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RolandBerger&PartnerGmbH–InternationalManagementConsultantsBarcelona–Beijing–Berlin–Brussels–Bucharest–Budapest–BuenosAires–Delhi–Detroit–DüsseldorfFrankfurt–Hamburg–Kiev–KualaLumpur–Lisbon–London–Madrid–Milan–Moscow–MunichNewYork–Paris–Prague–Riga–Rome–SãoPaulo–Shanghai–Stuttgart–Tokyo–Vienna–ZurichImplementationSupportforGeberitChina–Proposal–GeberitChinaShanghai,December6th,2000PDF文件使用pdfFactoryPro试用版本创建文件使用pdfFactoryPro试用版本创建(Shanghai)InternationalManagementConsultantsLtd(here-afterreferedtoasRolandBerger)hasconducteda3-month-projectcommencingfromAugust,2000forGeberit.InthisprojectRolandBergerreviewedGeberit’scurrentbusinessoperationinChinaanddevelopedaconcepttorestructureGeberit’stwooperations(GSHA&GDAI)inordertoachievetheturnaroundby2002.Thecornerstonesoftherestructuringconceptinclude:§NegotiationforterminationofJVtoturnGSHAintoWFOE(viabuyoutwithobligationtotakeoverLidaemployeesbytheChinesepartner)§ProductionstopinShanghaifor2~3years§ClosureofNingbooffice,transferofoperationtoShanghai§Reorganization/mergerofoperations§OptimizationofproductportfolioRestructuringofsalesorganizationinto3businessunits(channel-orientation)§Massivedownsizing(from285to126employees)§Reductionofexpatriatesfrom8to3§ReviewofDaquin2~3years,considerationofShanghaiasproductionlocationforfitting§Breakevenbytheendof2002Inordertospeeduptherestructuringprocess,RolandBergerisaskedtosupportGeberitintheimmediateimplementation.SincethekeyissuesoftherestructuringdependtoalargeextentontheoutcomeofthenegotiationwiththeChinesepartner,theprojectproposedhereisfocusedontherestructuringoftheMarketing&Salesfunctionwhichneedstobereorganizedratherindependentlyofthenegotiation.Thus,thekeyobjectivesare:§Tofine-tunethenewstructureoftheMarketing&SalesfunctionconsistingofthreechannelbasedbusinessunitsforOEM,pipingandsanitaryproducts§Todesignthesalesprocessesforthepipingandsanitarybusinessunits§Todevelopthereportingandcontrollingsystemforthethreesalesbusinessunits§ToformulatethejobdescriptionofthekeypositionsofMarketing&Sales§TodevelopaperformancebasedsalarysystemforMarketing&Sales§ToevaluatetheexistingdistributorsinShanghai,GuangzhouandBeijingandidentifypotentialnewdistributors.Basedonthese,recommendationforGeberittostrengthenthedistributornetworkistobeworkedout§TosupportGeberitinthenegotiationwiththeChinesepartneronanon-demandbasePDF文件使用pdfFactoryPro试用版本创建:1.Marketing&Salesrestructuring2.Distributorassessment3.On-goingnegotiationsupport1.Marketing&SalesrestructuringProcessesinMarketing&SalesBasedontheorganizationalframeworkdescribedinthefinalreport,RolandBergerwillfinalizetheorganizationalrestructureforMarketing&SalesjointlywithGeberit.Thereafter,thedetailedsalesprocessesforthepipingandsanitarybusinessunitswillbedesigned.RolandBergerwillfocusonthekeyprocessesofMarketing&Sales,including:§Acquisitionofnewdistributor§Identificationofpotentialprojects§Sellingprocess§Monitoringofdistributorperformance§Projectimplementation(orderfulfillment)§After-salesservice§Reviewofprojectcompleted§PerformanceassessmentofsalespersonnelReportingandcontrollingsystemRolandBergerwilldevelopatailor-madereportingandcontrollingsystemforMarketing&Sales.Thisincludesbudgeting,reportingandreviewprocesses.Eachprocesswillbedescribedaccordingtotheinitiator,standardforms,frequency,personinchargeandactionstobetakenifirregularitiesarise.SalaryandincentivesystemsTodevelopaperformancebasedcompetitivesalaryandincentivesystem,RolandBergerwillanalyzetheexistingsystemusedatGSHAandGDAItounderstandthestructureofthecurrentsystem.Inaddition,facetofaceinterviewswillbeconductedwithtopandmidlevelmanagersaswellassalespersonnelinordertodrawapictureoftheiropinionsandsuggestions.SinceeachcompanyisPDF文件使用pdfFactoryPro试用版本创建’scurrentsystemwillbethenbenchmarkedwithdirectandindirectcompetitorsfromconstructionrelatedindustries.BasedontheinternalandexternalassessmentRolandBergerwilldevelopanewsalaryandincentivesystemwhichhasaclearperformanceorientationandmorepowerfulretentioncomponent.AsaresultRolandBergerwilldeliveraready-to-implementsystemwithdetailedsuggestionsconcerningsalarygroupsandlevels,performanceindicatorsandperformanceevaluationsystem,calculationschemeofbonus,keycomponentsoftheretentionsystemandsuggestionsfortheimplementation.JobdescriptionForthekeypositionsofMarketing&Salesadetailedjobdescriptionwillbedeveloped.ThepositionstobedescribedincludeBusinessUnitManager,SalesEngineer,ApplicationEngineer,ProjectManager,AccountManagerandmarketingstaff.Thejobdescriptionitselfwillcovertheoverallroles,responsibilities,authorities,performancemeasurementandrequirementsonthepositionholder.2.Distributora