maconda supports EMH Partners in its investment in Occhio, the leading provider of high-quality designer lighting
maconda News April 2017
maconda supports the Munich-based private equity firm EMH Partners in its investment in Occhio, the leading German provider of high-end designer lighting. EMH Partners is providing growth capital in the mid-double-digit million range via a capital increase, thereby acquiring a 44% minority stake. maconda prepared the transaction with a comprehensive Commercial Due Diligence, in which the Cologne-based consultants contributed their many years of expertise in the lighting industry.
Occhio develops innovative lighting systems with minimalist design, sophisticated lighting technology, and user-friendly operating options. These lighting systems can be individually configured and enable comprehensive, high-level lighting design for entire buildings. In the 2015/2016 financial year, Occhio generated sales of almost €30 million. The Munich-based company, which continues to be led by innovative lighting designer Axel Meise, sells its products primarily through selected partners in high-end specialist retail as well as through lighting designers in various countries. As part of the partnership with EMH Partners, there are plans to further expand brand presence, strengthen sales through selected partners, invest in the further digitalization of the value chain, and drive internationalization forward.
As part of the Commercial Due Diligence, maconda primarily assessed the European lighting market with its trends and drivers, above all the technical shift towards LED and the increasing digitalization of light. To determine the attractiveness of individual national markets, we developed a market model for the relevant premium segment as well as a comprehensive scoring model. This was based on an extensive analysis of the relevant market segments in the selected countries, targeted interviews with regional market insiders, and store checks by the maconda team in several countries.
In this context, Occhio’s market position within the heterogeneous competitive environment was also analyzed. To this end, we compared the product ranges and sales concepts of a large number of German, Italian, and Scandinavian lighting providers in the premium segment, among others. A further project module involved a detailed assessment of the customer and sales structure, as well as the ordering behavior of lighting retailers and intermediaries. The work was completed by a detailed business plan, which validated growth opportunities and highlighted further potential.
maconda further expands its expertise in the lighting industry
The maconda team has focused intensively on the lighting industry in recent years and has successfully completed several projects. These included several investment checks and Commercial Due Diligences, market and feasibility studies, strategy and implementation projects, and target screening.
Intensive industry experience: Residential lighting | Project lighting | Lighting wholesale | Electrical wholesale | Mail order | eCommerce platforms | LED technology | Surgical lighting | Building technology | Smart home | Sensor technology | IoT | Customers, including electrical installers and shopfitters | Intermediaries, including lighting designers and architects | DIY stores | Furniture and home furnishings retail
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