Analyst Roundtable Protect Strengths, Attack Opportunities

Transcription

1 Analyst Roundtable Protect Strengths, Attack Opportunities Chen Shaopeng President, Emerging Markets Group Senior Vice President, Lenovo Group Hong Kong November 26, Lenovo

2 Lenovo Global Presence Global Headquarters Sales 全球总部 & Marketing Centers R&D Centers 营销中心 Global 研发中心 Operations Manufacturing 全球分支机构 Centers 制造中心 Mature Market Group US, Canada, Japan, Western Europe, ANZ, Israel Emerging Market Group China, Hong Kong, Taiwan, South Korea, ASEAN, India, Turkey, Eastern Europe, Middle East, Pakistan, Egypt, Africa, Russia, CIS, Mexico, Latin America Page 2 of 19

3 Lenovo Corporate Strategy Page 3 of 19

4 Winning in the Future No. 1 PC Market WW PC Market Size Forecast (Units Mil) FY09/10 Q2 China PC Market Share NO % 18.4% Lenovo HP Dell 8.7% Founder ASUS 26.6% 7.2% Acer Others USA China Source: IDC PC WW Tracker CY09Q1 4.0% 5.8% China is forecasted to exceed US as the No. 1 PC market Lenovo has secured the No. 1 position in China for 12 years consecutively Page 4 of 19

5 China PC Market Overview Unit ( 000) 16,000 14,000 12,000 10,000 8,000 6,000 4,000 2,000 0 China PC Market Shipment Growth 28% 28% 26% 25% 24% 22% Source: IDC, Nov % 10% -7% 0% 14% 07Q1 07Q2 07Q3 07Q4 08Q1 08Q2 08Q3 08Q4 09Q1 09Q2 09Q3 YTY% 30% 20% 10% 0% -10% Calendar Quarter China PC Market by Segment (Q1-Q3 CY2009) SMB 35% Consumer 47% Public Sector 13% Large Enterprise 5% The second largest PC market today Expected to surpass the US by 2012 Recovered from the economic slowdown Shipment increased 28% YTY in calendar Q Consumer and SMB segments account for >80% of the market Consumer notebook segment is the largest growth driver Page 5 of 19

6 China PC Market: Customer Segments Lenovo Transactional business targets at the 2 main growth segments: Consumer and SMB Unit ( 000) YTY% Unit ( 000) Consumer Small and Medium-sized Business YTY% 8,000 46% 50% 5,000 50% 7,000 6,000 5,000 4,000 3,000 2,000 1, % 29% 32% 30% 26% 12% 11% 4% 27% 40% 30% 20% 10% -7% -10% 07Q1 07Q2 07Q3 07Q4 08Q1 08Q2 08Q3 08Q4 09Q1 09Q2 09Q3 Calendar Quarter 0% Unit ( 000) Large Enterprise YTY% Unit ( 000) Public Sector YTY% % 2,000 20% 16% 16% % 16% % 1, % 14% 18% 4% 5% 5% -3% -1% -7% -10% 07Q1 07Q2 07Q3 07Q4 08Q1 08Q2 08Q3 08Q4 09Q1 09Q2 09Q3 Calendar Quarter Source: IDC, Nov % 10% 0% 4,000 3,000 2,000 1, , % 36% 31% 10% 26% 39% 0% 25% 14% 4% 3% -9% -5% -1% 2% 0% -10% 07Q1 07Q2 07Q3 07Q4 08Q1 08Q2 08Q3 08Q4 09Q1 09Q2 09Q3 Calendar Quarter 8% 19% 07Q1 07Q2 07Q3 07Q4 08Q1 08Q2 08Q3 08Q4 09Q1 09Q2 09Q3 4% 40% 30% 20% 10% 0% -10% -20% Calendar Quarter 10% 0% Page 6 of 19

7 Pillars of Success in Lenovo China Unique Business Model Effective Channel Strategy Dual Model: Transactional & Relationship E2E business model Speed & efficiency Extensive coverage Industry leading channel management Best Customer Service Best in class service E-care. Call centers. Service stations 12 years CCID award Great Product & Successful Branding Great products & coverage Most well-known PC brand People & Team Employer of choice Page 7 of 19

8 Dual Business Model: Go to Market Approach Transactional Customers (Consumer, SMB) Relationship Customers (LE, Government, Education) Promoters Sell Out Tele / Web Sales RKA FA Grid Sales Product Sales Retailers Sell Through-In Distributors Sell In Direct Sales Direct Relationship Business Partners ISR Inside Sales Reps Lenovo Sales Rep Product, Grid, STF ISR Inside Sales Reps Lenovo Notes: FA - Fulfillment agent LE - Large enterprises RKA - Retail key account STF - Store fronts AE Account Executives Page 8 of 19

