The beijing axis capability statement feb 2013

www.thebeijingaxis.com

The Beijing Axis Profile and Capability Statement February 2013

China-focused

International Advisory and Procurement

The Beijing Axis 1 The Beijing Axis 1

About The Beijing Axis

The Beijing Axis is a China-focused international advisory and procurement

firm operating in four principal areas: Commodities, Capital, Procurement and

Strategy. We provide international clients with integrated and China-specific

advisory services that draw upon the company’s deep China knowledge. We

also act as advisors to our clients in their international growth strategies. Our

services cover various sectors and industries, yet our core focus is on the

mining and resources, industrial and engineering sectors. The Beijing Axis was

established in 2002, and has offices in Beijing, Perth, Johannesburg, London

and Singapore.


Agenda

1. Firm Overview

2. Our Businesses

• Beijing Axis Commodities

• Beijing Axis Capital

• Beijing Axis Procurement

• Beijing Axis Strategy

3. Key Clients

4. Key People & Contacts

5. Appendices

• Case Studies

• TBA Publications

The Beijing Axis 3

The Beijing Axis (TBA)

The Beijing Axis is a China-focused international advisory and procurement firm operating in four principal areas: Commodities, Capital, Procurement and Strategy

• 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’ Knowledge & Network Synergies

Beijing Axis Commodities

•Commodity Marketing

•Commodity Procurement

Beijing Axis Capital

• Transaction Origination

•Corporate Finance

Advisory

Beijing Axis Procurement

•Comprehensive Procurement

Solutions

Beijing Axis Strategy

•Strategy Formulation

•Strategy Implementation

The Beijing Axis 4

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 5

Guiding Principles & Values: The Beijing Axis operates in a manner consistent with the highest international corporate governance standards and respects the environment to assure sustainability

Relationships

Professionalism Solutions

Cultural Astuteness

Flexibility

Client Focus

Safety & Sustainability

Quality & Adding Value

Integrity & Ethics

Principles Values

The Beijing Axis 6

Strategic Intent in our Service Delivery: Key Focus Areas of the Four TBA Synergistic Business Units


• 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

• Also assists in arranging financing in selected cases


• Provides independent corporate finance advisory and

transaction services

• Employs a specialist China-specific approach with extensive

international and Africa-specific knowledge and experience

• Following a strategic approach, leverages our China

knowledge and global networks to advise clients on cross-

border acquisitions, disposals, joint venture transactions and

fund raising


• A China/Asia-focused global procurement house

providing a comprehensive range of services across the

supply chain

• Has significant experience in sourcing raw materials,

components, engineered equipment and services from

China/Asia

• Works for clients that are doing large-scale projects and

capital expansions, as well as firms that require support

with consumable products and spares


• Provides management consulting services to CEOs and senior

executives in the areas of strategy formulation and strategy

implementation

• Works both to support clients’ planning processes but also

engages by means of active interventions to drive

implementation initiatives

• Has worked with clients across multiple industries,

geographies and areas of the value chain

The Beijing Axis 7

China Cross-border Services in Detail

Beijing Axis Strategy Beijing Axis Procurement Beijing Axis Capital

Strategy Formulation

• Market Intelligence and

Research

• Competitive Landscape and

Industry Analysis

• Market Entry and Partnering

Strategy

• Marketing, Networking and

Partnership Assistance

Strategy Implementation

• Project Implementation

Assistance

• Business Development

• Export and Market Development

• Relationship Management

• Operational Support

• Negotiation

Procurement Planning &

Analytics

• Opportunity Scoping

• Sourcing Strategy Formulation

Outsourced and Managed

Services & Transactional

Procurement

• Supplier Analysis

− Initial Scoping, Supplier

Evaluation, Due Diligence and

Final Selection

• Supplier Engagement

− Supplier Engagement, Client

Visits, Testing and Standards,

Commercial Process and

Contracting

• Transaction and process

− Transaction Monitoring,

Quality Assurance,

Expediting, Third Party

Management and Logistics

Transaction Origination

• Strategic Assessment

• Target Identification, Selection

and Approach

• Strategic Marketing

• Transactional Solutions

Corporate Finance Advisory

• Analysis and Due Diligence

• Valuation and Structuring

• Transaction Management

• Negotiation, Documentation and

Transaction Completion

• Debt Advisory

• Post-transaction Support

Marketing Solutions

• Customer Analysis and

Identification

• Valuation Contract

Negotiation (including off-take

agreements) and on-site

inspections

Procurement Solutions

• Transaction Support, Risk

and Payment Management

• Logistics Arrangements /

Assistance

Financing Solutions

• Financing Support via Global

Financial Institutions


The Beijing Axis 8

The Beijing Axis Footprint

Geographic Coverage in our Chosen Markets (I)

Moscow

Beijing

Perth Johannesburg

Singapore Latin America

India

Regional Office

BD/Support Office

London

Head Office

Project Office

Shanghai

Hong Kong

Shenyang

Myanmar

Regional Desk (in Beijing)

Administrative Office

Eastern Africa

The Beijing Axis 9

China-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 businesses

China-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 businesses

China-Australia Desk

• The latest geographical addition for TBA

• Has started to build up knowledge of China-Australia relations, attracting notable clients

Synergistic China Cross-border Business Solutions to/from Clearly Targeted Markets

Geographic Coverage in our Chosen Markets (II)

The Beijing Axis 10

Latin 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 America

India 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 market

Eastern 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

Synergistic China Cross-border Business Solutions to/from Selected Niche Markets

Geographic Coverage in our Chosen Markets (III)

The Beijing Axis 11

Singapore

• 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

Synergistic China Cross-border Business Solutions to/from Selected Niche Markets

Geographic Coverage in our Chosen Markets (IV)

The Beijing Axis 12

Extractive

• Energy and resources

• Raw material processing and beneficiation

• Agriculture and agri-processing

Industrial & Manufacturing

• Heavy engineering, machinery, and light industrial manufacturing

• Infrastructure (construction, power, transport)

• Retail, apparel and footwear

• Renewable energy

• Automotive

Services

• Consulting, engineering and professional services

• Financial services

• Logistics

• Information technology and communication

Industry & Sector Experience

The Beijing Axis Sector Focus

The Beijing Axis 13

TBA’s significant experience creates competitive advantages in five main areas: People, Processes, Knowledge, Track Record and Guanxi

The Beijing Axis’ Points of Differentiation

• Multinational team of professionals holding appropriate qualifications in the fields of Economics, Business or Engineering

with relevant experience from leading Chinese and international institutions

• 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

• Risk management orientation

• Service quality control procedures at all levels

• Dedicated knowledge management (KM) department and staff utilising best practice KM processes and tools

• Systematic post-project experience integration

• Data benchmarking for selected industries

• Extensive client lists – large international and Chinese blue chip MNCs and SMEs

• 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

companies

• Long-established personal connections and relationships

People

Processes

Knowledge

Track Record

‘Guanxi’


Agenda

1. Firm Overview

2. Our Businesses





3. Key Clients


5. Appendices

• Case Studies


The Beijing Axis 15






Beijing Axis

Capital



Advisory



Solutions

Beijing Axis

Strategy










Advisory



Solutions




• 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 16

Marketing Solutions

• Customer Analysis and Identification

• Valuation Contract Negotiation (including off-take agreements) and on-site inspections

Procurement Solutions

• Transaction Support, Risk and Payment Management

• Logistics Arrangements / Assistance

Financing Solutions

• Financing Support via Financial Institutions

Services

• Strategic sector/industry intelligence

• Analytical capacity to develop strategic sector view

• Experienced and professional team

• Key relationships and networks

• Credibility and influence

• Execution know-how

• Experience curve and track record

• Soft skills to mitigate cross-border risks

• Partnerships with third-party service providers

• Strong negotiation skills and cultural sensitivity

Capabilities


The Beijing Axis 17

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 18

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 19

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 20

Beijing Axis Commodities – Product Focus

Product 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


Agenda

1. Firm Overview

2. Our Businesses





3. Key Clients


5. Appendices

• Case Studies


The Beijing Axis 22


• 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



•Commodity marketing

•Commodity procurement




Advisory



Solutions




The Beijing Axis 23


• Strategic Assessment

• Target Identification, Selection & Approach

• Strategic Marketing

• Transactional Solutions


• Analysis & Due Diligence

• Valuation & Structuring

• Transaction Management

• Negotiations, Documentation & Transaction Completion

• Debt Advisory

• Post-transaction Support

Services

• Strategic sector/industry intelligence

• Analytical capacity to develop strategic sector view

• Experienced and professional team

• Key relationships and networks

• Credibility and influence

• Execution know-how

• Experience curve and track record

• Soft skills to mitigate cross-border risks

• Partnerships with third-party service providers

Capabilities


The Beijing Axis 24

Beijing Axis Capital – Services (I)


