How to turnaround a business – Practical experience Guest lecture
Transcription
How to turnaround a business – Practical experience Guest lecture
HANDOUT selected slides How to turnaround a business – Practical experience ETH Zürich, October 12, 2009 Guest lecture This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. Agenda • Who is Bain? -What we offer to our clients …? -What we offer to you …? • How to do a turnaround? – Client example • What counts? - Lessons learned GXC TechCo Turnaround_handout_091012 2 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. Bain's 4,800 employees work in 41 offices in every region of the world… Copenhagen Oslo Düsseldorf Stockholm Helsinki Amsterdam Frankfurt Brussels San Francisco Chicago Toronto Palo Alto Los Angeles Dallas Mexico City Moscow London Kiev Boston Paris New York Atlanta Madrid Munich Rome Zurich Milan Houston Beijing Dubai New Delhi Mumbai Seoul Tokyo Shanghai Hong Kong Singapore São Paulo Buenos Aires Johannesburg GXC Sydney Melbourne TechCo Turnaround_handout_091012 3 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. … a strongly growing presence in Germany/Switzerland Stockholm Helsinki Oslo Amsterdam Copenhagen Moscow Dusseldorf London Brussels Frankfurt Paris Munich Zurich Madrid Milan Rome iSince 1982 local presence in German speaking countries iFour offices Kyiv i440 employees iDouble-digit growth p.a. over last 5 years GXC TechCo Turnaround_handout_091012 4 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. Bain covers a divers set of experience Industries 100% Other Business issue 100% Health Care/ Chemicals 80 Consumer Goods 80 Technology/ Telecom 60 40 60 Financial Services Operations Due Diligence Orga/ Change management Size 100% 80 Large Corporation 60 40 40 Middle market Blue chips Strategy 20 0 Industry/ Automotive By industry 20 20 0 By study type 0 By size of client Note: Blue chips are publicly traded companies with > € 1,000M revenues; large corporations are mainly private companies with > € 500M rev. (some exceptions of publicly traded companies with < € 1,000M rev.); middle market have < € 500M rev. Source: Bain GER/CH data, 2004-2006 average GXC TechCo Turnaround_handout_091012 5 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. How is Bain’s approach different • We deliver, measure and are rewarded for our results – not for reports • We don’t work alone – we collaborate with our clients • We think and act like owners • We tell it like it is – honest and direct, based on facts and figures GXC TechCo Turnaround_handout_091012 6 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. A unique definition of results: We measure our success by our clients' results Bain clients outperform the market 4 to 1 Cumulative percentage change in share price 8,000 6,000 4,000 Bain clients 2,000 S&P 500 0 80 82 84 86 88 90 92 94 96 Note: Calculation and data attested to by PricewaterhouseCoopers through September 2008. 98 00 GXC 02 04 06 08 TechCo Turnaround_handout_091012 7 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. Agenda • Who is Bain? -What we offer to our clients …? -What we offer to you …? • How to do a turnaround? – Client example • What counts? - Lessons learned GXC TechCo Turnaround_handout_091012 8 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. … the Bain "Entrepreneur Academy" "Entrepreneur" • Leverage experience and judgment • Create superior returns • Grow the company further • Share in the economic value created Value proposition Specialist • Focus on selected industries and/or capabilities/study types • Personal mission to make a mark Generalist • Experience building • Exposure to different company situations and challenges • Building general management capabilities 1 2 3 4 5 6 Tenure 7 8 GXC 9 10 TechCo Turnaround_handout_091012 9 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. …an interesting financial support for your MBA, Doctorate or Acceleration program MBA (1-2 years) Consultant part of the salary and full coverage of fees Associate Consultant (2 years) Doctorate (1-2 years) Acceleration program (6 months) Consultant Consultant 6 months base salary and educational bonus *Consisting of 3 elements: Educational, recreational and business/special elements; can include 3-monthsGXC office transfer TechCo Turnaround_handout_091012 10 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. … a