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MIT Sloan India Lab: Google India Team Update
§ Team Members: § Aman Advani § Jane Chipman § Matthew Plitch § Danielle Sewell
§ Contact: [email protected] with information
§ Does anyone have any experience in mobile payments?
§ Did anyone work for Google previously?
§ Has anyone lived in India in the past 2 years?
§ Conducted initial landscape assessment
§ Started to form key insights and major areas of opportunity
§ Next steps: refine opportunities, review with project mgmt.
Our Project Status
Key Challenges
Our team is working with Google’s India practice to identify key opportunities for Google in particular markets: § Person-to-person payments § Mobile payments § Meal and gift vouchers § Point-of-sale systems
Scope
Origin Team: Eliseo Haro (Sloan), Adam Borelli (Sloan), Gilbert (Fudan) , and Amir Taghaboni (Fudan)
State of Company: $30M (projected) 2012, doubling, and going public Problems: Growth outpacing organizaIonal structure and need new governance model Key Challenges: • To what level should origins track KPIs? • Best management and control system for a company of its size and for one growing rapidly • How are decisions made at organizaIon? • IdenIfy exemplar Chinese companies in terms of structure and governance
ShannXi: • One of the largest manufacturers of Class 8 (heavy) Trucks in China • $20B in revenue for 2010, but profit margins are tightening • Beginning to switch to a focus on services & aftermarket Our goal: To recommend which service segments ShaanXi should pursue based upon the successes in the US trucking services industry and a roadmap for implementation Information that we are seeking: • Best practices for comparative analysis of segments and roadmaps • Contacts in the trucking services industry, especially at PACCAR (and in the Financial Services division.)
ShaanXi Automobile Group Co.
Agnes Chu, Hanna Adeyema, Poco Yang & Nick Wang
Tsinghua Business Review (Beijing)
Company descripBon
Project objecBve
Request for informaBon
Team contacts
• Business journal modeled after Harvard Business Review
• Audience: Managers and business leaders in China
• Challenge: Subscriber and advertiser growth
• Limiting factor: Chinese-audience only and content limited by government
• Publishing contacts (specifically magazines or online)
• Harvard Business Review contacts
• Contacts at Businessweek, Forbes, Fortune, etc
• Evaluate business model and recommend growth strategies for subscribers and advertisers
• Position company to leverage online publishing and advertising
• Michael Shafrir • Laila Zemrani)
¨ ObjecIves: To generate a generic, replicable model capable of evaluaIng logisIc costs in a variety of industries. IniIally focusing on apparel industry.
ManhaUan Associates The Supply Chain People
Looking For: 1) Individuals familiar with logisIc/supply chain industry 2) Individuals having knowledge of US/Chinese Apparel Industry 3) Contacts in US/Chinese Apparel Industry
Team Contacts: Ben Younkman ([email protected]) Akhil Garg ([email protected]) Bruce Hu ([email protected]) Jessie Gu ([email protected])
6
Project Overview – “Free Gene Inspection” Kunming, China; 2 Chinese Executive MBAs + 2 Sloan MBAs 2013
Team project objectives
• It focuses on developing software applications for smartphone
• It started to invest in the combination of genetic engineering and information technology
• It is working on a project to provide free gene inspection
• Revenues will come from specialized test and advertising
• Long term project (2011-2016)
• Analyze strengths and weaknesses of business model
• Define strategy to get the gene
inspection technology
• Formulate strategies to get cooperation from American scientists to develop products
• Analyze if it necessary to get a third party endorsement
• Examine pro and cons of potential distribution channels
Company and project overview
Click to edit Master title style
7 © 2012 MIT Sloan School of Management
SH LOTUS SVC n BACKGROUND (Chia Tai/CP’s Group’s business):
• Global company; 20 countries; 400+ subsidiaries; 250,000+ associates • 80 years of development • Agribusiness, aquaculture, seeds, telecommunication and retailing as its core business
n PROJECT: Research, design and implement a food safety and quality rating program • Estimate consumer demand for a rating program • Research methods of implementation • Analyze impact on operations and profitability • Design execution strategy for a pilot program in Shanghai
n STATUS UPDATE: • Assisted with creation of customer survey • Initiated research on US/Euro food safety standards
n IDEAS / SUGGESTIONS: • Experience with agricultural, food, or retail industry (especially China) • Suggestions for rapid integration into the Shanghai leisure scene
Team: Mike Chen | Stephanie Shi | Sean Bonawitz | Asha Parekh
Growth towards IPO § AE&E
§ Founded in Beijing, China in 2007 § Offers full suite of technical services for petroleum industry on geo-‐microbial petroleum exploraIon, microbial enhanced oil recovery and bioremediaIon
§ China-‐lab project: redefine business model to support growth strategy
§ Team § Anya Priester [email protected] § Olga Yurchenko [email protected] § Challenge § Narrowing project scope § Finding informaIon on compeItors and comparables
Shaanxi Guantian Xixian Equity Investment Management (Xi’an)
• Startup private equity fund • Capital contribution mainly by
government-owned entities • 50 employees • Goal: raise social capital, establish
equity financing platform to support the development of economic zones
• Gather recent examples of For Profit Education companies owned by PE firms
• Draw conclusions as to what made these investments successful
• Outline a plan of action for the company to replicate the strategies
• Industry research on: • PE regulations in China • formation of PE funds • investment process • capital withdrawals
• Dan Espinal [email protected]
• Heather Groat [email protected]
• Friends/family in the PE industry with experience launching a new fund?
