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Our Cases

POTENTIAL AND THE POSITIONING OF A DIGITAL PLAYER IN MONEY AND VALUE TRANSPORT

Engagement

JBR has been asked to investigate the positioning of her client in different geographic markets and the potential and commercial feasibility of entering a new geographic market.

Background

Our client specializes in professional money and value transport and offers a total solution for various types of retailers. In order to cash in on identified growth opportunities, our client approached various investors in 2018 in order to obtain growth financing. An investment proposal has been prepared to substantiate this financing request.POTENTIAL AND THE POSITIONING OF A DIGITAL PLAYER IN MONEY AND VALUE TRANSPORT 3

Customer's dilemma

After studying the investment proposal, additional questions arose with a potential investor who needed to be answered to make a sound investment case. Key questions in this regard were the suitability of our client’s positioning and the uniqueness of competition, the potential and commercial feasibility in the new market, and the advantage which our client has over other players.

Our contribution

JBR has answered the potential new investor’s questions by analysing the two geographic markets separately through desk research, interviews with industry experts, current and potential customers and a commercial partner of our client.
With regard to the current geographic market, the positioning of our client was investigated by, among other things, analysing the competitive field, mapping the unique selling points of the proposition and the main reasons for choosing clients for our client. In addition, the commercial feasibility of the commercial forecasts was evaluated in the light of market dynamics and the strategic position of our client.
The potential in the new geographic market and the commercial feasibility of the forecasts have been investigated by, among other things, looking at the size and dynamics of this market, the competitive field, the unique selling points of the proposition in this market and the market potential.

The result

The findings were presented in an addendum to the original investment proposal and discussed with the management of our client and the potential new investor. Partly based on this addendum the investor has decided to make the investment.