dragon gate investment partners
TRANSCRIPT
Dragon Gate Investment Partners
October 2010
Specialized IR For US-listed Chinese Companies
龙门财经——打造全方位的美国投资者关系
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Investor Relations (IR) is a strategic management
responsibility that integrates finance, communication,
marketing and securities law compliance to enable the most
effective two-way communication between a company, the
financial community, and other constituencies, which
ultimately contributes to a company's securities achieving fair
valuation.
What is Investor Relations?
什么是投资者关系？
投资者关系：公司的战略管理职责，它运用金融、沟通和市场营销学的方法来管理公司与金融机构和其他投资者之间的信息交流，以实现企业价值最大化 （全美投资者关系协会 NIRI )
Investor relations 投资者关系
IR投资者关系
Why Choose Dragon Gate?
为什么选择龙门财经？
Competitive
Strength
核心竞争力
Senior Level Financial
Communication Staff 管理人员具有丰富的
美国资本市场工作经验
Fast Turnaround and
Responsive Service 快速反馈
Affordable Price of
Admission 合理的定价
One Source for Every
IR Service You Need 一站式服务
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Senior Level Financial Communication Staff
管理人员具有丰富的美国资本市场工作经验
Professional Team Overview
专业团队简介
Board members
董事会成员介绍
Our Strength I.
我们的优势 I.
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Strong Professional Team
专业金融团队
Senior level professionals and
diversified financial experts
Long standing relations with hedge
fund managers, bankers, and financial
regulators
CFAs and MBAs
骨干团队成员在纽约华尔街工作多年 为特许金融分析师(CFA)或工商管理硕
士(MBA) 深谙美国市场体系及各类工商政策 与市场监管机构、投资银行与对冲基
金的高层人员保持紧密的商业往来
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Robert Schechter (罗伯特 谢克特) Board 董事
For the past 30 years, Robert Schechter has provided
public and investor relations services to NYSE, AMEX
and NASD corporations. As Senior Associate at one of
the nation’s largest investor relations agencies, and as
President of a specialized corporate communications firm,
he has helped clients to raise over $800 million.
自1981年以来,罗伯特谢克特致力于为美国公司提供公共关
系以及投资者关系管理的服务。这些公司大多数是在纽约证券交易所、美国证券交易所和纳斯达克的上市公司，也有一部分客户是私人公司，其中包括世界顶级的杠杆收购公司 Charterhouse Group International。在过去的30年中，
罗伯特曾经作为全国最大的投资者关系机构的资深顾问，以及一些中小型公司的投资企业代表，帮助企业融资超过8亿美元。
Our Board
管理团队
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Lijie Zhu(朱丽洁) Board 董事 Lijie Zhu is a board member of the Asian Financial
Society and a member of the Nomination Committee of
the New York Society of Securities Analysts (NYSSA).
She has ten years working experience in the financial
and media industry in America, Europe and Asia. 朱丽洁女士是亚洲金融协会董事、CFA协会成员、以及
纽约分析师协会提名委员会委员。她曾经是英国耆卫保险公司驻伦敦的信用分析师、以及美国沃福好证券交易公司驻纽约的市场分析师。她也曾在中央电视台、《中国新闻周刊》等多家媒体工作，并且在中国、英国、美国三个国家的媒体发表过金融评论。在过去的几年间，她曾经到清华大学、香港中文大学、浙江大学、华东师范大学、以及华南师范大学作有关教育基金管理的特别报告。
Our Board
管理团队
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Jay Walder (沃德 杰) Board 董事 Jay Walder worked for Standard and Poors for more
than 20 years as Sales Executive and Senior Regional
Manager. He is a skilled communicator with expertise in
running proprietary software demos, negotiating,
business relationship development, trade shows, and
research tools.
沃德先生曾经在世界权威的金融评级机构标准普尔（Standard and Poor）的投资者关系管理部门工作过二
十余年，负责销售美东地区的投资研究报告。在他的职责范围中，也包括对国际化大企业提供业务发展战略、全球化、品牌和销售管理等方面的指导。自1991年起，沃德先生开始涉足房地产业，并成为该领域的专家。
Our Board
管理团队
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One Source for Every IR Service You Need
一站式服务
IRM Solution Overview 投资者管理方案简介
Our Work Flow 我们的工作流程
Services Introduction 服务详细介绍
Our Strength II.