• Expertise in portfolio companies in the for-profit education sector?
• Experience working in China in the Culture industry and or PE in China
Project Scope Company Information
Help?
Contact Us
GOELIA FASHION
Team Divya Agarwal & Kit Hickey
Company § Young adult’s fashion brand (similar to H&M) § Design and manufacturing team is in Guangzhou, China § Launches approximately 1,000 new styles a year § Rapidly growing e-commerce business; 40% of customers who put an item in their online “shopping cart” do not purchase How can the company increase the number of people who follow through with
a purchase?
Need From You… Anyone with experience in measuring the effectiveness of particular e-commerce metrics and knowledge of the influencing factors on customer pay rates
China Lab: Fumin Agriculture & Development Co, "
Team: Joanna Zhou, Xin Zhao Company Background: Fumin is a project-‐based company established to develop the “Gem Cave” natural sight 20km outside of Kunming, Yunnan. Finished 400 acre region will include: tourism and a small commercial & real estate development Project ObjecBve: Develop a markeIng strategy for Fumin to aUract tourism Help Us: • Tourism / real estate / markeIng experience? • Market research / survey techniques?
• Project Research Focus: – Market Structure & Trends
• Ad Networks • Mobile Ecosystem
– Supply / Demand CondiIons • Services, Features & Needs of
Consumers – CompeIIon
• Global and Local Players – Risks
• FragmentaIon • Privacy Issues
– Focused Products for One97
• SolicitaIons for Help! – ExperIse in the Mobile AdverIsing
Space – VC ConnecIons
• Project Scope: – Explore/Research entry and market
potenIal in the Mobile Ad network space in India and select EM countries
– Provide a go/no-‐go decision on entry & viability of business, including keys to success & risk factor analysis
– Devise a go to market strategy (if a ‘go’) with a focus on product differenIaIon
• Why the Project is ExciIng! – No one company dominates this
growing space = opportunity – Ad networks have incredible
unrealized potenIal, especially in “one screen” countries like India
• A pioneer in mobile internet services for consumers in India • Delivering mobile content, adverIsing and commerce services to millions of mobile consumers • Established in 2000 and now with over 850 employees • Has the widest and largest deployment of telecom applicaIon cloud plaoorm • Significant funding from Intel Capital, SAIF Partners and SAP Ventures
Lixiong Construction Industry and Trade Co., Ltd.
Your Support: -‐ IdenIfying alternaIve organizaIonal and management structures in China -‐ Addressing employee morale and building a sense of belonging among employees -‐ SuggesIons to work through significant language barriers
Kunming, Yunnan Deepak Dugar Leah FoIs
Project Aims: -‐ Analyze management structures -‐ Improve employee morale and belonging -‐ Suggest alternaIve organizaIonal structures and incenIve schemes to modernize the company management
Specializing in the domesIc trade of steel and producIon of iron tower power transmission lines
Designer 10
Senior Technical 60
Technical
76
Skilled Worker 122
Members: Vishnu Arcot Pablo Reinoso Hye Rhee Lee Elyssa Campbell
CLIENT DESCRIPTION: Metal Cutting Technology Provider PRODUCTS: Precision plasma cutting tools. From handheld devices to customized intelligent robot-arm assemblies (including software). TARGET INDUSTRIES: Construction, infrastructure, metal fabrication HIGH LEVEL TASK: Conduct market research and identify best opportunities for expansion in the United States. CURRENTLY NEED: People with expertise or contacts in the metal cutting, steel fabrication, metal rolling or large construction industries.
