Frost & Sullivan is a Growth consulting firm with offices in 40 locations around the globe –Local understanding with global context Facilitates expansion across all the stages of the growth cycle through: –Strategy consulting services –Strategic business intelligence 60 people strong African operation exclusively focussed on the continent Direct and indirect presence in 16 locations across the African continent

1. Frost & Sullivan
Taking advantage of African growth
opportunities:

2. 2
Africa Mobility: Capability Summary
 How big is the market?
 How does this market behave?
 What are the major drivers or
restraints?
 Growth of major industry verticals
utilizing automotive and
transportation?
 Major competitors in the market?
 Who are the global competitors entering
the market?
 How does the competition understand the
market?
 What are their go-to-market strategies?
 What partnerships have been formed?
 Presence of foreign vs. local operators?
 What are the customer demands/
preferences?
 Willingness to pay?
 Customer perceptions?
 Type of finance and ownership
preferences?
 NGO vs. private sector vs. government?
 Government/trade policy & legislation?
 Infrastructure development and modality
shifts?
 Major trade lanes?
 Transit costs and times influencing fleet
decision making?
 Digital disruptions influencing fleet and
logistics?
Competitor
landscaping
Voice of
customer
Market
Operational
Craig Parker
Programme
Manager, Mobility
Africa
craig.parker@frost.com
Byron Messaris
Senior Industry
Analyst, Mobility
Africa
byron.messaris@frost.com
Ryan Bax
Industry Analyst,
Mobility
Africa
ryan.bax@frost.com
Lynn Gunning
Sales Director
Africa
lynn.gunning@frost.com

3. 3
Trusted growth partner with more than 50 years of
experience
 Growth consulting firm with offices in 40
locations around the globe
– Local understanding with global context
 Facilitates expansion across all the stages of
the growth cycle through:
– Strategy consulting services
– Strategic business intelligence
 60 people strong African operation exclusively
focussed on the continent
 Direct and indirect presence in 16 locations
across the African continent

4. 4
Vision & Strategy
Focussed on all aspects of strategy and execution
related to growth and expansion
Generation Qualification Design Implementation Monitoring &
Evaluation

5. 5
Vision & Strategy
Taking an integrated approach to supporting the growth
cycle
Generation Qualification Design Implementation Monitoring &
Evaluation
ExternalInternal
Managers & Staff
Market
Pre Due Diligence
Due Diligence
Strategy Framework
Detailed Strategy
Business Case
Planning
Content Development
Roll-out
Culture & Alignment
Skills, Capabilities & Assets
Organisational Structure
Business Process & Governance
Operational Efficiency
Partners

6. 6
Partial list of Africa clients

7. 7
Africa Economic Prospects: Africa to Grow at 6% per Annum
Africa to be the 2nd most fastest growing region to 2025. GDP to Reach $4.5 Trillion.
2.4
2.9
3.6
4.5
2013 2017 2021 2025
6%
8.5
6.1
5.6
5.3
4.8
4.1
3.1
Emerging Asia
Africa
Middle East
Latin America and
Caribbean
Eastern Europe and
Central Europe
World
High Income countries
2nd
Compound Annual Growth Rate, 2013-2025 (%)Nominal GDP ($ Trillion), Africa, 2013 - 2025
Drivers of
Economic
Growth in Africa
Infrastructure Investment
(around 50% of all
investments)
Around 2x expansion in
agricultural production
buoyant Service sector (More
than 50% of GDP)
Source: IMF, World bank, African Development bank Group, Frost, and Sullivan.
Buoyant Service sector (More
than 50% of GDP)
Increase Infrastructure
Investment (as 50% of all
investments)
Around 2x increase in
agriculture production

8. 8
Improving Business Landscape in Africa
End to
Armed
Conflicts
Improved
Governance
Inflation
Reduced
from 22%
(1990s) to
8% (2000+)
Foreign
Debt
Reduction
by 35%
Budget
Deficit
Reduction
by 60%
In 15 years, Africa Adressed Many
Challenges: 2000 - 2014
Key Challenges of Today
Infrastructure: Universally seen as the
foremost inhibitor to intra regional trade
Crime & Corruption: Both in decline but
persistent deterrents to investors
China’s Interest: In almost all sectors,
Chinese players now competing
Skills Availability: Prominent & persistent
across the entire region
Power: Unavailability across the continent a
key growth inhibitor
Extreme Costs: In most oil based economies,
basic costs are prohibitive, transportation
Complex Tax, Legal and Excise: Improving
but Still a huge deterrent to investment in
many countries

