Cemex Internlessard

09-039
March 5, 2009
CEMEX: Globalization “The CEMEX Way”

Donald R. Lessard and Cate Reavis
When one wants to globalize a company, especially when it is from a developing country like Mexico,
you really need to apply more advanced management techniques to do things better. We have seen
many cement companies that use their capital to acquire other companies but without making the
effort to have a common culture or common processes, they get stagnant. 1
—Lorenzo Zambrano, Chairman and CEO CEMEX
On June 7, 2007 Mexico-based CEMEX won a majority stake in Australia’s Rinker Group. The
$15.3 billion takeover, which came on top of the major acquisition in 2005 of the RMC Corporation
– then the world’s largest ready-mix concrete company and the single largest purchaser of cement –
made CEMEX one of the world’s largest supplier of building materials. This growth also rewarded
CEMEX’s shareholders handsomely through 2007, though its share price had fallen precipitously in
2008 in response to the global downturn and credit crisis coupled with the substantial financial
leverage that had accompanied the Rinker acquisition.
CEMEX’s success over the 15 years from its first international acquisition in 1992 to the Rinker
acquisition in 2007 was not only noteworthy for a company based in an emerging economy, but also
in an industry where the emergence of a multinational from an emerging economy (EMNE) as a
global leader could not be explained by cost arbitrage; given cement’s low value to weight ratio little
product moves across national boundaries.
Much of CEMEX’s success could be attributed to how it looked at acquisitions, and the post-merger
integration (PMI) process that ensued, as an opportunity to drive change, and as a result,
continuously evolve as a corporation. Since it began globalizing its operations in the early 1990s, the
1
John Barham, “An Intercontinental Mix;” Latin Finance, April 1, 2002.
This case was prepared by Cate Reavis from published sources under the supervision of professor Donald R. Lessard.
Professor Lessard is the Epoch Foundation Professor of International Management.
Copyright © 2009, Donald R. Lessard. This work is licensed under the Creative Commons Attribution-Noncommercial-No
Derivative Works 3.0 Unported License. To view a copy of this license visit http://creativecommons.org/licenses/by-nc-nd/3.0/
or send a letter to Creative Commons, 171 Second Street, Suite 300, San Francisco, California, 94105, USA.
CEMEX: GLOBALIZATION “THE CEMEX WAY”
company had been praised for its ability to successfully integrate its acquisitions by, at one and the
same time, introducing best practices that had been standardized throughout the corporation and
making a concerted effort to learn best practices from the acquired company and implement them
where appropriate. Known internally as the CEMEX Way, CEMEX standardized business processes,
technology, and organizational structure across all countries while simultaneously granting countries
certain operational flexibility, enabling them to react more nimbly to local operating environments.
In addition, CEMEX was known as an innovator, particularly in operations and marketing, and the
CEMEX Way encouraged innovation, particularly if it could be applied throughout the firm. For
CEMEX, the resulting innovation and integration process was an ongoing effort as it recognized the
value of “continuous improvement.”
The development of CEMEX’s growing international footprint and the associated learning process
could be divided into four stages: Laying the Groundwork for Internationalization, Stepping Out,
Growing Up, and Stepping Up. (See Table 1.) This case details how CEMEX has exploited its core
competencies, initially generated at home, and enhanced these with learnings from new countries, to
begin the cycle again.
Table 1 CEMEX Internationalization Timeline

Year Stage Key Events Key Steps in Internationalization
Process
(italics indicate acquisition)
Laying the
Groundwork
1982 Mexican crash

1985 Zambrano named CEO
1989 Consolidates Mexican market position
with acquisition of Tolteca
1989 Anti-dumping penalties imposed on
exports to U.S.
Stepping Out
1992 Spain
1994 Venezuela, Panama
1995 Mexican recession Dominican Republic
Growing Up
1996 Colombia
1996 Death of CFO PMI applied to Mexico
1997- Philippines, Indonesia, Egypt, Chile,

1999 Costa Rica
1999 NYSE Listing
Stepping Up
2000 Southdown US
2005 RMC (UK- based global ready-mix)
2007 Rinker (Australian/US based global
concrete, aggregates)
March 5, 2009 2
Laying the Groundwork for Internationalization

