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OperationalExcellence:
Indianvs.InternationalPracticesCONFIDENTIALThisreportissolelyfortheuseofclientpersonnel.Nopartofitmaybecirculated,quoted,orreproducedfordistributionoutsidetheclientorganizationwithoutpriorwrittenapprovalfromMcKinsey&Company.ThismaterialwasusedbyMcKinsey&Companyduringanoralpresentation;itisnotacompleterecordofthediscussion.WesternRegionAnnualMeetingApril11,2002KEYMESSAGESSuperioroperationsdrivesvaluecreationIndianmanufacturingcompaniesfacesignificantoperationschallengesNewtoolsandmindsetrequiredtobuildoperationalexcellenceRewardsfrompursuingoperationalexcellencecanbelarge–thejourneymustbeginnowINTERNATIONALRESEARCHSUGGESTSTHATCOMPANIESWITHSUPERIOROPERATIONSDELIVERSUPERIORRETURNS… * Excellent"areUScompanies(fromtheDiscoveryscreenedtargetlist)whichincreasedtheirmovingaverageROICeveryyearduringa5-yearperiod(1995-99),andhadaROICgreaterthantheirindustrialaverage ** CompaniesfromtheS&P500industrialswhichpassedtheExcellencefilter,fullspreaddataavailableforonly320companies *** Basispointsreflectsabsolutechangeinspread(i.e.,aspreadincreasefrom5.0%to7.0%equals200basispoints)Excellent–Superioroperationalperformance(12companies)*S&P500IndustrialsROIC-WACC,basispoints***Excellent-Other**companies
(32companies)ApproachShort-listed44“excellent”companiesforanalysisROIC>WACC(from95-99)ROIC>IndustrialaverageShort-listed12“excellentcompanies”basedonqualitativereviewofoperationsAverageTotalreturnstoshareholdersWilshireIndex(market)"Excellent"-Top12*"Excellent“–Next32S&P500Industrials * Operationalexcellentcompaniesdefinedas12companiesthatpassedoperationsexcellencefilterfromtheIndustryWeekGlobal1000Source: McKinseyOperationsDiscoveryProject3XTRS
performance
relativetomarket…W告H灵I束C茂H私T斥R乒A凡N茄S挺L校A质T给E富I海N河T白O监S叔U开P泛E算R熔I填O滋R近V拍A杨L父U克A踢T学I兼O御N陪SO歪P泊E军R秀A霉T疮I厉O矮N粘A拐L遇E氏X覆C四E到L确L饭E劳N看C原E凳D蓬R衬I近V姓E竹S巾T由H裤E院S觉E介R命E俊T言U遭R朵N芒SNewproductintroductioncycletimeandcost50%lowerthancompetitionManufacturingfloorspacerequired50%lessforcomparableproductOrdertodeliverytimelessbyafactoroffiveP/E20+pointshigherthanothermajorplayersMake-to-ordersupplychainInventorylevel60%lowerReceivablesturns45%higherRevenuegrowth40%fasterandROIC1.5timesindustryaverage3-yearcostsavingsgoal
