麦肯锡三星电子45Haier Profile v1

1、samsung010620bj-haierwhite goods competitor assessment haier samsung electronics china (sec china)august, 2001confidentialthis report is solely for the use of client personnel. no part of it may be circulated, quoted, or reproduced for distribution outside the client organization without prior writt

2、en approval from mckinsey & company. this material was used by mckinsey & company during an oral presentation; it is not a complete record of the discussion.samsung010620bj-haier1contents 1. background informationlocationstarting yearipo date number of employeesbrand valuemarket sharesales revenue e

3、quity structureera analysis4. value chain strategy5. organization and ownership6. financial performancefocus onmarketing, advertising and promotiondistribution (channel and sales force)organization structuresales profit 2. strategy 3. product/market corporate strategykey product offeringsmarket posi

4、tion key customersvalue propositiongeographic focuspricingsamsung010620bj-haier2contents 1. background informationlocationstarting yearipo date number of employeesbrand valuemarket sharesales revenue equity structureera analysis4. value chain strategy5. organization and ownership6. financial perform

5、ancefocus onmarketing, advertising and promotiondistribution (channel and sales force)organization structuresales profit 2. strategy 3. product/market corporate strategykey product offeringsmarket position key customersvalue propositiongeographic focuspricingsamsung010620bj-haier3background informat

6、ion source: annual report; analyst reports; web site; yuegang information daily location: qingdaostarting year: 1984ipo date: listed refrigerator business in november, 1993brand value (2000): rmb 30 billionmarket share: refrigerator: 31%; washing machine: 29%; air conditioner: 20%; microwave: 2%numb

7、er of employees: 30,000equity structure:key shareholderspercentagehaier grouphaier electronic international co,. ltd 31.44%17.93%sales revenue (2000): rmb 40.6 billionsamsung010620bj-haier4haiers development went through three stagessource: haiers website, literature searchbrandingdiversification an

8、d expansionglobalization1984 - 19911992 - 19981998 - key initiativebuilt a strong brand name in refrigerators through a well deve-loped tqc systemdiversified the product portfolio to avoid having all the com-panys eggs in one basket through mer-gers and acquisitionsto build an international brand na

9、me aspires to become fortune 500key resultswon the first prize in the most favorite light industry products refrigerators” 5 years in a rowwon the state prize for quality managementpresented with the customer satisfaction cup by chinas customer satisfaction movement congressacquired 14 enterprises u

10、nder the eating dormant fish strategy. successfully turned these businesses around by leveraging haiers brand and introducing haiers oec managementexpanded product portfolio from 1 product to over 9,000 products in 42 categoriessold products to over 160 countries and regions and established more tha

11、n 38,000 sales outlets across the worldsamsung010620bj-haier5haiers brand value in 2000: rmb 30 billionhaiers brand became tremendous intangible assetsource: literature search, web siteexamples of haiers successful investment with its brandacquired qingdao red star electronic company and changed its

12、 washing machines brand into haier. with the help of oec management, quickly turned the company into a profitable business. haier became the no. 1 brand for washing machine the next year and enjoyed the highest market shareacquired controlling shares of shunde washing machine factory with haier bran

13、d and quickly turned around the businesstook controlling shares of hangzhou haier electronic company with haier brand and developed haier series of color tvsamsung010620bj-haier6 source: websitekitchen appliances refrigeratorfreezermicrowavegas range small appliances electric ironvacuum cleaner vent

14、ilating appliancesair conditionerrange hoodair purifier cleaning applianceswashing machineelectric water heater haier offers broad range of products haiers key product offerings mobile handset telecommunications brown goods color tvvcdtelephonepcpda itsamsung010620bj-haier7haier has successfully exp

15、anded into global marketsource: annual reportdevelop global distribution network62 distributors and around 38,000 outlets across the worldset up production facilities overseasset up plants in indonesia, philippines, malaysia, east europe, us1999 exportsrefrigerator: 568,000 unitsair conditioner: 200

16、,000 unitswashing machine: 190,000 unitsrefrigerator market share in us (2000) 124 l: 30.1%183 - 266l: 35.88%samsung010620bj-haier8contents 1. background informationlocationstarting yearipo date number of employeesbrand valuemarket sharesales revenue equity structureera analysis4. value chain strate

