271四大之石化巨头财务控制咨询方案.ppt

Cleaning Supplies Household Products Chemical Additives Fertilizers Specialty Plastics 产品 市场 零售 工业 商业 政府 直销 Major Market Minor Market No current market 举例(续)：按销售渠道进一步细化市场零售事业部 Link to Strategy 利润表: 销售 利润 管理费用 利息 折旧 税务 资产负债表: 应收帐款 存货 固定资产 应付帐款 负债 可获取 可获取 按人力分配 按负债额分配 预定年限 Division rate 按产品 可获取 特殊区分 按销售成本 按负债/权益 会计科目表 预计流程 而进一步将资产分配到各市场单位可深入分析投资回报率 Link to Strategy 10 20 30 40 50 60 70 80 90 100 -10 -5 0 5 10 15 20 25 30 商业 直销 零售 工业 政府 CFROI % % Gross Investment WACC Consolidated CFROI 渠道获利率分析揭示了渠道的强弱 Link to Strategy Sample Stores CFROI Site Keep ? Keep Fix Close Strong Weak Weak Strong Stores were grouped for next steps Cost of Capital 6.0% Cons. CFROI 17.0% -5 0 5 10 15 20 25 30 Management 而零售渠道的进一步细分可揭示各零售点的强弱 Link to Strategy Price/ Order Order Size 0 1 2 3 4 5 6 0 10 20 30 40 50 60 70 80 90 100 Problem orders 而工业渠道注重于挖掘扩展能使之盈利的顾客 Link to Strategy Commercial Direct Sales Retail Industrial Government Customer Group Good business, but limited growth Generally ignored, profitable but unexciting Well managed Value mature Thought to be profitable Good relationships with customers Problem area Necessary evil Prior View 10% increase in growth doubles value “Hidden jewel” - re-addressed marketing strategy Results below peers in region Throughput identified as key value driver Site acquisition model re-done Asset intensity the key Focus on raising CFROI Significant problem area Post VBM View Maintain Aggressive growth plans Site improvement program New store format Evaluate accounts individually Focus on valuable customers Focus on improving CFROI Expand into other products Possible exit Next Steps 分析的结果引起显著的战略变化 Link to Strategy Corporate Office Internal “Capital Market” BU 1 BU 2 BU 3 Project Life Outlay Project Life Outlay Cash Flow Cash Flow Project Project Internal View Investors External “Capital Market” Stock 1 Stock 2 Stock 3 External View Accounting Data Share Price Income Statement Balance Sheet EPS, ROE, R