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CONFIDENTIALDevelopingaWinningStrategyfortheMicrowaveOvenBusinessinChinaLGElectronicsTianjinAppliancesCo.,LtdFinalprogressreviewApril9,2001Thisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey&Company.ThismaterialwasusedbyMcKinsey&Companyduringanoralpresentation;itisnotacompleterecordofthediscussion.010326SH_120703_085v5iTHEJOINTLG/McKINSEYTEAMHASCOMPLETEDTHEPROJECTWITHIN5WEEKSModulesKeyactivitiesMarketDemand/ForecastForecastpotentialmarketbysegmentthroughrefiningmarketsegmentation,understandingkeygrowthdrivers,andmodelingmarketgrowthLGEperformanceassessmentConductinternaldatacollectionwithinLGEDevelopsoundunderstandingofvaluepropositionbasedonavailablemarketresearchincludingbrandingandconsumersurveyStrategicdevelopmentopportunitiesAnalyzedifferentproductmixoptionsGatherinformationonbrandingandmarketingConductchanneldiagnosisAnalyzevaluechaincostsCompetitorDevelopcompetitiveassessmentformicrowaveovencompetitorsConductinterviewswithdistributors,retailers,governmentagencies,competitorstocollectcompetitorinformationConsumerConductconsumersurveyviaexternalresearchhousein6specifiedcitiesand1ruralareatounderstandconsumerpurchasingbehaviorEndproductsMarketdemandforecastbyareasandproducttypeCurrentorganization’sstrengthsandweaknessesCurrentprocessesandincentivesystemsstrengthsandweaknessesLGEaspirationsforfuturegrowthHighlevelrecommendationonproductmixBrandpositioningstatusandrecommendationsChannelmixdiagnosisandhighlevelchannelprioritizationDetailedbreakdowncomparisononcosts,COGSinparticularAnalysisonoverallcompetitiveenvironmentDetailedinformationoncompetitorperformanceincludingsales,branding,pricing,channelmixandincentivesKeycompetitors’COGSanalysisStrengthsandweaknessesofeachcompetitorgroupandtheimplicationsDetailedanalysisonconsumerpurchasingpattern1010326SH_120703_085v5iTODAY'sDISCUSSIONTheMicrowaveovenmarketinChinawillcontinueitsstronggrowthandshouldreach7.5millionunitsin2003.PrimaryregionswillbeCentralChina,followedbySouthandSouthwestChina.Otherregionsshoulddevelopasincomegrows.Computergrillandmechanicalgrillshouldfurtherincreasetheirshareaspricesdecline.

Fourcustomersegmentsarefoundfrommarketresearch:Premiumbuyers,basicbrandbuyers,rationaltechnophile,andgenericbuyers.Allsegments,exceptpremiumbuyers,arehighlyprice-sensitive,thusskewingmarketdemandtowardslow-endproducts.Atthesametime,reliableperformance,easeofuse,andgoodafter-serviceareimportantacrosssegments.ThecompetitioninChinaisalreadyintenseandwillcontinuetoincrease,asGalanzandMideahavehugeambitionsinthemarket.Inaddition,thesevereovercapacity(about45%)willcontinuetoforcepricesdownwardsthusthreateningprofitabilityforallbutthelowestcostplayers.LGhasbuiltasuccessfulplatformforgrowth,becoming#2inChina,althoughfarbehindGalanz,byfocusingonpremiumproductsandintheBeijingarea.Facedwiththeissueoffurthergrowthandimprovingprofitability,LGnowneedstochoosebetweenahighgrowthstrategy,withtheobjectiveofbecomingtheleadingplayerandtoreachbreakevenin2005,ortoremainapremiumnicheplayerfortheforeseeablefuture.Toachievetheaspirationofbecomingaprofitable#1PlayerinChina,LGneedstolaunch5strategicinitiatives:(1)launchathreestepregionalexpansion,firstfromBeijingtoWuhan,(2)introduceentryproductstocoverallpricepointswhilecontinuingtointroducehighendproductstocreatemargins,(3)improvechannelcoveragebyincreasingthedistributornetworkandthesalesforceresources,(4)increasesignificantlyadvertisingspendingwhileoptimizingmediamix,(5)reduceaggressivelycostbyleveragingeconomiesofscale.2010326SH_120703_085v5iT政O例D褲A爸Y迅'午s嶼D昂I屈S菌C絞U脈S袍S近I兇O們NT擠h獻e綠M慰i瞞c壁r疤o彈w物a頂v滅e糠o攜v窮e附n丙m掙a董r跡k息e瓣t笨i厭n裝C紛h塵i躁n爬a幸w膛i索l弄l賽c棉o泉n淘t盟i役n忽u演e蘇i仔t尾s剪s列t疏r岸o奪n及g企g冬r張o宮w罵t駁h猜a餡n精d家s筑h霞o劣u紹l卷d癢r碰e欠a左c暫h壘7陣.