以和为贵：炬力矽玛特双方宣布全面和解要点.ppt

* 9 9 9 9 9 9 9 9 * 27 27 27 28 17 59 * 28 28 28 29 18 60 * 95 113 35 45 * 96 114 36 * 105 123 53 * * * * * * 战略投资理念－并购整合－汽车及零部件行业整合案例 产业结构升级 火花塞 刹车盘 汽车内饰 变速箱 / 车桥 重型车 汽车金融服务 整车 核心总成 一级配套 二级配套、其他 第四阶段 （2003－2005） 第三阶段 （2001－2002） 第二阶段 （1998－2000） 第一阶段 （1993－1997） 发动机 / 驾驶室 轿车 汽车金融服务 刹车盘 进入新业务 退出业务 活塞销 汽车空调 园林机械 园林机械 越野车 客车 丝网栏杆 丝网栏杆 1.25亿 15亿 39亿 200亿 销售收入 小型汽车零配件 大型汽车零配件和整车 汽车和服务、国际化 1997年底 德隆进入 Approach Identify Buyer Value Segments Market Research Visioning Conceptual Design Detailed Design Pilot Implementation (phased) Systems Development/ Enhancement Situation Assessment Hypothesis List Development Survey Collection Data Coding and Utility Calculation Instrument Design and Testing Field Administration Preparation Sample Quota Design and List Pull Data Analysis Understanding buyer values helps prove or disprove current hypotheses as well as generate strategy solutions. Organizational beliefs and strategy alternatives identified in the situation assessment are translated into hypotheses for testing. Hypothesis Development Situation Assessment Hypothesis List Development Survey Collection Data Coding and Utility Calculation Instrument Design and Testing Field Administration Preparation Sample Quota Design and List Pull Data Analysis Identifying Buyer Value-Based segments creates the foundation for creating the distribution channel strategy and design. Summary —Identify Buyer Value Segments Identify Buyer Value Segments What do consumers value? How can we segment consumers based on these values? Develop Conceptual Strategy Design Based on what consumers value, what is our strategic direction? Conceptually, what types of products do we want to offer? Conceptually, what channels do we want consumers to use? Develop Migration Strategy How do we communicate these changes to our key stakeholders? How do we prepare our consumers and employees for these changes? How do we actually get to where we want to be? Pilot P