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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靈I束C茂H私T斥R乒A凡N茄S挺L校A質(zhì)T給E富I海N河T白O監(jiān)S叔U開P泛E算R熔I填O滋R近V拍A楊L父U克A踢T學(xué)I兼O御N陪SO歪P泊E軍R秀A霉T瘡I厲O矮N粘A拐L遇E氏X覆C四E到L確L飯E勞N看C原E凳D蓬R襯I近V姓E竹S巾T由H褲E院S覺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過O北A放C襯A霞S補E娘S僚T圍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敵D待E際L德E咐A肯N叛T肺R傷A脖N摧S發(fā)F斧O枕R域M收A列T鬼I貨O緣瑞NL陜e鮮a罵n甲o晌p釘e陽r舒a能t下i月n龍g寺p喝r避a紙c岔t某i吩c價e曬s壟(慌A字P句S邪)T災(zāi)r繳a砍n蘭s扔f值o考r等m繳a倆t條i瘋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陜f懶o繩r重m刷a喊n銹c激e請-乘b紀a踩s瓦e規(guī)d華m吉e枯a圣s粒u薪r軋e嘆m異e塌n爸t孝s融y憐s夸t芳e琴mF療a疑c洽i蘭l構(gòu)i償t汁i衣e遙s念m杜o陜d踩e夠r驚n榮i趙z窩a儉t延i挎o句nR戴e河n弊e舞g擾o處t關(guān)i涉a悉t啟e敢d蒙l雕a蛇b紹o難r很c工o雖n勢t改r批a墳c荷t燈sV煮a忙r碼i獸a藥b焦l鞠e數(shù)c景o希m今p談e飄n聲s金a腰t晨i廈o冬n饑(俊s梯a宋l卡a獵r茅y猴a麻n障d屋h吩o抱u隙r桿l銀y感)Q拿u秘a趣l獻i慮t燒y蔬a歇s何s切u唉r辣a疾n懂c冰e兇,癥S趕P蹈CR萌e孝d廚u督c扁e卵d暈s飽e艘t鄙-著u急p辯t暗i繳m圣e跳sF辰l姑e趕x輩i狡b與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來f鎮(zhèn)o泥r淹p慈e求r浴f蓄o狀r匪m弦a貍n梁c怪e音/問s貼k賠i賀l士lA粗l胞c督o偏a借B雜u哈s掘i文n暑e走s賞s戶S里y血s兔t籌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損O塊A走C冤A惱S嘴E連S潤T狐U鞠D俘Y巨–衰T暢H芒E園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緣瑞E仔S濟S各A摩G誤E掌SS驕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膽e陪s虧v休a痛l緣瑞u鄙e挪c闊r亡e穴a舟t封i灑o脅nI謀n伐d誤i化a統(tǒng)n傭m絕a朱n穿u削f猛a換c蟻t聚u晌r制i俱n竊g梳c張o馳m戴p染a均n克i范e門s衣f奧a撞c棒e概s題i賽g袋n翁i難f狹i軌c充a植n片t京o憤p宴e鞠r品a掠t禮i香o滾n縱s睡c賊h辟a喜l息l若e稍n極g串e念sN扛e柏w輩t誤o緒o跟l疊s滋a滴n迷d我m振i席n伴d證s趨e目t哲r協(xié)e類q廣u儀i睜r崗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脅a金t廣i勒o盼n叼a供l蟻e社x粉c步e億l撫l嘩e微n趨c灶eR送e桃w擁a件r檢d豆s游f俗r僑o惹m庸p朗u虜r映s洗u魄i飽n測g烏o擋p掃e筒r洲a鋒t雞i使o互n害a叼l鐘e釘x狹c怒e貍l個l皂e某n亡c擾e博c煙a冬n升b旁e混l嶄a圖r脫g撈e皂–等t紡h雹e級j興o唱u欠r饒n肆e幸y約m齊u定s舅t送b芬e司g偶i殃n龜n響o舍wI扇N肥D丘I辣A染N裹M謙A佳N冊U里F兩A抄C姥T跨U乎R集I妨N采G福C役O影M蒙P窮A架N鏡I狼E恢S箏F鐮A蛛C躁E刊A坦P碗R欠O裹F兵I萄T盯A敵B吸I覆L翠I除T黑Y廳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親O益R簽F暢I辜N億A諒N牙C書I絮A賀L鍬P著E扮R駕F橋O勢R溉M蜂A賭N旦C露E肯I肚S貫D扛R循I疫V夫E冷N拿B究Y棉P婦O傷O犧R忠L響A譜B欲O誰U宇R引A搭N令D命C譜A誓P沃I頸T牧A巧L載P貓R進O音D靈U倚C弊T案I湯V肉I勺T棒Y塊…A火u款t悉o肥m飾o雞t威i難v書eS烏t曠e賀e蛛lP藝o咳w肝e勵r般(舒g昂e障n污e礎(chǔ)r艇a賢t習(xí)i悶o徹n乒)L欠a潔b在o由u戶r概P消r麻o薦d踩u擁c羞t親i車v閘i顫t犧yC毯a適p匯i巴t首a惕l胞p炕r次o麗d少u始c匯t孔i桐v羊i押t兔yI框n跑d偏e續(xù)x毀,輕U焦S隆=咐1救0商0A疤p康p緣瑞a羞r斯e采lI染n饑d隸e釀x笑,火U兆S慚=虹1萍0秋0S霜o能u抄r堵c寬e喝:絮M艱c挨K魄i橋n灘s排e授y新G尿l基o探b蘋a故l折I瓜n崖s黎t撥i音t臺u佛t捉e把s凳t豬u朝d杏y闖o軋f佛t義h焰e昂I棕n蘋d脈i鉆a彼n底e雨c艇o優(yōu)n請o興m確yEXAMPLESN您AN罵AManufacturingSupplychainChannel

managementKeyaccountmanagement/SalesforceeffectivenessPricingPurchasing/

supply

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