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GBUTtem

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DocumentDate

GBUTtem

2

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EXHIBIT TITLE

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2X2 CUBED

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2X2 TOWER

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7

Place PriceProduct Package Positioning promotion

Product offering

5Ps MARKETING

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8

Strategy Skills

SystemsStaff

Shared values

Structure

Style

7S

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ARROW 3D

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CUBES1 3D

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CUBES2 3D

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Source:

CUBES3 3D

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Text Text

Text

CUTOUT 3D

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14

New entrant

SuppliersIndustry

competitors Buyers

Substitutes

FORCES AT WORK

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GBUTtem

15

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JOINT

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16

Text

Text

Text

Text

LEVEL SEPARATE 4

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Text

Text

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LINEAR A 3D

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Text

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LINEAR B 3D

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19

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LINEAR C 3D

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20

TextText

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LINEAR D 3D

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Text Text Text Text

LINEAR E 3D

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TextText Text

LINEAR G 3D

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Text Text

LINEAR I 3D

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Text

Text

Text

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LINEAR J 3D

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Text Text Text Text

LINEAR N 3D

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Text

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LINEAR P 3D

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LINEAR Q 3D

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LINEAR Q 3D

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PlanImplemen

tSupport

LINKS 3

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PERSPECTIVE 3D

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Tex

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PROPELLER 3D

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32

RINGS 3D

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Text

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SCALE

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Text

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SCALES

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35

Text

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SIZES IN

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36

SPIRAL1 3D

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37

Spiral

Brakes

Tube in tube

SPIRAL2 3D

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38

Text Text

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SPOTLIGHT

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39

Text

Text

Text

Text

Text

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STAIRCASE

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40

Stars 3D

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41

Text

Text

WIRE CUBES

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42

Text

Text

Text

Text

Text

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ARROWS

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43

Text

LEVEL 1

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44

Text

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LEVEL 2

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45

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LEVEL 3

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LEVEL 4

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Text

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LEVEL 5

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48

Text

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LEVEL 6

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49

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Header Header

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FLOW 2

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50

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FLOW 2 TITLE

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Text

Header Header

Text

Header

Text

FLOW 3

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52

Text Text

Header Header

Text

Header

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FLOW 3 TITLE

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Text

