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Case Studies: Research & Consulting

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INDUSTRY: Healthcare

Client profile
The client is well known globally in the field of vascular ultrasound and is also an internationally recognized surgeon, most sought after for his rich expertise in vascular ultrasound. The client also holds a key position in a reputed institute for ultrasound technology in Brooklyn, New York.

Background
The client wanted to develop new training aids to train the resident students, physicians, and surgeons on the benefits of vascular ultrasound. Brickwork was asked to compile a report featuring articles that document the Physics of ultrasound and its use in medicine.

Brickwork Solution
Brickwork presented a research report by summarizing articles, case studies, citations, research reports, white papers, etc from various online sources and online academic libraries. The collated articles documented the Physics of ultrasound, Doppler Effect, and the techniques adopted for the diagnosis for various ailments. The report also included technical aspects such as the effect of the Doppler angle; producing a sound wave; receiving the echoes; interpreting those echoes into images, and many others. Application of the technique of ultrasound in diagnosing various disorders non-invasively was simultaneously explored. Various disorders of cerebral and vascular origin which could be diagnosed using ultrasound found were further researched. A PowerPoint presentation was also made summarizing the research articles

The training material (presentation) covered three major topics:

  • Physics of vascular ultrasound
  • Diagnosis of cerebrovascular diseases with ultrasound
  • Diagnosis of peripheral vascular diseases with ultrasound

 

INDUSTRY: Manufacturing / Oli, Gas & Energy

Client profile
The client is a Kuwait-based group of companies focusing its businesses in the oil, gas, and petrochemical industries in the Middle East and North African regions.

Background
The client wanted to establish an investment bank/asset management company in Kuwait. Brickwork was to prepare a presentation to be presented before the board members to seek approval to conduct a feasibility study. The focus of the bank was to tap increasing investment opportunities in energy sectors in the Middle East, North Africa, (MENA) and India.

Brickwork Solution
Brickwork designed a presentation template. Secondary research was done and relevant information was gathered on investment and private equity opportunities in MENA and India. Information of some of the Indian investment banks focused on providing services on the energy sector were gathered. Brickwork also structured and refined the presentation prepared for the board members. A well-designed presentation file was brought out which in turn helped the client in getting an approval from his board members on the desired feasibility study as well as initiating an investment bank/asset management institution based in Kuwait. The presentation also aided in strategic decision-making processes.

 

INDUSTRY: Foods & Nutrition

Client profile
The client is an internationally recognized nutrition expert who has opened new horizons in the field of nutrition by coining the term “nutrigenomics.” She is one of the pioneers in Science & Technology assessment and commercialization in the field of Food and Nutrition.

Background
Brickwork was required to make a study of herbal products used in the treatment of sleep disorders and to list all the common ailments which effect people and their treatment.

Brickwork Solution
Brickwork conducted an exhaustive search of health-related websites, and subsequently provided much needed information about sleep disorders, drugs used for treatment, and the firms involved in the production of these drugs. The herbal products used for treating sleep disorders were listed along with their details. The report also contained the descriptions of various herbs and their physiological characteristics. The descriptions like active constituents of the herbs, mechanism of action, clinical studies, regulatory information, safety issues, and commercial products for each herb were useful for the client in her consultations as a nutritionist. It helped her to focus on certain herbs and research further on them.

 

INDUSTRY: Investment Banking & Consulting

Client profile
The client is a director of a well-known investment banking firm. He began his own strategic advisory and merger & acquisition firm. He has represented clients such as Boeing Ventures and Ameren Energy Fuels & Services, with both growth initiatives and business unit divestitures.

Background
Brickwork was to identify companies in various industries or sectors and list out the companies based on factors given by him. The client then focused on a few segments and wanted an extensive research to be conducted and a PowerPoint presentation to be created.

Brickwork Solution
The GPS industry was researched in detail. The current state of the industry was studied thoroughly in terms of market size, technology trends, opportunities available, consumer preferences, etc. The advantages and concerns of the GPS industry were also discussed. A PowerPoint presentation encompassing all the above details as well as another presentation that covered slides with support information was made. A full view of the GPS industry and the market forecasts for the next 10 years were highlighted. The presentation was useful to the client to understand the GPS industry, its products, and services in its entirety; and he could also use the presentation to explain details to his partners/clients.

 

INDUSTRY: Investment Banking & Consulting

Client profile
The client is a leading supplier of financial services for the merchant market.

Background
Brickwork was approached to conduct market research on the outbound tourism scenario of several developing and developed economies and provide advice coupled with investigation and identification of a best location where the business could be set up as well as on the design and entry strategy. The client was interested in economic trends, market scenarios, and forecast of different nations.

Brickwork Solution
A study was made on the existing outbound tourism trends and potential of different nations. Identifying the suitable nations for business, current economic scenario, trends, potential, attitude towards outbound tourism, and statistics related to it, and finally the shopping behavior of the traveler in several nations were looked into. A special matrix was designed with key particulars related to the statistics of the outbound tourism, top destinations, internet users, spending patterns and related statistics, and finally the anticipated growth in outbound tourism. The client appreciated the depth and relevancy of Brickwork’s delivery, the pace at which reports were generated, professional attitude, and the expert consultation provided. Brickwork helped the client to assess the target market and get acquainted with the existing practices in several economies. The market study report coupled with live case studies and comparable spreadsheet of different nations helped the client to take a decision on the entry in to the market and also in framing the right business model.

 

INDUSTRY: Arts & Literature

Client profile
The client is an art enthusiast, fine art specialist, and owner of an art business.

Background
The client required feasibility report on the sale of the 20th century, fine art prints in India by renowned artists like Picasso, Dali, and Miro. The client further wanted to tap the growing fine arts market in India which is boosted by the large amount of disposable income among many Indians.

Brickwork Solution
Brickwork's report focused on a brief introduction on the global fine art print scenario as well as the Indian fine art print market. A focus on the Indian fine artists artworks, and global auctions, as well as the rationale for Indian contemporary art captivating global attention was looked into. The report also highlighted on renowned artists of the 20th century and the various modes of fine art sale in India, viz., auction houses, galleries, and online sales.
The support provided by Brickwork helped the client to get an overall picture of the fine arts market in India as well as decision making on the investment possibilities in this sector.

 

INDUSTRY: Information Technology

Client profile
The client is a senior product manager of the world’s biggest multinational computer technology corporation. The company is one among the fortune-100 best companies to work for. The company develops, manufactures, licenses, and supports a range of software products for computing devices with revenue of $60.42B in 2008.

Background
Brickwork was to assist the company’s product management team with overall market intelligence by analyzing the market trends based on research databases and publicly available information for certain new products that the company is planning to launch. The team was required to collect and summarize publicly available information on companies leading the emerging cloud computing market and inform the client of their corporate strategy, technical roadmap, and pricing/licensing structure.

Brickwork Solution
Brickwork conducted a thorough research on other cloud computing products and service offerings currently in the market.
The report for each company that involved cloud computing product/service was divided into two sections. The first section had basic company profiling like company overview, background, financials, number and types of customers, growth rates, trends, primary competitors, partners, specialization, etc. The second section contained technical information about their cloud computing product/service. It contained information like overview of each product, feature analysis, pricing, support, regulatory issues, reviews etc.
Brickwork's research helped the client to pick out the niche segments which others have still not touched and thereby build expertise and try to exploit these areas. The report also helped in gauging competition better and figuring out where they have to improve and by how much if they want to beat the competition.

 

INDUSTRY: Consulting

Client profile
The client is recognized as one of the leading business institutions in the world. The company is the global leader for trusted HR and related financial advice, products and services with more than 18,000 employees, serving clients in over 180 cities and 40 countries and territories worldwide. It has been ranked by Vault.com, Inc. as the #1 human resource consultancy for several years running, including most recently in 2008. Among all consulting firms, the company is currently ranked #8 for prestige.

