XCOM Africa - Company Presentation

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How to use the African business potential?An introduction of XCOM Africa

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XCOM Africa is an independent consulting company with sole focus onSub-Saharan Africa. We consult companies with their go to market strategyand create value by analysing and assessing African markets, develop marketentry strategies and introduce our clients to potential partner and projects.

Key benefits for our clients are: Reduction in time, costs and risks when starting business in Africa.

“The real value of XCOM Africa is the local “Hands On” approach deliveringimmediate results for the organisation moving to Africa”

(Michael Flach, CEO Maviance GmbH)

© XCOM Africa GmbH 2014

XCOM Africa overview

XCOM Africa is a consultancy company supporting

companies with their African growth strategy.

Why choose XCOM Africa

• 15 years of Africa know how

• Cultural expertise

• Different mindset

• Single Africa focus

• Contacts to governments and customers

• Consultant network

• Actual and reliable market data

• Local staff in 4 African countries

• No overhead costs

Services

• Research

• Consulting

• Project management

• Coaching

References (selected)

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Five reasons to choose XCOM Africa

Clients confirm that our local operational approach reduces

time, costs and risks when approaching the African markets.

#1“XCOM Africa has got a local presence in Nigeria ensuring reliabledata along the whole project timeline.”

“XCOM Africa team having worked and lived in Nigeria for more than15 years, data is reliable and could be accessed quickly”.

“Due to the real hands on approach locally we could perfectly verifythe data we had collected earlier.”

“Having given XCOM Africa the chance to show their capabilities has beena very good decision.”

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“By having worked with local experts (SME) we gathered full insidesinto the industries.”

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The Nigerian FMCG market – Development of a market entry strategyfor one of the leading FMCG companies

Assessing the East Africa market – Review of the market potentialfor medical devices.

The Nigerian ATM market – Review of the market potential in Nigeriaand West Africa resulting in market strategies for West Africa

Market research for a large retailing company – Assessing the FMCG market with partner selection in Nigeria and Ghana

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Consulting experience Africa

We have chosen to be different. With a team of Africa experienced

consultants we work locally from day one of the project !

Key learning in Africa consulting

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What we do DIFFERENTLY:

• Most figures provided by large organisation e.g. World Bank, Euromonitor, WHO etc. are contradictory.

• Phone consulting and solely email contact in Africa does not give any valuable information and takes extensively long.

• Lack of personal contact to local individuals, institutions or networks complicate and hamper market research and analysis.

• Culture is mostly neglected within most of the projects resulting in long project time frames and misunderstanding with potential partner.

• Most projects are executed similarly and just copied from other market research.

• Hands on research with local experts based on experiencein the country. We use our network of experts, partnersand friends locally so source information.

• We are well connected within the country and industries allowing us to retrieve information fast. This increases efficiency and reduces time.

• We know our clients’ competitors and are able to gather valuable market information and opportunities.

• XCOM Africa does include cultural aspects in any of the research projects and strategies for the market.

• XCOM Africa values an African client approach, is flexiblein its operation: our personal contacts to our subjectmatter experts predestines us for this project.


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SSA coverage

The key criteria for our success is the local set-up which

XCOM Africa has got all over SSA.

• Office in Nigeria and Ghana• Partner for French speaking

countries• More than 40 projects in West

Africa (Research, Consulting,Management)

• Sectors references: FMCG, Banking, IT, Food Processing, Payment, AgriculturePackaging, Machinery, others

West Africa

• Office in Kenya• Coverage for EAC• More than 20 projects in East Africa

(Research, Consulting,Management)

• Sectors references: Food Processing, Packaging, Banking, IT, Payment,Agriculture, Machinery, others

East Africa

Office XCA Coverage


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Our services

The services of XCOM Africa include first stage analysis on African markets,

market assessment in detail and developing the right strategy.