In the 25 years leading up to the Rinker deal, CEMEX had evolved from a small, privately-owned,
cement-focused Mexican company of 6,500 employees and $275 million in revenue to a publicly-
traded, global leader of 65,000 employees with a presence in 50 countries and $21.7 billion in annual
revenue in 2007. See Exhibit 1 for financials and Exhibit 2 for market share information.
Well before its first significant step toward international expansion in 1992, CEMEX had developed
a set of core competencies that would shape its later trajectory including strong operational
capabilities based on engineering and IT, and a culture of transparency. It also had mastered the art of
acquisition and integration within Mexico, having grown though acquisitions over the years.2
Between 1987 and 1989 alone, the company spent $1 billion in order to solidify its position at home.
When the current CEO, Lorenzo Zambrano, assumed this post in 1985, Mexico had already begun
the process of opening up its economy, culminating with its entry into NAFTA. The 1982 crash
undercut the state-led nationally-focused model that had been predominant in Mexico over the years,
and Mexico began the process of entering GATT, the precursor of the WTO. Recognizing that these
events would significantly change the Mexican cement industry from a national to a global game,
Zambrano began preparing the firm for a global fight.
The first step would involve divestitures from non-related businesses and the disposal of non-core
assets. CEMEX also began “exploring” opportunities in foreign markets through exports, which
required a fairly aggressive program of building or buying terminal facilities in other markets.
Finally, the company began laying the groundwork for global expansion by investing in a satellite
communication system, CEMEXNET, in order to avoid Mexico’s erratic, insufficient and expensive
phone service, and allow all of CEMEX’s 11 cement factories in Mexico to communicate in a more
coordinated and fluid way.3 Along with the communication system, an Executive Information System
was implemented in 1990. All managers were required to input manufacturing data—including
production, sales and administration, inventory and delivery— that could be viewed by other
managers. The system enabled CEO Zambrano to conduct “virtual inspections” of CEMEX’s
operations including the operating performance of individual factories from his laptop computer.
Stepping Out
In 1989, CEMEX completed a major step in consolidating its position in the Mexican cement market
by acquiring Mexican cement producer Tolteca, making CEMEX the second largest Mexican cement
producer and putting it on the Top 10 list of world cement producers. At the time of the acquisition,
2
CEMEX was formed in 1931 from a merger between Cementos Hidalgo and Cementos Portland Monterrey. Later acquisitions and domestic expansion activity
included: 1966, acquisition of Cementos Maya's plants in Merida and Yucatan (South East Mexico) and construction of new plants in Torreon, Coahuila and
Ciudad Valles, San Luis Potosi (Central Eastern); 1970, acquisition of a plant in Central Mexico; 1976, acquisition of Cementos Guadalajara's three plants
(Central Western); 1987, acquisition of Cementos Anahuac; 1989, acquisition of Cementos Tolteca (Distrito Federal).
3
Hau Lee and David Hoyt, “CEMEX: Transforming a Basic Industry,” Stanford Graduate School of Business Case No. GS-33.
March 5, 2009 3
CEMEX was facing mounting competition in Mexico. Just three months before the deal with Tolteca
was finalized, Swiss-based Holderbank (Holcim), which held 49% of Mexico’s third largest cement
producer Apasco (19% market share), announced its intention to increase its cement capacity by 2
million tons.4 This, along with easing foreign investment regulations that would allow Holderbank to
acquire a majority stake in Apasco, threatened CEMEX’s position in Mexico.5 At the time, CEMEX
accounted for only 33% of the Mexican market while 91% of its sales were domestic.
In addition to these mounting threats in its home market, CEMEX was confronted with trade
sanctions in the United States, its largest market outside of Mexico. Exports to the U.S. market began
in the early 1970s, but by the late 1980s, as the U.S. economy and construction industry were
experiencing a downturn, the U.S. International Trade Commission slapped CEMEX with a 58%
countervailing duty on exports from Mexico to the United States, later reduced to 31%.6
In 1992, CEMEX acquired a majority stake in two Spanish cement companies, Valenciana and
Sanson, for $1.8 billion, giving it a majority market share (28%) in one of Europe’s largest cement
markets.7 The primary motivation for entering Spain was a strategic response to Holcim’s growing
market share in Mexico. As Hector Medina, CEMEX Executive VP of Planning and Finance,
explained, “Major European competitors had a very strong position in Spain and the market had
become important for them.”8
A further important reason for the acquisition was that Spain during this time was an investment-
grade country, having just entered the European Monetary Union, while domestic interest rates in
Mexico were hovering at 40%, and Mexican issuers faced a country risk premium of at least 6% for
offshore dollar financing.9 Operating in Spain enabled CEMEX to tap this lower cost of capital not
only to finance the acquisition of Valenciana and Sanson, but also to fund its growth elsewhere at
affordable rates. (See Exhibit 3 for CEMEX organizational structure.) While this benefit could have
been obtained in any EU country, Spain offered considerable opportunities for growth and was
relatively affordable. In addition, the linguistic and cultural ties between the two countries made it a
sensible strategic move.
In order to pay off the debt taken on to fund the acquisition, CEMEX set ambitious targets for cost
recovery. However, it soon discovered that by introducing its current Mexican-based best practice to
the Spanish operation, it was able to reduce costs and increase plant efficiency to a much greater
4
“Holderbank of Switzerland Announces Major Investment Plans,” Neue Zuercher Zeitung October 13, 1989.
5
John Barham, “An Intercontinental Mix,” Latin Finance, April 1, 2002.
6
Pankaj Ghemawat and Jamie L. Matthews, “The Globalization of CEMEX,” Harvard Business School Case No. 701-017.
7
Pankaj Ghemawat and Jamie L. Matthews, “The Globalization of CEMEX,” Harvard Business School Case No. 701-017.
8
Joel Podolny and John Roberts, “CEMEX, S.A. de C.V.: Global Competition in a Local Business,” Stanford University Graduate School of Business, Case
No. S-IB-17.
9
L. Hossie, "Remaking Mexico," The Globe and Mail, February 7, 1990.
March 5, 2009 4
extent, with annual savings/benefits of $120 million10 and an increase in operating margins from 7%
to 24%.11
Thus, while the primary motive for the Spanish acquisition was to respond to a competitive European
entry in its home market, a major source of value resulting from the acquisition was the improvement
in operating results due to the transfer of best practice from a supposedly less advanced country to a
supposedly more advanced one.
Further, although it had acquired and integrated many firms within Mexico, this acquisition, because
of its size and the fact that it was in a foreign country, forced CEMEX to formalize and codify its
Post Merger Integration (PMI) process. CEMEX also enhanced its capabilities through direct
learning from Spain. The company discovered, for example, that the two Spanish companies were
unusually efficient due to the use of petroleum coke as a main fuel source. Within two years, the vast
majority of CEMEX plants began using petroleum coke as a part of the company’s energy-efficiency
program.12
Accelerating Internationalization and Consolidating the CEMEX Way