• 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 25

Beijing Axis Capital – Services (II)


• 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 26


We focus on developing long-term

relationships & providing consistent

service to our clients based on

senior level involvement at all

stages of a transaction

We combine an in-depth

understanding of China with

corporate finance expertise to

provide informed & tailored advice

to our clients

Our specialist senior team provides

first-class investment experiences

based on an unrivaled knowledge of

the Chinese industrial landscape

and strategic intent

Wholly owned by our partners and

employees, Beijing Axis Capital

creates a strong partnership ethos

that ensures greater teamwork,

commitment and focus for business

excellence

Knowledge Trust

Experience Partnership

The Beijing Axis 27

Beijing Axis Capital – African Capability

Joint Venture – Cadiz Beijing Axis Structure

• 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


Leading China-focused international

advisory firm with global reach and China

knowledge and expertise

Cadiz Corporate Solutions

Leading South African specialist financial

group with African reach, sector/industry

expertise and proven track record

China – Africa

Corporate Finance

Solutions

The Beijing Axis 28

• 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 management and structured solutions for the corporate, institutional and retail markets

• Cadiz Corporate Solutions specialises in:

- Mergers and Acquisitions

- Corporate Restructuring

- Capital Raising

- Black Economic Empowerment

- Derivative Strategies

• Strategic fit with The Beijing Axis

Overview

Recognition

Cadiz Financial Solutions Group: Cadiz is a leading South African financial services group

• Ranked 4th in the 2008 annual Chivas Dealmakers

rankings of M&A investment advisors (ahead of

Morgan Stanley, JP Morgan, UBS, Standard Bank,

Deutsche Bank, Investec, Citigroup, PwC, E&Y)

• Ranked 7th in terms of transaction value in the 2008

Investment Advisor Mergers & Acquisitions survey by

Ernst & Young

• Ranked 1st as an Independent Firm


Agenda

1. Firm Overview

2. Our Businesses





3. Key Clients


5. Appendices

• Case Studies


The Beijing Axis 30


• 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








Advisory



Solutions




The Beijing Axis 31

Services

Capabilities

Our Services in Detail - Beijing Axis Procurement provides comprehensive procurement services across the supply chain with a focus on cost savings, quality control and on-time delivery

Analysis

• Initial Scoping, Supplier Evaluation, Due Diligence and

Final Selection

Engagement

• Supplier Engagement, Client Visits, Testing and

Standards, Commercial Process and Contracting

Process

• Transaction Monitoring, Quality Assurance, Expediting,

Third Party Management and Logistics

• Transactional procurement for owner’s teams offering comprehensive & integrated services

• Full in-house commercial, technical and logistics coverage

• Wide but focused category coverage

• Risk management orientation

• Robust, ‘owned’ methodology

• Research & market intelligence based

• Significant experience curve

• Synergies with Beijing Axis Strategy & Beijing Axis Capital

The Beijing Axis 32

Beijing Axis Procurement has a tried and tested service delivery platform & methodology for sourcing

Su

pp

ly Ch

ain

Man

agem

ent &

Su

pp

ort

Procurement

needs analysis

and China

procurement

competitive

analysis

Supplier

pre-qualification,

due diligence

& final

selection

Transaction

monitoring

Systematic

industry

search

& supplier

identification

Commercial

process,

contracting

& contract

management

Negotiation,

tender

evaluation

Quality mgmt.

(QA/QC),

Expediting &

3rd party

mgmt.

Logistics

1 2 4

8 7 5

Analysis

Initial scoping, supplier evaluation,

due diligence and final selection,

and localization strategy and

planning

Supplier Engagement

Supplier engagement,

client visits, testing, application of

detailed filters and negotiation

Supplier Process Management

Transaction monitoring, quality

assurance, expediting, 3rd party

management and logistics

Strategic Sourcing

Su

pp

ly C

hai

n

Man

agem

ent &

Su

pp

ort

6

11 10 9

Coordination &

assistance on site

(material mgmt.,

commissioning,

etc.)

12

Supplier

evaluation by

application

of high level

filters

3

Site

inspections,

sample

testing &

standards

Supplier

engagement,

RFQ &

tendering

(SOI, RFP)

• Overall Project Management

• Holistic Risk Management

• Strategic Relationship Management

Service Delivery Platform & Methodology

Op

erat

ion

al P

rocu

rem

ent

Pro

cess

A

nal

ysis

To

tal L

ife C

yc

le M

od

ellin

g

Localization Strategy and Implementation

The Beijing Axis 33

Beijing Axis Procurement Services in Detail (I)

Analysis: 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

Analysis Engagement Process

The Beijing Axis 34

Beijing Axis Procurement Services in Detail (II)

Engagement: 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 35

Beijing Axis Procurement Services in Detail (III)

Process: 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 36

Beijing Axis Procurement Functional Team Organogram

QA/QC,

Expediting,

Supervision

Group Managing Director

/ Associate Director

General Manager

Project Manager

Inspection

Engineer

Expeditor

Commercial

Procurement

Specialists

Logistics

Logistics

Coordinator

Mild Ocean

Partnership

Strategy

Formulation and

Knowledge

Management

Strategy

Consultants

Research Analysts

Administrative

Support

HR Specialists

TBA Corporate

Staff

Assistant Procurement Specialists

Finance

Financial

Specialists

Accountants

Regional Directors

Support from TBA Strategy

Core Procurement Function

Support from TBA Corporate

LCC Analysts

Gro

up

Man

agem

ent

Pro

ject

Del

iver

y

TBA Global Managers

(India, Myanmar, Australia) Quality Manager

Senior Engineer

The Beijing Axis 37

Prequalified Suppliers Database (I) - TBA maintains its reputation by standardising the procedures of selecting reliable suppliers with long term relationship interests

Selection Procedure

Expression of

Interest

Request for

Proposal

Long-Term

Contract

Database

Management

Suppliers qualified for RFP based on:

• Capacity

• Techniques

• Manufacturing practices

• Track records

Suppliers approved to supply based on:

• Testing of samples

• Offers

• Meeting standards & customer specifications

Ongoing supplier management includes:

• Meeting compliance

• Measuring performance

• Ongoing sample testing

Database + Research

The Beijing Axis 38

Prequalified Suppliers Database (II) - TBA maintains its reputation by standardising the procedures of selecting reliable suppliers with long term relationship interests TBA Supplier Database Overview

1800+

Suppliers

Identified

Over 300

Pre-Qualified

TBA’s

Pre-Qualified

Supplier

Database

700+

Visited &

Assessed

Chemical: 15%

Mining and

Processing: 25%

Construction: 9% Energy: 10%

Machinery: 7%

Steel: 23%

Others: 11%

The Beijing Axis 39

Quality Management - TBA takes a holistic approach to quality management—to deliver on clients expectations and specifications on time

Our Approach

Procurement Manufacturing Service

TBA Quality Management

Supplier Quality

• Supplier audit

• Failure analysis

• Supplier corrective measures

• Supplier database management

Manufacturing Quality

• Due diligence / inspection

• Safety management

• Standards testing

• Equipment calibration

• Documentation control

• Conformance testing

Customer Service Quality

• Client issues & complaints management

• Client needs and specifications management

• Documentation control

Internal + 3rd Party Management

The Beijing Axis 40

Standards Management - TBA utilises its experiences and expertise in managing standards issues across the entire engagement process

TBA Standard Management Flow

Customer Specification

Analysis

• Determine and verify the clients needs and specifications

• Check for the required standards to meet the clients specifications i.e. ISO

• Establish relevant standards

Potential Supplier

Identification

• Locate and shortlist potential suppliers utilising TBA supplier database and experience

• Engage with the customer and discuss the product, specifications, and standards

• Check and confirm standards adherence

Standard Testing

&

Confirmation

• Sample test for standard requirements

• If the test is successful, engage in further discussion for procurement procedure and in

negotiations

• If the test is unsuccessful, go back to Potential Supplier Identification and repeat process

The Beijing Axis 41

Intellectual Property Management - TBA provides services and solutions in a multi-faceted manner to protect clients’ assets including intellectual property

Our Approach

IP Risks Analysis • Evaluate potential threats to the intellectual property of the client

• Analyse to mitigate the risks involving intellectual property

Reliable Counterparty

Identification

• Identify and engage with reliable counterparties based on TBA experience

• Discuss and address issues involving intellectual property protection measures

Overall Risk

Management

• Deal with the top law firms in dealing with intellectual property issues

• Adopt thorough documentation controls

Monitoring • Keep track of potential threats to intellectual properties to protect the client

• Include intellectual property controls in evaluating counterparties

The Beijing Axis 42

Negotiation & Procurement - TBA’s expertise in negotiation and procurement enables the establishment of efficient and value-adding strategic sourcing

Our 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

Conditions

• Global Pricing Visibility

• Pricing and Volume Targets

Key Deliverables

The Beijing Axis 43

Beijing Axis Procurement – Product Categories (I): Beijing Axis Procurement has significant experience in sourcing raw materials, components, finished goods, specially designed/engineered equipment and services from China Primary 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 44

• Building Materials

Cement; Steel structures; Pipes and fittings

• Chemicals

Alkali; Polyethylene; Polypropylene; Reagent; Rubber

• Construction Tools and Machinery

Bulldozers; Compactors; Cranes; Excavators; Hoists; Loaders

• Material Handling Equipment

Conveyors; Cranes; Hoists; Feeders and apron feeders; Forklifts; Locomotives; Rapid wagon loaders and dumpers; Ship loaders; Stackers and reclaimers; Train loaders and unloading systems; Vehicles (earthmoving trucks, etc.)

