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1、,Roland Berger & Partners International Management ConsultantsBarcelona Beijing Berlin Brussels Bucharest Budapest Buenos Aires Detroit Dsseldorf Frankfurt Hamburg Kiev LisbonLondon Madrid Milan Moscow Munich New York Paris Prague Riga Rome So Paulo Shanghai Stuttgart Tokyo Vienna Zurich,Strategic r
2、e-engineering of Geberit China Interim report Geberit International AGShanghai, Oct. 22nd, 2000,SHA-4309-03690-08-15a.PPT-x,Roland Berger & Partners Int,Content (1)Page,Management Summary5A.Market environment 12A1.Macro business environment in China13A2. Market analysis of sanitary system 36A3. Mark
3、et analysis of piping system 67B.Strategy evaluation and Sales & Marketing80B1.Strategy evaluation81B1.1Corporate strategy analysis82B1.2Product strategy evaluation89B2.Sales & Marketing91B2.1Retail channel GSHA95B2.2Project channel GSHA103B2.3OEM channel GDAI107B2.4Marketing110B2.5Benchmarking: Koh
4、ler (China)112,SHA-4309-03690-08-15a.PPT-x,Content (1)PageManagement Sum,Content (2)Page,C.Financial, organization and processes analysis122C1.Financial situation analysis123C1.1Geberit Shanghai124C1.2Geberit Daishan138C2.Organization and processes145C2.1Organization structure146C2.2Management struc
5、ture151C2.3Key process analysis157D.Restructuring options164D1.General options and pre-selection165D2.In-depth evaluation176D2.1Equity buyout178D2.2Termination183D2.3Bankruptcy186D2.4Comparison of the alternatives190D3.Feasible scenarios 193,SHA-4309-03690-08-15a.PPT-x,Content (2)PageC.Financial,Bac
6、k-up,Acronym list,BoDCCSCJVEJVFDIFICGDAIGSHAJVKTSVGMWFOE,Board of DirectorsCompetence Center ShanghaiCo-operative Joint VentureEquity Joint ventureForeign Direct InvestmentForeign Investment CommissionGeberit Flushing Technology (Daishan) Co. Ltd.Geberit Plumbing Technology (Shanghai) Co. Ltd.Joint
7、VentureKohler Technical SpecialistVice General ManagerWholly Foreign Owned Enterprises,SHA-4309-03690-08-15a.PPT-x,Back-upAcronym listBoDBoard of,Management summary,SHA-4309-03690-08-15a.PPT-x,Management summarySHA-4309-036,China could be a market of strategic importance for Geberits international b
8、usiness(1),China is a promising market for Geberit. We have an achievable business target of RMB 200 million revenue by year 2005, from which, 130 million comes from sanitary products and 70 million is generated by piping business. Among all the product lines, tank fittings, Pluvia and concealed cis
9、tern are the top 3 product lines with the potential of RMB 140 million or 70% of the totalOverall Chinese macro economic development is undergoing a strong momentum. In the next 5 years, it is estimated that GDP will grow at 7% annually, the growth of fixed asset investment will increase by 8%, and
10、housing construction will also grow by 8% p.a.Chinese sanitary market is mostly a ceramic market, with an annual demand of 43 million units of sanitary ceramic products in China in 1999 which means the potential market of nearly 2 million sets for tank fittings as well as 2 million units of medium t
11、o high end cisterns sold in the market. With the growth in the housing market, Chinese sanitary market will continue an annual growth of 68%. Furthermore, due to the rapid increase of bathroom decoration, the medium to high end segment of sanitary products will definitely lead the industry growth. B
12、y 2005, the share of medium to high end segment will rise from current 20% to 35%,Market environment,SHA-4309-03690-08-15a.PPT-x,China could be a market of str,China could be a market of strategic importance for Geberits international business(2),As the largest construction industry in the world, Ch
13、ina presents an immense potential for Geberits piping products. Both HDPE and Mepla possess significant product advantages over the currently used Chinese products. However, the significant price gap could be a serious barrier for a deep market penetration. For Pluvia, the opportunities are very att
14、ractive. Presently more than 15 roof projects, altogether 700,000 sqm are in different phases of the process of biddingBoth Geberits concealed cistern and Pluvia roof drainage system are mismatched with Chinese traditional industry habits, this can only be solved by a long-term commitment in the Chi
15、na market and effective marketing. Due to the Chinese consumers traditional mindset that plastic product are lower priced, Chantier doesnt have an optimistic market perspectiveRight now, for most of Geberits products, the competition is not so tough, which means a golden opportunity for Geberit to b
16、ecome a market leader in China. It also means time pressure for Geberit. Currently competitors (e.g. Grohe DAL, Caroma) are gearing up and will become aggressive very soon,Market environment,SHA-4309-03690-08-15a.PPT-x,China could be a market of str,Overall, the strategy of Geberit in China has not
17、been fully achieved and sales and marketing are particularly weak(1),Strategy and sales & marketing,Although GSHA developed a strategy when founded, the strategic objectives to penetrate into the Chinese market havent been achieved-current strategy is unfocusedThe vision of GSHA is not communicated