CEMEX’s move into Spain was followed soon after with acquisitions in Venezuela, Colombia, and
the Caribbean in the mid-1990s, and the Philippines, and Indonesia in the late 1990s. These
acquisitions, by and large, could be seen as exploiting CEMEX’s core capabilities, which now
combined learnings from the company’s operations in Mexico and Spain.
The PMI process also underwent a significant change during this period. Attempts to impose the
same management processes and systems used in Mexico on the newly acquired Colombian firm
resulted in an exodus of local talent. As a result of the difficult integration process that ensued,
CEMEX learned that alongside transferring best practices that had been standardized throughout the
company, it needed to make a concerted effort to learn best practices from acquired companies,
implementing them when appropriate. This process became known as the CEMEX Way.
The CEMEX Way, also known as internal benchmarking, was the core set of best business practices
with which CEMEX conducted business throughout all of its locations. More a corporate philosophy
than a tangible process, the CEMEX Way was driven by five guidelines:
• Efficiently manage the global knowledge base;

• Identify and disseminate best practices;
• Standardize business processes;
• Implement key information and Internet-based technologies;
10
J. Duncan, "CEMEX Wrings Savings from Spanish Purchases," Reuters, March 19, 1993.
11
No. S-IB-17.
12
Francisco Chavez, “CEMEX Takes the High Road,” NYSE Magazine, October/November 2006.
March 5, 2009 5
• Foster innovation.
As part of the integration phase of the PMI, the CEMEX Way process involved the dispatch of a
number of multinational standardization teams made up of experts in specific functional areas
(Planning Finance, IT, HR), in addition to a group leader, and IT and HR support. Each team was
overseen by a CEMEX executive at the VP level.13
The CEMEX Way was arguably what made CEMEX’s PMI process so unique. While typically 20%
of an acquired company’s practices were retained, instead of eliminating the 80% in one swift motion
CEMEX Way teams cataloged and stored those practices in a centralized database. Those processes
were then benchmarked against internal and external practices. Processes that were deemed
“superior” (typically two to three per standardization group or 15-30 new practices per acquisition)
became enterprise standards and, therefore, a part of the CEMEX Way. As one industry observer
noted, CEMEX’s strategy sent an important message of, “We are overriding your business processes
to get you quickly on board, but within the year we are likely to take some part of your process, adapt
it to the CEMEX system and roll it out across operations in [multiple] countries.”14 By some
estimates, 70% of CEMEX’s practices had been adopted from previous acquisitions.15 Furthermore,
in just 8 years, CEMEX was able to bring down the duration of the PMI process from 25 months for
the Spanish acquisitions to less than five months for Texas-based Southdown.
Figure 1 Duration of Post-Merger Integration Process
30
Spain
11.5MT
25
20
Months
15
10
Venezuela
4.3MT Southdown
11.0MT Puerto Rico
5
1.1MT
0
1992 1994 2000 2002
Source: CEMEX.
13
Joel Whitaker and Rob Catalano, “Growth Across Borders,” Corporate Strategy Board, October 2001.
14
Marc Austin, “Global Integration the CEMEX Way,” Corporate Dealmaker, February 2004.
15
Joel Whitaker and Rob Catalano, “Growth Across Borders,” Corporate Strategy Board, October 2001.
March 5, 2009 6
A key feature of the PMI process was the strong reliance that CEMEX placed on middle-level
managers to both diffuse the company’s standard practices and to identify existing capabilities in the
acquired firms that might contribute to the improvement of CEMEX’s current capability platform.
PMI teams were formed ad-hoc for each acquisition. Functional experts in each area (finance,
production, logistics, etc) were selected from CEMEX operations around the world. These managers
were then relieved from their day-to-day responsibilities and sent, for periods varying from a few
weeks to several months, to the country/ies where the newly acquired company operated.
Because these managers were the ones who did at home what they were teaching newly acquired
firm’s managers, they were the best teachers as well as the most likely CEMEX employees to
identify which of the standard practices of the acquired firm might make a positive contribution if
adapted and integrated into the CEMEX Way. On the other hand, because they were seen as the best
and the brightest within CEMEX, these managers had the legitimacy to propose and advocate for
changes in the firm’s operation standards in a way that no other manager could. Hence, PMI team
members were low enough in the organization that they were in a unique position to identify and
evaluate different ways of doing things. At the same time, however, these managers were high
enough in the organization that they could effectively ‘sell’ the value of changing a particular
practice to corporate level managers.
Drawing key people from multiple countries to form these teams represented a significant challenge
for what CEMEX referred to as ‘legacy operations.’ Since these positions were not covered with new
hires and lowering performance was not in the realm of possibilities, ongoing operations had to find
ways to do the same work with less people and uncover the capabilities of those that remained.
A significant step in consolidating the CEMEX Way and making “One CEMEX” a global reality
occurred as the result of the tragic death in 1996 of CEMEX’s CFO Gustavo Caballero. Hector
Medina, who at the time was the general manager of Mexican operations, took over the CFO role,
and Francisco Garza, who had been general manager of Venezuela, was named to head Mexican
operations. When Garza took charge of the Mexican operations, he decided to “PMI Mexico,” to
apply the PMI process to Mexico as if it had just been acquired. Roughly 40 people broken down into
10 functional teams spent between two and three months dedicated to improving the Mexican