• Mechanical Parts and Fabrication Services

Bearings; Power transmission; Flanges; Gaskets; Moulds; Valves; Fittings

Secondary Industry

• Power and Electrical Equipment

Turbines; Transformers; Substations; Generators; Switchgear; Electrical cables; Solar panels; Solar heaters; Power tools

• Steel Vessels and Structures

Agitators; Furnaces; Heat exchangers (stainless steel and carbon steel); Pressure vessels (stainless steel and carbon steel) and boilers; Tanks, towers and stacks (stainless steel and carbon steel); Structural steelwork

• Vehicles

Trucks; Trailers; Rolling stocks; Locomotives

• Other Manufacturing Machinery

Blowers; Boilers; Compressors and air systems; Pumps; Machine tools and accessories; Metal processing machinery and parts; Food processing machinery; Pharmaceutical product machinery; Packaging material and processing machinery

Beijing Axis Procurement – Product Categories (II): Our core sourcing focus is on the Chinese mining and resources sector, as well as China’s industrial and engineering sectors


Agenda

1. Firm Overview

2. Our Businesses





3. Key Clients


5. Appendices

• Case Studies


The Beijing Axis 46


• 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








Advisory



Solutions




The Beijing Axis 47


• Market Intelligence & Research

• Competitive Landscape & Industry Analysis

• Market Entry & Partnering Strategy

• Marketing, Networking & Partnerships Assistance

Strategy Implementation

• Project Implementation Assistance

• Business Development & Relationship Management

• Export and Market Development

• Operational Support

• Negotiation

Services

• Strong analytical & problem solving capacity

• Sound project planning skills

• Research and project methodology development know-how

• Information source development and management know-how

• China knowledge

• Learning system and knowledge management philosophy

• Experience curve & track record

• Sound judgment

• Applied knowledge, project and deal experience

Capabilities


The Beijing Axis 48

Beijing Axis Strategy – Problem Solving Methodology

1. Assessment and Definition

• Separate problem into distinct non-overlapping components

• Define structural frameworks for implementation

2. Workflow Planning

• Project manager allocates responsibilities, sets project tasks

• Team members individually or collectively implement

research tasks

3. Analysis

• Desk research strategies for locating the best quality

information

• Interview strategies and field research

• Overall knowledge management

4. Synthesis

• Filter relevant information; prove/disprove initial hypotheses

• Turn analysis into conclusions and recommendations

• Generate end-product addressing client’s business needs

5. Communication

• Convey recommendations to client in simple yet

comprehensive manner

• Complement presentation with face-to-face

interaction with client

6. Engagement

• Design implementation plan and define clear objectives

• Produce and customise marketing materials

• Engage clients at a preliminary level

7. Development

• Organise promotion initiatives and public relations

events on behalf of client

• Develop business relationships

• Re-assess strategy based on performance

8. Management

• Manage and strengthen business relationships

on behalf of client

• Manage sales

Beijing

Axis

Strategy

1

2

3

4

5

8

7

6

Strategy Implementation Strategy Formulation

The Beijing Axis 49

Beijing Axis Strategy - Services (I): Beijing Axis Strategy’s strategy formulation and implementation services are multi-faceted & combination of innovative solutions, specifically tailored to business needs


• 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 50

Beijing Axis Strategy - Services (II): We help our clients enter new markets by formulating and implementing innovative and pragmatic business strategies that add value and mitigate risks Strategy 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 don'ts of doing business in China

The Beijing Axis 51

Beijing Axis Strategy Functional Team Organogram

Project Team

Group Managing Director

Associate Director,

General Manager

Senior Manager

(Project Manager)

Consultants

Researchers Analysts

Procurement and

Technical

Knowledge

Management

Engineers

Procurement

Specialists

Administrative

Support

HR Specialists

TBA Corporate

Staff

Finance

Financial

Specialists

Accountants

Regional Directors

Support from TBA Procurement

Core Strategy Function

Support from TBA Corporate

Gro

up

Man

agem

ent

Pro

ject

Del

iver

y Lead Consultant


Agenda

1. Firm Overview

2. Our Businesses





3. Key Clients


5. Appendices

• Case Studies


The Beijing Axis 53

Major Chinese / Asian Clients

Ministry of Foreign

Affairs of the People’s

Republic of China

Commodities Capital Procurement Strategy

http://www.bhpbilliton.com/


The Beijing Axis 54

Major African Clients (I)


The KBH Group

R. G. Maintenance

Services


The Beijing Axis 55

Major African Clients (II)


KBMS

The Beijing Axis 56

Major Australian Clients


The Beijing Axis 57

Major Latin American Clients


Brazilian

Embassy in

Beijing

The Beijing Axis 58

Major Russian / CIS Clients


The Beijing Axis 59

Major Other Regions Clients



Agenda

1. Firm Overview

2. Our Businesses





3. Key Clients


5. Appendices

• Case Studies


The Beijing Axis 61

The Beijing Axis People – Group Leadership (I)

Lilian Luca

Non-executive

Director

Previous experience

• Consultant: McKinsey & Co.

• Director of Strategy: Wimm-Bill-

Dann, Russia

• Commercial Director: Ratimir,

Vladivostok – Russia

Education

• MBA (INSEAD, France)

• BA Economics, International

Relations (AUBG, Bulgaria)

• Fluent in English, Russian and

Romanian. Speaks basic

Mandarin & French

Kobus van

der Wath

Founder & Group

Managing Director

Previous experience

• Senior Consultant: BCG

• Head of Investment Strategy for

Asia Pacific (Singapore) &

Emerging Market Strategist

(London), Standard Chartered

Bank

• Strategist: Standard Merchant

Bank, SA

• Economist: SA Reserve Bank

Education

• MSc (Curtin, Australia)

• MBA (INSEAD, France)

• BCom Economics, Psychology

(JHB, South Africa)

• Fluent in English, Afrikaans and

Dutch. Speaks basic Mandarin

Cheryl Tang

GM: China

MD, Beijing Axis

Commodities

Previous experience

• Account Manager for a China-

based international advertising

agency

• Marketing Communication

Manager: Chinese IT company

• Entrepreneur

Education

• Certified Purchasing Manager

• MBA (Birmingham, United

Kingdom)

• BA Marketing (Comm. University

of China, China)

• Fluent in English, Mandarin and

Shanghainese

Matt

Pieterse

Non-executive

Director

Previous experience

• Assistant Director: UBS (Zurich

and London) and

Cré dit Agricole Indosuez

(Paris and London)

• Director: CREATE, UK VC Fund

Education

• BCom Investment Management

(University of Johannesburg,

South Africa)

• Fluent in English and Afrikaans

The Beijing Axis 62

The Beijing Axis People – Group Leadership (II)

Haiwei

Huang

Associate Director

Previous experience

•Senior Manager: The Beijing

Axis, China

•Consultant: The Beijing Axis,

China

•Team Leader, Project Manager:

CHINT, China

•Sales and Marketing Consultant:

HuaQi Telecom, China

Education

• BA (Hons) Business

Administration (London South

Bank University, United

Kingdom)

•Fluent in Mandarin, English and

Shanghainese

Javier Cuñ at

Associate Director

Previous experience

• Project Consultant: Beimad

Investment Services, Grandall

Legal Group

• Finance Manager: Fermax

Electronics Beijing Branch

• Market Analyst: IVEX, Beijing

Rep. Office

Education

• EMBA (Tsinghua-INSEAD)

