罗兰贝格咨询(英文)

Project team
Client
Roland Berger
… …
Rolandberger Strategy Consultants All Right 20012003
Roland Berger recommendations
• Buy out Chinese partnership in Shanghai • Merge of Shanghai and Ningbo’s operation • Downsizing and management localization • Market repositioning as a technology provider • Streamline and refocus product portfolio • Strategic distributor business model • Project oriented channel strategy
Internal analysis External analysis
Restructuring concept and plan
Implementation support
Rolandberger Strategy Consultants All Right 20012003
Project proposal and initial presentation are the selling tools for consultants
Project background
Consulting process
Project methodologies
Rolandberger Strategy Consultants All Right 20012003
Consulting process overview
Project acquisition
Restrucutring strategy was formulated after an extensive analyPsroijesctisnchteedrunleally and externally
罗兰贝格咨询(英文)
Project background
Consulting process
Project methodologies
Rolandberger Strategy Consultants All Right 20012003
Project background
Consulting process
• Channel strategy • Sales and marketing process
• Finance process • Production process • Logistics process
Sales and marketing Rolandberger Strategy Consultants All Right 20012003
Client Client iinniittiiaatteedsproject
reqpuriorejemcetnts requirements
Rolandberger Strategy Consultants All Right 20012003
Project proposal and presentation to client
• Project content • Project methodology • Project organization • Project schedule • Project fee and
payment terms • Reference of
experience
Client selected consulting firms
Corporate strategy
Organization
• Market positioning • Product strategy • JV partnership
handling
• Corporate structure • Organization capability
Restructuring strategy
Project methodologies
Rolandberger Strategy Consultants All Right 20012003
The client is a leading European sanitary manufacturer
Client’s operation in China
Operation process
The client was satisfied with the project delivery
3-month project
Steering committee
Client
Roland Berger
Project manager
Client
Roland Berger
Rolandberger Strategy Consultants All Right 20012003
Disappointing business results
• Sluggish sales • High operation cost • Increasing loss
The project is to develop China market business restructuring strategy
• Entered China market in 1996 • Had two independen百度文库 operation
units, one wholly owned company in Ningbo, one JV in Shanghai • Employed 10 foreigner and more than 300 Chinese • Provided sanitary products and piping products • Sold through different channels nation-wide