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STRATEGIC ADVISORY

Assessing Risk and Opportunity planning

Expert analysis, experienced support

Our Strategic Advisory services cover a wide range of industries, spanning all 4 corners of the world. Through a network of directors, with 15-20+ years’ experience advising international businesses coupled with teams of on the ground, native speaking analysts in over 40 countries worldwide, we can support your strategic projects.

Projects are usually a combination of services with different research methodologies applied.

Our support

At Scotts International, we understand that there are many firms claiming capabilities of research support, what separates them is not only the analysts sourcing the data but the track record and ability in interpreting its meaning and making valuable strategic recommendations through reporting or leadership workshops.

When companies look for external support, the decisions being made have significant strategic importance and the financial risks can be huge, therefore choosing a reliable partner is crucial, as what is information without the intelligence to give it substance?

Working with Scotts International and our network provides a gateway to an experienced team that have been successfully giving strategic recommendations to multinationals, aspiring businesses and institutional investors within leading growth markets across the world throughout numerous industry sectors.

Our services give pragmatic support on the potential of markets, opportunities within industry segments, mergers and acquisitions, identification and negotiation with channel partners (suppliers and distributors) as well as recommendations on Go-to-market strategies and value propositions. See below for details.

Commercial Due Diligence

Focusing on industry specific corporations, the CDD research services are designed to enable prospective buyers to make informed decisions and highlight any potential risks prior to an acquisition. By assessing a target company and its market environment from its position, reputation, perception and potential earnings gives crucial negotiation ammunition.

Go-to-market Strategy

Providing informative analysis and rational recommendations to support expansion plans from identifying the appropriate market entry strategies to rejuvenating opportunities in current markets. Project research defines the opportunities and risks whilst advisory support delivers the strategy that has the best chances of success for the product / service.

Investor Intelligence

Working with leading Financial Houses, Investment Banks and Private Equity firms directly and providing services to support professionals make informed investment decisions. Our experience covers M&A Commercial and Market Due Diligence; future risk assessment; Buy Side prospect screening and Sell Side investor matching.

Partners & Suppliers

Through our network of experienced in-country analysts speaking languages natively, we have a strong track record in supporting companies identify and source suppliers and manufacturers of solutions as well as in the prospecting and shortlisting of local distributors with established contacts and local sales channels.

Projects our team have advised on and managed:

Customer Insights

Challenge: A market leading vendor of joint replacement and trauma implants under threat in SE Asia from low cost competitive Chinese products.

Solution: Survey and in-person interviews conducted with orthopaedic surgeons in Indonesia, Malaysia, Singapore and Vietnam to understand preferences allowing for recommendations of product development, loyalty and competitive positioning.

Orthopaedics | South East Asia

Market Penetration

Challenge: A leading speciality chemicals company aiming to better understand market opportunities in China for their niche silicone adhesive solutions.

Solution: The key customer segments of Building Materials, Electronics and Footwear Manufacturing were sized with demand forecast. Value chain and margins assessed to identify best route to market leading to direct recommendation in sales strategy.

Speciality Chemicals | China

Sector Analysis

Challenge: Working for a top 5 global cosmetics producer and retailer focused on cross-border retail trends between the United States and Mexico.

Solution: The size of the cosmetics market was assessed across difference segments with research of spending trends by channel. New malls and potential new retail channel partners were identified, and SWOT conducted into regions within northern Mexico.

Beauty & Cosmetics | Mexico

Commercial Due Diligence

Challenge: A Japanese industrial multinational searching for potential M&A targets to shorten supply chain in India, Singapore and Thailand.

Solution: Developed a scorecard based on ‘ideal partner’ and identified / screened 25+ target companies based on core filters. Shortlisted companies further investigated leading to introductions to 6 best companies and subsequent US$10mn+ acquisition.

Manufacturing | Asia

Acquisition Support

Challenge: A leading building materials producer considering an acquisition of a European manufacturer of Insulation materials required data support.

Solution: Working to specific parameters assigned from the head office data was sourced on acoustic insulation, mineral wool and xps production and sales volumes within Europe. The commercial due diligence support contributing to full acquisition.

Building Materials | Europe

Market Re-Entry

Challenge: A European industrial automation company wishing to re-enter the Indian market after a previous relationship with a distributor went sour.

Solution: A successful re-entry strategy based on profiling specific industry sectors, coupled with 20 in-depth customer interviews and surveying 75 manufacturers. Advise given sales opportunities, segment priorities and competitive positioning.

Manufacturing | India

Pricing Strategy

Challenge: A UK based medical software developer wanted to develop a competitive pricing policy for expansion into Europe and Middle East.

Solution: Focusing on clinical trial software hard data and recommended strategy was provided on market sizes, customer requirements, willingness to pay and discounting enabling the client to prioritise key markets and potential sales prospects.

Healthcare Software | EMEA

Positioning Strategy

Challenge: A US based fine chemicals and food ingredients supplier with flagging sales growth in key locations of Australia, China and Thailand.