operation. Savings of $85 million were identified.16 More importantly, it clearly established the
principle of learning and continuous improvement through the punctuated PMI process and the
continuous CEMEX Way.
Improvements resulting from the CEMEX Way were not limited to operational processes. During the
1990s, CEMEX also developed a branded cement strategy in Mexico that addressed the specific
needs of customers for bag cement. While bulk cement accounted for roughly 80% of CEMEX’s
16
No. S-IB-17.
March 5, 2009 7
cement sales in developed countries, bagged cement represented the same percentage in developing
countries like Mexico, reflecting the fact that many households built their own houses.17 These
customers were willing to pay a premium for known quality and convenient distribution, and
CEMEX steadily introduced value-added features for these customers.
Finally, with a growing number of plants and markets on the Caribbean rim, CEMEX began to
actively exploit the capacity for cement trading to smooth/pool demand, economizing on capacity
and raising average utilization rates in an industry notorious for large swings in output in line with
macroeconomic fluctuations.18
Stepping Up
Toward the end of the 1990s, CEMEX found that there were few acquisition targets that met its
criteria of market growth/attractiveness and “closeness” to CEMEX in terms of institutional stability
and culture at a reasonable price, and began to consider diversification into other activities, among
other things. However, in order to “shake up” its strategic thinking, it made a series of changes in the
way it explored potential acquisitions, including asking the Boston Consulting Group, its long-time
strategic advisor, to assign a new set of partners. One important resulting change was to redefine
large markets, such as the United States, into regions. Once this was done, the United States, which
CEMEX planners had viewed as a slow growing market with little fit with CEMEX, was transformed
into a set of regions, some with growth and other characteristics more aligned with the rapidly
growing markets CEMEX was used to. This set the foundation for the acquisition of Texas-based
Southdown, making CEMEX North America’s largest cement producer.
Another change was to shift the way performance was measured, from an emphasis on margins,
which had made cement appear much more attractive than concrete or aggregates, to return on
investment, which in many cases reversed the apparent attractiveness of different businesses. With
this reframing, other targets were identified, most importantly RMC, a UK-based, ready-mix concrete
global leader.
On March 1, 2005, CEMEX finalized its $5.8 billion acquisition of U.K.-based RMC. This
acquisition, which surprised many in the industry who assumed that RMC would be acquired by a
European firm, was CEMEX’s first acquisition of a diversified multinational.
To prevail, CEMEX had to pay a 39% premium,19 and the financial markets did not respond
favorably. CEMEX's share price dropped 10% hours after the announcement, and Moody’s indicated
17
Hau Lee and David Hoyt, “CEMEX: Transforming a Basic Industry,” Stanford Graduate School of Business Case No. GS-33.
18
For a description of how CEMEX was able to turn an environmental disadvantage – the macroeconomic volatility that has characterized the Mexican economy
and many of the emerging markets in which it has invented – into a source of competitive advantage see Lessard and Lucea (2007).
19
Roy A. Grancher, “U.S. Cement: Development of an Integrated Business,” Cement Americas, September 1, 2005.
March 5, 2009 8
that it was putting CEMEX on credit watch for a possible downgrade, voicing concern that the size
of the RMC acquisition would distract management from its goal of cutting the company’s debt.20
The acquisition of RMC significantly changed CEMEX’s business landscape. The deal gave the
company a much wider geographic presence in developed and developing countries alike, most
notably France, Germany, and a number of Eastern European countries. Analysts predicted that as a
percent of product revenue, cement would fall from 72% to 54% and aggregates and ready-mix
concrete would nearly double from 23% to 42%.21 Meanwhile, revenue from CEMEX’s Mexican
operations would fall from 36% prior to the deal to just 17%.
Financially, RMC was suffering. The company recorded a net income loss of over $200 million in
2003, and was trading at six times EBITDA, compared to industry average of 8.5 to 9 times.22 RMC
profit margin of 3.6% was far below the ready-mix concrete average 6% to 8%.
Culturally, RMC was the polar opposite of CEMEX. RMC was a highly decentralized company with
significant differences across countries in business model, organizational structure, operating
processes, and corporate culture. CEMEX, in contrast, brought the CEMEX Way and a single
operating/engineering culture that connected more readily at the plant and operation level than RMC.
And yet, despite all of RMC’s challenges, CEMEX was able to work its PMI “magic” in a very short
period of time. Within one year, CEMEX had delivered more than the $200 million in the synergy
savings it promised the market and it expected to produce more than $380 million of savings in
2007.23 CEMEX had clearly joined the big leagues, yet the imprint of its early years remained very
strong.
In 2007, CEMEX took another major step, acquiring control of the Rinker Corporation. Rinker did
not suffer the same lack of learning processes and cultural integration as RMC and thus at least some
analysts questioned whether CEMEX would be able to work the same magic once again.
20
Michael Thomas Derham, “The CEMEX Surprise,” LatinFinance, November 1, 2004.
21
Imran Akram, Paul Roger and Daniel McGoey, Global Cement Update: Mexican Wave, Deutsche Bank, November 26, 2004.
22
Michael Thomas Derham, “The CEMEX Surprise,” LatinFinance, November 1, 2004.
23
Steven Prokopy, “Merging the CEMEX Way,” Concrete Products, May 1, 2006.
March 5, 2009 9
Exhibit 1a CEMEX Country Sales, EBITDA and Assets, 2006
Sales Operating EBITDA Assets