springboard to opportunities beyond Bain Bain Alumni Germany/Switzerland 100% 80 60 40 Other Other Manager/ Senior Consultant Start-up Senior Manager/ Director SME Consulting Vorstand/GF/ Partner PE/VC/Banking 20 Blue chip 0 By position By sector GXC TechCo Turnaround_handout_091012 11 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. Agenda • Who is Bain? -What we offer to our clients …? -What we offer to you …? • How to do a turnaround? – Client example • What counts? - Lessons learned GXC TechCo Turnaround_handout_091012 12 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. Set up comprehensive turnaround program Review vision & strategy Fix structures & drive EBIT improvements Adjust to mid- and long-term structures • Create transparency 1• Streamline • Reduce to lean and flexible structure • Define strategic guidelines 2• Drive • Implement new operations concept • Set baseline & targets 3• Shift portfolio & set structures significant cost reductions and push sales to execution mode 4• Build capabilities & people • Optimize global organization • Establish sustainable performance culture 5• Proactive & clear communication 1-2 months 6 months 6 months GXC TechCo Turnaround_handout_091012 13 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. Set a strategic goal: Reinforce market leadership and achieve sustainable profitability… Vision 2-business segments strategy Sustainable profitable market leader Focus on Segment A: Remain #1 leader • Towards CHF XxxM sales • Avg. Yy% ROS across cycles Drive Segment B along "hard gates" to #2 Enforce technology leadership • Deliver "Innovation A" on-time Main battles/ enablers • Maintain segment B technology lead Drive to profitability • Achieve significant cost reductions • Leverage global business model and move Equ. B to Asia GXC TechCo Turnaround_handout_091012 14 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. Phase 2: Fix business & drive EBIT improvements 1 2 Streamline portfolio & set structures Drive significant cost reductions & push sales 3 Shift to execution mode • Focus product portfolio • Revise business model/ move to Asia • Achieve significant cost reductions across all functions • Push sales • Get main R&D program back on track • Drive execution with disciplined program office 4 Build capabilities & people 5 Proactive & clear communication • Fill key positions • Build capabilities • Clear (esp. employee) communication GXC TechCo Turnaround_handout_091012 15 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. 1 Business Model refined: Global excellence "Old" Plan "New" - Global Excellence Sourcing • Full move to Asia • Globally sourced lowest costs, highest quality, shortest leadtime Assembly model • All platforms to be assembled by integrator in Asia • Chip Segment B offshore to Asia Product lines • Both complete product lines in Asia • Chip Equ. B SBU move to Asia R&D and • 90% move to Asia engineering • Chip Equ. A assembly to stay at own home production • Chip Equ. A product line lead to stay at home base • Keep core innovations at home base • Move product engineering Segment B to Asia GXC TechCo Turnaround_handout_091012 16 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. 2 BOM reductions of up to 40% targeted combined with cycle time reductions Segment A Innovation A -20% to -30% Target costs (-30%) -10% Old BOM New BOM Note: BOM = Bill of Material Old BOM Segment B -32% to -40% New BOM Old BOM GXC New BOM TechCo Turnaround_handout_091012 17 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. 3 Focus on most profitable sub-segments Average segment contribution p.a. (in(avg. CHF M, 05-08) Sub-segment contribution p.a.) High 100 Target segments Sub-segm. 2 50 Sub-segm. 1 Sub-segm. 11 Sub-segm. 6 20 Sub-segm. 4 10 Sub-segm. 16 Sub-segm. 17 5 Sub-segm. 10 Sub-segm. 5 Sub-segm. 8 Sub-segm. 3 2 25 Segment contribution p.a. (in CHF M) Sub-segm. 7 Opportunistic Low -2 Low -1 0 2 1 Relative competitive position Relative competitive position Addressed "Chip Machine A" target segments New target segments GXC High TechCo Turnaround_handout_091012 18 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. 