Header Header

Text

Header Header

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FLOW 4

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Text

Header Header

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FLOW 4 TITLE

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Text

Header Header

Text

Header Header Header

Text Text Text

FLOW 5

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56

Text Text

Header Header

Text

Header Header Header

Text Text Text

FLOW 5 TITLE

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57

Text Text

Header Header Header Header Header

Text Text Text

Header

Text

FLOW 6

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58

Text Text Text

Header Header Header Header Header

Text Text Text

Header

Text

FLOW 6 TITLE

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GBUTtem

59

Text

TextT

ext

Text

BLADES

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60

Text Text

TextText

BOX

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61

Text Text

Text Text

BOX

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62

Text

Text

Text

CYCLE 1

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63

Text Text

CYCLE 2

*资料来源：

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64

Text

Text

Text

CYCLE 3

*资料来源：

Unit of measure

GBUTtem

65

Text

Text

Text

Text

CYCLE 4

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GBUTtem

66

Text

TextText

Text

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CYCLE 5

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GBUTtem

67

Text

TextText

Text

TextText

CYCLE 6

*资料来源：

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GBUTtem

68

Text

Text Text

Text

TextText

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CYCLE 7

*资料来源：

Unit of measure

GBUTtem

69

Text

Text Text

Text

Text

TextText

Text

CYCLE 8

*资料来源：

Unit of measure

GBUTtem

70

TextText

Text

TextText

Text

INCOMING

*资料来源：

Unit of measure

GBUTtem

71

Text

Text

Text

Text

Text

RIBBON

*资料来源：

Unit of measure

GBUTtem

72

Text Text

Text

TextText

RING

*资料来源：

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GBUTtem

73

Text

Text

UPON 2

*资料来源：

Unit of measure

GBUTtem

74

Text

Text Text

Text Text Text

TextText

CONTINUOUS

*资料来源：

Unit of measure

GBUTtem

75

Text

Text Text

Text

CUTOUT

*资料来源：

Unit of measure

GBUTtem

76

Text

Text

Text

LINEAR A

*资料来源：

Unit of measure

GBUTtem

77

Text

Text

Text

Text

LINEAR B

*资料来源：

Unit of measure

GBUTtem

78

Text

Text

Text

LINEAR C

*资料来源：

Unit of measure

GBUTtem

79

TextText

Text

LINEAR D

*资料来源：

Unit of measure

GBUTtem

80

Text Text Text Text

LINEAR E

*资料来源：

Unit of measure

GBUTtem

81

Text

Text

Text

LINEAR F

*资料来源：

Unit of measure

GBUTtem

82

TextText

Text

LINEAR G

*资料来源：

Unit of measure

GBUTtem

83

Text

Text

Text

Text

LINEAR H

*资料来源：

Unit of measure

GBUTtem

84

Text Text

LINEAR I

*资料来源：

Unit of measure

GBUTtem

85

Text

Text

Text

Text

LINEAR J

*资料来源：

Unit of measure

GBUTtem

86

Text

Text

Text

Text

Text

Text

LINEAR K

*资料来源：

Unit of measure

GBUTtem

87

Text Text Text Text

LINEAR N

*资料来源：

Unit of measure

GBUTtem

88

Text

Text

Text

LINEAR P

*资料来源：

Unit of measure

GBUTtem

89

Text Text

LINEAR Q

*资料来源：

Unit of measure

GBUTtem

90

Text

Text

Tex

t

PROPELLER

*资料来源：

Unit of measure

GBUTtem

91

Text

Text

Text

Tex

tText

STEP 5

*资料来源：

Unit of measure

GBUTtem

92

Text

Text

Text

Text

2 ON 1

*资料来源：

Unit of measure

GBUTtem

93

Text

Text

Text

Text

Text

Text

AGAINST

*资料来源：

Unit of measure

GBUTtem

94

Text

Text Text Text

Text

AT WORK

*资料来源：

Unit of measure

GBUTtem

95

Text Text

COUPLED HORIZ

*资料来源：

Unit of measure

GBUTtem

96

Text

Text

COUPLED VERT

*资料来源：

Unit of measure

GBUTtem

97

Text Text

Text Text

FOCUSED

*资料来源：

Unit of measure

GBUTtem

98

New entrant

SuppliersIndustry competitors Buyers

Substitutes

FORCES AT WORK

*资料来源：

Unit of measure

GBUTtem

99

Text

Text

Text

PARALLEL

*资料来源：

Unit of measure

GBUTtem

100

Text

Text

Text

Text

SPLIT

*资料来源：

Unit of measure

GBUTtem

101

Text

SURROUND

*资料来源：

Unit of measure

GBUTtem

102

Text

Text

TWISTED

*资料来源：

Unit of measure

GBUTtem

103

Text Text

UP & AWAY

*资料来源：

Unit of measure

GBUTtem

104

Text

Text

UP & DOWN

*资料来源：

Unit of measure

GBUTtem

105

Customer

Clients

Distributors

Competitors

Suppliers

3Cs TRIANGLE

*资料来源：

Unit of measure

GBUTtem

106

Skills

Sharedvalues

Strategy

Staff

Structure

Systems

Style

A coherent set ofactions aimed at gaining a sustainable advantageover competition

The organization chart andaccompanying baggage that showwho reports to whom and how tasks are both divided up and integrated

The people in the organization,considered interms of corporatedemographics, notindividual personalities

The way managers collectively behave with respect to use of time, attention and symbolic actions

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

Those ideas of what is rightand desirable (in corporateand/or individual behavior)which are typical of theorganization and commonto most of its members

