麦肯锡为三星中国做的项目《标杆企业研究》

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1、CONFIDENTIALPCCompetitorAnalysis:IBMSAMSUNGELECTRONICSCHINA(SECChina)Thisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey&Company.Thismaterialwa

2、susedbyMcKinsey&Companyduringanoralpresentation;itisnotacompleterecordofthediscussion.Aug,2001SECChina010821BJ-IBMOVERVIEWOFCOMPETITORANALYSISFRAMEWORK4.Valuechainstrategy5.Organizationandownership6.FinancialperformanceFocusonMarketing,advertisingandpromotionDis

3、tribution(channelandsalesforce)OrganizationstructureOwnershipstructureSalesProfit2.Strategy3.Product/marketMissionVisionCorporatestrategyMarketpositionKeyproductofferingsKeycustomersPricing1.BackgroundinformationLocationManagementteamStartingyearNumberofemploye

4、esEraanalysis1SECChina010821BJ-IBMBACKGROUNDINFORMATION1.BackgroundinformationLocationManagementteamStartingyearNumberofemployeesEraanalysis4.Valuechainstrategy5.Organizationandownership6.FinancialperformanceFocusonMarketing,advertisingandpromotionDistribution

5、(channelandsalesforce)OrganizationstructureOwnershipstructureSalesProfit2.Strategy3.Product/marketMissionVisionCorporatestrategyMarketpositionKeyproductofferingsKeycustomersPricing2SECChina010821BJ-IBMIBMHASGRADUALLYEXPANDEDITSPRESENCEINCHINALocationBeijingManagi

6、ngdirectorZhouWeikunStartingyear1984(representativeoffice)1992(IBMChinaCo.Ltd.)NumberofemployeesOver3000KeymilestonesSetupIBMCustomerAssociationin1984OpenedBeijing,Shanghai,Shenzhen,Chengdu,Guangzhou,Nanjing,Xian,ChongqingofficesEstablishedcustomerservicenetwor

7、kcoveringdozensofChinamajorcitiesSetupChinapurchasingcenter*inShenzhenBackgroundinformation*IBM’spurchaseinchinahasincreasedfrom30MUSDin1993to1BUSDin1998Source:Literatureresearch3SECChina010821BJ-IBMBACKGROUNDINFORMATION4.Valuechainstrategy5.Organizationandownersh

8、ip6.FinancialperformanceFocusonMarketing,advertisingandpromotionDistribution(channelandsalesforce)OrganizationstructureOwnershipstructureSalesProfit2