Sector:
Industrials
Service Lines:
Strategy
Client Situation
A leading multi-national OEM of railroad equipment needed help to define its growth strategy in the U.S. market. The client previously acquired a smaller U.S. business and combined it with its U.S. business. However, the combined company lacked a clear growth strategy to guide it over the next 5 years.
How We Helped
Developed a detailed fact base on the U.S. freight and transit markets for railroad equipment, including maintenance-of-way and railyards such as signal equipment, positive train control and other product categories
Conducted many interviews with Class 1, short line and metro transit operators to understand needs, purchasing process, capex and maintenance spending and supplier performance
Gathered secondary market and industry data, and interview numerous market participants and experts
Estimated addressable markets and developed forecasts
Collaborated with management to define several growth opportunities to grow its business, including organic and acquisitions
Helped to generate internal consensus on the growth plan
Result
Client successfully executed on several opportunities over the next 18 months and closed on a significant add-on acquisition to accelerate growth