【正文】 market share Sales by customer segments Percent of units shipment (M), 20xx Others Dell IBM Founder Legend Acer Toshiba SEC China010821BJToshiba 的資料庫下載 VALUE CHAIN STRATEGY 1. Background information ? Location ? Registered capital ? Management team ? Equity structure ? Starting year ? Number of employees ? Era analysis 4. Value chain strategy 5. Organization and ownership 6. Financial performance ? Focus on – Marketing, advertising and promotion – Distribution (channel and sales force) ? Organization structure ? Ownership structure ? Sales ? Profit 2. Strategy 3. Product/market ? Mission ? Vision ? Corporate strategy ? Key product offerings ? Market position SEC China010821BJToshiba 的資料庫下載 Source: Literature Search, Konka web site, team analysis Ramp。 Sales Distribution AfterSales Services ? Toshiba Digital Media Network Company is responsible for Color TV Ramp。D Manufacturing Marketing and branding Sales and distribution Aftersales service ? Toshiba Ramp。 inventory – Ancillary hotline Toshiba Toshiba SH OEM Toshiba Toshiba SH Dealers Digital China Source: interview SEC China010821BJToshiba 的資料庫下載 TOSHIBA HAS POSITIONED CHINA AS A KEY Ramp。D centers are in the UK and the US respectively Source: Literature research ? Threelayer structure of Toshiba Ramp。D in China –Established Ramp。D center” in October 20xx which will be the third overseas Ramp。D center in 20xx – Ramp。 individualized demand for hardware configuration SEC China010821BJToshiba 的資料庫下載 UNDER STRONG COST PRESSURE, DIGITAL CHINA AND TOSHIBA ARE PUSHING TOWARDS MORE FLATTENED CHANNEL STRUCTURE Source: CCID, interview Channel Structure Channel Cost Percent of retail price Digital China Core distributors (~ 50) Direct Specialty shops (over 100) Industry distributors End users Second tier dealers (hundreds) Before 1997 19971998 199920xx Future expecta tion of manufacturers 10 10 810 58 ? Pay sufficient attention to fastgrowing customer segments, such as education and home, as well as major segments, such as government and business ? Expand into 2ndtier geographies and enhance channel Channel strategy SEC China010821BJToshiba 的資料庫下載 DIGITAL CHINA IS BUILDING UP AN ADVANCED NATIONWIDE DISTRIBUTION NETWORK TO FURTHER CUT DOWN COST Source: Literature research, interview Distribution Key initiative ? Build up a nationwide logistics system Total investment ? RMB 65 million Threetier structure ? 3 firsttier centers in Beijing, Shanghai and Guangzhou ? 7 secondtier centers ? Thirdtier ponents Detailed practice ? Providers deliver to three firsttier centers ? Inventory is distributed among all the three tiers with inventory cycle shortening from first tier to the third ? SCM management is through IT work SEC China010821BJToshiba 的資料庫下載 DESPITE CONTINUOUS IMPROVEMENT, TOSHIBA NOTEBOOK’S CUSTOMER SERVICE STILL LAGS BEHIND IN CERTAIN ASPECTS ? VIP certificate For Aclass customers, Toshiba notebook guarantee includes response within 10 hours, and repair finished within 20 hours, otherwise offering a backup notebook ? Onsite service Onsite service is offered in Beijing, Shanghai, and Guangzhou ? Dell and Acer offer 4hour response mitment ? Dell offers onsite service in major cities in China Customer service * Footnote Source: Source Major initiatives Competitor’s offerings urce: Literature research, interview SEC China010821BJToshiba 的資料庫下載 ORGANIZATION AND OWNERSHIP 1. Background information ? Location ? Registered capital ? Management team ? Equity structure ? Starting year ? Number of employees ? Era analysis 4. Value chain strategy 5. Organization and ownership 6. Financial performance ? Focus on – Marketing, advertising and promotion – Distribution (channel and sales force) ? Organization structure ? Ownership structure ? Sales ? Profit 2. Strategy 3. Product /market ? Mission ? Vision ? Corporate strategy ? Market position ? Key product offerings SEC China010821BJToshiba 的資料庫下載 Source: Lit search, team analysis TOSHIBA’S CORPORATE STRUCTURE Statutory Auditors Board of Directors President amp。 Services Company Semiconductor Company Display Devices amp。 Marine Insurance Co.,Ltd. % % % % % % % % % % SEC China010821BJToshiba 的資料庫下載 TOSHIBA HEADQUARTER HOLDS THE MAJORITY OF ITS NOTEBOOK MANUFACTURING JV IN CHINA Source: Literature research Ownership structure Toshiba Toshiba China Co., Ltd Shanghai Jinqiao Toshiba Computer (Shanghai) Co., Ltd 80% 10% 10% SEC China010821BJToshiba 的資料庫下載 FINANCIAL PERFORMANCE 1. Background information ? Location ? Registered capital ? Management team ? Equity structure ? Starting year ? Number of employees ? Era analysis 4. Value chain strategy 5. Organization and ownership 6. Financial performance ? Focus on – Marketing, advertising and promotion – Distribution (channel and sales force) ? Organization structure ? Ownership structure ? Sales ? Profit 2. Strategy 3. Product/market ? Mission ? Vision ? Corporate strategy ? Market position ? Key product offerings SEC China010821BJToshiba 的資料庫下載 TOSHIBA’S OVERSEAS SALES AND Ramp。D Expenditures (￥ billion) Source: Toshiba 20xx Annual Report, Lit search 1998 1999 20xx CAGR= % 1998 1999 20xx ￥ 2,040 ￥ 2,116 ￥ 2,235 2,000 1,500 1,000 500 0 ￥ 323 ￥ 317 ￥ 344 320 240 160 80 0 ％ ％ ％ R am