ofUSD1billionachievedthroughAlcoaProductionSystemAdditionalUSD1billionsavingstargetedfor2003From1996to2000,CAGRofrevenuesandnetincome15%and30%,respectively,inspiteofplungeinaluminumpricesOperationalInitiativesOverallfinancialimpactA旺L身C过O北A放C衬A霞S补E娘S僚T围U君D竟Y稿–崖C籍O手R小P豪O相R吵A遍T狐E外-若W茫I敌D待E际L德E咐A肯N叛T肺R伤A脖N摧S发F斧O枕R域M收A列T鬼I货O缘瑞NL陕e鲜a骂n甲o晌p钉e阳r舒a能t下i月n龙g寺p喝r避a纸c岔t某i吩c价e晒s垄(慌A字P句S邪)T灾r缴a砍n兰s扔f值o考r等m缴a俩t条i疯o太n本f零o屋u熊n少d尤a流t出i剃o牲nP巾e耽r陕f懒o绳r重m刷a喊n锈c激e请-乘b纪a踩s瓦e规d华m吉e枯a圣s粒u薪r轧e叹m异e塌n爸t孝s融y怜s夸t芳e琴mF疗a疑c洽i兰l构i偿t汁i衣e遥s念m杜o陕d踩e够r惊n荣i赵z窝a俭t延i挎o句nR戴e河n弊e舞g扰o处t关i涉a悉t启e敢d蒙l雕a蛇b绍o难r很c工o虽n势t改r批a坟c荷t灯sV煮a忙r码i兽a药b焦l鞠e数c景o希m今p谈e飘n声s金a腰t晨i厦o冬n饥(俊s梯a宋l卡a猎r茅y猴a麻n障d屋h吩o抱u隙r杆l银y感)Q拿u秘a趣l献i虑t烧y蔬a歇s何s切u唉r辣a疾n懂c冰e凶,症S赶P蹈CR萌e孝d厨u督c扁e卵d晕s饱e艘t鄙-著u急p辩t暗i缴m圣e跳sF辰l姑e赶x辈i狡b与l桐e宋j葬o由b同d疤e美s桌i前g面nP咬a唱y来f镇o泥r淹p慈e求r浴f蓄o状r匪m弦a狸n梁c怪e音/问s贴k赔i贺l士lA粗l胞c督o偏a借B杂u哈s掘i文n暑e走s赏s户S里y血s兔t筹e厘m * Alcoa’squarterlynetincomeadjustedforspecialitemsSource: Platt’sMetalWeek;WallStreetJournal;McKinseyMetalsPracticeAlcoaadjustednetincomeAluminumspotpriceAdjusted
netincome*$MillionsSpotprice
ofaluminum$/lb.Alcoaperformancevs.priceofaluminum-1001002003000.400.600.801.001.200198283848586878889909192930InitiatedAlcoaproductionsystemA眠L估C损O块A走C冤A恼S嘴E连S润T狐U鞠D俘Y巨–衰T畅H芒E园R洲E底S倘U社L泄T咳S949596979899BrokeoutofpricecycleEVA-1995-99(ROIC-WACC)Growth-2000-05(5-yearprojected)AlcoaCompetitorIndustryAlcoaCompetitorIndustryK旬E湖Y妖M缘瑞E仔S济S各A摩G误E掌SS骄u吸p棕e彼r爬i除o青r悲o夫p趟e怖r柔a嚼t缸i繁o令n拼s勒d句r眼i院v胆e陪s亏v休a痛l缘瑞u鄙e挪c阔r亡e穴a舟t封i洒o胁nI谋n伐d误i化a统n佣m绝a朱n穿u削f猛a换c蚁t聚u晌r制i俱n窃g梳c张o驰m戴p染a均n克i范e门s衣f奥a撞c棒e概s题i赛g袋n翁i难f狭i轨c充a植n片t京o愤p宴e鞠r品a掠t礼i香o滚n纵s睡c贼h辟a喜l息l若e稍n极g串e念sN扛e柏w辈t误o绪o跟l叠s滋a滴n迷d我m振i席n伴d证s趋e目t哲r协e类q广u仪i睁r岗e竭d磁t句o挺b呈u舟i威l舍d沫o煮p懂e汽r胁a金t广i勒o盼n叼a供l蚁e社x粉c步e亿l抚l哗e微n趋c灶eR送e桃w拥a件r检d豆s游f俗r侨o惹m庸p朗u虏r映s洗u魄i饱n测g乌o挡p扫e筒r洲a锋t鸡i使o互n害a叼l钟e钉x狭c怒e狸l个l皂e某n亡c扰e博c烟a冬n升b旁e混l崭a图r脱g捞e皂–等t纺h雹e级j兴o唱u欠r饶n肆e幸y约m齐u定s舅t送b芬e司g偶i殃n龟n响o舍wI扇N肥D丘I辣A染N裹M谦A佳N册U里F两A抄C姥T跨U乎R集I妨N采G福C役O影M蒙P穷A架N镜I狼E恢S筝F镰A蛛C躁E刊A坦P碗R欠O裹F兵I萄T盯A敌B吸I覆L翠I除T黑Y厅C育R各I絮S耍I幻玉S199720%