Income
Mexico 3,635 1,235 1,391 5,800
United States 4,170 919 1,207 7,118
Spain 1,841 471 555 3,089
United Kingdom 2,010 (7) 149 6,249
Rest of Europe 3,644 176 390 6,692
South/Central America & Caribbean 1,586 341 472 3,267
Africa/Middle East 705 136 167 1,251
Asia 346 58 75 861
Other 311 (384) (270) (4,355)
Total 18,249 2,945 4,138 29,972
Exhibit 1b CEMEX Select Financials, 1999-2004 (in US$ millions, except percentages)
1999 2000 2001 2002 2003 2004 2005 2006
Net Sales 4,828 5,621 6,923 6,543 7,143 8,149 15,321 18,249
Operating Income 1,436 1,654 1,653 1,310 1,455 1,851 2,487 2,945
Operating Margin 29.7% 29.4% 23.9% 20.0% 20.3% 22.7% 16.2% 16.1%
EBITA 1,791 2,030 2,256 1,917 2,108 2,538 3,557 4,138
EBITA Margin 37.1% 36.1% 32.6% 29.3% 29.4% 31.1% 23.20% 22.7%
Net Income 973 999 1,178 520 629 1,307 2,167 2,488
Net Income % 20.2% 17.8% 17.0% 7.9% 8.8% 16.0% 14.1% 13.6%
Debt Ratio 45.7% 51.5% 49.8% 56.4% 57.8% 52.7% 61.3% 50.6%
Free Cash Flow 860 886 1,145 948 1,143 1,478 2,198 2,689
Source: CEMEX.
March 5, 2009 10
Exhibit 2 CEMEX Cement Market Shares vs. Competitors
Country Market Rank Main Competitors

