Temperature-Controlled Packaging: From Diligence Insight to Market Expansion Strategy
Client Type: Private-equity–backed supplier of reusable temperature-controlled packaging
Challenge
When a private-equity investor considered acquiring an innovative supplier of reusable temperature-controlled packaging (TCP), they turned to HBG for commercial diligence. The deal team needed to validate market growth, competitive positioning, and regulatory and pharmaceutical-industry risks before proceeding.
After closing the investment, the sponsor and management sought additional support to evaluate new opportunities arising from the GLP-1 weight-loss drug boom, particularly demand for cold-chain parcel packaging in direct-to-consumer (DTC) distribution.
Approach
Phase 1 – Commercial Diligence
HBG conducted a rapid yet comprehensive market assessment to quantify market size and growth, benchmark competitors, and identify emerging trends in reusable packaging. The team performed deep secondary research, reviewed trade and regulatory sources, and completed over 20 interviews with buyers, logistics companies, and industry experts to test demand assumptions and competitive differentiation. The diligence highlighted tailwinds including sustainability trends and pharma-logistics expansion and headwinds, such as industry consolidation and tightening regulations on single-use plastics.
Phase 2 – GLP-1 Market Opportunity Assessment
Following a successful transaction, HBG re-engaged to help the company capture growth from the surging GLP-1 market. The study mapped the U.S. and European ecosystems of DTC/DTP telehealth providers, pharma manufacturers, pharmacies, compounders, and logistics partners; estimated parcel-shipper TAM driven by GLP-1; and identified unmet needs in packaging performance and sustainability.
Impact
Investment confidence: The initial diligence provided a robust, evidence-based foundation for investment approval.
Growth acceleration: The follow-on study defined a clear go-to-market path into the fast-growing direct-to-patient cold-chain segment, positioning the company as a preferred supplier to major DTC brands.
Strategic alignment: The two-phase engagement demonstrated continuity from diligence to execution, strengthening trust between investor, management, and HBG.
Why It Matters
The engagement demonstrates how post-diligence collaboration can extend deal value. By combining transaction-level insight with operational strategy, HBG helps investors and portfolio companies turn diligence findings into sustainable growth.