Background
Brickwork was approached to assist in research, analysis, and preparation of the business designs of companies that are “blueprints” highly tuned to changing customer priorities and the operational models that are aligned to these business designs.

Brickwork Solution
Brickwork helped the client in the research and analysis of the business designs and operational models of companies across a wide spectrum of industry verticals. Single key questions such as – "How should the company re-engineer its business design and align its operational model to ensure market, profit, and value growth in today’s killing business environment" were answered. The analysis and presentations involved extracting the right information about the targeted company from various information sources in order to research their business design and operational model. Information was made available on the set of choices, conscious or not, which customers to target, the best offers to make, protective barriers, scope of assets and activities, and the organization required to execute on those choices. The delivery involved a well-formatted PowerPoint presentation that covered all the key elements of a business design.
Brickwork assisted the client in developing a database of research and analysis of the various business designs and operational models prevalent in the major companies across various industry verticals. Besides helping the client in sharpening their knowledge framework, the research helped them in winning new businesses. Outsourcing research to Brickwork enabled the client to effectively compete with the big consulting firms. The client was appreciative of the high quality of services provided at an unbeatable price.

 

INDUSTRY: Manufacturing / Instrumentation & Equipment

Client profile
The client is a CEO of a company involved in manufacturing electrical devices which help in optimizing the voltage and cost saving on the power bills. The company is based in Europe and has huge multinationals as their clients.

Background
The client was planning a Europe-wide launch of the company’s products and approached Brickwork to conduct a secondary research on the power consumption of 11 selected European countries.
The client required a detailed picture of each of the target countries with regard to the electricity consumption of businesses, public sector bodies, potential customers in each group, and the prevalent pricing structure in the market.

Brickwork Solution
The overall project was further broken down into 10 questions that were required to be answered for each country. Brickwork conducted an extensive research on the statistics of the power consumption in each of the mentioned countries. All the required information was given in graphs and tables, questions were answered for each country, and separate reports for each country were made.
Brickwork helped the client to get the power consumption trends and details all over Europe inspite of difficulties in getting this information across. This enabled in making an informed decision as to which country the product could be launched. The client was able to filter out countries where power consumption was low or power prices were low and selected countries where cost and consumption of power was high.

 

INDUSTRY: Venture Capital & Private Equity

Client profile
The client is one of the partners in a company which invests in high potential ventures with talented leaders, who are in need of capital and strategic guidance.

Background
The client was considering acquiring a distributor of ammunition, reloading supplies, and clay targets. The client approached Brickwork to assist him in gathering information on the industry players, competitors, growth potential, strategies, associations, trends and also evaluate any M&A-type opportunities in the industry.

Brickwork Solution
Brickwork conducted an exhaustive search of arms and ammunition-related sites. From this initial search, companies who were into ammunition business were filtered. The report included information about the different types of ammunition, defence-grade ammunition to sport ammunition. The report also focused on, production, geographical segmentation, manufacturers, and distributors of different types of ammunitions, current market trends, suppliers, and current and future market projections amongst others.
Brickwork helped the client to get an overall picture of the ammunition manufacturing sector within the defence industry. The report was also beneficial in getting a list of manufacturers, distributors, and suppliers for ammunitions. The client was able to focus on the target customers.

 

INDUSTRY: Manufacturing / Information Technology

Client profile
The client is a Chairman and CEO of a company which wants to invest in safety technology to be installed in rail road crossings.

Background
The client approached Brickwork to find out the potential in investing in safety technology in rail road crossings. The client wanted Brickwork to conduct research on the safety equipment and systems which are installed at various rail road crossings all over the US. Brickwork was to conduct an exhaustive search of literature on rail road safety issues. Safety statistics of rail road crossings and their regulatory issues were to be looked into. The report among other things was mainly to focus on:

  • Present safety technology at RR Crossings in the US
  • Current state and federal laws concerning RR Crossings
  • Types of RR Crossings; by state and totalled
  • Type of warning devices; gates and flashing lights/flashing lights only/no lights
  • Present flashing light technology; halogen, LED, HID technology
  • Cost breakdown of present RR crossing safety lights/gates
  • Current light and gate suppliers
  • Current costs of lights/gates
  • Detail crashes at RR Crossings by fatality and by injuries
    • fatalities with/without flashing lights; day light / night time
    • injuries with/without flashing lights; day light / night time
  • Insurance awards/settlements for crashes

The task required a lot of primary research to be done to find out the legal aspects and insurance-related information about accidents occurring at rail road crossings.

Brickwork Solution
Brickwork helped the client to get an overall picture of the safety products and systems market for rail road crossings. The detailed information on the accident statistics at railroad crossings combined with the information on the type of warning devices helped the client to understand what kind of improvements are required in the safety systems, where they are most required, and in what circumstances. The details of legal issues on railroad crossings accidents helped him gauge as to what kind of risks and challenges are involved in this business.

 

INDUSTRY: Consulting

Client profile
The client is one of the well-known managing directors of a consulting company, specializing in online advertising.

Background
There was potential interest in online advertising among healthcare-related websites. Brickwork was approached to provide a comprehensive listing of healthcare websites and also to provide specific insights into the websites. Further the study was to look into the latest mergers and acquisitions in this industry. The identified websites were to be further sorted based on few criteria like specialization, the site traffic, etc. The research was particularly aimed at looking for websites that specialized in a particular medical condition.

Brickwork Solution
The websites and the key criterion to be identified were summarized in an MS Excel spreadsheet. The study looked into the global M&A activities in the online advertising industry with details about the companies, the deal specifics, impact of the deal on the involved companies as well as on the industry, etc.
The report also provided valuable foresight on the future trends in the industry.

 

INDUSTRY: Consulting

Client profile
Independent Bio fuels Consultant. The client specializes in alternative fuels and is also an investor in energy business.

Background
A research report on the projected growth in the bio fuels industry was necessary. This report was to be further used to make investment decisions in good business opportunities in the bio fuels and alternative energies. The report was to further look into the waste to energy technologies and business opportunities.

Brickwork Solution
An exhaustive search of literature detailing the energy sector was established. Costs involved in transition from conventional energy generation to energy from waste were analyzed which were required to document the costs savings. Established facts about the environmental impact of waste to energy conversion was looked at.
The report finally opined on various investment opportunities in this sector which the client found very helpful in making investment decisions.

 

INDUSTRY: Retail and Hospitality

Client profile
A UK-based company providing asset management services by providing a unique partnership model. Companies in the coffee, water, frozen goods, alcoholic & non-alcoholic beverage industries are some of their customers.

Background
The client was interested in a study on the food and beverages market in Iberia (Spain and Portugal) and establish the market size for servicing of the trade retail assets. Usually, trade retail assets like vending machines, public beverage dispensers, freezers in supermarkets are serviced by the client.
The research was also to establish and consolidate the servicing of these trade retail assets under one servicing company.

Brickwork Solution
The research identified the food and beverage manufacturing companies in Iberia whose products are sold through the trade retail assets. The big players and their products viz., vending machines (for hot and cold beverages and snacks), ice-cream freezers, beer taps, and water coolers were researched.
Instances where market share data was available, the trade assets were segregated company wise. The servicing costs per machine were calculated to assess the market size for servicing of the trade retail assets.
Market sales growth played an important part of the study as Spain is a mature market for trade retail assets. Research indicated that the water cooler market in Spain was due to increase 3 fold over the next few years. This in turn would have a positive impact for the servicing market for water coolers. The servicing of water coolers proved to be the most lucrative prospect of the business idea.

 

INDUSTRY: Retail and Hospitality

Client profile
The client is a world leader in the FMCG business and a fortune-500 company.

Background
Oleochemicals are used as a raw material in many cosmetic products. Tallow and lard (animal fats) for a long time formed the raw materials for Oleochemicals but customer perceptions, environmental issues, and the mad cow disease changed all this and today palm oil, coconut oil, and other vegetable oils form the basic raw materials. Manufacturing of Oleochemicals therefore shifted from North America and Europe to Asia and some regions in South East Asia.
The client wanted to assess the global Oleochemical industry in order to establish an Oleochemical manufacturing plant.