充5昏m挨i店l譽l襯i周o菜n砌u蔥n禁i稈t伏s碌i沃n諸2厘0界0插3己.熄P罷r熱i醉m付a悟r煤y個r鄰e跌g宏i奇o榮n顛s榴w嘉i躺l生l淺b武e奇c噸e奸n岡t場r擱a凍l洞C甚h級i索n顧a開,客f何o挽l稀l徒o雞w困e瘡d金b孤y案S怎o疫u慕t污h橫a僑n雪d的S布o柿u展t萍h油w穿e善s現t受C垂h給i正n址a梳.垃O縫t犁h礦e市r刺r敬e優g暑i篇o懲n染s語s峰h攤o仔u惡l東d俊d拒e聞v絕e鑒l珠o傘p龜a賞s蹦i樓n朱c儲o鳴m茶e敞g陽r千o嘗w氧s飯.巖C致o摔m宰p躍u鑒t鑒e魔r芽g查r窮i棍l鐘l絞a土n壯d緒m毛e則c各h善a誤n逼i啟c旁a嚇l磚g叫r懼i瀉l編l俯s薪h遺o劣u笑l鉆d滿f似u菊r譯t角h振e洲r捐i牧n林c晶r巷e倘a幫s懂e者t型h指e篩i鋒r健s王h泰a波r廈e員a箏s賊p懇r等i培c隸e朋s撈d獻e睡c柳l照i綁n邀e財.F拳o朗u隆r繼c膀u岔s昏t嘩o揭m佛e什r綿s敞e悔g別m荒e蔥n癥t士s務a術r吃e嬸f五o第u丈n牲d姨f爬r偽o裂m消m災a妖r翁k鐵e伙t奇r鼓e磁s態e刃a兼r熟c恩h顏:濱P掉r作e緩m喊i貝u薪m擴b雀u信y灘e廊r稿s籮,惹b溫a匯s鈴i冒c朋b眨r拜a互n旁d完b型u棋y叮e密r方s儉,賞r居a悼t立i鋤o識n煉a購l謎t描e肌c哨h過n匙o始p受h籮i早l狹e聚,什a科n扮d便g學e酒n筍e絡r帖i財c腥b稈u濤y工e民r武s拒.饞A額l舉l逝s曠e敏g眼m陸e毀n濱t漫s蒸,訂e鼓x歉c噸e軌p咸t張p巡壽r禿e培m乒i理u摩m大b須u雁y喝e槽r機s顧,圣a危r閃e名h額i刺g暑h斯l狠y迅p逆r情i難c爽e純-廢s霉e地n蝕s宮i銳t記i影v塵e策,墓t鈴h時u走s暮s泉k竭e期w妻i婆n鍵g密m綠a系r喇k諸e送t營d書e任m油a丈n含d檢t議o溫w驗a項r樣d棍s巾l攻o靠w咐-出e湊n嬌d絞p頓r萍o原d醒u范c槽t孟s部.許A絮t笛t跳h弟e學s新a燃m泡e搖t棗i祖m禮e田,舒r保e許l給i斷a調b賞l沾e行p正e出r箭f包o刮r匪m經a屑n攏c刪e牽,羞e闊a偏s累e泉o套f拍u雕s蕉e我,飽a久n查d餅g輸o印o森d揭a技f謊t絮e椒r推-酒s搭e擁r抹v逆i寶c蹄e州a五r迎e涼i毒m鐮p期o嘩r予t剛a叔n筒t柄a墻c陵r蘭o食s格s保s啞e遞g溜m訓e亮n筍t蓬s吊.T夠h采e泄c盼o品m伏p同e給t晶i歇t零i油o籠n的i燦n斜C簡h撿i仇n臘a內i恩s庭a塞l拒r凡e復a注d飾y嶼i物n限t降e壞n雅s磚e娘a繪n羊d秀w穿i乘l丹l舉c館o凡n蹤蝶t武i阿n質u敵e斜t帝o原i更n朽c槐r信e低a削s宰e章,創a燭s胖G墊a燃l逃a橋n艇z丹a撥n京d棚M閑i承d姥e膨a多h觀a六v問e禮h已u渾g部e慎a湖m籃b扇i緊t沖i遲o圈n套s鑄i挺n鄭t瓦h沉e友m榮a夠r罵k擇e汪t范.康I紛n智a捐d愁d撥i以t詢i哈o腦n喬,邊t概h覺e帆s炮e遭v劫e暖r區e域o盡v貴e澡r竹c趣a愁p多a曉c榮i航t據y帳(紐奉a傘b養o合u乎t圈4絮5時%補)出w壯i沈l沒l合c梁o置n蜻t智i每n故u但e遞t宮o渣f蠻o建r漂c趙e籌p焦r牙i口c皆e蒙s娃d供o艙w羅n然w怨a不r棕d服s叫t際h夢u感s蔥t邪h啟r能e競a委t兩e警n窄i頌n勒g臥p弱r擱o泡f國i畏t號a創b懲i妹l稱i征t私y駱f避o淹r始a眨l身l柳b洞u匠t姥t件h阻e逐l吐o服w席e極s碰t腰c清o瘦s云t遷p旋l傾a織y截e丈r而s鄙.L嘩G你h音a織s鑼b撓u抵i漢l狡t記a怒s禽u扁c謝c辭e扁s創s羞f告u所l貞p引l蓄a移t萍f迷o星r角m盤f掠o既r送g柔r辭o刪w嗎t際h橡,屬b筋e再c宣o臨m停i混n零g司#嬸2妨i半n睛C鉆h傷i釘n尤a孤,鄭a鋪l族t易h膝o鳳u金g脾h結f屯a坐r寬b捆e竟h呆i搶n跌d掛G吼a曉l逗a此n額z禽,衫b甜y熟f健o筐c賽u制s妨i搞n隔g深o倆n攻p矩r緩e葉m份i旅u伙m移p啊r巷o宇d栽u鵲c浪t銹s得a下n參d灣i低n灣t摔h漫e財B叫e蛋i么j倚i諸n稿g喉a鴿r糠e淡a才.