Doing business in NigeriaBob Desmet

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“ But We Can Go ” -

a metaphor for doing business in Africa

OverviewThe power of Frisomat industrial buildings

– Key elements– Strengts– Constraints in export

Frisomat in Africa & Nigeria in specific– Find your leads – Approach and point of interest – Case studies

• Helicopter building + offices – Ceptra + 30x55x8• Shipyard building – Ceptra 20x21x6 +7,5T crane• Workshop Port Harcourt – Delta 2x15x15x2,5m

– Tips & Tricks– Q & A

The power of Frisomat industrial buildings

The power of Frisomat industrial buildings

•Key elements

• Headquarters close to port of Antwerp• 450 employees• 50 mio euro turnover• Network of 19 affiliates all over Europe and Africa• Specialized in cold rolled, fully galvanized structures

• Strengths

• Cost-efficient

• All key quality drivers in-house

• Lightweight

• Short delivery periods

• Ideal for long distance transport and difficult construction circumstances

• Long experience in specialized use of material in tropical, dry and humid conditions

• Fast and flexible production, transport & local assembly

• No dependency

• In-house development

• Ecological

The power of Frisomat industrial buildings

• Constraints in export

• Client need >< standardization Frisomat

• Total amount of spare parts in a standard packaging

• Sophisticated build up compared with ready to use products

• Investment good >< consumer goods

The power of Frisomat industrial buildings

Frisomat in Africa

Frisomat in Africa • Find your leads

• Make your home work – Focus on your target group– Invest in digital marketing

• Define your branding and image very clear

• Filter on your prospects & contacts– Get rid of overload in time and energy

• The contacts with connection (Flemisch - Belgian - European) are the most valuable, they need less conviction • Use the available existing established networks

– Export Flanders - FIT• Also Brussels Export, Awex etc

– Chamber of Commerce of your area • And beyond (Antwerp, Brussels, CBL-ACP …Ile de France & Paris …

• Be part of commercial mission

• Exchange ideas & experiences with your collegue exporters

• Approach and point of interest

• Work methodologie- Assembly - Delivery

• Modalities

• Environment- Climate

- Season (rainy, middle season – dry)- Temperature

- Road infrastructure – mobility- Distance, multiple thousand km away- Disponibility of local services and products- Rule of law- Communication, tel, e-mail, skype, YouTube

Frisomat in Africa

Frisomat in Africa & Nigeria in specific

•Case studies– Helicopter building + offices – Ceptra 30x55x8

Frisomat in Africa & Nigeria in specific

•Case studies– Shipyard building – Ceptra 20x21x6 + 7,5T crane

– Workshop Port Harcourt – Delta 2x15x15x2,5m

Frisomat in Africa • Tips & Tricks

• Find the decision maker

• Time is rubbertime

• Find the logic of your prospect /partner

• Expect the Unexpected

• Buy yourself a nice outfit for the opportunity (show respect)

• Talk/ call/ write – take the initiative – expose your social skills

• Present your company, yourself with the qualities you value most (example price/quality)

• The value seeker is looking for you (quality in goods & service )

• Bring a present with you when you travel

• Get along – Cope with it “article 15 - débrouillez-vous”

• Bring forward local references and testimonials

Architect of Furler Architects Ltd

Frisomat in AfricaTestimonial Architect Patrick OSEI-WUSU

Thank you for your attention

Q & A

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