Brickwork Solution
The first step was research and analysis of the global and particularly the Asian Oleochemical market along with an analysis of raw materials for the industry. The major suppliers and buyers for Oleochemicals were analyzed, and their company profiles mapped. The research included key financial information of the leading players like their strategic initiatives, pricing strategies, integration strategies, and their customer analysis (internal and external).
Further a Porter’s Five Forces analysis model for the industry brought out the inherent buyer power in the industry. Leading cosmetic manufacturers and companies of significant size and brand equity were the key buyers in the market. Specific aspects of the study included analysis of various Oleochemical manufacturing facilities in South Asia with an emphasis on their existing and expected production capacities.
Most Oleochemical manufacturers have long-term contracts with their buyers which create barriers to entry for new entrants. Understanding the fact that the supply of Oleochemicals globally is greater than the demand was the key highlight. For example, the manufacture of bio-diesel produces glycerin as a byproduct. Glycerin is also a raw material for cosmetic products and its excess supply in the market has driven down prices of glycerin.
The study identified four possible locations (countries) to set up an Oleochemical plant in South Asia based on the availability of raw materials for Oleochemical manufacturing.

 

 

INDUSTRY: Wellness / Healthcare / Lifestyle / Manufacturing

Client profile
The client is a marketing manager for an Australian based, leading, and well-known bedding brand.

Background
The client required a research report related to the physiology of sleep and beds, substantiated with scientific findings and clinical studies to be submitted. This report was a study on the scientific evidence about different sleeping surfaces or conditions and the affect on people's sleep patterns.

Brickwork Solution
The research report outlined the various physiological aspects of sleep – states and stages, time spent in different stages, and sleep needs over the life cycle. The importance of the quality and quantity of sleep along with the negative impacts of sleeplessness was provided which was backed by scientific evidence. The various types and kinds of mattresses, sleep disorders, and the relevant solution with reference to mattresses were researched. Details were also given regarding the specials needs that women and children have in terms of sleep and mattresses.
The interesting part of the report was the section containing the fascinating facts in which sleep was shown to enhance memory, help in weight reduction, optimize motor skills, and many more…
Brickwork helped the client suggest new designs for making beds based on scientific findings. The report was used as a marketing tool that defined the USP for products.

 

INDUSTRY: Foods & Nutrition / Healthcare

Client profile
An Internationally recognized nutrition expert who has opened fresh horizons in the field of nutrition by coining the term “nutrigenomics”. She is one of the pioneers in science and technology assessment and commercialization in the field of Food and Nutrition.

Background
The client required market research reports for Omega-3 fatty acids to be generated. These were in turn required for market overview, major players, SWOT analysis, etc. Brickwork was approached in this regard.

Brickwork Solution
The task involved extracting research findings about the value chain of Omega 3 Fatty acids from various information sources. Areas of general market overview, other market-related information such as market size, major players, competitive environment, consumer needs & opportunities, target application/market sectors, positioning the product, key market indicators, etc., were covered.
Brickwork helped the client gather necessary information about the value chain and the market for Omega-3-fatty acids. Also helped in understanding and guiding through the present and future market trends for commercial application of this technology.

 

INDUSTRY: Healthcare / Textile & Clothing / Sports

Client profile
The client currently serves as Director of Planning Systems, Inc., and as Managing Partner for Technology Development Associates, LLC (TDA), directing operations. He has also served as an Executive Director of NASA’s Northeast Regional Technology Transfer Center, and The Center for Technology Commercialization.

Background
The client required assistance from the marketing and sales teams. Assistance was needed in market analysis and preparing reports on target customers, especially sports and fitness enthusiasts. This would help identify the market size for the client’s new product/solutions.

Brickwork Solution
The analysis and reports involved extracting the right information about the targeted customers and key players from various information sources. The report covered general product overview which included information on products & services, business and segments, followed by some critical information on other similar products; market drivers of growth, industry & competitors, and end-user analysis.
Brickwork helped elicit the necessary information about the target customers in order to improve conversion of contacts into qualified leads and increase the sales performance of the company. As a result, the client understood the market better and was guided through the present and future market trends, and was able to establish his product in an organized and strategic manner towards faster revenue generation.

 

INDUSTRY: Instrumentation & Equipment

Client profile
The client is among the Fortune-500 companies, a global technology leader driving growth and innovation in Health Science and Photonic markets to improve the quality of life.

Background
The client required abstracts for technical writeups. The abstracts had to be within a character limit of 2000 words and 40 pages. The writeups needed to be of various topics which included instrumentation, environmental science, clinical studies, and application notes amongst others. Brickwork was approached in this regard.

Brickwork Solution
Brickwork studied the product information documents for 1000+ instruments and technologies. Based on these, abstracts were created which covered most pertinent information about technology; features/benefits of the technology and its uniqueness. The completed abstracts on the client website provided precise and brief information on the technology, product, service, etc., for any new visitor to the site.
In addition to the abstract, meta-keywords for each product were identified which added to the relevant information that was made available on the client's website.

 

INDUSTRY: Instrumentation & Equipment

Client profile
The client is a pioneer in the field of vascular ultrasound. An Internationally recognized surgeon most sought after for his rich expertise in vascular ultrasound. He holds a position of high esteem in a reputed institute for ultrasound technology in Brooklyn, New York.

Background
The client's target audience was of senior residents and medical students of Long Island College Hospital, Brooklyn, New York. A PowerPoint presentation on various aspects of vascular ultrasound was required and Brickwork was approached in this regard.

Brickwork Solution
Relevant information about ultrasound from various information sources was extracted. The articles documented the Physics of ultrasound, Doppler Effect, different modes of techniques used for the diagnosis, and various disorders that could not be otherwise invasively diagnosed. The report included various technical aspects such as the effect of Doppler angle; producing a sound wave; receiving the echoes; interpreting those echoes into images, and many others.
The vast application of the technique of ultrasound in diagnosing various disorders non-invasively was exploited. Various disorders of cerebral and vascular origin which could be diagnosed using ultrasound found a prominent place in the presentation. Nevertheless, the limitations of using ultrasound as a diagnostic tool were also highlighted.
The delivery involved a well-formatted word document and a PowerPoint presentation. The delivery helped the client to successfully complete his seminar sessions imparting the knowledge of ultrasound to the senior residents & students and also in saving valuable time and energy.

 

INDUSTRY: Infrastructure

Client Objective
The client was an engineering consulting company, headquartered in Spain, specializing in the infrastructure industry. The company planned to provide engineering consulting & architectural services to the Indian market within the infrastructure and the real estate space. They approached Brickwork to provide them with insights into the most favorable segments within the infrastructure industry with respect to their growth, long term opportunities and possible challenges.

Brickwork Solution
Brickwork delivered a comprehensive report covering the overall infrastructure industry in India, through desktop and primary research. It covered all the sub-sectors in the industry such as power, roadways, railways, airports, water treatment and the telecom industries. Each sub-sector was analyzed to understand past trends, future growth potential and their respective share in the overall infrastructure pie. The report also covered the processes involved to bag big ticket projects, key stakeholders and players involved in each of the sub-sectors.
Our 70-slide powerpoint presentation was crisp and complete with facts and detailed insights into the relevant sectors as well as the opportunities and challenges. We justified the segments that seemed to be most promising, based on the size of the market, the future growth prospects, competition intensity, aligning the client’s area of expertise and the niche skill sets they have in the identified sub-sectors. We made recommendations as to how the client could access each of the markets through various entry options such as local partnerships or as independent operators.

