We have found 2 case studies matching your criteria:
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
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