DEG: Más que financiamiento Oportunidades de financiamiento a través de DEG para el sector de salud Johannes Goderbauer Ciudad de México, 23 de noviembre 2018
DEG: Más que financiamientoOportunidades de financiamiento a través de DEG para el sector de salud
Johannes Goderbauer
Ciudad de México, 23 de noviembre 2018
2
Soluciones a medida para nuestros clientes
Más que financiamiento
Presentación de la DEG
Fomentamos la
internacionalización
La DEG, una subsidiaria de KfW
Miembro de un fuerte grupo bancario
3
KfW Banco
de Desarrollo
Países en desarrollo
y en transición:
Cooperación
financiera
Financiamiento internacional
Apoyamos a Alemania
Financiamiento
individual &
Clientes públicos
Soluciones financieras
individuales &
financiamiento
municipal
Banco para PYMES &
Clientes particulares
Operaciones de masa
digitalizadas
Financiamiento de
participaciones
Venture capital
investment
Financiamiento doméstico
KfW IPEX-Bank
Financiamiento
internacional
de proyectos y
exportaciones
DEG
Países en desarrollo
y en transición:
Promoción del sector
privado
Promovemos el desarrollo
Presentación de la DEG
Portafolio: EUR 8.3 mm
Capital propio: EUR 2.5 mm
Total de balance 2017:
EUR 5.3 mm
Portafolio: EUR 572.2 mm
Capital propio: EUR 28.7 mm
Total de balance 2017: EUR 472.3 mm
4
Long-term loans
DEG ofrece soluciones a largo plazo y a medida para nuestros clientes.
Mezzanine finance Equity Capital
› USD 10–50m (or MXN
equivalent)
› Higher amounts through
club deals or syndication
desk in Germany
› Tenors 4 – 20 years
› Fixed or variable interest
rates, in Mexico exempt from
withholding tax
› Security in project assets;
completion guarantees in
green-field projects
› USD 10–30m (or MXN
equivalent)
› Flexible structures
combining elements of equity
participation and senior loan
› IRR according to market
standards, no fixed return
threshold
› USD 10–30m (or MXN
equivalent)
› Only minority stakes; often
take voting rights and seat on
board of directors
› A priori looking for exit after
4-10 years
› IRR according to market
standards, no fixed return
threshold
DEG productos
Presentación de la DEG
Long-term investment capital at market-oriented conditions
Products: Long-term loans, Mezzanine finance, Equity Capital
Technical Assistance Programmes to enable/
accompany financing
Global sector competence in Agri-business, (Renewable)
Energy, Financial Institutions, Manufacturing, Healthcare
Focus on international Environmental, Social and
Governance standards
Promoting the private sector in emerging economies
5
DEG: Mandato y experiencia en México
Llevamos 55 años fomentando la iniciativa empresarial en países en desarrollo y en transición.
Con financiaciones a largo plazo, asesoramiento y programas de apoyo.
Presentación de la DEG
6
Portafolio y nuevas inversiones
Presentación de la DEG
7
14 ubicaciones. 8.3 mil millones de euros invertidos a escala mundial.
Portafolio de la DEG
Europa: EUR 0.8 mil millones
África: EUR 2.1 mil millones
Asia: EUR 2.7 mil millones
Suprarregional: EUR 0.3 mil millones
América Latina: EUR 2.4 mil millones
Ciudad de México
Lima
São Paulo
Accra
Johannesburgo
Nairobi
Estambul
Moscú
New Delhi
Pekín
Bangkok
Yakarta
Singapur
Cologne
Presentación de la DEG
8
México
PerúBrasil
› Países de inversión: 17
› Empresas: 162
› “Top tres": México, Perú, Brasil
Nuevos Compromisos 2017:
EUR 502 millones
Dr. Jörg Seyfart
Office Director Lima, Peru
Phone: +51 1 2216055-102
Philipp Hein
Office Director Sao Paulo, Brazil
Phone: +55 11 3199-1649
Johannes Goderbauer
Office Director Mexico City, Mexico
Phone: +52 55 9138 0914
Portafolio en América Latina
Portafolio América Latina: EUR 2.4 mil millones
Presentación de la DEG
63%
18%
9%
10%
Total EUR 321.7m
Empresas
Institutos Financieros
Fondos
Financiamiento deProyectos
DEG en México: Largo track record, portafolio diversificado, importancia de Equity/Mezzanine
• DEG en México: >40 años de experiencia, 15 años con una oficina local
• Portafolio septiembre 2018: EUR 321.7 millones Top 3 en DEG; 34 proyectos
DEG en México
Presentación de la DEG 9
Equity & Mezzanine
35%
Loan65%
TotalEUR 321.7m
10
DEG en el sector de salud
Presentación de la DEG
11
Total en el sector de salud: 18 proyectos
Portafolio sector de salud global
Presentación de la DEG
Asia42%
Europa37%
LatAm8%
África13%
Total EUR 233.7m
Hospitales 63%
Farma-ceúticos
31%
Otros6%
TotalEUR 233.7m
Por región Por grupo de cliente
12
Our focus in healthcare
Presentación de la DEG
Healthcare Service Providers
- General hospitals, specialized hospitals (cardiology, oncology, etc.)
