with a detailed presentation of our findings, providing our client with recommendations regarding the tyre markets in Poland, Czech Republic, Slovakia and Hungary.
Delivery time:
60 days
What the client received through this project:
Client gained a detailed knowledge not only about the market and distribution channel but also about the shortcomings of the existing players that created a huge development opportunity in the selected countries.
Arranging a Trade Mission to Poland for a Maltese government agency.
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Client's problem:
Our client was a Maltese government agency focused on attracting inward investment and supporting enterprise in Malta. The companies participating in the Malta Trade Mission visiting Poland were representing the following branches: food industry, ceramic sector, environmental solutions and IT branch. The companies were looking for potential business partners: distributors, franchisees, clients, subcontractors.
Our solution:
PMR Consultants had to identify potential partners for our clients, do preliminary market research and arrange the complete agenda. In order to accomplish the task, we conducted desk research, followed by short interviews, prepared detailed profiles of interested companies and arranged meetings for our client. The agenda was sent to the client together with a short market research report and general comments concerning specific conditions on the Polish market and recommended market behavior.
How the project ended:
Our clients were provided with general market recommendations and meetings with the best-matching partners were arranged.
Delivery time:
5 weeks
What the client received through this project:
Client received market information, list of contacts in respective branch, business assistance and market recommendations concerning the situation in Poland. Meetings were arranged and negotiations started.
Decorative paints and coatings market study in Serbia for top three international manufacturer of Paints and coatings.
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Client's problem:
Our client was one of the market leaders in various regions of the world, however they had no presence in Serbia. They had established contact with one of the market leaders in the country for possible acquisition and they wanted PMR to conduct commercial due diligence in Serbia to verify the data provided to them by the target.
Our solution:
The research covered the economic situation and evolution in the country, evaluation of the situation in the construction sector, along with its evolution, trends and tendencies, especially regarding reconstruction/renovation, and most importantly, the research provided details about the decorative paints and coatings market in Serbia, defining the volume of the market, the value of the market, evolution of the market, market trends, most important products, major players and stakeholders, their size, market share, share-holders, volume, net sales, management, etc. In order to produce detailed market insight, telephone and face to face interviews with industry experts and practitioners were conducted, e.g. in the Chambers of Building Materials, management staff of key players in Serbia, major retailers, and distributors. Store checks were also conducted that helped the client to have a clear picture of the paints & coatings retail sector. PMR also cross checked the data with other relevant associations and authorities and by doing so created trustworthy estimations as to the market volume, value and its segments were obtained.
How the project ended:
The client was provided with a roughly 100 page report with detailed analysis of market trends in Serbia. The client was highly satisfied with such an extensive report and market analysis and they continued with the planned acquisition.
Delivery time:
4 weeks
What the client received through this project:
The client obtained detailed knowledge about the Serbian paints and coatings market. They received information about their potential target, their market position, the way the consumers feel about their products and they verified the data provided by their partner in Serbia.
Sourcing and M&A study in Central and Eastern Europe for one of the world's biggest municipality equipment manufacturers
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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.
Western European board merchant willing to enter the CEE market
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Client's problem:
PMR's client - a leading UK independent board merchant was interested in starting up activities in Central and Eastern Europe. Apart from information such as market size, market growth forecasts, and main market players, the client was interested in hard-to-get data such as market share, the terms of delivery and prices offered by the client's main competitors.
Our solution:
Phase I
A team of two consultants and an assistant set to work on the project. Data, including hardly available market share information, was collected within two weeks. PMR Consultants identified and interviewed the representatives of more than 40 organizations active on the market including: board manufacturers, merchants, packaging manufacturers, advertising agencies and professional associations. The report was successfully completed on the basis of telephone/face to face interviews and desk research.
After completing Phase I, PMR was asked to proceed with the Phase II of the project.
Phase II
PMR was asked to fix appointments with the most promising CEE companies, the client's potential partners. PMR Consultants were present at the meetings, providing the client with professional business assistance.
Happy with the results of the Phase II, the client asked PMR to prepare an evaluation of different CEE market entry strategies.
Phase III
PMR was asked to evaluate different CEE market entry strategies. PMR provided the client with a detailed report covering the following legal regulations in the given countries: setting up a business, buying shares in existing companies, available grants, regulations for employing staff and the availability of funding.
How the project ended:
Workshop
After completing the Phase III of the project, PMR organized a workshop for the client. During the meeting PMR Consultants answered the client's follow up questions and discussed with the client the best market entry strategy, highlighting the advantages of each strategy as well as the possible pitfalls.
Delivery time:
3 months
What the client received through this project:
Our client gained detailed knowledge about the board market in Central Eastern Europe which allowed the company to take key decisions regarding the next steps in their strategy.