我们的优势 II.
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Every company is different in resources, growth stages and challenges. Dragon Gate offers a comprehensive suite that can be applied to each client's precise needs.
IRM Solutions
投资者关系管理方案
Financial
Communication
财经公关
Strategy
Development
市场战略策划
Analyst and
Investor Meetings
投资者见面会
Disclosure
信息披露
IR Spokesperson
Training
发言人培训
Media Relations
媒体关系
Messages/News
新闻发布
Research
研究报告
Crisis
Communication
危机公关
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Work Process
项目流程
Step1: Start
Review your IR objectives
Created a custom strategy plan
Prepare business plan, PPT and
presentation scripts
Target investors, investment banks
and analysts
Immediately start contacting
targets
Step2: Begin Program
Stimulate existing shareholders
Attract attention of retail and
institutional brokers
Generate media interest
Secure buy-site and sell-side
analyst coverage
Commence road shows and
conference
Step3: Goals
Increase access to capital
Expand investor interest and share
value volume
Increase the number of shareholders
Create valuation relative to peers
Happy management and shareholders
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第一步：了解客户 了解贵公司的投资者关系目标 制定投资者关系策略 准备商业计划书、幻灯片及演讲稿 寻找合适的投资者、投行以及分析
师 立即联系相关投资者、投行
第二步：实施计划
积极联系现有投资者
吸引个人投资者和机构投资人的目光
增加媒体曝光度
确保买方卖方分析师对公司的关注
开始路演和投资人会议
第三步：实现目标
提供更多融资渠道
增加投资者关注度，增加股票交易量
增加股东数量
与同类公司相比，为公司增加价值
管理层与股东满意
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Work Process
项目流程
Financial Communication
财经公关
Develop customized, cost-effective, high-quality,
high-impact and fully integrated financial
communication programs and platforms:
Annual reports
Financial fact books
Corporate profiles
Capabilities brochures
Analyst meetings or presentations, investor fact sheets and information kits
Quarterly earnings releases
Websites,
Analyst conference calls,
Executive financial presentations,
Retail brokerage meetings
为您量身打造全方位的个性化高品质经济有效的财务公关方案与平台
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Understanding
Your Market
• What do you do?
• How do you make
money?
• Which markets do
you serve and how
are they growing?
• Who are your
customers and
suppliers?
• How do you do
what you do better
then the competitor?
Defining and
Developing
Strategy
• Set and describe
your mission
• What are your
values?
• Define your
strategies (four
models)
• Identify your
objectives
• Set your goals
Models
• The BCG Matrix
• The Ansoff Matrix
• Porter’s 5 Forces
• SWOT Analysis
• Competitive
Strategy Analysis
Strategy
Statements
for IR
Audience
• Link back to
shareholder value
creation
• Link to your key
performance
indicators (KPIs)
Strategy Development
市场战略策划
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了解市场
• 你的业务有什么？
• 你如何挣钱？
• 你的市场在那里？它的发展前景如何?
• 你的客户和供应商是谁？
• 你的竞争优势在哪儿?
明确制定战略
• 明确并详细规划使命
• 评估你的价值
• 确定战略模型
• 梳理你的目标
• 树立长远目标
建立模型
• 波士顿（BCG)矩阵
• 安索夫(Ansoff)矩阵
• 波特五力分析模型(Porter’s 5 Forces)
• SWOT 分析方法
• 竞争策略分析
投资者关系
要点
• 明确如何为股东增值
• 明确指出企业关键绩效指标(KPIs)
Strategy Development
市场战略策划
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Assist with effective targeting of the
most suitable buy- and sell-side
analysts and portfolio managers
whose investment style and interests
best fit the company’s characteristics.
