波士顿咨询面试.pptxVIP

场景Your client is the largest discount retailer in Canada, with 500 stores spread throughout the country. Let‘s call it “CanadaCo.” For several years running, Canada Co has surpassed the second largest Canadian retailer (300 stores) in both relative market share and profitability.CanadaCo是加拿大最大的折扣零售集团，拥有遍及全国的500家连锁店。经过几年的运营，它在市场占有率及盈利方面都已远远超过了拥有300家连锁店的第二大零售公司。它是本公司的客户之一。The largest discount retailer in the United States, US Co, however, has just bought out Canada Cos competition and is planning to convert all 300 stores to USCo stores. The CEO of CanadaCo is quite perturbed by this turn of events, and asks you the following questions: Should I be worried? How should I react? How would you advise the CEO? US Co是美国最大的折扣零售集团。它收购了第二大的零售公司，准备将其拥有的300家店全部改造成US Co连锁店的形式。 CanadaCo集团的CEO对此深感忧虑，他向你这样问到：“我应该对事态的发展担忧吗？应该如何应对呢”你怎样向这位CEO提出你的建议呢？Ｑ（应聘者）：Well, before I can advise the CEO I need some more information about the situation. First of all, Im not sure I understand what a discount retailer is! Ａ（考官）：A discount retailer sells a large variety of consumer goods at discounted prices, generally carrying everything from housewares and appliances to clothing. Kmart, Woolworth, and Wal-Mart are prime examples in the U.S. Ｑ（应聘者）： 在我向他提出建议之前，我必须对情况作进一步的了解。首先，我不太明白什么是“折扣零售店”。Ａ（考官）： “折扣零售店” 以折扣价格销售各种各样的商品，包括家庭用具、服装等等，象美国的沃尔玛超市就是这样的例子。Ｑ：Oh, I see. Then I think it makes sense to structure the problem this way: First, lets understand the competition in the Canadian market and how CanadaCo has become the market leader. Then lets look at the U.S. to understand how USCo has achieved its position. At the end, we can merge the two discussions to understand whether USCos strength in the U.S. is transferable to the Canadian market. Ａ：That sounds fine. Lets start, then, with the Canadian discount retail market. What would you like to know?Q：我知道了。我认为问题接下来应该这样分析：首先，我们应了解加拿大市场的竞争情况，以及CanadaCo是如何成为这个市场的领先者的 ；其次，分析美国市场及USCo的情况；最后，我们将二者结合起来分析，看USCo在美国成功的经验及其优势是否能移植到加拿大市场来。A：对加拿大折扣零售市场，你希望了解一些什么情况呢？Q：A