18、within the organization, nor is it implementedIn comparison, GDAIs strategy is going in the right direction and is in the process of being implemented, They still have problems to solve, such as slow market responsiveness, poor customer understanding etc.The core competence of Geberit Europe stands
19、for advanced technology, premium quality and brand, excellent pre-and-after sales services. This has not all been transferred to Geberit ChinaCurrent product portfolio of selling Chantier, Duofix and public products is unbalanced. Strategic focus should be on concealed cistern, tank fittings and Plu
20、via and HDPEAs to sales and marketing operations, GSHA has no clear strategy in developing distribution network,SHA-4309-03690-08-15a.PPT-x,Overall, the strategy of Geber,Overall, the strategy of Geberit in China has not been fully achieved and sales and marketing are particularly weak(2),Strategy a
21、nd sales & marketing,Geberits products are sold through 3 channels: retail sales and project sales through distributors, and OEMGeberit lacks clear planning of retail network development and has neither intention nor leverage to monitor distributors network operationsProject sales performance has be
22、en affected mainly by both poor customer services and incompatibility with current Chinese installation and application habitsThere are a number of setbacks that need to be overcome to improve OEM sales: unsatisfactory product development and customization, slow market responsiveness and high pricin
23、gExcept for a very few marketing related activities such as seminars and attending exhibitions, essentially marketing department doesnt perform marketing functions such as building up brand etc. Kohler has done far better compared to Geberit in the area of sales and marketing, such as raise brand aw
24、areness, influence customers and design institute,SHA-4309-03690-08-15a.PPT-x,Overall, the strategy of Geber,Financials, organization and processes,The GM of GSHA lacks leadership. His management style is self-centered. It is widely perceived that he does not trust the local staff. His personality i
25、s not accepted by employees. As a result, there is no motivating corporate culture, no trust between management team and staff, no motivation and commitment among the staff and high staff turnover. ( e.g. CCS ) The official organizational structure, which is changed frequently, is not implemented. D
26、epartments function is not clearly defined. Some functions ( e.g. HR ) are overlapping and some are not implemented. ( e.g. Marketing)The current operation process is production - oriented instead of market-oriented, leading to ignorance of market demands. The control of the whole process is only on
27、 paper and is not followed in reality. Although there is no open conflicts between them, the JV partners pursue their own (personal) interests. It is particularly obvious when recruitment, promotion and lay-off are concerned.GSHA is on the brim of bankruptcy. More than 70% of products sold have nega
28、tive gross profit margin, resulting in an increase of operating losses in line with increase of sales. The company cannot survive without a continuous cash injection from the parent company. Although the operating losses of GDAI have been reduced as a result of improved gross profit margins and incr
29、eased sales, the financial situation is still critical,There is no leadership at GSHA. GSHA is close to bankruptcy. GDAI shows positive development trend,SHA-4309-03690-08-15a.PPT-x,Financials, organization and p,Geberit should aim for equity buyout and consider termination or bankruptcy as fall-bac
30、k position,Restructuring options,To separate from the Chinese partner is a premise to secure success of restructuring Some key problems particularly affecting to HRM are related to the Chinese partnerIn addition, Lidas products are contributing to the huge loss due to their -7% gross profit margin a
31、nd the sharp decline in sales volume due to shrinkage of low end marketTherefore, only equity buyout, termination and bankruptcy are feasibleConsidering cost, time, risk and the potential impact on future integration and consolidation, equity buyout should be deemed as the first choice, and terminat
32、ion or bankruptcy as fall-back positionThe buyout and termination options depend to a large extend on the willingness of the Chinese partner and can take a long time. Therefore, Geberit should start preparations and negotiations quickly,SHA-4309-03690-08-15a.PPT-x,Geberit should aim for equity,A. Ma
33、rket environment,SHA-4309-03690-08-15a.PPT-x,A. Market environmentSHA-430,A1. Macro business environment in China,SHA-4309-03690-08-15a.PPT-x,A1. Macro business environme,Overall the business environment is positive for Geberits investment in China,Macro business environment in China,8% annual growt
