Sector:

Manufacturing

Service Lines:

Growth Strategy

Client Situation

  • A $1.5B multi-national manufacturer of professional grade audio, visual and lighting products needed to plan its next phase of growth after a series of add-on acquisitions in recent years
  • The company had a broad product portfolio and strong channel relationships, but did not have a clear growth plan to guide the next 3-5 years

How We Helped

  • Developed a commercial fact-base on sales and margins at the product level, assessed channel partner performance and end market penetration
  • Collaborated with management to identify potential growth options to test 
  • Conducted extensive primary and secondary research to understand end user needs and how our client could work better with channel partners
  • Evaluated in detail several growth options, including quantification of the market opportunity in terms of products and end markets with a focus on the U.S.

Result

  • Recommended growth options, including expansion into several new product categories and filling in gaps to the current portfolio
  • Helped client to prioritize several end markets where demand was anticipated to grow and the client had a strong value proposition it could leverage
  • Defined criteria for future acquisitions that could be part of the growth strategy
  • Client ultimately pursued all recommended options and realized significant growth over the next few years