Capabilitiespossessed bythe organizationas a whole asdistinct fromthe individuals.Some companiesperform extraordinaryfeats with ordinary people

3S-4S

*资料来源：

Unit of measure

GBUTtem

107

The way managerscollectively behave with respect to useof time, attention,and symbolic actions

The people in the organization, consideredin terms of corporate demographics, not individual personalities

The organization chart and accompanying baggage that show who reports to whom and how tasks are both divided up and integrated

Those ideas of what is right and desirable (in corporate and/or individual behavior) which are typical of the organization and common to most of its members

The processes and procedures through which things get donefrom day to day A coherent set

of actions aimedat gaining asustainableadvantage over competition Capabilities

possessed bythe organizationas a whole asdistinct from theindividuals. Some companies perform extraordinaryfeats withordinary people

Staff

Systems Style

SharedValues

Structure

SkillsStrategy

2S-5S

*资料来源：

Unit of measure

GBUTtem

108

Com

petit

ive

posi

tion

Low

Med

ium

Hig

h

Product/market attractiveness

Low Medium High

BUSS PORTFOLIO

*资料来源：

Unit of measure

GBUTtem

109

Change vision

Chief Executive

Leadership groups

Down the line

External constitution

Commitment

Conviction Courage

Capability

Individual activity

Enabling devices

CHANGE BOARD

*资料来源：

Unit of measure

GBUTtem

110

Delta P Delta P

Vision andLeadership

OrganizationalInfrastructure

PerformanceMeasurement

PeopleDevelopment

Communications

Problem SolvingProcess • Client managers

(particularly middle management) haveskill to lead programimplementation

• Change in actual behavior

• Action plans sufficient to achieve goals

• Agreement on objectives by line management

• Management of high-involvement process

• Implementation ornear implementationof required structureand systems

• Flow of 2-way communications• People’s understanding, belief

and contribution to act on vision and action plans

• Accurate measurementof action and results

• Clear accountabilities• Early wins

Visible demonstrationof new vision andvalues by clientleadership

DELTA P

*资料来源：

Unit of measure

GBUTtem

111

Nat

ural

ow

ner

Rel

ativ

e ab

ility

to e

xtra

ct v

alue

Low Medium

Value-creation potential in business unit

High

• Corporatecenter skills

• Business unit linkages

• Taxation/valuationdifferences

• Industry attractiveness• Competitive position• Restructuring/rationalization opportunities

“One

of t

he

pack

” Retain andgive toppriority

Retain andgive priority

Retain andmanage forcode orliquidate

Probablydivest

Divest Divest orliquidate

MACS

*资料来源：

Unit of measure

GBUTtem

112

Business Strategy

Manufacturing Strategy

ConfigurationSystems

ResearchFocus

LaborPolicy

ProductDesign

Makevs.Buy

Organization

ProcessDesign

MANUFACTURING STRATEGY

*资料来源：

Unit of measure

GBUTtem

113

Restructuring framework

1

5

4 3

2

PENTAGON

*资料来源：

Unit of measure

GBUTtem

114

Benefit

Price

Competitivedisadvantage

Competitiveadvantage

PRICE BENEFIT

*资料来源：

Unit of measure

GBUTtem

115

Appraise performanceand prospects

Developstrategy

Redesignpivotal jobs

Design the skillbuilding process

Assess changereadiness

Top downaction programs

Bottom up action programs

1

2

4

5

6

7

8

3

SMILE CHART

*资料来源：

Unit of measure

GBUTtem

116

3.

Create andpursue a unique

advantage 2.

Resegment the market to create a

niche

4.