(current study)

• BA Economics, (University of

Valencia, Spain)

• BA Business Management,

(Katholieke Universiteit

Leuven, Belgium)

• Fluent in English, French,

Spanish and speaks Mandarin

Sheldon Li

General Manager,

Beijing Axis

Procurement

Previous experience

•Procurement Manager: Ausenco

Beijing Ltd., China

•Project Manager: Beijing GEA

Energietechnik, China

•Fabrication and Purchasing

Manager: BOKELA GmbH

Beijing, China

•Deputy General Engineer: China

Airport Construction Group

Corporation, China

Education

•C.P.M, ISM

•BS Mechanical Design and

Manufacturing (Tsinghai

University, China)

• Fluent in Mandarin and English

Dirk Kotze

Director & GM,

Africa

(Johannesburg)

Previous experience

•Senior Consultant: CRU, China

•General Manager, China: The

Beijing Axis, China

•Due Diligence Officer: Capitec

Bank, South Africa

Education

• MBA (Peking University, China)

• BCom Law (University of Cape

Town, South Africa)

• Fluent in English, Afrikaans and

Mandarin

The Beijing Axis 63

The Beijing Axis People – Team Leadership

• Risk Officer: Santander Bank,

USA

• Data Entry Coordinator: MMM

Healthcare, USA

• Fluent in English and Spanish.

Speaks Mandarin

Barbie Co

Manager,

Marketing and

Sales Planning

• Analyst and Consultant: The

Beijing Axis, China

• Project Assistant: TravelPeople

Magsaysay Group, Philippines

• Fluent in English, Mandarin and

Filipino. Speaks French and

Minnan

Rebecca Yin

Project Manager,

Beijing Axis

Procurement

William

Dey-Chao

Senior Manager,

Beijing Axis

Strategy

• Analyst, Senior Analyst,

Consultant and Senior

Consultant: The Beijing Axis,

China

• Fluent in Mandarin and English

Kevin Zhou

Manager, Project

Execution and

Service Delivery

• Sourcing and Trading Manager:

Sinoconnect Sarl, China

• Project Manager: Poly, China

• Trading Analyst: China

Construction Bank, China

• Fluent in Mandarin and English.

Basic Cantonese

Andrew

Kagoro

Group Finance

Consultant

• Manager - Bus. Transformation:

Lenovo, Singapore

• Audit Engagement Manager:

PwC, Singapore

• Audit Associate: E&Y,

Zimbabwe

• Fluent in English and Shona.

Speaks basic Mandarin

Li-Chia Ou

Senior Consultant,

Beijing Axis

Strategy

• China Analyst: Open Source

Center: STG, USA

• Budget Analyst: QinetiQ North

America, USA

• Budget Analyst: Irving Burton

Associates, USA

• Fluent in English and Mandarin.

Basic German


Agenda

1. Firm Overview

2. Our Businesses





3. Key Clients


5. Appendices

• Case Studies


The Beijing Axis 65

Beijing Axis Commodities – Case Study 1: Off-take Arrangement for an ASX-listed Mongolian Coal Miner

Project Overview

The services of The Beijing Axis were requested by an active Korean-owned company registered in Mongolia to secure reliable buyers of coking coal from China.

Implementation

The Beijing Axis selected a credible Chinese buyer after a thorough due diligence check, and managed subsequent client interactions with 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.

Outcome The client signed a contract for 500,000 tons per annum. The Beijing Axis continues to manage the trading process on behalf of the client. Additionally, the client appointed The Beijing Axis as their mandated advisor for other mineral Investment projects, as well as for other real estate-related business. This project is on-going.

The Beijing Axis 66

Beijing Axis Commodities – Case Study 2: Sourcing Raw Materials from China for an International Aluminium Company

Project Overview

An international aluminium company requested The Beijing Axis to locate more suitable suppliers within China to bolster their supply chain.

Implementation

The Beijing Axis scanned the numerous raw material producers in China and short-listed the country’s leading ten suppliers. By means of a strict filtering process, including extensive communication, plant visits, price comparisons and interviews, The Beijing Axis generated a tendering model that effectively secured long-term suppliers and eased the bilateral transaction process in a way that provided the most benefit for the client.

Outcome Since the end of 2004, the client has sourced four categories of raw materials from China through The Beijing Axis. The Beijing Axis is managing more than ten suppliers and is implementing all of the related contracts for the client in China. The client has increased its sourcing volume from China by approximately 20% annually, and continues to receive a quarterly report from The Beijing Axis containing updates on their sourcing status and relevant research on required and topical issues. This project is on-going.

The Beijing Axis 67

Beijing Axis Commodities – Case Study 3: Chrome Sourcing from Africa

Project Overview

An international commodities trading company appointed The Beijing Axis to initiate a sales agreement with Chinese buyers for chrome.

Implementation

Through on extensive network, The Beijing Axis was able to identify a credible and capable Chinese chrome buyer by means of a rigorous selection process. The Beijing Axis assisted with all negotiations and drafted the sales agreement, paying close attention to the terms of payment – one of the most critical parts of the contract. After the contract was signed, The Beijing Axis was also involved in the transaction’s logistics management. The Beijing Axis managed the entire transaction process mitigating the risks of all parties.

Outcome The Beijing Axis successfully originated the deal for the client. The first shipment arrived to China from Africa. The transaction is on-going.

The Beijing Axis 68

Beijing Axis Commodities – Case Study 4: Strategic Sourcing of Cobalt Ore from Africa

Project Overview

A Chinese metal trading company was seeking reliable direct suppliers of cobalt from Africa. Considering the substantial risks involved with this type of procurement, the company requested The Beijing Axis to assist with market research, supplier identification, sourcing trips and negotiations.

Implementation

The Beijing Axis conducted in-depth research on African cobalt suppliers and on their potential to trade with China. By analysing importing options, conducting extensive interviews and undertaking multiple visits to potential suppliers, The Beijing Axis developed a comprehensive shortlist of suppliers. The Beijing Axis then presented a detailed report to the client with supplier recommendations and optimum transaction models. The Beijing Axis also accompanied the client to visit all companies in the shortlist, including those in South Africa, the Democratic Republic of Congo and Zambia, and supported the client throughout the subsequent negotiations.

Outcome The client signed a purchase contract with the preferred supplier and discovered new business opportunities to export copper and chrome to China. The Beijing Axis was appointed as the representative service provider on a retainer basis, and continues to manage the trading process on behalf of the client.

The Beijing Axis 69

Beijing Axis Commodities – Case Study 5: Off-take Arrangement for Pellets from South Africa

Project Overview

A South African commodity trading company appointed The Beijing Axis to initiate a sales agreement with Chinese buyers for pellets originating from South Africa.

Implementation

Based on the analysis and understanding of the client’s request, The Beijing Axis identified a number of credible and appropriate Chinese 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 logistics management. The Beijing Axis managed the entire transaction process while mitigating the risks of all parties.

Outcome The Beijing Axis successfully originated the deal for the client. The first shipment arrived and was cleared. The negotiation for the second shipment is on-going.

The Beijing Axis 70

Beijing Axis Commodities – Case Study 6: Off-take Arrangement for a Major TSX-listed Lithium Miner in Canada

Project Overview

The Beijing Axis was appointed by a TSX-listed lithium miner to be its off-take marketing advisor to promote its lithium carbonate product in China and to look for off-takers.

Implementation

Leveraging on strong market entry knowledge and experience, The Beijing Axis conducted a comprehensive market study and analysis for the client, and identified a list of the most appropriate potential off-takers. The Beijing Axis helped the client on the compilation of relevant marketing documentation and the formulation of engagement strategies, then subsequently approached the identified companies.

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.

Outcome The Beijing Axis is assisting the client through continuous communication with the Chinese party, in order to facilitate the negotiations and finalise the cooperation structure. The project is on-going.

The Beijing Axis 71

Beijing Axis Capital – Case Study 1: Sell-side Advisor for an Australian-listed Coal Miner

Deal Overview

The client is an ASX-listed mining company with coal assets (both coking coal and thermal coal) in Mongolia. The company is strategically 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 and company level.

Deal Execution

As the sell-side advisor, The Beijing Axis was responsible for the promotion of the investment opportunity, including the listed company

as well as its assets. The Beijing Axis engaged in various aspects of the transaction, including the identification, analysis and initial

engagement of potential investors; arrangement of the roadshow and management meetings; as well as the negotiation with preferred

investors.

