Top French Firms in China2012 Awards

Template for Case Studies

2

Reminder on Calendar

Case studies need be finalized and emailed by July 23rd 2012

Apr May Jun Jul Aug Sep Oct Nov

17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48

Perform desk research

Identify key contacts

Set up and run ITW

Send finalized Case studies to OC&C Paris

Select Jury

Send case studies to Jury

Jury votes

Award night in Beijing

Activity

Inform winners to ensure key presence

End of November

Prepare event presentation with winners

Award night in ParisOctober 25th

Powerpoint file to be returned to fredericfessart@occstrategy.fr

3

Key contacts involved on Case Study and representing the firm for Awards

Company Position Location ITW datePhone

numberEmail Comments

Name 1

Name 2

Name 3

…

Examples:

CEO or COO China VP Asia

VP Strategy / Business Devlopment

4

INSERT YOUR LOGO

5

Overview of [Group XXX] global activities and focus on China

Global Activities Focus on China

Key Figures

Airline Company

– Passengers

– Cargo

– Aircraft maintenance

Activities

254 destinations 124 countries over all 5 continents

Locations

105

2

+17%

20152011

+10%

2001

Turnover (€Bn) Net Margin % Employees

5th Company in the World with x% MS in passengers 1st: Southwest lowcost company based in … 2nd: Delta Airlines; traditonal company based in… ..

Competition

Key Figures

Airline Company

– Passengers

Activities

Air China: sky team member/ JV/… Partnerships

10th Company in China with x% MS in passengers 1st: Air China, local company 2nd: … … ..First non local player with y% MS in passengers

Competition

HQ in Shanghai Offices in Beijing and Guangzhou …

Locations

BUs/ Product range / … BUs/ Product range / …

BUs/ Product range / …

Adapt to information availability/relevance

Adapt to information availability/relevance

Adapt to information availability/relevanceAdapt to information availability/relevance

105

2

20112001 2015

105

2

201520112001

105

2

2001

+17%+10%

20152011

Turnover (€Bn) Net Margin % Employees

105

2

20112001 2015

105

2

2011 20152001

Figures relevant to business activity (# stores, m tons, …) and relavant timeline

Figures relevant to business activity (# stores, m tons, …) and relavant timeline

Sources: XXXXX

6

[Group XXX] development in China has been based on …

Key Milestones Why China?

Early years, the export phase

– …

– … First steps in China

– …

– … Development in China became a priority

– …

– … Partnership with…providing step change

– …

– …

– … Our latest challenge

– …

– …

Strategy

Diversify regional footprint High growth market First mover advantage …

Twist toward concerned award category: growth, audacity or partnershipGoal is to tell the story Which strategy over time lead to what development

Top 3-5 reasons why the company decided to push its development in China

May 2011: JV with..

2010: Opening of HQ in Shanghai

2009: …

1990: First Paris-Shanghai flight

Sources: XXXXX

7

Key challenges successfully handled and reasons for success

Key Challenges

Protect technology/IP

– …

#1

How?

Avoid mis-marriage / divorce

– Detail/explanations

#2

Secure road to market

– Detail/explanations

#..

Success/ failure

Other…

– Detail/explanations

#..

Support with facts as much as possible (data…)

Route to marketIP

PartnershipManagement team / HR

Relationship with authoritiesMarketing / range adaptations

Localization (R&D, etc.)Industrial set-upLogistics set-up

Etc.

Sources: XXXXX

8

Key challenges unsuccessfully handled and reasons for failure

Key Challenges

Protect technology/IP

– …

#1

Why?

Avoid mis-marriage / divorce

– Detail/explanations

#2

Secure road to market

– Detail/explanations

#..

Success/ failure

Other…

– Detail/explanations

#..

Support with facts as much as possible (data…)

Route to marketIP

PartnershipManagement team / HR

Relationship with authoritiesMarketing / range adaptations

Localization (R&D, etc.)Industrial set-upLogistics set-up

Etc.

Sources: XXXXX

9

Lessons learned: DOs and DON’Ts and future strategy in China

DOs

Lesson #1: ……

– …….

– ……..

Lesson #2: …….

– …………

Lesson #3: …….

– ………….

DON’Ts

Lesson #4: ……

– …….

– ……..

Lesson #5: …….

– …………

Lesson #6: …….

– ………….

Mid-term strategy in China

Current/future challenges & next moves envisioned by 2015-2020

Route to marketIP

PartnershipManagement team / HR

Relationship with authoritiesMarketing / range adaptations

Localization (R&D, etc.)Industrial set-upLogistics set-up

Etc.

Route to marketIP

PartnershipManagement team / HR

Relationship with authoritiesMarketing / range adaptations

Localization (R&D, etc.)Industrial set-upLogistics set-up

Etc.

Sources: XXXXX