【波士顿咨询很漂亮的ppt】
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波士顿咨询公司模板.ppt
(11) 98)
412
(149) 263)
---
---
---
98
(155) (57)
218
(97) 121)
0
(21) (21)
316
(273) 43)
102 75 26
312
1,866 1,334
(90) 12) (19) 56) (33) (7) (45) 267)
(677) 657)
Raw data only, no analysis presented to support the conclusion (hypothesis)
69 75 34 366
1,721 1,464
(99) (30)
(7) 68)
(31)
3)
(46) 320)
(570) 894)
Starting Base
Competitor B
Won + Lost = Net
91
(68) 23)
267
(19) 248)
5
(82) (77)
31
(37) (6)
109
leverage sales force time
Evaluate Alternatives:
Opportunities point to new contact model
Current Contact Model
Technical Assistance
Technical Assistance
Technical
5
Example
STRONG GROWTH IN OTHER PRODUCTS OFFSET BY PARTS’ DECLINE
波士顿咨询公司模板.ppt
• Several low value areas consume time • TSE time consumed by activities which could be handled more
efficiently by other resources • No sales growth from current model • Lots of opportunity to leverage other resources, like CAS • Most customers receptive to recommendations that allow us to
Financial Analyst
Team Zone Operations
Leader
Manager
Technical Engineers
Remote Customer Technical Service Engineers Reps
CAS Manager CAS Reps
7
Example
THE 36” LIFTER DOMINATES SALES AND PROFIT
1992 Product Family Profitability
CFROI (%)
12.0
9.7 8.3
Discount Rate 4.66%
Current Dollar G.I. ($M) Revenues ($M)
36”
555 349
10” 96”
19 35 17 19
0.85
0.02
14”
12”
(10) Telemarketing
TSRs
CSRs (65)
(13)
Latrobe Telemarketing
efficiently by other resources • No sales growth from current model • Lots of opportunity to leverage other resources, like CAS • Most customers receptive to recommendations that allow us to
Financial Analyst
Team Zone Operations
Leader
Manager
Technical Engineers
Remote Customer Technical Service Engineers Reps
CAS Manager CAS Reps
7
Example
THE 36” LIFTER DOMINATES SALES AND PROFIT
1992 Product Family Profitability
CFROI (%)
12.0
9.7 8.3
Discount Rate 4.66%
Current Dollar G.I. ($M) Revenues ($M)
36”
555 349
10” 96”
19 35 17 19
0.85
0.02
14”
12”
(10) Telemarketing
TSRs
CSRs (65)
(13)
Latrobe Telemarketing
波士顿咨询ppt样本【咨询模板PPT】
WHAT PUZZLES YOU OR CHALLENGS YOU THE MOST WHEN WRITING SLIDES?
WRITING CLEAR, SUCCINCT, AND INTERESTING SLIDES
Good slides, bad slides
• How to use slides in a presentation • How to choose among words, tables, graphics • How to display information on slides effectively
