Finding a Suitable Acquisition Target in the Logistics Sector

Services

Partner Research

Challenge

Our client, a global logistics supplier, wanted to round out its service portfolio in Latin America by purchasing a mid-size regional freight-forwarder. In order to accelerate the process, they hired Americas Market Intelligence (AMI) to find three suitable candidates with whom they could begin a serious discussion about an acquisition.

Approach

AMI began by identifying hard and soft criteria that could be used to assess the suitability of different candidate. Then a process of secondary research was conducted to identify over 25 potential candidates. This list was whittled down by applying first the hard criteria and later the soft criteria as each company was profiled. Once a semi-finalist list of six companies was revealed, AMI approached each one to gauge their level of potential interest in a discussion with a still undisclosed potential buyer.

Result

AMI discovered that three of the six qualified companies demonstrated a willingness to talk with our client about an acquisition strategy. Our client began discussions with all three, with a fairly exhaustive profiling of each company going into the conversation, including a SWOT analysis.

Client Benefit

AMI identified suitable candidates for its client’s acquisition strategy and initiated talks, accelerating their expansion.