某咨詢?yōu)槿亲龅捻椖俊稑藯U企業(yè)研究》

SEC China010821BJ-IBM,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Unit of measure,*,Footnote,Source:Source,CONFIDENTIAL,PCCompetitor Analysis:IBM,SAMSUNG ELECTRONICS CHINA(SECChina),This reportissolelyfor theuseofclient personnel.No partofitmay be circulated,quoted,orreproducedfordistribution outsidethe clientorganizationwithoutpriorwritten approval fromMcKinsey it is nota complete recordofthediscussion.,Aug,2001,SECChina010821BJ-IBM,OVERVIEWOFCOMPETITOR ANALYSIS FRAMEWORK,4.,Valuechainstrategy,5.,Organizationandownership,6.,Financialperformance,Focuson,Marketing,advertisingandpromotion,Distribution(channelandsalesforce),Organizationstructure,Ownershipstructure,Sales,Profit,2.,Strategy,3.,Product/market,Mission,Vision,Corporatestrategy,Marketposition,Keyproductofferings,Keycustomers,Pricing,1.,Backgroundinformation,Location,Managementteam,Startingyear,Numberofemployees,Eraanalysis,1,SEC China010821BJ-IBM,BACKGROUNDINFORMATION,1.,Backgroundinformation,Location,Managementteam,Startingyear,Numberofemployees,Eraanalysis,4.,Valuechainstrategy,5.,Organizationandownership,6.,Financialperformance,Focuson,Marketing,advertisingandpromotion,Distribution(channelandsalesforce),Organizationstructure,Ownershipstructure,Sales,Profit,2.,Strategy,3.,Product/market,Mission,Vision,Corporatestrategy,Marketposition,Keyproductofferings,Keycustomers,Pricing,2,SEC China010821BJ-IBM,IBMHASGRADUALLY EXPANDED ITS PRESENCEIN CHINA,Location,Beijing,Managingdirector,ZhouWeikun,Startingyear,1984(representativeoffice),1992(IBM ChinaCo.Ltd.),Number of employees,Over3000,Keymilestones,Setup IBM CustomerAssociationin 1984,Opened Beijing,Shanghai,Shenzhen,Chengdu,Guangzhou,Nanjing,Xian,Chongqingoffices,Establishedcustomerservicenetworkcovering dozensofChina majorcities,Setup Chinapurchasingcenter*in Shenzhen,Background information,*,IBMs purchase in chinahasincreased from 30M USD in 1993 to 1BUSDin1998,Source:Literature research,3,SEC China010821BJ-IBM,BACKGROUND INFORMATION,4.,Valuechainstrategy,5.,Organizationandownership,6.,Financialperformance,Focuson,Marketing,advertisingandpromotion,Distribution(channelandsalesforce),Organizationstructure,Ownershipstructure,Sales,Profit,2.,Strategy,3.,Product/market,Mission,Vision,Corporatestrategy,Marketposition,Keyproductofferings,Keycustomers,Pricing,1.,Backgroundinformation,Location,Managementteam,Startingyear,Numberofemployees,Eraanalysis,4,SEC China010821BJ-IBM,GLOBALLY,IBMHASDECIDEDTOEXITPCBUSINESSGRADUALLYINTHENEXTSEVENYEARS,Mission,To lead in the creation,development and manufacturing of the industrys most advanced information technologies,including computer systems,software,networking systems,storage devices and microelectronics,To translate these advanced technologies into value for our customers through our professional solutions and services businesses worldwide,Vision,To be no.1 player globally in information products,solution provider and service provider,*,IBMsPCbusinessshowed/surprisingstrengthinrevenuegrowthandprofitabilityintheSeptemberquarterlastyear,Source:Literatureresearch,Strategy,Shift product-oriented strategy to industry-oriented development strategy,Define E-commerce as focus of IBM business in China,Position PC as part of EoN(edge of the net)concept instead of a standalone product,Gradually exist*PC business in the next seven years globally by selling it to Dell with Dells promise to purchase IBMs components in return,2001 target,Increase revenue by 20%,*,IBMsPCbusinessshowedsurprisingstrengthinrevenuegrowthandprofitabilityintheSeptemberquarterlastyear,whichwouldlessentheurgencytoexitthisbusinessinthenearterm,Source:Literatureresearch,5,SEC China010821BJ-IBM,Source:IDC,DesktopPCmarketshare,Percentofunitsshipment(m),Others,IBM,GreatWall,Founder,Legend,100%=,4.5,6.6,Growth rate,percent,44.8,20.3,13.9,87.6,125.4,94.7,99,00,99,00,Growth rate,percent,100%=,2.9,4.8,68.5,24.9,170.6,193.5,121.6,128.5,65.0,18.8,Others,Founder,Dell,Acer,Legend,IBM,Toshiba,Notebook marketshare,Percent ofunits shipment(m),IBMsmarket share,IBM KEPT ITS MARKETPOSITION IN NOTEBOOK,BUTITSDESKTOP PCBUSINESSFAILED TOCATCHUP WITH TOTALMARKET GROWTH,6,SEC China010821BJ-IBM,PRODUCT/MARKET,4.,Valuechainstrategy,5.,Organizationandownership,6.,Financialperformance,Focuson,Marketing,advertisingandpromotion,Distribution(channelandsalesforce),Organizationstructure,Ownershipstructure,Sales,Profit,2.,Strategy,3.,Product/market,Mission,Vision,Corporatestrategy,Marketposition,Keyproductofferings,Keycustomers,Pricing,1.,Background information,Location,Managementteam,Startingyear,Numberofemployees,Eraanalysis,7,SEC China010821BJ-IBM,IBM IS RIGIDLYAND AGGRESSIVELY IMPLEMENTINGTOTALSOLUTIONAND SERVICE PROVIDERSTRATEGYIN PRODUCTOFFERING,Key product offerings,Source:Literature research,Product category,Product category,Desktop PC,Notebook,NetVistacommercialPC,NetVistaA40,NetVistaA10,NetVistaA20-6269BSC,NetVistaA20-634587C/634586C,NetVistaMulti-mediaPC,NetV