mck business strategy bundle

8/8/2019 McK Business Strategy Bundle

1/292

CONFIDENTIAL

Document

Date

This report is solely for the use of client personnel. No part of it may be

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organization without prior written approval from 0 & Company. This

material was used by 0 & Company during an oral presentation; it is not

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5PS MARKETING

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promotion

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offering

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7S

4

Strategy Skills

SystemsStaff

Sharedvalues

Structure

Style

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New

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New

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Unit of measureUP & AWAYUnit of measure


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Unit of measureUP & DOWNUnit of measure


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Text

Text

Unit of measure2S-5S

The people in the organization,consideredin terms of corporatedemographics not individual

Unit of measure


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99

The waymanagerscollectivelybehave withrespect to useof time,attention,and symbolic

actions

demographics, not individualpersonalities

The organization chartand accompanyingbaggage that show whoreports to whom andhow tasks areboth divided up andintegrated

Those ideas of whatis right and desirable(in corporate and/orindividual behavior)which are typical of the

organization andcommon to most of itsmembers

The processes and

procedures throughwhich things get donefrom day to dayA coherent set

of actions aimedat gaining asustainableadvantage

over competition Capabilitiespossessed bythe organizationas a whole asdistinct from theindividuals.Some companiesperform

extraordinaryfeats withordinary people

Staff

Systems Style

SharedValues

Structure

SkillsStrategy

Unit of measure3CS TRIANGLE

Customer

Unit of measure


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100

Customer

Clients

Distributors

Competitors

Suppliers

Unit of measure3S-4S

The organization chart andaccompanying baggage that showwho reports to whom and how tasks

Unit of measure


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101

Skills

Sharedvalues

Strategy

Staff

Structure

Systems

Style

A coherent set ofactions aimed atgaining a sustainableadvantageover competition

who reports to whom and how tasksare both divided up and integrated

The people inthe organization,considered interms of corporatedemographics, notindividual personalities

The way managers collectivelybehave with respect to use oftime, attention and symbolicactions

The processes and proceduresthrough which things get donefrom day-to-day

Those ideas of what is rightand desirable (in corporate

and/or individual behavior)which are typical of theorganization and commonto most of its members

Capabilitiespossessed bythe organizationas a whole as

distinct fromthe individuals.Some companiesperform extraordinaryfeats with ordinarypeople

Unit of measure7S

The way managerscollectively behave withrespect to use of time,

Capabilities possessed by theorganization as a whole as

Unit of measure


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102

Style

Structure

Staff

Strategy

Systems

Skills

Shared

values

respect to use of time,attention and symbolic

actions

distinct from the individuals.

Some companies performextraordinary feats with ordinarypeople

Those ideas of what is rightand desirable (in corporateand/or individual behavior)which are typical of the

organization and commonto most of its members

The processes and andprocedures throughwhich things get donefrom day-to-dayThe organization chart

and accompanyingbaggage that showwho reports to whomand how tasks are bothdivided up and integrated

The people in theorganization, consideredin terms of corporatedemographics, notindividual personalities

A coherent set ofactions aimed at gaininga sustainable advantageover competition

Unit of measureBUSS PORTFOLIO

gh

Unit of measure


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103

Competitivepo

sition

Low

Medium

Hig

Product/market attractiveness

Low Medium High

Unit of measureCHANGE BOARD

Commitment Capability

Unit of measure


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104

Change

vision

Chief

Executive

Leadership

groups

Down the

line

External

constitution

Conviction Courage Individualactivity

Enablingdevices

Unit of measureDELTA P

Flow of 2-way communications Peoples understanding, belief and

contribution to act on vision and

action plans

Accurate measurementof action and results

Clear accountabilities Early wins

Unit of measure


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105

DeltaPDeltaPVision and

Leadership

Organizational

Infrastructure

Performance

Measurement

People

Development

Communications

Problem

Solving

Process Client managers(particularly middle

management) have

skill to lead programimplementation

Change in actualbehavior

Action plans sufficient toachieve goals

Agreement on objectives byline management

Management of high-involvement process

Implementation ornear implementationof required structure

and systems

Visible demonstrationof new vision and

values by client

leadership

Unit of measureMACS

Industry attractivenessCompetitive positionRestructuring/rationalization opportunities