1991 Sales ($000)
2,551 5,303 2,372 1,524 1,270
152 691 13,863
Sales % of Total 18.3 38.3 17.1 11.0
9.2 1.1 5 100
1987-91 CAGR (Real %) 31.9 10.9 13.8 (28.5) (4.0) (36.2) (2.9) (1.6)
Availability Quoting ISP cross-referencing Ordering Price concessions Expediting
Price Concessions
Group
Ordering
Quoting Availability
Price concessions
CSR Expediting
Detailed internal diagnostic • Time spent by activity by responsibility • Capacity of the system
• Current contact model does not have capacity to serve all customers adequately
波士顿BCG咨询PPt模板
。
消费者需求变化
分析消费者需求、偏好及购买 行为的变化，预测行业发展趋
势。
竞争对手概况及优劣势评估
主要竞争对手介绍
梳理主要竞争对手的基本情况 ，包括企业规模、市场份额等
。
竞争对手优劣势分析
从产品、品牌、渠道、成本等 方面分析竞争对手的优劣势。
竞争策略差异
比较不同竞争对手的竞争策略 ，分析其差异及效果。
变革管理策略部署
分析变革影响
评估项目实施对企业内部和外部环境 的影响，制定相应的应对策略。
制定变革计划
明确变革的目标、步骤和时间表，确 保变革的顺利进行。
加强变革宣传
通过内部宣传和培训，提高员工对变 革的认知和接受度。
建立反馈机制
建立有效的反馈渠道，及时收集员工 意见和建议，对变革方案进行调整和 优化。
制定针对不同客户群体的产品组 合和定制化方案，满足客户的多
元化需求。
通过品牌塑造和营销推广，提升 产品在目标客户心中的认知度和
美誉度。
价格策略制定原则和方法探讨
根据产品成本、市场需求和竞争 状况，制定合理的价格水平。
运用价格歧视和动态定价等策略， 实现收益最大化和市场份额的拓
展。
通过价格促销和捆绑销售等手段， 提升产品的市场吸引力和销售量。
用于制定企业业务组合策略和营销策略
GSM矩阵的优缺点
优点在于直观易懂，易于操作；缺点在于过于注重市场份额，可能 忽略其他重要因素
经验曲线概念及实践意义
经验曲线的定义
随着经验的积累，单位成本呈现下降的趋势
经验曲线的实践意义
鼓励企业通过不断学习和积累经验来提高生产效率，降低成本， 提升竞争力
经验曲线的应用条件
加强品牌建设，提升品牌知名度和美誉度， 加大营销推广力度。
消费者需求变化
分析消费者需求、偏好及购买 行为的变化，预测行业发展趋
势。
竞争对手概况及优劣势评估
主要竞争对手介绍
梳理主要竞争对手的基本情况 ，包括企业规模、市场份额等
。
竞争对手优劣势分析
从产品、品牌、渠道、成本等 方面分析竞争对手的优劣势。
竞争策略差异
比较不同竞争对手的竞争策略 ，分析其差异及效果。
变革管理策略部署
分析变革影响
评估项目实施对企业内部和外部环境 的影响，制定相应的应对策略。
制定变革计划
明确变革的目标、步骤和时间表，确 保变革的顺利进行。
加强变革宣传
通过内部宣传和培训，提高员工对变 革的认知和接受度。
建立反馈机制
建立有效的反馈渠道，及时收集员工 意见和建议，对变革方案进行调整和 优化。
制定针对不同客户群体的产品组 合和定制化方案，满足客户的多
元化需求。
通过品牌塑造和营销推广，提升 产品在目标客户心中的认知度和
美誉度。
价格策略制定原则和方法探讨
根据产品成本、市场需求和竞争 状况，制定合理的价格水平。
运用价格歧视和动态定价等策略， 实现收益最大化和市场份额的拓
展。
通过价格促销和捆绑销售等手段， 提升产品的市场吸引力和销售量。
用于制定企业业务组合策略和营销策略
GSM矩阵的优缺点
优点在于直观易懂，易于操作；缺点在于过于注重市场份额，可能 忽略其他重要因素
经验曲线概念及实践意义
经验曲线的定义
随着经验的积累，单位成本呈现下降的趋势
经验曲线的实践意义
鼓励企业通过不断学习和积累经验来提高生产效率，降低成本， 提升竞争力
经验曲线的应用条件
加强品牌建设，提升品牌知名度和美誉度， 加大营销推广力度。
咨询公司模板系列-波士顿55页56页PPT
Plant
Current Organizational Structure
Detailed internal diagnostic • Time spent by activity by responsibility • Capacity of the system
• Current contact model does not have capacity to serve all customers adequately
• From choosing the most appropriate slide type – words, tables, graphics
• To writing a slide that is clear and interesting
3
WHAT PUZZLES YOU OR CHALLENGS YOU THE MOST WHEN WRITING SLIDES?
