Transcript presentation to CERAM

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
● My job scope
● Key challenges & opportunities being a manager in China
Schneider Electric - Marketing – External Communication – 28 April 2008
2
Schneider Electric Corporate
Schneider Electric - Marketing – External Communication – 28 April 2008
>
3
The global specialist in
energy management
Schneider Electric - Marketing – External Communication – 28 April 2008
4
Making energy…
Efficient
Safe
Transform and
distribute power
safely
Measure and control
energy, automate, provide
accurate diagnosis
Reliable
Prevent from
power outage and
energy quality
variances
Green
Productive
Manage
processes,
enhance any
Infrastructure
utilities
management
Schneider Electric - Marketing – External Communication – 28 April 2008
Make the connection of
renewable energy
sources easy, reliable
and cost-effective
5
Example: Energy management in
buildings
Green
Make the connection of renewable energy sources
easy, reliable and cost-effective
Productive
Manage processes, make all the utilities of any
Infrastructure more efficient
Efficient
Measure and control energy, automate,
provide relevant diagnosis
Reliable
Prevent from power outage and
energy quality variances
Safe
Transform and distribute power safely
Schneider Electric - Marketing – External Communication – 28 April 2008
6
A global company
Europe
North America
27%
28,000
Rest of the world
€18.3B revenue
32% in new economies
114,000 people
Presence in 100+ countries
10%
9,000
Schneider Electric - Marketing – External Communication – 28 April 2008
44%
48,000
Asia-Pacific
19%
29,000
7
Supporting the first
“zero-emission”
scientific station
In 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 - Marketing – External Communication – 28 April 2008
8
China’s Operation…
Schneider Electric - Marketing – External Communication – 28 April 2008
>
9
A Key Contributor to China in the Past
20 Years
1987
TJ Merlin Gerin
1992-2000
SECI
1st Wave Investment
2001-2007
2nd Wave Investment
2008
Energy Efficiency
Olympics
15B RMB total investment
15,000 employees
2 R&D centers
5B RMB tax contribution
4 branches
1 laboratory – Power Test Lab
10B RMB local purchasing
36 regional offices
1 learning institute
20-30% growth every year
4 distribution centers
500+ distributors
21 factories
Schneider Electric - Marketing – External Communication – 28 April 2008
10
Continuous Innovation
● New circuit breaker standard in China
● Energy efficiency program
● Continuous technology transfer to JV
● Sustainable R&D investment
●
CRDC in Shanghai
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
Schneider Electric - Marketing – External Communication – 28 April 2008
New
Power Test Lab
in Jinshan Shanghai
11
People Development
Schneider Electric - Marketing – External Communication – 28 April 2008
12
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 - Marketing – External Communication – 28 April 2008
13
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 - Marketing – External Communication – 28 April 2008
14
Sustainable development:
Walking the talk
Schneider Electric - Marketing – External Communication – 28 April 2008
15
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 - Marketing – External Communication – 28 April 2008
16
Energy Efficiency…
Schneider Electric China
– ISBU – Sophie Borgne
>
17
Chinese Government Energy Efficiency
Target
● Chinese Government Target : -20%
● Realize 20% energy consumption reduction comparing with the 10th 5-yearplan
● 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 - Marketing – External Communication – 28 April 2008
18
Our customers are the biggest energy
consumers
●Energy use split
49%
16%
8%
27%
Industry incl
Residential
Tertiary Building
Transportation
Industrial building)
Main energy consumption is for heating, cooling, motors, lighting,
electronics and appliances
Schneider Electric - Marketing – External Communication – 28 April 2008
19
We bring 30% energy saving now,
through our solutions…
Industry & infrastructure
Buildings
Residential
Average facility can reduce
consumption by 20% to 30%
Renovation can yield up to
30% of energy savings
EE products may save
10% to 40% in electricity
Schneider Electric - Marketing – External Communication – 28 April 2008
20
My job scope
Schneider Electric China
– ISBU – Sophie Borgne
>
21
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
22
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
23
Challenges and opportunities
Schneider Electric China
– ISBU – Sophie Borgne
>
24
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
Schneider Electric China
– ISBU – Sophie Borgne
● Key challenges:
● Recruitment
● Development
● Ethics
25
Managing people
delegation vs control
● Traditional style
● Manager: 老板 (laoban)
Schneider Electric China
– ISBU – Sophie Borgne
● Key challenges
● Foster initiative
● Foster innovation
● Trust and autonomy
● Keep face
26
Business Practices
● Guanxi & “Face giving”
Schneider Electric China
– ISBU – Sophie Borgne
27