Grata Helps ATI Discover Hidden Companies

Our Customers
— 2 min read
Jun 7, 2022
Our Customers

Air Techniques International (ATI) is a medium-sized manufacturer of highly specialized test equipment for HEPA filters, filter cartridges, respirators, and protective masks. ATI wanted to supplement its strong organic growth with several strategic tuck-in acquisitions. The challenge was building a funnel of suitable acquisition targets, typically small, closely-held companies.

Andrew Wert, Director of Marketing and Corporate Development, realized that Grata was the only platform with the company information ATI needed to launch its corporate development strategy successfully.

"We looked at other solutions like Capital IQ– but there was a significant difference between the data the other platforms provided and the information we needed." Andrew Wert, Director of Marketing and Corporate Development, ATI

Small Teams Need the Right Tools

Andrew Wert is the Director of Marketing and Corporate Development at ATI. He started his career in strategic planning at an aerospace company (now part of Honeywell Aerospace), participated in acquisitions while at Emerson (now Fortive, NYSE: FTV), served as Vice President of Marketing at Veeder-Root (Danaher, NYSE: DHR) and then transitioned into the private equity world at a boutique firm. 

 He joined ATI in 2017, excited to join a team with ambitious growth goals. 

As a corporate development team of one, Wert knew that ATI's aggressive inorganic growth goals could only be met with the right technology in hand. To start, ATI would need a comprehensive and efficient way to acquire company data.

Grata Discovers Hidden Companies

 ATI operates in a very niche market. Wert knew most of the players, but there is not much transparency on company sizes and growth rates because the market is so small.

"It's a challenge, especially if those companies are not publicly available for sale. How do you find and then qualify companies that meet your target profile? Grata saved me significant time collecting difficult information to source."

Grata's automated private company intelligence engine continuously updates, keeping pace with the dynamic middle market. This automation empowers corporate development teams to stay in tune with middle-market companies that are growing (tracking employee count), pivoting (analyzing website messaging), or changing hands (displaying funding data) all in one user-friendly profile.

With his first Grata search, Wert pulled a list of 800 companies. After further analyzing the companies, he focused on 80 companies that more closely aligned with their acquisition brief.

Wert found that of the final list of 15 companies that ATI reached out to, he was completely unaware of 7 of them before Grata. 

Grata's Unparalleled Support

ATI has now moved from the sourcing stage to engaging executives. Wert is not actively searching for new companies every day, which makes the support he receives from the Grata customer success team even more crucial. 

"For any platform, you need people who will help guide you through the process. Sourcing is part of my job, not the entirety. You will want Grata's support if you're in the same boat."

No matter your sector, you are missing companies that may meet your acquisition brief if you're not looking at the middle market. And there, small to mid-cap bootstrapped companies are not easily searchable in static databases.

"It's hard information to source, so pulling the data together in one area is extremely helpful for saving time—especially when you don't have a dedicated staff member to help build your network."

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Grata Helps ATI Discover Hidden Companies

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