2 消费零售行业生态体系升级之路—卓越零售转型探索 消费零售行业 生态体系升级之路 卓越零售转型探索 报告 前言 消费行业正在经历零售革新阵痛，道阻且长。罗兰贝格认为各细分行业内的企 业均需采取行动并坚持，做"艰难但正确"的事才能在不断内卷及变化的中国市 场中始终位于前列。在前序系列白皮书中，罗兰贝格指出"艰难但正确"的事情 包含卓越DTC模式的探索转型。DTC模式的本质是以用户价值驱动，不同细分 行业的DTC模式探索则各有不同，为中国零售转型发展添上不同的色彩。如何 在时代的变迁中坚持企业初心，走好自己的道路，实践卓越零售，成为当前零售 消费品牌的一大课题。 目录 | 页数 章节 | | | --- | --- | | 4 | 1. 从快消至耐消，卓越零售转型之路势在必行 | | 7 | 2. 各行业的企业对DTC的探索产生了不同因地制宜的演绎，但亦有共性的成功因素 | | 11 | 3. 各行各业DTC转型之道案例的研究 | | 13 | 4. DTC转型探索启示及未来展望 | 3 消费零售行业生态体系升级之路—卓越零售转型探索 从快消至耐消，卓越零售转型之路势在必行 打通渠道是基础，数字化是能力，而在当 ...

Investment Rating - The report does not explicitly provide an investment rating for the OTC pharmaceutical industry Core Insights - The OTC pharmaceutical market is highly competitive, and strong commercial relationships with customers are critical for success [1] - Effective trade terms management is essential for optimizing profitability while providing competitive incentives [5] - A holistic approach to trade terms optimization is necessary to navigate complexities in the OTC market [9] Summary by Sections Commercial Policies and Financial Impact - Commercial policies significantly impact commercial margins, with discounts, rebates, and operational expenditures affecting triple net performance [2][4] - Companies can achieve up to a 20% increase in triple net profitability through optimized trade terms management [16] Challenges in Trade Terms Management - Diverse customer needs, regulatory constraints, competitive dynamics, and the necessity for robust data analytics complicate trade terms management [6][7][8] - A tailored approach is required to meet the distinct expectations of pharmacy chains, independent pharmacies, and wholesalers [6] Benefits of Efficient Trade Management - Transitioning from on-invoice to off-invoice discounts enhances transparency and aligns incentives with sales outcomes [11] - Focusing on sell-out performance improves inventory turnover and reduces overstocking risks [12] - Increased investment in trade marketing boosts customer engagement and drives end-user demand [13] - Customized trade terms strengthen customer relationships and build long-term loyalty [14] Methodology for Trade Terms Optimization - The report outlines a comprehensive methodology for optimizing trade terms, including performance diagnosis, industry benchmarking, and tailored optimization roadmaps [15][19][20] - Financial impact modeling provides clients with insights into potential ROI from gross-to-net improvements [21] Case Study Insights - A case study revealed that a global pharmaceutical client faced inefficiencies in trade terms, leading to a decline in sell-out despite significant gross-to-net investments [24][26] - Implementing seven levers for gross-to-net optimization resulted in freeing up approximately 20% of gross-to-net investments, enhancing sell-out and driving sustainable sales growth [32] Conclusion - OTC pharmaceutical companies must prioritize trade terms management optimization to enhance gross-to-net performance while maintaining competitive commercial policies [33]

Investment Rating - The report does not explicitly provide an investment rating for the humanoid robotics industry Core Insights - The humanoid robotics market is driven by demographic trends and technological advancements, presenting both opportunities and challenges for various industries [2][4][8] - The potential for humanoid robots to address labor shortages and enhance productivity is significant, with projections indicating a market revenue potential of up to $1.5 trillion by 2050 if widespread adoption occurs [4][14] - The report outlines two scenarios for market development: a conservative scenario with limited application and a more ambitious scenario where humanoid robots achieve broad applicability [13][16] Summary by Sections Market Drivers - **Demographic Trends**: The global working-age population (ages 15-64) is projected to decline from 65% in 2020 to 58% by 2050, with significant reductions in countries like Japan (27%) and China (22%) [4][5] - **Technological Advancements**: Continuous improvements in AI, software, and hardware are enhancing the capabilities of humanoid robots, making them more versatile and user-friendly [8][9] Market Scenarios - **Ambitious Scenario**: If humanoid robots achieve general applicability by 2030, the market could see the production of approximately 50 million robots and annual revenues reaching $1.5 trillion by 2050 [14] - **Conservative Scenario**: If development is delayed, the market may stabilize at around $200 billion in annual revenue by 2050, with robots primarily used in specialized applications [13][16] Current Limitations and Challenges - **Hardware Challenges**: Humanoid robots face significant limitations in achieving natural and reliable movement across various environments, relying on complex actuator technologies [21][24] - **Software Challenges**: The integration of AI and machine learning is crucial for humanoid robots to develop cognitive and communication abilities comparable to humans [24][25] Competitive Landscape - The humanoid robotics industry is characterized by a mix of private companies and research institutions, with North America being the largest market driven by early adopters [27][29] - The report suggests that industrial players should evaluate the impact of humanoid robots on their business and consider partnerships or acquisitions to leverage market opportunities [31][32]

