麦肯锡三星战略4(爱立信).ppt
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1、CONFIDENTIALMobile Handset Competitor Analysis:EricssonSAMSUNG ELECTRONICS CHINA(SEC China)August 20,2001This 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 written approval from McK
2、insey&Company.This material was used by McKinsey&Company during an oral presentation;it is not a complete record of the discussion.OVERVIEW OF COMPETITOR ANALYSIS FRAMEWORK1.Background informationLocationRegistered capitalManagementteamEquitystructureStarting yearNumber of employeesEra analysis4.Val
3、ue chain strategy5.Organization and ownership6.Financial performanceFocus onMarketing,advertising and promotionDistribution(channel and sales force)Organization structureOwnership structureSales Profit 2.Strategy 3.Product/market MissionVisionCorporate strategyMarket positionKey product offeringsKey
4、 customersValue propositionGeographic focusPricing1KEY ISSUES TO PROBE-ERICSSONStrategyProduct/marketValue chainstrategyOrganization&ownershipFinancialperformanceWhat will be Ericssons strategic focus for the next 5 years?How will Ericsson secure its leading position in mobile infrastructure?What pr
5、oducts will Ericsson be focusing on?Which market segment will Ericsson be interested in?Will Ericsson become a niche market player in mobile handset?How does Ericsson secure its leadership in technology?How does Ericsson improve its local production capability?How are Ericssons mobile handsets distr
6、ibuted?How does Ericsson organize its JVs and WOFEs?What functions does Ericsson China centralize?How good is Ericssons recent financial performance?How will Ericsson improve its performance in the future?2BACKGROUND INFORMATION1.Background informationLocationRegistered capitalManagementteamEquityst
7、ructureStarting yearNumber of employeesEra analysis4.Value chain strategy5.Organization and ownership6.Financial performanceFocus onMarketing,advertising and promotionDistribution(channel and sales force)Organization structureOwnership structureSales Profit 2.Strategy 3.Product/market MissionVisionC
8、orporate strategyMarket positionKey product offeringsKey customersValue propositionGeographic focusPricing3ERICSSON IS A TECHNOLOGY LEADER IN MOBILE COMMUNICATION AND A MARKET LEADER IN MOBILE INFRASTRUCTUREImplicationLeader in mobile system technology including GSM,GPRS and 3GEmphasize on mobile in
9、frastructure and claim to be the only total solution provider for a full range of 2G and 3G standardsLocationBased at Sweden,with 24 offices in ChinaSince 1998,China has been Ericssons largest market in the worldInvestmentInvested more than USD 0.6 billion in ChinaBusinessFour main business units:Mo
10、bile infrastructure,mobile handset,data network and circuit switching/packet switching multi-service networksStartingFirst office in China in 1985,first JV in China in 1992Employees 100,000 staff in 140 countriesOver 4,000 employees in China24 offices,10 JVs and 4 WOFEsHistory1985:First Ericsson off
11、ice in Beijing1987:First mobile network launched Qinhuang island1989:Set up offices in Guangzhou and Shanghai1992:Started JVs in China for mobile infrastructure and handset1994:Established Ericsson China Limited1995:China became Ericssons third largest market in the world1996:China became Ericssons
12、s second largest market in the world1997:Established R&D center in Shanghai and Ericsson China institute1998:China became Ericssons largest market in the world,established Chongqing Ericsson technology1999:Established Ericsson consulting in Shanghai and mobile multi-media lab in Zhonguancun2000:Firs
13、t to complete WCDMA test in ChinaBackground4SAMSUNG010605BJ-kickoff2STRATEGY1.Background informationLocationRegistered capitalManagementteamEquitystructureStarting yearNumber of employeesEra analysis4.Value chain strategy5.Organization and ownership6.Financial performanceFocus onMarketing,advertisin
