The beijing axis capability statement feb 2013

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The beijing axis capability statement feb 2013

  1. 1. The Beijing AxisProfile and Capability StatementFebruary 2013www.thebeijingaxis.com China-focused International Advisory and Procurement
  2. 2. About The Beijing AxisThe Beijing Axis is a China-focused international advisory and procurementfirm operating in four principal areas: Commodities, Capital, Procurement andStrategy. We provide international clients with integrated and China-specificadvisory services that draw upon the company’s deep China knowledge. Wealso act as advisors to our clients in their international growth strategies. Ourservices cover various sectors and industries, yet our core focus is on themining and resources, industrial and engineering sectors. The Beijing Axis wasestablished in 2002, and has offices in Beijing, Perth, Johannesburg, Londonand Singapore. The Beijing Axis 1 The Beijing Axis
  3. 3. Agenda1. Firm Overview2. Our Businesses • Beijing Axis Commodities • Beijing Axis Capital • Beijing Axis Procurement • Beijing Axis Strategy3. Key Clients4. Key People & Contacts5. Appendices • Case Studies • TBA Publications The Beijing Axis 2 The Beijing Axis
  4. 4. The Beijing Axis (TBA)The Beijing Axis is a China-focused international advisory and procurement firm operating in fourprincipal areas: Commodities, Capital, Procurement and Strategy Beijing Axis Commodities Beijing Axis Capital Beijing Axis Procurement Beijing Axis Strategy • Commodity Marketing • Transaction Origination • Comprehensive Procurement • Strategy Formulation • Commodity Procurement • Corporate Finance Solutions • Strategy Implementation Advisory The Beijing Axis’ Knowledge & Network Synergies • Founded in 2002; has successfully worked with many small to large international and Chinese MNCs • Operates in four synergistic, cross-border China businesses • Provides services across various sectors, with a core focus on the MINING, RESOURCES, INDUSTRIAL and ENGINEERING sectors • Provides solutions to international firms as they act in unfamiliar territory in China/Asia, and to Chinese/Asian firms as they venture out and ‘go global’ • Committed to safety and sustainability, with solutions emphasising ‘actions and transactions’ The Beijing Axis 3
  5. 5. Vision & Mission• Facilitate, enhance and support an appropriate cultural, political and economic integration of China/Asia/Africa with the rest of the world• Be a China/Africa-focused international advisory firm in four principal areas: commodities, capital, procurement and strategy and that provides solutions for - International MNCs with a China/Asia agenda operating in chosen markets - Asian/International firms as they venture into Africa - Chinese/Asian/African MNCs in their quest to ‘go global’• Learn and excel in our chosen fields in a manner that inspires others The Beijing Axis 4
  6. 6. Guiding Principles & Values: The Beijing Axis operates in a mannerconsistent with the highest international corporate governance standardsand respects the environment to assure sustainability Principles Values Cultural Astuteness Relationships Integrity Flexibility & Ethics Quality & Client Adding Focus Value Professionalism Solutions Safety & Sustainability The Beijing Axis 5
  7. 7. Strategic Intent in our Service Delivery: Key Focus Areas of the Four TBASynergistic Business UnitsBeijing Axis Commodities Beijing Axis Capital• Supports commodity producers with their international • Provides independent corporate finance advisory and marketing efforts and the structuring of off-take transaction services agreements • Employs a specialist China-specific approach with extensive• Assists commodity consumers with their procurement international and Africa-specific knowledge and experience efforts in securing supply • Following a strategic approach, leverages our China• Also assists in arranging financing in selected cases knowledge and global networks to advise clients on cross- border acquisitions, disposals, joint venture transactions and fund raisingBeijing Axis Procurement Beijing Axis Strategy• A China/Asia-focused global procurement house • Provides management consulting services to CEOs and senior providing a comprehensive range of services across the executives in the areas of strategy formulation and strategy supply chain implementation• Has significant experience in sourcing raw materials, • Works both to support clients’ planning processes but also components, engineered equipment and services from engages by means of active interventions to drive China/Asia implementation initiatives• Works for clients that are doing large-scale projects and • Has worked with clients across multiple industries, capital expansions, as well as firms that require support geographies and areas of the value chain with consumable products and spares The Beijing Axis 6
  8. 8. China Cross-border Services in DetailBeijing Axis Commodities Beijing Axis Capital Beijing Axis Procurement Beijing Axis StrategyMarketing Solutions Transaction Origination Procurement Planning & Strategy Formulation Analytics• Customer Analysis and • Strategic Assessment • Market Intelligence and Identification • Opportunity Scoping Research • Target Identification, Selection• Valuation Contract and Approach • Sourcing Strategy Formulation • Competitive Landscape and Negotiation (including off-take Industry Analysis • Strategic Marketing Outsourced and Managed agreements) and on-site Services & Transactional • Market Entry and Partnering inspections • Transactional Solutions Procurement StrategyProcurement Solutions Corporate Finance Advisory • Supplier Analysis • Marketing, Networking and• Transaction Support, Risk • Analysis and Due Diligence − Initial Scoping, Supplier Partnership Assistance and Payment Management • Valuation and Structuring Evaluation, Due Diligence and Strategy Implementation Final Selection• Logistics Arrangements / • Transaction Management • Project Implementation Assistance • Supplier Engagement • Negotiation, Documentation and Assistance Transaction Completion − Supplier Engagement, ClientFinancing Solutions • Business Development Visits, Testing and Standards,• Financing Support via Global • Debt Advisory Commercial Process and • Export and Market Development Financial Institutions • Post-transaction Support Contracting • Relationship Management • Transaction and process • Operational Support − Transaction Monitoring, • Negotiation Quality Assurance, Expediting, Third Party Management and Logistics The Beijing Axis 7
  9. 9. Geographic Coverage in our Chosen Markets (I)The Beijing Axis Footprint Moscow London Shenyang Beijing Shanghai Hong Kong India Myanmar Singapore Head Office Latin America Eastern Africa Regional Office BD/Support Office Perth Johannesburg Project Office Regional Desk (in Beijing) Administrative Office The Beijing Axis 8