GM (%) 37.6 45.3 34.9 40.9 50.5 (9.9) 20.0 40.2
GM ($000) 958 2,400 827 624 641 (15) 138 5,573
GM % of Total 17.2 43.1 14.8 11.2 11.5 (0.3) 2.5 100
Messages are buried in the data
ES
Assistance
CAS
Technical
TSE
Assistance
Price
Concessions
Expediting
DM
Price Concessions
Expediting
ቤተ መጻሕፍቲ ባይዱ
Customer
Current Organizational Structure
Detailed internal diagnostic • Time spent by activity by responsibility • Capacity of the system
• Current contact model does not have capacity to serve all customers adequately
• From choosing the most appropriate slide type – words, tables, graphics
• To writing a slide that is clear and interesting
3
WHAT PUZZLES YOU OR CHALLENGS YOU THE MOST WHEN WRITING SLIDES?
GM (%) 37.6 45.3 34.9 40.9 50.5 (9.9) 20.0 40.2
GM ($000) 958 2,400 827 624 641 (15) 138 5,573
GM % of Total 17.2 43.1 14.8 11.2 11.5 (0.3) 2.5 100
Messages are buried in the data
ES
Assistance
CAS
Technical
TSE
Assistance
Price
Concessions
Expediting
DM
Price Concessions
Expediting
ቤተ መጻሕፍቲ ባይዱ
Customer
世界知名咨询公司波士顿咨询公司ppt课件
5
Example
STRONG GROWTH IN OTHER PRODUCTS OFFSET BY PARTS’ DECLINE
Product Alarm & detection Broad diffusion IR sensors Chloride Bulk chloride Parts Design Total
Availability Quoting ISP cross-referencing Ordering Price concessions Expediting
Price Concessions
Group
Ordering
Quoting Availability
Price concessions
CSR Expediting
Plant
Current Organizational Structure
GM (%) 37.6 45.3 34.9 40.9 50.5 (9.9) 20.0 40.2
GM ($000) 958 2,400 827 624 641 (15) 138 5,573
GM % of Total 17.2 43.1 14.8 11.2 11.5 (0.3) 2.5 100
Messages are buried in the data
1991 Sales ($000)
2,551 5,303 2,372 1,524 1,270
152 691 13,863
Sales % of Total
18.3 38.3 17.1 11.0
9.2 1.1 5 100
1987-91 CAGR (Real %) 31.9 10.9 13.8 (28.5) (4.0) (36.2) (2.9) (1.6)
Example
STRONG GROWTH IN OTHER PRODUCTS OFFSET BY PARTS’ DECLINE
Product Alarm & detection Broad diffusion IR sensors Chloride Bulk chloride Parts Design Total
Availability Quoting ISP cross-referencing Ordering Price concessions Expediting
Price Concessions
Group
Ordering
Quoting Availability
Price concessions
CSR Expediting
Plant
Current Organizational Structure
GM (%) 37.6 45.3 34.9 40.9 50.5 (9.9) 20.0 40.2
GM ($000) 958 2,400 827 624 641 (15) 138 5,573
GM % of Total 17.2 43.1 14.8 11.2 11.5 (0.3) 2.5 100
Messages are buried in the data
1991 Sales ($000)
2,551 5,303 2,372 1,524 1,270
152 691 13,863
Sales % of Total
18.3 38.3 17.1 11.0
9.2 1.1 5 100
1987-91 CAGR (Real %) 31.9 10.9 13.8 (28.5) (4.0) (36.2) (2.9) (1.6)
波士顿咨询公司模板.ppt 56页
• Several low value areas consume time • TSE time consumed by activities which could be handled more
efficiently by other resources • No sales growth from current model • Lots of opportunity to leverage other resources, like CAS • Most customers receptive to recommendations that allow us to
Lifter Bore (Volume)
179
91
60
30
Is the complexity necessary?
Note: Width of bar is proportional to CDGI
*Valuation ROI - 3y median CFROI
8
Sources: LRP; HOLT Value Model
GM (%) 37.6 45.3 34.9 40.9 50.5 (9.9) 20.0 40.2
GM ($000) 958 2,400 827 624 641 (15) 138 5,573
GM % of Total 17.2 43.1 14.8 11.2 11.5 (0.3) 2.5 100
Messages are buried in the data
382
(218) 164)
97
(218) (121)
79
(224) (145)
---
--- ---)
1
(55) (54)
efficiently by other resources • No sales growth from current model • Lots of opportunity to leverage other resources, like CAS • Most customers receptive to recommendations that allow us to
Lifter Bore (Volume)
179
91
60
30
Is the complexity necessary?