14、g and promotionDistribution(channel and sales force)Organization structureOwnership structureSales Profit 2.Strategy 3.Product/marketMissionVisionCorporate strategyMarket positionKey product offeringsKey customersValue propositionGeographic focusPricing5ERICSSON AIMS TO SECURE ITS LEADERSHIP POSITIO
15、N IN NETWORK EQUIPMENT AND MAY BECOME A NICHE PLAYER IN MOBILE HANDSET ProductMaintain foothold in the low end mobile handset market through JV with Nanjing PandaDevelop 3G technology(WCDMA)for mobile communication by collaborating with MII and DoCoMo,and apply leading technology to productsSecure i
16、ts leadership position in network equipment rather than becoming the best-selling brand for mobile handsetsValue delivery systemR&D localization through collaboration with Chinese government and universitiesFurther expand local production capacityCentralize marketing functions under Ericsson ChinaDi
17、stribute though 5 first-tier resellers including PTAC and PTICBuilds consumer website for Ericsson handset usersVisionTo innovate in mobile network and internet convergence and to lead in the era of mobile internetStrategySource:Ericsson press release,Dresdner Kleinwort,McKinsey analysis6SAMSUNG0106
18、05BJ-kickoff2ERICSSONs MARKET SHARE IS DECREASING OVER THE PAST FEW YEARSMonthly market share development(Percent of market in units sold)9899Jan 00Dec 00NokiaMotorolaSiemens EricssonSource:Retail AuditSource:IDC,McKinsey Analysis7SAMSUNG010605BJ-kickoff2ERICSSON IS NOW NUMBER FOUR IN SALES VOLUME A
19、ND NUMBER FIVE IN REVENUE IN THE MOBILE HANDSET MARKETOthers SiemensEricssonMotorola199920012000Samsung NokiaBreakdown of sales by brand each yearPercentSource:GfK,IDC,McKinsey analysisOthers SiemensEricssonMotorola199920012000Samsung NokiaBreakdown of units sold by brand each yearPercent8SAMSUNG010
20、605BJ-kickoff2PRODUCT/MARKET1.Background informationLocationRegistered capitalManagementteamEquitystructureStarting yearNumber of employeesEra analysis4.Value chain strategy5.Organization and ownership 6.Financial performanceFocus onMarketing,advertising and promotionDistribution(channel and sales f
21、orce)Organization structureOwnership structureSales Profit 2.Strategy 3.Product/marketMissionVisionCorporate strategyMarket positionKey product offeringsKey customersValue propositionGeographic focusPricing9Ericsson claims to be the only total solution provider in mobile communication who offers a f
22、ull range of 2G and 3G standards.To secure its leadership position in mobile infrastructure,Ericsson may become a niche market player in mobile handsetsEricsson is a technology leader in mobile communication,which is reflected in its early releases of WAP,GPRS and bluetooth handsets and 3G networksE
23、ricsson gives up the high-end market in mobile handset to focus on low-end.It is relatively strong in 1st tier cities,and the North and East ChinaKEY MESSAGES-PRODUCT/MARKET10ERICSSON OFFERS TOTAL SOLUTIONS IN MOBILE COMMUNICATION WITH MORE EMPHASIS ON MOBILE INFRASTRUCTUREProductsNow and futureEric
24、sson mobile handsetEricsson product offeringsEricsson networkFirst WAP handset in the world(MC 218)R320sc WAP handset with Chinese interfaceA2638sc for young and successfulT29sc for mobile professionalR380sc for business eliteT20sc,A2618sc for young and fashionableGSM and UMTS mobile infrastructure
25、includingGSM,DCS1800,CDMA and WCDMAData network,e.g.AXD301 ATM switch AXI540 IP router,and IP phoneFirst GPRS handset and first bluetooth handset(T36)First to provide GSM 1800/1900 networks simultaneouslyLeader in WAPLeader in GPRSTotal solutions in 3G based on WCDMA,CDMA 2000 and EDGESource:Ericsso
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