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1、ClientGoal:ShouldGreatBurgeracquireHeavenlyDonutsaspartofitsgrowthstrategy?OurclientisGreatBurger(GB)afastfoodchainthatcompeteshead–to-headwithMcDonald's,Wendy's,BurgerKing,KFC,etc.DescriptionofGreatBurgerGBisthefourthlargestfastfoodchainworldwide,measuredbythenumberofstoresinoperation.Asmosto
2、fitscompetitorsdo,GBoffersfoodand"combos"forthethreelargestmealoccasions:breakfast,lunch,anddinner.EventhoughGBownssomeofitsstores,itoperatesunderthefranchisingbusinessmodelwith85percentofitsstoresownedbyfranchisees(individualsownandmanagestores,payfranchisefeetoGB,butmajorbusinessdecisions(e.
3、g.,menu,lookofstore)controlledbyGB).McKinseystudyAspartofitsgrowthstrategyGBhasanalyzedsomepotentialacquisitiontargetsincludingHeavenlyDonuts(HD),agrowingdoughnutproducerwithbothaU.S.andinternationalstorepresence.HDoperatesunderthefranchisingbusinessmodeltoo,thoughalittlebitdifferentlythanGB.W
4、hileGBfranchisesrestaurants,HDfranchisesareasorregionsinwhichthefranchiseeisrequiredtoopenacertainnumberofstores.GB'sCEOhashiredMcKinseytoadvisehimonwhethertheyshouldacquireHDornot.QUESTION1WhatareaswouldyouwanttoexploretodeterminewhetherGBshouldacquireHD?ANSWER1Somepossibleareasaregivenbelow.
5、Greatjobifyouidentifiedseveraloftheseandperhapsothers.·StandalonevalueofHDoGrowthinmarketfordoughnutsoHD'spastandprojectedfuturesalesgrowth(breakdownintogrowthinnumberofstores,andgrowthinsamestoresales)oCompetition–arethereanyothermajornationalchainsthataredoingbetterthanHDintermsofgrowth/prof
6、it.Whatdoesthisimplyforfuturegrowth?oProfitability/profitmarginoCapitalrequiredtofundgrowth(capitalinvestmenttoopennewstores,workingcapital)·Synergies/strategicfitoBrandqualitysimilar?Wouldtheyenhanceordetractfromeachotherifmarketedsidebyside?oHowmuchoverlapofcustomerbase?(verylittleoverlapmig
7、htcauseconcernthatbrandsarenotcompatible,toomuchmightimplylittleroomtoexpandsalesbycross-marketing)oSynergies(Hint:donotdivedeeponthis,asitwillbecoveredlater)·Managementteam/culturalfitoCapabilities/skillsoftop,middlemanagementoCultural
