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1、SHA-4309-03690-08-15a.PPT-x,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
2、Vienna Zurich,Strategic re-engineering of Geberit China Interim report Geberit International AGShanghai,Oct.22nd,2000,SHA-4309-03690-08-15a.PPT-x,Content(1)Page,Management Summary5A.Market environment 12A1.Macro business environment in China13A2.Market analysis of sanitary system 36A3.Market analysi
3、s 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:Kohler(China)112,S
4、HA-4309-03690-08-15a.PPT-x,Content(2)Page,C.Financial,organization and processes analysis122C1.Financial situation analysis123C1.1Geberit Shanghai124C1.2Geberit Daishan138C2.Organization and processes145C2.1Organization structure146C2.2Management structure151C2.3Key process analysis157D.Restructurin
5、g 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,Acronym list,BoDCCSCJVEJVFDIFICGDAIGSHAJVKTSVGMWFOE,Board of DirectorsCompeten
6、ce Center ShanghaiCo-operative Joint VentureEquity Joint ventureForeign Direct InvestmentForeign Investment CommissionGeberit Flushing Technology(Daishan)Co.Ltd.Geberit Plumbing Technology(Shanghai)Co.Ltd.Joint VentureKohler Technical SpecialistVice General ManagerWholly Foreign Owned Enterprises,SH
7、A-4309-03690-08-15a.PPT-x,Management summary,SHA-4309-03690-08-15a.PPT-x,China could be a market of strategic importance for Geberits international business(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
8、 comes from sanitary products and 70 million is generated by piping business.Among all the product lines,tank fittings,Pluvia and concealed cistern 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 mo
9、mentum.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 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 produ
10、cts 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 to 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 rap
11、id increase of bathroom decoration,the medium to high end segment of sanitary products will definitely lead the industry growth.By 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 strategic importa
12、nce for Geberits international business(2),As the largest construction industry in the world,China 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
13、 a serious barrier for a deep market penetration.For Pluvia,the opportunities are very attractive.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 t
14、raditional industry habits,this can only be solved by a long-term commitment in the China 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
15、,the competition is not so tough,which means a golden opportunity for Geberit to become 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,Overa
16、ll,the strategy of Geberit in China has not 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 unfocus
17、edThe vision of GSHA is not communicated 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
18、competence of Geberit Europe stands 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
19、 cistern,tank fittings and Pluvia 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 Geberit in China has not been fully achieved and sales and marketing are particularly weak(2),Strategy and
20、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 been affe
21、cted 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 pricingExcept f
22、or 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 awareness,infl
23、uence customers and design institute,SHA-4309-03690-08-15a.PPT-x,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 is not accepted by employees.As a result,there is
24、 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.Departments function is not clearly defined.Some functions(e.
25、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 paper and is not followed in reality.Although there is no open conflicts
26、 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 negative gross profit margin,resulting in an increase of operating losses in line wit
27、h 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 increased sales,the financial situation is still critical,There is no leadership at GSHA
28、.GSHA is close to bankruptcy.GDAI shows positive development trend,SHA-4309-03690-08-15a.PPT-x,Geberit should aim for equity buyout and consider termination or bankruptcy as fall-back position,Restructuring options,To separate from the Chinese partner is a premise to secure success of restructuring
29、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 and the sharp decline in sales volume due to shrinkage of low end marketTherefore,only equity buyout,termination and bankr
30、uptcy are feasibleConsidering cost,time,risk and the potential impact on future integration and consolidation,equity buyout should be deemed as the first choice,and termination or bankruptcy as fall-back positionThe buyout and termination options depend to a large extend on the willingness of the Ch
31、inese partner and can take a long time.Therefore,Geberit should start preparations and negotiations quickly,SHA-4309-03690-08-15a.PPT-x,A.Market environment,SHA-4309-03690-08-15a.PPT-x,A1.Macro business environment in China,SHA-4309-03690-08-15a.PPT-x,Overall the business environment is positive for
32、 Geberits investment in China,Macro business environment in China,8%annual growth 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 estima
33、ted 8%annual growth for fixed asset investment by 2005,Consistent economic policies 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 Cent
34、ral governments effort to develop western region,The emergence of top consumers group with strong purchasing powerSignificantly increased bathroom decoration standard and spending,1):Foreign direct investment,SHA-4309-03690-08-15a.PPT-x,China is one of the fastest developing countries in Asia and th
35、e globe,Annual GDP growth in China%,GDP growth 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,The key indicators of the first half of 2000
36、 show a 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 bi
37、llion,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 growth a
38、chieved in the first half of 2000,Source:County Information Center,3650,3950,+8.2%,Billion RMB,SHA-4309-03690-08-15a.PPT-x,In the next 5 years,macro economic development will be optimistic in China,WTO accession will bring 1.75%more foreign investment,USD 100 billion incremental FDI per year,will bo
39、ost 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-economy,7%annual GDP growth1)in the next five years,19
40、78=100,1):excluding the inflation factor2):Estimation,Source:China Infobank,Asian monitor,RB&P analysis,2),SHA-4309-03690-08-15a.PPT-x,A boom for foreign investment 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.
41、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 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,WFOE(wholly foreign owned enterp
42、rise)is becoming a more and more widely-accepted approach for foreign investment,Composition of FDI in China,Legal formation of foreign investment,Source:State Statistics Bureau,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
43、 actual foreign investment to the end of 1999,Actual foreign investment of Jan.July 2000,9.9,3.0,EJV,WFOE,CJV,6.8,EJV:Equity Joint Venture CJV:Cooperative Joint Venture,Others,Total:307.6,Total:19.9,SHA-4309-03690-08-15a.PPT-x,The fixed asset investment is estimated to grow at 8%annually in the next
44、 5 years,and more than 60%will be invested in construction project,The growth of fixed asset investment,Composition of the fixed asset investment in 1999,Source:China Statistic Yearbook 2000,RB&P analysis,Billion RMB,8.8%,13.9%,5.1%,8%p.a.,Billion RMB,1879.3,400.6,Purchase of machinery equipment,Con
45、struction and installation,Others,705.3,Total:2985.3,SHA-4309-03690-08-15a.PPT-x,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 o
46、f real estate market,Growth of renovation market,Source:China Statistic Yearbook 2000,National Planning Commission,RB&P analysis,SHA-4309-03690-08-15a.PPT-x,The total floor space of housing supply has experienced an average annual growth of 6.5%in the past 5 years,more than 8%growth can be expected
47、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 growthWTO entry is expected to stimulate a
48、nother high-growth period of office building supply,Trend of housing supply,Billion sqm,+6.5%p.a.,Urban residential,Rural residential,Non-residential,1.46,1.62,1.66,1.71,1.87,2.031),1):Projection based on the progress of the first half year of 2000,Source:China Statistic Yearbook 2000,China Construc
49、tion Industry Yearbook 1999,RB&P analysis,+8.5%,SHA-4309-03690-08-15a.PPT-x,Building construction can be divided into residential buildings and non-residential buildings,Buildings classification,Total construction,Residential buildings,Non-residential buildings,Urban residential,Rural residential,In
50、dustrial buildings,Commercial buildings,Others,Manufacturing plant,HotelRetail storeRestaurantEntertainmentOthers,Public buildingse.g.:airport,exhibition center,stadiumInstitutional buildingsHospitals SchoolsOthers,Others,Office buildings,SHA-4309-03690-08-15a.PPT-x,Total housing supply in 1999 reac