Unit of measure


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106

Natural

ow

ner

Rela

tive

abilitytoextra

ctvalue

LowMedium

Value-creation potential in business unit

High

Corporate

center skills

Business

unit linkages

Taxation/

valuation

differences

Restructuring/rationalization opportunities

Oneofthe

pack

Retain and

give top

priority

Retain and

give priority

Retain and

manage for

code orliquidate

Probably

divest

Divest Divest or

liquidate

Unit of measureMANUFACTURING STRATEGYUnit of measure


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107

Business Strategy

Manufacturing Strategy

ConfigurationSystems

ResearchFocus

LaborPolicy

Product

Design

Makevs.Buy

Organization

Process

Design

Unit of measurePENTAGONUnit of measure


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Restructuring framework

1

5

43

2

Unit of measurePRICE BENEFIT

Benefit

Unit of measure


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109

Price

Competitive

disadvantage

Competitiveadvantage

Unit of measureSMILE CHARTUnit of measure


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110

Appraise performance

and prospects

Develop

strategy

Redesign

pivotal jobs

Design the skillbuilding process

Assess change

readiness

Top down

action programs

Bottom up action

programs1

2

4

5

6

7

8

3

Unit of measureSTRAT GAMEBOARD

3.

C t d

Unit of measure


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111

Create and

pursue a uniqueadvantage2.

Resegment the

market to create a

niche

4.

Exploit unique

advantage

industrywide

1.