3 Disciplined initiative tracking D PRELIMINARY Financial Model Confidence levels still generally at 50% Total Program C A Initiatives Functions overview B EBIT improvements (€M) COS* R&D S&M PRELIMINARY G&A "Security Player" aligning short-term profitability with sustainability… 30 Impact of portfolio options EBIT (€ M) Idle cost risk p.a. "Security" vs. "All Segments": ~€ 7M 22 20 20 20 0 "C80" "All "Security" segm." Baseline (06/07) Target (as comm.) 347 247 Loss of Pay-TV gross profit (w/o ZUK) compared to ”All 4 4 Segments” and “Security”: • 07/08: € 21M • 08/09: € 27M -40 "All "Security" segm." 305 266 FRFC 05/06 (Dec.) "All "Security" segm." 76 69 232 62 "All segm." "Security" "Comm." 05/06 Rev. 384 384 384 26 GM 21% 21% 21% Note: Commodity without PayTV "Security" "All "Security" segm." "Commodity" "All segments" 16 13 33 31 55 -60 * COS savings excluding "Orginärwertänderung", idle costs, provisions of €11M 24 06/07 Rev. 348 328 333 12 GM 29% 29% 27% 12 07/08 Rev. 370 333 309 Output: Tasks: - Overall P&L - Initiatives - Complete P&L - Overall P&L impact Proj. leader - Overall P&L - Function consolidation by project office - Total Savings - Status and Trend line - Overall EBIT impact - Track savings per function - Initiative consolidation by project office - Savings per function - Status and Trend line - Function wide savings calculation - Initiative monitoring per resp. - Direct input by responsible per initiative - Savings per - Tracking initiative of savings (e.g. progress project, cost per center) initiative - "All Segments": ~€ 9M - "Security": ~€ 4M 9 7 -20 Input: CFO • 150nm/Alu BEOL 0 "C50" Cost type: - "All Segments": ~€14M - "Security": ~€ 10M 18 14 10 Owner: Additional upside: • Low cost C9 Flash frontend (Kulim) AIM CC GM Page 11 31% 32% 25% 08/09 Rev. 397 336 286 • xxx GM 31% 32% 23% AIM CC Page 46 • xxx Function head - Function P&L • xxx • xxx • xxx • xxx Initiative responsible • xxx • xxx • xxx - Project costs - Cost centers GXC TechCo Turnaround_handout_091012 19 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. 4 New team, skill mix and streamlined organization CEO K. Clever R&D Dr. A. Forsch Operations H. Günstig A. Secri Global Sourcing M. Pressure Communications I. Tong Business Excellence B. Quali IT W. Server PL Chip Equ. B E. Chipper PL Chip Equ. A H. Chopper Sales & Marketing O. Werb Finance & Controlling D. Zahl Mechatronic Systems P. Blessing SCM Asia K. Ong Assembly D. Ortner Product line 1 M. Limmacher Country S&S O. Jud Electronics F. Betschon SCM Local P. Erni Software Processes S. Kumar Product line 2 S. Arsalane Key Account Mgmt O. Jud Processes M. Rapp Production M. Iseli Hardware Y. Wang Product line 3 T. Tschan Global Services T. Mok Software M. Emmenegger PES P. Willimann Head Chip Equ. B PL A. Goh Engineering Singap. (S.S. Chang) Marketing R. Kyburz Projects B. Rickenbacher Quality Mgmt. Operations P. Iten Documentation & Training A. Müller Sales Support O. Jud Tools & Support J. Noak Global Spares D. Gerletti HR G. Hunter Facility Management M. Ordelman New positions GXC TechCo Turnaround_handout_091012 20 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent. What counts - Lessons learned • Use quick strategy review and transparency as baseline • Build comprehensive plan & invest in clear communication - It's not only about cost reductions and sales push; building new management team, drive key strategic projects, clear communication and new structures are at least as important - Develop & excessively communicate a clear and easy to follow turnaround overview • Clear goals & focus based on transparent decision base - Set clear sales & savings goals early on based on break-down of gap to regain profitability and validate them bottom-up - Focus on largest potentials and balance short term savings with long term strategic goals - Invest in transparency, especially financials and headcount plan • Right team with full buy-in - The right capable management team is a huge lever for success – push mgmt. team assessment and changes from the beginning - Align management team around "their" plan and let them present to create essential buy-in • Execution, execution, execution - Define initiatives on a very pragmatic and directly implementable level - Define clear accountability, rigorously track savings and drive decisions - Functional (not cross-functional) allocated teams facilitate execution Note: Profitability crisis with sufficient liquidity to get back on track GXC TechCo Turnaround_handout_091012 21 This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent.