Distribution and growth strategy
Target identification and qualification, and market analysis
One of the world’s largest distributors of automotive aftermarket tires was looking for growth opportunities in Asia, a primary source of their supply and a rapidly growing market for tires. The leadership team, comprised of private equity and company executives, wanted to determine the size and character of demand for tires and related services in China as well as profile acquisition targets. The objective was to determine the relative attractiveness, the cost of entry and the complexity of implementing a national roll-up of the tire distribution market in China.
Refined target selection criteria
Generated and profiled long list of targets
Conducted progressive screening of targets
Led engagement with the market to refine understanding of targets
Led collection and analysis of financial and legal information
Conducted extensive primary research to define regional demand characteristics
Led consumer market studies to define the consumer’s buying journey
Implemented segmentation study to qualify and quantify demand for target categories such as global brands, local brands and private label
In the end Alaris built the business plan for this entry strategy for aggressive growth through acquisition.
Delivered short qualified list of acquisition targets
Supported preliminary negotiations and drafted term sheets
Generated strategic and financial models