  10. 10. Geographic Coverage in our Chosen Markets (II)Synergistic China Cross-border Business Solutions to/from Clearly Targeted MarketsChina-Africa Desk• Ten years of unrivaled knowledge base, experience curve, client list and project track record• One of the leading teams in the market based on our China-Africa strategy, sourcing and investment project experience• Supported by TBA Johannesburg team that works closely with our China-based professionals and experts to deliver complex, cross-border, China-Africa solutions across our strategy, sourcing and investment businessesChina-Russia Desk• Has grown significantly over the past two years in terms of knowledge base, experience curve and track record• Attracted a top team and a list of notable clients• Supported by Moscow team that facilitates solid, cross-border service delivery in our strategy, sourcing and investment businessesChina-Australia Desk• The latest geographical addition for TBA• Has started to build up knowledge of China-Australia relations, attracting notable clients The Beijing Axis 9
  11. 11. Geographic Coverage in our Chosen Markets (III)Synergistic China Cross-border Business Solutions to/from Selected Niche MarketsLatin America Desk• TBA’s current priority is to establish China-LatAm business, and we have added Spanish language skills to our capability set• TBA has actively developed this business, reaching out to potential target clients and partners in China and South AmericaIndia Desk• TBA regards India as an opportunity with its status as a large and growing developing country, while being a fellow BRICS member and neighbour of China• Over 2012-13, TBA plans to progressively invest more time and effort in this marketEastern Africa Desk• Recent developments in infrastructure, mining and industry in Eastern Africa present opportunities for TBA to leverage, focalise and expand its Africa operations into the region• As one of the world’s leading frontier markets, TBA recognises the potential that Eastern Africa presents and is currently developing this market in line with its main Africa operations The Beijing Axis 10
  12. 12. Geographic Coverage in our Chosen Markets (IV)Synergistic China Cross-border Business Solutions to/from Selected Niche MarketsSingapore• Singapore is a leading trading hub in Asia for the world and is a strategic beachhead to capture the general growth story of the entire Asian region• TBA believes that Singapore, with one of the world’s busiest ports in operation, will be strategically important for TBA to grow further• The economic and political stability of Singapore offers TBA the opportunity to pursue growth in a sustainable manner The Beijing Axis 11
  13. 13. The Beijing Axis Sector FocusIndustry & Sector ExperienceExtractive• Energy and resources• Raw material processing and beneficiation• Agriculture and agri-processingIndustrial & Manufacturing• Heavy engineering, machinery, and light industrial manufacturing• Infrastructure (construction, power, transport)• Retail, apparel and footwear• Renewable energy• AutomotiveServices• Consulting, engineering and professional services• Financial services• Logistics• Information technology and communication The Beijing Axis 12
  14. 14. The Beijing Axis’ Points of DifferentiationTBA’s significant experience creates competitive advantages in five main areas: People, Processes,Knowledge, Track Record and Guanxi • Multinational team of professionals holding appropriate qualifications in the fields of Economics, Business or Engineering with relevant experience from leading Chinese and international institutions People • Exceptional base of skills, knowledge, cultural astuteness and language abilities • Varied backgrounds and good team composition comprising generalists and specialists • Solid standardised processes and operating procedures • Rigorous training systems for existing and new personnel Processes • Risk management orientation • Service quality control procedures at all levels • Dedicated knowledge management (KM) department and staff utilising best practice KM processes and tools Knowledge • Systematic post-project experience integration • Data benchmarking for selected industries • Extensive client lists – large international and Chinese blue chip MNCs and SMEs Track Record • Comprehensive list of varied projects (across industries and function) • References reflect high client satisfaction • Extensive networks among Chinese industry associations, trade associations, ministries, academic institutions and individual ‘Guanxi’ companies • Long-established personal connections and relationships The Beijing Axis 13
  15. 15. Agenda1. Firm Overview2. Our Businesses • Beijing Axis Commodities • Beijing Axis Capital • Beijing Axis Procurement • Beijing Axis Strategy3. Key Clients4. Key People & Contacts5. Appendices • Case Studies • TBA Publications The Beijing Axis 14 The Beijing Axis 14
  16. 16. Beijing Axis Commodities Beijing Axis Commodities Beijing Axis Beijing Axis Procurement Beijing Axis Beijing Axis Commodities Beijing Axis Capital Capital Beijing Axis Procurement Beijing Axis Strategy Strategy • Commodity Marketing • Comprehensive Procurement • Commodity Marketing • Commodity Procurement • Transaction Origination • Transaction Origination • Comprehensive Procurement Solutions • Strategy Formulation • Strategy Formulation • Commodity Procurement • Corporate Finance • Corporate Finance Solutions • Strategy Implementation • Strategy Implementation Advisory Advisory The Beijing Axis’ Knowledge & Network Synergies The Beijing Axis’ Knowledge & Network Synergies • Supports commodity producers with their international marketing efforts and the structuring of off-take agreements • Assists commodity consumers with their procurement efforts in securing supply • Assists in arranging financing in selected cases The Beijing Axis 15
  17. 17. Beijing Axis CommoditiesServices CapabilitiesMarketing Solutions • Strategic sector/industry intelligence • Customer Analysis and Identification • Analytical capacity to develop strategic sector view • Valuation Contract Negotiation (including off-take • Experienced and professional team agreements) and on-site inspections • Key relationships and networks • Credibility and influenceProcurement Solutions • Transaction Support, Risk and Payment Management • Execution know-how • Logistics Arrangements / Assistance • Experience curve and track record • Soft skills to mitigate cross-border risksFinancing Solutions • Partnerships with third-party service providers • Financing Support via Financial Institutions • Strong negotiation skills and cultural sensitivity The Beijing Axis 16
  18. 18. Beijing Axis Commodities – Services (I)Marketing: Customer Analysis / Identification / Engagement, Negotiation & Support• Marketing Solutions by assisting commodity producers to locate reliable commodity buyers, including leading traders, end-users in China, and other niche markets. Beijing Axis Commodities’ marketing solutions include: - Off-take arrangements - Customer analysis and identification - Customer engagement - Contract negotiation and agreement finalisation - Transaction facilitation and risk management - Agency services The Beijing Axis 17
  19. 19. Beijing Axis Commodities – Services (II)Procurement: Supplier Analysis / Identification / Engagement, Negotiation, Logistics, Due Diligence• Procurement Solutions by assisting commodity buyers from China and other niche markets to locate reliable commodity suppliers. Beijing Axis Commodities’ sourcing solutions include: - Off-take arrangements - Supplier identification, filtering and selection - Supplier engagement - Contract negotiation and agreement finalisation - Logistics management - On-site inspections - Payment management - Transaction facilitation and risk management - Agency services The Beijing Axis 18
