Conducting Commercial Diligence of Target in Pharma Primary Packaging

Client Challenge

The client was evaluating investment in a company which was engaged in manufacturing of HDPE/PP bottles and caps for the pharmaceutical sector. Client had signed a term sheet with the target company and needed assistance to conduct commercial diligence and build perspective on the following areas
• Size and growth of markets served by Target
• Customer segments for Target products, vendor stickiness in the market and switching parameters
• Level of competition
• Regulatory and other challenges
• M&As and consolidation in the Target market

Our Approach

UC Strategy adopted the following approach:

• After having understood strategic intent behind the investment conducted in-depth primary research with ~15 respondents across end-use segments, product suppliers and industry experts
• Conducted detailed secondary research to understand the demand patterns, product and usage trends, growth drivers and challenges
• Synthesized the findings from both primary and secondary research and arrived at market sizing and growth trends, demand forecast, key success factors
• Created market assessment and projections models
• Validated the findings with experts from the industry
• Provided insights on customer buying behavior and key influencers
• Provided details about competitive landscape
• Based on assessment, arrived at the Target companies growth projections for the next 5 years assuming different scenarios for growth

Our Impact

The client received the detailed assessment for market projections and growth, trends, competitive intensity and customer behaviour for HDPE bottles and caps for regulated pharmaceuticals markets

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