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Transportation & Logistics

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MERU CASE STUDY

Conducted a comprehensive market assessment during COVID-19 for a global relocation services provider

COMPANY OVERVIEW

  • Private equity owned company providing supply chain solutions to legacy corporate relocation mgmt. companies (RMCs)
  • Despite record employment rates and a soaring economy, the relocation management industry had experienced headwinds
  • The Company’s financial performance continued to decline with YoY revenue down ~9%
  • MERU was engaged by the lenders to provide an independent perspective on 1) trends in the US mobility market, and 2) drivers for changes in Company’s profitability
  • COVID-19 further exacerbated the company’s financial performance; most of our work heavily weighted towards navigating the rapidly evolving COVID-19 situation

OUR APPROACH

MERU’s 4-week engagement focused on:

  • Assess mobility market trends & competitive landscape
    • Surveyed ~200 corporate HR professionals
    • Conducted ~15 confidential interviews with Company’s direct and end customers
    • Developed a framework for segmenting the competitive landscape

 

  • Analyze transaction data to identify underlying drivers for decline in revenue
    • Segmented the business between recurring & non-recurring revenue
    • Developed a revenue walk-through identifying the revenue decline that was attributable to price, volume, & product mix

OUR IMPACT

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Prepared insights on mobility market with a focus on overall global mobility trends, corporate customer value definitions, key buying criteria, funding mechanisms, corporate policy objectives, etc.

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Provided visibility into customer profitability and pricing disparities to inform go-forward pricing strategies and operations.

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Analyzed the competitive landscape and identified “whitespace” opportunity for the Company to position itself as a market leader.