cmschinamarketstudyreview(ppt32)-销售管理(编辑修改稿)

cmschinamarketstudyreview(ppt32)-销售管理(编辑修改稿)内容摘要：

decisions. How many endusers would buy their systems according to the government remendation? Is the remended system mandatory or only for reference purpose? It is unlikely that government can force panies to buy a certain system unless the purchases may be funded by the government or there are other benefits to the panies. 14 Review Comments Competitive Analysis 15 Review Comments Similar to our earlier ments, conclusions in Section and needs to be supported and verified by feedback from a reasonable size sample of potential customers, distributors / agents, etc.. In an earlier section, the study says that there are imported systems from other countries, but it seems to conclude here that no foreign products are peting. This should be verified through more extensive field research. Information from the trade shows and seminars is not sufficient based on our experience ( such information usually weigh less than 20% of our market study). CMS needs to find out who are selling the sewage treatment equipment, what technology, RBC or other kind, what brands, geographical concentration of the sales / petitors, customers’ views on the imported and local products, foreign and local petitors, pricing, quality, operating costs, etc. 16 Review Comments Without the findings from an extensive field research, it is difficult to do the “Competitive analysis” ( section ) because there is not enough information and data to be based on. For instance, the study states “there was no petition to the ROTORDISK.” But CMS uses RBC technology and there are equipment with peting technologies, isn’t this petition? ( we are not engineers, our view is only based on logic and mon sense.) It is suspicious that CMS’ main petitors are local panies including only one SinoJapanese JV. Again, CMS needs more information to find out the petitive nature of the market, particularly the petition from JVs and foreign panies. The conclusion made in a d in section is logical. We agree that petitive pricing is critical for CMS. Localization of parts will help lower cost and price, but CMS needs to find out how much it can localize the manufacturing without risking good quality and brand image. This can only be found out if CMS does a wider range of field interviews with reasonable number of potential customers. 17 Review Comments Potential of ROTORDISK in China 18 Review Comments Since the market potential analysis in this section is based on the petitive analysis of the previous section, our ments on the petitive analysis and earlier sections are directly related to the section of . Without repeating what we have said earlier, we feel that CMS needs to expand the market study and get some indepth information before making conclusions on the market potential. As for what CMS needs to do in order to perate the market, we generally agree with what the study says if it could be supported by findings from a more extensive and indepth market study. Certain issues, such as maintaining a good relationship with the authorities。 promotion, good training and supervision, are true of doing business in China no matter what industry you are in. But the issue of Nationalization of ROTORDISK will require more “enduser” study to determine the specific level or degree of nationalization. Sales forecast () is to be pleted by CMS. 19 Review Comments Formation of a joint venture 20 Review Comments Though we consider this market study as a limited scope study, a more extensive and indepth market research will probably result in the same conclusion: CMS should manufacture ROTORDISK sewage treatment equipment in China. According to findings of our past research work, more and more foreign panies want to establish wholly foreign owned venture, instead of joint ventures in China. The key reason is that they want to avoid the operational and management problems when local and foreign partners disagree with how things should be done. Choosing a good local partner is critical for CMS to have a successful joint venture. Without knowing anything about Shanghai Well, we could not ment on the partner selection. Establishing production and sales bases in different parts of the country could help CMS better perate the market by being 21。