四大会计师事务所招聘必练群面商业案例分析之Mandyle

四大会计师事务所招聘必练群面案例之Mandyle

Mandyle

Objective

Mandyle Chocolate is one of the most famous premium fine chocolate manufacturers and chain stores in the world. As a consultant in a leading consulting company, you need to work with your team to develop a strategic plan for how to expand in the Chinese market.

Background

Founded in 1956, Mandyle owns 10,000 specialty retailers across the world. In addition to chocolates Mandyle also sells truffles, coffee, cocoa. biscuits, dipped fruits and sweets, chocolate liqueur, shakes. wedding and party favors and other items arranged in gift baskets. Since Mandyle entered the Chinese market in 2010, they have developed 103 stores, with an average annual increase of nearly 20 stores in China. Mandyle would like to increase its market share and profitability over the next five years. At present their total market share in the Chinese market is 12% and is much less than expected. In the first-tier cities they have a market share of 17%, which decreased sharply when a competitor came into the Chinese market. In second-tier cities, it has a market share of 5%. They were dominated by common chocolate brands. With the promotion of brand awareness in some second-tier cities, such as Ningbo and Suzhou, the average sales growth in second-tier cities surpassed the first-tier cities for the first time in March.

The following table shows the annual revenue, gross profit, total operating expenses of Mandyle China among 2011 and 2016.

With the increase of new stores, operating expenses have increased and the following is the information about the Operating Expenses:

四大会计师事务所招聘必练群面案例之Mandyle

To deliver the ultimate chocolate experience and respect heritage, Mandyle do not have a chocolate factory in China. All chocolates are shipped in refrigerated trucks from abroad. Because of strict requirements for transportation and preservation, they have to use professional shipping companies at very competitive costs. Transportation expenses tend to fluctuate very little with an increasing number of stores. For stores in the same regions, the more the new stores operate, the lower the average transportation cost. Mandyle is hiring more senior people in different functions, so the salaries of management are much higher than the industry average. The stores are located in central business districts in all selected cities and the rental cost is relatively high.

Mandyle have chosen to develop corporate-owned chains since they entered the Chinese marked. This means Mandyle runs the day-to-day operations and owns the profits and losses of each store. There is another choice for expanding, which is franchising(特许经营店). Each franchised store must follow certain guidelines set up by the parent company, which include the types of products that can be sold, operating procedures and the prices they can charge. In exchange for the time-tested business plan, marketing power and brand name, the franchisor takes a cut of profits. For reference, the following are some popular modes for franchising, with conditions and profit distribution varying according to different companies.

Mandyle did not choose to expand via franchised units at the start of its entry into the Chinese market; instead, they began with company-owned units. This was because they were worried about the poor infrastructure and the inadequate legal framework for preventing the sale of fake products via unapproved outlets. In their future expansion plans, the management is open to proposed solutions for corporate or franchise options. The following are the locations which Mandyle has chosen for its expansion of chain stores in China.

四大会计师事务所招聘必练群面案例之Mandyle

All retailers are in the process of change. There are two business strategies which are useful as reference: Lifestyle strategy: An American coffee company and coffeehouse chain, Starbucks, markets its products of services in a way that embodies the interests, attitudes and opinions of a group or a culture. They sell handbags. digital news etc. Last year, Starbucks launched their "new food" program in 12 provinces and cities in China, introducing 38 new food items, with prices ranging from 15-32 Yuan for the new meals. They found that adding new categories and adjusting their business model and format plus retailing mixed lifestyle foods and beverages can improve store sales and profits, but will also increase the operating expenses.

E-Commerce strategy: Some retailers have closed their stores and developed an e-Commerce business. For example, a fashion retailer is exploring strategic alternatives for its besieged business and plans to close all 170 of its stores and focus solely on its e-Commerce operations going forward Luxury brand Kenneth Cole is the most recent example of this online shift, saying in November 2016 that it would close all 63 of its stores to concentrate on its e-Commerce site and wholesale business.

Tasks

You are to participate in an 80-minute activity. Mandyle are planning to increase its market share and profitability. You are required to work with you team to develop a strategic plan for the Chinese market. By the end of your discussion time, you need to achieve team consensus on your strategy for presentation and:

●Present your strategic play about how to expand in the Chinese market, what challenges the company

will encounter in implementing your plan and how you would handle them. It is suggested that you consider the following aspects (including but not limited to) : The business mode, the expansion strategy (franchising or company-owned chain), location selected, prioritizing the choice of cities.

●Highlight how to increase market share and profitability. Be specific with you suggestions.