9 Effective Channel Strategy Most Extensive Coverage More than 13,000 sales points Over 6,500 Lenovo Exclusive Stores (LES) Covering 100% of all Tier 1-6 cities Industry Leading Channel Management Daily monitoring of Sell-In / Sell-Out / Channel Inventory Average channel inventory turnover of 16 days Exclusivity of channels 80% sell Lenovo products only Strong credit and risk management Driving bad debt rate to a minimum Page 9 of 19

10 Lenovo Everywhere Lenovo Storefronts Lenovo Storefronts Commercial Experience Centers Demand Generation Event in Rural Market Page 10 of 19

11 Best Customer Service Most Extensive Service Network 1,500+ service stations 100% coverage in Tier 1 5 cities 24x7 E-care service (350 million visits per month) 8,000 certified service professionals Including 3,000+ Lenovo engineers 800 phone lines handling average of 20,000 calls per day Industry Recognition Best Customer Service award by CCID for 12 years Certified COPC call center 6 years running HDI Level 4 certification (only 2 worldwide) Page 11 of 19

12 Great Products and Most Well-known PC Brand % Brand Total Awareness in China DT NB 57 ThinkPad T400s IdeaCentre AIO B Lenovo Lenovo Dell Sony Toshiba Founder HP Asus TCL Source: Millward Brown ACSR, Brand Tracker FY2008/09Q4 IdeaPad U350 Page 12 of 19

13 Employer of Choice China Top 100 Employer Award 2006 & 2007 Global Top 100 Employer Award 2006 China University Graduates Best Employer Award Quality Employer Partner Award 2008 Note: CIMA Chartered Institute of Management Accountants Page 13 of 19

14 EMG Half Moon Strategy: Leverage China Best Practices RUCIS EMAT CHINA Unique Business Model Effective Channel Strategy Best Customer Service Great Product & Successful Branding People & Team INDIA ASEAN HTK Notes: HTK: Hong Kong, Taiwan, Korea EMAT: Eastern Europe, Middle East, Africa, Turkey RUCIS: Russia, Commonwealth of Independent States (CIS) Page 14 of 19

15 Progress in Emerging Markets Group (EMG) Market Share 18.0% 15.0% 13.6% 14.3% 12.9% 15.7% 16.2% EMG 12.0% 9.0% 6.0% 4.2% 4.1% 3.6% 4.4% 5.3% Rest of EM (ex. China) 3.0% 0.0% Q2 FY 08/09 Q3 FY08/09 Q4 FY08/09 Q1 FY09/10 Q2 FY09/10 Page 15 of 19

16 Lenovo in India FY2009/10 Q2 Market Size = 2,190K Market YTY Growth = -3.1% Lenovo YTY Growth = -7.5% Lenovo s Market Share in India 7.8% 7.6% 6.6% 4.7% 5.0% 7.3% Q1 Q2 Q3 Q4 Q1 Q2 FY08/09 FY09/10 Opening of Lenovo Flagship Store in New Delhi High brand awareness of 93% Customer satisfaction score of over 90% Introduce new products focusing on Consumer & SMB segments Getting closer to consumers in India Increasing city coverage from 300 to 350 by end of 2009 Grow current service center network from 140 to 250+ by end of 2009 Penetrate deep into Tier 2 4 cities Page 16 of 19

17 Lenovo in Russia FY2009/10 Q2 Market Size = 2,102K Market YTY Growth = -31.6% Lenovo YTY Growth = 133.2% Lenovo s Market Share in Russia 0.9% 1.4% 1.9% 1.7% 2.7% 4.8% World longest ThinkPad banner in Moscow Q1 Q2 Q3 Q4 Q1 Q2 FY08/09 FY09/10 Seized new market growth areas like WiMAX mobile broadband First PC vendor to launch WiMAX enabled notebook Continue to grow channel network Introduced full range of Idea products for consumer Page 17 of 19

18 Summary Further expand leadership in China Continue to leverage our unique dual model Strengthen channel coverage Expand product line-up to meet customer needs Focus on sustainable profitability Drive growth in other Emerging Markets Replicate our strengths from China Focus on key countries Drive growth in shipments and expand market shares Page 18 of 19

19 IR Contacts (Hong Kong) Gary Ng / Feon Lee / Page 19 of 19