Do more and

better of the

same

When to

compete

Unit of measureSTRAT MANAGE

Stage 4

Unit of measure


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112

Stage 1Stage 2

Stage 3

Value system

Strategic

manage-

ment

Externally

orientated

planning

Forecast

based

planning

Budget

planning

Meet budget

and

schedule

Predict the

future

Think

strategically

Create the

future

Unit of measureTREE PRODUCTIVITY

Selling margin

Contribution

SalesEffectiveness

Contribution Available

Unit of measure


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Selling rateSales

Available selling time

Contribution Available

selling time

Productivity

Contribution

Total selling costs

Efficiency


Total selling costs

Utilization


Total sales time

Support intensity

Support costs

Total selling costs

Support leverage

Total sales time

Support costs


114/292

Unit of measureVALUE SOURCES

Corporate

center skills

Industry restructure

Internal controller

Unit of measure


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115

Real

Perceived

Clients relative

ability to extract

value

Linkages

between

business units

Financial

ownership fit

Shared resources

Transfer of capability

Vertical integration

Differences in tax position

Existence of non-cases objectives

Inefficiencies in financial markets

Difference in valuation technique

Unit of measureGANTT10

Header

Text

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Text

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Header

Text

## ## ## ## ######################

##

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Text

Unit of measureVENN 2Unit of measure


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Text Text

Unit of measureVENN 3Unit of measure


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119

Text Text

Text

Unit of measureAREA

300

350

Unit of measure


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1200

50

100

150

200

250

300

Label 1

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Label 3

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Label 1

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000

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COLUMN BUTTED

70

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45

20

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Label 1

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50

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SCATTER X & Y

250

300

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50

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WATERFALL BAR

50Label 1

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25

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65

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185

Label 1

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WATERFALL COLUMN

20

80

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20

20

20


Unit of measure

ARROWSUnit of measure


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Unit of measure

MISC

Unit of measure


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Unit of measure

MOONS Legend

Legend

Legend

Low

Medium

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Medium

High

Low

Medium

High


146/292

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STICKER OTHER

PRELIMINARYDRAFTDISCUSSION DRAFT

TO BE COMPLETED

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CONFIDENTIAL

DISCUSSION DRAFT

DISGUISED CLIENT

EXAMPLE

PRELIMINARYDRAFT

PRELIMINARY

ESTIMATE

DISCUSSION DRAFT

DISGUISED

DRAFT FOR DISCUSSION

SAMPLE

BACKUP

HYPOTHESIS

STRAW MAN

TO BE COMPLETED

PROPOSED

REVISED

ROUGH ESTIMATE

CONCEPTUAL

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Title

Title


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Text

Text

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Title Title

Text Text


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Title

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Text

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Title

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Text

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7 COLUMN

Title

Text

Title

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Title

Text

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Title Title


