Situation

• The Client, a global industrial group, wanted its machinery business to acquire a product portfolio targeting the local market and expand China production capacity to supply global markets and increase market share in China.
• The Client wanted to compare the costs and benefits of setting up its own operations versus acquiring an established Chinese company.

Approach

• Worked with Client to define the qualities and requirements of an “ideal” acquisition target.
• Compiled a preliminary Target list containing all potentially interesting targets (>50 companies).
• Face-to-face, senior-level management interviews and site visits with all high-priority targets.
• Presented the Client with profiles of the 10 targets that most closely matched the Client’s criteria. 

Result

• The most attractive Target (a company with a brand targeting the ‘affordable market’ and nationwide distribution channels) was an attractive alternative to a Greenfield plant.
• At the time of the search the Target was not interested in an acquisition. However, our Client maintained contact and, when market conditions and valautions changed, was able to take a majority stake in the company at an attractive valuation.