【正文】 ,內(nèi)容總結(jié),BCG面試實例。這樣會使其失去一些追求多樣化的顧客，但會保留一些只購買少量品種商品、并且尋找最低價格的顧客。 Ａ：還有什么建議嗎？ Ｑ：還應(yīng)該伴隨一些宣傳其優(yōu)質(zhì)服務(wù)的促銷及廣告活動，甚至還應(yīng)建立“CanadaCo服務(wù)保證”，提供超過USCo所有承諾的服務(wù)。,Ａ：Can you suggest possible strategies for CanadaCo? Ｑ：Maybe it can find ways to cut costs and make the organization more efficient, so it can keep prices low even if its cost of goods is higher. Ａ：Anything else? Ｑ：It might consider instituting something like a “frequent shopper“ program, where consumers accumulate points that entitle them to future discounts on merchandise. Ａ：你能給出一些戰(zhàn)略上的建議嗎？ Ｑ：可以通過削減成本、精簡機(jī)構(gòu)來降低出售商品的價格。雖然一部分會消費者會由于你們提供的高質(zhì)量的服務(wù)而對公司保持忠誠，但這些購買打折商品的消費者會更注重價格的高低。,Ｑ：Then I would tell the CEO the following: In the near term, you might be safe. Your stores have a much stronger brand name in Canada than USCo’s, and they seem to be well managed. However, as consumers get used to seeing prices that are consistently seven to eight percent less at USCo, they will realize that shopping at USCo means significant savings over the course of the year. Although some consumers will remain loyal out of habit or because of your high level of service, it is reasonable to expect the “discount“ shopper to shop where prices are lowest. Moreover, over time your brandname advantage will erode as USCo becomes more familiar to Canadian consumers. You certainly have to worry about losing significant share to USCo stores in the long term. You should probably do something about it now, before it39。,Ｑ：All this suggests that USCo will be able to retain a significant price advantage over CanadaCo39。 CanadaCo在運輸成本方面會有一些優(yōu)勢，因為它銷售網(wǎng)絡(luò)的地域跨越性較小，它也較多的從加拿大的供應(yīng)商處進(jìn)貨。但CanadaCo也需要承受這些更高的運營成本吶。s a higher cost of doing business in Canada, perhaps USCo will have to charge higher prices than it does in the U.S. to cover its costs. Ａ：That39。,Ｑ：Is there any reason to think that the costs of doing business for USCo will be higher in the Canadian market? Ａ：Can you be more specific? Ｑ：I mean, for example, are labor or leasing costs higher in Canada than in the U. S.? Ａ：Canada does have significantly higher labor costs, and I39。,Ｑ：Does USCo carry products similar to USCo39。我想在為幾個關(guān)于USCo是否具有在加拿大市場成功的能力的問題。ve learned enough about USCo. I39。 Ｑ：我是覺得這些有助于我們預(yù)測它將會對收購的這300家商店做怎樣的安排。t think we need to go into that here. Ｑ：Well, I thought it might be relevant in terms of predicting what it will do with the 300 stores that it bought in Canada. Ａ：Let39。對于收購過來的有些商店，它只需要以低于競爭對手10%的價格出售商品，并貫上自己的品牌就可以了。s. Ｑ： USCo的規(guī)模為什么能這么大？ A：它最早是在鄉(xiāng)村地區(qū)開辦超市，之前這些地區(qū)只有一些小的零售點和家庭小賣部。 Ａ： 這是一部分原因。 Ｑ：So it seems that USCo has been so successful primarily because it has lower prices than its competitors. Ａ：That39。,Ｑ：So it probably has lower prices. Ａ：Right again. Its prices are on average about ten percent lower than those of the competition. amp。 USCo 的銷售額為50億美元，而其最大的競爭對手為10億。 它們的零售店平均有200000平米，而一般的只有100000平米大小。我想你對加拿大市場已經(jīng)獲得了足夠的了解，讓我們可以轉(zhuǎn)到美國市場吧。s move now to a discussion of the U.S. market. Ｑ：那我認(rèn)為CanadaCo 的零售店應(yīng)該管理得更好，因為每個店主都會擁有更強(qiáng)烈的利潤最大化的動機(jī)。,第十頁，共二十七頁。,Ｑ：Is CanadaCo better managed than the competition? Ａ：