An identified investor initially acquired a minor stake in the company, after which it launched an

outright acquisition of the client. The transaction was successfully concluded. The Beijing Axis is

now advising the shareholder of the client on their other projects.

The Beijing Axis 72

Beijing Axis Capital – Case Study 2: Advisor for Africa’s Leading Heavy Equipment Manufacturer

Deal Overview

To identify potential Chinese investors for the disposal of assets of Africa’s leading heavy equipment manufacturer and to facilitate M&A implementation.

Deal Execution

Based on a comprehensive understanding of the client and extensive relationships in China’s heavy engineering sector, The Beijing Axis was able to identify a list of 14 potential investors for the client and is facilitating the communication between the two sides as the exclusive 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 the African market and sector analysis. Both the client and Chinese investors were satisfied with The Beijing Axis’ services during the process. A MOU was achieved and the deal has proceeded to the due diligence. The Chinese investors have requested to work with The Beijing Axis in seeking other opportunities.

The Beijing Axis 73

Beijing Axis Capital – Case Study 3: Sell-side Advisor of a JSE-listed Chrome Company

Deal Overview

The company is a JSE-listed junior mining company with an operating chrome mine as its core asset. The client was considering the disposal of its operating chrome mine asset in order to focus on the exploration and development of early-phase mining opportunities. The Beijing Axis and Cadiz are jointly mandated as the sell-side advisor of the company on the disposal.

Deal Execution

The chrome assets include an open pit mine and underground deposits.

The Beijing Axis identified and approached a number of potential investors in China and was able to gather a substantial amount of

interest in the project. Several site visits and management meetings were subsequently conducted between the client and one of the

largest steel groups in China. The Beijing Axis/Cadiz helped the client structure the potential transaction

and assisted the client during the negotiation.

A non-binding offer was achieved from the potential investor. The project is still on-going with The

Beijing Axis/Cadiz assisting the client on deal structure and valuation.

The Beijing Axis 74

Beijing Axis Capital – Case Study 4: Sell-side Advisor for a Leading South African Gold Miner

Deal Overview

The client is a listed, leading South African gold miner and producer. The company was considering the disposal of one of its non-core assets, which is an operating underground gold mine, in order to focus on core projects and explore new opportunities. The Beijing Axis was appointed as the sell-side advisor with exclusivity in China.

Deal Execution

The Beijing Axis was responsible for the entire China engagement, including identification of potential investors, promotion of the potential transaction, roadshow arrangement and meeting facilitation, as well as assistance in the structuring of the transaction, valuation and negotiation.

The Beijing Axis successfully arranged a China roadshow and meetings with senior management with a selection of eight potential investors, including leading Chinese gold companies, conglomerates and strategic investors.

The client received very positive feedback from the meetings, including several proposed structures of investment. Due to valuation discrepancy, the underground gold mine was acquired by another South African gold company through a non-cash transaction.

The client is in on-going communication with several parties regarding strategic investment in an early stage gold mine, and TBA was again appointed by the client as the exclusive China advisor on the new project.

The Beijing Axis 75

Beijing Axis Capital – Case Study 5: Identifying Mining Investment Opportunities and Assisting the Bidding Process for a Leading Chinese Gold Miner

Deal Overview

For the client to be included in the final shortlist of potential strategic investors and for the seller and buyer to reach agreement so that the client can become a strategic investor in the target company.

Deal Execution

Based on the good relationship that developed with the client and a comprehensive understanding of its overseas development strategy and near-term plans, The Beijing Axis was able to identify a significant investment opportunity in a number of overseas gold and copper mining assets.

For a specific investment opportunity, The Beijing Axis helped the client formulate the engagement strategy and process for execution; conducted day-to-day communication facilitation and management; assisted in high-level management meetings with the target company; prepared the necessary documentation; identified and recommended an overseas legal and accounting advisor; coordinated and managed the relationship among relevant parties; supported the client during the site visit arrangement; and performed the financial analysis and valuation.

Of more than 15 candidates worldwide, the client was chosen by the seller to be one of the 2 finalists. The client provided very positive feedback on The Beijing Axis' services, and requested The Beijing Axis to continue identifying other overseas mining investment opportunities.

The Beijing Axis 76

Beijing Axis Capital – Case Study 6: Setting up a China JV for Manufacturing Mine Support Products

Deal Overview

A mining support products company and subsidiary of a large mining machinery group intended to move their production to China in order to supply their domestic and international markets at a lower cost. The company aimed to market their own patented products in China, by combining their unique technology with localised product functions, in order to better serve Chinese mining customers.

Deal Execution

The Beijing Axis initially conducted comprehensive research on the Chinese mining support industry and analysed various competitors, product ranges, available technology and safety policies. As a result of this research, a shortlist of qualified potential OEM manufacturers and JV partners was produced. For over half a year, the client visited the identified potential partners with The Beijing Axis, and ultimately selected one partner for the JV. The Beijing Axis facilitated all aspects of the deal process, i.e. comprehensive partner due diligence, negotiation, strategic advice, structuring, legal service provider management and relationship management. The Beijing Axis also helped manage regulator relationships and engaged with various officials and government departments to drive the overall approval process.

A 50-50 JV was formed and both partners agreed to jointly own the patents of the designed product. The client’s production cost was significantly reduced while production capacity expanded.

The Beijing Axis 77

Beijing Axis Procurement – Case Study 1.1: Steel Products Sourcing from China Case A: International Special Steel & Hollow Bar Distributor

Project Overview

An international special steel and hollow bar distributor approached TBA in 2006 to seek assistance in sourcing steel from China.

Implementation

Because of the specifications required by the company and other commercial limitations such as target price, minimum order quantity and payment terms, TBA tailored a practical approach and focused on contract support and negotiation.

Outcome

TBA identified suitable suppliers able to manufacture the requested products and visited all of them (some with the client). After supplier identification, evaluation and selection, TBA assisted with the price and commercial terms negotiation, as well as transaction management and risk control. By working with TBA for over 3 years, the client has become the largest distributor in its home market.

The Beijing Axis 78

Beijing Axis Procurement – Case Study 1.2: Steel Products Sourcing from China Case B: Leading Russian Pipe Distributor

Project Overview

In mid-2008, the company was unable to reach agreement with their Chinese supplier due to a misunderstanding that occurred during negotiations. As the company had already signed a contract with the end-user, it requested assistance from TBA to deal with the situation.

Implementation

TBA was then requested to introduce alternative suppliers. Unfortunately, there was only one additional Chinese supplier able to meet their requirements. TBA facilitated the negotiations on product specifications, price, logistics and other commercial terms.

Outcome

The negotiations lasted 2 weeks and TBA’s intervention contributed to the signing of a contract of around USD 20 million and the establishment of a solid relationship between the company and the Chinese supplier.

The Beijing Axis 79

Beijing Axis Procurement – Case Study 2: Established Strategic Sourcing Infrastructure in China for a London-listed Mining Engineering Company

Project Overview

The Beijing Axis was approached by a London AIM-listed mining engineering project house to assist in the establishment of a comprehensive sourcing presence in China. The goal was to identify suitable categories of products to be sourced from China to achieve significant cost saving benefits and to establish the company's own presence in China.

Implementation

In an industry crowded with state-owned enterprises and government interests, a gradual approach held the most promising long-term prospects and, based on this premise, The Beijing Axis proceeded to formulate a comprehensive strategy to engage the Chinese market.

As with many other client projects, the first stage focused on procurement and the establishment of strong relationships within the industry and with government bodies. Once a sourcing capability was established, The Beijing Axis assisted in establishing a pilot representative office in Beijing, concentrating on improving the company's sourcing efficiency in China, as well as its ability to gain clients for its processing and bulk handling technology.

Outcome Over the course of the first year of cooperation, The Beijing Axis facilitated the negotiation of a multi-million dollar agreement with one of China's largest heavy engineering companies, as well as with several other prominent engineering houses and manufacturers. For more than two years, the company has been continuously sourcing various capital equipment and operational products from China, and have established strategic partnerships with 8 suppliers.

The Beijing Axis 80

Beijing Axis Procurement – Case Study 3: Capital Equipment Sourcing from China for a JSE-listed Aluminum Company

Project Overview

Appreciating the value of sourcing from China through raw material procurement, the client determined to move more sourcing activities to China. In 2005, they required The Beijing Axis to involve Chinese manufacturers in a bidding project to source caster equipment for the expansion of their new plant.

Implementation

The Beijing Axis identified the most reputable industry leader and helped them bid for the project. After several rounds of visits and due diligence, The Beijing Axis produced a comprehensive strategic scouring analysis report covering all aspects related to procuring from this supplier, including industry overview, deep due diligence, cost analysis, risk analysis, PEST analysis, SWOT analysis and applied project management tools. The Beijing Axis also appointed an engineer specialized in this area to take charge of inspection and quality control of the project execution.