Stage I: Market research

Stage II: Market assessment and strategy

Stage III:Market management

Pricing strategy

Modes of entry

Channel distribution

Ke

y e

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Macroeconomic indicators

Go to market strategyIdentification of top markets

Market prioritization model

Market sizingMarket landscape

Competitive analysis

Channel identification

Key trends Product and pricing analysis

Sam

ple

De

live

rab

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Communication

Identification of opportunities

Business development

Local project management

Local administration


Team

The team of XCOM Africa consists of very experienced

personnel with long term experience in the African market.Marc Zander (German)Partner / CEO15 years of Africa experience6 years of consulting experienceKey Areas: Payment, Industrial Equipment, IT

Viola Huth (German)Project Manager – Country MD Nigeria3 years of Nigeria experience6 years of consulting experienceKey Areas: Banking, Infrastructure

Emmanuel Agha (Nigerian)Consultant3 years of international experience10 years of consulting experienceKey Areas: Logistics, Payment, Software, IT

Dirk Werner (German)Partner / CFO10 years of Africa experience10 years of consulting experienceKey Areas: Finance, Infrastructure

David Karanja (Kenyan)Project Manager – Country MD Kenya2 years of international experience8 years of consulting experienceKey Areas: Infrastructure, Industrial Equipment

Holger Vogt (German)Business Analyst4 years of Africa experience2 years of consulting experienceKey Areas: Microfinance, IT, Market Research

Sonja Mattfeld (German)Project Manager10 years of Africa experience4 years of consulting experienceKey Areas: Industrial plans, Medical Equipment

Joyce Treptow (German)Business Analyst4 years of international experience2 Years of consulting experienceKey Areas: HR, Marketing, Banking

Mirijam Münch (German)Visiting Associate1 year of Africa experience6 months of consulting experienceKey areas: Market research, product marketing

Fredrik Utesch (German)Visiting Associate1 year of Africa experience5 months of consulting experienceKey Areas: Industrial Equipment, Sports

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• Worlds fastest growing region in the world• 5,5 % real GDP growth and expected to continue• 23 % of worlds natural reserves• 45 % of all uncultivated land• 1,1 trillion population• 400 million people living in middle class• $ 860 billion USD consumer spending • 316 million mobile phones since 2000

• Nigeria will buy another 50.000 ATM till 2020• The potential for the medical device market in Africa

is approx. 1.5 billion USD in 2014• Nigeria's middle class will be $ 214 billion by 2030• Food processing and packaging machinery exports to

SSA will be 500 million USD in 2015• Mobile payment transactions in Nigeria will value $

80 million on 2015.• Kenya will be one of the biggest IT hub in 2020.

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Why SSA

Sub-Saharan Africa is the fastest growing region in the

world compromising a total GDP of 2,6 trillion by 2020

GDP growth (1970 - 2015, in %)

4.55 5.1 4.9 5

3.52.8

3.3

4.85.5

1970 1980 1990 2000 2015 F

Asian countries African countries

Sub-Saharan Africa; 202; 45%

Uncultivated landvarious regions in mn ha (2010)

General figures XCOM Africa project figures

Customer reference – Perto LLC.

The company Perto was able to successfully establish an export business

to Nigeria after the selection of the right partners locally.

• Less sales in Brazil for ATM

• Growth in ATM installmentsin Nigeria

• No transparency over theAfrican markets

• Searching for the rightdistribution partner

• No understanding of risksin Nigeria

• Overview of key markets in Africa and selection of key growth markets

• Introduction to key accountsand key implementationpartner

• Set up and support duringmarket entry (logistics, legal,customs etc)

• Analysis on future trends in the payment market

Customer situation Deliverables XCOM Africa

• 3 Team members

• 10 Expert interviews

• 12 weeks in total

• 10 customer interviews

• 2 workshop with local implementation partner

• 2 weeks with client in Brazil

• 2 joint business trip

Project scope

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Reference clients to call

Please feel free to call any of the mentioned reference clients

should you want to understand more about XCOM Africa.

Bernd JablonowskiDirector Interpack

Tel: 0211-4560-481Email:[email protected]

Hugh BonfieldSales Director Africa

Tel: 07723-657-12Email:[email protected]

Guilherme HildebrandInternational Sales Director

Tel: + + 5551 3489 8817Email:[email protected]

Contact

XCOM Africa GmbHBahnstraße 3747877 WillichGermany

Tel: +49 (0) 2154 9209 880Fax: +49 (0) 2154 9209 77

Email: [email protected]: www.xcom-africa.com

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