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Lansdowne Consulting

- Introduction to Lansdowne’s Services for Strategic & Financial Investors -

• Introduction

• Overview of Lansdowne’s Service Portfolio for Strategic & Financial Investors

• Industry References & Cases

Content

2CONFIDENTIAL INFORMATION – FOR INTERNAL USE ONLY

2015 © Lansdowne Consulting | All Rights Reserved

Introduction



Lansdowne draws on its operational heritage to deliver performance

improvement that endures by integrating strategy & delivery into one service

CONFIDENTIAL INFORMATION – FOR INTERNAL USE ONLY

2015 © Lansdowne Consulting | All Rights Reserved4

• Lansdowne is an independent strategy consultancy which helps clients solve their

most complex problems by bridging the execution gap between good ideas and

great performance

• Lansdowne provides investment support services to strategic & financial investors

that leverage our four core competencies:

• Strategy: corporate & business unit strategy, pre- and post- merger

support, growth strategy, marketing and sales

• Turnarounds: turnaround and restructuring programs

• Cost and Supply Chain Management: strategic sourcing, complex global

procurement, working capital improvement, supply chain optimization and

logistics, lean manufacturing

• Transaction Services: from strategy to execution to restructuring with

experience along the entire transaction value chain, carried out by

international, senior teams

• The key success factors for Lansdowne are:

• Independent, international management consultancy with large pool of

industry and subject matter professionals

• Strong sector expertise includes chemical, oil & gas, energy metals,

engineering, automotive, consumer goods, technology, clean tech and retail

• Senior, experienced consulting teams work on the ground with clients

Strategy through to Implementation

Lansdowne helps clients to bridge

‘The Execution Gap’, that is, the challenge of turning

great strategy into great performance

Strategy

Tailor made

strategies

Pragmatic

implementation

plans

Hand-in-hand

work with clients

to meet targets

Implementation Gap

Implementation

Global Presence and Network

Our experienced international Partner team established their careers in

leading management consultancies before founding Lansdowne in 2004

Simon Dorris (United Kingdom)

• Over 17 years management consulting experience

• Specialist in delivery of large scale transformation, due diligence, turnaround and cost reduction programs

• Previously with A.T. Kearney and founding member & executive of successful boutique investment bank

• Senior consultant with over 20 years of experience in Asia, Europe and N. America

• Expert in strategy formulation, automotive, manufacturing &, production optimization, supply management and post merger integration and is a recognised automotive industry authority

• Previously with A.T. Kearney and ran strategy practices of PwC in Tokyo and Deloitte on the U.S. West Coast

Christian Boettcher (USA & Japan)

Tobias Hofmann (Central Europe)

Jeff Fenyo (Central Europe)

• International senior management consultant with more than 17 years experience advising leading companies across Europe

• Extensive experience in strategy, business development, turnaround, marketing and transaction support

• Previously with A.T. Kearney and holds an MBA in Finance from the Wharton School



• International senior management consultant with more than 17 years consulting experience

• Expert in strategy, turnaround management, post-merger integration programs and transaction support, especially across international markets

• Previously with A.T. Kearney and Managing Partner of a leading international supply management consultancy

• More than 17 years as experienced and versatile executive with blue chip digital and management consultancy and private equity background

• Areas of expertise: corporate and business unit strategy –including digital, sales and marketing, social media, multi channel marketing and commerce, performance improvement, turnaround and restructuring, transaction support

• Previously with A.T.Kearney, Sapient and Diadem

Devrim Celal (Turkey)Perry Childs (UK)

• More than 25 years of experience in IT organizational change management

• Areas of expertise: Delivering large scale organizational change and outsourcing projects, strategic planning with focus on IT, post merger integration

• Strong knowledge on complex business transformation

Our comprehensive service portfolio, experience & international footprint

make us an ideal consulting partner for financial and strategic investors

6

• Our senior consultants have track records from the major strategy consultancies. In

addition, Lansdowne Partners are always involved in projects at an operational level

