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Mitsubishi Motors - IT Sales Opportunities - 2008

VIEWS: 24 PAGES: 30

Headquartered in Tokyo, Mitsubishi Motors Corporation (Mitsubishi Motors) is engaged in the development, design, manufacture, assembly, purchase, sale, import and export of general and small-sized passenger vehicles, mini-vehicles, sport utility vehicles (SUVs), vans, trucks and automobile parts, as well as industrial machines. It is also engaged in the purchase and sale of pre-owned vehicles and parts, the sale of gauges, in addition to the provision of non-life insurance and financing services. Industry trends and drivers have a direct or indirect affect on IT spending of all companies operating within an industry. For example – increase in sourcing from low cost countries might influence Mitsubishi to relook at their supply chains, resulting in selling opportunities for SCM solutions, collaboration tools etc. Thus, we can conclude that industry spending on any particular IT product or service is an important indicator of the criticality of that product or service for the industry. Based on the IT spend information available in ‘TechNavio’, we have computed a ‘criticality score’ for various IT products and services, for Mitsubishi Various company level developments and events are important indicators of selling opportunities and drive the sales of IT products and services. For example – an acquisition by Mitsubishi might result in opportunities for IT migration and integration services. By tracking these sales drivers (using ‘TechNavio’), we have arrived at a demand score for each product and service. Through an in-depth analysis of industry trends and drivers and company level developments and events, we have made the ‘IT Selling Opportunities Map’ for hardware, software and IT services for Mitsubishi. These maps have been divided into four zones representing Level I, Level II and Level III opportunity areas. Level I opportunity areas have the highest scores and hence, there is a high probability that Mitsubishi will buy these products and services.

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									Mitsubishi Motors
IT Sales Opportunities - 2008
                                                                        Mits u bis h i M o tor s - 2 0 0 8




                                   Table of Contents
1. Company Overvi ew ........................................................................ 4
  1.1 Bu sin ess Overview .................................................................... 4
  1.2 K ey Figu res ............................................................................. 4
  1.3 Corp orat e Headqu art ers ............................................................. 4
2. IT Sp ending and Depl oymen ts ......................................................... 5
3. IT Sal es Op p ortuni ties ................................................................... 6
  3.1 IT Sales Opp ortuni ti es - Software................................................. 7
  3.2 IT Sales Opp ortuni ti es - Hardware ................................................ 9
  3.3 IT Sales Opp ortuni ti es - Services ................................................ 11
4. Sal es Dri vers .............................................................................. 13
  4.1 Being Envi ron men tal F riendly ..................................................... 13
  4.2 Bu sin ess Port folio Man agemen t ................................................... 13
  4.3 Cap aci ty Exp an sion .................................................................. 13
  4.4 Collab orati on & Partn ership ....................................................... 14
  4.5 Cost Cu tting & Op eration al Effici en cy ........................................... 14
  4.6 Geog rap hical Expan si on ............................................................ 15
  4.7 In trod uci ng New Produ ct s .......................................................... 15
  4.8 Maintai ni ng Qu ali t y St andards .................................................... 16
  4.9 Sales Force Expan sion .............................................................. 16
  4.10 Undertaking New Sal es & Marketing Initiative .............................. 16
5. Con clu sion ................................................................................. 17
App endix A: K ey IT Deci si on Makers .................................................... 18
  Jap an ......................................................................................... 18
App endix B: Defi nition s .................................................................... 20
  B.1 Soft ware ............................................................................... 20
  B.2 Hard ware ............................................................................... 22
  B.3 Servi ces ................................................................................ 23
App endix C: Meth odol og y ................................................................. 25
  C.1 Eval u ati ng Cri tical ity Score ........................................................ 25
  C.2 Eval u ati ng Demand Score .......................................................... 28
Oth er Rep ort s in This S eri es .............................................................. 29




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                                                                   Mits u bis h i M o tor s - 2 0 0 8




                                   List of Exhibits
Exhibit 2.1: IT Deploym ent Details ....................................................... 5
Exhibit 3.1: Soft ware Sal es Opportunity Map .......................................... 7
Exhibit 3.2: Opp ortunities and Related Sal es Dri vers for Software ............... 8
Exhibit 3.3: Hardware Sales Opportunity Map ......................................... 9
Exhibit 3.4: Opp ortunities and Related Sal es Dri vers for Hardware ............. 10
Exhibit 3.5: IT Services Sales Opportunity Map ...................................... 11
Exhibit 3.6: Opp ortunities and Related Sal es Dri vers for IT Servi ces ........... 12
Exhibit 4.1: K ey Capaci t y Exp an sion Plans ............................................ 13
Exhibit 4.2: K ey Geog rap hical Expan sion Pl an s ...................................... 15
Exhibit C1: Cal culation s for Estimating Cri ticality Score ........................... 25
Exhibit C2: Cri tical ity Scores for Various Software Application s ................. 26
Exhibit C3: Cri tical ity Scores for Various Hardware Produ cts ..................... 26
Exhibit C4: Cri tical ity Scores for Various IT Servi ces ............................... 27
Exhibit C5: Cal culation s for Estimating Deman d Score ............................. 28




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                                                                  Mits u bis h i M o tor s - 2 0 0 8




1. Company Overview

1.1 Business Overview
Headquartered in Tokyo, Mitsubishi Motors Corporation (Mitsubishi Motors) is engaged in
the development, design, manufacture, assembly, purchase, sale, import and export of
general and small-sized passenger vehicles, mini-vehicles, sport utility vehicles (SUVs),
vans, trucks and automobile parts, as well as industrial machines. It is also engaged in the
purchase and sale of pre-owned vehicles and parts, the sale of gauges, in addition to the
provision of non-life insurance and financing services.

As of 31st March 2008, the company had 50 subsidiaries and 25 associated companies
located in Japan, the United States, Germany, the United Kingdom, Italia, Holland,
Philippines, Indonesia, Malaysia, China and Australia.


1.2 Key Figures
The company recorded revenues of $27,009 million (¥2,682,103 million) during the fiscal
year ended 31st March 2008 up from $18,680 million (¥2,202,869 million) during the fiscal
year ended 31st March 2007. This translates to a year-on-year increase of 44.6 percent in
US dollar terms, which can be attributed to the exchange rate change. In terms of Japanese
yen, the increase was 21.8 percent.

The net profit was $350 million (¥34,710 million)
								
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