Client Feedback
“The team has done an excellent job in portraying the Indian infrastructure landscape, key segments to look for and the challenges in entering into each of those segments. I know that some of the information is not easily available. But they have gone an extra mile in contacting various industry experts and suggest us various risk mitigation strategies”

 

INDUSTRY: Electronics & Technology

Client Objective
The client was an electronics and technology company, headquartered in US. The company specializes in providing advice on electronic gadgets and other security & surveillance equipments that are used in places of public interest such as museums, theme parks etc. Their objective was to understand the best method to help parents track their kids in places that attract huge crowds and where the risk of losing kids is highest.

Brickwork Solution
Brickwork provided the client with a clear roadmap from a mere business idea to a business launch. We created an end-to-end plan from market and technical perspective for the most feasible tracking device. Our approach was to first identify all the public places where children are likely to visit, this was an exhaustive list including airports, amusement parks, train stations, malls, museums, zoos etc. We researched and wrote a case study on the tracking methodology used by Disneyworld. However their device was limited to tracking within a 30 meter range, while we were looking for one which would locate a child within a 3 meter range. We found 6 tracking devices that matched our requirements and based on our collaboration with our client, we finally zeroed in on the best device and the supplier. We created a business operations plan including the best locations at the initial phase based on the traffic at these locations as well as the optimum price points at which the client could operate. We had discussions with prospective suppliers and selected the most suitable one. We identified the best modes of advertising and their associated costs.

Client Feedback
“The information provided looks great and we are pleased with the work that you and your team have delivered. The segment we have chosen is quite niche but yet the team did a great job in performing some great mathematical analysis to arrive at the various estimates”

 

 

 

 

 

INDUSTRY: Manufacturing

Client Objective
Our client, a private equity firm wanted to analyze a company as a potential investor/acquirer and approached Brickwork to carry out the initial analysis and valuation of the company to understand and analyze its historical performance and strategies for future growth. The ultimate objective of the analysis was to determine if the acquisition made economical sense.

Brickwork Solution
Brickwork analysts delivered a comprehensive analysis of the company. As a first step, we analyzed the target’s industry, competitors, trends and behaviour in their target segment, their standing in the industry and the positioning of its products compared to competitor’s products and pricing strategy. Another critical aspect of the industry analysis was measuring the impact of appropriate macroeconomic variables on the demand for the industry’s products with the help of a multiple regression analysis.
On this platform, we forecasted the industry demand and in particular the demand from the company’s target segment in the next step. We forecasted the demand for the company’s products based on expected future consumer behaviour and the company’s ability to meet the changing preferences of the consumers. The revenue projections were done based on forecasted demand for the Company’s products and the existing production capacity and the company’s ability to expand its production capacities to meet future demand. This required us to study the existing capital structure; its debt covenants and the imposed restrictions on the Company’s ability to raise funds for expansion.
We projected the financial statements of the company for the next ten years by analyzing the current operating structure of the company and incorporating assumed changes in the operating structure. We did a breakeven analysis to determine the company’s potential profitability levels. In the final step, we valued the company using DCF method. This is typically the exit value for the acquirer. Based on this estimated exit value and our client’s desired return for their investment in to the project, we recommended our decision on whether the proposed acquisition is economically viable or not.

Client’s Feedback
‘The work is first rate and was quite useful today as I talked to the Bankers’

 

INDUSTRY: Various Industries

Client Objective
The client is a boutique investment firm specialized in financial, operational and business restructuring. It was planning to start a private equity fund with the objective of investing in small to mid-size companies in various industries. It planned to publish industry reports on a list of industries with the objective of analyzing these industries and assessing the feasibility of investing in these industries and also identifying unique investment opportunities in these industries. The ultimate aim of publishing these industry reports was to give the readers who are also potential investors in to the fund; a thorough understanding of the industries covered in the reports and also highlight the investment opportunities available in the industry. The whole purpose was to identify the industries which presented growth opportunities for the fund based on the industry reports and also attract funds from investors by publishing these industry reports on their website. Brickwork was entrusted with the task of writing the industry reports.

Brickwork Solution
We delivered a comprehensive industry report on each industry which the client wanted to cover. The report detailed the trends in the industry, market size, different market segments for the industry, and a study of the competitive environment using the Porter’s five force model. The report also comprehended the key macroeconomic factors impacting the industry performance and the forecasts of these factors for the next five years.
The first major challenge faced by us was to establish the link between these factors and the industry performance and show what the forecasts means for the industry performance in quantitative terms. The analyst used a multiple regression analysis to form a regressive equation that explains the relation between revenue growth in the industry and the movements in these factors. With the help of this equation, we also forecasted the revenue for the industry for the next five years.
The next challenge was to identify investment opportunities within the industry. We studied the companies operating in the industry by analyzing their existing product portfolio, target segments of each player, growth plans of market players, identifying the segments that are poised to show an above average growth rate based on analysis of trends in consumer behavior, product strategy followed by the players, technology acceptance, switching costs, existing operating structure of each market player and capability of each player to adjust to the expected change in consumer behavior and preferences.

 

INDUSTRY: Mining

Client Objective
The client wanted to create a road map for his new business idea of exploring and extracting minerals such as tin, lead and silver in the rich soils of Maakhir in Puntland, South Africa and approached Brickwork to develop a business plan including financial model and investor presentation. He also wanted us to ascertain the intrinsic value for his company.

Brickwork Solution
We delivered an all-inclusive business plan to the client that comprehended the industry trends besides capturing the extensive details on company’s business, vision, mission, strategy and growth plan and its social commitment towards the Maakhir community.
The major challenge for us in this task was to examine the presence of high economic value resources in the Maakhir region of Puntland state in South Africa which was almost unexplored. We scrutinized various geological reports to substantiate the information provided by the client.
Our precise industry analysis captured the current and forecasted industry trends along with the possible threats that the industry might pose to the new entrants. We analyzed the global market opportunity for each of the commodities in detail to ensure that client had sufficient business opportunities for the growth and expansion of the business.
All the theories narrated in the business plan were backed by our financial forecasts. We developed a financial model on realistic assumptions taken from our meticulous research on the industrial trends and also from the client’s decades of experience in the industry. We prepared a complete set of projected financial statements for the initial three years as this is the time usually taken by any business to stabilize itself in an industry.
We ascertained the key performance indicators (KPIs) based on the projections to evaluate how the company would be performing considering industry average ratios as base. We determined the company’s free cash flows and terminal value at the end of year three of its operations and followed discounted cash flow method to ascertain the intrinsic value at the end of projected period. Our business plan also included a detailed financial commentary wherein the projected financials were analyzed against the industry benchmarks.
The client was very much impressed with our research and analysis and found it fruitful when it was presented to the potential investors.

Client’s Feedback
“Honestly I am very impressed with your individual as well as team profession and dedication. Hats off to you all.”

 

 

Client profile
The client is the founder of a heating elements manufacturing company that specializes in thermal insulation products for the food catering industry.

Background
The client was interested in a research report on the heating elements and the market for its applications and also development of a business plan. The objective of the business plan was to raise funds for business investment opportunities on developing thermal insulation products.

Brickwork Solution
The research covered the market for heating elements, the competitive landscape across geographies, the feasibility of the business model, etc. Further the research identified possible suppliers/wholesalers/distributors of heating elements or finished products. Alternate products, new technologies, and ongoing research for improvements on available technologies were also researched.
After establishing the feasibility for such an investment the research team further developed a business plan including the financials (projections, estimated financials, ratios, and valuation) of the business.

 

INDUSTRY: Aviation

Client profile
The client is a leading company in the Aviation and Communication Equipment Industry in the US, providing design, production, communication, and aviation electronics support for military and commercial customers worldwide. The company has a large scale customer base varying from giant players like Air Canada and Air France to tiny players like Sterling Airlines. Management of debtors is a crucial area for any business and decision of a credit policy is also very challenging.

Background
The client was looking for a sound credit policy to analyse the vendors and provide credit assessment for its customers in order to advocate a credit policy for each of them. Management of debtors is a crucial area for any business and decision of a credit policy is also very challenging.