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Unit of measure

8 COLUMN

Text

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Text

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Text


167/292

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Text

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Text

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170

Text Text

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Unit of measure

3 HORIZONTAL

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Text Text Text

Unit of measure

4 HORIZONTAL

Unit of measure

T t

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Text


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Text Text Text Text

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Unit of measure

T t

Text

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Text Text Text Text

Text Text

Text

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Text

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Text

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Text

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TextText


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Unit of measure

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Header Header

Text TextText


180/292

180

Unit of measure

FLOW 5

Text

Header Header

Text


Text Text Text

Unit of measure


181/292

181

Unit of measure

FLOW 5 TITLE

Unit of measure

Text

Header Header

Text


Text Text TextText


182/292

182

Unit of measure

HORIZONTAL FLOW 3

Unit of measure

Text

Text

Title

Text


183/292

183

Text

Text

Text

Text

Unit of measure

HORIZONTAL FLOW 4

Unit of measure

Title

Text

Text

Text

Text


184/292

184

Text

Text

Text

Text

Unit of measure

HORIZONTAL FLOW 5Unit of measure

Text

Text

Title

Text

Text

Title

Text

Text


185/292

185

Text

Text

Text

Text

Text

Text

Text

Text

Text

Unit of measure


Title Title

Text

Text

T t

Text

Text

Text

Text

Text

Text


186/292

186

Text

Text

Text

Text

Text

Text

Text

Text Text Text

Unit of measure


Title Title

Text

Text

Text

Text

Text

Text

Text

Text

Text


187/292

187

Text

Text

Text

Text

Text

Text

Text Text Text

Text Text Text

Unit of measure

FLOW WITH SHOCK 1

Text

Header Header

Text

Header

Text

Unit of measure

Text

Title


188/292

188


189/292

Unit of measure

FLOW WITH 3 COLUMN

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text


190/292

190

Text

Text

Text

Text

Text

Text

Text

TextText

Text

Text

Text

Unit of measure

FLOW WITH 2 COLUMN

Text

Text

Text Text

Text Text

Text Text


191/292

191

Text

Text

Text Text

Text Text

Text TextText

Text

Unit of measure

SQUARE FLOWUnit of measure

Text

TextText

Text


192/292

192

Text

TextText Text

Unit of measure

FRAMEWORKUnit of measure

Text

TextText

Text


193/292

193

Text

TextText

Text


Title Title

Text Text


194/292

194


Title

Text

Title

Text


195/292

195


196/292

Unit of measure

Title

Text

Title

Text


197/292

197

xxxxx

Title

TextTitle

Text


Title

Title

Title


198/292

198


Title

Text

Title

Text


199/292

199

Title


Text

Text

Text


200/292

200

Text Text

Text Text


TextText

Text

Text

Text

Text Text


201/292

201

TextText

Text

Text Text

Unit of measure

SCP

xxx xxxx xxxx xxxx

erformance

erformancetructure

tructure onduct

onductExternal

shockS C P


202/292

202


Text Text Text Text

Text Text Text Text

Text


203/292

203

Text Text Text TextText


Text Text Text Text


Text


204/292

204



Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text

Text


205/292

205

Text

Text Text Text Text Text Text


Text

Title Title Title Title Title

Text


206/292

206



Text

Text

TextText

Text

Text

TextText

Text

Text

TextText

Text

Text


207/292

207

Text

Text

TextText

Text

Text

TextText

Text

Text

TextText

Text

Text


208/292

Unit of measure

Title Title Title Title

Text Text

Text

Text Text


209/292

209

Text Text

Text Text

Text

Unit of measure

TEAM STRUCTURE

Title

Title

Client Consultants

Expert group


210/292

210


Text


211/292

211

Text


Text

Text

Text


212/292

212

Text

Text

Text

Unit of measure

Title

TextTitle

TextTitle

Text

Unit of measure

Title


213/292

213

Title

Title


Title

Title

TextTitle

TextTitle

TextTitle

Text


214/292

214

Title

Title