17、gy5. organization and ownership6. financial performancefocus onmarketing, advertising and promotiondistribution (channel and sales force)organization structuresales profit 2. strategy 3. product/market corporate strategykey product offeringsmarket position key customersvalue propositiongeographic fo

18、cuspricingsamsung010620bj-haier9haiers strategic focus in 2001 source: haiers annual report value war instead of price warfocus on improving technical contents in products produce individualized productsglobal competitive advantagearrange all business processes around order flow build competitive ad

19、vantage in quality, cost and lead time through oec management product development develop products that are tailored for different countries and regions improve technology in large capacity refrigerators and network refrigerators improve production capability for special refrigerators human resource

20、 provide rigorous trainings to employees and develop them into industry experts and management experts servicebuild extensive and exclusive service network to ensure strong reputation of being a service leadersamsung010620bj-haier10contents 1. background informationlocationstarting yearipo date numb

21、er of employeesbrand valuemarket sharesales revenue equity structureera analysis4. value chain strategy5. organization and ownership6. financial performancefocus onmarketing, advertising and promotiondistribution (channel and sales force)organization structuresales profit 2. strategy 3. product/mark

22、et corporate strategykey product offeringsmarket position key customersvalue propositiongeographic focuspricingsamsung010620bj-haier11haierss key white goods offering source: literature searchwhite goods wide range of typesside-by-side refrigerator washing machine air conditioner microwave product t

23、ype double chamberdrum pulsator windowsplit packaged central airgrill and non-grillmechanic and electronicsamsung010620bj-haier12haier white goods market share, 2000 refrigerator washing machine air conditioner percent source: liicmicrowave3129210.2samsung010620bj-haier13* rongsheng and kelon combin

24、ed source: sino-mr, gfk, liic100%=1998others 1999200037.432.435.75.728.030.912.38.610.08.826.1samsung electrolux meiling kelon*haier siemens haier and kelon are the leading players. however, their market shares are decreasing although latecomers to the market, electrolux

25、 and siemens are quickly building up their positions by focusing on mid-to high-end and high-end markets compared to other mnc players, samsungs growth in the market is rather slow millions units, percent refrigerator market share of major players in major cities4.5-6.215.6270.7101.23.9-6.9-5.0cagr(

26、98-00)percentsamsunghaier/kelon/meiling siemens/electrolux0.7haier is a leading player in most of white goods marketsrefrigerator examplesamsung010620bj-haier14* kelon and rongsheng combined source: sino-mr, gfk, liic100%=north china others samsung electrolux meiling kelon*haier siemens 2.3

27、3.50.5electrolux and siemens are doing particularly well in southwest apart from southwest, mnc players are doing better in east china and south china, relatively more affluent areas samsung is relatively strong in east china and south china north east east china central south south west north west

28、32.05.31.730.836.65.90.421.926.031.010.53.324.420.411.09.820.833.8refrigerator market share in major cities by geography, 2000million units, percentsamsunghaier/kelon/meiling siemens/electroluxhaier has demons

29、trated strength in most geographic regionsrefrigerator examplesamsung010620bj-haier15* another kelons brand source: sino-mr, gfk, liic100%= 4,0002.01.92.017.819.624.80016.04.145.713.828.310.01.318.736.32.03.82.919.326.09.40.44.70.

30、348.10.312.5rongsheng*0refrigerator market share in major cities by price band, 2000million units, percentelectroluxkelon/rongshengsiemenssamsunghaiers products cover almost all price segmentsrefrigerator examplesamsung010620bj-haier16* another kelons brand source: sino-mr, gfk, liic100%= 100lothers

31、 samsung electrolux meiling kelon*haier siemens 0.21.00.7haier is leading in most markets electrolux and siemens have strong position in mid-to-large capacity markets samsung is very strong in small capacity ( 300l2.60.03rongsheng* 40.47.8051.213.401.49.602.821.424.827.