Brickwork Solution
A very methodical approach was used to achieve the objective, keeping in mind the uncertainties and wide variety of the customer base. Compilation and analysis of financial statements backed by the ground study to understand the business of the firm and performance of the industry as a whole were the core areas covered.
Tools used to measure the performance of the firms were:
Ratio Analysis: Calculation of all key ratios including Liquid Ratios, Debt Equity Ratio, analyzing Working Capital and Cash Position
Comparative Analysis: Comparison of the performance with the previous years and performance of the industry Scrutiny on Key Developments and Future Outlook: Understanding the firm’s current and future directions.
Based on the above analyses, conclusions were drawn, about the trend set, current performance, and future outlook of the firm and a credit policy (Conservative, Normal or Favorable Policy as predefined by the client) was suggested on the basis of these conclusions.
Our client was extremely glad with our comprehensive credit reports and has adopted the credit policies suggested by us for their customers. 200 customers were alalysed in a span of 8 months.

 

INDUSTRY: Information Technology

Client profile
The client is one of the world’s premier corporate strategy and operations firm. The company helps leading enterprises develop, build, and operate strong businesses that deliver sustained shareholder value.

Background
Brickwork worked on research and analysis of business designs and operational models of companies across a wide spectrum of industry verticals. Targeting on the client's answer on a single key question – how should the company re-engineer its business design and align its operational model to ensure market profit and value growth in today’s business environment?
Assistance was given in the research, analysis, and preparation of business designs of companies that are “blueprints” highly tuned to changing customer priorities and the operational models that are aligned to these business designs.

Brickwork Solution
The analysis and presentations, involved extracting the right information about the targeted company from various information sources in order to research their business designs and operational models. Information about a set of choices, conscious or not, about which customers to target, the best offers to make, protective barriers, scope of assets and activities, and the organization required to execute on those choices were elicited. The delivery involved a well-formatted PowerPoint Presentation covering all the key elements of a business design.
Brickwork assisted in developing a database of research and analysis of the various business designs and operational models prevalent in the major companies across various industry verticals. Besides helping the clients in sharpening their knowledge framework, the research helped them in winning new businesses.

 

INDUSTRY: Food Processing

Client profile
The client is a leading food processing company in the private label business in the US. In order to expand its business and also to reach new customers, the aim was to acquire another company from the food processing industry. The client was looking at the reverse merger route in order to acquire the company.

Background
The company is one of the major players in the food processing industry with its primary operations in the US. The client was interested in the similar line of businesses in the US and wanted to evaluate the opportunities to buy companies which strategically fit. Brickwork undertook analysis of target company’s financials and summarized the reasons for its decline in net profits.

Brickwork Solution
Brickwork made a comprehensive analysis of the financials using various tools like; analyzing the net revenue trend for the past 7 years; calculating the year to year growth and CAGR; comparative studies of margins (Gross, Operating, Pre Tax and Net Margins); cash flows from activities, ratio analysis, and comparison with the industry standard; comparative study of quarterly results, study on contribution of each distribution channel and products to the revenue etc. Further, a quick understanding of the company’s key developments and future outlook gave an understanding about the directions of the company. A thorough understanding of reasons behind continuous losses made by the company formed the core part of our work and we also provided a handy summary on it for easy reference which was backed by detailed analysis.

 

INDUSTRY: Banking & Financial Services

Client profile
The client, a Fortune-500 company, is the industry leader in disability income protection and one of the top providers of supplemental benefits in the US. In the United States, the client has enjoyed 30 consecutive years of market leadership in group income protection:

  • No. 1 in Group Income Protection
  • No. 1 in Individual Income Protection
  • No. 3 in Group Life
  • No. 1 in Group Long Term Care
  • No. 2 in Voluntary Benefits

Their product lines include disability income protection insurance, supplemental benefits, life, and long term care.

Background
Brickwork analysed the market entry strategy, the behavioral pattern and profile of target consumers, other key data, and size in the nascent, private, employer-based health insurance sectors in India and China. This market assessment research was intended to help the client in the drafting of their market entry strategy for these two countries.

Brickwork Solution
The research involved scanning through various information sources – published statistics, industry sources, independent industry consultants, government agencies - and collating valid and relevant data/information. The next stage involved indepth analysis of the data, correlating it with the general demographics and health-related structure in these two markets, analysis of the industry structure, competitive analysis to arrive at the market size, growth potential, and key challenges. The delivery involved a presentation the Senior Executive VP in charge of Finance, Investments and Corporate Development detailing the analysis.
Brickwork and the client worked as a virtual team and developed close partnership. The client was able to leverage Brickwork’s capabilities of providing authentic data, indepth analysis, regional expertise and quick turnaround time, to help in evolving their market strategy. Besides providing comprehensive analysis, the client also benefited due to the unbeatable price that Brickwork offered.

 

INDUSTRY: Information Technology

Client profile
The client is a small Toronto-based, privately held company which is into sales and marketing of software and hardware solutions to various sectors in the US. The client’s wanted an understanding into directions of the business. Brickwork used several financial tools to achieve this purpose.

Background
The company's requirement was to build the sales budget and to forecast the financial statements. However, the company’s actual objectives were truly enduring in nature and the company used the data provided by us to set the goals and objectives for its employees, analyze their performance, and reward them through incentive plans.

Brickwork Solution
Brickwork worked on the analysis in two phases:
I Phase: Budgeting and Forecasting
Brickwork used tools like trend analysis (analysis of historical data to understand the trends already set), preparation of sales budget for each segment, ratio analysis (calculation of all key ratios to measure the performance) and forecasting of financial statements for the next three years.
II Phase: Analyzing the Actual Quarterly Results – Performance Analysis
As a second step, analysis of the actual financial data for which the budget was prepared was taken up. The objective was to generate a handy summary about the actual performance of the company and to make a comparative analysis (inter segment, inter quarters for different years and with the budget) to identify the variances.
Brickwork helped the company to understand the trend of its business, set long term goals, identify and concentrate on the major profit centers.

 

INDUSTRY: Banking & Financial Services

Client profile
The client is a managing director of a financial services company in Ireland, which provides structured investment products, investment analysis, training and education.

Background
The company wanted to start a new line of business and prepare equity research reports to a few of the banks in Ireland. The client approached Brickwork and sought help to prepare these reports. The report was for few of the Irish banks which had be updated on a regular basis.

Brickwork Solution
The equity research report was built by the Brickwork analyst, which included the trading data, stock price information, recommendations, company analysis, developments/changes in the company, financial projections and stock valuation.
The report was designed in a simpler and user-friendly manner considering the target clients. The report also had a glossary of the key financials used.
The client was able to get a good response from his customers based on these reports and worked towards expanding his business.

 

INDUSTRY: Banking & Financial Services

Client profile
The client is one of the leading Mutual Funds based in Maine with more than $7.7 billion assets under management, approached Brickwork to assist them in evaluation of various equity stocks.

Background
The client seeks to analyze the portfolio companies by forecasting earnings figures, cash flow statement and balance sheet. One of their concerns has been to ensure that the financial projections are in sync with the management guidance and estimates of Wall Street analysts.

Brickwork Solution
Brickwork team has developed a financial model to capture and forecast earnings estimates, cash flow, balance sheet based on the historical annual & quarterly reports. SEC filings and Press releases of individual companies are used to extract the annual and quarterly reports. The team analyzes annual reports with a focus on the management discussion and financial footnote sections. Financial data is ported into the model after normalizing for extra-ordinary items, non-recurring and restructuring charges.
Projections are based on the revenue trend for each segment of a company and common-size financial statements. Based on the revenue for the latest period, a common-size financial statement is built. Different methods of projections are applied for companies with seasonal and non-seasonal business. Projected figures are rationalized further to be in sync with management outlook and guidance. Assumptions for rationalization are also mentioned in the report to substantiate the projections. Finally, our team provides an opinion on the under-and-over valuation of the stocks.
The client utilized Brickwork’s capabilities to provide authentic data and indepth analysis with a quick turnaround time. The client has gradually expanded the scope of work from an initial portfolio of 5 stocks to the current portfolio of 100 stocks. Brickwork analysis to determine the fair price of the stocks helps the client to undertake investment decisions.

