Capturing $12 Million in Net Revenue for HVAC Acquisition Synergies
-
September 09, 2026
-
After acquiring a $68 million competitor to vertically integrate its offerings, a $316 million HVAC distributor needed to identify cost savings, cross-sell opportunities and pricing harmonization opportunities across the combined business. FTI Consulting was engaged to perform post-close due diligence, quantify revenue and margin synergies and develop actionable plans to accelerate value capture across commercial and procurement functions.
Our Impact:
- The assessment identified $12 million in net revenue uplift and $5.6 million in margin impact.
- By identifying targeted cross-sell opportunities across five key SKUs, the client quantified $10 million in near-term revenue uplift and an additional $2-4 million in longer-term growth potential.
- Harmonizing pricing for common SKUs identified $2 million in additional revenue and margin impact increase across six select SKUs.
- The client received action plans for commercial and procurement synergy assessments, complete with owners, timelines and confidence levels for all near-term actions, supported by SKU-level analysis and fact-packs covering overlapping product categories and customers.
Our Role:
- FTI Consulting conducted a fact-based commercial diagnostic and developed a targeted value creation plan across four key revenue synergy areas: cross-sell opportunities, price harmonization, sales force effectiveness, and sourcing and procurement synergies.
- Our experts identified overlapping customers and product categories to uncover and target white space opportunities for cross-selling SKUs to nonoverlapping customers.
- The team analyzed pricing for comparable SKUs across both companies and identified opportunities to standardize pricing practices and improve price realization across the combined organization.
- Through an evaluation of the current sales organizations, our experts provided recommendations for a unified sales force, including clear rules of engagement.
Related Insights
Related Information
Published
September 09, 2026
Key Contacts