Case Study Layout - Case Study

CONSUMER

PRODUCTS

Case Studies

We advise marke leaders, niche brands, investors and startups in the food, non-food FMCG, consumer durables, fashion & lifestyle, and construction material

Commercial Due Diligence of After-Market Auto marketplace
for investment attractiveness for a leading international sovereign fund

BRIDGE CONSTRUCTION

Category Entry Strategy and Implementation for a Consumer Durable Major

ICT OPTIMIZATION

Market Entry Strategy for Europe based leading Consumer Durables & Engineering major

Commercial Due Diligence of Regional Packaged Food Major for a Middle East based private equity fund

Commercial Due Diligence of a Regional Apparel Retail Brand for a US based Private Equity fund

Exports to India grew 500% in two years
Successful growth of awareness levels, both, of the category and of the brand

Results

The client is a leading consumer durable major with a leadership position in Air conditioning space. It was evaluating category entry opportunity in portable water
purifier and reached out to Technopak for strategy and implementation assistance

Overview

Objective

Nature of the sector
Opportunities to leverage adjacencies
De-risk the product portfolio
Revenue growth

What We Did

Sector scan on competition, product offer and pricing
Trade research to map the retail channel and service support structure
Assessment of prevalent product development and sourcing approaches
Evaluation of Go-To-Market options
Prototype development cycle management
Vendor appointment approach development

P&L and Capital outlay for the new business
Vendor and sourcing tie-ups
Launch of pilot and its supervision for three months

Results

Category Entry Strategy and Implementation
for a Consumer Durable Major

The client is a among world’s leading consumer durable, heating and cooling solutions providers. It has been present in India through a partnership arrangement and wanted to evaluate its India strategy for growth. It reached out to Technopak for a comprehensive assessment of its present India strategy and to recommend a growth strategy

Overview

Objective

Informed basis to assess current business in India
Evaluate own versus partnership route to market
India both for attractiveness as a consumer and as a sourcing market
Route to market for products that are currently not part of India market portfolio

What We Did

Sector scan of three business groups comprising ~50 product categories
Product, price and SKU benchmarking
Retail channel analysis
Current and potential partners’ profile and viability
Financial modelling and scenario planning

5-year route to market road-map
Categories to focus and not to focus
Product sourcing decision for all categories
Partnerships options and their respective strengths and trade-offs
Financial and Business Plan

Results

Market Entry Strategy for Europe based
leading Consumer Durables & Engineering major

A leading private equity firm approached Technopak for a Packaged Snack consumer brand business and to evaluate a leading ‘Packaged Snacks ’ player

Overview

Objective

To assess the Indian Packaged Snack & Sweet market .
Mapping trade dynamics across different entities in the value chain
Understand and assess the target’s strength, weaknesses, opportunities & threats in the marketplace
Understand opportunities for product range extension and market extension

What We Did

What is the Market for packaged snacks & Desserts?
What are the Key trends & Challenges in the sector
Analysis of the Target player
Future Growth Opportunities for the target?

Assessed the Indian Packaged Snack & Sweets Market in terms of Market Size, growth, key growth drivers, Key players & detailed completed analysis
Intermediaries- Distribution structure, Retailer Profile, Key challenges and opportunities
Assessed the SWOT analysis of target player in terms of product portfolio, SKUs, player positioning, penetration of products in existing places, terms of trade.
Assessed the future growth opportunities in terms of new product development ,expand into other states.

Results

Commercial Due Diligence of an Indian Packaged Snacks Player

The client is a leading private equity fund and has been actively investing in India across diverse sectors including consumer spaces. It was evaluating investment opportunity in a regional packaged food brand in Spices and Gourmet food and reached out to Technopak for commercial due diligence of the entity

Overview

Objective

Nature of the sector
Financial viability of the opportunity
Key success factors and threats
Moats of the entity and their strength

What We Did

Sector scan on competition, product offer and pricing
Trade research to map channel strength of the brand and of the competition
Brand pull assessment among consumers
Analysis of marketing investment approach
Revenue and cost drivers benchmarking
Financial modelling and scenario planning

Performance comparison of the entity with others
Growth viability of the opportunity under different market scenarios
Validation of revenue and cost projections

Results

Commercial Due Diligence of Regional Packaged Food Major for a Middle East based private equity fund

The client is a leading private equity fund and has been actively investing in India across diverse sectors including consumer spaces. It was evaluating an investment opportunity in an apparel retail brand in ethnic fashion space and reached out to Technopak for commercial due diligence of the entity

Overview

Objective

Nature of the sector
Moats of the entity and its strength
Viability of its projected store expansion plan

What We Did

Sector scan on competition, product offer and pricing
Brand pull assessment among consumers
Addressable opportunity versus planned store expansion analysis
Revenue and cost drivers benchmarking
Financial modelling and scenario planning