Padmini Mechatronics VNA Deike Diers, Marcus Haymon, Aminata Kane, Maria Shipilov
Project objective 1. To explore potential new
markets based on Padmini’s technological expertise
2. Summarize client needs for product adaption
3. Provide overview of competitive landscape and market entry strategies
Project Status: 1. Submitted work-plan 2. Narrowed to five industries (oil
& gas, construction, medical, energy & power, wild card)
15 MIT Sloan | India Lab | Padmini
What We Need 1. Knowledge of target industries 2. Engineering Perspective
Kunming Junkai Elevator Co. Sloan Team Members: Rafael Alvarez, Lucia Rabade
• Sales, installaIon, maintenance and technological advisory services
• Founded March 2005 • 16 FTEs • Vision is to become TOP 3 elevator company in local market
Company background
• Define a job raIng that helps improve the capabiliIes of sales force and installaIon supervisors
• Build a performance review system that matches the above idenIfied capabiliIes
Project background
Request for informaBon • Do you have (or know someone who has) experience with HHRR in medium sized equipment/elevator company?
• Do you have any performance review examples available to share?
China Lab – Shanghai: Luminous Capital Management Take Takemaru, Tiffany Kosolcharoen
School: Shanghai Advanced Institute of Finance
Background Luminus Capital is
seeking to create a new $100M+ West China Fund, focusing on untapped Western Chinese cities outside Shanghai / Beijing.
!
Request: China VC, industry, and West China contacts in: • Tech: IC design, consumer/industrial electronics, cloud computing,
internet, software, TV, telecom • Consumer: Apparel, educational services, retail, entertainment, etc.
Deliverable Identify 100+ West China (Chongqing, Chengdu, Xi’an) companies by mid-April (20 /week) in target tech + consumer themes:
1. Revenue > $5-10M USD 2. Revenue growth > 20-30% CAGR 3. Double-digit profit potential 4. Low capex (manufacturing, real estate) 5. Private companies, no SOEs
Team: Hannah Steiman, Rikhi Jain
Company Background - Keteng TexIle sells coUon to spinning factories - Company also collects market data and provides analysis to customers - Revenue: 1.2B RMB; 34 employees - Keteng recently underwent a re-‐org and formed one main department to beUer meet customer needs and focus on growth
Project Deliverable - Team will offer a proposal on how new department should be structured
- Team will analyze effecIveness of new structure
CP Lotus OperaBons – Shanghai Rahul Golani / Ignacio (Nacho) Cruz
� Company: Investment holding company w/ market cap of $320M USD � Subsidiary of a Thai conglomerate with $30B USD in revenues (280K employees) � Operates shopping centers under ‘Lotus’ name in Shanghai � Currently owns ~73 supermarkets, convenience stores and hypermarkets in China � Top management for holding company is all Thai! � Currently in a baUle to launch largest mall(s) in all of China � 13,500 employees and listed on HK Stock Exchange
� Scope: NaIonal OperaIons Team wants help in developing a cashier job structure/job design blueprint in order to drive process improvement (efficiency, accuracy, customer saIsfacIon) and improve employee job saIsfacIon (high aUriIon rate!)
� Challenges: Fudan has a history with the Lotus, breaking out of the mold is hard. Moreover, convincing the senior members of the team to pay aUenIon and give this project priority is arduous. And, we’re not experts on retail!
� Your Help: Contacts or experIse (work experience) in supermarket retail or cashier incenIvizaIon, we want to talk to you!