Outcome

The selected supplier competed against European bidders and became the EPC contractor for the project. Based on the success of the first stage, The Beijing Axis has continued to fulfill a consultancy role in managing the communication, risks and ongoing relationship after the conclusion of the contract. Execution of the project has consistently progressed smoothly, with production remaining on schedule, and QA and QC continuously implemented by both The Beijing Axis' engineer and third party inspectors. The casters were successfully installed in 2008. The Beijing Axis' involvement spanned 30 months in total.

The Beijing Axis 81

Beijing Axis Procurement – Case Study 4: Established a Sourcing & Manufacturing Presence in China for an Int’l Trailer Manufacturer

Project Overview

A leading South African manufacturer of freight truck trailers approached The Beijing Axis at the beginning of 2005 to assist them with establishing a sourcing and manufacturing capacity in China. The need for a China presence revolved around three factors, namely the need to diversify suppliers, the need to reduce labour costs and the desire to gain a foothold in the Chinese market.

Implementation

The Beijing Axis conducted comprehensive research on both market dynamics and industry players, and finally recommended a shortlist of 11 suppliers based on the research results and the company’s specific requirements.

Outcome

During business trips to China arranged by The Beijing Axis, the client was able to meet with the shortlisted suppliers. Eventually the client was able to choose suppliers for each product, and has built up exclusivity with a tire supplier. After one year, the trailer supplier passed all tests and both parties started negotiations on in-house designs manufactured in China. The Beijing Axis facilitated aspects such as market research, partner due diligence, the structuring of agreements, strategy formulation to protect the client's intellectual property, and general liaison.

Towards the end of 2006, agreement was reached whereby the Chinese party agreed to manufacture all trailer frames, with final stage assembly performed in the original country. In addition, the Chinese party agreed to use the client's proprietary designs to manufacture and assemble a new trailer product to be sold in China. The Beijing Axis’ client will be remunerated for the use of its intellectual property through a system of royalty payments which are audited and facilitated by The Beijing Axis.

The Beijing Axis 82

Beijing Axis Procurement – Case Study 5: Chemicals Sourcing from China for an Int’l Chemical Distributor

Project Overview

The company previously sourced chemicals from China through trading houses and occasionally encountered problems with both quality and price. In order to secure their supplies, they approached The Beijing Axis to identify suitable original manufacturers.

Implementation

The Beijing Axis studied the market in China for the 13 products listed by the client and shortlisted the top 5-10 producers in China for each product. By means of a strict filtering process which included extensive communication, attendance of exhibitions, factory visits, interviews, price comparisons, etc., The Beijing Axis investigated the suppliers’ industry reputation and track record, especially considering the huge potential risk in chemical sourcing. The Beijing Axis generated a comprehensive report to introduce the findings. For each product, The Beijing Axis provided the client with an industry overview, a universe list of suppliers, initial quotations, company profiles and recommendations of suitable suppliers.

Outcome

The company visited the recommended suppliers in China, with the on-the-ground assistance and facilitation of TBA. The company subsequently gave favourable impressions of The Beijing Axis' work, and has now started to build up long-term business relationships with the suppliers.

The Beijing Axis 83

Beijing Axis Procurement – Case Study 6: Garment/apparel sourcing from China and other attractive Asian countries

Project Overview

Currently sourcing 80% of their clothing and footwear products through local importers and trading houses, a large international apparel retailer was keen to explore the possibility of directly sourcing from China and Asia in order to reduce reliance on local importers/trading houses, lower procurement costs and increase supply chain visibility. TBA was provided with a detailed product spec sheet with information on fabric composition, yarn count, garment weight, etc. and tasked with assessing China’s competitiveness and identifying alternative sources for supply to transform the group’s global procurement

Implementation

The Beijing Axis conducted a macro analysis on the attractive apparel sourcing countries in Asia, and shortlisted 9 countries based on high-level filters such as labour costs, infrastructure development, political stability, ease of doing business indices, etc. This initial shortlist was subjected to a more rigorous filtering process which included importance of apparel industry to a country’s economy, % of apparel exports, relevant FTAs, customs duties, etc. that eventually led to 5 shortlisted countries. The Beijing Axis determined the most suitable apparel/garment to source from each final shortlisted country, while analysing the customs data of the top 100 apparel/ garment exporter for each shortlisted country. The Beijing Axis provided the client with recommended suppliers for particular product categories based on the competitive advantage of the sourcing destination, formulated appropriate engagement approaches for the selected suppliers and managed the supplier engagement for the client.

Outcome

The Beijing Axis identified low-cost suppliers for particular product categories and fabric type that should be sourced from each. TBA was also able to identify price points to significantly reduce landed costs with the greatest impact on deduction of FOB costs and duties. Both results notably assisting the client with their China/Asia sourcing strategy.

The Beijing Axis 84

Beijing Axis Procurement – Case Study 7: Bidding Execution for a Top Russian Steel Group to Source Rolling Mills in China

Project Overview

After conducting initial research to establish the possibility and potential value of sourcing steel mill equipment from China, The Beijing Axis was authorised by a top Russian steel group to execute the bidding process in China.

Implementation

Combining general market research with an extensive network in China’s steel industries, The Beijing Axis identified a shortlist of suppliers/contractors. By further engaging these suppliers/contractors, The Beijing Axis compiled a final list of suppliers to recommend to the client.

During the bidding execution, The Beijing Axis obtained sufficient support from the bidders due to our good understanding of both Chinese and Russian business culture and our proper application of networks and guanxi.

Outcome

After completion of the research, The Beijing Axis arranged a pre-bid trip to introduce the client to the major suppliers/contractors, including the biggest institute, the biggest equipment manufacturer and the most experienced contractor in supplying rolling mills.

The trip proved to be productive and, subsequently, the suppliers we introduced were all invited to be bidders. The Beijing Axis was then made responsible for managing the progress of the Chinese bidders. As some of the bidders did not have any experience in bidding for a Russian project, The Beijing Axis also assisted each supplier with preparing Russian documents and helped them to overcome a range of language and commercial difficulties.

The Beijing Axis 85

Beijing Axis Strategy – Case Study 1: China Competitive Landscape Analysis for an Int’l Mining Engineering Company

Project Overview

To identify the most competitive mining engineering companies in China and to assess their abilities in terms of providing EPCM services; to outsource manufacturing to China and ultimately to build manufacturing capability in China.

Implementation

By leveraging qualitative desk research techniques, field trips, in-depth interviews with industry experts and industry players, as well as our specialised analytical methodology and skills, we utilised a 3-stage approach:

• Understanding the market: We provided an overview of the current macroeconomic environment in China as well as an in-depth study of the China mining engineering services market

• Awareness of competitors: After estimating the market share of domestic and foreign companies and providing SWOT analysis for Chinese companies, we provided a comprehensive analysis of selected competitors in a high-level report with comparative analysis of the abilities of selected competitors in the Chinese market

• Integration: We presented an integrated report that included market and competitor analyses followed by a structured list of conclusions and recommendations

Outcome Beijing Axis Strategy delivered a 169-page report and 14 detailed company profiles that were presented to the senior management of the company. As a result of the strategy consulting services provided by The Beijing Axis, the decision makers of the company formed a better understanding of the scope of their work in the Asia Pacific region and repositioned their China strategy accordingly. The Beijing Axis continues to provide consulting services for the company.

The Beijing Axis 86

Beijing Axis Strategy – Case Study 2: Asia Strategy for a Leading South African Construction Company

Project Overview

To conduct a comprehensive and holistic study of the relevant industry in order to develop and implement viable strategic options for entering the Asian market. In addition, to implement a strategy to capitalise on the increasing trend of Chinese companies operating in Africa.

Implementation

With qualitative research and on-the-ground field trips and interviews, Beijing Axis Strategy utilised a 3-stage approach:

We provided an overview of the current macroeconomic environment for key Asian countries, as well as an in-depth study of the Asian

construction/engineering services market.

Next, we developed a comprehensive Asia Strategy covering a range of strategic options for entering the region, including direct selling,

partnering and corporate finance transactions.

Finally, we assisted with the preliminary implementation of the Asia strategy by coordinating direct engagement with

potential Asian clients and other relevant stakeholders.

Outcome

The project is on-going.

The Beijing Axis 87

Beijing Axis Strategy – Case Study 3: Market Development in CIS Countries for a Leading Chinese Steel Company

Project Overview

To facilitate the client’s entry into the Russian/CIS markets.