Senior consultant teams with

deep industry expertise

• Lansdowne combines in one team the ability to work with the Board to develop the

strategy at one level and with line management to deliver it. Our aim is to deliver not

only recommendations but bottom-line results

Combination of strategic expertise

with execution know-how

• Our portfolio of services extend from strategy development over support along the

acquisition process to a range of restructuring & transformation services, ensuring a

seamless support to financial and strategic investors

Seamless support along the

investment & transaction value

chain

• We operate a truly international team approach thanks to the permanent exchange

and teaming between our global offices and networkInternational footprint

• Lansdowne’s global network encompasses more than ~200 consultants, specialists and

executives

Large network of international

experts



Overview of Lansdowne’s Service Portfolio for Strategic & Financial Investors



Acquisitions

Operations & ExitAcquisition

Mergers

Lansdowne offers strategic and financial investors a seamless service portfolio

along the entire investment chain from strategy development to transformation



Portfolio &

Investment

Strategy

Deal Sourcing

& Acquisition

Process

Operations &

Exit Mgmt.

Investment & Transaction Value Chain

PMI Management

Transformation & Optimization

Target & Deal

Generation

Commercial

Due Diligence

Technical

Due Diligence

Red Flag

Due Diligence

Portfolio Diagnostic

Best Practice &

Benchmarking

Strategy Development

Financial & Operational

Model Development

Interim Support

Performance

Monitoring

Executive Board

Support

Exit

Management

Strategy Restructuring & Transformation

Business Plan

Development

100-days Planning

PMI Set-up &

Implementation

Process-driven

Reorganization

Sales Push

(e.g. pricing, channels)

SG&A/

Support Excellence

Strategy-driven

Spend Optimization

Supply Chain

Optimization

Services Offering

Lansdowne’s approach for portfolio & investment strategy optimization initiates

with a diagnostic, followed by the strategy and operating model development



Portfolio Diagnostic

Best Practice &

Benchmarking

Strategy

Development

Financial &

Operating Model

1

Early Stage

II

Basic

III

Developed

IV

Superior

V

Best

Practice

1. Vision & Portfolio

Strategy

2. Funding

3. Partnering

4. Organization

5. Governance

6. Investment

Management Processes

7. Information

Technology & Solutions

Seed

Start-up

Early Stage

Expansion

Late Stage

• ‘As Is’-analysis of portfolio, budgeting, organisation & governance model

• Application of Lansdowne’s Investment Portfolio Management Framework

to support the assessment and development of investment portfolios

• Identification of gaps and quick wins

• Best Practice for critical performance areas with input from Lansdowne’s

benchmark database, experts and business network

• Gap evaluation in strategy, organisation & processes

• Definition of tailored investment strategy, including sector focus, investment

stage/type mix, performance management & potential exit strategies

• KPI management

• Risk management

• Business Plan development

• Revision of operating model, such as organisation charts, roles &

responsibilities (RACI) based on approved strategy

• Development of implementation roadmap

Portfolio & Investment Strategy Services

Within our acquisition support services, Lansdowne offers high quality, value

adding due diligence reports to meet different customer requirements



Commercial

Due Diligence

Technical

Due Diligence

Red Flag

Due Diligence

• Proven approach to execute commercial due diligence and deliver bankable

reports

• Involvement of Lansdowne Partners to guarantee sector-specific

knowledge, business acumen and delivery quality

• Proven approach to assess the technical feasibility of a business /

management plan

• Lansdowne possesses an extensive network of industry specialists and

subject-matter experts

• Brief 1-2 week assessments in uncertain investment situations, with a focus

on resolving key issues and questions

• Minimizes due diligence costs for ‘riskier’ targets

Deal Sourcing & Acquisition Services

0.4 0.60.6 0.7

1.1

1.8

1.81.8

1.9 1.90.3

0.40.5

0.5 0.50.4

0.5

0.5 0.5

0.5

0.8

1.1

1.21.3

0.50.50.30.30.30.1

0.3

5.4

(21%)

20192018

5.2

(22%)

2014 2015

3.3

(35%)

20172016

4.7

(22%)4.2

(25%)Executives Bonuses

Other Expenses

Management & Administration

R&D / Quality Control

Royalties

Sales & Marketing

!Red

Yellow

Green

PRODUCTION AREA

Weighing & Dispensing

Filtration of solution

Aseptic filling of Vials

Lyophilized products Solutions for injection

Freeze drying

Closing and sealing of VialsCommon bottleneck

in parenteral production

processes!