Store roll out plan under different scenarios
Performance comparison of the entity with others
Growth viability of the opportunity under different market scenarios
Validation of revenue and cost projections

Results

Commercial Due Diligence of a Regional Apparel Retail Brand for a US based Private Equity fund

TRAVEL

Case Studies

Retail

We advise marke leaders, niche brands, investors and startups in the food, non-food FMCG, consumer durables, fashion & lifestyle, and construction material

Turn-key Implementation of Commercial Strategy for new Terminals in Indian PPP Airports

Non-Aero Commercial Strategy for a new Integrated Terminal at an Indian PPP Airport

Non Aero Revenue Potential Assessment for an International Airport

Traveler Research and Concept Development for Convenience Retail in Delhi Metro Stations

India Entry Strategy for an European Travel Retail Brand

Leading PPP Airport companies of India.
The company wanted a turnkey consultant for implementing the retail, F&B and Services for the new airport.

Overview

Objective

The company wanted achieve global standard in commercial revenues as well as give travelers a world class experience.

What We Did

What the best fit commercial strategy and model for non aero revenues?
What is the most effective way to implement this in an airport

In-depth traveler research to understand the need-gaps and preferences of Indian travelers. Input for developing the overall product and services mix for retail, F&B and Lounges.
A non aero revenue model and its commercial structure, balancing the interests of both the operator and the concessionaires.
Tender and leasing process design and implementation, including tender management, leasing, technical supervision and fitout management
Post commissioning monitoring and fine tuning

Results

Turn-key Implementation of Commercial Strategy for new Terminals in Indian PPP Airports

Leading PPP Airport companies of India.
The client wanted a complete space and revenue planning across all non aero revenues, including retail, dutyfree, food services, lounges, advertising, parking among others

Overview

Objective

Maximising non aero revenue, as per international benchmarks, and enhancing customer experience

What We Did

Maximising productivity, efficiency and experience for the space
Suggest changes/ modifications in space planning and allocation across all non aero revenues

In-depth traveler research to understand the need-gaps and preferences of Indian travelers. Input for developing the overall product and services mix for retail, F&B and Lounges.
Revenue and space planning for both Domestic and International Departures and Arrivals, airside and cityside
Planning proposed allocation for space, maximising productivity for the client and enhancing passenger experience

Results

Non-Aero Commercial Strategy for a new Integrated Terminal at an Indian PPP Airport

The client was interested in partnering with an Indonesian airport for management.
For the bid process, the client wanted to assess the potential for non aero revenue

Overview

Objective

Assess the current operations and potential for non –aero revenue across retail, F&B, advertising, all services
Inputs for finalising the commercial structure of the partnership

What We Did

What is the current non aero revenue for the airport?
What is the potential offered by the airport?
How to maximise the non aero revenue and optimise the traveler experience?
What would be the most profitable commercial structure

In-depth traveler research to understand the need-gaps and preferences of the travelers. Input for developing the overall product and services mix for retail, F&B and Lounges.
Revenue and space planning for both Domestic and International Departures and Arrivals, airside and cityside
Insights from local retail benchmarks, tourism led formats and retail concepts
Proposed category and space mix, target sales and income per passenger values over a 10 years timeframe.
Working with the client to structure the optimum commercial structure for the partnership

Results

Non Aero Revenue Potential Assessment for an International Airport

One of India’s leading airlines operators. They wanted to get into travel retail through partnership with an International travel retail Brand.

Overview

Objective

To understand the metro traveler and suggest the best concept for a convenience retail format.

What We Did

How does a Delhi Metro traveler behave and purchase?
Is there any opportunity for retail under the current scenario in the stations? And what could be the potential?

In-depth research to understand the need-gaps and preferences of Delhi Metro travelers. Research was undertaken both for travelers and trade in all 130+ Metro stations.
Classified all the stations based on various factors and then estimated the business potential for a convenience format.
Product and service mix for the business based on types and categories of the stations and the estimated revenues from them.

Results

Traveler Research and Concept Development for Convenience Retail in Delhi Metro Stations

The company in one of Europe's leading travel retail brands.

Overview

Objective

Understand the Indian travel retail market for its category and provide detailed scan of the opportunity for them the enter India.

What We Did

How big is the opportunity and how to assess it?
How does an India traveler behave differently with respect to international travel retail consumer?

In-depth traveler and trade research to understand the need-gaps and preferences of Indian air travelers and challenges faced by the current brands related to the client’s category.
A market assessment report covering current status of trade challenges, consumer preferences around price, product mix, inputs on the external environmental factors like govt processes, security concerns and commercial terms and conditions as prevalent at that time in the market.
A go/ no go solution.

Results

India Entry Strategy for an European Travel Retail Brand