TCL CASE STUDY

SUBJECT: GLOBALIZATION AND

EMERGING MARKETS

PGDM
NAME

ROLL NO

ADELINE JOSEPH N

AGNEL JOSEPH N

NAVYABHARATHI CHALLA

NIKITA MUDRAS
JANHAVI SUTARIA

KISHAN JOSHI

42

43

07

39

79

23

THE CASE STUDY DISSECTED

The TCL case study is divided into six parts for the sake of
convenience and understanding.
These are as follows:
1. World Television Production
2. TCL Origins and Growth
3. Organization and Ownership
4. Operations
5. International Expansion
6. The Dragon Tiger Plan

WORLD TELEVISION PRODUCTION - FACTS

1. In 1960S US companies CBS (Columbia Broadcasting System),
RCA (Radio Corporation of America) and Zenith dominated world
production of television sets.
2. Chinas opening in 1979 meant relocating of both TV and
manufacturing.
3. 1990s consolidation of handful of highly competitive electronics
manufacturers in China including TCL.

WORLD TELEVISION PRODUCTION - FACTS

4. Chinese TV manufacturers produced CRTs and CRT based
televisions.
5. TCL ranked third in the world by number of sets sold at 10.7 million
units.
6. TCL was Chinas leading producer of LCD displays.

WORLD TELEVISION PRODUCTION- SWOT

STRENGTHS

WEAKNESSES

Chinas low labor costs.

All types of components, etc. required in the manufacture of electronics

components were available in China making it 20% cheaper than in the
USA.

Production of CRTs and CRT TVs by Chinese TV manufacturers - they did

not avail of opportunity of lower shipping costs compared to that of the
flat panels.

WORLD TELEVISION PRODUCTION - SWOT

OPPORTUNITIES

THREATS

Product life cycles has shortened.

Chinas opening up in 1979.

Color TVs were found everywhere in the 1970s.

TCL intensely competed with Changhong, Konka, Skyworth for Chinese

sales.

Japanese - stopped production of CRTs and CRT TVs. Chinese TV

manufacturers saw it as an opportunity.

Japanese counterparts pulled back from production of CRTs and CRT

based TVs.

TCL ORIGINS AND GROWTH - FACTS

1. TCL was founded in 1982 as an audiotape manufacturer.
2. Under the Wangpai brand TCL in 1992 began selling color TVs
that were produced by Hong Kong based joint venture partner
Changcheng
3. Hi fi business went into a slump.
4. Securing of a license to produce TV in China by TCL.

TCL ORIGINS AND GROWTH - FACTS

5. Building own production facilities.
6. Joint venture with a Hong Kong manufacturer Luks Industrial.
7. Increase of sales from RMB 30 million in 1996 to RMB 190 million
in 1997.
8. Rose to number one in China in 2003.

TCL ORIGINS AND GROWTH - SWOT

STRENGTHS
Existing reputation for quality in the
fixed lines telephone market.
TCL - R&D, Advertising and marketing
efforts and own manufacturing.
Didnt pursue every opportunity that
came their way such as VCD players
in 1996.
TCL had anticipated change in the
industry.
TCL had a good structure, strong sales
network and contribution by
managers.

WEAKNESSES
Choosing one distributor per
province.
Limited scale and technological
capabilities relative to global
competitors.
A higher asset to liabilities ratio
than peers.
Relative lack of employees with
international expertise.

TCL ORIGINS AND GROWTH - SWOT

OPPORTUNITIES

THREATS

Manufacture of TV was just by

chance: how the hi-fi business
went into a slump and end of OEM
relationship with Changcheng.

Distributors primary interest was

in turnover and cash in hand
rather than product promotion.

Joint venture with Luks Industrial.

Price competition among TV

makers.

ORGANIZATION AND OWNERSHIP - FACTS

1. Eight business units.
2. TCL in 1997 was privatized.
3. In 2000 was organized into two stock companies.
4. 2004 TCLs single largest ownership was Huizhou government with
25.22%, managers and staff held another 25.01%, strategic partners
held 11.32% and the public held 38.45%.

ORGANIZATION AND OWNERSHIP - SWOT

STRENGTHS

WEAKNESSES

All TCL sales were growing with

exceptions.
Used four operating functions
information technology, human
resources, strategic planning
and six sigma.
The government kept its hands
off management.

Prior to privatization TCL was

only in survival mode.

ORGANIZATION AND OWNERSHIP - SWOT

OPPORTUNITIES

THREATS

TCL took on foreign corporate

strategic investors.
None.
TCLs government relations
acted as an opportunity for
lobbying favorable tax policy.

OPERATIONS - FACTS
Financial Management:
1. TCLs centralized financial management was conservative and stable.
2. In 1998 TCL reached an agreement with Bank of China and the Commercial
and Industrial Bank of China.
3. Receivables was best in China topping Sony and Samsung.
. Supply chain management and production management:
1. TCL Turkish plant, Japan and Korean competitors sourced from China.
2. TCLs inventory reaching 4.5 times in 2002 and 5.4 times in 2003 than
compared to peers.
3. In 2004 TCL eliminated 24 procedures to maximize efficiency and planning.

OPERATIONS - FACTS
R&D:
1. TCL prided itself on rapid product and process innovation.
2. R&D ranged between 1% and 3% of sales but never exceeded 3%.
3. TCLs cost structure was lower than competitors Sony and Samsung.
. Marketing:
1. In 2004, marketers had developed a strong database on consumer
purchasing behavior.
2. Target Audience was divided into 4.
3. In 2003 a Beijing agency valued TCL as sixth domestic brands.

