【正文】 :08:1904:08Mar2312Mar23 1越是無能的人，越喜歡挑剔別人的錯兒。 :08:1904:08:19March 12, 2023 1他鄉(xiāng)生白發(fā)，舊國見青山。 Killen Associates。 Killen Associates。 04:08:1904:08:1904:083/12/2023 4:08:19 AM 1以我獨(dú)沈久，愧君相見頻。 上午 4時 8分 19秒 上午 4時 8分 04:08: 楊柳散和風(fēng)，青山澹吾慮。 :08:1904:08:19March 12, 2023 1意志堅(jiān)強(qiáng)的人能把世界放在手中像泥塊一樣任意揉捏。 2023年 3月 12日星期日 4時 8分 19秒 04:08:1912 March 2023 1做前，能夠環(huán)視四周；做時，你只能或者最好沿著以腳為起點(diǎn)的射線向前。 CS First Boston。 25 ROS/RMS BOS Normative Band 0%5%10%15% 1 2 5H ol m e sW h i t m a nC as tleC an nonP eab od yROSR M S4,000U ni tsThe Bain Graphics Wizard will draw a normative band automatically based on the input values of ROS and RMS. 26 ROS/RMS BOS Adjusted Normative Band 0%5%10%15% 1 2 4H ol m e sW h i t m a nC as tleC an nonP eab od yROSR M S4,000U ni tsIf we believe that a player has mismanaged its costs and has not gotten the full benefits of its experience, we can exclude it from the calculation of the normative band.* The resulting normative band will be more narrow. *In the Wizard, go to the “Series” menu and select “remove series from normative band.” 27 ROS/RMS BOS ROS/RMS Steps Define the business Calculate profitability Calculate relative market shares Draw normative band Determine action implications Key Success Factors ?Determine if strategic or operational improvements are required 28 ROS/RMS BOS Action Implications A firm’s position on the ROS/RMS graph helps case teams to determine whether a business should pursue strategic positioning or operational improvements. Examples: Suggested actions: Peabody is below the normative band。 = 35 ROS/RMS BOS LAGTEL Regression Predicted Synergy Values Source: Bain ROS/RMS Regression Model E tel All ia nc e T el c o Lucia$2 .3B$1 .9B$1 .5B$1 .2B$$$$$$$Billions of DollarsPo tential M er ger C an di dateThe team used the ROS/RMS regression to predict the synergy value of possible petitor binations. The synergy values ranged from $ to $. 36 ROS/RMS BOS Agenda ?ROS/RMS overview ?Applications ?ROS/RMS steps ?Client examples –wireless infrastructure –drug retailing ?Challenges ?Key takeaways 37 ROS/RMS BOS Pillz* Background *Disguised client example Situation: Complication: Pillz is a leading retailer of pharmaceuticals in Canada. It participates in the sale of prescriptions and overthecounter drugs in traditional drug stores. Pillz’s management has asked Bain to assist in repositioning Pillz to bee the most profitable drug retailer in North America Pillz’s dominance is being threatened by the entry of nontraditional petitors including food retailers and mass merchants Bain used ROS/RMS analysis to understand the profitability potential of a Canadian drug store retail chain. 38 ROS/RMS BOS Pillz Industry ROS/RMS The Bain team identified two normative bands: one for food/drug bos and discount merchandisers and another for traditional drug stores. Source: IMS, Chain Store Guide, annual reports, Pillz internal data (5%) (3%) (1%) 1% 3% 5% 7% 8% Regional ROS Regional RMS $500M revenue LD Prairies Lawtons Atlantic PP ON Pillz Atlantic Pillz Prairies Safeway WalMart LD BC JC PQ Loblaws Pillz ON Traditional channel Nontraditional channel 39 ROS/RMS BOS Pillz* Summary ?Pillz’s profitability (ROS) is highly correlated with regional RMS ?Pillz’s petitors have significant cost advantages ?Because the normative band for the nontraditional channel is steeper than for the traditional channel, an increase in relative market share for a nontraditional channel petitor has a greater impact on profitability than the same increase would have for a traditional drug store petitor Preliminary ROS/RMS analysis helped the Bain team develop some key insights. 40 ROS/RMS BOS Agenda ?ROS/RMS overview ?Applications ?ROS/RMS steps ?Client examples –wireless infrastructure –drug retailing ?Challenges ?Key takeaways 41 ROS/RMS BOS Challenges In some situations, ROS/RMS analysis is difficult to conduct. ?It is difficult to define the business ?Competition has significant shared experience from other businesses that is difficult to capture in the RMS measure ?Market shares must be weighted because the business is local or regional ?One or more sizable petitors are not leveraging their accumulated experience to reduce costs 42 ROS/RMS BOS Other Bain Tools Bain uses other tools to estimate potential profitability when RMS or scale is not the profit driver. Example industries Bain tool Key profit driver ?Customer loyalty ?Percent of category which is premium priced and relative market share of category ?Speed of product development and release Retention High road/Low road Timetomarket ?Auto insurance ?Credit cards ?Advertising ?Consumer goods –toothpaste –readytoeatcereals ?Technology –semiconductors ?Retail fashion –athletic gym shoes 43 ROS/RMS BOS Agenda ?ROS/RMS overview ?Applications ?ROS/RMS steps ?Client examples –wireless infrastructure –drug retailing ?Challenges ?Key takeaways 44 ROS/RMS BOS Key Takeaways (1 of 3) Overview ROS/RMS Components ?ROS/RMS is a diagnostic tool used to pare a business unit’s actual profitability to its potential profitability ?ROS/RMS suggests that a firm’s profitability should fall within a predicted range based on its relative market share ?The ROS/RMS relationship is based on the emp