Target & Deal

Generation

• Analysis of market environments, players & potential acquisition targets

based on the clients growth strategy

• Approach, assessment and pre-selection of potential targets

Lansdowne’s restructuring & transformation services portfolio includes

transformation support in mergers & acquisitions as well as in reorganisations



100-days Planning

PMI Program Set-up

& Implementation

Process-driven

Reorganization

• Gap analysis in the dimensions of strategy, business planning and operations

• Definition of improvement measures and implementation roadmap, including

e.g. growth strategy, supply chain optimization, overhead cost reduction

• Development of restructuring plans in alignment with management

• Development of PMI strategy and rationale

• Set-up of PMI structure and program office

• Definition and set-up of value creation teams and business plans to drive

synergies

• Definition of strategy and corresponding key processes

• Creation of new organisation based on re-engineered processes

• Measuring of impact of new organisation

Restructuring & Transformation Services (1 of 2)

Business Plan

Development

• Development of powerful strategies and implementation plans with

monetarily quantifiable benefits

Maturity & Gap Analysis

Cost Consideration

Bundling

Sourcing

Negotiations

Logistics

Optimisation

Information

Optimisation

Supplier Relationship

Optimisation

Controlling

Complexity

Reduction

Variance

Optimisation

Redesign-to-Cost

Make Lean

Current usage

Potential usage

Client

Benchmark

Manufacturing

Sourcing

Sales

Finance

IT

Client

Governance

Operational Model

HR

Logistics

Warehousing

Network

Management Processes

Core Processes

Support Processes

OperationsQuality

ManagementHR Management

Sales & Customer

Management

Human

ResourcesIT Procurement

Distribution

Logistics

Manufacturing Assembly

Finance &

Controlling

Integration

program

management

structure &

implementation

monitoring

Define integration

principles

Define mgt.

systems

August September October November December January February March

New group

foundations/

organisation

Integration

objectives and

principles

Synergies

Integration

planning /

road map

Communication

Define

communication

principles

Define communication

Mgt. strategy: staff,

customers, external

Other external communication implementation (Financial community, suppliers)

Customer communication implementation

Internal communication implementation

Teams/clean teams define detailed

business case and integration plan

Implementation begins

HR selection Select top 50 Select top 250 Rest of Management selectionSelect Executive

Committee

Define role of

corporate centre Define micro organisation

Organization announcementNew organisation

implementation begins

Define macro

organisation

Set up value creation teams/geographic and function Program

offices and steering committees

Define role of

integration global

Program office

Define overall

integration

structure & process

Develop integration dashboards processes,

tools, monitoring systemDeploy integration tools/train Implementation monitoring begins

Macro planning

Financial deal

day planning

Financial deal

announcement

Detailed integration planning (Master plan)

Day one (Regulatory approval) planningRegulatory approval

day announcement

Define 250

selection process

Define rest of staff

selection process

Define top down high

level synergy objectives

Value creation teams define

high level bottom up synergy

Define new group

foundations (strategy,

management

principles & culture)

Define integration

objectives

Lansdowne offers top and bottom-line optimisation services from sales push to

holistic strategy driven spend and supply chain optimization services



SG&A/

Support Excellence

Strategy-driven

Spend Optimization

Supply Chain

Optimization

• Benchmarking, process & overhead structure redesign

• Strategic business case development for support function optimization

• Expertise and proven methodologies in shared services and business

process outsourcing

• Holistic 6-module approach to address the challenges of complex strategy

driven spend optimization

• Comprehensive tool-kit for strategy driven spend optimization programs

to realize rapid, significant & sustainable benefits & savings

• Supply chain optimization

• Network optimization

• Cost reduction & lead time improvements in transportation and stocking

Sales Push

• Development of new markets, products and channel strategies

• Opportunity diagnostic and optimization of pricing by assessing the client’s

pricing strategy & policy, customer value proposition, rationale for premium

• Reorganisation of sales force & redesign of incentive models

Restructuring & Transformation Services (2 of 2)