  20. 20. Beijing Axis Commodities – Services (III)Financing: Analysis, Structuring, Facilitation and Risk Management• Financing Solutions by collaborating with both domestic and international financial institutions to facilitate the financing of transactions for both producers and buyers - Analysis of clients’ financial specifications - Structuring assistance for financial transactions - Fundraising assistance and implementation support - Overall transaction risk management The Beijing Axis 19
  21. 21. Beijing Axis Commodities – Product FocusProduct Categories• Energy Thermal coal• Ferrous Steel & steel products; Iron ore; Coking coal; Chrome (ore, concentrate); Manganese• Non-ferrous Magnesium; Copper (ore, concentrate, cathodes); Lead; Zinc; Nickel; Cobalt; Lithium• Others Scrap metal The Beijing Axis 20
  22. 22. Agenda1. Firm Overview2. Our Businesses • Beijing Axis Commodities • Beijing Axis Capital • Beijing Axis Procurement • Beijing Axis Strategy3. Key Clients4. Key People & Contacts5. Appendices • Case Studies • TBA Publications The Beijing Axis 21 The Beijing Axis 21
  23. 23. Beijing Axis Capital Beijing Axis Commodities Beijing Axis Capital Beijing Axis Procurement Beijing Axis Strategy • Commodity marketing • Transaction Origination • Comprehensive Procurement • Strategy Formulation • Commodity procurement • Corporate Finance Solutions • Strategy Implementation Advisory The Beijing Axis’ Knowledge & Network Synergies • Provides independent corporate finance advisory and transaction services • Has a China-specific approach underpinned by international and Africa-specific knowledge and experience • Leverages on China knowledge and global networks to advise clients on cross-border acquisitions, disposals, joint venture transactions and fund raising The Beijing Axis 22
  24. 24. Beijing Axis CapitalServices CapabilitiesTransaction Origination • Strategic sector/industry intelligence • Strategic Assessment • Analytical capacity to develop strategic sector view • Target Identification, Selection & Approach • Experienced and professional team • Strategic Marketing • Key relationships and networks • Transactional Solutions • Credibility and influenceCorporate Finance Advisory • Execution know-how • Analysis & Due Diligence • Experience curve and track record • Valuation & Structuring • Soft skills to mitigate cross-border risks • Transaction Management • Partnerships with third-party service providers • Negotiations, Documentation & Transaction Completion • Debt Advisory • Post-transaction Support The Beijing Axis 23
  25. 25. Beijing Axis Capital – Services (I)Transaction Origination • Strategic Assessment by leveraging our strong analytical capabilities and comprehensive sector knowledge across several regions. Thus we are well positioned to provide innovative and advantageous cross-border acquisition and divestment strategies • Target Identification, Selection and Approach by identifying potential partners/targets and applying a customised filtering process in order to acquire and approach a shortlist of potential purchasers or buyers for maximising the likelihood of a successful transaction • Strategic Marketing by assisting international companies in promoting their investment opportunities to the most suitable Chinese investors, and assisting Chinese companies in identifying strategic projects that will add value to their current investment strategies • Transactional Solutions by drawing on our thorough understanding of cross-cultural and cross-regional circumstances that affect deal structuring. We advise our clients on designing appropriate deal structures and recommend the best transactional solution The Beijing Axis 24
  26. 26. Beijing Axis Capital – Services (II)Corporate Finance Advisory • Analysis and Due Diligence by providing services of financial due diligence on target companies in order to help clients achieve a comprehensive understanding of all aspects of their targets’ financial outlook, as well as to identify any potential risks • Valuation and Structuring where a thorough understanding of a business’ value and sound financial modeling can be critical to a transaction’s pricing and structuring, hence we assist with negotiations and with identifying potential synergies • Transaction Management by providing assistance and advice for the coordination and management of transactions from initial phases to completion • Negotiation, Documentation, Transaction Completion by providing advice and operational assistance for the negotiation of prices, terms and conditions. We also assist with the documentation aspects of the transaction • Debt Advisory by assisting clients to raise Chinese financing such as export financing of Chinese capital goods, structured commodity finance, acquisitions and project finance • Post-transaction Support by advising on how to interact with local governments, communities and employees. We also provide logistical support for projects and operations abroad The Beijing Axis 25
  27. 27. Beijing Axis Capital We focus on developing long-term We combine an in-depth relationships & providing consistent understanding of China with service to our clients based on corporate finance expertise to senior level involvement at all provide informed & tailored advice stages of a transaction to our clients Trust Knowledge Experience Partnership Our specialist senior team provides Wholly owned by our partners and first-class investment experiences employees, Beijing Axis Capital based on an unrivaled knowledge of creates a strong partnership ethos the Chinese industrial landscape that ensures greater teamwork, and strategic intent commitment and focus for business excellence The Beijing Axis 26
  28. 28. Beijing Axis Capital – African CapabilityJoint Venture – Cadiz Beijing Axis Structure Beijing Axis Capital Cadiz Corporate Solutions China – Africa Leading China-focused international Corporate Finance Leading South African specialist financial advisory firm with global reach and China group with African reach, sector/industry knowledge and expertise Solutions expertise and proven track record • In 2009, Beijing Axis Capital entered into a JV agreement with Cadiz Corporate Solutions of South Africa • Cadiz Beijing Axis is the perfect corporate advisor for companies in search of capital investment from China, and for Chinese companies in search of investment opportunities in the African continent • Cadiz Beijing Axis leverages Cadiz’s multi-disciplinary approach to corporate finance advisory and Beijing Axis Capital’s China knowledge, expertise and presence The Beijing Axis 27
  29. 29. Cadiz Financial Solutions Group: Cadiz is a leading South African financialservices groupOverview Recognition• Founded in 1993, the group specialises in research and trading in the equity derivatives and fixed income markets, quantitative research, stock-broking, prime broking, asset • Ranked 4th in the 2008 annual Chivas Dealmakers management and structured solutions for the corporate, rankings of M&A investment advisors (ahead of institutional and retail markets Morgan Stanley, JP Morgan, UBS, Standard Bank, Deutsche Bank, Investec, Citigroup, PwC, E&Y)• Cadiz Corporate Solutions specialises in: - Mergers and Acquisitions - Corporate Restructuring • Ranked 7th in terms of transaction value in the 2008 Investment Advisor Mergers & Acquisitions survey by - Capital Raising Ernst & Young - Black Economic Empowerment • Ranked 1st as an Independent Firm - Derivative Strategies• Strategic fit with The Beijing Axis The Beijing Axis 28
