2. SUMMARY
Focuses on the possibility and challenges of
entering an emerging marketplace
Brief overview of the Ethiopian marketplace,
market reforms and policies, and also the
business environment faced by foreign
companies.
Three multinational companies, ShoeCo, CareCo,
and MedCo must choose how and whether to
enter the Ethiopian market.
3. INTRODUCTION
Three conversations in Three companies
CareCo : the purchasing power of Ethiopian
Consumers will grow
ShoeCo : labour costs in Ethiopia are low
MedCo : Demand in Ethiopia will grow
quickly for the next 15 or 20 years.
4. HISTORICAL BACKGROUND
Landlocked country
1974 – 1991 – ruled by a Soviet backed military junta
1991 – overthrew the standing government by Ethiopian
Peoples’ Revolutionary Dramatic Front (EPRDF)
EPRDF was victorious in 1995
More than 300 state-owned enterprises had been
privatised
Revised the tax code
5. INDUSTRIAL POLICY AND MARKET
OPPORTUNITIES
State-led development model
Area of state monopoly – telecommunications, power,
financial services, air transport and shipping.
Complaint about Unfair competition
New rail and roads to modern seaports in Djibouti
Attempt to protect local companies and encourage import
substitution
Media, retail, and transportation industries
Financial sector
Domestic pharmaceutical manufacturing
6.
7. Income tax exception – up to 5 years – manufacturing, agro-
processing, & production of agricultural products
Customs exemption for capital goods
2013 - 2014, the GDP growth was about 10.6 per cent, double digits.
Increased production in sugar, textiles, leather products and cement.
While 38.7% of Ethiopians lived in extreme poverty in 2004-2005, five
years later this was 29.6%, which is a decrease of 9.1 percentage
points as measured by the national poverty line, of less than $0.6 per
day.
INDUSTRIAL POLICY AND MARKET
OPPORTUNITIES (CONT…)
15. FINANCIAL ANALYSIS
CareCo Year
Addressable
market
$125M 1 2 3 4 5 6 7
Market
growth
15-20% over 10 years
(0.5%year)
- 15.00 15.50 16.00 16.50 17.00 17.50
Projected
market
share
year 1: 5% year 7: 25% 5.00 8.33 11.67 15.00 18.33 21.67 25.00
Projected
gross
margins
year 1: 60% year 7: 70% 60.00 61.67 63.33 65.00 66.67 68.33 70.00
Projected
fixed costs
Year 1: $12 year 7: $15 12.00 12.50 13.00 13.50 14.00 14.50 15.00
CAPEX $55M -
16. Total EBIT(7 years): $6.57M
-10
-5
0
5
10
15
Total EBIT
CareCo
FINANCIAL ANALYSIS
17. Strengths
• High brand awareness
• Global brand
recognition
Opportunities
• Market growth
• Increasing purchasing
power of Ethiopians
• Low labor cost
• Possible higher margins
• Tax incentives
Threats
• Competition has
established
manufacturing
• IP infringement
• Underdeveloped
infrastructure
Weaknesses
• Struggling in key
markets
• Low margins and high
custom duties when
working with local
distributors
S W
TO
SWOT ANALYSIS
20. ACTION PLAN
Find a partner with excellent access to the market
and distribution channels..
Attempt to secure credit lines with local as well as
international banks.
21. SHOECO
Footwear manufacturer
Founded in China in 1991
Wide range of casual and formal leather footwear
2003 – its own brands
In Ethiopia – imported through a local distributer
24. Strengths
• Proven track record in
local market
• Similar sociological
mentality as Ethiopia
Opportunities
• Market growth
• Increasing purchasing
power of Ethiopians
• Low labor cost
• Possible higher margins
• Tax incentives
Threats
• Government labor
regulations
• Unfair competition
• Taxation policies
Weaknesses
• Projected
financials show
negative revenues
S W
TO
SWOT ANALYSIS
27. ACTION PLAN
Continue with current local agent strategy
Research export market more in-depth to
explore other possibilities
Based on conducted research and revised
financial projections, reconsider joint venture
28. MEDCO
Founded in 1983 in UAE
Pharmaceuticals and over-the-counter medications
Offers its own generic brands or private label goods
with localised packaging
Customers – Ministry of Health, health clinics, and
private pharmacies
31. Strengths
• Lean and agile
manufacturing
• Operational Know-how
• Great efficiency
Opportunities
• Market growth
• Increasing purchasing power
of Ethiopians
• Low labor cost
• Possible higher margins
• Tax incentives
• High government
prioritization
Threats
• Counterfeiting
• Delays in production
• Poor infrastructure
• IP theft
• High competition
• Fragmentation of
distribution channels
Weaknesses
• Cultural difference
• Resistance to
organizational
change
S W
TO
SWOT ANALYSIS
33. AVAILABLE OPTIONS
Subsidiary Joint Venture
Pros Cons
Unfair
treatment
Fragmentation
of distribution
channel
Protection of
Know-how
High control
level
Pros Cons
34. ACTION PLAN
Build strong relationship with the government.
Ensure government participation as silent
partner.
The alternative is creating a Joint Venture with a
local silent partner.
35. CONCLUSION
The main challenge for Ethiopia is to continue and
accelerate the progress made in recent years
toward the MDGs.
Infrastructural facilities
CareCo – Joint Venture
ShoeCo – Local Agent
MedCo – Joint Venture
An emerging market opportunity