Baselining of costs, FTEs and SLAs

1.1

Understand processes,

structures and systems

1.2

Benchmarking & best practice review

1.3

Identify opportunity levers & quick wins

1.4

Baseline & opportunity levers

1

Option development and prioritization

2.1

Business case

3.1

Implementation plan

3.2

Strategic option selection & opportunity

roadmap

2

Business case & implementation

plan

3

OpportunityRoadmap

2.2

Port Warehouse Cross Dock Stream of goods

Lansdowne further supports clients through interim & non-executive board

support as well as performance monitoring and exit management



Performance

Monitoring

Non-Executive

Board Support

Exit

Management

• Development and implementation of performance and risk tracking,

reporting processes & tools

• Support of ongoing tracking processes

• Exit strategy development

• Vendor due diligence

• Information Memorandum preparation

• Exit process management

Interim Support

• Placement of managers to guide companies through crisis and times of

extreme change

• Global network of high profile interims CXOs and functional managers

Operations & Exit Management Services

• Support from Lansdowne’s Managing Partners or industry experts from

Lansdowne’s network in advisory functions

!

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Supplier: CYZ

Module: FE

Part: ZYMV = 25.3

SD = 4.2

Date: 20/03/2015

Controller: ABC

CEO

COOCCOCFO CxO

Industry References & Cases



We are extensively working with the investment community on similar

projects

“The level of detail and expertise in the DD

report is exactly what we needed.”

“Lansdowne helped us to understand the

core of our investment’s issue.”

“The management of the target company

has been impressed by your business

judgment. You were perceived as true

sparring partners.”

“Lansdowne is a dedicated and

reliable partner who has earned the

utmost trust from our team.”

* References can be provided upon request 15CONFIDENTIAL INFORMATION – FOR INTERNAL USE ONLY


We have a track record of supporting successful transactions covering buy and

sell-side advisory, due diligence & post-merger integration (1/2)

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We conducted a global search

supported by extensive due diligence

then led negotiations with the acquirer

leading to successful disposal at

attractive multiple

Transaction Support -

Asset Disposal

A consortium of financial investors were considering the acquisition of a major global capital equipment manufacturing company in one of the largest European deals of the year

We led the commercial due diligence of

the target and identified significant issues

with some of their business units which

were subsequently demonstrated by

collapsing revenues


Commercial & Strategic Due Diligence

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New Market Entry

A European manufacturing business was looking to enter a new geographical market to allow it to grow its distribution capability for its products

We conducted a market analysis and

profiled several target companies, led

preliminary negotiations with the short-

list and facilitated the detailed

negotiations with the target firms


Post Merger Integration

Major telecom player was keen to enter new fast growing market which was just opening up to competition but had limited local experience

Our consultant helped to set up an

entire PMI program including the

development of an implementation

master plan and the compilation of value

creation teams

Worked with major emerging market manufacturing business which was unsure how to modernize its business & respond to new entrants

Developed strategy driven by need to

acquire strategic partner with modern

capability & skills. Successfully identified

target leading to $bn share swap


Strategic Partnership

Major European consumer firm had refocused its activities and had struggled for many years to find a buyer for a non-core business

International telecom player was looking to enter a new adjacent b2b market, serving major operating sites in the oil, gas and petrochemicals sector with emergency services offer

We built team including target sector

expert, transaction expert & client

management which then developed

investment hypothesis and shortlist

which client successfully approached


New Market Entry

Selected reference cases



We have a track record of supporting successful transactions covering buy and

sell-side advisory, due diligence & post-merger integration (2/2)

17

We conducted a commercial due

diligence on management case and

market dynamics. Additionally evaluated

operations performance. DD supported

a successful funding of the target



A global private equity company was considering the acquisition of a major food packaging company and merger with one of its packaging portfolio companies