decreaseProfitmargins*2000PAT,percentageofsalesPercentageofcompaniesmakinglossesPercent199750%
increase200019977%
decreaseEVA(ROICminuscostofcapital)2000Percent * Basedonasetof132companiesin10sectors(IndustrialMachinery,Ferrous,NonFerrous,ConsumerDurables,Chemicals,Petrochemicals,Pulp&Paper,Power,TyresandAutomotive)Source: Prowess;McKinseyteamanalysisP汪O亲O益R签F畅I辜N亿A谅N牙C书I絮A贺L锹P著E扮R驾F桥O势R溉M蜂A赌N旦C露E肯I肚S贯D扛R循I疫V夫E冷N拿B究Y棉P妇O伤O牺R忠L响A谱B欲O谁U宇R引A搭N令D命C谱A誓P沃I颈T牧A巧L载P猫R进O音D灵U倚C弊T案I汤V肉I勺T棒Y块…A火u款t悉o肥m饰o鸡t威i难v书eS乌t旷e贺e蛛lP艺o咳w肝e励r般(舒g昂e障n污e础r艇a贤t习i闷o彻n乒)L欠a洁b在o由u户r概P消r麻o荐d踩u拥c羞t亲i车v闸i颤t牺yC毯a适p汇i巴t首a惕l胞p炕r次o丽d少u始c汇t孔i桐v羊i押t兔yI框n跑d偏e续x毁,轻U焦S隆=咐1救0商0A疤p康p缘瑞a羞r斯e采lI染n饥d隶e酿x笑,火U兆S惭=虹1萍0秋0S霜o能u抄r堵c宽e喝:絮M艰c挨K魄i桥n滩s排e授y新G尿l基o探b苹a故l折I瓜n崖s黎t拨i音t台u佛t捉e把s凳t猪u朝d杏y闯o轧f佛t义h焰e昂I棕n苹d脉i钻a彼n底e雨c艇o优n请o兴m确yEXAMPLESN您AN骂AManufacturingSupplychainChannel
managementKeyaccountmanagement/SalesforceeffectivenessPricingPurchasing/
supply
managementG折A银P支S飞E仰X阿I皆S性T练I哗N孔A悄L宋L餐A博R冶E叛A壳S澡O推F塞O篮P困E枣R励A痒T亩I您O类N滑A掌L觉P垦E打R宁F射O啊R竿M搁A校N吩C纳EToomanysuppliers(250*vs.100forbest-practice)Unawareof‘pocketmargins’80%timeonnon-valueaddedactivitiesPoorchannelcapabilityandreturnsNosystematictrackingoftopcustomersandtheirsatisfactionToomuchinventory(140daysvs.35forbest-practice*)*A绒u俊t居o没m械o印t涂i指v陡e统i糟n维d伤u钱s圆t拦r早y晌a暴n纱a败l杂y鹿s匹i除sK周E堪Y变M庸E导S皮S勾A岩G祖E捏SS显u勾p雪e彻r判i型o赏r碧o吉p草e合r棋a灭t邀i闻o越n伯s颈d照r座i焰v额e伪s杜v谊a周l芝u部e蔑c盯r养e蚁a更t面i假o幻玉nI裙n鸽d妙i权a陷n裕m导a逮n该u扑f唯a木c抗t名u嗓r待i秆n脾g沟c窃o以m饱p筝a傲n涛i阴e画s努f拆a钳c展e拉s吐i是g今n渔i宋f搭i座c纱a跑n扫t胞o徐p惰e样r午a沈t恒i害o西n蔑s摧c窑h颠a荣l叠l钥e虹n虹g叙e像sN焰e呜w宅t箱o迷o鸣l鄙s腾a购n折d聪m区i思n爬d砌s五e执t补r跳e裙q些u确i誓r帖e原d虾t抄o气b徒u必i午l折d盛o随p次e惠r金a窑t壁i斗o括n给a敢l绑e肢x秤c修e孕l逼l贸e冰n幼c珍eR糖e骗w备a古r乏d根s伏f坡r你o震m鹅p惑u扒r芽s斥u擦i质n蔑g量o侮p洗e篮r幸a梢t约i忙o迈n呀a场l孕e伞x痕c塑e扬l削l虚e覆n碍c蒙e井c灰a争n刑b桶e昨l糠a隔r简g期e释–练t梦h霜e津j思o与u迷r检n楼e墓y革m截u欢s吗t棍b旧e躲g察i谎n兔n蹦o狮wN货E惹W厉M胜I晕N丙D埋S缺E遍T多R夺E怕Q样U上I切R凑E秃D羊T涉O恢D仙R归I岭V织E戚O界P确E矿R插A熟T瘦I歇O乒N捐A善L图E拢X受C台E寇L宫L禽E况N叠C松ET纺y霜p郑i谊c帅a印l丽m鸣i拜n征d异s牙e肠tR尾e旧q驾u掠i这r郑e椅d乡丰m告i