 

INDUSTRY: Investment Banking & Consulting

Client profile
The client was a US-based, leading independent financial consultant who wanted to identify the business value for an online travel company.

Background
Brickwork successfully completed the valuation, a buzz word which attracts maximum criticism, to arrive at the fair value for online travel company. We essentially worked on the management leverage buy out. Brickwork unearthed the facts about the past and future revenues and growth for the target company.

Brickwork Solution
Brickwork adopted the comprehensive valuation models for the target company rather than completely depending on discount cash flow analysis. Subsequently, a valuation range was arrived at using generally accepted valuation methods, including the comparable publicly traded company method, the comparable transactions method, and the discounted cash flow method. Based on professional observation of metrics used to value companies at different growth stages, it was estimated that certain methods included in the analysis were more relevant than others when estimating a fair market value. Accordingly, different relative weights were added to each of the methods used in the analysis.
Brickwork helped the client present the fair value of the target company to the potential investors and then to the capital market for raising the funds. As a result the client was able to complete the management leverage buy out and gained a good reputation which in turn enhanced business and revenue growth.

 

INDUSTRY: Business & Financial Services

Client profile
The client is a US-based investment banking & business broking firm. The client was looking for research on an industry and/or company, preparing offering memorandums for businesses which seek to go into the markets and conducting analysis of financial statements.

Background
The client is one of the leading players in its region for selling mid-market privately held companies with annual revenues up to $75 million. Although their primary focus is on selling businesses and related investment banking activities like valuation, they also provide a variety of other services like debt & equity placement, financial restructuring, preparation of descriptive offering memorandum, strategic & financial consulting, company review, and market research for acquisitions.

Brickwork Solution
Brickwork analyzed the business, its background & history, corporate structure & management, growth, products & services, marketing & sales and financials. A study of external factors like local & national economy, market size, segmentation, competitive landscape, market shares and forecasting the general future trends for the market were looked into.
Brickwork helped the client in making informed decisions about selling or buying businesses. The partners were able to focus more on meeting potentials & active clients and building relationships. Overall, the client has been able to prepare more businesses for sale as compared to the past. Eventually, the client entrusted Brickwork with the task of gathering research inputs to decide on the locations of their new branches.

 

INDUSTRY: Information Technology

Client profile
The client is a London-based boutique, an M&A firm that supports M&A related research and valuation activities.

Background
Brickwork helped the client by supporting in pre-and-post-engagement and capital formation deals. A database was created to identify potential future clients. A growing firm, typically targeting 5-6 M&A deals in the range of € 5m to € 50m a year. In addition to this, the firm was targeting to increase their capital formation services for debt and equity capital.

Brickwork Solution
Brickwork assisted in the pre-engagement research for a sale mandate by analyzing the industry structure, outlook, trends & opportunities, categories of buyers, M&A deals, valuation multiples and profiling prospective buyers. We also looked into the post-engagement deal assignments such as preparing offering documents with company, industry and financial descriptions of the target company.
The firm was able to work closely on M&A and capital formation deals as compared to the past. Brickwork's database for target companies helped the client screen potential companies. The client focused on building relationships with the decision makers of their potential clients. The firm is now thinking of setting up offices in other Northern European countries.

 

INDUSTRY: Real Estate

Client profile
A CEO of a real estate company with 20 years of experience in the US real estate industry. He also worked in various real estate companies at top management levels.

Background
Brickwork was approached to develop the idea of acquiring distressed condos in the Miami market, which had suffered a huge blow due to the downturn in the US housing industry, and selling these acquired condos at a profit once the market recovers. Based on the research and development, the client also wanted a business plan for the same.

Brickwork Solution
Brickwork analyzed the existing market & found out locations, where the client can acquire distressed condos at steep discounts. It was made certain that these locations in the Miami market had the potential to recover quickly once the housing market starts recovering.
An analysis was made into the available sources of funds for the client in order to carry out this business proposal. Based on this it was suggested to the client that he can raise an opportunity fund from sophisticated private investors, or investors he had acquaintance with, through his years of experience in the industry. It was suggested that the Condos could be rented out during the period of holding, to maintain a constant revenue stream from the acquired properties, which in turn will cover the operating expenses of the client, who will thereby act as a manager of the fund.
The financial projections & valuation were worked on to highlight the financial feasibility of the project to the investor community. A comprehensive business plan was prepared on the lines of a private placement memorandum, in order to be presented to the investor community. An analysis into the acquisition and disposition strategies for the client were looked into. The financial model also contained an evaluation sheet which calculates the NPV and IRR for each acquisition based on factors like acquisition price, disposition price, period of holding, etc. This helped the client in determining the optimum acquisition price and also determine whether or not to acquire a property on a particular price based on the NPV and IRR calculations.

 

INDUSTRY: Telecom

Client profile
The client is a CEO of a Consulting group (wireless services company) in the US, which provides managed services like wireless account management, mobile repair service, on-site implementation, application development, and training of data products.

Background
The company currently has a strong position in the Charlotte market and has the potential to capture more of it. The company was also planning its expansion in the Raleigh and Charleston markets. Brickwork was to provide them with the business plan and also financial model.

Brickwork Solution
The business Plan was required to provide a brief outline of the investment plans and business strategy of a consulting group to carry out the below objectives:

  • Aggressive expansion plans in Raleigh & Charleston
  • Increase the market potential in Charlotte

The market study included the demographic & economic factors and competitor analysis. The SWOT analysis of the company was done to understand the position of the firm in order to take advantage of opportunities in the environment and to avoid or minimize environmental threats. A detailed financial model was created to forecast the company’s performance for the next five years along with the analysis.
The Business plan helped the client to understand the Raleigh and Charleston market conditions for his expansion plans. The financial model provided him with the forecast of the company’s performance over the coming years.

 

INDUSTRY: Financial Services & Asset Management

Client profile
The client is a multi-billion dollar Hedge Fund floated by a renowned investor and the author of a bestseller in stock market investing. The fund has a strategy of identifying and investing in high growth stock to maximize returns. The fund tracks stocks of around 1300 leading companies, most of which are listed on major stock exchanges like NYSE, NASDAQ, and AMEX.

Background
Brickwork is currently supporting a US-based multi-billion dollar Hedge Fund in securities analysis and identifying mis-priced securities in the market. Brickwork has a dedicated team of Chartered Accountants (CPAs) who aided by financial databases & tools like OneSource, Capital IQ, and Yahoo Finance provide direct support to the fund managers based in New York in identifying and investing in high-end growth stocks.

Brickwork Solution
The analysts, on the basis of the information listed on the company’s website, publicly available reports, earnings releases, SEC filings, and private databases such as Capital IQ and OneSource, studied the stocks and updated the required information to an online trading financial database maintained by the client. The information from all these sources were validated, modified to suit the client definition of parameters, the client defined financial ratios were calculated, and then updated on the database, that the client used for trading. The analyst was constantly in touch with the client through IP phones, telephone calls, emails, and video-conferencing to clarify any doubts or resolve issues. The support provided by the Brickwork Analysts resulted in increased efficiency and time saving for the client. The 9½ hour-time difference worked to the advantage of both parties. The Brickwork analysts worked during the day and updated the online trading financial database maintained by the client at the end of the day so that the database was ready for trading before the markets opened in the United States.

 

 

 

 

 

INDUSTRY: Manufacturing

Client profile

Our client, a German-based company, develops, manufactures and globally markets progressive cavity pumps for delivering low to highly-viscous, aggressive and abrasive media.