Unit of measure

Title Text Title Text Title Text

Title


215/292

215

Title


Text

Text

Text

Text


216/292

216

Unit of measure

Sub title Sub title

Title


217/292

217

Risk management



Text Text


218/292

218

Unit of measure

CYCLE 2

Text Text

Unit of measure

Text Text


219/292

219

Unit of measure

CYCLE 2

Text Text

Unit of measure

Text Text


220/292

220


221/292


222/292

Unit of measure

CYCLE 4

TextText

Unit of measure

Text Text


223/292

223

Text

Text

Text Text

Unit of measure

CYCLE 4

TextText

Unit of measure

Text Text


224/292

224

Text

Text

Text Text

Unit of measure

CYCLE 5

Text

Text

Text

Unit of measure

Text Text

Text

Text


225/292

225

Text

Text

Text

Unit of measure

CYCLE 5

Text

Text

Text

Unit of measure

Text Text

Text

Text


226/292

226

Text

Text

Text

Unit of measure

CYCLE 6

Text

TextText

Text

Unit of measure

Text Text

Text Text


227/292

227

TextText Text

Text


228/292


229/292


230/292


231/292


232/292

Unit of measure

4 BY 3 MATRIXUnit of measure

Text

Medium

High

Text Text Text Text

Text Text Text Text


233/292

233

Low

Text

1 2 3 4

Text Text Text Text

Unit of measure

4 BY 3 MATRIXUnit of measure

Text

2

3

4

Text Text Text Text

Text Text Text Text

Text Text Text Text


234/292

234

Text

1 2 3 4

1

Text Text Text Text


235/292


236/292

Unit of measure

LEVEL 04

Text

Text

Unit of measure

Text

Text

Text


237/292

237

Text

Text

Text

Unit of measure

LEVEL 09

Text

Text

Text

Text

Text

Unit of measure

Text

Text

Text

Text

Text


238/292

238

Text

Text

Text

Text

Text

Text

Text

Text

Unit of measure

GANTT 4 WEEKUnit of measure

Text

Text

Text Text Text Text

Text


239/292

239

Text


Text

Text


Text

Text


240/292

240

Text


Text

Text

Text

Text Text Text Text

Text

Text Text Text Text

Text


241/292

241

Text


Text

Text

Text

Text Text Text Text

Text

Text Text Text Text

Text

Text Text Text Text

Text


242/292

242

Text


Text

Text

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text


243/292

243Source: Source

Text


Text

Text

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text


244/292

244Source: Source

Text


245/292


Text

Text

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text


246/292

246Source: Source

Text


Text

Text

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text


247/292

247Source: Source

Text


Text

Text

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text


248/292

248Source: Source

Text


Text

Text

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text


249/292

249Source: Source

Text


Text

Text

Text 1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text

1 2 3 4

Text


250/292

250Source: Source

Text


Text

Text

Text

1 2 3 4 5 6 7 8

Text

9 10 11 12


251/292

251Source: Source

Text


Text

Text

Text

1 2 3 4 5 6 7 8

Text

9 10 11 12 1 2 3 4 5 6 7 8

Text

9 10 11 12


252/292

252Source: Source

Text


Text

Text

Text

Mon Tue Wed Thu Fri

Text

Responsibility


253/292

253

Text


Text

Text

Text

Responsibility M T W T F

Text

M T W T F

Text


254/292

254

Text


255/292

Unit of measure

50

40

30

Label 1

Label2

Label3

Text

Unit of measure

Text

50

40

30

Label 1

Label2

Label3

Text


256/292

256

20

10

Label4

Label5

20

10

Label4

Label5


257/292

Unit of measure

50

40

30

Label 1

Label2

Label3

Text

Unit of measure

Text

50

40

30

Label 1

Label2

Label3

Text

50

40

30

Label 1

Label2

Label3

Text


258/292

258

20

10

Label4

Label5

20

10

Label4

Label5

20

10

Label4

Label5

Unit of measure

Text

50

40

30

Label 1

Label 2

Label 3

Label 4

Text

50

40

30

Label 1

Label 2

Label 3

Label 4

Text

50

40

30

Label 1

Label 2

Label 3

Label 4

Text

50

40

30

Label 1

Label 2

Label 3

Label 4

Unit of measure


259/292

259

20

10

Label 5

20

10

Label 5

20

10

Label 5

20

10

Label 5

Unit of measure

Text

50

40

30

Label 1

Label 2

Label 3

Label 4

Text

50

40

30

Label 1

Label 2

Label 3

Label 4

Text

50

40

30

Label 1

Label 2

Label 3

Label 4

Text

50

40

30

Label 1

Label 2

Label 3

Label 4

Text

50

40

30

Label 1

Label 2

Label 3

Label 4

Unit of measure


260/292

260Source: Source

20

10

Label 5

20

10

Label 5

20

10

Label 5

20

10

Label 5

20

10

Label 5

Unit of measure

50

40

30

Label 1

Label2