Note: Width of bar is proportional to CDGI
*Valuation ROI - 3y median CFROI
8
Sources: LRP; HOLT Value Model
GM (%) 37.6 45.3 34.9 40.9 50.5 (9.9) 20.0 40.2
GM ($000) 958 2,400 827 624 641 (15) 138 5,573
GM % of Total 17.2 43.1 14.8 11.2 11.5 (0.3) 2.5 100
Messages are buried in the data
382
(218) 164)
97
(218) (121)
79
(224) (145)
---
--- ---)
1
(55) (54)
波士顿咨询PPT模板共56页
WRITING CLEAR AND INTERESTING SLIDES
2019，Shanghai
THE BOSTON CONSULTING GROUP
1
WRITING CLEAR AND INTERESTING SLIDES
2
TODAY’S OBJECTIVE
To give you the tools to write slides that communicate the results of our work in a way that helps clients understand, accept, and use those results This session will help you through the process of writing slides
1991 Sales ($000)
2,551 5,303 2,372 1,524 1,270
152 691 13,863
Sales % of Total1Βιβλιοθήκη .3 38.3 17.1 11.0
9.2 1.1 5 100
1987-91 CAGR (Real %) 31.9 10.9 13.8 (28.5) (4.0) (36.2) (2.9) (1.6)
5
Example
STRONG GROWTH IN OTHER PRODUCTS OFFSET BY PARTS’ DECLINE
Product Alarm & detection Broad diffusion IR sensors Chloride Bulk chloride Parts Design Total
leverage sales force time
2019，Shanghai
THE BOSTON CONSULTING GROUP
1
WRITING CLEAR AND INTERESTING SLIDES
2
TODAY’S OBJECTIVE
To give you the tools to write slides that communicate the results of our work in a way that helps clients understand, accept, and use those results This session will help you through the process of writing slides
1991 Sales ($000)
2,551 5,303 2,372 1,524 1,270
152 691 13,863
Sales % of Total1Βιβλιοθήκη .3 38.3 17.1 11.0
9.2 1.1 5 100
1987-91 CAGR (Real %) 31.9 10.9 13.8 (28.5) (4.0) (36.2) (2.9) (1.6)
5
Example
STRONG GROWTH IN OTHER PRODUCTS OFFSET BY PARTS’ DECLINE
Product Alarm & detection Broad diffusion IR sensors Chloride Bulk chloride Parts Design Total
leverage sales force time
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21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPT
-2-
Marketing
USE OF OFFLINE MEDIA DOWN MORE THAN HALF VERSUS 2000 AVERAGE
Share of Marketing Spend (%)
21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPT
-1-
Marketing
PROGRESSIVE REDUCTION IN ACQUISITION COST CONTINUED
Thirty-Three Percent Decline So Far This Year
Customer Acquisition Cost ($)
80 71 70 60 50 40 30 20 10 0 1999 2000 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 1999 1999 2000 2000 2000 2000 2001 2001 2001 38 29 20 23 18 35 45 40
51
41
36
45
39
29
22
Offline media
Source: The State of Online Retailing First Quarter 2000 Update, Second Quarter 2000 Update, Third Quarter 2000 Update, 4.0, First Quarter 2001 Update, Second Quarter 2001 Update, and Third Quarter 2001 Update, surveys conducted by The Boston Consulting Grou%
23% 19% 13% 6% 61%
23% 21% 13% 14% 71%
28% 19% 22% 9% 78%
Increase in portals and banners reflective of increased online media spending
22%(1) 8%(2)
21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPT
Marketing
CATALOGS REMAIN THE ONLY SIGNIFICANT OFFLINE MEDIUM
Performance Benchmarks 2000 Full Year Online Portal E-mail Banner Affiliate program Total Offline Print Catalog Direct mail Newspaper inserts TV Other offline Total Q1 2001 Q2 Q3
13% 10% 13% 8%
12% 4% 9% 11%
(1) Multiple responses allowed unless indicated that no specific actions taken/planned Source: The State of Online Retailing Third Quarter 2000 Update and Third Quarter 2001 Update, surveys conducted by The Boston Consulting Group
21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPT
-5-
Holiday Preparations
CHANNEL INTEGRATION EXPECTED TO BE STRONGER THIS HOLIDAY SEASON
