المنتجات والخدمات الصناعية

From utility infrastructure services, factory equipment and automation, test and measurement, industrial services, and transmission and distribution infrastructure equipment, the industrial products and services sector has a vast and broad-reaching impact on the global economy. Industrial products and services are one of the most active sectors at Matters Graph. We have tackled hundreds of engagements in this space in the last three years alone.

Voice of Customer research within Industrial Products and Services is essential to great Commercial Due Diligence, given the interplay between the many different actors within most industrial purchasing decisions—e.g., maintenance and engineering teams providing feedback and “down-selects” to procurement orgs, all operating in the context of technical specifications designed by OEMs or further specified by consulting engineers.

Navigating this landscape efficiently and effectively without either (a) losing context and nuance (and relying on truisms or rules of thumbs) or (b) getting caught in a “it depends” trap is a challenge for investors. Breaking through this challenge can come from utilizing excellent primary research to cut through complexity: “Investigative interviews” with OEMs, procurement heads, maintenance leads, plant managers, and others help unearth what drives supplier selection and loyalty. Channel and distributor research can clarify the role of salesforce coverage, lead times, and quality, while competitor research can help efficiently map the landscape. Consideration of purchasing criteria help determine an understanding of what drives revenue and margin performance (e.g., impact of winning first-fit on the aftermarket business) and how to improve the business model.

Matters Graph has experience examining and supporting a range of industrial companies in industrial services and industrial products, including assets in manufactured equipment and systems, technical/consulting services, general construction and logistics, componentry, digital and IoT products, discrete manufacturing, and test and measurement, among others. We work with industrial teams within private equity firms as well as with industrial specialist investors.