  30. 30. Agenda1. Firm Overview2. Our Businesses • Beijing Axis Commodities • Beijing Axis Capital • Beijing Axis Procurement • Beijing Axis Strategy3. Key Clients4. Key People & Contacts5. Appendices • Case Studies • TBA Publications The Beijing Axis 29 The Beijing Axis 29
  31. 31. Beijing Axis Procurement Beijing Axis Commodities Beijing Axis Capital Beijing Axis Procurement Beijing Axis Strategy • Commodity Marketing • Transaction Origination • Comprehensive Procurement • Strategy Formulation • Commodity Procurement • Corporate Finance Solutions • Strategy Implementation Advisory The Beijing Axis’ Knowledge & Network Synergies• Comprehensive full-service procurement office for clients that are not in China/Asia; and a supporting procurement office to augment and ‘fill in’ for those that have an Asian presence• Provide strategic, operational and transactional support for procurement for capital projects, equipment and commodities. Recently added trading capability to cater to clients’ needs• Offer intelligent China procurement solutions that balance total cost, delivery time and quality in a way that minimises risks• Hold significant experience several product areas i.e. sourcing of raw materials, finished goods, specially engineered equipment and services• China the main key supply market but have a demonstrated capacity in India and SE Asia and selected other markets• A client base revolving around resource-rich industrial nations such as South Africa, Australia, Brazil, and Russia The Beijing Axis 30
  32. 32. Our Services in Detail - Beijing Axis Procurement provides comprehensiveprocurement services across the supply chain with a focus on cost savings,quality control and on-time deliveryServices CapabilitiesAnalysis • Transactional procurement for owner’s teams offering comprehensive & integrated services• Initial Scoping, Supplier Evaluation, Due Diligence and Final Selection • Full in-house commercial, technical and logistics coverageEngagement • Wide but focused category coverage• Supplier Engagement, Client Visits, Testing and • Risk management orientation Standards, Commercial Process and Contracting • Robust, ‘owned’ methodology • Research & market intelligence basedProcess • Significant experience curve• Transaction Monitoring, Quality Assurance, Expediting, Third Party Management and Logistics • Synergies with Beijing Axis Strategy & Beijing Axis Capital The Beijing Axis 31
  33. 33. Beijing Axis Procurement has a tried and tested service delivery platform & methodology for sourcing Service Delivery Platform & Methodology • Overall Project Management • Holistic Risk Management Strategic Sourcing • Strategic Relationship Management 1 2 3 4 Analysis Procurement needs analysis Systematic Supplier Supplier Initial scoping, supplier evaluation,Analysis and China industry evaluation by pre-qualification, due diligence and final selection, procurement search application due diligence and localization strategy and competitive & supplier of high level & final analysis identification filters selection planning Total Life Cycle Modelling 5 6 7 8 Supplier Engagement Supplier Site Commercial Supplier engagement, engagement, inspections, Negotiation, process, tender contractingOperational Procurement Process client visits, testing, application of RFQ & sample evaluation tendering testing & & contract detailed filters and negotiation management (SOI, RFP) standards 9 10 11 12 Support Management & Supply Chain Supplier Process Management Management & Supply Chain Quality mgmt. Coordination & Transaction monitoring, quality Support Transaction (QA/QC), Logistics assistance on site assurance, expediting, 3rd party monitoring Expediting & (material mgmt., management and logistics 3rd party commissioning, mgmt. etc.) Localization Strategy and Implementation The Beijing Axis 32
  34. 34. Beijing Axis Procurement Services in Detail (I) Analysis Engagement ProcessAnalysis: Initial Scoping, Supplier Evaluation, Due Diligence and Final Selection• Procurement Needs Analysis and China Procurement Competitive Analysis to establish the feasibility and potential of the undertaking, culminating in initial cost models and target lists• Systematic Industry Search and Supplier Identification to select optimal project methodology and compile universe list of all potential candidate suppliers• Supplier Evaluation with application of high-level filters to critically assess the strengths and weaknesses of suppliers, especially verifying their export performance• Supplier Pre-qualification, Due Diligence and Final Selection to test advanced suppliers by means of detailed questionnaires and probing site visits before selection, undertaken in collaboration with clients The Beijing Axis 33
  35. 35. Beijing Axis Procurement Services in Detail (II) Analysis Engagement ProcessEngagement: Supplier Engagement, Client Visits, Testing & Standards, Commercial Process & Contracting• Supplier Engagement, RFQ and Tendering (SOI, RFP) by implementing a competitive bidding process to elicit quotations while controlling the quality of deliverables• Site inspections, Sample Testing and Standards by inspecting manufacturing sites for standard operating procedures evaluation based on technical specifications and test; by expedited sample testing and by ensuring compliance with international quality standards• Tender Evaluation to ensure offer completely accords with client needs based on commercial and technical evaluation, followed by negotiations geared toward attaining the best offer the supplier can deliver• Commercial Process, Contracting and Contract Management to frame contract parameters while identifying potential risks and external factors to inform contract drafting and expedite signing process The Beijing Axis 34
  36. 36. Beijing Axis Procurement Services in Detail (III) Analysis Engagement ProcessProcess: Transaction Monitoring, Quality Assurance, Logistics, On-site Coordination & Assistance • Transaction Monitoring by assisting the client with purchasing orders, maintaining effective communication between all parties while regularly checking manufacturing progress and monitoring the payment process and transaction flow • Quality Management (QA/QC), Expediting and Third Party Management - By assigning a working group of experienced Beijing Axis Procurement quality management experts - By conducting quality management to meet client’s specifications and international quality standard requirements (ISO, etc.) - By identifying a suitable service provider as Beijing Axis Procurement can conduct comprehensive third party management • Logistics Management either with Beijing Axis Procurement’s own service partners with whom Beijing Axis Procurement has established relationships and is able to obtain favourable rates, or by managing the client’s shipping agencies • On-Site Coordination and Assistance (Material Management, Commissioning, etc.) for which Beijing Axis Procurement can dispatch specialised staff members to ensure effective equipment installation on-site The Beijing Axis 35