34、h forecasted for construction industryStrong momentum for real estate market growthSteady growth for high end real estate market,7% annual GDP growth estimated in the next five yearsAnother boom for FDI1) expectedAn estimated 8% annual growth for fixed asset investment by 2005,Consistent economic po
35、licies towards reform and opening up,Dramatic Chinese household income growth during the past 15 years,Macro economic trend,Housing supply market,Government policies,Social factors,Governments preparation for WTO entry Central governments effort to develop western region,The emergence of top consume
36、rs group with strong purchasing powerSignificantly increased bathroom decoration standard and spending,1): Foreign direct investment,SHA-4309-03690-08-15a.PPT-x,Overall the business environme,China is one of the fastest developing countries in Asia and the globe,Annual GDP growth in China %,GDP grow
37、th in Asia, 1998/1999,China,1) Estimate,Japan,Malaysia,Indonesia,India,Philippines,Taiwan,Singapore,Hong Kong,Thailand,Germany1.4%,USA4.1%,Source: OECD, Roland Berger & Partners analysis,1),SHA-4309-03690-08-15a.PPT-x,China is one of the fastest de,The key indicators of the first half of 2000 show a
38、 strong confidence in the Chinese macro economic trend,Fixed asset investment hit RMB 754 billion in the first half of 2000, up 12.1% compared with the period of last year, among these, the investment of real estate was RMB 201 billion, up 24.1%Sales volume of the retail market reached RMB 1625 bill
39、ion, up 10.1%, and the disposable income per urban resident increased by 7.7%Foreign trade volume achieved a significant growth of 37%, amounted at USD 217 billion, among these, export was USD 115 billion, up 38%, import was USD 102 billion, up 36%,Key indicators in the first half of 2000,8.2% GDP g
40、rowth achieved in the first half of 2000,Source: County Information Center,3650,3950,+8.2%,Billion RMB,SHA-4309-03690-08-15a.PPT-x,The key indicators of the firs,In the next 5 years, macro economic development will be optimistic in China,WTO accession will bring 1.75% more foreign investment, USD 10
41、0 billion incremental FDI per year, will boost economy growth by 1% annuallyThe fixed asset investment is estimated to grow at 8% per yearChina plans to accelerate the urbanization process by 2% per yearReal estate market will grow at 7-8% p.a. in the next five years,The trend of Chinas macro-econom
42、y,7% annual GDP growth1) in the next five years,1978 = 100,1): excluding the inflation factor2): Estimation,Source: China Infobank, Asian monitor, RB&P analysis,2),+10.8% p.a.,+7.8% p.a.,+11.6% p.a.,+8.1% p.a.,+7% p.a.,SHA-4309-03690-08-15a.PPT-x,In the next 5 years, macro eco,A boom for foreign inv
43、estment can be expected in China in the next 510 years,FDI growth,Growth of European Union investment,Billion USD,Billion USD,60.9%p.a.,4.2%,5.7%,6.6%,9.2%,8.8%,11.1%,The weighted share of European companies investment in total FDI is increasing,70.1,1.5% p.a.,12% p.a.,1),1) Estimation based on the
44、assumption of WTO entry,Source: Sate Statistics Bureau, RB&P analysis,70% p.a.,15.8% p.a.,SHA-4309-03690-08-15a.PPT-x,A boom for foreign investment,WFOE (wholly foreign owned enterprise) is becoming a more and more widely-accepted approach for foreign investment,Composition of FDI in China,Legal for
45、mation of foreign investment,Source: State Statistics Bureau,Back-up,154.8,56.9,European Union,Japan,USA,Taiwan,Hongkong,Others,23.9,25.6,24.9,21.5,Billion USD,Billion USD,The accumulation of actual foreign investment to the end of 1999,Actual foreign investment of Jan. July 2000,9.9,3.0,EJV,WFOE,CJ
46、V,6.8,EJV: Equity Joint Venture CJV: Cooperative Joint Venture,Others,Total: 307.6,Total: 19.9,SHA-4309-03690-08-15a.PPT-x,WFOE (wholly foreign owned ent,The fixed asset investment is estimated to grow at 8% annually in the next 5 years, and more than 60% will be invested in construction project,The
47、 growth of fixed asset investment,Composition of the fixed asset investment in 1999,Source: China Statistic Yearbook 2000, RB&P analysis,Billion RMB,14.8%,8.8%,13.9%,5.1%,8%p.a.,Billion RMB,1879.3,400.6,Purchase of machinery equipment,Construction and installation,Others,705.3,Total: 2985.3,SHA-4309
48、-03690-08-15a.PPT-x,The fixed asset investment is,Construction industry will grow steadily at an estimated 8% annual rate,Gross output value of construction industry,Billion RMB,Growth of government infrastructure investment,Growth of residential housing supply,Growth of real estate market,Growth of
49、 renovation market,21.8%,7.6%,10.3%,10.3%,8%,Source: China Statistic Yearbook 2000, National Planning Commission, RB&P analysis,SHA-4309-03690-08-15a.PPT-x,Construction industry will gro,The total floor space of housing supply has experienced an average annual growth of 6.5% in the past 5 years, mor
50、e than 8% growth can be expected this year,Growth of total housing supply,Average annual growth of urban residential supply is 12.7%, which is leading the total growth rate of 6.5%, and will continue to be the growth engineRural residential supply growth is limited due to slow farmers income growthW
