Industry 4.0 at the core of China's outbound M&A wave focused on growth to live their vision of China's 13th 5 year plan and its grand vision for China 2025

1. How to Manage Operations Post Merger and
German Industry 4.0
德国工业4.0 投资机会及投后公司运营管理
for
Global M&A Summit
全球并购管理高峰论坛
January, 15th 2016

2. Future production with Industry 4.0
Industry 4.0/IoT&S strategy is based on 4 pillars:
Architecture. for flexible, self-learning systems and
processes consisting of mechatronic, electronic and
SW products for collaborative network-capable
solutions
General business models. for new working
environments, a culture of greater flexibility and
openness, new economic principles and corporate
management techniques
Innovations. in products, components
…4i products: intuitive, intelligent, integrative, internet-
capable
LEarning, knowledge, training (Enable-ING factors)
AGILE 4.0

3. 工业4.0未来的产出
工业4.0/物联网战略基于以下四个核心内容：
结构.
灵活的、能自我学习的系统以及由机电一体化、电子化和软件
产品组成的流程 为协作性的适用于网络的解决方案
总体商业模式.
新的工作环境，一种更灵活和开放的企业文化，新的经济准则
和企业管理方法
创新.
在产品、零件中
…4i 产品：直观的、智能的、一体化的、适用于互联网的
学术，知识，培训 （使工程师代理成为可能）
敏敏捷 4.0

4. Industry 4.0 vision ⼯工业4.0愿景
► Industry 4.0 focus: intelligent production methods
and processes
► 工业4.0聚焦于：智能生产方法和流程
► Cyber-physical systems as enabler for intelligent
manufacturing
► 计算机信息系统 作为智能制造的实现者
► Intelligent work pieces and production modules are
supporting flexible processes
► 智能工作组件和生产模块用来支持灵活的流程
► Standardized interfaces as part of the digital
infrastructure
► 标准化界面作为数字化基础的一部分
► Designing a flexible and human centric production
► 设计一个灵活的和以人为本的产品
The I 4.0 Initiative in Germany 工业4.0发起者在德国:
企业资源规划 (ERP)
车间工艺流程

5. I‘m moving to
Station 2.
我正去第二站
I‘m ready.
我准备好了
We can improve
this process!
我们能改进这个流程
Need
materials
需要材料
AGILE 4.0
敏捷 4.0
Networked production architecture of the future
未来基于网络生产的体系结构

6. ► Modular Plug & Produce concept
► 模块插入和生产概念
► Intelligent Work Piece controls
production flow
► 智能工作组件控制生产流程
► Reconfiguration while operating mode
► 在工作状态中重新配置
► Communication Interface for Condition Monitoring
► 条件监测的通信接口
► Adaptable Safety concept
► 具有适应性的安全概念
我们自己在汉诺威展览会上位于8号展馆的200平方米的展台
主页: http://www.smartfactory.de/
视频: https://www.youtube.com/watch?v=X7ZDeVsBDbY
敏捷 4.0
Factory of the future will be a modular, multi vendor “Industry 4.0”
ecosystem
未来的工厂将会是一个模块化的、多供应商的“工业4.0”生态系统
The “Smart Factory”
“聪明的”工厂

7. q From labor intensive to talent rich - 从劳动密集型到人才丰富
q From “Made in China” to “Created in China” - 从中国制造到中国创造
q From attract capital to attract talents - 从吸引资金来吸引人才
q From hardware to software - 从硬件到软件
q From Investment driven to talent driven - 从投资驱动向人才驱动
q From using domestic talents to international talents – 从国内人才到国际化人才
China Outbound M&A Strategy
中国跨国并购战略

8. Connecting the dots …
Industry 4.0 and China
Outbound M&A Strategy
工业4.0如何联系到企业战略
• Integrate Industry 4.0 into your corporate and M&A strategy - 整合工业4.0
到您的企业和并购战略
• Prepare yourself for disruptive innovations - 颠覆性创新做准备
• Think global not local – 放眼全球而不是只是本土
• Think in networked technology platforms and eco-systems – 考虑网络技术
平台和生态系统
• Permit co-petition and teamwork with other likeminded companies - 允许
合作竞争并与其他志同道合的公司和团队合作
• Be open for foreign cultures, learn about their motivations and common
grounds – 对外国文化持开放态度，了解他们的动机和共同点
Source: Parmenides EIDOS