Label3

Text Text

50

40

30

Unit of measure


261/292

261

20

10

Label4

Label5

20

10


262/292

Unit of measure

50

40

30

Label 1

Label 2

Label 3

Label 4

Text Text Text Text

50

40

30

50

40

30

50

40

30

Unit of measure


263/292

263

20

10

Label 5

20

10

20

10

20

10

Unit of measure

50

40

30

Label 1

Label 2

Label 3

Label 4


50

40

30

50

40

30

50

40

30

50

40

30

Unit of measure


264/292

264Source: Source

20

10

Label 5

20

10

20

10

20

10

20

10

Unit of measure

EXHIBIT TITLE

Title

Measure

80

70

60

50

40

30

Label

Label

Label

Label

Label

Label

Title

Measure

80

70

60

50

40

30

Label

Label

Label

Label

Label

Label

Title

Measure

80

70

60

50

40

30

Label

Label

Label

Label

Label

Label

Unit of measure


265/292

265Source: Source

20

10

Label

Label

Text

20

10

Label

Label

Text

20

10

Label

Label

Text

Unit of measure

EXHIBIT TITLE

Title

Measure

60

50

40

30

20

10

Label 1

Label 2

Label 3

Label 4

Label 5

Label 6

Title

Measure

60

50

40

30

20

10

Label 1

Label 2

Label 3

Label 4

Label 5

Label 6

Title

Measure

Label 1

Title

Measure

Label 1

Unit of measure


266/292

266Source: Source

6050

40

30

20

10

Label 1

Label 2

Label 3

Label 4

Label 5

Label 6

6050

40

30

20

10

Label 1

Label 2

Label 3

Label 4

Label 5

Label 6

Unit of measure

EXHIBIT TITLE

Title

Measure

80

70

60

50

40

30

Label

Label

Label

Label

Label

Label

Label

Title

Measure

80

70

60

50

40

30

Label

Label

Label

Label

Label

Label

Label

Title

Measure

80

70

60

50

40

30

Label

Label

Label

Label

Label

Label

Label

Title

Measure

80

70

60

50

40

30

Label

Label

Label

Label

Label

Label

Label

Unit of measure


267/292

267Source: Source

20

10

Label

Text

20

10

Label

Text

20

10

Label

Text

20

10

Label

Text


268/292

Unit of measure

EXHIBIT TITLE

Text

30

40

50

60

Text

30

40

50

60

Text

30

40

50

60

Unit of measure


269/292

269

Label

1

Label

2

Label

3

Label

4

Label

1

Label

2

Label

3

Label

4

Label

1

Label

2

Label

3

Label

4

Unit of measure

EXHIBIT TITLE

30

40

50

60

Text

30

40

50

60

Text

30

40

50

60

Text

30

40

50

60

Text

Unit of measure


270/292

270Source: Source

Label

1

Label

2

Label

3

Label

4

Label

1

Label

2

Label

3

Label

4

Label

1

Label

2

Label

3

Label

4

Label

1

Label

2

Label

3

Label

4

Unit of measure

EXHIBIT TITLE

Title

Measure

20

30

40

50

60

Title

Measure

20

30

40

50

60

Unit of measure


271/292

271

Label

1

Label

2

Label

3

Label

4

Label

5

Label

1

Label

2

Label

3

Label

4

Label

5

Unit of measure

EXHIBIT TITLE

Title

Measure

20

30

40

50Text

Title

Measure

20

30

40

50Text

Title

Measure

20

30

40

50Text

Unit of measure


272/292

272Source: Source

Label

1

Label

2

Label

3

Label

4

Label

1

Label

2

Label

3

Label

4

Label

1

Label

2

Label

3

Label

4

Unit of measure

EXHIBIT TITLE

Title

Measure

Title

Measure

20

30

40

50Text

Title

Measure

Title

Measure

20

30

40

50Text

Title

Measure

Title

Measure

20

30

40

50Text

Title

Measure

Title

Measure

20

30

40

50Text

Unit of measure


273/292

273Source: Source

Label

1 Label

2 Label

3 Label

4 Label

1 Label

2 Label

3 Label

4 Label

1 Label

2 Label

3 Label

4 Label

1 Label

2 Label

3 Label

4

Unit of measure

EXHIBIT TITLE

Title

Measure

2030

4050

6070

8090

Text Text Text Text Text Text Text Text

Title

Measure

2030

4050

6070

8090


Title

Measure

7080

90

Title

Measure

7080

90

Unit of measure


274/292

274Source: Source

2030

4050

6070


2030

4050

6070


Unit of measureUnit of measureTitle (Measure)

Title (Measure)

Title (Measure)

2030

4050 60

7080 90


20 30

4050

6070

80 90


2030

4050

6070

80 9020

30

40

50

60

7080

90


Title

Measure


275/292

275Source: Source

Title (Measure)


2030

4050

6070

80 90


Unit of measureUnit of measure Title (Measure)

2030

40 5060

70


Title (Measure)

2030

40 5060

70


Title (Measure)

2030 40 50

6070


Title (Measure)

2030

4050

6070

Text Text Text Text Text TextTitle (Measure)

20

30

40

50

60

70


Title (Measure)

2030

40 5060

70


Title (Measure) 70

Title (Measure)

70


276/292

276Source: Source

Title (Measure)

2030

40 5060

70


Title (Measure)

