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Africa Needs Solutions - Not Products!
Africa Needs Solutions - Not
Products!
Tanzania, Uganda, Kenya
GDP GROWTH 2012• Kenya 4.7%• Tanzania 6.5%• Uganda 4.9%• Arusha ‘solutions’
‘Syndicate’ for Successful SolutionsAfrica - Current Facts (McKinsey) – Worth Repeating
• GDP = $1.6+ Trillion – Close to Brazil’s and Russia’s• $900 Billion = Combined consumer spending• 400 Million = New mobile phone subscribers since 2000• 60% = Share of worlds total uncultivated, arable land• 52 = African cities with more than 1 million people• 20 = African companies with revenues of at least $3 Billion
• The rate of return on foreign investment is higher in Africa than in any other developing region
Our Competitive Advantage / Value Proposition
We can’t compete on ‘me too’ commodities but we have…• Location and access• Speed and convenience• Ease of communication• Logistics / supply-chain• After sales service• Attractiveness to buyers (to visit us)• Perceived quality / technology• Diversity of products and services
‘Syndicate’ for Successful Solutions
Customer
‘Syndicate’ for Successful Solutions
A ‘Cultural Adjustment’ for South African Businesses
• From prescriptive and paternalistic to…• Listening and developing empathy• The briefcase and brochure selling days are over• We have to start talking to each other…more• We’re not selling drills…we’re selling holes and what
goes into them!• The need for full value-chain analysis – who are the
players / who are the influencers?• An holistic view requiring an holistic response
• 147 Border posts
• Food supply problems
• Morale issues• Corruption• ‘Leakage’• No power• SA / Kenya /
Angola team solution
Angola – Border Posts Example
‘Syndicate’ for Successful Solutions
• Joint Ventures / Investment
• Technology exchange
• Royalty agreements
• Franchising / Licensing
• Joint use of production facilities (outsourcing)
• Marketing each other’s products
• Finding Complimentary Intermediaries / Facilitators
It’s the ‘Power of Partnerships’
It’s about providing blended solutions – not
selling stand-alone products or services
It’s International Trade…Not Exports!
Know Before You Go! – Pull / Push
Market ‘Pull’ v’s Supply Side ‘Push’
The Hubs of OpportunityUK Trade & Investment – HVO Programme
• Bringing £600 Billion of new business to the UK economy• Identifies major project opportunities at the feasibility stage• Identifies decision makers / stakeholders - public & private
sector plus multinational corporations• Analyses the full requirements of the project/s• Matches suppliers to the opportunity as a consortia• Presents the total solution to the stakeholders including the
involvement of foreign partners where gaps are identified• Involves small, medium and large enterprises in the supply
chain
Exploration Activities• Logistical services• Supply boat services• Rig positioning• Telecommunications• Engineering & fabrication• Electrical engineering services• Lifting & rigging equipment• Inspection/NDT & certification• Supply of plant & equipment• Labour brokers / recruitment agencies• Medical supplies• Equipment hire• Chemical supplies• Environmental services
East & West Africa Exploration & Development
The Hubs of OpportunityOil & Gas Example
The Hubs of Opportunity Oil & Gas ExampleUganda
Confirmed wells - 7Potential wells – 4Planned field development
Ghana
Confirmed wells - 13Potential wells – 4Various field developments
Tanzania
Confirmed wells - 14Potential wells – 8Planned field developmentLNG export terminal
Namibia
Confirmed wells - 7Potential wells - 11
Mozambique
Confirmed wells - 10Potential wells – 14Planned field developmentsLNG export terminals
Kenya
Confirmed wells - 9Potential wells – 10Planned field developments
Follow the Money!
Hunt as a disparate pack or…
Join in the feast as a cohesive
group!
