SECChina010821BJ-IBMCONFIDENTIALPCCompetitorAnalysis:IBMSAMSUNGELECTRONICSCHINA(SECChina)Thisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey&Company.ThismaterialwasusedbyMcKinsey&Companyduringanoralpresentation;itisnotacompleterecordofthediscussion.Aug,2001SECChina010821BJ-IBM2OVERVIEWOFCOMPETITORANALYSISFRAMEWORK4.Valuechainstrategy5.Organizationandownership6.FinancialperformanceFocuson•Marketing,advertisingandpromotion•Distribution(channelandsalesforce)•Organizationstructure•Ownershipstructure•Sales•Profit2.Strategy3.Product/market•Mission•Vision•Corporatestrategy•Marketposition•Keyproductofferings•Keycustomers•Pricing1.Backgroundinformation•Location•Managementteam•Startingyear•Numberofemployees•EraanalysisSECChina010821BJ-IBM3BACKGROUNDINFORMATION1.Backgroundinformation•Location•Managementteam•Startingyear•Numberofemployees•Eraanalysis4.Valuechainstrategy5.Organizationandownership6.Financialperformance•Focuson–Marketing,advertisingandpromotion–Distribution(channelandsalesforce)•Organizationstructure•Ownershipstructure•Sales•Profit2.Strategy3.Product/market•Mission•Vision•Corporatestrategy•Marketposition•Keyproductofferings•Keycustomers•PricingSECChina010821BJ-IBM4IBMHASGRADUALLYEXPANDEDITSPRESENCEINCHINALocationBeijingManagingdirectorZhouWeikunStartingyear•1984(representativeoffice)•1992(IBMChinaCo.Ltd.)NumberofemployeesOver3000Keymilestones•SetupIBMCustomerAssociationin1984•OpenedBeijing,Shanghai,Shenzhen,Chengdu,Guangzhou,Nanjing,Xian,Chongqingoffices•EstablishedcustomerservicenetworkcoveringdozensofChinamajorcities•SetupChinapurchasingcenter*inShenzhenBackgroundinformation*IBM’spurchaseinchinahasincreasedfrom30MUSDin1993to1BUSDin1998Source:LiteratureresearchSECChina010821BJ-IBM5BACKGROUNDINFORMATION4.Valuechainstrategy5.Organizationandownership6.Financialperformance•Focuson–Marketing,advertisi...
