建站步驟-裝修直營店

Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

ProjectFranchising(FRC)ManagementSummaryandStatusOverviewFRCBusinessModelRevisedBudgetCalculationandP&LRequestforDecisionandNextStepsFrameworkforFRCDevelopmentandRollOutBackupCompetitoroverviewRepairClassesWorkhopInvestementModelADetailsaboutWSMSsolutions12Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

ManagementSummaryStepwiseapproachofFRCproject,70FRCBCSin2014infocusregionsAnnualcheckofprogressandcheckoftheinvestment-androlloutplanBOC3,4setupwillbepostponedtosupportFRCprojectstartRevenuesbyfees&commissionfromfranchiseesandsuppliers,BreakEveninY3JoiningFee*100-200TCNYAnnualfees**ofT/O:Franchisefee1.5%,ITfee0.5%,Marketingcollection2%Commission*fromsuppliers:Parts0.7%-1.4%,equipment2%Workshopinvestments:Breakevenexpectedwithin2ndyear,ROIin4thyear***RequiredactivitiesandInvestmentstoimproveservicepackagefortheBCSWSMS(DMS),CategorymanagementandTransactionPlatformQualification,Trainings,Communication,WorkshopManagementSupportInvestmentsoverview:*discountsinthefirstyearsconsidered,,**mightbeconvertedintofeebasedonNo.ofbays,

***InvestmentbyFranchisees,e.g.ModelAworkshop,2,000sqmMioEuro20142015OVCeffectFRCProject-4.4-4.2CompensationbyBOC3,42.01.6-2.4-2.6Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

3ProjectFranchising

VariousscenarioscalculationsITrequirementsWSMS,TAPRFQsentto2WSMSvendorsBenchmarkforWSinvestorsRetailconceptforBOC2Mandatorydocuments(draft)VA065CompetitoroverviewPendingbudgetdecisionEstimatedinvestmentofequipmenttoohighCurrentsituationofBCSnotyettransparentCurrentcapacityofworkshoprepsinsufficienttoprepareexistingBCSforFRCEvaluate3rdvendorforWSMSBCSQuestionnaireEquipmentbenchmark/alternativesConstructionbenchmarkFRCpackagedefinitionTrainingconceptRollOutandnetworkconcept

(Class1-3)StepsTakenNextsteps WhenObstacles+DecisionNeeded

Nextmilestones/WorkPlanProjectstatusinAug.

2014Project

progress12.13Roll-Outplan04.14DMSpilot04.14DefineSOP*04.14StartTAPpilot07.14StartCat.Mgmt09.14Roll-OutFRCBudgetfinalizationNetworkevaluation/

RollOutPlanWSMSdecisionRecruitmentprocessTAPprojectstart(request)StarttalkwithkeyplayersasapDec13End13Sept13Jan14Feb14Aug13Aug13Sept13Sept13Oct13Oct13Nov13*SOP:StandardOperatingProcedures4Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

FRCBudgetandRequirement2013-2014Minimumprerequisitesin2014tocontinuetheprojectofafullfranchiseconceptWSMS(DMS)andTransactionplatform(TAP)CategorymanagementHCmainlyforconceptdevelopment,systemhead,fieldstaffBasicinitialinvestmentsliketraining,decoration,communicationRolloutof70FRC,thereofconvert50“old”BCSand20newMinimuminvestmentsrequired,annualcheckanddecisionaboutnextstepsConcepttobeadaptedtolowerinvestments,marketacceptancetobechecked4CoCowouldbeverybeneficialforFRCRoll-Out;twoCoCoarelegallyrequiredContributionofBOC3,4:11HCandfinancialcontribution: 20142015SG&AMioEUR 1.5 1.6CapitalexpenditureMioEUR 1.5tobeseenaspotential,0.5considered, furtherpotentialdependsonITsolutions *before:-6.4Mio-9.8Mio,-9.4MioEURConfidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

5P&LwithMinimumInvestment2014ff6Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

ApprovaloffinancialframeworkandrequiredbudgetSteeringCom.21.08.2013NextSteps:DefinitionofSub-Projectsandfinalizemilestoneplanning PJ-FRC09.13StartHCacquisitionandprojectcontinuation PJ-FRC09.13CashFlowapplicationatRBCNcashpool AA/CTG-CN09.13

forRBTS,accordingtoC/FIprocess,3.9%interestrate RequestforDecisionandNextStepsCategoryManagementandTAPWSMSandMasterDataEquipment&DiagnosticsTraining&ConsultingofferOperationManagementandsupportCommunication&BrandingValueaddedservicesRoll-OutandconversionConfidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

