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Nexia Ebner Stolz

Management Consulting

Sample Strategic Alliance

Ebner Stolz assists chain of specialist retail stores with a strategic alliance.


Intense com­pe­ti­tion by direct com­pe­ti­tors with aggres­sive expan­sion and pri­cing stra­te­gies, and size-rela­ted struc­tu­ral disad­van­ta­ges (parti­cu­larly in connec­tion with purcha­sing) put pres­sure on our cli­ent's busi­ness model and ulti­ma­tely on its pro­fi­ta­bi­lity. This cli­ent is a spe­cia­list retai­ler in the health and beauty aid sec­tor with around 180 sto­res in nort­hern Ger­many.

Sample Strategic Alliance© Thinkstock

After a detai­led ana­ly­sis of pos­si­ble reac­ti­ons, Ebner Stolz recom­men­ded that the cli­ent look for an alli­ance part­ner. In addi­tion, we sug­ge­s­ted that an inter­nal stra­te­gic fit­ness pro­gram could help inc­rease reve­nues and pro­fits over the long term. But to join ranks with a part­ner, the cli­ent would first have to sig­ni­fi­cantly improve its purcha­sing terms and achieve poten­tial savings in defi­ned overhead func­ti­ons.


Over a period of 12 months an inter­di­s­ci­p­li­nary team from Ebner Stolz con­sis­ting of busi­ness con­sul­tants, lawy­ers and tax experts assis­ted the com­pany with all sorts of ques­ti­ons about the alli­ance pro­cess. Wor­king clo­sely with the com­pany and its emp­loyees, Ebner Stolz assis­ted with exp­lo­ratory talks with poten­tial part­ners, deve­lo­ping indi­vi­dual alli­ance models and nego­tia­ting and draf­ting the con­tract for the plan­ned alli­ance with the cho­sen part­ner.


The alli­ance part­nership enab­led our cli­ent to get stron­ger and suc­cess­fully meet the chal­len­ges of the mar­ket. This was achie­ved through two fac­tors in parti­cu­lar: impro­ving the purcha­sing terms by bund­ling the volume of goods, and achie­ving savings in the overhead area thanks to a newly-foun­ded joint ser­vice cen­ter. The ear­nings poten­tial of the alli­ance is in the tens of mil­li­ons. As a result, our cli­ent will once again be on par with the com­pe­ti­tion in terms of per­for­mance and ear­nings.

The fact that Ebner Stolz always ensu­res that the cli­ent is inde­pen­dent throug­hout the pro­cess was essen­tial for the suc­cess of the pro­ject and the sta­ke­hol­ders' accept­ance of the ini­tial idea of an alli­ance part­nership and its con­c­rete imp­le­men­ta­tion (share­hol­ders, mana­ge­ment, emp­loyees, finan­ciers). With the alli­ance solu­tion achie­ved, our cli­ent is in a posi­tion to lead the family-run com­pany inde­pen­dently in its core busi­ness after more than 100 years.

Ebner Stolz assists cli­ents with alli­ance pro­jects through its com­pre­hen­sive inter­di­s­ci­p­li­nary exper­tise and imp­le­men­ta­tion-ori­en­ted approach. For addi­tio­nal infor­ma­tion on the sub­ject of alli­an­ces, please con­tact us.

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