Realizing Post-M&A Revenue Synergies for a Travel Retailer
Clarkston Consulting recently partnered with a retail client on a post-M&A revenue synergies project. Read a synopsis of the project below or download the full case study.
Download the Post-M&A Revenue Case Study Here
In 2023, the parent company of a leading travel retailer with nearly 1,000 stores in 88 locations, including airports, hotels, and commuter terminals, acquired a global travel food and beverage business, growing to a $7.6B travel retail company in the process. Following the close of the acquisition, Clarkston consulted with the client to finalize a short-list and then build out business cases supporting each proposed pilot. During the pilot development phase, Clarkston facilitated meetings with senior leadership to determine pilot design of various revenue synergy areas, defined implications for each initiative, and built the master integration plan.
Clarkston also collaborated with client teams to complete workstream business cases and leveraged video content to accelerate ease of comprehension of scope and benefits of each pilot when presenting to executive and global leadership. Aligning with the aspiration of “One Team bringing travel retail and travel food and beverage into one offering,” Clarkston led the development of a unified governance model, an outline of organizational structure and roles and responsibilities, and dashboard templates for reporting progress using tailored key performance indicators (KPIs). These efforts improved employee cohesion and understanding of post-integration organizational structure, roles and responsibilities, and key business processes for over 36,000 employees across the four integrated companies.
Ultimately, Clarkston dramatically increased executive buy-in of pilot project workstream value by streamlining client messaging and leveraging engaging storytelling, leading to ~$45M of funding for five pilot initiatives. Employee cohesion and understanding of post-integration plans also improved. The combination of all the above activities and results will foster the successful implementation of five pilots, which once scaled (<5yrs), are estimated to bring in up to $186M in run-rate revenue.