- Medical clinics, diagnostic centers
- Rehab centers, special care centers for elderly people
Distributors and Retailers
of pharmaceuticals and medical devices
Manufacturing Companies
production of pharmaceuticals, contract services, medical equipment and materials
Medical Technology
HIS=Hospital Information Systems, Telemedicine
Health Financing Institutions
insurance companies, medical plans, HMO (Health Management Organizations)
13
KPIs & Key Success Factors for Private Health Financing
Best Practice & Key Success Factors
• Qualified doctors, cooperation with local university is advisable
• Willingness / financial strength from sponsors to fund cost overruns during
construction and start-up phase of hospitals, commitment to be fixed in financing
agreements
• Adequate management capacity and bandwidth at hospitals, qualification to run the
business is key aspect of DD
• High degree of efficiency required at hospitals: creation of additional value through
economies of scale, hub & spoke structure, etc.
• Financing of production and distribution of pharmaceuticals & med tech - key issues
are: attractive products, promising product pipeline and effective handling of
registration process
Presentación de la DEG
14
KPIs & Key Success Factors for Private Health Financing
Lessons Learnt
• High risks for greenfield hospital projects / unexperienced sponsors; preference for
expansion of existing services
• Evaluate government exposure and payment practice (working capital)
• Need of local currency for hospital financings, otherwise hedging instrument
advisable
• Regulatory issues: approvals, licences, etc. - good networking at local level required,
also with Ministry of Health
• Add operational KPIs to quarterly monitoring requirements
• Working Capital needs have to be assessed under different scenarios
• Professional Management by sector-experienced personnel with international
standing required
Presentación de la DEG
15
Historias de éxito
Presentación de la DEG
› First private hospital in the Maldives
› Change from a 65 bed policlinic to a 104
bed hospital with state of the art
equipment and new specialties.
The client
› Refurbishment and modernization of the
hospital according to German standards
› Capacity increase by 39 beds and 134
direct employees
› Professional training of nurses
› Prevention of medical tourism from
Maldives to Sri Lanka and India.
Investment
DEG‘s contribution
› USD 12 million long-term loan
› Technical assistance means of USD 200k
Expansion of an existing hospital in MaldivesADK Hospital, Maldives, Male
Presentación de la DEG 16
› Indian pharmaceutical company
› Construction of a US-FDA-certified
production plant with international
standards
The Client
› Expansion and modernization of a plant
for active pharmaceutical ingredients
(API) and pharmaceuticals.
› Construction of a new warehouse and a
new production plant in Vizag, market
introduction of new oncologic products.
› Promotion of export activities.
› Provision of medicine with high quality
standards at affordable prices.
Investment
DEG‘s contribution
› Two senior loans of up to 24 million EUR
Pharmaceutical production in IndiaGranules India Ltd.
Presentación de la DEG 17
› HMO = Health Maintenance Organization
› More than 1 million members
(approx.1.500 enterprises) get access to
healthcare services thanks to medical
plans negotiated with the employers
The Client
› Voluntary payment by employers for their
employees.
› Access to healthcare for Philippine
employees and their families in a country
with a per capita GNP of 2,976 USD p.a.
› Healthcare coverage for a group of
population that cannot afford a private
insurance.
› Pre-state of a medical insurance.
› Improved medical standards.
Investment
DEG‘s contribution
› Equity participation of USD 9.5 million
Financing of Healthcare in the PhilippinesIntellicare Group
Presentación de la DEG 18
19
Oficina de Representación México
Presentación de la DEG
Póngase en contacto con nosotros
20
Presentación de la DEG
Johannes GoderbauerDirector Representative Office Mexico
Phone: +52 55 9138-0914
Sergio Viso
Equity & Mezzanine Corporates
Phone: +52 55 9138-0918
Luis Carrera
Equity & Mezzanine Corporates
Phone: +52 55 9138-0922
Pilar Montañes
Loans Corporates
Phone: +52 55 9138-0919
Sergio García
Loans Corporates
Phone: +52 55 9138-0915
Thomas Gau
Loans Corporates
Phone: +52 55 9138-0921
Volker Schwab
Energy / Project Finance
Phone: +52 55 9138-0912
Juan Morales
Energy / Project Finance
Phone: +52 55 9138-0916
Xochitl Melendez
Office Manager
Phone: +52 55 9138-0910
DEG – Deutsche Investitions- und Entwicklungsgesellschaft mbH
Oficina de Representación México
Arquímedes #19 Piso 4, Bosque de Chapultepec,
11580, México D.F.
Phone +52 55 9138-0910
www.deginvest.de