翻n韵d桶s晌e睁tLimitedtopmanagementinvolvementDrivenbyCEOagendaIncrementaltargetsStep-changeimprovementSubjectiveproblemsolvingFocusonfactsandrootcausesAd-hocimplementationRelentlessfocusonchangeandconsequencemanagementProgrammedrivenby“sparable”executivesLedbythebrightestandthebestS症o新u醉r富c在e隔:鸟I齐n送t扶e滨r厌v斩i伯e岛w础sS毙o夜u进r旗c剩e钻:粱I设n规t酸e碍r刚v理i泡e硬w舱s讯;斤S屯I跃A薄M鹊;圈H梦a托r朗b比o夺r环R横e隶p诊o耐r鹿tE牙q陕u并i讽v抄a注l启e善n嫩t絮c斩a嗓r恒s岭p凯e摄r椅e青q予u搬i插v承a弯l碧e阻n霸t笨e劣m遥p好l种o截y席e婚e滩;难I雪n神d览e宁x差,担U饿S磁a测v贱e箱r运a抱g他e宁i品n镰1莫9具9贿8碧=删1鼠0贡0S衔E恶V夏E神R稿A旧L滤S牙O辛U耻R摄C隆E并S蓄O杜F爬G键A智P胞S响E带X济I栗S且T芬I什N来M时A护N株U斗F等A逗C笛T抓U汪R从I选N沙GP私r橡e能-鞋l嫁i邮b匹e灾r浇a危-凯s鞠z兵a蚁t榜i摩o沙n私p授l桨a哄n狸t连sE扁x驰c幸e虎s徐s梨w番o喜r晴k熄e续r净s搜,涝O若F训T建*蝇,多D动F阳M翻*耐*习,堡t童e飞c萝h骂n赔o躬-皂l绸o究g默y阔,姨s钞c貌a牙l不eP惕o马s降t仙-困l醋i灰b茎e酱r匹a虾-毅l易i徒s陡a廉t茅i仆o暴n款p接l磁a底n支t绕sS羡u躬p郑p剃l头i澡e邪r史r倍e途l炊a弯t牢i粒o仗n畜sS错c级a蠢l得e猜/耻U声t料i聋l亭i收-伤s嫌a啊t对i戴o论nO曲r拉g苹a料n御i溉s辱a暂t虫i挠o百n杀o某f凳f绵u姓n桶c项t文i柜o转n眯s网a岸n突d袄t胞a璃s对k耕s桃a勺n川d彩t僵r惯a印i恢n熊i出n践gI件n箩d美i荷aP曾o喘t绵e畏n中t州i党a懒lN亏o赏n柳-织v运i彩a然b仿l宜eA双u锻t罗o嗓-怖m走a酬t穗i棚o怜nU毛S匪a妙v址e披r省a旗g传e63扩23今81引7758放41额61业0桐01熟6D刮e外s垦i煮g向n故f崭o桌r郑m尝a感n漫u欠f殿a智c坦t赶u呼r库i亿n阶gI上n休d某i愤a助a氏v馋e医r丘a固g港e堆=页2仍41V图i鹊a纳b番l倚eA币u若t喘o文-倦m跌a跃t变i萌o装n1众.M耳a并n纤u受f唉a逝c蚀t敌u涨r轻i倾n瓣gAUTOMOTIVEEXAMPLE*感A者c修c迅o屋r更d羊i励n片g比t够o物D压R窝I桨-跟s旨e俭g趋m愚e棒n捏t亚a娇t盖i肉o婆nS刻o钞u汤r莲c傍e阅:甚I纯n机t六e缸r屠v佳i稼e亡w续s特;刺M抚c阅K走i革n走s垫e糠y杜A被u谜t哗o亦m便o横t次i到v迈e免P舞r殊a怖c条t厚i坑c捡eD汗E万S番I社G博N变F舰O舞R迷M直A党N膏U插F澡A戏C尤T匀U纠R吵E帅O窃F岸S狮E磨L古E带C似T燥I飞N捉D戚I摘A高N渐S浙E广G讨M站E性N晕T吹A帽C摆A梁R广S默*P滔r纠o择d绢u拼c齿t捎i辱v胖i书t赤y汪p笨e拐n麻a跨l灰t奔yG聚l帆o睬b愤a步l捡b胖e森s肺t辛-p布r督a移c仗t辰i偷c鹅eC禁a益r士1C霞a恋r承2C已a览r露3G蛛l哥o社b石a亮l梨b幕e穷s远t螺-p国r诵a高c斤t吃i饮c持eC萌a钥r贷1C兼a宰r宰2C材a爷r堆3N餐u寨m今b鹊e造r挣o毛f岂b米o雄d膏y剩p池a多n漫e怒l厅sN葱u扯m嘉b洪e外r译o固f保s饱p明o偶t邮w批e淡l宰d狮sP晚r啄e镇s额s逮s更h昆o下p捡:驴3铜1唇%杰(飘r桥e啄p搜r好e黎s筹e贴n兆t童s舒4跌%延o嫌f迈t家o养t摆a暮l妥e压m牙p细l痛o络y晃m核e薄n孤t厨)B菌o忽d才y佣s祸h由o章p信:德2羞5量%铃(骂r冒e着p绑r竿e桌s港e价n口t旧s刺1拴9撤%崇o内f思t蛋o惧t顽a劈燕l经e晕m守p奥l虑o矛y伐m凝e部n侦t犯)I升n帽d圣i裹aI产n各d假i既aB扬O卫T屑T体O右M脾U银P刚I嗽M换P拦R需O页V土E务M仓E昼N样T客P烟R猛O城G太R掀A王M牢S师E精V愚A绞L弱U蛋A另T喜E胞N感U帮M况E阁R顶O湾U琴S每I监D放E爱A捧S摧A恒N嫂D舞C祖A税N如Y锦I掀E糟L穗D歼L朝A掀R欺G冻E岩B滨E素N滋E帜F重I极T秤SI歼n朵a遭t址y惰p裤i渗c蕉a龙l建p份r与o胶g垮r批a馋m听,呆m路o料r闷e耐t剪h厌a彻n带2俊,转0什0建0片i悼d泪e右a盯s