We conducted a commercial DD on the

target and evaluated synergy potential

and post merger strategies and value of

the merged company


Pre Merger Evaluation and DD

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Private equity company considered investment in a leading global metals dealer

Commercial and strategic due diligence

on global steel market, competitive

environment and business model of

target. Evaluation of management case

and upside/downside scenarios



German private equity company considered investment in a photovoltaic player to complement their clean tech portfolio

We lead a strategic and commercial due

diligence analyzing the global

photovoltaic market outlook, the

management case as well as upside and

downside potentials of the target

Heating oil division of client asked Lansdowne to facilitate the identification and prioritization of growth segments and potential partnering opportunities

Developed short-list and action plan for

growth segments with highest potential

in terms of financials, fit and feasibility

.


Strategic Partnership

Mezzanine capital company ask Lansdowne to conduct a commercial due diligence for a leading automotive parts supplier in Germany

Private equity company considered investment in leading steel casting group in Germany

Commercial and strategic due diligence

on market, competencies and

management case for the different

companies of the group.






Lansdowne has a track record of supporting start-up companies in various

sectors, including clean tech, renewable energies, heating and HVAC

18

Selected clients

Clean emissions technology developer

Offshore wind platform manufacturer

Solar project developer

Clean technology instituteSolar tracker manufacturer

Heating manufacturer



Our clients benefit from Lansdowne’s expertise and methodology, e.g. in terms

of business planning, market analyses and transaction support

19

We lead a strategic and commercial due

diligence analysing the global

photovoltaic market outlook, the

management case as well as upside and

downside potentials of the target

Transaction Support

A developer of an innovative platform for offshore wind energy asked Lansdowne to support the business plan development

Developed a comprehensive business

plan including financial and operational

planning

Business Planning

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Transaction Support

Developer of innovative and promising drug patent for cancer and viral diseases wished to identify partners to fund further development

Generated significant market interest in

patent and initiated meetings with

potential partners

Business Unit Strategy

A leading heating and HVAC player asked to asses the corporate and business unit strategy, especially taking into account emerging market options

Realigned corporate and business

portfolio strategy to meet future

requirement, and address emerging

market trends and potentials

Developer and manufacturer of innovative alloy foams requested support from Lansdowne to identify and select applications and markets for its technology

Developed short-list of applications with

highest short and mid term potential.

Created business case and market entry

strategy to launch selected applications

Market Entry Strategy

German private equity company considered investment in a photovoltaic player to complement their clean tech portfolio

An innovative manufacturer of OTC self-diagnostics required support in developing a business plan, marketing plan and a distribution strategy

Lansdowne conducted the business

planning and provided the client with a

marketing and distribution strategy

Business Planning




Our partners have helped leading players in the consumer goods industry to

navigate extreme change and deliver transformational results



Our partners helped consumer goods companies transform their

performance through integrating strategy, delivery and transaction support

21


German FMCG company suffered from declining revenue and an uncompetitive cost position resulting in a severe corporate crisis

Conducted a two-pronged 24 month

restructuring effort, executing a growth

program resulting in 10% sales increase

and over 20% operational cost

reduction

Restructuring & Turnaround

Major European beverage company acquired one of its main competitors and asked for support to conduct a post-merger integration program

Designed and conducted a post-merger

integration program to align the market

approach, leverage synergies and design

a new governance model and

organizational set-up

Post Merger Integration Terms and conditions system

Major German FMCG player was facing increasing buying pressure from retailers resulting in decreasing trade performance and diluted margins

Developed and executed a complete

overhaul of the pricing/terms system

resulting in a flagship pay-for-

performance system in the German

trade

Global market leader in the soft drink business requested optimization of its customer management processes in the areas of dealing, distribution and pricing

Significant improvement in time- to-

market, and optimization of the

communication channels resulting in a

significant improvement in customer

satisfaction

Customer management

Leading global personal care company was facing increasing buying pressure and more coordinated category management from European retailers

