Case 1: Turbo Technology Sales
This highly visible company had $250 million in annual sales, and took over a $90 million dollar technology firm with an eye to industry consolidation. Many of the company’s customers were major industry leaders and the M & A integration needed to be implemented without disruption to sales. Over 400 employees were also affected by the acquisition. The key deal drivers were market expansion and retention of technology delivery professions. The company desired a sanctioned, structured approach that would:
- Ensure an effective new operating structure
- Keep key players committed to achieving the targeted sales
- Force timely decision making
- Keep the organization informed and focused on results
Merger Coach results:
- Record sales in the first 61 days of integration
- Exceeded retention target
- Well positioned for next acquisition target
Case 2: Master Synergies
With 1.2B in sales annually, this company undertook a $350M acquisition of a key competitor. The deal driver was an estimated $21M in synergies over 18 months. This time 3,000 employees were affected by the deal, and the meshing of two cultures. On the sidelines, many people were watching including corporate, employees, politicians, media, regulators, and customers. The company’s goals in the merger were:
- Ensure an effective new operating structure
- Keep key players committed to achieving the targeted synergies
- Force timely decision making
- Keep the organization informed and focused on results
- Discipline the process of achieving the synergies
Merger Coach results:
- Company viewed as industry leader
- Unlocked additional $25 million in synergies
- Decreased integration time by 12 months
Case 3: Consolidation Buffet
This food service company had $180M in annual sales and sought a consolidation of 7 dealers and distributors. It sought to reposition itself from a regional player to a national brand. With a highly visible private equity investor, the company would become the third largest player nationally if all went as planned with a $50M jump in revenue. 500 employees were affected by the deal, which sought to:
- Establish a national presence with national account sales
- Ensure an effective new operating structure
- Keep key players committed to achieving targeted sales
- Combine diverse cultures
Merger Coach results:
- Became #3 in the market within 12 months
- Grew sales from $180 – $230 million within 12 months
- Established integrated core processes
- Established a solid operating structure platform for aggressive M&A and significantly improved value