Client—India’s leading consumer goods company

Business Challenge

The client had recently acquired its nearest competitor; this was one of the largest acquisitions in India at that time. The merger was extremely complex because of a strong history of rivalry between the two companies.

How We Helped

Accenture’s Mergers and Acquisitions (M&A) team first helped the client to assess the acquisition attractiveness and subsequently to integrate operations. Accenture managed the entire merger process from start to end including: Developing the deal rationale including a presentation for financial investors Developing an overall operating model of the joint entity (what to integrate) Determining the pace of the merger (when to integrate) Implementing detailed organisation structure (how to integrate) Ensuring the realisation of targeted synergies, with focus on transaction value Bringing “one operating entity” to life—brand rationalising, sales force integration, manufacturing and facilities rationalisation Developing a business strategy and an operating plan for the combined entity for the next three years

High Performance Delivered

Synergy targets exceeded, with a more than 50-percent increase in combined Earnings Before Interest, Taxes, Depreciation and Amortization (EBITDA) in the year of integration Seamless merger achieved without any disruption, which was widely anticipated due to historic rivalries. Re-defined strategy/business plan adopted by management expected to create substantial shareholder value