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CONFIDENTIALDevelopingaWinningStrategyfortheMicrowaveOvenBusinessinChinaLGElectronicsTianjinAppliancesCo.,LtdFinalprogressreviewApril9,2001Thisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey&Company.ThismaterialwasusedbyMcKinsey&Companyduringanoralpresentation;itisnotacompleterecordofthediscussion.010326SH_120703_085v5iTHEJOINTLG/McKINSEYTEAMHASCOMPLETEDTHEPROJECTWITHIN5WEEKSModulesKeyactivitiesMarketDemand/ForecastForecastpotentialmarketbysegmentthroughrefiningmarketsegmentation,understandingkeygrowthdrivers,andmodelingmarketgrowthLGEperformanceassessmentConductinternaldatacollectionwithinLGEDevelopsoundunderstandingofvaluepropositionbasedonavailablemarketresearchincludingbrandingandconsumersurveyStrategicdevelopmentopportunitiesAnalyzedifferentproductmixoptionsGatherinformationonbrandingandmarketingConductchanneldiagnosisAnalyzevaluechaincostsCompetitorDevelopcompetitiveassessmentformicrowaveovencompetitorsConductinterviewswithdistributors,retailers,governmentagencies,competitorstocollectcompetitorinformationConsumerConductconsumersurveyviaexternalresearchhousein6specifiedcitiesand1ruralareatounderstandconsumerpurchasingbehaviorEndproductsMarketdemandforecastbyareasandproducttypeCurrentorganization’sstrengthsandweaknessesCurrentprocessesandincentivesystemsstrengthsandweaknessesLGEaspirationsforfuturegrowthHighlevelrecommendationonproductmixBrandpositioningstatusandrecommendationsChannelmixdiagnosisandhighlevelchannelprioritizationDetailedbreakdowncomparisononcosts,COGSinparticularAnalysisonoverallcompetitiveenvironmentDetailedinformationoncompetitorperformanceincludingsales,branding,pricing,channelmixandincentivesKeycompetitors’COGSanalysisStrengthsandweaknessesofeachcompetitorgroupandtheimplicationsDetailedanalysisonconsumerpurchasingpattern1010326SH_120703_085v5iTODAY'sDISCUSSIONTheMicrowaveovenmarketinChinawillcontinueitsstronggrowthandshouldreach7.5millionunitsin2003.PrimaryregionswillbeCentralChina,followedbySouthandSouthwestChina.Otherregionsshoulddevelopasincomegrows.Computergrillandmechanicalgrillshouldfurtherincreasetheirshareaspricesdecline.

Fourcustomersegmentsarefoundfrommarketresearch:Premiumbuyers,basicbrandbuyers,rationaltechnophile,andgenericbuyers.Allsegments,exceptpremiumbuyers,arehighlyprice-sensitive,thusskewingmarketdemandtowardslow-endproducts.Atthesametime,reliableperformance,easeofuse,andgoodafter-serviceareimportantacrosssegments.ThecompetitioninChinaisalreadyintenseandwillcontinuetoincrease,asGalanzandMideahavehugeambitionsinthemarket.Inaddition,thesevereovercapacity(about45%)willcontinuetoforcepricesdownwardsthusthreateningprofitabilityforallbutthelowestcostplayers.LGhasbuiltasuccessfulplatformforgrowth,becoming#2inChina,althoughfarbehindGalanz,byfocusingonpremiumproductsandintheBeijingarea.Facedwiththeissueoffurthergrowthandimprovingprofitability,LGnowneedstochoosebetweenahighgrowthstrategy,withtheobjectiveofbecomingtheleadingplayerandtoreachbreakevenin2005,ortoremainapremiumnicheplayerfortheforeseeablefuture.Toachievetheaspirationofbecomingaprofitable#1PlayerinChina,LGneedstolaunch5strategicinitiatives:(1)launchathreestepregionalexpansion,firstfromBeijingtoWuhan,(2)introduceentryproductstocoverallpricepointswhilecontinuingtointroducehighendproductstocreatemargins,(3)improvechannelcoveragebyincreasingthedistributornetworkandthesalesforceresources,(4)increasesignificantlyadvertisingspendingwhileoptimizingmediamix,(5)reduceaggressivelycostbyleveragingeconomiesofscale.2010326SH_120703_085v5iT絡(luò)O育D如A欺Y逆'管s概D嫂I筋S噴C電U嫩S肌S爸I革O翼NT汽h逝e朝M秩i拼c舞r轟o曉w麥a怠v妨e肅o偷v帆e山n高m電a殼r萌k雪e岡t欠i數(shù)n末C聲h摘i遺n而a洲w車i惕l軌l醒c族o柜n皺t今i劃n煎u熊e尚i班t閣s滅s繪t扭r赤o碗n涌g縫g濕r奸o姥w攪t抗h還a絹n做d忽s澆h朽o抄u打l劉d鏈r企e挪a澡c等h憑7礎(chǔ).