7BACKUP8Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

MarketdevelopmentisinfavorofbindingconceptsforIAMworkshopsCurrentBCSas“brandedworkshop”withlackofsteeringandlimitedpotentialFurtherpotentialforBCSonlyachievableasFranchisingConcept,usesuccessfulFRCasbenchmark:McDonalds,KFC,Starbucks,etc.ImproveservicepackagetoBCS,installbindingelements,enforcestandardsMangethevaluechaintodeterminetheproductrangeinBCSChancefornewbusinessopportunities,e.g.nationalfleetsandcrosssellingProjectrunningwiththeapplication2011for4BOCandFRCconceptInvestmentcalculationsFRCnotacceptedbyAA/BV,notconsideredinBP2014fyet.StatementG40:“Applyinsmallersteps”Budgetsituation:BOC3-4onhold,otherwisenotanyspaceforFRCprojectStatusConfidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

9BusinessModelRevenueInformationOfferingTAPJoiningfeeAnnualfeeMKTfeeTrainingfee,..RBTSPartsrequiringPartsdeliveryBoschdealerReleasednon-BoschsupplierMasterdataDataofvehicle,parts,serviceitems,customer,etc.FRC

packageValueProposition(Draft):Weprovidea“BumpertoBumper”CarServiceWorkshopConcepttoensurequalifiedrepairandOEMspecificmaintenance.B2BonlineBoschWSMS(DMS)BrandCategoryManagementConsultingTrainingEquipment&DiagnosticsFranchise(FRC)PackageValueAddedServicesOperationManagementSupportWSMS(DMS)Advertising&CommunicationCommissionConfidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

10Milestoneplanning(Draft)11Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

Considerexistingnetwork:Keyplayers,e.g.BCSwithseveralbranches,ownedbywholesalersetc.OpinionleadersGoodperformersinT/Oandquality(SQA,SQT)LoyaltytoBoschIdentify2-3“flagshipcandidates”amongexistingBCSandintegratethemasprojectpartnersinearlystage,e.g.fordefinitionoffranchisepackage,pilotinstallationWSMSetc.EstablishfirstfranchiseespreferablyinregionsaroundBOCandSghHQAcquirenewcandidateswhichhavethepotentialtoehighlevelBCS,

e.g.converted4SFrameworkforFRCDevelopmentandRollOut12Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

FRCBudgetandHCRequirement2013-2014Headcountdevelopment(RBTSforFRC)08.2013 E2013 E2014FieldstaffforWSRecruitment&consulting: 0 1 7ProgramManagement,thereof 2.5 4.5 11CategoryManagement5(2014)ITcoordination2(2014)Concept,Training,Retail,Marketing4(2014)Controlling&internalTraining 1 1 2ProjectManagement 1 1 1TotalHC: 4.5 7.5 21Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

13CompetitorOverviewStatus07.2013BoschMichelinHellaContinentalNoofCoCo(act/plan)1/55+2/74/30(2016)*0StartofWorkshopconcept09.2014201006,2013(BWS)01.2015(FRC)2010(BestDrive)NoofWorkshopconcept

(act/plan)--/1,200-1,700(2016)

5,100–6,000(2020)~880/950(2013),2,500(2018)2016:270AutoServiceCenter,700AutoExpress,1,000HellaCarStations3088(BWS),incl.15(BestDrive)/3shops1day(2013)ServicescopeBumpertobumperTire,Oil,BrakesFastFitTire(fastfit)GeographicalfocusNationwideNationwideNationwideNationwideFranchisefee/MarketingFee2%/2%90T/1~3Bays,120T/4-5Bays,160T/6~Baysn/anoCommission/Bonusfromsuppliers5%(parts),

2%(equipment)Rebaten/an/aMasterFranchiseconceptn/aNo,max.5workshopsperownern/an/aDMS,WSMSYongyou/tbdLocal(Huantong)/BossedYongyounoCentralcooperations,e.g.insurancesn/aBosch,Total,Castrol,Shell,Philips,Tech,TiptopGutmann,Nussbaum,TextarMobil,Tech,

CorghiBusinessmodelfor3rdpartyprogramTAPCPPDealer(Stahlgruber,etc)Authorizeddealer

(Tire)Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.ProjectFranchisingChina