9. Necessary Transition in Post Merger Integration
并购后整合的必要过渡阶段
Traditional PMI Approach
并购后整合的惯用方法
• Acquiring intellectual property is no
longer enough
获得知识产权已经远远不够
• Acquiring a supplier is limiting your
potential
获得一个供应商只能使你的潜能得到限制
• Acquiring a controlling stake in a
company is not enough
获得一个公司的控股权远远不够
• Acquiring abroad focusing only on the
China opportunity
出国收购只着眼于中国机会
• Acquiring to own/get know-how
只是为了得到或拥有知识产权
Advanced PMI Approach
并购后整合的先进方法
• Acquiring TALENT and retaining TALENT
is essential
获得人才和留住人才是必要的
• Acquire ACCESS to platforms and
ecosystems
获得通往平台和生态系统的通道
• Acquire the employees HEART & MIND
by showing them a bright future
通过向员工展示一个光明的未来从而得到
员工的忠心和思想
• Acquire abroad and TRANSFORM into
a truly global player
出国收购并且使自己转变成一个真正全球
性的玩家
• Acquire to ADD VALUE and develop
KNOW-HOW
获得额外价值和开发专有技术
How to achieve it
如何达到预期目的
• Dialog
对话
• Contribution
贡献
• Commitment
承诺
• Local Integration
本地整合
• Clear M&A Strategy
清晰的并购战略

10. Negotiating with Germans
和德国人谈判

11. Behavior traits
Space and Time
q Privacy is key
q Polite distance
q Punctuality is essential
begin late is a sign of
being unreliable
Communication Pattern
q Frank, open, direct, honest
q Truth comes before
diplomacy
q Speech style is serious,
unsmiling and frequently
repetitive
Listening Habits
q Listen well, always willing to
learn
q Rarely expect to be entertained
in a work context
q Simple messages sound
incomplete
Meetings & Negotiations
q Formal approach, well dressed, disciplined appearance
q Use surnames only and pay attention to titles (Dr. / (PhD))
q Observe hierarchical seating order of speaking
q Arrive well informed, present logical arguments to support
the case
q Thought about counterarguments and prepared their
second line of attack
q Compartmentalize their arguments, each member speaks
about their specialty
q Look for common ground
q Head-on collision will lead nowhere
q Show good teamwork
q Are not poker faced and you can detect differences in
opinion in faces and body language
q Whish to avoid misunderstanding later
q Be patient
q We stick to what we have agreed orally
q If offered a little “trial” business take it – it will lead to more if
we are satisfied
q Stick to what you promised
q Be prepared to apologize if failed

12. 行为特点
空间和时间
q 隐私是关键
q 礼貌的距离
q 严守时间是必要的
迟到是不可信任的一个信号
交流模式
q 坦白，开放，直接，诚实
q 真相高于外交辞令
q 谈话的风格严肃，不苟言笑而且
经常重复
倾听习惯
q 认真听，总是愿意去学习
q 在工作环境下很少期望被娱乐化
q 简单的信息听起来不完整
会议和谈判
q 正规形式，恰当的着装，得体的外貌
q 只使用姓氏并且留意头衔（例如博士）
q 观察按照等级高低发言的座位顺序
q 到场前详细了解情况，支持己方观点的辩论要有逻辑性
q 提前想好对方的反辩并且准备好他们第二轮的反击
q 划分好他们的争论点，每一个成员谈论自己擅长的部分
q 寻找共同点
q 正面对撞会是死胡同
q 展示良好的团队合作
q 我们不是扑克牌脸，你可以从脸部表情和身体语言中察觉到
不同的观点
q 希望避免以后的误解
q 有耐心
q 我们遵守口头达成的协议
q 如果对方提供少量的尝试性的合作，接受它，如果我们满意
的话将会成为回头客
q 遵守你所允诺的
q 如果失败，准备好道歉