Implementation

The Beijing Axis studied the CIS market for the 3 major kinds of products listed by the client, and shortlisted the top 20 stockists/distributors and end-users for each product in Russia and the Ukraine. By means of a strict filtering process, which included extensive correspondence, visits, interviews etc., The Beijing Axis generated a comprehensive market entry strategy report and was able to recommend the most suitable partners for the client.

Outcome The client visited and conducted negotiations with the recommended partners (stockists and suppliers) in Russia and the Ukraine, with arrangements for the visit undertaken by The Beijing Axis, who also accompanied the client. The client subsequently gave favourable impressions of The Beijing Axis' work, and has now started to build long-term business relationships with new partners in the Russian and CIS markets, which are facilitated by The Beijing Axis.

The Beijing Axis 88

Beijing Axis Strategy – Case Study 4: Strategic Consulting & Operational Support for a Chinese Mining Engineering SOE Operating in South Africa

Project Overview

To ensure the survival and timely completion of a strategically-important project by providing high-level strategic consulting and operational support to a large Chinese SOE operating in South Africa for the first time.

Implementation

A systematic and sequential 4-stage approach was adopted for the project:

• Undertake comprehensive analysis to understand the causal drivers of the problems faced by the project’s Chinese and South African stakeholders

• Develop multi-tiered executable strategic solutions aimed at efficiently addressing the identified problems

• Conduct and assist with the implementation of strategic solutions and continuously monitor the situation

• Undertake continuous improvement in all areas

Outcome Several reports for each of the project stages were presented to senior management and the project team. From this documentation, the project team and client closely collaborated on a regular basis to ensure that the strategic and operational solutions were effectively implemented.

As a result of The Beijing Axis' assistance, the project was allowed to continue. Significant time and cost gains were achieved, and a number of the principal problems faced by the project were resolved.

Both the South African and Chinese parties also implemented significant changes to their initial project strategies as they began to develop a better understanding of each other and of the South African working environment. The Beijing Axis maintains an advisory position in the project.

The Beijing Axis 89

Beijing Axis Strategy – Case Study 5: Business Development & Communication Centre for a Leading South African Lubricants Manufacturer

Project Overview

To assist the client in expanding and maximizing their China presence and to increase their sales.

Implementation

TBA provided an integrated and comprehensive service package structured along 3 types of operational assistance:

Communication Centre: TBA managed overall communications with the client's distributors in Greater China to ensure that the flow of information is interpreted efficiently and effectively

Business Development Division: TBA advised and assisted the client with business development in Greater China to further expand the client's geographical reach and cultivate brand recognition in the market

Sourcing Hub: TBA acted as the client's sourcing hub in China, assisting in identifying potential suppliers and in reducing risk and cost exposure in procuring from China

Outcome The Beijing Axis became the long-term contracted service center for the client, for whom we produce a comprehensive monthly report on China market intelligence as well as business development progress. Through TBA’s efforts, the client acquired more advertisement opportunities in Chinese media, which increased both their brand equity and distributors for their industrial products. TBA also successfully sourced a Chinese-made aerosol production line on behalf of the client, who was able to enjoy a 60% cost saving. In addition, TBA also assists the client with their China business trips, distribution site visiting, and contract negotiations.

The Beijing Axis 90

Beijing Axis Strategy – Case Study 6: Strategic EPC Partner Intelligence for an Int’l Coal-based Energy Company

Project Overview

To provide strategic intelligence for a client who faced a key decision on a Chinese contractor's involvement in the construction of a railway project in Southern Africa.

Implementation

With a systematic and transparent approach, TBA adopted a step-by-step system whereby filters were applied to a company list. In order to critically evaluate the company in question, TBA utilized a systematic and transparent approach to assess the company and its competitors in the industry through carefully selected filters. The filtering process was implemented as follows:

• TBA identified a universe list of Chinese contractors, which were filtered and evaluated according to client requirements

• TBA created a shortlist of Chinese companies that exhibited the capabilities to undertake the project. The list included basic company information

• TBA further evaluated the shortlist of Chinese contractors and developed an in-depth study of the subsidiaries and projects undertaken by the companies

• After preliminary engagements, company visits and thorough interview sessions, a shorter, more refined list of companies was selected for which competitive analysis was provided

• Final Selection & Recommendations

Outcome

A 150-page report was presented to the senior management of the company as a result of strategic consulting services provided by The Beijing Axis.

The Beijing Axis 91

Beijing Axis Strategy – Case Study 7: 2008 China Study Tour for Executives of a Global Player in Chemicals & Fuels

Project Overview

China Study Tour 2008 aimed to provide delegates with an opportunity to learn about Chinese culture and business as well as the challenges and opportunities of China’s rapidly developing economy.

Implementation

The Beijing Axis leveraged its experience, networks and abilities to develop and implement the China Study Tour.

Meeting arrangements formed the basis of the study tour; hence, The Beijing Axis attached the utmost importance to arranging quality engagements with various host organizations. This involved careful consideration of a range of factors in determining which companies to select, such as: industry standing, longevity and sustainability, reputation, client requests, and other indicators that would suggest quality, profitability and relevance.

Logistics was also a critical element of the study tour, and The Beijing Axis' experience over the years served to make the team’s logistics planning and implementation efficient and effective.

Finally, the study tour was also characterized by the cultural and social entertainment enjoyed by the delegates. As a company with a healthy combination of locals and expatriates with significant experience of living in China, The Beijing Axis provided the study tour with access to a wide variety of tourist destinations, activities and local cuisine.

Outcome

The Beijing Axis successfully facilitated and executed a business delegation to China attended by approximately 32 delegates. The resulting program has contributed significantly to the tour participants’ growth as managers.

The Beijing Axis 92

Beijing Axis Strategy – Case Study 8: Southern African Market Analysis – Strategy Formulation & Implementation for a Chinese Heavy Machinery Manufacturer

Project Overview

To undertake an in-depth examination of the southern African market and to consider its suitability for the market entry of a Chinese heavy machinery manufacturer, followed by an implementation phase to facilitate the establishment of an operational base in the continent.

Implementation

Beijing Axis Strategy conducted a comprehensive market study to gauge the southern African market and identify opportunities for the client’s planned market entry. We analyzed all the relevant client industries to estimate anticipated demand and growth in the forthcoming years, and methodically constructed a database of all the major players and competitors in the industry. We also analyzed all supply factors and constructed a matrix of all factors actively or potentially influencing the supply side in a number of southern African countries. During the implementation phase of the project, we conducted on-the-ground investigations on establishing an operational base for the client in southern Africa. These investigations were conducted to provide the client with the best practical options to start operations immediately, utilizing the market entry study conducted in the first phase of the project.

Outcome The project is on-going.


Agenda

1. Firm Overview

2. Our Businesses





3. Key Clients


5. Appendices

• Case Studies


The Beijing Axis 94

TBA Knowledge Management – Publications

DOING BUSINESS IN

CHINA:

The System and The

Strategies

Written by Kobus van der

Wath & Commissioned by

China Ministry of Foreign

Affairs

INVEST IN SOUTH

AFRICA

Written by The Beijing Axis

& Commissioned by China

Ministry of Commerce

THE CHINA COMPASS

By The Beijing Axis

THE CHINA ANALYST

By The Beijing Axis

A comprehensive guide to

conducting business in China

A knowledge tool by TBA for

executives with a China agenda

A detailed manual for Chinese

companies entering and investing in

South Africa

A dynamic presentation of the latest

macroeconomic data for a wide

range of indicators, for China as well

as the other major world economies

The Beijing Axis 95

The Beijing Axis Publications

Commissioned by the China’s Ministry of Foreign Affairs

DOING BUSINESS IN CHINA:

The System and The Strategies

by Kobus van der Wath

Commissioned by the China’s Ministry of Commerce

INVEST IN SOUTH AFRICA

(in Chinese)

by The Beijing Axis

The Beijing Axis 96

A knowledge tool for executives with a China agenda

Note: The latest and archived editions of The China Analyst are freely downloadable from our website, www.thebeijingaxis.com; alternatively please e-mail us at [email protected] to be added to

our distribution list.

The Beijing Axis Publications – The China Analyst

October 2012 April 2012 September 2011 March 2011

The Beijing Axis 97

A dynamic presentation of the latest macroeconomic data for a wide range of indicators, for China as well as other major world economies

• An annual publication by Beijing Axis Strategy

• Combines basic country data with more detailed analysis of a wide range of macroeconomic and social data

• Presents a comprehensive picture of the ever-changing and evolving Chinese landscape

• Contains full of up-to-date statistics, topical themes and insights

• Presented in a reader-friendly format as a useful desk reference for executives with a China agenda

The Beijing Axis Publications – The China Compass

August 2012

Note: The China Compass can be downloaded from the News & Media section of The Beijing Axis website, www.thebeijingaxis.com; alternatively, please send an email to [email protected] to

request a copy of The China Compass.

