Clients
~3.5 Bn TSX-listed company

Expanding U.S. Ownership for a TSX-Listed Company

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https://www.roseandco.com/client/3-bn-tsx-listed-company

Challenge

Limited U.S. visibility and overreliance on sell-side channels

A ~$3.5Bn TSX-listed company was largely unknown to U.S. institutional investors. Most of their U.S. marketing was driven through Canadian bank conferences, resulting in repeat meetings with a narrow set of hedge funds or industry-specific investors. Despite being publicly listed and fundamentally strong, the company lacked exposure to relevant long-term U.S. investors. There was no structured strategy in place to identify, reach, and engage high-quality institutions with the capacity and willingness to become committed shareholders.

Solution

Deploying a proactive investor outreach and engagement strategy

Rose & Company was retained to develop and execute a targeted investor outreach strategy focused on long-only, high-conviction U.S. institutions. To accomplish this, our team leveraged our proven 4-step process:

Step 1: Qualification

We began by identifying and pre-qualifying a broader audience of potential investors using a new comp. group comprised of companies with similar business models and financial profiles. Our focus was on engaging with U.S. investors who may not typically be on the conference circuit. We ensured investors had a long-term investment horizon, decision-making authority, and capacity for meaningful ownership.

Step 2: Outreach

We arranged 90 meetings over 24 months, including 52 first-time introductions. Investors spanned all major U.S. hubs, and outreach was led by senior professionals with deep institutional knowledge and investor relationships.

Step 3: Feedback

We gathered and synthesized post-meeting feedback to help our client continuously refine and tailor their messaging, ensuring investor concerns and interests were proactively addressed.

Step 4: Follow-Through

We maintained structured engagement with priority institutions, converting initial interest into sustained dialogue and follow-up meetings with 24 institutions.

Results

Expanding U.S. ownership

Our strategic approach led to significant results for the client, including:

  • +2.8x increase in U.S. institutional share ownership (from 69M to 196M shares)
  • +1.6x increase in U.S. ownership as a % of institutional float (from 36.1% to 58.6%)
  • 68% of meetings arranged were with long-only investors
  • 34% average portfolio turnover among meeting participants vs. 93% at bank-sponsored conferences
  • Investors met through Rose & Co. had an average equity AUM of $14.5B