Share
Western Europe
Spain 22% 1 Cementos Portland (16%), Holcim (12%), Lafarge (9%), Cimpor (8%),
Financiera y Minera (6%), Masaveu (6%)
North America
United States 15% 1 Holcim (14%), Lafarge (13%), Buzzi (10%), HeidelbergCement (8%),
Ash Grove (7%), Italcementi (5%)
Latin America
Colombia 35% 2 Argos (52%), Holcim (35%)
Costa Rica 50% 1= Holcim (50%)
Dominican Republic 52% 2 Cibao (38%), Holcim (13%)
Jamaica 100% 1
Mexico 53% 1 Holcim (23%), Cruz Azul (15.5%), Monteczuma (6.2%), Grupo
Cemento Chihuahua (2.4%), Lafarge (0.4%)
Nicaragua 56% 1 Holcim (44%)
Panama 52% 1 Holcim (48%)
Trinidad 100% 1
Venezuela 45% 1 CEMEX (45%), Holcim (26%), Lafarge (23%), Catatumbo (3%), Andino
(3%)
Africa
Egypt 15% 2 Holcim (20%), CEMEX (15%), Suez (14%), Tourah (10%), National
(10%), Cimpor (8%), Beni Suef (8%)
Asia
Philippines 21% 3 Lafarge (28%), Holcim (28%)
Source: Mike Betts and Robert Crimes, “Construction and Building Materials Sector,” JP Morgan European Equity Research,
August 16, 2004; CEMEX.
March 5, 2009 11
Exhibit 2 CEMEX Organizational Structure
Source: CEMEX.
March 5, 2009 12
Appendix
Heavy Building Materials Industry Overview

The global heavy building materials industry was a $63 billion (EBITDA) business of which cement
accounted for $27 billion, aggregates $17 billion, ready-mix concrete $9 billion, concrete products $7
billion, and distribution $3 billion.24
Aggregates and cement were upstream products with high barriers to entry with initial investments
ranging from $50 million for aggregates and $175 million for cement, long payback periods, and
little product differentiation. Concrete and asphalt were downstream products with few barriers to
entry, short payback periods and the ability to differentiate. Of the four building materials products,
cement was the most profitable with 20% to 25% return on sales while ready-mix concrete was the
least profitable with just 6% to 8% return on sales. (See Exhibit 1 for industry characteristics.)
At their inception in the early to mid-1800s, the concrete and cement industries were fragmented.
Local producers served communities in geographic proximity. The high cost of transportation
prevented long distance competition. As the quality of roads and railway transportation improved,
industry consolidation, largely on a national level, began to take place. For more than a century, there
was little industry innovation and companies competed solely on price. 25
In the 1970s, cement companies began to expand their operations both regionally and internationally
enabling them to create more efficient operations and protect themselves financially from national
and regional economic shocks. 26 However, cement’s low value-to-weight ratio made long distance
transport by land exceedingly expensive, so it remained a highly localized industry. By one estimate,
90% of U.S. production was sold within 300 miles of the producing plant.27
Producers
China was the largest cement producer in the world, with over 40% of global production followed by
India with 6% and the United States with just under 5%.28 (See Exhibit 2.) China and India
consumed the majority of the cement they produced, exporting less than 1%, while the United States
was the world’s largest importer accounting for 25% of global imports (Exhibit 3). In general, the
24
Imran Akram, Paul Roger, Daniel McGoey, Global Cement Update: Mexican Wave, Deutsche Bank, November 26, 2004.
25
Arnoldo C. Hax and Rafel Lucea, CEMEX: A leading company; A study through the Delta Model, MIT Sloan School of Management Working Paper.
26
Ibid.
27
No. S-IB-17.
28
U.S. Geological Survey, Mineral Commodity Summaries, January 2005.
March 5, 2009. 13
cement industry was not an export-driven business. Exported cement accounted for a mere 6% of
total global consumption.29
By 2004 the cement industry had consolidated to the point where the six largest cement companies
accounted for 42% of the world’s cement capacity outside of China, up from 9% in 1988.30 (See
Table A). The top players’ earnings straddled both developed and developing markets. While the
majority of CEMEX’s and Holcim’s earnings came from developing markets (73% and 69%,
respectively), earnings for Lafarge and Heidelberg came largely from developed markets (62% and
69%). (See Exhibit 4.)
Table A Six Largest Cement Companies by Capacity
Company Country Capacity 2003