Background
The client had plans to source pump components from India to leverage India’s low-cost market. The client identified India as an ideal sourcing destination for fabrication and casted parts. Brickwork was hired to shortlist vendors with the operational experience, latest technology equipments, quality control techniques, intellectual property processes as well as financial strength.

Brickwork Solution
Brickwork identified a list of potential suppliers for casted and welded parts available in India. The suppliers identified were broadly well known with reference to its parameters in operational, human resources, and financial strength. Detailed RFI and RFQ were prepared based on client specifications of product requirements and the bidders were encouraged to quote. Brickwork sometimes visited the facilities to inspect their operational and quality control processes.

The bids were compared and the price build up in each case was examined and analyzed, which was a joint collaborative effort with the client. Finally brickwork recommended top 3 suppliers based on the prices and supplier information. Brickwork provided the client a sourcing report that helped the client to understand the prices and key information of the suppliers.

The project helped the client to choose lowest cost supplier from India with consistent quality as well.

 

INDUSTRY: Agriculture

Client profile
The client is California's leading vegetable plug transplant producers.

Background
Our client used to source horticultural vermiculite and peat from a Canadian source and wanted to find an alternative supplier for the requirement.

Brickwork Solution
Brickwork carried out a global sourcing project, identified suppliers for source horticultural vermiculite and peat from India, China, Lithuania, Estonia, etc. The countries and suppliers were selected based on annual requirements of the product and the size of respective suppliers. Brickwork developed the product specifications and requirement to the suppliers and sent RFI and RFQ to obtain specific bids with firm prices, that showed the shipping and taxes separately.

The bids were then compared and price build up examined. Finally Brickwork recommended top 3 suppliers based on the prices and supplier information.

Brickwork provided the client a sourcing report that helped the client to understand the prices and key information of the suppliers. The project helped the client to choose lowest cost suppliers with consistent quality as well. The client’s procurement costs were reduced by 50%.

 

INDUSTRY: Manufacturing

Client profile
The client, a leading fastener company based in California, USA is a direct importer/distributor of commercial/construction-related fasteners covering a wide range of products, materials, and industries.

Background
The purpose of the assignment was to find suitable suppliers from India who can manufacture & export threaded rods complying with client specifications and quality as demanded by the US customers. The client was previously importing threaded rods from China. But due to the anti-dumping duty imposed by the US government on goods exported from China, the client decided to examine alternative locations like India.

Brickwork Solution
Brickwork started the project by identifying the manufacturers and exporters of threaded rods in India. Enquiries were sent to all the identified companies stating the client’s requirements. After receiving the initial responses from the companies, quotes & company details were obtained. The best suppliers, based on the lowest prices quoted and on the manufacturing & exporting capabilities were shortlisted.

Our research helped the client to find suppliers in India, who have the capabilities to manufacture & export threaded rods to USA at low prices, according to specifications. It also helped the client to save time & resources and avoid the hassles of finding a suitable supplier who can meet their requirements, in a foreign country like India. The client could rely on the due diligence process of Brickwork.

 

INDUSTRY: Metals / Manufacturing

Client profile
The client is a fortune-500 company and also the second largest primary metal producer in the world.

Background
The assignment was to identify potential suppliers for its world wide existing and new plants as part of its low-cost producers identification strategy. The second largest primary metal producer has several plants all over the world and already has a sophisticated procurement department. Brickwork was required to do a complete survey of the market, identify suppliers, conduct general due diligence, shortlist, send product RFI, obtain RFQ, prepare comparative bid analysis, examine the price build up document, conduct site visits, conduct operational and IP audits, and recommend the right suppliers.

Brickwork Solution
With state of the art technologies and highly skilled labor, India is an excellent location to source products that are customized and that need high specialized engineering. Brickwork helped the client by identifying suppliers who can meet the global standards, obtaining the supplier profiles and information, conducting preliminary audits and getting quotes for the equipment for further analysis and qualification of the supplier by our client. Brickwork began with a national survey for different products ranging from pot shells, ladles, pumps etc.
Brickwork examined over 800 vendors, got the completed questionnaire, sent product specific RFI, persuaded many to file RFQ, prepared bid analysis reports, negotiated, did over 40 site visits, validated the data in RFQ, conducted operational and IP audit of the vendors and shortlisted 28 suppliers for the client.

Brickwork’s rigorous due diligence process combined with IP Audit can be very demanding for the vendors and provides excellent results for anyone interested to do business with Indian suppliers. The client has been using the study and has been planning a large multibillion dollar manufacturing facility in the African continent based on Brickwork analysis. The client would be saving over 50% of the normal cost. Brickwork is uniquely placed to help clients enter the Indian markets by leveraging its domain knowledge and established process in vendor evaluation.

 

INDUSTRY: Textiles & Garment

Client profile
The client is a well-established apparel manufacturer in Switzerland.

Background
The objective of this project was to source Cashmere shawls from India. As part of the procurement activity, Brickwork was to examine multiple suppliers in this highly unorganized market to find the right supplier for the quality-conscious client.

The Indian textile industry spans across the country with hundreds of players, both small and big. The industry produces from the basic requirement of raw materials to the final products, with huge value addition at every stage of processing. Textile industry players are diverse in size, manufacturing facility, type of apparel produced, quantity and quality of output, cost, requirement for fabric, etc. It comprises suppliers of readymade garments for both, domestic or export markets.

Choosing the right supplier requires domain expertise as well as understanding the management value system. Many companies may over promise and under deliver. Brickwork was adept at looking into these areas.

Brickwork Solution
Brickwork began with a secondary market survey, shortlisted some suppliers, did primary research to choose better quality players, circulated RFI and got the quotes, compared the bids after ascertaining the vendors ability to produce and deliver on time. This rigorous due diligence makes it easy for the foreign client to choose the supplier with minimum hassles and do business with increased confidence.

Our sourcing activities helped the client analyze the suppliers from the information provided by us and they are currently sourcing cashmere shawls from one of the selected suppliers identified by us.

 

INDUSTRY: Automotive

Client profile
The client is a leading manufacturer of hydraulic and vacuum pumps for the automotive industry.

Background
Mexican auto-parts industry and vehicle production and assembly reached record production levels between 2006 and 2007. Mexico is currently the 11th in the world in automotive production and by 2011 will rank 5th. Brazil is one of the top 10 automobile manufacturing countries in the world by volume, with a relatively large consumer base. This makes it an attractive feature for the client to enter the market. The client had plans to take over automotive component manufacturers from Mexico and Brazil and thereby gain entry into the Latin American region.

Brickwork Solution
Brickwork conducted a secondary market survey of the automotive suppliers. Brickwork has access to the private databases that helped in this assignment. The companies were analyzed with reference to their products, the operational and financial strengths, management skills, and shareholder pattern.

The team listed all the automotive companies available in the region and created profiles of each supplier from Mexico and Brazil, and gathered key information like financials, products, marketing, customers, quality certificates, and their market presence. The quality of the companies was compared to the client aspirations and a final agreed list was prepared to pursue further.

The research helped the client in understanding the Mexican and Brazilian suppliers as well saved in terms of time and effort. The client was able to focus on the shortlist details coupled with the right questions and parameters for acquisition.

 

 

 

 

 

INDUSTRY: Retail

Client profile

A retail client exploring the possibility of entering the Indian Retail Market.

Background
Brickwork suggested an entry strategy for one of the largest retail chains by studying the retail markets, the existing retail giants in India, and the regulatory issues involved. With 8% consistent growth rate, India presents a huge opportunity in the retail sector. With over 300 million cellphone users, the client was interested in understanding general situation and existing players in the market.

Brickwork Solution
Brickwork conducted secondary research of the existing retail chains in India, regulatory issues, as well as an understanding into the problems faced by existing retail giants. The actual financials, pitfalls, and factors that need to be considered before entering the market were studied and highlighted. Based on this, a summarized presentation capturing the business design of existing firms, the regulatory issues, and the strategies to enter the Indian market were brought out. The Indian retail market presents huge opportunities for foreign players with 98% of the market in the unorganized sector. Understanding the strengths of the unorganized market entities and replicating them as much as possible in terms of convenience, home delivery, and price are critical for any one to enter successfully.

