Mastering the M&A Dance: How to Turn “No” Today into “Yes” Tomorrow

Posted on April 24, 2013 by Kline Blogs

The M&A scene has become increasingly fickle. Evolving priorihandshaketies, global market trends, and industry threats and opportunities can change on a dime, leaving growth-driven companies scrambling to align their strategy with the latest developments.
With companies accruing hordes of cash in the wake of the market crash, private equity continuing to raise more money, and companies scratching at every opportunity to gain a competitive advantage, most companies approach M&A candidates with an immediate need to strike a deal while the iron is hot. Read more

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Integrated Pricing Strategy: Achieving a Sustainable Advantage

Posted on March 28, 2013 by Kline Blogs

Achieving a sustainable pricing advantage is becoming progressively difficult, yet increasingly more important as global economic pressures, depleting resources and raw materials, energy price volatility, and regional anomalies cause major sIntegrated Pricing Strategyhifts in the value chain economics across all industries.
(more…)

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Ownable Space: The “Other White Space”

Posted on February 21, 2013 by Kline Blogs

Finding sustainable and profitable growth opportunities remains the Holy Grail for all companies – whether in highly developed and competitive markets in Europe, or developing, high growth economies like India. While finding the white space – that untapped terrain in a market – is a common approach to figuring out where to play, a better way to win is to focus on “ownable space” opportunities. (more…)

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Acquiring Beauty – Future M&A Trends and Drivers Across the Personal Care Value Chain

Posted on January 27, 2012 by Kline Blogs

With over 25 years of industry experience, Kline’s Eric Vogelsberg, Senior Vice President of the M&A and Corporate Development Practice, brings an authoritative and qualified perspective.
While 2011 ended in uncertainty, Eric sees the M&A environment as remaining fundamentally strong and fecund.
On April 18, 2012 at in-cosmetics Barcelona Eric will discuss the current M&A environment and key underlying trends and drivers and share his views on the impact on the personal value chain. He will examine how the continued consolidation and evolution of players will alter the structure of the business and the competitive landscape, and he will help you understand why personal care remains one of the hottest spaces in M&A.
Hear Eric speak on Future M&A Trends and Drivers Across the Personal Care Value Chain at in-cosmetics Barcelona, April 18, 2012 at 12:30PM in the Marketing Trends Theatre.

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The Specialty Trap – Managing Hybrid Commodity/Specialty Businesses

Posted on January 3, 2012 by Kline Blogs

As elaborated in a recent Kline & Company article from the November 2011 edition of the Harvard Business Review Brazil, commodity and specialty businesses have disparate needs and markets, and consequently a danger lies in attempting to consolidate these and falling into what authors Jonathan Goldhill, Sergio Rebello and Sunanda Desai deem the ‘specialty trap’.

The article points out that because of the major differences in competitive dynamics between these two types of businesses, management’s focus is also very different. Managers in commodity driven businesses rightly focus on cost minimization: low cost raw materials, operational optimization and efficient channels to market. Conversely, managers in specialty businesses focus on understanding and responding to customer needs, product innovation and targeted marketing and sales. (more…)

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