13. Commonalities & Differences
Space and Time
q Privacy is respected when
possible in China
q Punctuality is essential
as Chinese hate to waste
time
Communication Pattern
q Chinese are courteous and
considerate but more direct
than other Asian cultures
q They will often ask how you
feel about certain issues to
avoid contradictions and
will express criticism
indirectly
Listening Habits
q Chinese respond well to
modest and caring speech
and prefer absence of
arrogance
Meetings & Negotiations
q Formal meetings, but Chinese prefer to be dressed
comfortable
q Similar to Germans Chinese observe hierarchical seating and
show senior executives the utmost respect
q Contrary to Germans meetings are for information
gathering as decisions are made elsewhere
q The pace of negotiations is often too long for Westerners
Chinese negotiate step by step in an unhurried way
q Politeness is observed at all times and confrontation and
loss of face must be avoided – contrary Germans are direct,
truth focused even if it creates confrontation
q Chinese say rarely no they only hint at difficulties –
Germans are blunt and want to avoid misunderstandings later
q Chinese most often speak in “we” rather than “I”
q Chinese are thrifty, cautious and patient. German’s will have
to match patience and stamina, otherwise opportunities may
be lost
q Chinese combine flexibility and firmness which are
negotiation traits matched by Germans
q Both are trustworthy once they have decided who, what, when
and how
q Chinese know their market size and will use this in
pricing strategy

14. 共性和差异
空间和时间
q 在中国可能的话，隐私是被
尊重的
q 严守时间是必须的因为中国
人讨厌浪费时间
交流模式
q 中国人很有礼貌并且体贴人，
但是相比其他亚洲文化，中
国人更直接
q 他们会经常询问你对于一些
问题的感受以避免矛盾并且
会间接地表达批评意见
倾听习惯
q 中国人更习惯谦虚的和关心
的说话方式，并且不喜欢傲
慢自大
会议和谈判
q 正式会议，但是中国人更喜欢舒适的穿着
q 和德国人相似，中国人遵守按等级高低的排位并且非常尊重等
级高的管理者
q 和德国人开会相反，中国人开会只是收集信息，决策是另外的
场合制定的
q 对于西方人来说，谈判的节奏经常太慢，中国人谈判一步一步
并不着急
q 时刻都要注意礼貌并且必须避免冲突和丢面子，与此相反的是，
德国人很直接，就算可能会产生冲突也要尊重事实
q 中国人很少说不，他们只是暗示困难性– 德国人很直率并且想
避免之后的误解
q 中国人经常说“我们”而不是“我”
q 中国人很节俭、谨慎和有耐心。德国人不得不在耐性和毅力上
使之相称，不然机会可能丢失
q 中国人兼顾灵活性和坚定性，这两个谈判特性也是德国人的特
质
q 双方一旦决定了谁来做、做什么、什么时候做和怎么做后，两
方都是可以信赖的
q 中国人知道他们的市场规模并且会在价格策略中使用这一筹码

15. What to Avoid 需要避免的
Avoid when dealing with Germans
和德国人做交易时需要避免
• to display eccentricity
表现的反常
• to confront them head on when you are
diametrically opposed
当你在完全对立的一方和他们起正面冲突
• Interrupting unfinished tasks or request
many simultaneous tasks
中断未完成的任务或要求多任务同时进行
• Oversimplifying
过分简单化
• Overdoing small talk
闲谈过多
• The hard sell
强行推销
• Wisecracks, gimmicks, slogans
开玩笑，耍花招，喊口号
Avoid when dealing with Chinese
和中国人做交易时需要避免
• showing anger or appearing upset
表现出生气或失望
• rushing negotiations
仓促谈判
• rejecting proposals out of hand, when
negating someone's ideas you negate the
person
立即拒绝某人的提议，当你否定一个人的想
法时等于否定这个人
• ignoring anyone brought into your
presence
在你面前忽视任何人
• showing off
炫耀

16. 16
My Background 我的背景

17. THANK YOU VERY MUCH FOR YOUR ATTENTION !
非常感谢！
If you have any question, please do not hesitate to
contact me @
如果您有任何问题，请联系：
Global PMI Partners Germany
Ubierstrasse 83
53173 Bonn
Germany
Phone: +49 172 255 97 88
eMail: thomas.kessler@gpmip.com
Skype: tkessler888
http://linkd.in/ThomasHKessler
http://bit.ly/XINGThomasHKessler
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