Developed a European pricing, terms &

conditions strategy and model, aligning

local pricing systems and creating a

Europricing policy and system resulting

in higher net margins

European pricing

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Major consumer goods player had lost control of the complexity in its business with over 40% of its products proving unprofitable at the contribution level

We worked across functions to

diagnose underlying causes of the

problem and build consensus on

turnaround plan to radically improve

profitability

Complexity Reduction



Our partners have supported numerous companies in the retail industry



Our partners helped retail firms transform their performance through

integrating strategy, delivery and transaction support

23

Major European entertainment retailer was facing falling profits and an increasing competition from digitisation, piracy, online pure plays and supermarkets

We worked with the management team

to develop an innovative two-pronged

strategy which we then collaborated to

deliver resulting in significant revenue &

profit uplift

Strategy & Turnaround

Major European own-label consumer goods manufacturing business had grown through multiple acquisitions with little integration & now had uncompetitive cost base

Developed model of entire supply chain

from raw material to delivered product

& used to develop business case for

rationalising manufacturing base

Manufacturing Network Design

Turnaround & cost reduction

High street clothing retailer had a sharply declining revenue base after loss of a major supply contract and intense competition from online players & supermarkets

Developed and implemented a cost

reduction plan to rationalise IT

investments leading to 32% cost

reduction giving business breathing

space to find a buyer

High street retailer was suffering from ballooning costs in its product return activities very low customer satisfaction. It had failed in 11 previous attempts to fix the problem

Developed a new cross-functional team

to manage returns supported by new IT

system. Delivered 75% reduction in

returns costs underpinning recovery in

profitability

Reverse logistics optimization Sourcing cost reduction

Major UK pharmacy chain was suffering from rising input costs for pharmaceutical products and had little visibility of its own spend and inconsistent pricing

We performed a strategic sourcing

program on their key drug categories

based on chemical level analysis

delivering major multi-£m improvement

in costs & profitability

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Strategy

Leading European wholesaler and fine logistics player in the convenience market requested development of a long term corporate strategy (10 years plus)

Developed strategic scenarios (market

and competitive dynamics) resulting in a

newly aligned corporate strategy and a

number of important new business

opportunities



In the media / telecom sector we have helped leading players to navigate

extreme change and deliver transformational results



We have helped telecom companies transform their performance through

integrating strategy, delivery and transaction support

European triple play provider was suffering high levels of customer churn and were misaligned in their view of what customers valued and how to retain them

Developed innovative new insights into

what customers valued in their service

and developed new strategy which was

cornerstone of 20% increase in

customer base in 4 years

Churn reduction

Major middle eastern mobile and fixed telecom provider was facing competitive pressure leading to margin reduction and need for major network investment

Performed complete diagnostic of all

external spend including capex and opex

categories including evaluation of all

elements of procurement against best

practice

Procurement Cost Reduction Customer profitability

European broadband provider facing intense competitive pressure needed to improve margins and deal with unprofitable customers but had no visibility of user-level cost

Developed customer level P&L using

existing data and aligned all functions

behind approach to network cost

allocation. Identified value destroying

customers & managed out

Telecom player was facing very high customer equipment failure rates and suffering very low customer satisfaction rates, high levels of rework and high support costs

Cross functional teams were introduced

resulting in step change in ‘right first

time’ visits, better utilisation of staff,

lower support costs & higher customer

satisfaction

Field Service Reorganisation

Major telecom player was keen to enter new fast growing market which was just opening up to competition but had limited local experience

Our consultant helped to profile the

market & potential targets and was

deeply engaged in post-merger

integration of the marketing activities of

the target business


Post Merger Integration


New Market Entry

International telecom player was looking to enter a new adjacent b2b market, serving major operating sites in the oil, gas and petrochemicals sector with emergency services offer

We built team including target sector

expert, transaction expert & client

management which then developed

investment hypothesis and shortlist

which client successfully approached

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In the pharmaceutical & healthcare sectors we have helped leading players to

navigate extreme change and deliver transformational results



http://www.galenica.com/en/index.php

http://www.galenica.com/en/index.php

Our pharmaceutical industry experience spans our focus areas of strategy,

transformation, cost reduction and transaction support

27

Biotech firm focused on innovative oncology drugs required support to establish a distribution strategy with pharmaceutical firms

