hsbc-iba case competition 2016(semifinal)
TRANSCRIPT
PHOENIXTEAM
Case Background
Western brand with local characteristics
Collaboration with small no. of large
processors
Severe lack of trust in marketStrong hold on logistics channel
Core Issue
Lack of Trust In Chinese Consumer Market
Internal
Anti-biotic, growth hormones,Unhygienic environment
External
Bird flu and other diseases
1 2 3 4
4C Analysis
Company
Customer
Competitor
Collaborator
90% company owned outlet
Strong logistic network
Dicos & Hua Lai Shi: Low price
Lack in trust
Increasing interest in competitor product
Local Big Suppliers
Big Western Competitors
Kung Fu Catering
1
43
2
Key Success Factors (KSF)
Global Taste, Local Menu
Sourcing From Local Farmers
Training the Local Employees
Total Quality Control
Alternatives
Focusing on Local Cuisine
1
Regaining Consumer Trust
22
Importing Meat From Foreign
Market
3
Big Idea
REGAINTrust, Same Store
Sales
RETAINBrand Image, Growth
Ensuring Supervision of Scattered Farming
Bulk Buying from Northern Region
Include Cooperative Farming
Action Plan (Supply Chain)
Complying with ISO 22000
STAR Audit after 6 Months
Establishing Quality Control Department
Action Plan (Quality Control)
Interactive Consumer Survey
Community Development- “ Together We Develop”
“See by Yourself” campaign
Action Plan (Marketing)
Challenges & Feasibility
Feasibility
ChallengesIncreasing Concern over antibiotic and hormone using
Highest amount of control & frequent STAR audit
Lack of trust on foreign company’s honesty
Marketing Campaigns
Failing to meet target will result in corrective measures
Failing to maintain standard Will eliminate the contract
Monitoring the chicken sales of
Outlets
Monitoring through STAR &Quality Control Dept.
Monitoring and Evaluation
1 2 3 4
Timeline
6 Months
1 Year
2 Year
4 Years
Collaboration and Promotion
Focusing on quality control
Obtaining ISO certification and establishing collaboration with
co-operative farms
Establishing it as a trusted brand to the Chines Consumers
Financials
Same Store Sales Growth(2014) : 1st Quarter : 4-6% 2nd Quarter : 6-8% 3rd Quarter : 8-10% 4th Quarter : 10-12%
Overall Growth : 7-8%
Contingency Plan
Importing from outside china like Thailand, Turkey etc.