縱F根a旨c城e凳d邀w禿i坊t糊h首t刻h維e優i匠s旁s陸u艱e廣o鑰f寬f改u陡r曬t蹲h炊e逢r襖g勾r競o粉w砌t恥h加a涂n儉d死i普m贏p腰r判o真v械i薯n鴿g掠p瓣r搏o峽f無i悅t佩a鏟b待i丘l輛i隱t穗y劉,氣L玩G紹n約o恥w抵n打e街e澇d律s衰t勝o眨c撓h老o紀o葉s賄e蓮b鄙e駁t油w葬e雙e巨n壁a刪h惜i北g五h橡g著r帆o涂w槽t恭h緞s往t母r煙a宴t概e態g虎y嫂,餅w守i腐t逐h尿t勺h冊e妄o圣b碗j膠e染c侄t壯i較v勻e表o漁f爹b眉e新c鳴o牌m卸i突n味g雪t矩h貌e址l指e末a始d找i獎n最g枕p伍l欺a衛y搞e結r貝a棉n擁d從t蟻o級r聞e鴨a頃c扣h第b跑r醉e偉a佳k按e勾v凳e紗n賄i別n滔2陜0栽0必5仰,悅o跌r圈t伐o潮r敵e械m槍a招i少n合a保p跨r促e糊m蘋i礙u攔m轟n頌i何c岸h妹e腰p讓l尊a躍y別e綱r而f巖o宿r熄t揀h語e銜f舅o宅r則e禮s寫e倚e童a枕b序l姨e古f智u病t愿u內r立e塊.T繪o獸a籃c瘡h術i童e份v麗e缸t紐奉h愚e糞a廈s卵p箏i觀r蠢a擠t站i腥o休n瓣o您f敲b誼e天c訪o詢m己i舉n療g歲a伙p鼓r介o匪f順i問t西a稅b昂l末e霜#脹1因P代l酬a貞y多e骨r島i聚n寺C親h腥i珠n專a從,隔L勿G座n斷e抖e撤d岡s悉t諒o豪l桿a吹u瞇n牌c抹h痛5染s用t久r析a棕t真e傳g方i足c爛i谷n敗i屯t站i僵a螞t祖i蕩v林e由s莊:笑(窩1氣)尚l居a該u敲n璃c蠅h落a柄t曉h宋r霜e喊e賀s據t但e谷p觸r桃e順g菌i排o剝n梢a友l懂e懼x晨p釘a罰n束s消i遭o崗n薄,激f圖i自r扭s劣t拆f情r剩o綢m蓋B浪e全i嗽j攤i導n去g宅t原o吉W網u昌h掩a彩n備,僵(價2抖)煉i劈燕n制t脊r去o誘d橋u眼c觸e寧e懇n拾t冰r蜜y督p殿r瞞o版d帽u蠻c強t辦s話t乏o書c遺o立v值e張r疼a搜l作l燃p立r護i慨c刻e漢p配o倘i畫n先t張s僵w跡h回i嫩l扶e峽c握o插n鄉豐t傷i茄n僑u省i姥n拍g熱t谷o揮i顏n法t禿r茄o怖d磚u占c偏e切h脈i魂g森h江e拜n械d彈p標r炸o嘉d搞u腥c頁t迷s碎t寇o主c煙r彩e驚a溝t葉e首m拘a負r版g婆i乏n貍s寫,據(碰3鑰)故i谷m酷p辰r嘴o遍v捧e崇c饑h暫a朗n沸n架e渣l遣c服o蓮v環e程r叔a慰g渠e組b幸y研i之n絲式c撒r崇e番a承s劫i贏n法g堵t伶h播e度d芒i銷s公t片r守i沉b楚u摧t借o恰r零n悄e方t悲w暗o瘋r亮k略a渡n轎d握t黎h彩e麻s虧a狀l乖e城s隸f肉o遷r俱c城e刊r宇e口s陳o膀u勇r當c厚e退s郊,恭(歸4斗)插i腦n非c嘗r鼠e薄a弦s味e獸s后i電g環n片i撇f酸i承c秒a鴉n肺t吼l抗y糠a圓d雹v抓e樣r朱t械i百s芬i珠n嶼g漲s趣p劍e章n仔d蔬i皂n羊g收w四h拍i扎l賺e糠o腰p瓶t扭i什m丑i膊z盡i饞n濕g朝m太e螞d利i陸a奧m象i扭x亭,鴨(裹5浸)令r淚e燈d茅u室c級e纖a訂g匠g誼r桂e騾s芬s夢i盆v哄e叢l傘y槳c醉o善s皮t盒b唯y租l梯e黎v羅e戰r想a帽g承i蹦n杯g景e堅c仁o啦n亭o腳m翼i援e雪s遼o指f活s友c鉆a青l兵e西.30惠1險0堪3崇2拔6耽S結H明_盾1盆2杠0宣7仙0南3驚_未0瞇8窩5速v宅5巧iT宰H撿E袖M潑W幫O逼M鎮A稿R斜K辜E女T勁I錘N敏C悅H俱I老N胃A撫H幣A幻玉S批G僻R畜O爹W幫N拒T派O溝4逐.嶺4換M嗓I希L防L幸I厲O薯N斃S求E恨T扔S1淡9梨9風7宇-斃2漲0邊0飾0朋C哥h稿i妻n嫌a至M賓W乘O戲r方e辮t懶a加i逮l消s落a魄l儀e支s鼠v說o傻l贏u羨m瓦eT連h越o諒u顧s脈a革n閑d泉s建e丘t租s1援9豈9陣71恨9突9蔥81裳9夢9仆92病0狹0虜0C蛛A督G吳R葬=耐3酬2帖%s射o劈燕u昏r殖c灘e狂:襯L稱i鍵g標h升t守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