Developed distribution strategy and

agreements for German market – further

markets in discussion with other partners

Oncology Drug Distribution

Renowned cosmetics & pharmaceuticals firm required cash generation through divestiture of non-core product line to Emerging Market player

Developed divestment options and

supported negotiations with two Indian

firms who wish to purchase the line and

set up European operations

Pharma Asset Divestiture Oncology Patent Development

Developer of innovative and promising drug patent for cancer and viral diseases wished to identify partners to fund further development

Generated significant market interest in

patent and initiated meetings with

potential partners

Global pharmaceutical company asked to develop a pan European life cycle strategy with focus generic defense, OTC switch strategy and life cycle optimization of RX

Successfully developed country

strategies to exploit lifecycle potential of

RX and manage OTC switch exposure

RX/OTC Life Cycle Strategy

Company health insurance asked to develop a transformation program to improve efficiency in general organisation, sales, reimbursement and performance management

More than 10% savings potential via

organizational transformation

Organizational Transformation Business Unit Strategy

Largest Asian pharmaceutical firm was looking for assistance to define growth strategy for vaccine business unit

LC proposed range of growth options

including acquisition strategy. Proposed

list of potential acquisition targets with

detailed analysis of targets

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In the process and utilities sectors we have helped leading players to navigate

change and deliver transformational results



Lansdowne’s partners supported clients in the chemical & process industries

to define and target attractive markets for their technologies & services

29

Developer and manufacturer of innovative alloy foams requested support from Lansdowne to identify and select applications and markets for its technology

Developed short-list of applications with

highest short and mid term potential.

Created business case to launch selected

applications

Alloy Foam Manufacturer

Heating oil division of client asked Lansdowne to facilitate the identification and prioritisation of growth segments and potential partnering opportunities

Developed short-list and action plan for

growth segments with highest potential in

terms of financials, fit and feasibility

Oil & Gas Group Petrochemical Group

Commercial division requested Lansdowne’s support in identifying new channels and partnerships to drive sales and profitability in the agricultural segment

Performed segment strategy review and

market analysis. Developed business

case and implementation plan, validated

by the Board

Specialty chemical company asked to assess strategy, business case and develop strategic options (e.g. exit, continuation, growth) for a selected business line (pigments)

Developed alternative strategic options

including detailed business cases;

recommendation of preferred options

Specialty chem. Player: Pigments

Specialty chemical company requested to assess the business unit strategy (product, market, competition, resource position) for their powder segment

Developed business unit strategy for

clients powder business including

implementation roadmap and

organizational alignment

Specialty chem. Player: Powder Chemical Player: Coatings

Chemical player asked to conduct an EBIT improvement program for the coating business addressing top line margin effects as well as bottom line cost saving potentials

Developed strategy and program to roll

out EBIT improvement initiatives

>10%

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Lansdowne partners successfully supported process industry companies on

corporate strategy, business unit strategy or strategic improvement programs

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Leading industrial gas player asked to assess and develop EBIT improvement measures for the European indirect channel segment

Developed a top line and bottom line

improvement program including country

specific strategies and roll out plans (>

10% EBIT improvement)

Strategic Program: Industrial Gas

Industrial gas player asked to develop a new pricing and terms & conditions strategy for the European indirect sales channel

Developed new pricing strategies and pay

for performance terms & conditions

system. Country specific adaption of

systems

Pricing Strategy: Industrial Gas Strategy: HVAC & Heating

A leading hearting and HVAC player asked to asses the corporate and business unit strategy, especially taking into account emerging market options

Realigned corporate and business

portfolio strategy to meet future

requirement, and address emerging

market trends and potentials

Technology and R&D arm of Global process group required a new business strategy in Europe and on the US market, with the focus on a pilot technology application

LC proposed a new business strategy

including the sales and distribution

concept and implementation planning.