(million tons)
Lafarge France 108.0
Holcim Switzerland 94.3
CEMEX Mexico 64.7
HeidelbergCement Germany 51.1
Italcementi Italy 45.6
Taiheiyo Japan 37.9
August 16, 2004.
There were, however, a number of “second tier” players who were beginning to invest outside of
their home markets and stirring up the industry’s competitive dynamics including Italy’s Italcementi
and France-based Cimentis Francais. As Exhibit 5 shows, national players dominated cement
markets in Eastern Europe, Asia and the Middle East.
Consumers
Asia accounted for 56% of cement consumption followed by Western Europe with 12% and North
America with 6.4%. Since 2002, year-over-year growth rates of cement consumption had slowed
most notably in Asia and Eastern Europe (Exhibit 6). Developing countries accounted for 69% of
cement consumption, a percentage that was expected to increase to 85% by 2020 (Exhibit 7). In
growth rate terms, between 2003 and 2020, developing countries’ cement consumption was predicted
to increase 4.4% per year compared to .8% for developed countries.31
29
Mike Betts and Robert Crimes, “Construction and Building Materials Sector,” JP Morgan European Equity Research, August 16, 2004.
30
Ibid.
31
Ibid.
March 5, 2009 14
Cement consumption was largely driven by local socio-economic conditions. As GDP per capita
increased above $3,000, cement consumption tended to increase substantially in response to growing
need for improved infrastructure and housing. However, once GDP per capita exceeded $15,000,
consumption tended to level off.32 Weather—heavy rainfall was a deterrent—and population growth
rates and density — higher densities usually demanded taller buildings—were other variables that
affected consumption.33 In 2003, China accounted for 44% of global cement consumption and
industry observers expected the country’s share to increase to 53% by 2020.34
The way in which cement was consumed differed among developing and developed countries.
Developing markets tended to be dominated by individual homebuilders who purchased bag cement
instead of bulk. CEMEX believed that as much as 80% of cement sales in developed countries were
bulk cement compared to the same percentage of bagged cement in developing countries.35 Thus in
these markets companies like CEMEX had to brand their product through packaging and getting the
company name out in front of their customer base.36 In contrast, cement consumers in developed
countries tended to be large construction companies that bought in bulk and required timeliness to
their cement deliveries. State of the art logistics and technology platforms were paramount to
compete. Additionally, cement companies had to be prepared to meet local preferences. Consumers
in Egypt preferred darker cement believing it was of higher quality whereas Mexicans preferred light
colored cement.
32
33
“The Globalization of CEMEX,” Harvard Business School Case No. 701-017 prepared by Professor Pankaj Ghemawat and Research Associate Jamie L.
Matthews.
34
35
“CEMEX: Transforming a Basic Industry,” Stanford Graduate School of Business Case No. GS-33, prepared by David Hoyt under the supervision of Professor
Hau Lee.
36
“CEMEX: Global Growth Through Superior Information Capabilities,” IMD Case No. 134 prepared by Rebecca Chung and Katarina Paddack under the
supervision of Professor Donald A. Marchand.
March 5, 2009 15
Exhibit 1 Heavy Building Materials Industry Characteristics
Aggregates Cement Ready-Mix Concrete Asphalt
Initial investment $50 million $175 million <$10 million >$10 million
Entry barriers High High Low Low
Payback period Long Long Short Short
Options for vertical Downstream into ready-mix Mainly downstream into ready- Either downstream into blocks, Upstream into aggregates, or
integration concrete products, decorative mix ties or pavers, or upstream into downstream into road
aggregates, asphalt cement contracting
Return on sales (%) 10-20 15-25 6-8 10-15
Investment to sales (%) <100 >200 80 40
Return on investment (%) 8-10 8-10 8-10 8-10
Product differentiation Impossible Nearly impossible Can differnentiate from small National players all have
players on some top-quality versions of low-noise, smooth
products and can innovate (e.g., surface asphalt
high-performance concreate)
Market flexibility in Strong flexibility on exisiting Can take decades as even 20- Normally adjusts in two to four One to three years
adjusting to over/under quarries (operations can be year old plants can still produce years
capacity stopped and restarted in a few cash
months) but difficult to open new
ones)
Source: Imran Akram, Paul Roger, Daniel McGoey, Global Cement Update: Mexican Wave, Deutsche Bank, November 26, 2004.
March 5, 2009. 16
Exhibit 2 Global Cement Production, 2005
Global Cement Production
45
40
35
30
25
% of Market
20
15
10
0
China India United Japan South Russia Spain Brazil Italy Egypt Mexico Thailand Turkey Indonesia Iran Germany Saudi France Others
States Korea Arabia
Source: U.S. Geological Survey, Mineral Commodity Summaries, January 2005.
March 5, 2009 17
Exhibit 3 World’s Leading Cement Exporters and Importers (by percentage) (2004)
Leading Exporting Nations Leading Importing Nations
Ranking Country 2001 2002 2003 Ranking Country 2001 2002