  37. 37. Beijing Axis Procurement Functional Team Organogram Group Managing Director / Associate DirectorGroup Management Regional Directors General Manager TBA Global Managers Quality Manager (India, Myanmar, Australia) Project Manager Strategy Commercial QA/QC, Logistics Finance Administrative Formulation and Expediting, Support Knowledge Supervision ManagementProject Delivery Senior Engineer Strategy Logistics Financial HR Specialists Consultants Coordinator Specialists Inspection Engineer Procurement Mild Ocean TBA Corporate Research Analysts Accountants Specialists Expeditor Partnership Staff LCC Analysts Assistant Procurement Specialists Support from TBA Strategy Core Procurement Function Support from TBA Corporate The Beijing Axis 36
  38. 38. Prequalified Suppliers Database (I) - TBA maintains its reputation bystandardising the procedures of selecting reliable suppliers with long termrelationship interestsSelection Procedure Expression of Request for Long-Term Database Interest Proposal Contract Management Suppliers qualified for Suppliers approved to Ongoing supplier RFP based on: supply based on: management includes: • Capacity • Testing of samples • Meeting compliance • Techniques • Offers • Measuring performance • Manufacturing practices • Meeting standards & • Ongoing sample testing customer specifications • Track records Database + Research The Beijing Axis 37
  39. 39. Prequalified Suppliers Database (II) - TBA maintains its reputation bystandardising the procedures of selecting reliable suppliers with long termrelationship interestsTBA Supplier Database Overview Others: 11% Mining and Over 300 Processing: 25% 700+ Pre-Qualified Visited & Assessed Steel: 23% TBA’s Pre-Qualified 1800+ Supplier Suppliers Database Identified Chemical: 15% Machinery: 7% Construction: 9% Energy: 10% The Beijing Axis 38
  40. 40. Quality Management - TBA takes a holistic approach to qualitymanagement—to deliver on clients expectations and specifications on timeOur Approach TBA Quality Management Procurement Manufacturing Service Supplier Quality Manufacturing Quality Customer Service Quality • Supplier audit • Due diligence / inspection • Client issues & complaints management • Failure analysis • Safety management • Client needs and specifications • Supplier corrective measures • Standards testing management • Supplier database management • Equipment calibration • Documentation control • Documentation control • Conformance testing Internal + 3rd Party Management The Beijing Axis 39
  41. 41. Standards Management - TBA utilises its experiences and expertise inmanaging standards issues across the entire engagement processTBA Standard Management Flow • Determine and verify the clients needs and specifications Customer Specification • Check for the required standards to meet the clients specifications i.e. ISO Analysis • Establish relevant standards • Locate and shortlist potential suppliers utilising TBA supplier database and experience Potential Supplier • Engage with the customer and discuss the product, specifications, and standards Identification • Check and confirm standards adherence • Sample test for standard requirements Standard Testing • If the test is successful, engage in further discussion for procurement procedure and in & negotiations Confirmation • If the test is unsuccessful, go back to Potential Supplier Identification and repeat process The Beijing Axis 40
  42. 42. Intellectual Property Management - TBA provides services and solutions in amulti-faceted manner to protect clients’ assets including intellectual propertyOur Approach • Evaluate potential threats to the intellectual property of the client IP Risks Analysis • Analyse to mitigate the risks involving intellectual property Reliable Counterparty • Identify and engage with reliable counterparties based on TBA experience Identification • Discuss and address issues involving intellectual property protection measures Overall Risk • Deal with the top law firms in dealing with intellectual property issues Management • Adopt thorough documentation controls • Keep track of potential threats to intellectual properties to protect the client Monitoring • Include intellectual property controls in evaluating counterparties The Beijing Axis 41
  43. 43. Negotiation & Procurement - TBA’s expertise in negotiation and procurementenables the establishment of efficient and value-adding strategic sourcingOur Approach• Provide the benefits of a best-in-class negotiation and procurement process with strict process discipline• Negotiate towards the best prices, payment terms, discounts, price protection clauses and other value-adds available in today’s market• Strive for a balance between the lowest price with the specifications matched for the client and vendor needs such as supply chain transparency, improved forecast and price reliability and rewards for the value delivered • Leading Supplier Negotiations • Strategic Sourcing Processes • Improvement of Supplier Terms and Key Deliverables Conditions • Global Pricing Visibility • Pricing and Volume Targets The Beijing Axis 42
  44. 44. Beijing Axis Procurement – Product Categories (I): Beijing Axis Procurementhas significant experience in sourcing raw materials, components, finishedgoods, specially designed/engineered equipment and services from ChinaPrimary Industry• Mining (Extractive) Draglines; Electric shovels; Hydraulic shovels; Blasthole drills; Mining trucks; Continuous miners; Longwall shearers; Armored face conveyors; Roof support systems• Mining (Processing) Grinding mills; Centrifuges; Crushers; Filters; Flotation equipment; Hydro extractors and supplies; Magnetic separators; Screens; Screw classifiers; Thickeners; Chemicals; Conveyor belting, idlers and rollers; Drill bits; Grinding media; Mill accessories; Pipes and fittings; Rope, wire and steel cables; Pump spares; Bearings; Safety equipment; Vehicle spares• Agriculture Tractors; Silos; Cultivators; Mowers; Feed processing machines; Harvesters• Forestry Log splitters; Wood chippers; Log saws; Wood pellet mills; Disk wood chippers; Log loaders The Beijing Axis 43
  45. 45. Beijing Axis Procurement – Product Categories (II): Our core sourcing focus ison the Chinese mining and resources sector, as well as China’s industrial andengineering sectorsSecondary Industry• Building Materials • Power and Electrical Equipment Cement; Steel structures; Pipes and fittings Turbines; Transformers; Substations; Generators;• Chemicals Switchgear; Electrical cables; Solar panels; Solar heaters; Power tools Alkali; Polyethylene; Polypropylene; Reagent; Rubber • Steel Vessels and Structures• Construction Tools and Machinery Agitators; Furnaces; Heat exchangers (stainless steel and Bulldozers; Compactors; Cranes; Excavators; Hoists; carbon steel); Pressure vessels (stainless steel and Loaders carbon steel) and boilers; Tanks, towers and stacks• Material Handling Equipment (stainless steel and carbon steel); Structural steelwork Conveyors; Cranes; Hoists; Feeders and apron feeders; • Vehicles Forklifts; Locomotives; Rapid wagon loaders and dumpers; Trucks; Trailers; Rolling stocks; Locomotives Ship loaders; Stackers and reclaimers; Train loaders and unloading systems; Vehicles (earthmoving trucks, etc.) • Other Manufacturing Machinery• Mechanical Parts and Fabrication Services Blowers; Boilers; Compressors and air systems; Pumps; Machine tools and accessories; Metal processing Bearings; Power transmission; Flanges; Gaskets; Moulds; machinery and parts; Food processing machinery; Valves; Fittings Pharmaceutical product machinery; Packaging material and processing machinery The Beijing Axis 44
  46. 46. Agenda1. Firm Overview2. Our Businesses • Beijing Axis Commodities • Beijing Axis Capital • Beijing Axis Procurement • Beijing Axis Strategy3. Key Clients4. Key People & Contacts5. Appendices • Case Studies • TBA Publications The Beijing Axis 45 The Beijing Axis 45