China Lab Update: “Creditease”
Company
Team members
Deliverables
DescripBon
▪ Microfinance: Loan, P2P services + Non financial services: Training, etc ▪ Morgan Stanley and Kleiner Perkins invested in Credit ease and asked strong growth (especially non-‐financial services for SME owners) ▪ ObjecBves: build up new service ideas and develop business model
▪ Client：Selina, David Liu, Chuan Jiang, Dong Sheng, Lina, Dong Yan ▪ Team: Peter, Jennifer, Lian, Yoshi
Interim Deliverables: • Prior to on-‐site internship, our team will prepare an interim research report on the small and micro enterprise services industry in China, US, Japan and SouthEast Asia ( with focus on Singapore and Malaysia) • At the end of on-‐site internship, our team will present analysis of our interview results and new ideas of business model Final Deliverables: • WriUen research report on small and micro enterprise services industry and ideas of CreditWing’s business model (Main deliverables) • PowerPoint presentaIon for our research findings and recommendaIons
Research approach
▪ Interviews ▪ Research report analysis ▪ Case analysis
Need your help ! (SME services firms contacts
in Southeast Asia)
Bosch Automotive - Customer Planning Key issues Project objectives
Expertise needed
• Customers (auto manufacturers) often increase quantity of their orders just before the shipping date
• Customer planners do not have data
or standardized process to react to these requests, so they agree to ship higher quantity
• Costs of meeting these requests can be very high
Design a standard working process that will allow Customer Planners to make faster and better informed decisions when reacting to deviations of customers’ demand from forecasts • Roles and rules of decision making • Tools to gather and display data on inventory levels and forecast accuracy
Isa Watson Veronika Vyushina
• Best practices in customer planning and production planning in manufacturing industries
Click to edit Master Itle style
22 © 2012 MIT Sloan School of Management
Project Context and ObjecIves
Project Context
Traffio is founded on a novel soluIon for addressing B2C companies’ challenge of engaging consumers. Now solidifying its business model, tesIng its beta / minimum viable product, and seeking second-‐round funding, Traffio requires well-‐substanIated answers to key quesIons such as Traffio’s market, target customers, revenue streams, and product offerings. Project ObjecBves “Product / Market fit is the first thing that ma9ers.” – Ash Maurya
Based on the combinaIon of Traffio’s need to develop a deeper understanding of its potenIal customer base, its desire to operate in the US, and the Sloan team’s strengths in customer research and US-‐based locaIon, this project will focus on:
• SegmenIng the customer market and prioriIzing target segments • Gathering reacIons /feedback to Traffio’s beta product from early adopters • Assessing implicaIons for product design and Traffio’s value proposiIon
Xi Wang KonstanIna Georgaki
CrisIna Fernandez Zach Cohen
Harbin Bank Project
¤ 64 %
¤ 4, 282
¤ $62 billion
¤ 390
YoY growth
Microfinance Institutions
outstanding loans
in Inner Mongolia
Harbin Bank Project
¤ 64 % growth in 2011 ¤ 4, 282 microfinance companies ¤ $62 billion outstanding loans ¤ 390 microfinance institutions in Inner Mongolia Background ¤ Established the Microfinance R&D Center in Beijing to strengthen microfinance R&D ¤ promote the development of Chinese inclusive finance ¤ build the influence of Harbin Bank in the microfinance field Objectives ¤ Understand the specifics of the Chinese microfinance market and the important
characteristics that a bank needs to assess its applicants ¤ Synthesize known international practices with Chinese characteristics to develop a
generic framework for Harbin Bank for future business development Challenges
Company Profile
• High-‐tech manufacturer in the electricity industry. Main product: polymer alloy material (+600 employees)
Project Vision
• Establish a framework for an effecIve payment soluIon for all staff levels in Sirui
Project ObjecIves
• Validate and idenIfy most relevant KPIs
• Align payment compensaIon with company performance
• Incorporate, as required, industry best pracIces based on benchmarking analysis
Help
• Experience creaBng Performance Based Models?
• SelecBon of benchmarking companies
Hetal Shah | Rubén Lozano
Customer relaBonship management Greatmicro InternaIonal Group Limited
• What help do we need? • We need interview you if you have experience on:
• Supply Chain, CRM or exporIng/imporIng to or fromChina
The Company Great Micro Group is a freight forwarding corporaIon founded in 2000. Its business mainly focuses on Ocean Freight both import and export. The Project Study of current business model and customer management scheme
Where w
e are
Contents
广东越尚珠宝有限责任公司 Guangdong Moderna Jewelry Co., Ltd
MIT Team: Stacy Xi Chen, Roman Skholler, in collaboraBon with LingNan University
Jabil: Hangpu Plant Supply Chain Project • Project Scope:
– RecommendaIons to improve built-‐to-‐order/customized-‐to-‐order (BTO/CTO) operaIons at the Huangpu Plant of Jabil Circuit, Inc. focusing on:
• Management of highly fluctuaIng customer orders/demand • OpImizing the large inventories Jabil has had to maintain to manage this demand
• Project Deliverables: – Research of best pracIce in the operaIons literature and expert interviews (
– Benchmarking of best-‐in-‐class companies using BTO/CTO models (Dell, Toyota, etc.)
– Analysis of Huangpu BTO/CTO process based upon prior research
Lynx Systems: Guangzhou
Vikram Anreddy Ikenna Achi
Company • Boston-‐based sports equipment manufacturer • Product: Photo-‐finish cameras • ApplicaIons: Sports such as skaIng, track & field,
motor-‐racing etc. • Market leader in US and Europe
Project • Market entry into China
Methodology • Interviews with potenIal customers in China • Understand purchasing process, ownership
structures etc.
Challenge • Most of sports faciliIes in China are run by government organizaIons • We need help with customer leads
Tongji Hospital
• Rebranding
• Please contact Robert Hale or Kaustubh Pandya