蜜5攔m液i到l覽l類i禽o盾n工u爽n饅i趴t爹s導(dǎo)i姥n株2婦0瘋0處3題.擇P深r垂i牌m至a鬼r妻y含r飼e揉g求i計(jì)o燦n押s腹w鄙i鎖l姑l懼b嶄e搏c赤e兔n曾t異r旋a掛l壁C告h橋i聽n砍a符,誕f徹o孫l蹤蝶l鼻o撫w毅e妄d勇b遼y芹S輕o跪u諷t綱h陸a理n聯(lián)d援S趨o腫u半t加h忠w派e息s卷t打C嶺h弓i銹n首a博.喪O酬t訂h桶e慕r跟r孝e植g澆i君o討n向s牧s擔(dān)h說(shuō)o臣u描l都d鋤d胃e梢v范e拔l先o游p孤a忍s銹i粱n堡c穿o陸m戚e檢g舉r招o利w圓s綢.煤C架o鞠m搏p賠u千t異e兆r忍g搏r竭i掩l赴l(fā)工a文n北d千m晝e溜c幕h秒a捆n瀉i蜂c銀a謀l喉g牽r剝i葬l志l愚s業(yè)h毯o縫u酸l唱d虹f怨u同r競(jìng)t體h虧e霉r糊i成n汁c忌r烤e倦a洗s期e尚t漸h條e披i因r讓s塵h勻a紀(jì)r豬e修a總s逢p刊r賄i膠c瓜e在s釣d剃e升c敢l拋i豆n捉e標(biāo).F堪o扇u瘦r繡c厭u瞞s抗t灑o撿m倚e乏r蒼s津e符g訊m前e鋒n庫(kù)t加s棋a套r液e晨f賄o送u調(diào)n擾d則f癥r埋o訴m啞m炸a也r系k廉e費(fèi)t飄r管e怎s顧e燒a盲r繼c風(fēng)h子:鄭P西r雨e輪m銳i蝕u冒m項(xiàng)b濟(jì)u王y稿e(cuò)苦r舌s厚,淹b本a觸s大i抵c捐b副r音a括n址d鏡b搬u齒y健e安r嫩s非,不r柔a獅t岔i田o銳n宏a維l棒t霸e白c響h秀n膏o志p遺h殃i淘l叛e禍,廟a昂n胃d坦g蜂e據(jù)n臣e例r醋i向c魂b嗚u破y剝e竭r揪s旅.導(dǎo)A宰l傭l恩s呈e覺g都m鐵e片n興t這s謀,心e矮x暗c朗e宅p震t冤p由r訪e昏m享i描u遭m短b倒u嶼y寒e愈r格s嚷,繭a伍r角e兄h返i舌g喬h傲l溜y唱p慨r泉i嫂c值e煎-序s贊e核n爐s笛i妥t勒i荒v鑄e腸,蓮t掀h織u需s妹s塔k回e哨w閑i妙n滿g積m悲a育r見k遺e魂t決d咬e退m腿a尊n陸d嘉t畫o危w秀a鑰r碗d貓s頸l眼o鴉w筑-掠e覽n銜d新p貴r蜜o蘿d煤u撈c環(huán)t籍s被.汗A忙t稈t蔑h定e獨(dú)s潮a估m(xù)質(zhì)e深t采i疫m檔e秀,貿(mào)r窄e癢l眉i語(yǔ)a盡b因l膨e銀p頑e歸r影f匙o(hù)覺r塘m攀a徹n糟c摘e劇,瞧e本a寺s櫻e規(guī)o吼f盜u壇s持e漆,禾a紀(jì)n玩d殼g駛o車o行d女a(chǎn)提f賭t親e形r冒-喝s愧e欄r銷v練i閘c受e炭a飼r(shí)圓e墻i岔m拾p冠o棒r醫(yī)t評(píng)a柱n歉t室a握c品r睬o畜s咳s司s痛e闊g串m護(hù)e民n年t落s致.T顆h蓋e哥c鴿o規(guī)m燈p握e爆t是i小t佳i裝o奇n藍(lán)i商n狗C少h這i遵n渾a茅i程s尚a帽l進(jìn)r予e掃a剝d賴y驅(qū)i踏n抖t甩e劣n秀s常e樂(lè)a夸n漁d膊w擇i滅l厚l死c鈴o討n飄t登i逮n母u消e溜t愚o餃i醫(yī)n奶c服r森e瘡a秀s雙e穴,厭a向s勿G剛a癢l歡a罷n內(nèi)z詞a煌n派d長(zhǎng)M撫i伶d肯e搶a陽(yáng)h汁a必v島e摔h惜u浮g認(rèn)e頃a獲m福b蟲i抹t紡i笑o牲n零s把i譜n層t付h柿e使m驚a足r假k奧e窯t和.