The Beijing Axis 98

TBA China Sourcing Blog @ www.chinasourcingblog.org

An up-to-date information platform for procurement and trade industries in China

The Beijing Axis 99

The Beijing Axis Selected Public Appearances (I)

• 13 November 2012, Smart Procurement, Johannesburg

Kobus van der Wath, Founder and Group Managing Director, delivered a presentation entitled ‘Global sourcing of capital equipment from China’

• 7 November 2012, CHaINA ‘12 Live, Shanghai

Kobus van der Wath delivered a presentation entitled ‘China’s Transformation and the Future Merits of China Procurement –Revisiting the ‘Why, What and How’’

• 6 November 2012, Heavy Haul Rail Africa 2012, Cape Town

Dirk Kotze, Direct and General Manager: Africa, delivered a presentation entitled ‘Trends in the activities of Chinese companies in the African Rail Sector’

• 3-6 November 2012, China Mining Conference and Exhibition 2012, Tianjin

The Beijing Axis organised a panel discussion wherein Kobus van der Wath moderated the ‘Mining Procurement Roundtable’ session. Javier Cunat, Associate Director, delivered a presentation entitled ‘China in Africa: From Commodity Demand Driver to Infrastructure Partner’. The Beijing Axis also had a booth in the exhibit.

• 30 October 2012, Investing in Asian Mining Indaba, Singapore

Kobus van der Wath delivered a presentation entitled ‘Asia Mining in the Global Context’

• 22 October 2012, South African Expo, Beijing

The Beijing Axis attended this event, which took place at the National Agricultural Exhibition Centre and the Kempinski Hotel in Beijing

The Beijing Axis 100

The Beijing Axis Selected Public Appearances (II)

• 27 September 2012, Mining Business and Investment, Nairobi

Walter Ruigu, Manager: Eastern Africa Desk, delivered a presentation entitled ‘China’s Role in Africa’s Mining Sector in the Context of a Slowing Global Economy’

• 20 September 2012, Mining Philippines, Manila

Barbie Co, Manager: Marketing and Sales Planning, delivered a presentation entitled ‘The Global Context: The Role of China/Asia in Global Mining Developments’

• 13 September 2012, China Commodities Trade & Investment Summit 2012, Shanghai

Javier Cunat, Associate Director, delivered a presentation entitled ‘The End of Commodities’ Upward Trends Boosted by ‘China Factors’?’

• 6 September 2012, South African Ferro-alloys Conference, Johannesburg

Dirk Kotze, Direct and General Manager: Africa, delivered a presentation entitled ‘Demand for ferro-alloys in Asia: will China still be the main driver?’

• 4 September 2012, Coaltrans World Anthracite, Coke, Coking Coal and PCI Summit, Hong Kong

Willian Dey-Chao, Senior Manager: Beijing Axis Strategy delivered a presentation entitled ‘China ‘s Steel Supply and Demand and the Implications for Coal’

• 31 August 2012, Young African Professionals and Students (YAPS), Beijing

The Beijing Axis sponsored the YAPS August Networking Event, which was held at the Novotel Sanyuan in Beijing


The Beijing Axis Selected Public Appearances (III)

• 30 August 2012, CEIBS-Chengwei China Meets Africa, Ghana

The Beijing Axis was a supporting organiser of this event wherein Kobus van der Wath, Founder and Group Managing Director, delivered a presentation entitled ‘The Chinese Business Environment’

• 15 August 2012, CIPSA Strategic Procurement Forum, Perth

The Beijing Axis was the cocktail sponsor of this event.

• 23 July 2012, Global Mining Association of China (GMAC), Beijing

Kobus van der Wath delivered a presentation entitled ‘Asia’s Importance for the Global Mining Industry’

• 17 July 2012, Africa Mining Congress, Johannesburg

Dirk Kotze, Director and GM: Africa, delivered a presentation entitled ‘The changing landscape in China/Asia and how this affects African iron ore’

• 9 July 2012, FutureChina Global Forum, Singapore

Kobus van der Wath participated in a panel discussion entitled ‘Towards the end of the “China price”?’

• 27 June 2012, Africa Rail, Johannesburg

Kobus van der Wath delivered a presentation entitled ‘China in Africa: From Commodity Demand Driver to Infrastructure Partner’

• 20 June 2012, Mines and Money Beijing, Beijing

Matt Pieterse, Managing Director: Beijing Axis Capital, chaired a panel discussion entitled ‘Traditional vs. Frontier – Exploring the pros and cons of the world’s mining regions for future Chinese investment’


The Beijing Axis Selected Public Appearances (IV)

• 14 June 2012, ICDA Members’ Meeting, Kyoto

Matt Pieterse, Managing Director: Beijing Axis Capital, delivered a presentation entitled ‘China’s Resource Demand and Influence on Global Mining’

• 12 June 2012, Mining Procurement and Supply, Perth

The Beijing Axis sponsored this event wherein Kobus van der Wath, Founder and Group Managing Director, delivered a presentation entitled ‘Mining Procurement and Supply from China and other Low Cost Countries – Extracting Value and Managing the Risks’

• 30 May 2012, World Mining Investment Congress, London

Matt Pieterse delivered a presentation entitled ‘Chinese foreign direct investments in mining – major threat or great opportunity?’

• 22 May 2012, Brazil Invest, Hong Kong

Javier Cuñ at, General Manager: Beijing Axis Strategy, delivered a presentation entitled ‘China’s rising outward investment in resources – What’s in it for Brazil?’

• 10-11 May 2012, Coaltrans Southern Africa, Johannesburg

Dirk Kotze, Director and GM: Africa, chaired the panel discussions entitled ‘Outlook for regional coal prices’ and ‘Investment and Regulations’

• 9 April 2012, Expomin, Chile

Javier Cuñ at delivered a presentation entitled ‘The Global Context: How will Asia affect demand and will investment in Latin America continue?’


The Beijing Axis Selected Public Appearances (V)

• 27 March 2012, Commodity Trade and Finance Asia, Singapore

Kobus van der Wath, Founder and Group Managing Director, delivered a presentation entitled ‘Revisiting China's role and influence in global commodities’

• 22 March 2012, Mines and Money Hong Kong, Hong Kong

Kobus van der Wath chaired a panel discussion entitled ‘Chinese outbound investment: Meeting China’s demand for resources’

• 20 March 2012, Global Iron Ore and Steel Conference, Perth

Lilian Luca, Managing Director: Beijing Axis Procurement, delivered a presentation entitled ‘The changing business landscape within China’

• 7 March 2012, UCT GSB Distinguished Speakers Programme, Johannesburg

Kobus van der Wath delivered a presentation entitled ‘China and Asia in 2012 - Strategic Imperatives for SA Businesses in the Year of the Dragon’

• 21 February 2012, CIPSA Sundowner, Perth

The Beijing Axis sponsored the first local event of The Chartered Institute of Purchasing & Supply Australasia (Western Australia)

• 16 February 2012, TBA Procurement Roundtable Breakfast, Johannesburg

The Beijing Axis organised the second installment of the roundtable breakfast wherein Kobus van der Wath delivered a presentation entitled ‘Assessing China as a Supply Chain Partner for the African Mining, Industrial and Retail Sectors’

www.thebeijingaxis.com

Beijing, China

Cheryl Tang

Director & GM, China

[email protected]

Shanghai, China

Cheryl Tang

Director & GM, China

[email protected]

Hong Kong

TBA Secretary Corporate Office

3806 Central Plaza, 18 Harbour Rd

Wanchai, HK

Singapore

Andrew Kagoro

Finance & Projects

Penthouse & LV 42 Suntec Tower 3,

8 Temasek Blvd Singapore

Perth, Australia

Kobus van der Wath

Founder & Group MD

[email protected]

Johannesburg, South Africa

Dirk Kotze

Director & GM, Africa

[email protected]

London, UK/Europe

Matt Pieterse

Non-executive Director

[email protected]

Russia Desk

Lilian Luca (Beijing)

Non-executive Director

Latin America Desk

Javier Cuñ at (Beijing)

Associate Director

Yangon, Myanmar

Dr. Wong YF

Chief Representative

India Desk

Ankit Khaitan (Singapore)


Eastern Africa Desk

Walter Ruigu (Beijing)


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