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1、,23 1999, ; ;,51 a 1998 1 ( ) 3 51 $3M a 5%,( ) ( ),51 a , a , , 1998 a , 51, 1999 , 500,000 5,000 50,000 ( : , ) 51 a : (, ) 51 a,5,Z5112,: 51,: $0.5M 0.83%,:,:,:,X,X,s ( 4% 1998 16.5% 2002) , B2C ($265M 1999) , ( ),51 #1 #2 (0.7 ), (5.5 ) (0.3 ), 10, 1999 1999 (Q1-3 , Q4 ) : ; 51,( . ),:$1,141M$14
2、6M$150M :$16M$7M$14M,10,Z5112, , 49% , , , 49% , a () 51,51 .,精品资料网（） 专业提供企管培训资料,11,Z5112,$36M,$57M,51 2000 : $4.25M $4.1M $4.1M 51 *: 13.4x 9.5x 8.5x 51 :38x16x11x,: 51 ; : 51 51,: 8.3% : 7.7%,: 5.3% : 5.0%,$3M,: 7.5% : 6.9%,* 2000,$40M,51s , .,12,Z5112,:,$60M,2002,$7.85M $4.82M 51 4x 20 x 51,3,2.2
3、x,29%,$130M,.,13,Z5112,51,14,Z5112,(1998-2002F),$1B 2002.,: ; ; ; ;,15,Z5112,:,: ; ; ; ;, .,:,(1998):,:,$85M,a,$16M,( ),$5M,* 1998,:,$20-200 ( $100 ),$1,000,$25-$75,*:,75%,85%,98%,16,Z5112,* 10 1999,a .,:,:,#1,100,000 2,520,#1 $75$100K #3,175,000 1,104,#5,100,000 870,1999,85% $4,800 88%,98% $4,800 2
4、45%,75% $13,908 182%,(1999):,: ( *),71x,21x,11x,:,;,1999,: ; ;,17,Z5112,:,:,:,a .,:,:,精品资料网（） 专业提供企管培训资料,18,Z5112,:,:,:,(),.,19,Z5112,51,20,Z5112,: ; ; ; ;,(%),($ M),(%),($ M),(1998-2002E),(1998-2002E),79%,104%,(, ),(1998-2002F),$25M 2002, a . , a 20% 51,21,Z5112,:,51s s .,22,Z5112,:,3 .,.,51,( ) (
5、) ( ),48,58,68,263,23,Z5112,(1999),: 51,51 #1 #2 , .,精品资料网（） 专业提供企管培训资料,24,Z5112,:,*,4518,1313 , 34067,.,2830,4522,59687,228,6807,41 , 263,12 , ,263,* 20 1999,25,Z5112,51 ,51,:,:,:,: ; 9,906 : 1999 52549 ;,(9,906),26,Z5112,51,51,51,:,.,27,Z5112,:,:,(a ),.,263,1998,1997,1998,1997,2.8,2,450 K,51,1,2,3
6、,5, , , ,28,Z5112,51,29,Z5112,51s . ( a ).,51 ( ),( ),( ),: 51 ; ;,51,. :3,4515,7226,9062,520870 ($):1,2171,643$1,853$4,802$13,908 (%):63%72%72%97%85%74%84%76% (%):-4%22%14%-238%-63%-1,748%-386%-172% :0.450.350.411.080.889.643.351.82,74%,316%,737%,($0.2M),$2.0M,$1.8M,($0.6M),($1.5M),($13.2M),($2.5M)
7、,($7.4M),($12.0M),精品资料网（） 专业提供企管培训资料,30,Z5112,51,:,21% 38% 27% 3% ( ) 6% ( ) 5%,51,#,#,#,1,034 (0),80% (0),6 (0),70K (15%),300K (63%),200K (79%),103K (0),5% (158%),1K (0),(),150K 154.75,2,50,20%,38%,61%,1%,99%,1,600 (2%),80% (8.5%),16 (9%),55K (11%),300K (114%),200K (79%),231K (0),5% (158%),1K (0),1
8、,600 (89%),80% (87%),16 (89%),50K (71%),200K (227%),150K (486%),126K (0),3% ( 0),1K (0),2002 ( 00-02),X,X,X,51,31,Z5112,51,51,68%,32%,33%,49%,18%,45%,55%,48%,67%,10%,5%,5%,13%,46% 51s,51,43%,9%,32,Z5112,Financial Targets: Bain Adjustments, Financials,Adjustments,Impact on Business Plan Forecast,Cust
9、omer Penetration*:,200020012002 Beijing0.75% 0.375%3% 1.5%5% 2.5% Shanghai0.75% 0.375%3% 1.5%5% 2.5% Guangzhou/0 00.75% 0.375%3% 1.5%Shenzhen, Sales Forecast (US$M),200020012002 Business Plan0.82.84.8 Bain Estimate0.62.23.6 Implied MarketValue/Sales Multiple37.8X10.1X6.1X Implied Multiple48.7X13.3X8.1X(Bain),*Customer penetration defined as number of revenue customers divided by total number of enterprises,33,Z5112OSF,