OPERATIONS - SWOT
WEAKNESSES

STRENGTHS

Centralized borrowing gave TCL better rates.

Maximized higher profits through varied factors.

TCL had the edge with local knowledge of China.

Efficient Supply chain management

Better forecasting meant less inventories than Changhong.

In 2004 TCL eliminated 24 procedures to maximize efficiency and planning.

Industrial design was key competence.

Weak in patents.

OPERATIONS - SWOT
OPPORTUNITIES

. The employment of staff in

Huizhou brought about RMB 8
billion in products in 2003.
. Acted to capitalize on market
trends.

THREATS
Competitors also sourced from
China i.e. Japan and Korea.
All components sourced were
the same by all companies.
Different players competed
against TCL along each element
of the TV value chain.

INTERNATIONAL EXPANSION - FACT

1. TCLs international experience began in 1998 when it took over Luks
factory in Vietnam.
2. By 2004 TCL held 18% of Vietnams TV market. TCL also had 40%
shares in Pakistan, South Africa and Sri Lanka TV markets.
3. The run up to Chinas entry in World Trade Organization.
4. 1998 foreign exchange crisis in Southeast Asia.

INTERNATIONAL EXPANSION - FACT

5. In 2001 began talking to potential partners in Korea, USA and Japan
about ways to mount a major push into western markets.
6. In the European market anti-dumping policies kept TCL out.
7. 2002 - TCL acquired Schneider, Germanys 7th largest TV producer.
8. In 2004 TCL did not renew the lease on Schneiders Production facility.
9. In 2003 TCL spent dollar 5 million to buy Go Video in the USA

INTERNATIONAL EXPANSION - SWOT

STRENGTHS

Developed their own marketing and sales channel in Vietnam.

Awareness of opportunities.

Approach in entering new markets was methodical.

Took time to understand local markets. E.g.: Russia

WEAKNESSES

TCL were not ready for different markets.

Low cost manufacturing proved as a weakness in European markets.

North American distributors were disappointing.

INTERNATIONAL EXPANSION - SWOT

OPPORTUNITIES
Growth in Vietnams local market
Vietnam was a springboard to Southeast Asia
market.

THREATS
Run up to Chinas WTO entry TCL had to be ready for
international competition.

Considered international opportunities.

In 2001 began talking to potential partners
make a major push into western markets.
OEM tested products - learnt about US market.
Acquisition of German Schneider in September
2002.
In 2003, TCL bought USAs Go Video as they
had good knowledge of sales channels.

Domestic competition was strong.

Foreign exchange crisis in

Southeast Asia.

Running up against anti-dumping

laws by low cost manufacturers in
Europe in 1989.

THE DRAGON TIGER PLAN - FACT

THE DRAGON PLAN:
TCLs biggest business came from TVs in 1999 and from 2000 TCL
executives targeted annual growth of 5 % to 2010.
TCL in 2003 embarked on conscious policy of internationalization by the
Dragon Tiger Plan.
In 2003 TCL was already Chinas largest distributor of CDs and DVDs
including Sony and Warner Music products.

THE DRAGON TIGER PLAN - FACT

THE THOMSON VENTURE:
In January 2004, Thompson and TCL signed agreement creating TTE
(TCL Thomson Enterprise).
Together the resulting entity would generate 34% of its revenue from
China, another 34% from Thomsons 12% market share in the Americas
and 28% from Thomsons 8% market share in Europe.
Just as Lenovo anticipated IBMs PC, TTE would focus on sales of the
predominant product i.e. the CRT sets.

THE DRAGON TIGER PLAN - FACT

LOOKING FORWARD:
TCL perceived strongest competitors to be LG and Samsung.
TCL had problems in India, Russia, Singapore, Mexico and Latin America where TCL
operations overlapped with Thomsons.
Chinese hourly manufacturing wages averaged at $1.01 in 2003 compared to
$8.79 in France.
Chinas Export-Import Bank made the company two loans including one of RMB 6
billion.

THE DRAGON TIGER PLAN - SWOT

STRENGTHS
Through joint venture gained
Thomsons varied assets.

WEAKNESSES
Initially TCLs market strategy was not up to
the mark to enter US and European markets.
Integration posed challenges.

TCL managers were able to

recognize problems.
TCL had cost advantages.

Chinese companies was behind in

technology.
TCL faced language barriers and high costs
in European operations.

THE DRAGON TIGER PLAN - SWOT

OPPORTUNITIES

THREATS

Thomson a bit slow in reacting.

Joint venture with Thomson
enabled to foster strengths.
Learnt a lot from Phillips.

Dissatisfied top Chinese

Managers.
Threats from competitors like LG
and Samsung.

CONCLUSION

Headquartered in China, TCL Multimedia Technology Holdings Limited (HKS

stock code: 01070) is one of the leading players in the global TV industr
engaged in the research and development, manufacturing and distribution
consumer electronic product

Through a new product-and-user-oriented business model that focus

primarily on a "double +" strategy which includes "intelligence + interne
and "products + services" as the main direction, striving to become a "glob
entertainment technology enterprise" that provides integrated entertainme
solution to customer

According to the latest Display Search figures, the Group ranked No.4 in th
global LCD TV market with a market share of 5.4% in 2014 and ranked No
in the PRC LCD TV market with a market share of 16.0%

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