Investment Rating - The report does not explicitly provide an investment rating for the automotive industry Core Insights - The automotive industry is undergoing a long-term transformation driven by new technologies and geopolitical factors, with significant changes expected over the next 15 years [2][3] - The future of the automotive industry will be shaped by four key trends summarized as "PACE": Polarization, Automation, Connectivity, and Electrification [2][9] - By 2040, the penetration rate of new electric vehicle (EV) sales is projected to reach 68% in a baseline scenario and 63% in a conservative scenario [2] Summary by Sections 1. Industry Transformation - The automotive industry is experiencing profound changes that challenge traditional perceptions, with new players capturing market share from established manufacturers [10][11] - The anticipated shift towards shared mobility solutions may be limited to urban areas, which contribute less than 10% of global private vehicle mileage [12][15] 2. Key Trends Reshaping the Automotive Industry 2.1 Polarization - The market is shifting from globalization to regionalization, with different regions developing at varying speeds due to geopolitical developments, regulatory differences, and consumer preferences [22][25] - The growth of the "Global South" is notable, with emerging markets like India expected to see significant GDP growth, while mature markets are reaching sales peaks [26][27] 2.2 Automation - Automation and artificial intelligence (AI) are expected to reshape the industry, with advancements in automated driving technologies facing challenges in scalability and consumer acceptance [35][36] - By 2040, various levels of automated vehicles are anticipated to be on the roads, but the process will be gradual and dependent on regional factors [37][39] 2.3 Connectivity - The concept of Software-Defined Vehicles (SDV) will dominate, requiring manufacturers to adapt their electronic and software architectures to enhance user experience and reduce costs [53][61] - The shift towards SDV will necessitate a new approach to vehicle development, emphasizing software updates and functionality throughout the vehicle's lifecycle [53][54] 2.4 Electrification - Electrification is becoming a central theme, with the rise of electric vehicles and their integration into future energy systems, such as vehicle-to-home and vehicle-to-grid technologies [64] - The global share of electric vehicles is increasing, with structural changes in the supply chain and emerging business models as the market evolves [64]

Investment Rating - The report does not explicitly provide an investment rating for the battery industry, but it highlights significant challenges and opportunities within the sector, indicating a cautious approach to investment in the current climate [5][11]. Core Insights - The battery industry is experiencing turbulence due to volatile demand and challenges in production ramp-up, particularly in Europe and North America [11][12]. - Cost reduction is a dominant theme in the battery market, driven by structural overcapacity in China and profitability challenges for automotive OEMs [17][18]. - Sustainability remains a focus, with European CO2 reduction targets achievable through various optimization strategies [18][28]. Summary by Sections Overarching Market View - The battery market is characterized by a need for cost competitiveness amid volatile demand and overcapacity, particularly from Chinese manufacturers [17][58]. - The report forecasts a significant increase in LFP-based technologies, projecting a market share of up to 43% by 2030 due to their cost advantages [43][44]. - The competitive landscape is evolving, with Western OEMs needing to adapt to remain viable against cheaper imports from China [58][81]. Battery Materials - The slowdown in EV sales is impacting the battery materials supply chain, leading to falling raw material prices and potential supply constraints [100]. - Innovations such as LMFP and silicon-rich anodes are being explored to enhance battery performance and sustainability [100]. Battery Production - The report emphasizes the challenges of production ramp-up and the need for sustainability in manufacturing processes [14][19]. - It highlights the importance of integrating new cell chemistries into production roadmaps to remain competitive [22][53]. Product Performance - The report assesses the drivers of EV adoption and the challenges that remain, particularly in terms of battery performance and cost [14][19]. - It discusses the implications of shifting to LFP and LMFP technologies, which may require adaptations in production and supply chains [50][55]. Circular Battery Economy - The chapter on the circular economy addresses battery recycling and reuse, emphasizing the influence of EU regulations on sustainable practices [15][28]. - It identifies challenges in implementing effective recycling strategies, particularly for new battery chemistries [15][28].