For companies with stores and/or catalogs, which of the following were or will be in place in an effort to better integrate your channels?(1) Holiday Season 2001 In-store or in-catalog marketing of online channel Gift certificates purchased online and redeemable offline In-store return of online orders Quick catalog orders on site Online store used to liquidate online and offline inventory Gift certificates purchased offline and redeemable online In-store Internet kiosks Real-time in-store inventory available online In-store pick-up of online orders 76% 63% Holiday Season 2000 68% 49% Commentary
2000 Average ($29) 33%
14 12
Source: The State of Online Retailing Third Quarter 1999 Update, 3.0, First Quarter 2000 Update, Second Quarter 2000 Update, Third Quarter 2000 Update, 4.0, First Quarter 2001 Update, Second Quarter 2001 Update, and Third Quarter 2001 Update, surveys conducted by The Boston Consulting Group
21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPT
-4-
Holiday Preparations
HOLIDAY MARKETING EFFORTS AIMED AT CLOSING THE SALE
Which of the following marketing/promotional actions have you taken or are committed to take in specific preparation for the upcoming holiday season (Thanksgiving-Christmas)?(1) Q3 2001 Intend to sell gift certificates (regular or electronic) Increased e-mail advertising spending Intend to offer free shipping, with conditions Signed new/revised portal deals to secure prominent placement Intend to offer free gift with purchase Increased offline media spending (excluding TV) Signed new partnership deals with content sites (attract more targeted shoppers) Intend to offer free shipping, with no conditions Increased TV advertising Other No specific actions taken/planned 65% 56% 45% 31% 27% 26% 26% Q3 2000 54% 62% 28% 39% 29% 33% 36%
7% 9% 46%
10% 8% 7% 3% 2% 9% 39%
5% 13% 1% 2% <1% 8% 29%
2% 12% 2% 1% <1% 5% 22%
Expensive, less efficient marketing programs such as TV, Print, Newspaper inserts have all been dramatically reduced
Commentary Retailers are looking for easy ways to close the sale • 45% intend to offer free shipping with conditions, up from 28% a year earlier • Nearly two-thirds are offering gift certificates online Although the results suggest a decreased use of online media, overall use has increased throughout the year so the need to specifically use online media for the holidays has decreased
THE STATE OF ONLINE RETAILING THIRD QUARTER 2001 UPDATE
December 10, 2001
BACKGROUND
This document provides the findings from the Third Quarter 2001 Update of “The State of Online Retailing”, a survey conducted by The Boston Consulting Group The third quarter findings are based on data provided by 63 online retailers who completed the survey, supplemented with retailer interviews conducted between November 27 and December 4 Data collected were for the calculation of our core metrics, which represent a subset of the performance benchmarks published in our most recent annual report, The State of Online Retailing 4.0
-2-
Marketing
USE OF OFFLINE MEDIA DOWN MORE THAN HALF VERSUS 2000 AVERAGE
Share of Marketing Spend (%)
21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPT
-1-
Marketing
PROGRESSIVE REDUCTION IN ACQUISITION COST CONTINUED
Thirty-Three Percent Decline So Far This Year
Customer Acquisition Cost ($)
80 71 70 60 50 40 30 20 10 0 1999 2000 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 1999 1999 2000 2000 2000 2000 2001 2001 2001 38 29 20 23 18 35 45 40
51
41
36
45
39
29
22
Offline media
Source: The State of Online Retailing First Quarter 2000 Update, Second Quarter 2000 Update, Third Quarter 2000 Update, 4.0, First Quarter 2001 Update, Second Quarter 2001 Update, and Third Quarter 2001 Update, surveys conducted by The Boston Consulting Grou%
23% 19% 13% 6% 61%
23% 21% 13% 14% 71%
28% 19% 22% 9% 78%
Increase in portals and banners reflective of increased online media spending