2030

40 5060

70


2030

4050

6070


Unit of measure

ROIC TREE ANALYSIS

23 943.3

25.932.4 28.8 27.1

21.5

98 99 00 01 02

13.8 18.3 23.4 15.6 15.7

98 99 00 01 02

15.613.7

11.4 9.7 10.6

98 99 00 01 02

93.8 98.4 96.187.7 85.3

98 99 00 01 02

9.9 2.5 1.8

37.050.4

98 99 00 01 02

6.11.5 0.8

11.213.6

98 99 00 01 02

0.1 0.1

3.1

1.1 1.1

98 99 00 01 02

6.9 -0.2 2.325.9

48.2

98 99 00 01 02

0.30

1.10

-0.26

0.30

0.04

0.0 0.0 0.0 0.0 0.0

98 99 00 01 02

2.0 2.02.6

1.8 1.7

98 99 00 01 02

Percent

Title

Title

Title

Title Title

Title

Title

Title

Title

Title Title

Title

Title

Title

Title


277/292

277

6.9-0.2 2.3

23.9

98 99 00 01 02

62 6043

30 27

98 99 00 01 02

27.820.5

9.3 8.4 9.7

98 99 00 01 02

7.9 7.5 8.0

-5.0 -4.2

98 99 00 01 02

1.9-1.5

-4.0 -5.2 -4.7

98 99 00 01 02

98 99 00 01 02

5.512.1

18.813.7 13.5

98 99 00 01 02

Title Title

Unit of measure

EXHIBIT TITLE

Text

5060

30

35

40 20

202015

10

20

1020

15 10 10 10

Series

Series

Series

Series

100%= 000 000 000 000000

Text

5060

30

35

40 20

202015

10

20

1020

15 10 10 10

Series

Series

Series

Series

100%= 000 000 000 000000

Unit of measure


278/292

278

30 3540

50Series

Label

1

Label

2

Label

3

Label

4

Label

5

30 3540

50Series

Label

1

Label

2

Label

3

Label

4

Label

5

Unit of measure

EXHIBIT TITLEUnit of measure

30 35 40

50

60

30

35

40 20

202015

10

20

1020

1510 10 10

Series

Series

Series

Series

100%= 000 000 000 000000

Text

30 35 40

50

60

30

35

40 20

202015

10

20

1020

1510 10 10

Series

Series

Series

Series

100%= 000 000 000 000000

Text

30 35 40

50

60

30

35

40 20

202015

10

20

1020

1510 10 10

Series

Series

Series

Series

100%= 000 000 000 000000

Text


279/292

279Source: Source

30

Label

1

Label

2

Label

3

Label

4

Label

5

30

Label

1

Label

2

Label

3

Label

4

Label

5

30

Label

1

Label

2

Label

3

Label

4

Label

5


280/292


Title

Measure

45

20

15

10

10

Label 2

Label 3

Label 4

Label 5

100% = xxxx

Title

Measure

45

20

15

10

10

Label 2

Label 3

Label 4

Label 5

100% = xxxx


281/292

281

20Label 1

20Label 1


45

20

15

10

10

Label 1

Label 2

Label 3

Label 4

Label 5

100% = xxxx

Title

Measure

45

20

15

10

10

Label 1

Label 2

Label 3

Label 4

Label 5

100% = xxxx

Title

Measure

45

20

15

10

10

Label 1

Label 2

Label 3

Label 4

Label 5

100% = xxxx

Title

Measure


282/292

282Source: Source

0Label 1 0Label 1 0Label 1


45

20

15

10

10

Label 1

Label 2

Label 3

Label 4

Label 5

100% = xxxx

Title

Measure

45

20

15

10

10

Label 1

Label 2

Label 3

Label 4

Label 5

100% = xxxx

Title

Measure

Label 4

100% = xxxx

Title

Measure

Label 4

100% = xxxx

Title

Measure


283/292

283Source: Source

45

20

15

10

10

Label 1

Label 2

Label 3

Label 545

20

15

10

10

Label 1

Label 2

Label 3

Label 5


Title

Measure

120 130

165 175180

245267

250278

298

230

100

150

200

250

300

350

Title

Measure

120 130

165 175180

245267

250278

298

230

100

150

200

250

300

350


284/292

284

12089

0

50

1990 91 92 93 94 1995

12089

0

50

1990 91 92 93 94 1995


120130

165175 180

245 267 250

278298

89

230

50

100

150

200

250

300

350

Title

Measure

120130

165175 180

245 267 250

278298

89

230

50

100

150

200

250

300

350