32、4.229.735.511.010.12.91.17.834.45.013.730.4019.00.20refrigerator market share in major cities by product type, 2000samsunghaier/rongsheng/kelon siemens/electroluxhaiers products cover broad range of typesrefrigerator

33、examplesamsung010620bj-haier17contents 1. background informationlocationstarting yearipo date number of employeesbrand valuemarket sharesales revenue equity structureera analysis4. value chain strategy5. organization and ownership6. financial performancefocus onmarketing, advertising and promotiondi

34、stribution (channel and sales force)organization structuresales profit 2. strategy 3. product/market corporate strategykey product offeringsmarket position key customersvalue propositiongeographic focuspricingsamsung010620bj-haier18apart from strong brand, haiers key strengths lie in strong attentio

35、n to r&d, successful supply chain and logistics management, wide distribution networks and quality after-sales services key strengths r&dleading technologies in high efficiency, inverter, energy-saving, environmental protection, etc. strong r&d resource (r&d spending accounts for 45% of revenue)quic

36、k commercialization of new technologies (75% commercialization rate)product design reflecting individualization founded haier central institute of research with partners from us, japan, germany, etc. set up 48 r&d entities world wide set up new product experiment center in each key business unit bui

37、ld technology alliance with 15 research institutes including philips, c-mold and netscreen recent development logistics sophisticated supply chain management and highly efficient logistics management launched “i design my own refrigerator marketing strategy built erp, bpp and crm systems built china

38、s largest and most advanced logistics center in qingdao sales and marketing strong brand recognition invested rmb 0.5 billion in a&p distribution highly efficient distribution network (42 distribution centers, and over 9,000 sales outlets)improved delivery time to 8 hours in hub cities, 24 hours in

39、surrounding areas, 4 days anywhere in the country after-sales service strong reputation in offering excellent after-sales service continue promote the concept customers are always rightsamsung010620bj-haier19haier logistics has gained rich experience in sophisticated supply chain management source:

40、literature researchoptimized supply chain managementhaiers operating objectivezero inventoryzero distancezero working capitalhaier logistics management model: “one-flow and three-net”one flow: order information flowthree netglobal supplier resource networkglobal customer resource networkit networkcu

41、rrent capabilitieshaiers order flow6,000 orders/month15,000 sourcing partssupplier base978 supplier (58% lower than before)20% international suppliers include ge, emmerson, etc.internet usage 100% purchasing orders online20% online paymentpurchasing lead time 3 days comparing with 10 days beforesams

42、ung010620bj-haier20haiers distribution center has a large geography coverage in chinahaiers distribution networkhaier logistics center (qingdao)42 distribu-tion centers1,550 specialty stores and 9,000 sales outletsdistribution network in chinainternational presence: dg for air-con related products a

43、t hamburger harbor, germany, partnering with hhlashanghaibeijingwith established network, haier has promised a competitive time of delivery8 hours within core cities24 hours in adjacent areas of core cities4 days for nationwide distributiontransportation equipment: over 10,000 trucks in china haiers

44、 facilitiessamsung010620bj-haier21haier has a distinctive distribution approach which is heavily focusing on direct retail sales for base and hub cities. source: field interview; mckinsey analysisspecialty shoresfirst tier citysecond tier citythird tier cityhaier shop-in-shopsretailers in first tier

45、 cities retailers in some large second tier cities specialty store haier shop in shops retailers in second tier cities specialty store haier shop in shops retailers in third tier cities specialty storeshaier a/c sales co.haier sales branches in small second tier citieswholesales in some third tier c

46、itieshaier sales center in first tier citieshaier sales center in some large second tier citieshaier sales centers in first and second tier citieshaier sales branches in big third tier citieseast regionnorth regionwest regionsouth regionsamsung010620bj-haier22contents 1. background informationlocati

47、onstarting yearipo date number of employeesbrand valuemarket sharesales revenue equity structureera analysis4. value chain strategy5. organization and ownership6. financial performancefocus onmarketing, advertising and promotiondistribution (channel and sales force)organization structuresales profit 2. strategy 3. product/market corporate strategykey product offeringsmarket position key customersvalue propositiongeographic focuspricingsamsung010620bj-haier23haiers organization structurebodceo