We have found 5 case studies matching your criteria:
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.
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.
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