Investment Rating - The report does not explicitly provide an investment rating for the battery industry, but it highlights significant challenges and opportunities within the sector, indicating a cautious approach to investment decisions. Core Insights - The battery industry is currently experiencing volatility due to fluctuating demand and geopolitical uncertainties, particularly in the context of electric vehicle (EV) market penetration and production capacity [5][11]. - Cost reduction is emphasized as a critical theme in the battery market, driven by structural overcapacity in China and profitability challenges for automotive OEMs [17][21]. - Sustainability remains a priority, with European CO2 reduction targets achievable through various optimization strategies in the battery value chain [18][28]. Summary by Sections Overarching Market View - The battery market is characterized by a focus on cost reduction due to overcapacity in China and competitive pressures from cheap imports [17][58]. - The demand for lithium-ion batteries is projected to be volatile, with significant variations in forecasts for 2030 demand ranging from 4.0 TWh to 4.6 TWh [67][68]. - The EU and US are adopting different strategies to address market uncertainties, with the US implementing protective measures against Chinese imports while the EU focuses on local value chain development [74][75]. Battery Materials - The slowdown in EV sales is impacting the battery materials supply chain, leading to falling raw material prices and potential supply constraints in the future [100]. - Innovations such as LMFP and silicon-rich anodes are being explored to enhance battery performance and sustainability [100]. Battery Production - The report discusses the challenges associated with production ramp-up and the need for sustainability amid increasing competition [14][19]. - The production capacity of Chinese battery manufacturers has exceeded local demand, creating pressure on Western markets [11][12]. Product Performance - The report assesses the drivers of EV adoption and the challenges that remain, particularly in terms of battery performance and cost [14][19]. - LFP-based technologies are expected to increase their market share significantly by 2030 due to their cost advantages and safety features [43][44]. Battery Usage - Insights into the energy sector's response to increasing EV demand are provided, evaluating the impact of the energy transition on sustainable transportation [15]. Circular Battery Economy - The chapter addresses battery recycling, reuse, and refurbishment, highlighting the influence of EU regulations on the circular economy approach for batteries [15].

Investment Rating - The report indicates a positive investment outlook for the pharmaceutical industry with a focus on AI integration, suggesting significant potential for revenue and profit enhancement through effective AI application [2][28]. Core Insights - AI can unlock substantial value across the pharmaceutical value chain, improving efficiency and revenue while delivering better drugs to patients in a shorter timeframe [2][4]. - The integration of AI into company processes presents a significant opportunity for pharmaceutical companies to enhance revenue and profits, but requires careful consideration of various factors for effective implementation [2][28]. - The potential benefits of AI vary across different segments of the pharmaceutical value chain, necessitating careful management of expectations and investment [4][5]. Summary by Sections Research and Development - AI enhances drug discovery by generating better candidates and accelerating the process from drug discovery to preclinical candidates, potentially reducing timelines by up to 50% and costs by 30%-50% [10][12]. - AI applications in R&D include computer simulations, molecular generation, and clinical trial design, which collectively improve innovation and efficiency [7][8]. Operations and Production - AI can improve key performance indicators (KPIs) in production, potentially increasing revenue by up to 25% and shortening time to market by 10% [17][18]. - Specific applications include supply risk management, demand forecasting, and quality management, which can lead to significant operational efficiencies [5][17]. Commercialization - AI tools are increasingly used to assist interactions with healthcare professionals, providing rapid access to medical information and insights for sales and marketing strategies [21][25]. - The report highlights the importance of AI in market research, marketing optimization, and regulatory compliance, which can enhance overall commercial performance [21][24]. Implementation Challenges - Effective AI implementation faces challenges related to data availability, organizational capabilities, and regulatory frameworks, which must be addressed for successful integration [14][15]. - The report emphasizes the need for a modular approach to AI solutions tailored to the maturity level of each company, ensuring adaptability and impact [31][32].

Group 1 - The report emphasizes the importance of sustainable and inclusive growth, detailing how the company aims to achieve ESG goals internally and support clients in promoting these objectives [2][12][20] - The company successfully reduced its emission intensity by 30% compared to the baseline year and aims to reduce indirect Scope 3 emissions by at least 97% by 2040, with its long-term net-zero target recently validated by the Science Based Targets initiative (SBTi) [11][20] - The report outlines the company's commitment to diversity and inclusion within its workforce, highlighting the need for a truly diverse team to address complex issues [11][19] Group 2 - The company has over 50 offices worldwide and employs more than 3,500 individuals, with a revenue of approximately €1.0 billion in 2023, reflecting a growth rate of 16% [8][10] - The report follows the Global Reporting Initiative (GRI) standards, providing a comprehensive overview of the company's ESG initiatives and their impacts on employees, clients, and the broader community [3][5] - The company has implemented various internal initiatives to foster a culture of empowerment, diversity, and inclusion, which are seen as essential for driving change and achieving sustainable business practices [61][82] Group 3 - The report includes a materiality analysis that identifies key sustainability issues relevant to the company and its stakeholders, confirming that previously identified issues remain significant in 2023 [34][35] - The company actively engages with stakeholders, including employees, clients, and suppliers, to understand their needs and concerns, which are integral to the company's decision-making process [27][28] - The report highlights the company's commitment to responsible business practices, including ethical decision-making and compliance with regulations, as part of its overall ESG strategy [49][52]