1 Thailand 16.6 16.6 12.1 1 United States 25.9 24.2
2 Turkey 8.6 10.4 10.2 2 Spain 6 7.5
3 Indonesia 9.5 9 7.3 3 Bangladesh 6 6.4
4 Japan 7.6 8.3 9.6 4 Nigeria 6 5.4
5 India 5.2 6.3 5 Hong Kong 3.9 3.9
6 China 6.1 6 6 Vietnam 1.6 3.1
7 Greece 5.9 5.6 7 Netherlands 3.4 3
8 Saudi Arabia 4.7 5.6 8 France 2.1 2.6
9 Canada 5.4 5.5 9 United Kingdom 1.5 2.5
10 Venezuela 2.8 4.1 10 Taiwan 2.3 2.3
11 Taiwan 3.4 3.9 5 11 Kuwait 2.3 1.9
12 Germany 3.9 3.9 12 Ghana 1.7 1.9
13 South Korea 4.6 3.4 3.2
14 Malaysia 2 3
15 Italy 2.6 2.4
16 Egypt 0.1 2.2 6.2
17 Spain 1.4 1.5
18 Iran 2.8 1.4
Source: Mike Betts and Robert Crimes, “Construction and Building Materials Sector,” JP Morgan European Equity Research, August 16, 2004.
March 5, 2009 18
Exhibit 4 Geographical Breakdown of Top Cement Company Earnings (% of EBITA) (2004)

CEMEX Heidelberg Holcim Lafarge Italcementi Cimentis Francais Total Average
Developed markets 27 69 39 62 90 82 53
Western Europe 13 44 18 48 78 69 36
North America 14 25 19 14 12 14 16
Australasia 2 0
Developing markets 73 31 61 38 10 18 47
Eastern Europe 17 10 6 2 3 6
Latin America 64 31 9 0 0 23
Asia 2 11 9 9 3 4 7
Middle East 1 3 1
Africa 6 4 10 11 5 10 9
March 5, 2009 19
Exhibit 5 Multinational Cement Companies’ Market Shares by Region, 2004
100
90
80
70
60
National player
%
50
Mutlinational cement companies
40
30
20
10
0
America
America
Africa
Western
Australasia
Eastern
Asia
Middle East
Europe
Europe
North
Latin
Region
March 5, 2009 20
Exhibit 6a Cement Demand by Region (million tons), 2000-2005E
2002 2003 2004E 2005E 2006E
Asia 990.6 1,048.8 1,114.6 1,184.3 1,259.0

Western Europe 224.9 229.2 232.6 236.2 238.9
North America 116.7 121.2 125.9 128.3 129.6
Latin America 93.2 90.0 94.5 99.4 103.7
Eastern Europe 75.6 83.1 87.3 91.7 96.5
Africa 56.7 58.1 59.7 61.9 64.0
Japan 64.6 60.1 56.5 54.8 54.8
Middle East 9.8 9.6 10.0 10.5 10.9
Australasia 8.6 9.1 9.3 9.5 9.6
TOTAL 1,803.3 1,878.6 1,967.7 2,062.6 2,162.0
August 16, 2004.
March 5, 2009. 21

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09-039

CEMEX: Globalization “The CEMEX Way”

Table 1 CEMEX Internationalization Timeline

1982 Mexican crash

1997- Philippines, Indonesia, Egypt, Chile,

Laying the Groundwork for Internationalization

Accelerating Internationalization and Consolidating the CEMEX Way

• Efficiently manage the global knowledge base;

Figure 1 Duration of Post-Merger Integration Process

Exhibit 1a CEMEX Country Sales, EBITDA and Assets, 2006

Sales Operating EBITDA Assets

1999 2000 2001 2002 2003 2004 2005 2006

Exhibit 2 CEMEX Cement Market Shares vs. Competitors

Country Market Rank Main Competitors

Exhibit 2 CEMEX Organizational Structure

Heavy Building Materials Industry Overview

Table A Six Largest Cement Companies by Capacity

Company Country Capacity 2003

Exhibit 1 Heavy Building Materials Industry Characteristics

Aggregates Cement Ready-Mix Concrete Asphalt

Exhibit 2 Global Cement Production, 2005

Global Cement Production

Source: U.S. Geological Survey, Mineral Commodity Summaries, January 2005.

Leading Exporting Nations Leading Importing Nations

Ranking Country 2001 2002 2003 Ranking Country 2001 2002

Exhibit 4 Geographical Breakdown of Top Cement Company Earnings (% of EBITA) (2004)

Exhibit 5 Multinational Cement Companies’ Market Shares by Region, 2004

Exhibit 6a Cement Demand by Region (million tons), 2000-2005E

2002 2003 2004E 2005E 2006E

Asia 990.6 1,048.8 1,114.6 1,184.3 1,259.0

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