Supplier search and market analysis in Central and Eastern Europe for global leader in branded domestic goods
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Client's problem:
Our client is one of the key manufacturers of domestic goods, hardware, tools, home furnishings and office products. As the company wanted to optimize its supply chain in order to boost financial results and improve efficiency, PMR Consulting was asked to analyze and evaluate the sourcing possibilities in Central and Eastern European countries, namely: Poland, the Czech Republic, Slovakia, Hungary, Latvia, Lithuania, Estonia, Romania and Russia.
Our solution:
A team of nearly a dozen PMR Consultants analyzed the situation in the markets for kitchen products, tools, children's products, cleaning products, and home decor across the region and found potential sourcing partners. After closing this stage of the project, the team, working together with the client, initially evaluated all identified companies in order to select the best potential partners. The most suitable companies were then visited; their potential and capabilities were confirmed and the negotiations regarding potential cooperation were initiated.
How the project ended:
The results of the study were presented to the client's top management during a workshop, lasting several days, in our client's European HQs. Further steps in the project now depend on the client's strategy.
Delivery time:
2 months
What the client received through this project:
Through this project our client received a detailed view on sourcing opportunities in the Central and Eastern European area. This was the first step in the process of supply chain optimization in order to improve the long run profitability of the company.
Multi-category sourcing project in Central and Eastern Europe for one of the top 5 oil companies
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Client's problem:
A leading global petrochemical company requested our help with exploring the Central and Eastern European markets for lower-cost sourcing alternatives to several product categories it uses in the manufacturing and sales process, ranging from chemicals through textiles to refinery equipment. Our assistance was needed in the context of formulating the company's new strategy concerning its global supply network, which would optimize the costs of procured materials.
PMR's task was to search for potential business partners in the CEE region who could supply the items requested by our client at competitive prices. Eventually, the search focused on the three most promising countries: Poland, Czech Republic and Romania in the two most relevant sourcing categories. Our findings were designed to serve as pivotal information used towards reshaping the company's global supply chain strategy into a more efficient and cost-effective system that involved identifying new business partners in the lower-cost region of CEE.
Our solution:
PMR utilized its extensive research capabilities in Central and Eastern European countries in order to conduct desk and primary research in local languages aimed at generating important data points, gathering insights and tracing market trends in the specific sectors of interest to our client. At this stage our consultants not only used secondary sources such as national statistics or publications, but also interviewed a wide range of market experts, ranging from branch trade associations to key players. At the end of this stage of the research we were able to present extensive market reports outlining the general economic situation in the researched countries, the performance and condition of the specific industries important to our client, and potential for sourcing in each evaluated country. Upon the client's request, we also provided detailed information concerning trade rules, restrictions and duty rates for exporting the sourced products to key global markets such as the EU and the U.S.
The second stage of the research had the goal of identifying a group of local producers that potentially could become sourcing partners for our client. PMR first scanned the focus markets for the largest and/or most reputable companies in their respective areas of business and then conducted detailed research on each of them in order to determine their competitiveness and ability to meet the client's needs. Our methodology included gathering available market data along with in-depth interviews and surveys conducted with the short-listed companies so as to obtain the full picture of their product offer and pricing schemes as well as manufacturing traditions, current business condition, level of employment and export experience. During the interviews our consultants also evaluated crucial qualities of the potential sourcing partners which cannot simply be judged from looking at a company website or leafing through its catalogue: the quality of customer service, timeliness and professionalism of business interaction, willingness to offer additional services and propose unique procurement solutions, etc.
Encouraged by the results of our research, the client requested our assistance in organizing site visits to selected companies during their trip to Poland. We promptly verified the ability of the key executives of those local companies to meet with our client, scheduled the meetings and assisted the client with arranging the most convenient transportation options.
How the project ended:
Encouraged by the results of our research, the client requested our assistance in organizing site visits to selected companies during their trip to Poland. We promptly verified the ability of the key executives of those local companies to meet with our client, scheduled the meetings and assisted the client with arranging the most convenient transportation options.
Delivery time:
4 months
What the client received through this project:
Our study was a starting point on the way to extend our client's already vast supply chain to include companies from the Central Eastern European region. The possibility of significant cost cuts has encouraged our client to further explore the possibility of co-operation with CEE companies.
PMR Consulting supported MIH Naspers in their EUR 1.44 bn acquisition of two targets in Europe.
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Client's problem:
At the beginning of 2007, Naspers (www.naspers.com), a EUR 2 bn (USD 2.7 bn) revenue (2007) multinational media company of South African origin and with principal operations in electronic and print media, turned to PMR for assistance in finding acquisition targets in the area of Central and Eastern Europe and e-commerce and internet sectors.
Our solution:
PMR has analyzed e-commerce and internet markets in the selected countries of Central and Eastern Europe and prepared profiles of all companies which withstand criteria provided by our client and could be potential takeover targets. Those which were evaluated as most suitable were recommended to the client.
