• Location
• Number of
• Management employees
team
• Era analysis
• Starting year
4. Value chain strategy
• Focus on
– Marketing, advertising and promotion
– Distribution (channel and sales force)
5. Organization and ownership
• Organization structure • Ownership structure
SEC China010821BJ-IBM
3. Product/market
• Key product offerings • Key customers • Pricing
Starting year
Beijing Zhou Weikun
• 1984 (representative office) • 1992 (IBM China Co. Ltd.)
Number of employees
Key milestones
Over 3000
• Set up IBM Customer Association in 1984 • Opened Beijing, Shanghai, Shenzhen, Chengdu, Guangzhou,
• Starting year
4. Value chain strategy
• Focus on
– Marketing, advertising and promotion
– Distribution (chanБайду номын сангаасel and sales force)
2. Strategy
• Mission • Vision • Corporate strategy • Market position
6. Financial performance
• Sales • Profit
1
BACKGROUND INFORMATION
1. Background information
• Location
• Number of
• Management employees
team
• Era analysis
OVERVIEW OF COMPETITOR ANALYSIS FRAMEWORK
1. Background information
• Location
• Number of
• Management employees
team
• Era analysis
• Starting year
4. Value chain strategy
SEC China010821BJ-IBM
CONFIDENTIAL
PC Competitor Analysis: IBM
SAMSUNG ELECTRONICS CHINA (SEC China)
Aug, 2001
This report is solely for the use of client personnel. No part of it may be circulated, quoted, or reproduced for distribution outside the client organization without prior written approval from McKinsey & Company. This material was used by McKinsey & Company during an oral presentation; it is not a complete record of the discussion.
2. Strategy
• Mission • Vision • Corporate strategy • Market position
5. Organization and ownership
• Organization structure • Ownership structure
SEC China010821BJ-IBM
Nanjing, Xian, Chongqing offices
• Established customer service network covering dozens of
China major cities
• Set up China purchasing center* in Shenzhen
3. Product/market
• Key product offerings • Key customers • Pricing
6. Financial performance
• Sales • Profit
2
IBM HAS GRADUALLY EXPANDED ITS PRESENCE IN CHINA
Background information
SEC China010821BJ-IBM
Location
Managing director
Focus on
• Marketing,
advertising and promotion
• Distribution (channel
and sales force)
2. Strategy
• Mission • Vision • Corporate strategy • Market position
5. Organization and ownership
• Organization structure • Ownership structure
SEC China010821BJ-IBM
3. Product/market
• Key product offerings • Key customers • Pricing
* IBM’s purchase in china has increased from 30M USD in 1993 to 1B USD in 1998
Source: Literature research
3
BACKGROUND INFORMATION
1. Background information