Title

Measure

120130

165175 180

245 267 250

278298

89

230

50

100

150

200

250

300

350

Title

Measure


285/292

285Source: Source

0

50

1990 91 92 93 94 1995

0

50

1990 91 92 93 94 1995

0

50

1990 91 92 93 94 1995


Title

Measure

120 130

165 175180 195

220

245267

250278

298 300325

89

230

0

50

100

150

200

250

300

350

1990 1991 1992 1993 1994 1995 1996 1997

Title

Measure

120 130

165 175180 195

220

245267

250278

298 300325

89

230

0

50

100

150

200

250

300

350

1990 1991 1992 1993 1994 1995 1996 1997

Title

Measure

245

267250

278298 300

325

230250

300

350

Title

Measure

245

267250

278298 300

325

230250

300

350


286/292

286Source: Source

120 130165 175

180 195220

89

0

50

100

150

200

1990 1991 1992 1993 1994 1995 1996 1997

120 130165 175

180 195220

89

0

50

100

150

200

1990 1991 1992 1993 1994 1995 1996 1997


TitleMeasure

120 130

165 175 180195

220

245267

250278

298 300325

89

230

0

50

100

150

200

250

300

350

1990 1991 1992 1993 1994 1995 1996 1997 Text

Title

Measure

245 267 250

278298 300

325

230250300

350


287/292

287Source: Source

120 130165 175 180

195220

89

0

50

100

150

200

250

1990 1991 1992 1993 1994 1995 1996 1997


Title

Measure

120 130165 175 180

195 220

245 267 250278 298 300

325

89

230

0

100

200

300

400

1990 1991 1992 1993 1994 1995 1996 1997

Title

Measure

120 130165 175 180

195 220

245 267 250278 298 300

325

89

230

0

100

200

300

400

1990 1991 1992 1993 1994 1995 1996 1997

TitleMeasure

Title

Measure

120 130

165 175180

195220

245267

250278

298 300325

89

230

0

50

100

150

200

250

300

350

1990 1991 1992 1993 1994 1995 1996 1997


288/292

288Source: Source

120 130165 175 180

195 220

245 267 250278 298 300

325

89

230

0

100

200

300

400

1990 1991 1992 1993 1994 1995 1996 1997

Unit of measureUnit of measureTitle (Measure)

165 175 180 195220

245 267 250278 298 300

325

13012089

230

0

100

200300

400

1990 1991 1992 1993 1994 1995 1996 1997

Title

Measure

120 130

165 175180

195220

245267

250278

298 300325

89

230

0

50

100

150

200

250

300

350

1990 1991 1992 1993 1994 1995 1996 1997

Title (Measure)

165 175 180 195220

245 267 250278 298 300

325

13012089

230

0

100

200

300

400

1990 1991 1992 1993 1994 1995 1996 1997

Title (Measure)

165 175 180 195220

245 267 250278 298 300

325

13012089

230

0

100

200

300

400

1990 1991 1992 1993 1994 1995 1996 1997


289/292

289Source: Source

1990 1991 1992 1993 1994 1995 1996 1997

Title (Measure)

165 175 180 195220

245 267 250278 298 300

325

13012089

230

0

100

200

300

400

1990 1991 1992 1993 1994 1995 1996 1997

Unit of measure

STICKER AND OTHERS

EXAMPLE

ESTIMATE

PROPOSED

CONCEPTUAL

PRELIMINARY

ROUGH ESTIMATE

TO BE COMPLETED

ONLY FOR DISCUSSION

WORK IN PROGRESS

BACK UP REVISED

TENTATIVE

HYPOTHESIS

ILLUSTRATIVE

CONFIDENTIAL

VERY PRELIMINARY

STICKER AUTOMAKER

EXAMPLE

ESTIMATE

PROPOSED CONCEPTUAL

PRELIMINARY

ROUGH ESTIMATE

TO BE COMPLETED

ONLY FOR DISCUSSION

WORK IN PROGRESS

BACK UP REVISED

TENTATIVE HYPOTHESIS

ILLUSTRATIVE

CONFIDENTIAL

VERY PRELIMINARY


290/292

290

Unit of measure

High

Medium

Low


291/292

291

Unit of measure

STICKER AND OTHERS

Text Text


292/292

292

Text

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