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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
2
CONFIDENTIAL INFORMATION – FOR INTERNAL USE ONLY
2015 © Lansdowne Consulting | All Rights Reserved

Introduction
3

Lansdowne draws on its operational heritage to deliver performance
improvement that endures by integrating strategy & delivery into one service
4
• 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
5
• 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 network
International 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
7

Acquisitions
Operations & ExitAcquisition
Mergers
Lansdowne offers strategic and financial investors a seamless service portfolio
along the entire investment chain from strategy development to transformation
8
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
9
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
10
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 0.6
0.6 0.7
1.1
1.8
1.8
1.8
1.9 1.9
0.3
0.4
0.5
0.5 0.5
0.4
0.5
0.5 0.5
0.5
0.8
1.1
1.2
1.3
0.50.50.30.30.3
0.1
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 Vials
Common 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
11
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
Operations
Quality
Management
HR Management
Sales & Customer
Management
Human
Resources
IT 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 selection
Select Executive
Committee
Define role of
corporate centre Define micro organisation
Organization announcement
New 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 system
Deploy integration tools/train Implementation monitoring begins
Macro planning
Financial deal
day planning
Financial deal
announcement
Detailed integration planning (Master plan)
Day one (Regulatory approval) planning
Regulatory 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
12
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
Opportunity
Roadmap
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
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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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Feature check card
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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
14

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 15

We have a track record of supporting successful transactions covering buy and
sell-side advisory, due diligence & post-merger integration (1/2)
16
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
SituationResultsSituationResults
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
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
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
20CONFIDENTIAL INFORMATION – FOR INTERNAL USE ONLY

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
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
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
25

26
In the pharmaceutical & healthcare sectors we have helped leading players to
navigate extreme change and deliver transformational results

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

28
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%

Lansdowne partners successfully supported process industry companies on
corporate strategy, business unit strategy or strategic improvement programs
30
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

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
tobias.hofmann@lansdowneconsulting.com

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