Arrange company presentations to
brokerage-sponsored or corporate-
hosted analyst and portfolio manager
conferences or meetings, as well as
one-on-one meetings with targeted
analysts and institutional investors.
Identify suitable, cost-effective
individual investor forums.
协助定位最合适的买方和卖方分析师以及基金经理
安排各种投资者见面会， 组
织对公司有兴趣的投资者一对一会议
调研行业对口的投资人论坛
Analyst and Investor Meeting
投资者见面会
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Guide the management team with respect to
public disclosure requirements, issues and
practices surrounding financial reporting.
Provide guidance and communication about fast
breaking corporate events that impact the price of
a company’s debt and equity issues.
Assist management in developing a corporate
disclosure policy if it does not have one.
指导管理团队发布财务信息
引导公司应对突发事件
协助制定公司信息披露守则
Disclosure
信息披露
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Train company executives and
investor relations contacts to be
effective and consistent
presenters in analyst and
investor conferences, before the
media and in day-today
interaction with the investment
community.
IR Spokesperson Training
投资关系发言人培训
协助培训公司管理者和投资者关系负责人，使其在分析师和投资人会议上，媒体以及日常的与投资界的互动中可以有效展示公司。
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Leverage proactive investor relations programs
with fully integrated national and regional
financial and trade media placements to
provide all-important third-party testimonials for
growing investor awareness of the company’s evolving investment appeal.
整合全美以及地方媒体来提高投资人对公司增长的认知度，促进公司与投资者之间的良好好沟通
Media Relations
媒体关系
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News Release
新闻发布
撰写企业信息，确保投资者和分析师可以迅速了解公司的亮点
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Distribution
Covered
Dragon Gate Contacts(30,000+)
Asian Financial Society (3,000)
NYSSA (11,000+)
Discounted Price
Standard & Poor’s
Bloomberg
Business Wire
PR New Wire
World Market Media
Develop investor relations messages that
will most proactively leverage senior
management’s strategic vision, operational
and financial performance and ongoing
business expertise to deliver the optimum
P/E multiple and lower the company’s cost of capital.
Research
研究报告
Research and track current and
prospective securities analysts and
institutional and individual
shareholders, their perceptions and
attitudes.
Benchmark these measurable
against realization of program
objectives.
跟踪调研证券分析师和投资者的意见和态度
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Structure and implement effective crisis
communication programs in anticipation of
or in response to :
Litigation
Rating/regulatory agency actions
Restructuring announcements
Product recalls
Plant closures
Market withdrawals
A significant earnings shortfall
Competitive rumors
Loss of a key manager
Takeover or merger speculation
Stock volume and price volatility
Natural catastrophes
Theft, fire and other crises.
我们会针对危机，和客户一起制定投资者关系危机处理策略，
按照设计好的流程让公众充分了解公司
Crisis Communication
危机公关
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Fast Turnaround and Responsive Service
快速反馈
Reasons we can respond immediately
我们能够快速反馈的原因
Add-on services
附加服务
Our Strength III.
我们的优势 III.
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Fast Response
快速反馈
Operation in New York, Beijing
and Singapore
Experts who know your industry
form our customer service team
Provide monthly evaluation
Report
Annual satisfaction survey
纽约、北京、新加坡办公
丰富经验的客服团队
提供月度评估报告
客户年度服务满意程度调研
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Affordable Price of Admission
合理的定价
Our Strength IV.
我们的优势 IV.
Everything is included in our
affordable price of management
Gain all kinds of add-on services
without extra charge.
合理定价、全面服务
对于多样化附加服务不收取额外费用
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Contact Information
联系方式
Corporate Headquarters: New York
551 Fifth Ave. #3010
New York, NY 10176 USA
Tel： +1 (212) 499-6809
Fax： +1 (212) 601-2791
Email： [email protected]
Greater China Area Office: Beijing
Yuquan Rd A-12 Yuquan Building 5201
Haidian District, Beijing China 100143
Tel： +86 1066552812
Email： [email protected]
South East Asia Office: Singapore
30 College Green
Novena, Singapore 299689
Tel： +65 84320488
Email： [email protected]
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