扛a筛r时e绵g荐e书n吓e犁r统a贴t贤e督d活,加r拜i修g蔬o营r派o郑u搂s驾l硬y撞e兔v卖a炒l墙u消a金t沸e监d绕a如n用d亡i乞m咽p线l核e毕m情e产n拳t摧e恭dI捆d跟e语a族s增a沈r译e陪n骆o跑t虽c究a稿p头i柿t客a索l经-水i昆n礼t嫂e过n裤s瓦i哨v档eS轮h睁o疼u刷l铜d数y孤i守e搜l悲d叮p美a辱y躲b茶a拐c像k著i慈n漠n偷o播t异m卖o组r秋e表t廊h扣a反n索o脆n拐e究y收e嗓a净rS有h领o笋u赖l枯d棚b院e联i疯m妨p晶l佳e市m喘e芦n惊t善a尺b舌l狗e棉i用n点3小-即6清m自o悲n没t录h忽sR奶i泊g星o永r外o愿u督s葬e映v雹a编l录u常a鄙t番i束o畅n体o滥f拍s触i汗m逗p甲l奏e清i聚d齿e序a匹s扁……couldyieldimpressiveresults30-40%reductionincompressiblecosts(10-20%reductionintotalmanufacturingcosts)SignificantreductionindowntimeLargereductionindefectrateBetterreliabilityandshorterthroughputtimeindeliveriesS填U惑P民P捞L墙Y众C呢H子A备I螺N错–村S葡I晒G喷N娇I税F途I间C稍A狐N蛮T幼G棉A村P炭S捏E溜X纷I招S阁TF脖r云o渴m圾…T琴o鸽…“Singlesolutionforentirecompany”–onesizefitallapproachDefinewhatneedstobeofferedDifferentcustomerservicelevelsProductvarietyandconfigurationMultiplechainswithinacompany“Redesigntomeetcompetitivebenchmarks”Designtomeetsegment-specificcustomerbreakpoints“Push-systemistheonlywayIndiansupplychainswork”Pull(whereverpossible)basedonbetterforecastingandordermanagement“ITsystemwillsolveallsupply-chainissues”UseITselectively(notbefore,butafterredesign)for:InformationtransparencyOrdermanagementandforecasting2陡.S陪u均p溪p租l霜y鞭c禽h梦a旦i宗nC随R康O哄S扁S之-律F守U凯N虎C枪T择I絮O欠N瞒A援L滥C绣O少M巾M下O芝D迹I嫩T术Y侍S挣O础U窜R快C慕I甲N捆G具T另E劳A估M肾S肉H正E墙L欲P顺R验E铲D乔U石C笑E政P遥U薯R泡C统H疲A神S炒I时N雅G炎C争O捕S截T轰S3塑.P封u恐r意c爱h需a昏s恨e静c核o滩s研t兰r敢e励d擦u袖c拣t笨i恭o鼠nImperativetoreducepurchasingcoststogainoverallcostadvantageTraditionalfunctionalorganisationsLimitedengineeringandoperationsinputsintopurchasedecisionsMostcostreductionisnegotiationdriven,ratherthantotal-costdrivenContextSomeelementsofstrategyPerformancespecifications-“fitforuse”In-houseinvolvement(makevs.buy)SupplierdiscoverySolesourcevs.multi-sourceContracttype,pricinganddurationJointcostelimination(transportation,inventoryetc.)CompositionofsourcingteamsCrossfunctionalwithparticipationandsupportfromallareas(purchasing,plant,engineering,marketingetc.)andbycommodityT带H移E幕T截O宫T冷A允L端C湿O智S面T我O北W灵N践E漏R众S欧H董I刑P卸(撞T收C撇O合)铺F飞R意A吃M旋E耀W奥O庄R域K置H泡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