22%(1) 8%(2)
21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPT
Marketing
CATALOGS REMAIN THE ONLY SIGNIFICANT OFFLINE MEDIUM
Performance Benchmarks 2000 Full Year Online Portal E-mail Banner Affiliate program Total Offline Print Catalog Direct mail Newspaper inserts TV Other offline Total Q1 2001 Q2 Q3
13% 10% 13% 8%
12% 4% 9% 11%
(1) Multiple responses allowed unless indicated that no specific actions taken/planned Source: The State of Online Retailing Third Quarter 2000 Update and Third Quarter 2001 Update, surveys conducted by The Boston Consulting Group
21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPT
-5-
Holiday Preparations
CHANNEL INTEGRATION EXPECTED TO BE STRONGER THIS HOLIDAY SEASON
For companies with stores and/or catalogs, which of the following were or will be in place in an effort to better integrate your channels?(1) Holiday Season 2001 In-store or in-catalog marketing of online channel Gift certificates purchased online and redeemable offline In-store return of online orders Quick catalog orders on site Online store used to liquidate online and offline inventory Gift certificates purchased offline and redeemable online In-store Internet kiosks Real-time in-store inventory available online In-store pick-up of online orders 76% 63% Holiday Season 2000 68% 49% Commentary
2000 Average ($29) 33%
14 12
Source: The State of Online Retailing Third Quarter 1999 Update, 3.0, First Quarter 2000 Update, Second Quarter 2000 Update, Third Quarter 2000 Update, 4.0, First Quarter 2001 Update, Second Quarter 2001 Update, and Third Quarter 2001 Update, surveys conducted by The Boston Consulting Group
21606-10-Workshop Document-SShopBCG3QMediaDeck-MG-NDE.PPT
-4-
Holiday Preparations
HOLIDAY MARKETING EFFORTS AIMED AT CLOSING THE SALE
Which of the following marketing/promotional actions have you taken or are committed to take in specific preparation for the upcoming holiday season (Thanksgiving-Christmas)?(1) Q3 2001 Intend to sell gift certificates (regular or electronic) Increased e-mail advertising spending Intend to offer free shipping, with conditions Signed new/revised portal deals to secure prominent placement Intend to offer free gift with purchase Increased offline media spending (excluding TV) Signed new partnership deals with content sites (attract more targeted shoppers) Intend to offer free shipping, with no conditions Increased TV advertising Other No specific actions taken/planned 65% 56% 45% 31% 27% 26% 26% Q3 2000 54% 62% 28% 39% 29% 33% 36%
7% 9% 46%
10% 8% 7% 3% 2% 9% 39%
5% 13% 1% 2% <1% 8% 29%
2% 12% 2% 1% <1% 5% 22%
Expensive, less efficient marketing programs such as TV, Print, Newspaper inserts have all been dramatically reduced
Commentary Retailers are looking for easy ways to close the sale • 45% intend to offer free shipping with conditions, up from 28% a year earlier • Nearly two-thirds are offering gift certificates online Although the results suggest a decreased use of online media, overall use has increased throughout the year so the need to specifically use online media for the holidays has decreased
THE STATE OF ONLINE RETAILING THIRD QUARTER 2001 UPDATE
December 10, 2001
BACKGROUND
This document provides the findings from the Third Quarter 2001 Update of “The State of Online Retailing”, a survey conducted by The Boston Consulting Group The third quarter findings are based on data provided by 63 online retailers who completed the survey, supplemented with retailer interviews conducted between November 27 and December 4 Data collected were for the calculation of our core metrics, which represent a subset of the performance benchmarks published in our most recent annual report, The State of Online Retailing 4.0