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Challenges et opportunités dans la pratique des affaires en Chine. Sophie BORGNE Responsable Marketing - Division Contrôle Industriel, Schneider Electric Chine [email protected] Suzhou, 17 Mars 2009. Agenda. Schneider Electric Corporate Schneider Electric in China - PowerPoint PPT Presentation
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Challenges et opportunités dans la pratique des affaires en Chine Sophie BORGNEResponsable Marketing - Division Contrôle Industriel, Schneider Electric Chine
Suzhou, 17 Mars 2009
Schneider Electric 2- Marketing – External Communication – 28 April 2008
Agenda
● Schneider Electric Corporate
● Schneider Electric in China
●My job scope
●Key challenges & opportunities being a manager in China
Schneider Electric 3- Marketing – External Communication – 28 April 2008
Schneider Electric Corporate
>
Schneider Electric 4- Marketing – External Communication – 28 April 2008
The global specialist in energy management
Schneider Electric 5- Marketing – External Communication – 28 April 2008
Making energy…
ProductiveManage processes, enhance any Infrastructure utilities management
EfficientMeasure and control energy, automate, provide accurate diagnosis
ReliablePrevent from power outage and energy quality variances
SafeTransform and distribute power safely
GreenMake the connection of renewable energy sources easy, reliable and cost-effective
Schneider Electric 6- Marketing – External Communication – 28 April 2008
Example: Energy management in buildings
ProductiveManage processes, make all the utilities of any Infrastructure more efficient
EfficientMeasure and control energy, automate, provide relevant diagnosis
ReliablePrevent from power outage and energy quality variances
SafeTransform and distribute power safely
GreenMake the connection of renewable energy sources easy, reliable and cost-effective
Schneider Electric 7- Marketing – External Communication – 28 April 2008
A global company
27%28,000
North America44%48,000
Europe
19%29,000
Asia-Pacific
10%9,000
Rest of the world
€18.3B revenue
32% in new economies
114,000 people
Presence in 100+ countries
Schneider Electric 8- Marketing – External Communication – 28 April 2008
Supporting the first “zero-emission” scientific stationIn partnership with the International Polar Foundation, we are providing electrical distribution, building management and remote control solutions for the Princess Elisabeth Antarctica research station.
Schneider Electric 9- Marketing – External Communication – 28 April 2008
China’s Operation…
>
Schneider Electric 10- Marketing – External Communication – 28 April 2008
1987TJ Merlin Gerin
1992-2000SECI
1st Wave Investment
2001-20072nd Wave Investment
2008Energy Efficiency
Olympics
15B RMB total investment
5B RMB tax contribution
10B RMB local purchasing
20-30% growth every year
15,000 employees
4 branches
36 regional offices
4 distribution centers
21 factories
2 R&D centers
1 laboratory – Power Test Lab
1 learning institute
500+ distributors
A Key Contributor to China in the Past 20 Years
Schneider Electric 11- Marketing – External Communication – 28 April 2008
Continuous Innovation
● New circuit breaker standard in China● Energy efficiency program● Continuous technology transfer to JV● Sustainable R&D investment
● 2 R&D Centers
●Shanghai for power & automation●Shenzhen for ISC
● 5% sales devoted to R&D
● 440 professional engineers
● Power Test Lab in Shanghai – Performing full range of power tests
● Standardization & Certification● Cooperation with CQC/CEEIA/TILVA/CNCA/SAC
CRDC in Shanghai
NewPower Test Lab
in Jinshan Shanghai
Schneider Electric 12- Marketing – External Communication – 28 April 2008
People Development
Schneider Electric 13- Marketing – External Communication – 28 April 2008
University Program
●Objective● A social contribution program● Cooperation platform● R&D collaboration● Talent fostering
●Achievements
● 9 joint labs with equipment worth 10M RMB
● +100 scholarships worth RMB 400,000/year
● +350 students for summer internships
● 325 students recruitment
Schneider Electric 14- Marketing – External Communication – 28 April 2008
Employee Development & Diversity
● Development & training program● Marco Polo● Leadership development: YEP, CEIBS, Tsinghua MBAs● SLIC: 10,000 courses in 2006
● Diversity● International environment: 20 nationalities, 6 within CMC● Cross-functional team● Geographical mobility
● Employee Loyalty: over 10, 15 and 20 years!
● A significant number of global top management team worked in China before, including our CEO!
Schneider Electric 15- Marketing – External Communication – 28 April 2008
Sustainable development:Walking the talk
Schneider Electric 16- Marketing – External Communication – 28 April 2008
Luli Program & Project Hope
●Schneider Electric Youth Opportunities Foundation & Luli
● 2M RMB employees donation as of 2006
● Cooperation with China Youth Development Foundation
●Project Hope in China
● 9 Schools
● 2 orphanages
Schneider Electric China – ISBU – Sophie Borgne 17-
Energy Efficiency…
>
Schneider Electric 18- Marketing – External Communication – 28 April 2008
Chinese Government Energy Efficiency Target
●Chinese Government Target : -20%● Realize 20% energy consumption reduction comparing with the 10th 5-year-
plan
●Most industries are lagging● Most of local governments did not reach the target in past two years
●Strong push to come● The Energy Law will be officially issued in Apr, 2008
Schneider Electric 19- Marketing – External Communication – 28 April 2008
●Energy use split
Main energy consumption is for heating, cooling, motors, lighting, electronics and appliances
Our customers are the biggest energy consumers
27%Transportation
49% Industry incl Industrial building)
16%Residential
8%Tertiary Building
Schneider Electric 20- Marketing – External Communication – 28 April 2008
We bring 30% energy saving now,through our solutions…Industry & infrastructure
Average facility can reduce consumption by 20% to 30%
Buildings
Renovation can yield up to 30% of energy savings
Residential
EE products may save 10% to 40% in electricity
Schneider Electric China – ISBU – Sophie Borgne 21-
My job scope
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Schneider Electric China – ISBU – Sophie Borgne 22-
Managing a product portfolio
●30,000 references●1.7BRMB turnover in 2008 (10% of Schneider China)●80% of turnover with products manufactured in China●25 marketers, 150 sales and 50 key distributors serving 4,000 customers●Schneider is the market leader, 2 times bigger than #2
Schneider Electric China – ISBU – Sophie Borgne 23-
Role of ICC Marketing Team
●Business coordination● Sales
● Customer satisfaction (quality, on time delivery)
● Working capital (stock, backlog)
●4C’s management● New products and growth initiatives
● Delta price & Margin
●Prepare the future● Strategy
● Product roadmap
Schneider Electric China – ISBU – Sophie Borgne 24-
Challenges and opportunities
>
Schneider Electric China – ISBU – Sophie Borgne 25-
Managing people:manager = HR
● Some figures about my team● Average age: 29● Average time with Schneider China: 3.5 years● Average time in actual position: 1.8 years● Male/female ratio: 50/50
● Key challenges:● Recruitment● Development● Ethics
Schneider Electric China – ISBU – Sophie Borgne 26-
Managing peopledelegation vs control
●Traditional style● Manager: 老板 (laoban)
●Key challenges● Foster initiative
● Foster innovation
● Trust and autonomy
● Keep face
Schneider Electric China – ISBU – Sophie Borgne 27-
Business Practices
●Guanxi & “Face giving”