9. 9
Economic Power Houses: GDP of Top 10 Countries of Africa
Top 10 countries account for around 78% of continent’s GDP. Nigeria to be a trillion dollar economy by 2025
South Africa
633.4 billion
Nigeria
1082.7 billion
Egypt
437.6 billion
Algeria
311.6 billion
Angola
289.4 billion
Kenya
218 billion
Ethiopia
162.2 billion
Morocco
159.7 billion
Libya
120.2 billion
Ghana
103.4 billion
2
1
3
4
5
6
7
8 9
10
Nominal GDP ($ Trillion), Top 10 Countries Africa, 2025
Source: IMF, World bank, African Development bank Group, Frost, and Sullivan.
Advanced
Economies of Africa
Evolving Economies
of Africa
Egypt, Nigeria, South
Africa and Algeria
Libya, Kenya,
Morocco, Ethiopia,
Ghana, Angola
Egypt, Morocco and South Africa have diversified
economies where the manufacturing and services
sector together account for more than 80% of their
GDPs. Rapid urbanization and population growth
had led to high growth in the banking, telecom, retail
and construction sectors.
Algeria, Angola, Libya and Nigeria are Africa’s oil and
gas exporters. Economic growth is linked to the
petroleum wealth of these countries.
Ghana and Kenya are agriculture and resourced
based economies. Due to increased connectivity and
mobile phone proliferation in these economies, the
telecommunications, banking, and retail sectors also
have high potential for growth.
Ethiopia is a resource based economy. Coffee
accounts for more than 60% of the country's exports
and increased investment in hydro power projects
have also lead to significant economic growth.
Advanced
Economies
Evolving
Economies

10. 10
0 1 2 3 4 5 6 7 8 9 10
1
2
3
4
5
6
7
8
9
10
Low
High
Low HighLevel of Inter regional Trade Activities
LevelofFDI
8.2%
Cote dIvoire
7.3%
Burkina
Faso
7.5%
Ethiopia
7.1%
Zambia
7.1%
Rwanda
6.8%
Tanzania
DRC
6.4%
Uganda
6.4%
Size of bubbles indicates GDP growth rate
Factors Leading to Economic Growth
Young and Upcoming Economic Hubs of Africa
High rate of return on
foreign investment
Burgeoning
Consumer
Markets
Privatization of State-owned
enterprises
Increased
openness of trade
Source: IMF, World bank, African Development bank Group, Frost, and Sullivan.
Rapid Logistical
Infrastructure
Development
Socio-
Political
Stability
8.7%
Mozambique

11. 11
$ 7.0B
19.6%
1
2
3
4
5
6
7
8
9
10
14.1%
3.3%
5.3%
6.3%
7.5%
8.0%
18.1%
$ 1.5B
TMT
$ 5.6B
$ 56.0B
$ 0.6B
$ 2.8B
$ 0.4B
4.1%
$ 1.2B
3.5%
$ 32.5B
$ 7.0B
TMT: Technology, media and telecommunications
RHC: Real estate, hospitality and construction
DIP: Diversified industrial products
CPR: Consumer products and retail
Business Services
RHC
CPR
Financial Services
Chemicals
Coal, oil and
natural gas
Automotive
DIP
Transport and
Logistics
Foreign Direct Investment (By Capital Investment) , Africa, Top Sectors, 2014
Foreign Direct Investment in Africa: Investment Attractive Sectors
TMT, financial services and CPR together accounted for more than 505 ( out of 733) FDI projects in Africa in
2014. RHC gained the maximum investment of $56B followed by coal, oil and natural gas at $32.5B
FDI capital investment in projects (2014)
Projects share (%, 2014)
Ranking is based on total number of projects (2014)
Source: IMF; World bank; African Development
bank Group;fDi Intelligence; Frost, and Sullivan.
Image Source: Frost, and Sullivan Image Library

12. 12
EXAMPLE:
Cairo
MEGA CITY
City with a minimum population of 8 million and a GDP of
$250 billion in 2025 (13 Mega Cities in 2011 and 25 Mega
Cities in 2025)
MEGA REGIONS
Cities combining with suburbs or other neighboring cities
to form regions (Population over 15 million)
MEGA CORRIDORS
The corridors connecting two major cities or Mega
Regions (60 km or more apart, and with a combined
population of 25 million or more)
MEGA SLUMS
1 million urban poor live in an area measuring just 1.5
square miles
EXAMPLE:
Lagos and Eko Atlantic
City Region
EXAMPLE:
North-South Corridor
EXAMPLE:
Kibera, Cacuaco
Four Main Trends in Urbanisation: Development of Mega Cities, Mega
Regions, Mega Corridors and Mega Slums
Source: Frost and Sullivan.

13. 13
Building the fact
foundation
Frost & Sullivan’s strategic approach to geographic
expansion
1
Shortlisting
Shortlisted markets for
deep-dive analyses
Planning Workshop
Market-entry
strategy
Deep-dive
analyses
Output
2 3
Market entry options
Market entry strategy and
strategic roadmap
Well-rounded integration
Integration and
strategic alignment
4
Internal Capabilities
Assessment
Shortlisting the 54 African
markets to the top attractive
markets based on a
combination of direct and
proxy indicators
Growth Opportunity
Workshop
Detailed analysis of the top
markets with a focus on:
• Market size, structure
and growth
• Market and legislative
dynamics
Opportunity Identification
Identifying the top target
countries for market entry
strategy development
Business Case
Development
• Commercial
• Operational
• Financial
Strategic Options
Workshop
Market Entry Options
• Green Fields
• Brown Fields
• Merger & Acquisition
• Strategic Partnerships
• Joint VentureMacro-
economic
factors &
manufacturing
industry factors
Business Case
Approval
Implementation
Framework
Manage the Change
Range: 20 to 25k Euro Range: 80 to 100k Euro Range: 70 to 120k Euro TBD