Client successfully set up new entity

Business Development Strategy

Board of international process industry group needed review of their growth strategy. The company was confronted with a changing market and competitive environment

LC developed growth strategy and re-

alignment of the organisation and

processes based changing customer and

competitor behavior

Sales Review & Re-organisation Customer Value Assessment

Leading Eastern European Oil & Gas client asked LC to analyze their customer segments and to recommend changes in their approach since they lost some key clients

LC evaluated customers based on

extensive data base and on-field research.

A new market approach was proposed

and later implemented

Sit

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Our consultants have worked around the globe for leading automotive firms

on their CEO agenda initiatives (selected client references)



Client Situation Approach Results

Automotive retail

and services

company

Market leading retail and service

company was challenged by new

entrants and massive variation between

best and average sites

Developed new strategy centered on delivering Trust and Convenience as the

core underlying customer needs in this market. Restructured all customer

facing activity around customer value. Revised brand and marketing strategy and

introduced major retention program.

The client adopted the new

strategy which reduced

customer churn by >18% pa

Major OEM

OEM required new after sales

approach to boost dealer revenues &

customer retention

Supported development of new after sales strategy and helped implement

customer retention driver programs such as tires for life, prepaid service,

extended warranties etc.

Customer retention in

increased 17% drove same

brand repurchase

Automotive

Dealership

Dealership was seeking profitable

growth opportunities in new markets

Worked closely with Dealership management to develop a market entry

strategy to take VW LCVs into the North American market. We undertook

on-the-ground due diligence in the US and drew up entry strategies which were

then tested with a range of potential partners

We identified a strategy but

concluded returns didn’t

justify risk

Automotive

Dealership

Antiquated IT systems meant business

support architecture was ineffective

costing the business €10-20 million pa

Developed and built alignment behind a roadmap and plan to transform the

technology platform to support profitable growth. Clear business case and a

roadmap to execute the 2-3 year program of change was developed working

closely with and accepted by business

Agreement to a major change

program from key

stakeholders and the group

board. Expected RoI over 50%

Sales &

Distribution arm of

Major OEM

Major OEM required new approach to

regional distribution to boost

profitability and cash flow performance

Developed new distribution strategy, including network configuration, locations

and roles for warehousing, customer service targets, and a business case for

implementation. Modeled logistical scenarios of transport models, target service

levels, goods sourcing and international flow of goods

Reduced distribution costs by

US$50 million, decreased

inventory by 30-50% &

improved customer service

Car distribution

company

Distribution company was losing

money and lacked understanding of

drivers of problem or plan to recover

We diagnosed problems and developed rapid plan to restructure business &

subsidiaries. The sales organisation, process and compensation were redesigned

and a new marketing plan was launched to increase revenue.

Successfully restructured

business & returned it to

profit

Leading

automobile

distributor

Client needed to realign its staff

performance measures with business

objectives to boos performance

Lansdowne designed and implemented a performance measurement system.

The team set the performance targets for the company and put in place the

supporting infrastructure (IT requirements, organisation structure and

employee training).

Successfully implemented new

system leading to improved

performance

Dealer Case Studies: Lansdowne has helped leading automotive service

companies to successfully deliver critical initiatives



Contact Lansdowne Consulting

33

Munich

St.-Anna-Platz 2

80538 Munich

Germany

T: +49 89 37 41 64 72

London

84 Brook St.

London W1K 5EH

United Kingdom

T: +44 20 7060 7100

Los Angeles

Howard Hughes Center

6080 Center Drive, 6th Floor

Los Angeles, CA 90045

USA

T: +1 310 933 5985

Tokyo

Ark Mori Building 12/F

1-12-32 Akasaka, Minato-ku

107-6012 Tokyo

Japan

T: +81 50 5534 8194

www.lansdowneconsulting.com

Lansdowne Consulting is an independent strategy and

management consulting firm. We help our clients deliver

significant and lasting improvements in their performance

through a unique combination of strategic insights and

collaborative working style

Contact:

Tobias Hofmann (Partner) +49 173 29 69 206

[email protected]



http://www.lansdowneconsulting.com/

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