 

INDUSTRY: Healthcare

Client profile
The client is a market leader in ESWL (Extracorporeal Shock-Wave Lithotripsy) - laser therapy used for the treatment of kidney stones.

Background
The client was interested in entering the growing Indian lithotripsy market to establish a quality brand for non-invasive treatment of renal stones. Brickwork with its knowledge of the Indian healthcare sector, surveyed the area, used both primary and secondary research techniques, examined the investment requirements and revenue possibilities, and prepared a detailed report for the client.

Brickwork Solution
Brickwork revisited its knowledge in the healthcare sector, conducted surveys, and personal interviews with opinion makers to delineate the lithotripsy sector. The Indian lithotripsy market is highly unorganized and offers great opportunity for someone to offer an integrated brand all over the country. The present players are in large hospitals as well small kidney stone clinics. Brickwork found some players still using dated technology that meant number of sittings for laser treatment. Opportunities exist for players with the latest technology. Brickwork solution included a detailed market research, description of exiting players, the investment required, operating expenses as well the profitability scenarios. The report brought out the issues in healthcare sector and challenges in bringing the urologists buy the concept and prescribe lithotripsy rather than surgical procedures.

 

INDUSTRY: Education

Client profile
The client heads an international school chain in the Middle-East.

Background
The client wanted to conduct a market and financial feasibility study to set up an international school in Bangalore that could offer IB – International Baccalaureate and CIE – Cambridge International Examination with K 12 format. The criteria was that the school should have an infrastructure of international standards and the staff / teachers would be a mix of Indian and foreign nationalities.

Brickwork Solution
Brickwork conducted the study in 3 phases:

  • Primary research
  • Secondary research and
  • Analysis of the data collected

For the study, interviews were conducted with the International school heads, their board of advisors and relationship managers, national educational bodies, regulatory authorities, and parents. During the study various research articles, publications, government statistics, regulatory laws were also sourced through the secondary research.

The final report included recommendations on the school fees, curriculum, teachers, class structure, location, infrastructural facilities and various other important decisions in addition to SWOT analysis on Bangalore being an attractive location to start an International school. A report with the financial model to be presented to financial institutions was brought out successfully.

 

INDUSTRY: Manufacturing

Client profile
A Middle East and German company who are in the insulation market business for the last 3 decades.

Background
Brickwork studied the feasibility of setting up a building insulation manufacturing plant in Chennai, India with technology from Germany. With 8% growth and booming off-shoring, Indian cities have been registering record growth in residential and commercial real estate. Over 10 million square feet of built up new space gets added in cities of 6 million population. The feasibility study included industry analysis, market surveys, preparation of financial statements to organize loans from financial institutions as well as complete guidance and strategy to obtain all governmental and regulatory approvals.

Brickwork Solution
Brickwork conducted primary research of the insulation companies and traders in India. Brickwork with its access to industry experts and regulatory bodies identified the potential threats and offered innovative solutions to the client. We also provided the client with vital data on the raw material suppliers and logistics management and possible environmental problems.
India has just a handful of facilities that use XPS the Extruded Rigid Polystyrene Foam the building insulation product that can result in large scale electricity savings. With the new building code expected soon from the Government of India this market is poised for big growth. Our analysis helped our client to understand the initial outlay, the size of the manufacturing plant, possible impact on the pricing and market changes, potential in terms of market share, and possible inherent threats arising from the competition. In addition Brickwork provided complete guidance in obtaining all regulatory approvals.

 

INDUSTRY: Information Technology

Client profile
A Fortune-500 company which was focusing on Lifestyle & Healthcare, was exploring the opportunities arising from the recent trend of outsourcing to India.

Background
Brickwork worked as a consultant, to recommend lucrative business segments and good acquisition targets. The company was looking to build capability in certain software segments to aid the existing and build new products. The acquisition targets were shortlisted keeping size, technology platform, skill sets and management acumen of people, existing revenues as well as possible acquisition price. The client’s predominant concern was the management’s culture and sensitivity in upholding intellectual rights for the software once the acquisition is complete.

Brickwork Solution
The client had built up extensive capabilities in R&D services in India through their Indian subsidiary and sought to focus on their capabilities to grow their Indian operations to the tune of US$1 billion, to make it one of their largest operations globally. Brickwork was hired as the consultant for this strategic assignment because of its extensive knowledge on the Indian business scenario and on the opportunities in outsourcing to India.

Brickwork conducted an extensive study on opportunities presented by the outsourcing trend, identified lucrative business opportunities in the interested areas, analyzed the demand and supply side, market characteristics for these opportunities, identified good acquisition targets, performed the pre – acquisition financial due diligence of the targets and advised an implementation roadmap to the client. Brickwork arranged personal interviews with the targets and shortlisted these who were interested in acquisition. Brickwork did a special IP audit to determine if the management takes intellectual property rights seriously.

Based on our recommendations, the client was able to shortlist a few candidates for further evaluation. The Brickwork report included possible valuation of acquisition targets. Brickwork has developed special methodology to value new economy companies that have more patents and other intellectual property, rather than the traditional fixed assets. Brickwork report helped the client to diversify into engineering services sector.

 

INDUSTRY: Architecture & Design

Client profile
An architectural firm from UK wanted to outsource UK building, planning permission drawings to architects in India.

Background
With the liberalization of the Indian economy, the business process outsourcing sector has become a major contributor to the GDP of India. Developed countries leverage on lower costs and the high skill sets that India offers. India now provides end to end solutions to an entire plethora of outsourced assignments. This particular client wanted to harness the lower rates of Indian architects to get planning permission drawings for the UK accomplished in India.

Brickwork Solution
Brickwork collected specific skill sets like the ability to work from Google Earth, analytical ability to label distances, familiarity with CAD/CAM engineering software. Based on the required skill sets, Brickwork conducted primary research of architectural firms in India with the help of a questionnaire survey to assess the skill sets of the architecture firms. Brickwork’s response rate was about 25% from the questionnaire survey. Some of them were interviewed to validate the information and help in proper comparison. Based on their skill sets, past clients, operational capability and financial strength, Brickwork prepared a short list of firms that could be considered and meet the client criteria. In collaboration with the client we developed another questionnaire to estimate the rates charged. Based on the results of both the questionnaire surveys we were able to shortlist four architectural firms in India which met client requirement of skill sets and rates charged.

Our services helped the client increase profitability through cost savings. The client leveraged on the lower costs in India to accomplish planning permission drawings for the UK. Planning permission drawings do not require the detail of construction drawings and hence do not require the supervision necessary for the detailed building diagrams. The client was able to capitalize on the advantages that India offers to improve productivity.

 

INDUSTRY: Architecture

Client profile
The client is a barrister who works to obtain planning permissions in the UK for his client base. The client is the owner of the planning permission firm. He has several years of experience in dealing with all the aspects of planning permissions in the UK and is also experienced in developing property.

Background
This client wanted to harness the lower rates of Indian architects to get planning permission drawings for the UK accomplished in India. Brickwork was to identify 4 architectural firms in India to whom he could outsource planning permission diagrams. The architect required certain specific skill sets like the ability to work from Google Earth and specific rates for the drawings.

Brickwork Solution
We first created a database of architectural firms in India and qualified as per various criteria in collaboration with the client.

An assessment of the qualified architectural firms was conducted with the help of a questionnaire survey to identify the various skill sets.

About 25% of the firms responded. Once our team had a list of architects that met the client requirement in terms of skill set we had to meet the price criteria.

In collaboration with the client another questionnaire was developed to estimate the rates charged by these firms. Based on the results of both the questionnaire surveys, 4 architectural firms in India which met the client requirements of skill sets and rates charged were shortlisted and provided to the client.

 

 

 

 

 

 

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