  47. 47. Beijing Axis Strategy Beijing Axis Commodities Beijing Axis Capital Beijing Axis Procurement Beijing Axis Strategy • Commodity Marketing • Transaction Origination • Comprehensive Procurement • Strategy Formulation • Commodity Procurement • Corporate Finance Solutions • Strategy Implementation Advisory The Beijing Axis’ Knowledge & Network Synergies• A cross-border, practical and multicultural team of business strategists• Supports international firms as they act in unfamiliar territory in China and Chinese firms as they venture out and ‘go global’• Helps clients enter new markets by formulating and implementing innovative and pragmatic business strategies in a manner that adds value and mitigates risks• Equipped with the best analytical tools to dissect and develop practical solutions to complex challenges that are inherent to business operations (Strategy Formulation)• Ensures that clients’ strategic milestones are executed (Strategy Implementation)• Utilises The Beijing Axis’ international presence and adheres to its service philosophy of professionalism, relationships and solutions The Beijing Axis 46
  48. 48. Beijing Axis StrategyServices CapabilitiesStrategy Formulation • Strong analytical & problem solving capacity• Market Intelligence & Research • Sound project planning skills• Competitive Landscape & Industry Analysis • Research and project methodology development know-how• Market Entry & Partnering Strategy • Information source development and management know-• Marketing, Networking & Partnerships Assistance how • China knowledge • Learning system and knowledge management philosophyStrategy Implementation • Experience curve & track record• Project Implementation Assistance • Sound judgment• Business Development & Relationship Management • Applied knowledge, project and deal experience• Export and Market Development• Operational Support• Negotiation The Beijing Axis 47
  49. 49. Beijing Axis Strategy – Problem Solving Methodology Strategy Implementation Strategy Formulation 8. Management 1. Assessment and Definition • Manage and strengthen business relationships • Separate problem into distinct non-overlapping components on behalf of client • Define structural frameworks for implementation • Manage sales 1 2. Workflow Planning 8 2 7. Development • Project manager allocates responsibilities, sets project tasks • Organise promotion initiatives and public relations • Team members individually or collectively implement events on behalf of client Beijing research tasks • Develop business relationships Axis 3 7 • Re-assess strategy based on performance Strategy 3. Analysis • Desk research strategies for locating the best quality 6. Engagement information 6 4 • Interview strategies and field research • Design implementation plan and define clear objectives • Produce and customise marketing materials • Overall knowledge management 5 • Engage clients at a preliminary level 4. Synthesis • Filter relevant information; prove/disprove initial hypotheses 5. Communication • Turn analysis into conclusions and recommendations • Convey recommendations to client in simple yet • Generate end-product addressing client’s business needs comprehensive manner • Complement presentation with face-to-face interaction with client The Beijing Axis 48
  50. 50. Beijing Axis Strategy - Services (I): Beijing Axis Strategy’s strategyformulation and implementation services are multi-faceted & combination ofinnovative solutions, specifically tailored to business needsStrategy Formulation• Market Intelligence and Research: We assist our clients to determine the potential of the market and to provide an understanding of its evolving opportunities and threats as they relate to the strengths and weaknesses of the client• Competitive Landscape and Industry Analysis: To support effective strategies, we analyze the competitive environment on behalf of our clients. We establish a comprehensive body of knowledge about Chinese and foreign competitors’ products, prices, quality, channels, processes, people, systems and services, etc., to identify areas of competitive advantage• Market Entry and Partnering Strategy: There is no single strategy to fit all companies, products and markets. The viability of the entry strategy will depend on taking the right approach to a range of issues. We assist our clients in choosing the best approach to enter the market• Marketing, Networking and Partnership Assistance: We provide assistance to locate the right channel-to-market, i.e. the best distributor with the most appropriate channels for marketing and networking, or to establish the right strategic alliance in China (equity JV, contractual JV, etc.). We offer a systematic approach to identify the right partners and stakeholders The Beijing Axis 49
  51. 51. Beijing Axis Strategy - Services (II): We help our clients enter new marketsby formulating and implementing innovative and pragmatic businessstrategies that add value and mitigate risksStrategy Implementation• Project Implementation Assistance: Designing a detailed China-tailored business plan, dedicating sufficient resources to its implementation and constant reassessment and improvement are key for achieving your China goals. We partner with our clients to maximise their China presence, increase their sales, as well as attain other objectives• Business Development & Relationship Management: We assist our clients in leveraging network-enabled processes and activities to optimise the relationship between the organisation and their China-related business networks, including customers, suppliers, partners and government bodies• Export and Market Development: We provide representation services for organisations that require official representation in China so as to be able to better engage local opportunities, source local products as well as enhance their global business profile• Operational Support: For comprehensive and complete on-the-ground services, we arrange meetings with partners and clients, key corporate players, industry associations and business schools; conduct hotel arrangements, transportation, interpretation and translation; and provide information on the do’s and donts of doing business in China The Beijing Axis 50
  52. 52. Beijing Axis Strategy Functional Team Organogram Group Managing DirectorGroup Management Regional Directors Associate Director, General Manager Senior Manager (Project Manager) Procurement and Project Team Finance Administrative Technical Support Knowledge Management Lead ConsultantProject Delivery Financial Engineers Consultants HR Specialists Specialists Procurement TBA Corporate Accountants Specialists Analysts Researchers Staff Support from TBA Procurement Core Strategy Function Support from TBA Corporate The Beijing Axis 51
  53. 53. Agenda1. Firm Overview2. Our Businesses • Beijing Axis Commodities • Beijing Axis Capital • Beijing Axis Procurement • Beijing Axis Strategy3. Key Clients4. Key People & Contacts5. Appendices • Case Studies • TBA Publications The Beijing Axis 52 The Beijing Axis 52
  54. 54. Major Chinese / Asian Clients Commodities Capital Procurement Strategy Ministry of Foreign Affairs of the People’s Republic of China The Beijing Axis 53
  55. 55. Major African Clients (I) Commodities Capital Procurement StrategyThe KBH Group R. G. Maintenance Services The Beijing Axis 54
