Twin Rivers Paper Case Study

Trilarity provided vital intelligence that helped close the deal and position the acquired company for profitable growth.

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Client Overview

Twin Rivers Paper is one of North America’s largest and most dynamic producers of specialty papers. The company targets its manufacturing capabilities on four specific market segments:

Packaging: Line of uncoated and coated papers engineered for fast-food, retail food, industrial and medical packaging.

Technical: Highly engineered, application-specific papers designed for industrial, medical and gift/decorative tissue.

Label: Specialty papers designed for thermal transfer printing and release liner applications that require silicone compatibility.

Publishing: Premium hybrid and freesheet papers for religious, pharmaceutical, reference, book, catalog and financial printing.

The Challenge

Twin Rivers was assessing the acquisition of the paper mill assets owned by Burrows Packaging. As part of its due diligence process, Twin Rivers required an assessment of the stickiness of the customer base, growth prospects with current customers, and potential risk factors.

The Solution

Twin Rivers engaged Trilarity to conduct interviews with Burrow’s top customers. The project involved assessing the strength/stickiness of customers relationships and generating a baseline measurement of key customer satisfaction metrics that could be monitored over time. In addition, the project uncovered revenue-generating intelligence which informed the integration plan while guiding investments in new service capabilities and product development.

“Our company recently completed a major acquisition. As a key part of our due-diligence, we engaged Trilarity to conduct an extensive customer interview program which generated tremendous insights regarding customer satisfaction, key buying factors, competitive positioning, growth opportunities, and salesforce effectiveness. Trilarity’s findings also helped us design and implement an effective post-closing integration plan.”

David Deger
Vice President, Strategy & Marketing Twin Rivers Paper Company

1. Measured and confirmed the stability of the acquisition’s revenue stream, providing the verification needed to close the deal.
2. Identified products/customer segments where near term revenue growth could be achieved.
3. Identified and addressed key organizational/market challenges that led to a rapid, successful acquisition integration.

The Results

Twin Rivers closed a game changing acquisition and executed a flawless integration plan that created significant shareholder value.