How the project ended:
Our client obtained a stake in two internet oriented companies active in the Central Eastern Europe area:
- Gadu-Gadu S.A. (October) - operator of the biggest Polish internet communicator with estimated EUR 4 mln (PLN 14.4 mln) revenues and used by 6 mln Poles,
- Tradus plc, until recently QXL Ricardo plc (December) - owner of several highly successful e-commerce auction platforms including Poland-oriented www.allegro.pl, the Czech www.aukro.cz and the Swiss site www.ricardo.ch
Tradus' acquisition has been reported at EUR 1.33 bn (GBP 950 mln), while the purchase of a 55% majority share in Gadu Gadu from the Warsaw Equity Holding (investment fund) was valued at EUR 62 mln (PLN 230 mln). Currently Naspers controls 96% of Gadu-Gadu shares and aims to withdraw the company from the Warsaw Stock Exchange shortly. Disclosed total investment in both companies' shares reached EUR 1.39 bn, while the real figure is estimated at EUR 1.44 bn.
Delivery time:
3 months
What the client received through this project:
By engaging PMR, Naspers were provided with detailed information about the internet and e-commerce markets in Central and Eastern Europe which, when combined with other data owned by the client, allowed them to decide which players should be taken over.
Link to the press release http://www.pmrconsulting.com/news/PMR-Consulting-supported-MIH-Naspers-in-their-EUR-1.44-bn-acquisition-of-two-targets-in-Europe..shtml
Market analysis in Central and Eastern Europe for animal nutrition product
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Client's problem:
Our client required information regarding the distribution and market conditions as well as the identification of the top clients and distributors for an important animal nutrition product across 12 countries in the region.
Our solution:
A team of half a dozen PMR consultants set about researching this niche market - here, local language skills were vital in identifying key market players for such a market. The next stage was to contact the companies identified by our desk research and speak with key decision makers regarding the product in question.
How the project ended:
PMR managed to contact many senior members of staff of the top distributors and customers for the animal nutrition product that our client was interested in and conducted interviews as agreed with our client. We were then available to clarify any further questions or queries that our client had.
Delivery time:
1 month
What the client received through this project:
Through this project our client has received a collection of detailed interview reports and information on the top players in the region. We also made sure to inform our client of any further valuable information which we came across during our research that we felt would be of use to them.
Bus and coach transportation market in Poland
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Client's problem:
The client, an international holding, is active in the transport sector (among others) and wanted to find out the possible opportunities to do business in Poland. The company was interested in purchasing majority shares or in the acquisition of a prospective Polish company.
Our solution:
We conducted a thorough analysis of the Polish transportation market with an in-depth comparison of the bus and coach sectors with the train and air carriage segments. We described all the legal aspects of the bus transportation business in Poland and we focused separately on urban, regional, international and tourist bus carriage. The report also referred to private and public companies operating in the sector illustrating the level of concentration / fragmentation of the market. It has also commented on the foreign players already present or willing to access the market in the close future. Finally, the privatization process in the bus and coach transport market was presented in detail with the perspectives for the coming years. Apart from the market report the client was provided with profiles of over 40 companies of different sizes.
How the project ended:
The result of the project was the provision of an in-depth market study and company profiles, including contact details and valuable information on each of them.
Delivery time:
25 working days.
What the client received through this project:
The client received a thorough knowledge of the bus and coach transportation market in Poland necessary to take a decision on possible investment.
Distributor search in Bulgaria
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Client's problem:
The client is one of Europe?s leading lubricants manufacturers. They have been present on the Bulgarian market for the past ten years, but were not satisfied with the market share they had achieved, as it did not match their ambitions. Additionally, they were not happy with the attitude of their distributor and his vision for the future. Thus, they decided it is time to seek a new distributor and find a partner that will have the capacity and the ability which will match the ambitions of our client. That is why they turned to seek PMR?s help in their distributor search
Our solution:
PMR Consultants evaluated the Bulgarian market in order to find the best potential partners for the client and came up with a long list of 15 companies that initially met the requirements of the client. After that, PMR organized a workshop with the client and cut the long list of potential partners to a shortlist of best companies that fitted the profile required by the client. During the same workshop, together with the client, PMR developed two separate potential strategies for the client, depending on which company they would choose as distributor for its products. Later, PMR organized meetings with all of the potential partners, and provided the client with business assistance in Bulgaria
How the project ended:
The client chose one of the two proposed strategies by PMR and after meeting all of the companies in the shortlist decided to go with two distributors, instead of one as initially planned
Delivery time:
The whole distributor search project was carried out in four weeks, including business assistance.
What the client received through this project:
The client received market intelligence regarding the Bulgarian lubricant market and its key players. The client also obtained detailed profiles of potential candidates and strategic advise regarding the best way to have an immediate impact on the market in Bulgaria.
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