14RepairenterpriseclassificationClass1Class2Class3Businessscopevehiclerepair,assemblyrepair,vehiclemaintenance,minorrepair,repairrescue,specializedrepairandverificationofrepaircompletionvehiclerepair,assemblyrepair,vehiclemaintenance,minorrepair,repairrescueandspecializedrepairspecializedrepair:engine,body,electricitysystem,automatictransmission,bodycleaning&repair,painting,tiredynamicbalanceandrepair,fourwheelalignmenttest&adjustment,fuelsupplysystemmaintenance&oilreplacement,injectionpump&fuelinjector,crankshaftgrinding,cylinderboringmill,radiator(tank),airconditioner,carbeauty(tarpaulin,mat,interiordecoration),autoglassinstallation,etc.Typicalshopindependentrepairandmaintenance

workshop

authorizedrepairandmaintenanceworkshop(4s,3s,2s)independentrepairandmaintenanceworkshop

authorizedrepairandmaintenanceworkshop(3s,2s)fastfittertirefittingshopautocentercarbeautyworkshop(*Source:MinistryofTransportofthePeople’sRepublicofChina,) AccordingtoMotorVehicleRepairManagementRegulation*,repairenterprisesaredefinedin3classes.

15Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

Benchmarkwithlocalnetworkin08.2013:revenueconfirmedforthisModelInvestment(renovationandequipment)tobecross-checked,higherthanbenchmark:4MioRMBincl.equipmentIncaseofreducedinvestments/equipmentBreakEvenandROIcanbeexpectedearlierWorkshopinvestment(ModelA)ModelA,2,000sqm,>19baysSOPinMay(4monthsstartup)InvestmentinRMBequipment2,100,000todoublecheck,mightbetoohighvarious3,338,000inRMB1styear2ndyear3rdyear4thyear5thyearassumptionsHeadcount3939393939Revenue,service&repair3,993,35011,409,57314,261,96619,415,58024,269,4754yearstofullutilizationInsurancecommision196,000560,000700,000770,000847,000+10%from3rdyearCosts-parts1,435,4324,101,2345,126,5426,979,0378,723,796Costs-labor2,560,9513,173,0743,649,0364,196,3914,825,850+15%from2ndyearCosts-rent1,567,0591,614,0711,662,4931,712,3671,763,739+3%peryearCosts-advertising500,000239,391299,239403,712502,329

Costs-expenses1,218,9701,655,3551,738,1231,825,0291,916,280+5%peryearFranchisejoiningfee200,000

Franchiseannualmarketingfee2%

239,391299,239403,712502,329Franchiseannualfee2%

239,391299,239403,712502,329GM-3,293,061707,6651,888,0554,261,6216,379,82225%Depreciationequip.317,423317,423317,423288,199288,199

Interestequip.105,00089,12973,25857,38742,977interestrate5%Depreciationvarious333,800333,800333,800333,800333,800

Interestvarious166,900150,210133,520116,830100,140interestrate5%Profit-4,216,184-182,8971,030,0543,465,4055,614,70622%ROI-4,216,184-4,399,081-3,369,02796,3785,711,08516Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

Workshops/meeetingsdonewithYonyouSAPwithXiomasoftwareandTataConsultingGroup(TCS)ADPSihui(localcompanyascostbenchmark)QuotationtemplatesentouttoYonyou,SAP,ADPFirstevaluationbyAA/PJ-FRCYonyou,SAP,ADPcanfulfillthefunctionalrequirementsSAPsolutionmostpromising,benefitbycentraldatacollectionasadditionaldatasourceforFASandAA-ASSAP/Xioma/TCS:CNwouldbepilotforthis3-partycollaborationSAPandADPw/advantageforinternationalRoll-Out;ADPnotforIndiaYonyou,SAP,ADPexpectedtobeinsimilarcostrange(Aug12th)StatusWSMS17Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distribution,aswellasintheeventofapplicationsforindustrialpropertyrights.11thCoCoSteeringCommitteeMeeting13Aug2013

WSMSsolutionsYonyouMarketleaderinCN.~6.000installations,currentvendorforBOCStrongfocusonOES,highrequirementsforimplementation&trainingFunctionalrequirementscanbematched,butwithindividualprogrammingProgramconsistencymightbeariskduetoindividualprogrammingNostandardcentralrepositoryforcentraldatacollectionNoclearinternationalapproachSAPwithTataConsultingGroup(TCS)ITsolutionfromXioma,basedonBusinessI(BI)TCSaslocalpartner,experiencewithSAPR/3DMS,butnotyetwithBIFunctionalrequirementsmatched,scalablesystemconfigurationspossibleMultiplesystemconfigurationsrequiresadminandsupportfunctionwithinRBLeanRoll-Outconcept(ITfactory),butnotyetproveninthemarketInternational/worldbusinessmodelpossible,e.g.worldlicenseStandardcentraldatacollectiontoimproveFASandAA-ASdatabases18Confidential|AA/PJ-FRC|8/7/2013|?RobertBoschGmbH2013.Allrightsreserved,alsoregardinganydisposal,exploitation,reproduction,editing,distributi