1. Top French Firms in China 2012 Awards Template for Case Studies

2. 2 Reminder on Calendar Case studies need be finalized and emailed by July 23 rd 2012 AprMayJunJulAugSepOctNov 1718192021222324252627282930313233343536373839404142434445464748 Perform desk research Identify key contacts Set up and run ITW Send finalized Case studies to OC&C Paris Select Jury Send case studies to Jury Jury votes Award night in Beijing Activity Inform winners to ensure key presence End of November Prepare event presentation with winners Award night in Paris October 25th Powerpoint file to be returned to fredericfessart@occstrategy.fr

3. 3 Key contacts involved on Case Study and representing the firm for Awards CompanyPositionLocationITW date Phone number EmailComments Name 1 Name 2 Name 3 … Examples: CEO or COO China VP Asia VP Strategy / Business Devlopment

4. 4 INSERT YOUR LOGO

5. 5 Overview of [Group XXX] global activities and focus on China Global ActivitiesFocus on China Key Figures  Airline Company –Passengers –Cargo –Aircraft maintenance Activities  254 destinations  124 countries over all 5 continents Locations +17% 20152011 +10% 2001 Turnover (€Bn)Net Margin %Employees  5 th Company in the World with x% MS in passengers  1 st : Southwest lowcost company based in …  2 nd : Delta Airlines; traditonal company based in… .. Competition Key Figures  Airline Company –Passengers Activities  Air China: sky team member/ JV/… Partnerships  10 th Company in China with x% MS in passengers  1 st : Air China, local company  2 nd : …  … ..First non local player with y% MS in passengers Competition  HQ in Shanghai  Offices in Beijing and Guangzhou  … Locations BUs/ Product range / … Adapt to information availability/relevance 201120012015 20112001 +17% +10% 20152011 Turnover (€Bn)Net Margin %Employees 201120012015201120152001 Figures relevant to business activity (# stores, m tons, …) and relavant timeline Sources: XXXXX

6. 6 [Group XXX] development in China has been based on … Key MilestonesWhy China?  Early years, the export phase –…  First steps in China –…  Development in China became a priority –…  Partnership with…providing step change –…  Our latest challenge –… Strategy  Diversify regional footprint  High growth market  First mover advantage  … Twist toward concerned award category: growth, audacity or partnership Goal is to tell the story Which strategy over time lead to what development Top 3-5 reasons why the company decided to push its development in China May 2011: JV with.. 2010: Opening of HQ in Shanghai 2009: … 1990: First Paris-Shanghai flight Sources: XXXXX

7. 7 Key challenges successfully handled and reasons for success Key Challenges  Protect technology/IP –… #1 How?  Avoid mis-marriage / divorce –Detail/explanations #2  Secure road to market –Detail/explanations #.. Success/ failure  Other… –Detail/explanations #.. Support with facts as much as possible (data…) Route to market IP Partnership Management team / HR Relationship with authorities Marketing / range adaptations Localization (R&D, etc.) Industrial set-up Logistics set-up Etc. Sources: XXXXX

8. 8 Key challenges unsuccessfully handled and reasons for failure Key Challenges  Protect technology/IP –… #1 Why?  Avoid mis-marriage / divorce –Detail/explanations #2  Secure road to market –Detail/explanations #.. Success/ failure  Other… –Detail/explanations #.. Support with facts as much as possible (data…) Route to market IP Partnership Management team / HR Relationship with authorities Marketing / range adaptations Localization (R&D, etc.) Industrial set-up Logistics set-up Etc. Sources: XXXXX

9. 9 Lessons learned: DOs and DON’Ts and future strategy in China DOs  Lesson #1: …… –……. –……..  Lesson #2: ……. –…………  Lesson #3: ……. –…………. DON’Ts  Lesson #4: …… –……. –……..  Lesson #5: ……. –…………  Lesson #6: ……. –…………. Mid-term strategy in China Current/future challenges & next moves envisioned by 2015-2020 Route to market IP Partnership Management team / HR Relationship with authorities Marketing / range adaptations Localization (R&D, etc.) Industrial set-up Logistics set-up Etc. Route to market IP Partnership Management team / HR Relationship with authorities Marketing / range adaptations Localization (R&D, etc.) Industrial set-up Logistics set-up Etc. Sources: XXXXX