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Case Studies
Transaction facilitation and negotiation / North American-based Entertainment Company
A supplier of large format film theaters and content needed help making the first sale of its system in China to a new, world class Science Museum. The complex selling process involved multiple decision-makers and decision influencers within a municipally-owned and highly political non-profit institution. Cultural factors loomed relatively large. The client relied extensively on Ms. Shanberge in the bid strategy and project negotiation. The result was a successful sale. The client has since sold over 30 systems throughout China.
Project negotiation and implementation / Fortune 100 Life Sciences Company
A major US-based life sciences company and global leader in nutritional products was determined to move from an export strategy to localized production in China through a joint venture with a local partner. Ms. Shanberge provided project negotiation and implementation support which culminated in the new business launch. Janet subsequently led a project to establish a nationwide distribution network, and was advisor to the Board for several years. Mr. Burke and Ms. Shanberge also worked with the company on expansion plans via acquisition in China, advising on a process for generating, evaluating and screening target companies. The client today is the number two market share leader in China in its product category overall, and number one in its price segment.
Market attractiveness / Global Natural Resources Company
This resources giant was investigating the investment climate in China for its portfolio of energy businesses. Mr. Burke led a project examining the China energy- power value chain, covering issues such as the long term demand for energy and power, output trends in coal and other energy commodities, HS&E standards and enforcement, power demand growth and trends in the fuels mix for power generation. The analysis concluded that China was unsuitable for a direct investment in mining assets at this time. The client used this information to re-shape its North Asian export strategy.
Acquisition integration / Europe-based Specialty Retailer
The global leader in a specialty retail category had recently made two acquisitions of regional retail chains in China, one based in Beijing and the other in Guangzhou. The client faced a range of fundamental integration questions. Should they retain or retire the retail brand names? What level of in store service should be offered? Can the average selling prices (ASPs) of the acquired chains' customer bases be migrated upward towards the client's global ASP benchmarks. Mr. Burke led the project design and research work which supported the key strategic decisions.). Mr. Burke developed extensive consumer surveys, and designed focus groups for a range of consumers categorized by age, sex, incomes and other demographics. The client strategy ultimately involved re-branding the acquired chains to achieve consistency with its international brand image and to differentiate in China by offering superior in-store service.
M&A transaction support / Global Food and Beverage Producer
A global beverage company and a market leader in China's soft drink sector sought to expand in China by acquiring a privately-held market leader in fruit juices. The paramount issue in forming the client's bid: Could the client achieve sufficient reduction in unit distribution costs through the synergies of the merger? Mr. Burke led an analysis of the target company's national distribution system, the overlaps with the client's network and the potential complementarity of the target's system in third tier urban areas in China. The client's acquisition bid was based in part on the findings of this work.,
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