Solution: A series of in-depth interviews with lapsed and current purchasing managers to determine decision making process, satisfaction points and pricing as well as value comparison with competitors leading to revitalised strategy and segmentation.

Food Ingredients | Australia & Asia

Expansion Assessment

Challenge: A leading e-commerce platform required support analysing new growth markets in Asia, the Middle East, Africa and Emerging Europe.

Solution: Sized traditional retail and e-commerce markets across Southeast Asia, South Asia, Middle East, North Africa, Sub-Saharan Africa, Eastern Europe and further profiled Poland, Nigeria, UAE, Sri-Lanka and Thailand as those with most potential.

E-commerce | CEE, MEA & APAC

Competitor Insights

Challenge: A multinational producer of novolac epoxy facing threat from international and domestic players in China, Japan, Korea, Taiwan, Thailand.

Solution: Provided in-depth competitor insights by profiling several rivals producing pulp mill and water treatment applications. Production capabilities and volumes assessed as well as customer focus strategies in order to advise performance gaps.

Chemicals | Asia

Data to support M&A

Challenge: A leading Western European multinational requesting specific market data to support a potential US$50mn acquisition in South America.

Solution: Various industry forecast reports sourced from different providers, presenting options and advising suitability. Provided pre purchase support guaranteeing required figures included. Data matched internal calculations and acquisition made.

Construction Chemicals | South America

Partner Search

Challenge: A global top 5 medical capital equipment company wanting to complete coverage gaps in in its product offering and range across Thailand.

Solution: Over 20 local distributors were identified, contacted and screened out based on a 30-criteria scorecard. The selected, most suitable, companies were visited by consultants and extensively profiled leading to recommendations and introductions to 3.

MedTech | South East Asia

Product & Pricing Strategy

Challenge: A leading international epayment processing solutions / software provider under increasing competition from lower priced rivals.

Solution: Surveyed 30 banks and benchmarked top 10 competing vendors to map value chain and major transaction types. Determined buying criteria and identified / recommended key segments to target coupled with positioning and pricing approach.

Banking Software | India

Distribution Analysis

Challenge: A European specialty chemical company aiming to further expand in the APAC region needed in-depth analysis of key distribution channels.

Solution: Focused on their construction chemicals analysis was provided across 10 different product groups within 10 specific locations. Research included revenue data and forecasts for 6 channels ranging from Direct Sales to Merchants and Online.

Construction Chemicals | APAC

Country Profiles

Challenge: A global leader in online digital payments wanting to understand opportunity in high potential growth markets in Africa and Central Asia.

Solution: After narrowing search to Kenya, Nigeria and Kazakhstan in-country analysts assessed shopping habits and payment preferences including market sizing, platforms and trends, competition as well as providing insights into spending flows.

Online Payments | Africa & CIS

Pre/Post Acquisition Support

Challenge: A leading international exhibitions player requiring extra negotiation ammunition to support the acquisition of regional trade show.

Support: Focused on Building Materials the industry outlook for the region was first assessed, followed by analysis / surveys for previous shows and SWOT on Competitive events. Advised risks, investment priorities and gave post acquisition support.

International Exhibitions | South East Asia

Industry Newsletter

Challenge: A global technology providing clinical software and information required a solution keeping its team informed of regional developments.

Solution: A specific fortnightly newsletter with online news archive and tagged content containing screened and selected events summarised across 16 countries in Asia Pacific. Articles and access distributed to over 70 key management, sales and marketing staff.

Hospital IT | Asia Pacific

Market Profiling

Challenge: A leading medical insurance company focused on international growth required comprehensive analysis in to 20 possible locations.

Solution: Established sources and profiled each market for size, competitive landscape, and maturity. Analysis was provided into local regulations, opportunities and potential barriers with a final recommendation for 7 markets with most potential.

Medical Insurance | APAC / MEA

Support Courting Investors

Challenge: An American alternative e-commerce payment company and its investment bank required support with commercial due diligence.

Solution: To support expansion research was carried out across 5 regions. In country payment methods were evaluated, sized and forecast for B2C e-commerce and selected B2B segments with trend analysis identifying payment opportunities.

E-commerce payments | Global

Risk Mitigating

Challenge: Online information services leader requiring third party assessment to confirm target acquisitions SWOT and financial potential.

Solution: Surveys conducted with end consumers and B2B advertisers in Malaysia, Singapore and Thailand regarding services and rivals. Objective assessment gave brand reputation and projected earnings confirming targets promise, and later acquisition.

Business Services | South East Asia

Go-to-Market Strategy

Challenge: A specialised Western European private hospital wanting to tap into the significant rise in outbound Chinese medical tourism.

Solution: Local language research in China, coupled with surveying referring clinicians, hospitals and agencies to understand decision making and compare destinations. Advised on potential, focus segments, referral partners and positioning offer.

Medical Tourism | China / Global

Companies we’ve supported

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