灣I妖n鏡a續(xù)d雜d速i襯t帆i逼o軍n爸,狹t蹦h幅e竹s訴e歪v悠e藏r灶e反o傘v霜e拔r勾c協(xié)a商p猛a暢c友i訪t貌y濫(控a狡b凍o膜u乳t團(tuán)4船5好%碼)史w中i絕l雁l匆c流o均n棟t棍i大n溫u嘗e招t祥o拐f(shuō)害o唯r仍c緞e掠p紫r婚i嚼c茫e鉛s努d證o跟w知n旦w哲a位r另d雪s禾t橡h謀u位s岡t只h蝕r漠e園a講t樂(lè)e細(xì)n羅i裕n踢g免p劇r漢o鄙f餃i晝t勢(shì)a牛b出i問(wèn)l殖i嶺t臥y白f晚o艱r捐a朋l艦l獲b牧u塞t薦t億h越e負(fù)l腿o亭w銹e昂s交t翠c巷o需s匆t沾p是l周a捎y網(wǎng)e琴r暮s閱.L淹G旋h濁a浴s姑b四u鄉(xiāng)豐i益l靈t疤a筑s遼u疼c瓣c擴(kuò)e普s宋s燙f務(wù)u串l為p效l嫁a舌t洗f楊o終r處m吸f任o弦r襲g診r膛o壘w炭t撒h依,虎b蘭e弦c緩o歐m評(píng)i葬n筍g剛#后2挑i投n叢C縮慧h柄i因n吊a它,羨a徑l鞏t盡h涂o裳u皇g畢h犯f孕a篩r陵b持e疼h矮i摔n勁d嚼G臘a纖l社a透n貨z模,兄b含y海f鼻o扔c蝦u噸s豈i街n胡g海o撈n亂p伏r挪e鬼m些i形u防m(xù)朗p蜓r界o腳d黑u杯c交t疲s柱a勢(shì)n蜜d短i折n與t馳h遼e朋B肝e捏i布j俱i碌n扇g攝a戴r藏e揀a宵.豈F費(fèi)a垃c攝e仙d視w唯i糾t錢h室t隙h頓e傻i憤s惑s饞u路e旅o持f耗f勻u倉(cāng)r雙t李h董e夸r耽g最r成o徐w獸t儲(chǔ)h刃a跡n怎d嫌i蠢m(xù)白p售r景o啟v代i很n屬g錄p鏡r燈o辜f史i憤t器a棗b誦i宿l乘i匯t看y斥,軋L瞞G惰n蔽o辨w懶n喊e車e恥d例s軟t蜂o蠻c廚h嗽o效o免s黎e竊b赤e程t喘w蕉e喇e甜n即a燒h炊i條g徹h群g服r該o嫌w也t款h墨s往t司r帝a氏t飾e刻g稀y經(jīng),紅w夕i宇t視h嫌t哪h遞e驕o飯b這j猶e上c僅t歡i捷v杯e劑o敢f責(zé)b殘e靠c歪o釀m揪i優(yōu)n捧g騰t肆h無(wú)e企l肅e淺a邁d購(gòu)i狠n沉g厘p鞠l購(gòu)a朝y兵e蠻r團(tuán)a脆n漸d績(jī)t榜o慶r姐e宇a酒c衰h叨b斬r啞e剪a仔k宜e傭v蘆e夏n遇i恰n訓(xùn)2藍(lán)0碑0礙5絹,萌o店r鑒t潑o飼r(shí)洗e撫m而a抹i窮n區(qū)a郊p繩r笛e限m渣i亭u棍m拖n雅i腰c(diǎn)提h防e公p鴿l成a論y欄e完r仁f堤o跟r痰t盯h骨e少f規(guī)o時(shí)r呆e險(xiǎn)s劃e棗e姐a跌b魚l槐e殃f愚u版t晨u唇r東e墾.T盯o豪a櫻c謀h蹤蝶i夾e墾v偏e騾t路h侄e炭a塊s稻p搏i董r志a幅t連i究o典n民o宴f莊b指e毫c炕o轎m模i撿n鋼g侄a扔p熔r借o斤f協(xié)i汗t禁a捏b沾l鳴e編#犯1罵P限l轎a令y億e賠r矩i棄n頃C普h冊(cè)i壓n條a欺,紋L芽G痕n醉e賠e侍d備s虧t視o弟l奮a程u煙n毛c漏h被5稠s嚷t作r珠a梅t馬e畢g紛i樣c皮i嘆n形i犬t醫(yī)i窩a鐘t揭i旺v鄙e癥s滋:榮(怒1嘩)眼l罵a個(gè)u紛n惜c收h傳a故t事h球r撕e務(wù)e齡s啄t田e良p失r陜e乖g萄i沙o污n餐a闖l括e塘x仍p譯a血n阻s善i紹o拾n葛,墓f赤i及r痛s繪t狐f踏r留o礙m斬B宋e淹i筆j末i刪n真g孩t怕o叨W禁u陣h親a盆n然,碰(腹2偉)勤i完n手t登r饒o流d用u疏c酬e間e何n榆t衡r康y消p抽r爹o腹d副u里c磨t支s框t慘o視c軟o晉v檔e臥r略a燈l稻l調(diào)p麗r包i奔c善e促p聯(lián)o們i聞n赤t淚s尾w評(píng)h退i議l權(quán)e客c買o嗓n瘦t朵i煙n莊u渣i距n沙g駝t行o卡i狡n胖t優(yōu)r包o譯d陽(yáng)u獸c準(zhǔn)e縱h缸i協(xié)g臺(tái)h缺e售n綢d倘p判r欄o碌d時(shí)u故c仆t邪s童t吹o雄c馬r允e返a高t祖e撲m租a己r么g晚i吹n羽s耀,旺(圖3適)更i銀m懼p儲(chǔ)r絡(luò)o魄v怖e折c降h猴a耗n蠅n健e是l供c取o登v盆e劉r堆a(bǔ)使g陪e嫩b打y盾i轎n唱c引r委e史a厘s亭i跨n稿g鏈t孟h葉e線d桿i儀s兼t勻r擾i悠b侵u掘t京o宣r構(gòu)n磁e虜t牲w冰o掩r托k結(jié)a博n接d揀t顏h抗e昌s屬a奔l圖e氏s勿f寬o諸r趣c吧e錄r況e丘s午o抵u耐r芽c絞e篩s羽,創(chuàng)(您4巷)猛i薪n棗c異r富e串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