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1、ENTRYFORPROFITTRANS COSMOSINC CHINAENTRYSTRATEGYPRESENTATION February8 2001 AGENDA ExecutiveSummaryCallCenterBusinessMarketOverviewCCCustomerSegmentationIn houseusersOutsourcersDemandCustomerEconomicsCompetitionRecommendationsSuccessbusinessmodelPartneringstrategyE CommerceMarketOverviewTCITianjinCu
2、rrentSituationAnalysisRecommendations AGENDA ExecutiveSummaryCallCenterBusinessMarketOverviewCCCustomerSegmentationIn houseusersOutsourcersDemandCustomerEconomicsCompetitionRecommendationsSuccessbusinessmodelPartneringstrategyE CommerceMarketOverviewTCITianjinCurrentSituationAnalysisRecommendations
3、CHINAISBECOMINGAHIGHLYDYNAMICCCMARKET China scallcentermarkettookoffsince1998withanannualgrowthrateover100 Non pagingmarketsizereached54 000seatsin2000HoweverpastgrowthwaslargelydrivenbydemandsfromadministrativedrivensectorOver60 ofthenewCCdemandcomesfromfourpillarindustries Banking PostServices Fix
4、ed lineTelecom andInsuranceDistinctivepurchasingbehavioridentifiedforthesepurchasesFuturegrowthwillbepropelledbyserviceorientedandoutsourcingsegmentsServiceorientedsegmentexpectedtobe50 oftotalCCmarketOutsourcingmarketwillgrowatleast50 ayearforthenextfewyearsHoweverlargevarianceexistsforoutsourcings
5、egmentgrowthOverall ChinaCCmarketisexpectedtoreachover130 000seatsin2004and340 000seatsin2010 CCOURSOURCERSAREEMERGINGBUTSTILLEXPLORING I Currently CCoutsourcingbusinessisbrandnewinChinaNomorethan30companiesprovidingmerelyabout3 200seatsinserviceOver70 80 supplyconcentratedin4majorcitiesFutureoutsou
6、rcingdevelopmentishighlydependentoncurrentplayer sperformanceandstrategiesPotentialcustomersconcernedaboutquality confidentiality informationprocessingability HR andpriceGrowthwillfluctuatewidelyaccordingtotheindustry sabilitytosatisfycustomerconcernsandrequirementsnowInshortterm competitionwillbemi
7、nimumduetohighlydifferentiatedpositionsandlargenumberofunexploitedpotentialoutsourcingcustomersInmediumterm pagingcompaniescanbepowerfulanddesperatecompetitorsinthelow endoutsourcingmarketThatmightdistorttheindustryprofitabilityandtriggerviciouscompetitionHoweverhigh endoutsourcingmarketmightbeintac
8、t Currently onlylow price standardservicevendorsareprofitableUtilization andtherefore long termcustomers isthekeyforprofitabilityHowever high pricedoutsourcingsolutionsnotwidelyacceptedbythemarketButinthelong run webelievehigh endserviceswillbevaluedbycustomersWeareencouragedbyrecentpositivenewsoncl
9、ients long termcommitmentstohigh endoutsourcersWithChina spendingWTOEntryandcontinuedeconomicgrowth webelieveit sthedirectionHigh endoutsourcerscanwinthegamebyaggressivelyestablishinglong termclientbase andtargetingvariousoutsourcingopportunitiesalongthevaluechainFivesuccessfulstrategiesidentifiedfo
10、rnewcustomerdevelopmentTelemarketingandvalue addedinformationservicemostlikelytobeoutsourced CCOURSOURCERSAREEMERGINGBUTSTILLEXPLORING II TCISHOULDPARTNERWITHRIGHTLOCALCCOUTSOURCERS ApartneringstrategyisessentialforTCItocapturethegreatopportunitiesinChinaTCIlacksabunchoflocalcapabilities whiletimeis
11、contingentTCIshouldtargetbothmoneymaking andmoneylosingtechadvancedoutsourcersduringnegotiationprocess basedontwoplausiblepartnershipstrategiesMoneymakingones shareprofitsandleveragelocalstrengthMoneylosingones controlandnegotiateforabargaindealConsideringthelimitednumberofcandidatesinChinaandTCI st
12、ightschedule abroadersearchcanstrengthenTCI snegotiationpositionFivepromisingoutsourcersidentifiedduringtheinterviewprocessMoneymakingones ChinaMotion 800Teleservices andCompaq StarMoneylosingones TCY ITSShanghai EC ONLYSOFTWAREFIRMSANDSIsWORTHPURSUING Althoughunderbooming ChinaE Commercemarketareex
13、periencingbottlenecksOnlinepopulationandrevenuesgrew10timesinthepast3yearsHowever macro environmentandinfrastructureareproblematic andonlyfewICP ISPsaremakingmoneyICP ISPandtechnologycompanies asasector arenotworthTCI spursuitICP MarketisdownwhilemostChinaICPsarestillattheirearlystagedevelopmentISP
14、Highlyfragmentedandregulated whichsuffocatebothforeignparticipationandprofitabilityTechcompanies SuperioronescanhardlysurviveinChinaHowever severaltopventuresintheabovesectorsarequiteinteresting whichareidentifiedandillustratedindetailforTCI sfurtherinterestICP S A DISP 263Net Eastnet TCI TJ RSTRUCT
15、URINGANDBUILDINGSTRATEGICALLIANCES TCI TJexperienceddifficultiesduetobothpromotionandmanagementissuesThoughimproving thefirmisintrinsicallyuncompetitiveinChinamarketItshouldrestructureforbetterperformance RedefinecorporatemissionsandstrategiesRestructureprojectarrangement reporting measurementandinc
16、entivesystemsRefocusitssalesonJapanesecompaniesinChinaandinJapan andfindstrategicallianceforTCI sChinaexpansionTCIshouldonlypartnerwithprestigiouslocalsoftwarecompanyorsystemintegratorsWisewayscreenedallthepotentialcandidateslistsandfunneleddown5mostpromisingcompaniesforTCI sfurthercontactLongshine GlobaleForce eBIS ModernComputer HuatengSoftware AGENDA ExecutiveSummaryCallCenterBusinessMarketOverviewCCCustomerSegmentationIn houseusersOutsourcersDemandCustomerEconomicsCompetitionRecommendationsS
