深圳市赛威实业有限公司发展战略

上海交通大学硕士学位论文深圳市赛威实业有限公司发展战略姓名：康杰申请学位级别：硕士专业：工商管理指导教师：陈继祥20050327EMBA3200533EMBA4200534200534EMBA52004ITITITITDIY2004ITEMBA6SWOTIT2005ITERPITEMBA7SHENZHENSAIWEIINDUSTRIALCO.LTD.DEVELOPMENTSTRATEGYABSTRACTWiththerecoveryofglobaleconomyandrapidgrowthofdomesticmarket,theITsectorinChinahasseenconsiderablegrowthinrecentyears.Assuch,anumberoflocalITcompanieshaveemergedandgrowntremendouslythankstothepositivemarketenvironmentandyearsofhardwork.SaiWeiEnterpiseLtd,headquarteredinShenzhen,isoneofthemajorITproductsdistributorsforHPandLenovo.Overtheyears,SaiWeihasrisenfromasinglestorewithacoupleofstaffintoamajordistributioncompanywithover100staff,handlingmultiproducts,brandsandsaleschannels.Today,asaleadingITdistributorinShenzhen,SaiWeiEnterpriseLtd.ownsnumerousbranchesinShenzhen,distributingvariousproducts,includingbrandnamenotebookandDIYcomputers.Asthestatisticsindicates,theITmarketin2005willcontinuetogrowatastablerate.Inaddition,theconsumerorientatedITmarketisgoingtobethekeygrowtharea.However,likeanyotherindustryinChina,thecompetitionisexpectedtointensify.SaiWeinotonlyneedtomaintainitsleadershippositioninamoreopenandcompetitivemarket,butalso,moreimportantly,needtorethinkitslong-terminternalandexternalmarketstrategiestoensurefuturegrowth.BasedonthelateststatisticsinITindustry,thisthesiswasdevelopedtoprovidein-depthanalysisofstrength,weakness,opportunityandthreat(SWOT)ofSaiWeiEnterpriseLtd.,aswellEMBA8asthestrategicdirectionforthecompanyinthemidtolongterm.Thestrategiesarethree-folds:•Re-engineertheinternalcompanystructure¾Identifythekeyfunctionsinthecompany,andrelocatethelimitedresourcetothesecorefunctions.¾Establishthemanagementguidelinesinthecompany,especiallyintheHRdepartment.Thepriorityistodevelopaneffectiveperformancemeasurementpolicyandacompensationplanbasedontheemployee’sday-to-dayperformanceinordertomotivatethemostvaluableassetsofthecompany:people.•Prioritizecurrentcustomerbaseanddevelopstrategicnewaccounts¾Developadetailedmarketingplantoattracttargetedaccounts.¾Co-operatewithkeystrategiccustomerstoexploreanddevelopnewmarketpotentialtogether.•Improveoverallprofitmargin¾Reviewcurrentcoststructureanddevelopeffectivecostcontrolprocedure.KEYWORDSSAIWEI,ITmarketDevelopmentStrategyEMBA11ITinformationtechnologyIT11PC286386486586“”EMBA122004ITITITITITSWOTEMBA13IT21IT2004IT1452GDP20048.5200573472015711411023WTOIT10405IT992IT3()()(Wi-Fi2.5/3G)4EMBA145IT()IT2122ITIT1SOHOPCMP3MediaCenterPCEMBA15PCPC200420042PC5PC12%16%2004PC1350200732004INTELEMBA16418%70200520062.520%5%7%5/IA2004Real-timeenterpriseRTIGartner20052006E-mail;;2004IPSANEMBA17SAN,2005iSCSISANSAN,2004Linux200432021IT23ITEMBA18231PCPC123;4146233CPC1PC2PC3EMBA19IDC22PC2321PC,302103303079599PCEMBA20123IntelPentiumMDothan4NBPC51LCDTVDCNB2IDC23EMBA2123312MP3(WalkmanDiscman3130002000234123EMBA22IDC24EMBA23IDC25MP3ITEMBA242624ITITIT241PC1•2000••/EMBA25•••2•3500•••••3•2000-3500••/•••4•3500••“”••EMBA26•GallUp27PC2421••2MP3••••2••2-3MP1000-4000••••EMBA273••4MP3MP3000••••4••300MP3000••••Ipsos28EMBA282004311997PCHPCOMPAQLENOVOIBMCISCO3COMD-LINKAMPAVAYANETSCREENSONICWALLHPIBM1+1DIYHPEMBA29100MCSECCNACNEHCPSHPHPHP2004EMBA3032313133,,,,111PCDIYEMBA31HPPCIT331120042004200520042004Q12004IT2,,2004,,,130%3IT,,:,,:,,,,4EMBA32,.,,.5,MCSECCNACNEHCPSHPHPHP.,,,,IT.,6,,,,,7IT,,,.,,,,3321ITIT5%CPUINTELEMBA332ERP3,,,2005---2007EMBA3410465%04234IDC,CCID,CCW3204EMBA35330440460%,10403DELL2303024DELLEMBA3625%IT045IDC,TEAM3404EMBA3741411EMBA38411DIYPCDIYPCEMBA39422412HPDIYDIY/EMBA4041211234567812341234512EMBA41412211ITIT234212E-mail3413“”413112345EMBA4241321234567EMBA4389413311232EMBA44345642141EMBA4541441414142KPIKPI1KPI23EMBA464“”/KPI70304143EMBA47242ERPOAEXCELLERPERPERP421ERPERP(EnterpriseResourcePlanning)ERPERPERPERPERPERP422ERP1EMBA4823ERPERPEMBA49423ERPERP19982001“”ERPERPERP6ERP1995200172222%0.19%28140.3%0.05%10%ERPCRMIT423ERPEMBA50434314311112323412356431212344313EMBA5111234523432150050015002100500500100031005004EMBA52351680201319500()80354535161913201005003545100IT43EMBA531614783401072500150045941946712126613515825283141229512537481194934247114449732501424474031261159812972974733354617412817983411167206220102241WTOEMBA54200344EMBA55200345200346EMBA564330620%¾¾¾¾¾31¾30%¾10020002020005%EMBA57¾50302030¾434MP3PDA1PC)2PC34ID5MP343543511EMBA582345100%643521234567A8435312(+)345“”EMBA59ITITITITSWOTERPEMBA60118131EMBA617513412612315%1.20%8%2.1.5%0.5%3.10%2%3.004.0.4%500200EMBA6280%1121212-2421.5.3336121/10EMBA63220.1.2.3.4..ABCDEABCDE1.31.10.90.70.4.1.ABCDEABCDEABCDEABCDEABCDEABCDEEMBA642.ABCDEABCDE1.ABCDE2.ABCDE1.ABCDEABCDEABCDEABCDEABCDE2.ABCDEABCDE1.ABCDE2ABCDEABCDE1.ABCDEABCDEEMBA65ABCDEABCDE2ABCDE*25=*2525EMBA663ERP--INTERNETgCRMWindowsDNAABABCDJCRMEMBA67123EMBA68EMBA69ERPEMBA7012004122199713200314200385200316,—200297200418200389200412102003111200212122004213·2004114J··200010152003216S··17·2004718·2001319·P·19971220·R·2000621·O·200252220011123·---2002324·A·2001125·A·2003326Howard·H·Stevenson20028EMBA71272003128··2000729200483020023312004532·20031EMBA72EMBA73120053深圳市赛威实业有限公司发展战略作者：康