  56. 56. Major African Clients (II) Commodities Capital Procurement Strategy KBMS The Beijing Axis 55
  57. 57. Major Australian Clients Commodities Capital Procurement Strategy The Beijing Axis 56
  58. 58. Major Latin American Clients Commodities Capital Procurement Strategy Brazilian Embassy in Beijing The Beijing Axis 57
  59. 59. Major Russian / CIS Clients Commodities Capital Procurement Strategy The Beijing Axis 58
  60. 60. Major Other Regions Clients Commodities Capital Procurement Strategy The Beijing Axis 59
  61. 61. Agenda1. Firm Overview2. Our Businesses • Beijing Axis Commodities • Beijing Axis Capital • Beijing Axis Procurement • Beijing Axis Strategy3. Key Clients4. Key People & Contacts5. Appendices • Case Studies • TBA Publications The Beijing Axis 60 The Beijing Axis 60
  62. 62. The Beijing Axis People – Group Leadership (I)Kobus van Cheryl Tang Matt Lilian Lucader Wath PieterseFounder & Group GM: China Non-executive Non-executiveManaging Director MD, Beijing Axis Director Director CommoditiesPrevious experience Previous experience Previous experience Previous experience• Senior Consultant: BCG • Account Manager for a China- • Assistant Director: UBS (Zurich • Consultant: McKinsey & Co.• Head of Investment Strategy for based international advertising and London) and • Director of Strategy: Wimm-Bill- Asia Pacific (Singapore) & agency Cré dit Agricole Indosuez Dann, Russia Emerging Market Strategist • Marketing Communication (Paris and London) • Commercial Director: Ratimir, (London), Standard Chartered Manager: Chinese IT company • Director: CREATE, UK VC Fund Vladivostok – Russia Bank • Entrepreneur• Strategist: Standard Merchant Bank, SA• Economist: SA Reserve BankEducation Education Education Education• MSc (Curtin, Australia) • Certified Purchasing Manager • BCom Investment Management • MBA (INSEAD, France)• MBA (INSEAD, France) • MBA (Birmingham, United (University of Johannesburg, • BA Economics, International• BCom Economics, Psychology Kingdom) South Africa) Relations (AUBG, Bulgaria) (JHB, South Africa) • BA Marketing (Comm. University of China, China) • Fluent in English and Afrikaans • Fluent in English, Russian and• Fluent in English, Afrikaans and Romanian. Speaks basic Dutch. Speaks basic Mandarin • Fluent in English, Mandarin and Mandarin & French Shanghainese The Beijing Axis 61
  63. 63. The Beijing Axis People – Group Leadership (II)Dirk Kotze Javier Cuñ at Haiwei Sheldon Li HuangDirector & GM, Associate Director Associate Director General Manager,Africa Beijing Axis(Johannesburg) ProcurementPrevious experience Previous experience Previous experience Previous experience•Senior Consultant: CRU, China • Project Consultant: Beimad •Senior Manager: The Beijing •Procurement Manager: Ausenco•General Manager, China: The Investment Services, Grandall Axis, China Beijing Ltd., China Beijing Axis, China Legal Group •Consultant: The Beijing Axis, •Project Manager: Beijing GEA•Due Diligence Officer: Capitec • Finance Manager: Fermax China Energietechnik, China Bank, South Africa Electronics Beijing Branch •Team Leader, Project Manager: •Fabrication and Purchasing • Market Analyst: IVEX, Beijing CHINT, China Manager: BOKELA GmbH Rep. Office •Sales and Marketing Consultant: Beijing, China HuaQi Telecom, China •Deputy General Engineer: China Airport Construction Group Corporation, ChinaEducation Education Education Education • EMBA (Tsinghua-INSEAD)• MBA (Peking University, China) (current study) • BA (Hons) Business •C.P.M, ISM• BCom Law (University of Cape • BA Economics, (University of Administration (London South •BS Mechanical Design and Town, South Africa) Valencia, Spain) Bank University, United Manufacturing (Tsinghai • BA Business Management, Kingdom) University, China) (Katholieke Universiteit Leuven, Belgium)• Fluent in English, Afrikaans and • Fluent in English, French, •Fluent in Mandarin, English and • Fluent in Mandarin and English Mandarin Spanish and speaks Mandarin Shanghainese The Beijing Axis 62
  64. 64. The Beijing Axis People – Team LeadershipWilliam Rebecca Yin Barbie CoDey-ChaoSenior Manager, Project Manager, Manager,Beijing Axis Beijing Axis Marketing andStrategy Procurement Sales Planning• Risk Officer: Santander Bank, • Analyst, Senior Analyst, • Analyst and Consultant: The USA Consultant and Senior Beijing Axis, China• Data Entry Coordinator: MMM Consultant: The Beijing Axis, • Project Assistant: TravelPeople Healthcare, USA China Magsaysay Group, Philippines• Fluent in English and Spanish. • Fluent in Mandarin and English • Fluent in English, Mandarin and Speaks Mandarin Filipino. Speaks French and MinnanKevin Zhou Andrew Li-Chia Ou KagoroManager, Project Senior Consultant, Group Finance Beijing AxisExecution and Consultant StrategyService Delivery• Sourcing and Trading Manager: • Manager - Bus. Transformation: • China Analyst: Open Source Sinoconnect Sarl, China Lenovo, Singapore Center: STG, USA• Project Manager: Poly, China • Audit Engagement Manager: • Budget Analyst: QinetiQ North• Trading Analyst: China PwC, Singapore America, USA Construction Bank, China • Audit Associate: E&Y, • Budget Analyst: Irving Burton• Fluent in Mandarin and English. Zimbabwe Associates, USA Basic Cantonese • Fluent in English and Shona. • Fluent in English and Mandarin. Speaks basic Mandarin Basic German The Beijing Axis 63
  65. 65. Agenda1. Firm Overview2. Our Businesses • Beijing Axis Commodities • Beijing Axis Capital • Beijing Axis Procurement • Beijing Axis Strategy3. Key Clients4. Key People & Contacts5. Appendices • Case Studies • TBA Publications The Beijing Axis 64 The Beijing Axis 64
  66. 66. Beijing Axis Commodities – Case Study 1: Off-take Arrangement for anASX-listed Mongolian Coal MinerProject OverviewThe services of The Beijing Axis were requested by an active Korean-owned company registered in Mongolia to secure reliable buyersof coking coal from China.ImplementationThe Beijing Axis selected a credible Chinese buyer after a thorough due diligence check, and managed subsequent client interactionswith the buyer. After engagement with both parties, The Beijing Axis drafted the sales contract and managed the transaction process.Due to the challenges in transporting Mongolian coal, The Beijing Axis also provided logistical support.OutcomeThe client signed a contract for 500,000 tons per annum. The Beijing Axis continues to manage the trading process on behalf of theclient.Additionally, the client appointed The Beijing Axis as their mandated advisor for other mineralInvestment projects, as well as for other real estate-related business.This project is on-going. The Beijing Axis 65
  67. 67. Beijing Axis Commodities – Case Study 2: Sourcing Raw Materials fromChina for an International Aluminium CompanyProject OverviewAn international aluminium company requested The Beijing Axis to locate more suitable suppliers within China to bolster their supplychain.ImplementationThe Beijing Axis scanned the numerous raw material producers in China and short-listed the country’s leading ten suppliers. By meansof a strict filtering process, including extensive communication, plant visits, price comparisons and interviews, The Beijing Axisgenerated a tendering model that effectively secured long-term suppliers and eased the bilateral transaction process in a way thatprovided the most benefit for the client.OutcomeSince the end of 2004, the client has sourced four categories of raw materials from China through TheBeijing Axis. The Beijing Axis is managing more than ten suppliers and is implementing all of therelated contracts for the client in China. The client has increased its sourcing volume from China byapproximately 20% annually, and continues to receive a quarterly report from The Beijing Axiscontaining updates on their sourcing status and relevant research on required and topical issues.This project is on-going. The Beijing Axis 66
