贝恩咨询Final Presentation v3.ppt

ENTRY FOR PROFITTRANS-COSMOS INC. CHINA ENTRY STRATEGY PRESENTATION
February 8, 2001
AGENDA
Executive Summary
Call Center Business
Market Customer Segmentation
In-house users
Outsourcers
Demand
Customer
petition
mendations
ess business model
Partnering strategy
merce Market Overview
TCI Tianjin
Current Situation Analysis
mendations
CHINA IS ING A HIGHLY MARKET
China’s call center market took off since 1998 with an annual growth rate over 100%
Non-paging market size reached 54,000 seats in 2000
However past growth was largely driven by demands from administrative driven sector
Over 60% of the es from four pillar industries: Banking, Post Services, Fixed-line , and Insurance
Distinctive purchasing behavior identified for these purchases
Future growth will be propelled by service oriented and outsourcing segments
Service oriented segment expected to be 50% of market
Outsourcing market will grow at least 50% a year for the next few years
However large variance exists for outsourcing segment growth
Overall, market is expected to reach over 130,000 seats in 2004 and 340,000 seats in 2010
CC OURSOURCERS ARE EMERGING BUT STILL EXPLORING (I)
Currently, CC outsourcing business is brand new in China
No more than panies providing merely about 3,200 seats in service
Over 70-80% supply concentrated in 4 major cities
Future outsourcing development is highly dependent on current player’s performance and strategies
Potential customers concerned about quality, confidentiality, information processing ability, HR, and price
Growth will fluctuate widely according to the industry’s ability to satisfy customer concerns and requirements now
In short term, competition will be minimum due to highly differentiated positions and large number of unexploited potential outsourcing customers
In medium term, panies can be powerful and petitors in the low-end outsourcing market
That might distort the industry profitability and trigger petition
However high-end outsourcing mar