Situation and objectives

• German based health care group active in manufacturing and trading of medical equipment and consumables
  owned by major European buyout fund
  
• Management of the group wants to increase market share and profitability of the trading division, particularly in the
  segment of consumables
  
• Leading mail order competitors have achieved higher growth and significantly higher level of profitability
  

Approach

• Analysis of European core markets: volume, price levels, channel development, buying criteria of customers
  
• Development and evaluation of strategic options for client
  
• Client decides to enter mail order channel in order to drive growth and to increase profitability
  
• Entry of mail order business by acquisition
  
• Screening of acquisition targets
  
• Valuation of integration potential
  
• Business and implementation planning
  

Results

• Acquisition of 2 major mail order companies in 2 countries
  
• Restructuring of the non-mail order trading