  68. 68. Beijing Axis Commodities – Case Study 3: Chrome Sourcing from AfricaProject OverviewAn international commodities trading company appointed The Beijing Axis to initiate a sales agreement with Chinese buyers for chrome.ImplementationThrough on extensive network, The Beijing Axis was able to identify a credible and capable Chinese chrome buyer by means of arigorous selection process. The Beijing Axis assisted with all negotiations and drafted the sales agreement, paying close attention to theterms of payment – one of the most critical parts of the contract. After the contract was signed, The Beijing Axis was also involved in thetransaction’s logistics management. The Beijing Axis managed the entire transaction process mitigating the risks of all parties.OutcomeThe Beijing Axis successfully originated the deal for the client. The first shipment arrived to China fromAfrica.The transaction is on-going. The Beijing Axis 67
  69. 69. Beijing Axis Commodities – Case Study 4: Strategic Sourcing of Cobalt Orefrom AfricaProject OverviewA Chinese metal trading company was seeking reliable direct suppliers of cobalt from Africa. Considering the substantial risks involvedwith this type of procurement, the company requested The Beijing Axis to assist with market research, supplier identification, sourcingtrips and negotiations.ImplementationThe Beijing Axis conducted in-depth research on African cobalt suppliers and on their potential to trade with China. By analysing importingoptions, conducting extensive interviews and undertaking multiple visits to potential suppliers, The Beijing Axis developed a comprehensiveshortlist of suppliers. The Beijing Axis then presented a detailed report to the client with supplier recommendations and optimumtransaction models. The Beijing Axis also accompanied the client to visit all companies in the shortlist, including those in South Africa, theDemocratic Republic of Congo and Zambia, and supported the client throughout the subsequent negotiations.OutcomeThe client signed a purchase contract with the preferred supplier and discovered new businessopportunities to export copper and chrome to China. The Beijing Axis was appointed as therepresentative service provider on a retainer basis, and continues to manage the trading process onbehalf of the client. The Beijing Axis 68
  70. 70. Beijing Axis Commodities – Case Study 5: Off-take Arrangement for Pelletsfrom South AfricaProject OverviewA South African commodity trading company appointed The Beijing Axis to initiate a sales agreement with Chinese buyers for pelletsoriginating from South Africa.ImplementationBased on the analysis and understanding of the client’s request, The Beijing Axis identified a number of credible and appropriateChinese buyers for further negotiation. The Beijing Axis assisted with all subsequent negotiations and drafted the sales agreement,especially the pricing and payment terms. After the contract was signed, The Beijing Axis was also involved in the transaction’s logisticsmanagement. The Beijing Axis managed the entire transaction process while mitigating the risks of all parties.OutcomeThe Beijing Axis successfully originated the deal for the client. The first shipment arrived and wascleared.The negotiation for the second shipment is on-going. The Beijing Axis 69
  71. 71. Beijing Axis Commodities – Case Study 6: Off-take Arrangement for a MajorTSX-listed Lithium Miner in CanadaProject OverviewThe Beijing Axis was appointed by a TSX-listed lithium miner to be its off-take marketing advisor to promote its lithium carbonateproduct in China and to look for off-takers.ImplementationLeveraging on strong market entry knowledge and experience, The Beijing Axis conducted a comprehensive market study and analysisfor the client, and identified a list of the most appropriate potential off-takers. The Beijing Axis helped the client on the compilation ofrelevant marketing documentation and the formulation of engagement strategies, then subsequently approached the identifiedcompanies.TBA helped the client achieve high-level engagements with the Chinese companies’ senior management,including the leading market players. Several MOUs were achieved between the client and Chinese off-takers.OutcomeThe Beijing Axis is assisting the client through continuous communication with the Chinese party, in order tofacilitate the negotiations and finalise the cooperation structure.The project is on-going. The Beijing Axis 70
  72. 72. Beijing Axis Capital – Case Study 1: Sell-side Advisor for an Australian-listed Coal MinerDeal OverviewThe client is an ASX-listed mining company with coal assets (both coking coal and thermal coal) in Mongolia. The company isstrategically focused on prospecting and exploration to unlock the value of its existing assets while acquiring coal prospects in Mongolia.The Beijing Axis was appointed as the sell-side advisor to find strategic equity partners or acquirers for the client on both project andcompany level.Deal ExecutionAs the sell-side advisor, The Beijing Axis was responsible for the promotion of the investment opportunity, including the listed companyas well as its assets. The Beijing Axis engaged in various aspects of the transaction, including the identification, analysis and initialengagement of potential investors; arrangement of the roadshow and management meetings; as well as the negotiation with preferredinvestors.An identified investor initially acquired a minor stake in the company, after which it launched anoutright acquisition of the client. The transaction was successfully concluded. The Beijing Axis isnow advising the shareholder of the client on their other projects. The Beijing Axis 71
  73. 73. Beijing Axis Capital – Case Study 2: Advisor for Africa’s Leading HeavyEquipment ManufacturerDeal OverviewTo identify potential Chinese investors for the disposal of assets of Africa’s leading heavy equipment manufacturer and to facilitate M&Aimplementation.Deal ExecutionBased on a comprehensive understanding of the client and extensive relationships in China’s heavy engineering sector, The Beijing Axiswas able to identify a list of 14 potential investors for the client and is facilitating the communication between the two sides as theexclusive sell-side advisor. After discussion and valuation, The Beijing Axis selected the most suitable potential investors for the client,and proceeded with the arrangement of the site visit, communication facilitation, and advisory services.The Beijing Axis also provided advisory services to Chinese investors by way of a study of theAfrican market and sector analysis.Both the client and Chinese investors were satisfied with The Beijing Axis’ services during theprocess. A MOU was achieved and the deal has proceeded to the due diligence. The Chineseinvestors have requested to work with The Beijing Axis in seeking other opportunities. The Beijing Axis 72

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