Exploit uniqueadvantage

industrywide

1.Do more andbetter of the

same

When tocompete

STRAT GAMEBOARD

*资料来源：

Unit of measure

GBUTtem

117

Stage 1 Stage 2

Stage 3

Stage 4

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

STRAT MANAGE

*资料来源：

Unit of measure

GBUTtem

118

Selling margin

Contribution

Sales

Selling rateSalesAvailable selling time

Effectiveness

Contribution

Available selling time

Productivity

Contribution

Total selling costs

EfficiencyAvailable selling timeTotal selling costs

Utilization

Available selling time

Total sales time

Support intensity

Support costs

Total selling costs

Support leverage

Total sales time

Support costs

TREE PRODUCTIVITY

*资料来源：

Unit of measure

GBUTtem

119

Maximizeshareholder

value

Growthroughculturalinitiative

Redeployassets

Improve corebusiness

performance

Grow throughacquisition

and/or merger

Adopt soundfinancingapproach

VALUE CREATION

*资料来源：

Unit of measure

GBUTtem

120

Real

Perceived

Client’s relative ability to extract value

Corporate center skills

Linkages between business units

Financial ownership fit

Industry restructure

Internal controller

Shared resources

Transfer of capability

Vertical integration

Differences in tax position

Existence of non-cases objectivesInefficiencies in financial markets

Difference in valuation technique

VALUE SOURCES

*资料来源：

Unit of measure

GBUTtem

121

<##>

<##> <##> <##> <##> <##> <##> <##> <##> <##> <##>Header

Text

GANTT10

*资料来源：

Unit of measure

GBUTtem

122

Header

Text

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

GANTT15

*资料来源：

Unit of measure

GBUTtem

123

Text

Text

Text

Text

LEFT TO RIGHT

*资料来源：

Unit of measure

GBUTtem

124

Text

Text Text Text Text

Process objectives

Text

Sub-objectives

STUDY OBJECTIVE

*资料来源：

Unit of measure

GBUTtem

125

Text

Text

Text Text Text Text Text

TOP DOWN

*资料来源：

Unit of measure

GBUTtem

126

Text Text

Text Text

Text Text

Text

Tex

tT

ext

Tex

t

2X2

*资料来源：

Unit of measure

GBUTtem

127

Tex

tT

ext

Text Text Text Text

Text Text

Text Text

2X2 CUBED

*资料来源：

Unit of measure

GBUTtem

128

Text Text

Text Text

Text

TextTex

tT

ext

Tex

t

Text

Text Text

2X2 EXTENDED

*资料来源：

Unit of measure

GBUTtem

129

Text TextTextText

Text

Text

2X2 TOWER

*资料来源：

Unit of measure

GBUTtem

130

Text Text Text

Text Text Text

Text Text Text

Text Text Text

Text

Tex

tT

ext

Tex

t

Tex

t

3X3

*资料来源：

Unit of measure

GBUTtem

131

Text Text Text

Text Text Text

Text Text Text

Text Text Text

Text

Text

Text

Text

Tex

tT

ext

Tex

t

Tex

t3X3 EXTENDED

*资料来源：

Unit of measure

GBUTtem

132

Text

Text

DIFFRACTION

*资料来源：

Unit of measure

GBUTtem

133

Text

Text

Text

FLOW DOWN

*资料来源：

Unit of measure

GBUTtem

134

Text Text

PASS THROUGH

*资料来源：

Unit of measure

GBUTtem

135

0

50

100

150

200

250

300

350

1996 1997 1998 1999 2000 2001

Label 1

Label 2

Label 3

AREA

*资料来源：

Unit of measure

GBUTtem

136

50

40

30

20

10

Label 1

Label 2

Label 3

Label 4

Label 5

BAR

*资料来源：

Unit of measure

GBUTtem

137

50

40

30

20

10

50

40

30

20

10

Label 1

Label 2

Label 3

Label 4

Label 5

Label 1

Label 2

Label 3

Label 4

Label 5

TitleUnit of measure


BAR 2

*资料来源：

Unit of measure

GBUTtem

138

40

30

20

10

5

50

40

30

25

15

55

50

45

30

25

Label 1

Label 2

Label 3

Label 4

Label 5

BAR BUTTED

*资料来源：

Unit of measure

GBUTtem

139

50

40

30

20

10

23

25

45

65

96

43

23

23

23

23

Label 1

Label 2

Label 3

Label 4

Label 5

000

000

000

000

000

Series Series Series

BAR STACKED

*资料来源：

Unit of measure

GBUTtem

140

50

40

30

20

45

50

60

70

80

90

10

20

30

40

50Label 1

Label 2

Label 3

Label 4

Label 5

000

000

000

000

000

100%=

Series Series Series

BAR STACKED 100%

*资料来源：

Unit of measure

GBUTtem

141

0

100

200

300

400

500

600

700

0 50 100 150 200 250



Label 1 Label 2

Label 3 Label 4

Label 5

Label 6

BUBBLE

*资料来源：

Unit of measure

GBUTtem

142

20

30

40

50

60

Label 1

Label 2

Label 3

Label 4

Label 5

COLUMN

*资料来源：

Unit of measure

GBUTtem

143

Label 1

Label 2

Label 3

Label 4

Label 5

Label 1

Label 2

Label 3

Label 4

Label 5



COLUMN 2

*资料来源：

Unit of measure

GBUTtem

144

20

30

40

50

60

40

50

60

70

40

50

60

70

80

30

Label 1 Label 2 Label 3 Label 4 Label 5

COLUMN BUTTED

*资料来源：

Unit of measure

GBUTtem

145

2030

4050

6020

2020

20

2020

30

40

50

2020

20

25

30

20

Label 1

Label 2

Label 3

Label 4

Label 5

Series

Series

Series

Series

000000

000

000

000

COLUMN STACKED

*资料来源：

Unit of measure

GBUTtem

146

30 35 4050

60

30

3540 20

2020

1510

2010

20 15 10 10 10

Label 1

Label 2

Label 3

Label 4

Label 5

Series

Series

Series

Series

100%= 000 000 000 000 000

COLUMN STACKED 100%

*资料来源：

Unit of measure

GBUTtem

147

20

15

10

10

45

20

20

30

30


Label 1

Label 2

Label 3

Label 4

Label 5


100% =

000

Series

Series

Series

Series

Label 1

COMBO PIE SEGMENT COLUMN

*资料来源：

Unit of measure

GBUTtem

148

0

50

100

150

200

250

300

0 50 100 150 200



Label 1 Label 2 Label 3

Label 4

Label 5

COST CURVE

*资料来源：

Unit of measure

GBUTtem

149

ARROWS

*资料来源：

Unit of measure

GBUTtem

150

This report is solely for the use of client personnel. No part of it may be circulated, quoted, or reproduced for distribution outside the client organization without prior written approval from McKinsey & Company.

DISCLAIMERS CLIENT

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DISCLAIMERS INTERNAL

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This report is solely for the use of client personnel. No part of it may be circulated, quoted, or reproduced for distribution outside the client organization without prior written approval from McKinsey & Company. This material was used by McKinsey & Company during an oral presentation; it is not a complete record of the discussion.

DISCLAIMERS PRESENTATION

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Legend

Legend

LegendLEGENDS

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McKINSEY LOGO

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–

MISC

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Very attractive

Average

Very unattractive

Very attractive

Average

Very unattractive

MOONS

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ILLUSTRATIVE

CONFIDENTIAL

ESTIMATE

EXAMPLE

FOR DISCUSSION ONLY

FOR DISCUSSION

PRELIMINARY

DRAFT

STICKER

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CONFIDENTIALDISCUSSION DRAFT

DISGUISED CLIENT EXAMPLE

PRELIMINARY DRAFT

PRELIMINARY ESTIMATE

DISCUSSION DRAFT

DISGUISED

DRAFT FOR DISCUSSION

SAMPLE

BACKUP

HYPOTHESIS

STRAW MAN

TO BE COMPLETED

PROPOSED

REVISED

ROUGH ESTIMATE

CONCEPTUAL

STICKER OTHER

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WORLD MAP

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