Investment Rating - The report emphasizes the importance of integrating AI and sustainability, suggesting a positive outlook for companies that successfully navigate this twin transformation [3][11][37]. Core Insights - The dual transformation of AI and sustainability is not just a theoretical concept but a strategic opportunity that can lead to significant competitive advantages and positive sustainability impacts [4][13][36]. - Stakeholder expectations are driving organizations to innovate at the intersection of technology and environmental responsibility, with increasing pressure from consumers, investors, and regulations [11][12][29]. - Successful integration of AI and sustainability initiatives can yield five major outcomes, including enhanced resource utilization, improved ROI, and purpose-driven organizational change [15][13]. Summary by Sections Introduction - The report discusses the necessity of digitalization, AI, and sustainability as essential components for businesses today, highlighting the synergistic effects of pursuing both transformations [3][4]. Methodology - The research methodology includes social media sentiment analysis and Google Trends data to capture diverse perspectives on AI's role in sustainability [6][8]. Key Drivers of Change - Stakeholder expectations from consumers, investors, and government regulations are reshaping the landscape for AI and sustainability initiatives [11][12]. Success Factors - The report identifies six common success factors for AI and sustainability transformations, including commitment to change, leadership buy-in, robust governance, data readiness, employee engagement, and balancing efficiency with innovation [17][18]. Case Studies - The report presents several inspirational case studies demonstrating the successful integration of AI and sustainability across various sectors, showcasing significant achievements in social, environmental, and governance dimensions [15][9]. Public Sentiment Analysis - The analysis reveals a generally neutral to positive sentiment regarding the dual transformation, with a focus on social dimensions and increasing concerns about environmental impacts [23][25]. Challenges and Complexities - The report outlines key complexities that organizations must navigate, including environmental blind spots of AI, the need for ethical governance, and the gap between AI advancements and sustainability efforts [29][30][34]. Next Steps for Organizations - Organizations are encouraged to adopt a structured approach to their twin transformation journey, prioritizing ethical AI governance and setting clear, actionable goals for integrating AI and sustainability initiatives [37][38].

Investment Rating - The report emphasizes the importance of Twin Transformation, which integrates AI and sustainability, as a strategic imperative for organizations to achieve competitive advantage and positive societal impact [1][13]. Core Insights - Organizations that pursue AI and sustainability transformations simultaneously can create strong synergies, referred to as Twin Transformation, which enhances both digital and sustainable initiatives [1][4]. - AI serves as a powerful tool for optimizing resource use, mitigating environmental risks, and scaling sustainable practices, while sustainability provides a framework for guiding digital advancements [2][4]. - The report identifies six shared success factors for AI and sustainability transformations, including commitment to change, leadership buy-in, robust governance, data readiness, employee engagement, and balancing efficiency with innovation [25][29]. Summary by Sections Drivers for Change - External pressures from customers, investors, governments, and employees are reshaping expectations for organizations to innovate at the intersection of technology and environmental responsibility [9][10]. - Consumer demand for impact-driven brands is increasing, with 72% prioritizing eco-friendly products and 73% expecting AI to drive positive change [14][10]. Benefits of Twin Transformations - The integration of AI and sustainability can lead to improved ROI on sustainability investments, purpose-driven organizational change, end-to-end visibility, faster innovations, and optimized resource utilization [13][16]. - A case study highlights a major retailer reducing food waste by over 50% through AI-driven insights, demonstrating the practical benefits of Twin Transformation [19]. Success Factors - The report outlines critical success factors for effective transformations, including commitment to change, leadership support, robust governance, data readiness, employee engagement, and balancing efficiency with innovation [25][29]. - Unique factors for AI transformations include technical expertise and adaptability, while sustainability transformations require regulatory alignment and stakeholder collaboration [29][39]. Public Sentiment Analysis - The sentiment analysis indicates a largely neutral or positive perception of AI and sustainability, with social media fostering a more favorable sentiment compared to traditional news outlets [31][30]. - Discussions around AI's transformative potential in sustainability and healthcare innovation are prevalent, while concerns about environmental impacts and regulatory challenges also exist [32][34]. Navigating Complexities - Organizations must address challenges such as AI's environmental impact, the need for ethical AI governance, and the gap between AI advancement and sustainability progress to fully realize the benefits of Twin Transformation [38][39][43]. - The report emphasizes the importance of structured approaches and strategic alignment to navigate these complexities effectively [44].