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OTC Strategy for a Leading Local Player
The client is one of the largest domestic over-the-counter (OTC) players in China. It has several OTC subsidiaries, each of which has been very successful using a different business model. BCG was brought in to perform category analysis, as well as sales and marketing capabilities assessments for all the subsidiaries. This work was to form the basis for a uniform new OTC strategy that would be used across the organization.
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Value Chain Reorganization for Local Company in the Steel Sector
The client is an international trading firm—a subsidiary of a major steel company in China. Its goal was to achieve leadership positions in each of its market segments in order to increase its contribution to overall profitability and return on assets to the parent company, and, ultimately, build itself into an important entity within the organization. It planned to do this through a business reorganization and the streamlining of its trading portfolio.
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Improve International Services for a Large Mobile Phone Operator
A large mobile phone operator in China was having difficulty growing its international roaming, direct dial, and data services. Revenues from these international services were only three percent of overall revenue, and international benchmarking indicated that for best practice players in Europe the figure was greater than ten percent. BCG was asked to help this client grow its revenues to mirror those of the European companies.
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An Apparel and Footwear Client Strives for Breakthrough Growth
A global apparel and footwear company had experienced healthy growth in recent years and was pursuing very aggressive growth targets for the future. Yet its visibility in the marketplace and among customers and competitors was low. Achieving explosive growth in China would require a fundamentally different business model going forward. The company sought assistance from BCG to validate its targets and develop a clear road map to achieve its goals.
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Strategic Turnaround for Multinational Durables Manufacturer
A multinational durables company held a small, low-end market position in China and was unable to secure the global investment needed to shift into the premium segment where it traditionally enjoyed success. Headquarters’ limited trust in local management led to a reinforcing cycle of underinvestment and low expectations. BCG was brought in to help reset the strategy and assist the company’s China team in moving towards a position of market leadership.
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Sales and Distribution Strategy for a Medical Device Multinational
The client is a leading medical device multinational with a number of business units in China. Each business unit produced and marketed different products and had its own sales team and distribution network; but they all shared the same general management team. Sales and distribution issues needed attention: coverage was limited to large hospitals and top tier cities; because each business unit had its own sales force, few synergies were realized. The client wanted to improve the overall effectiveness of its sales force and create additional growth.
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