The beijing axis capability statement feb 2013

The Beijing Axis
Profile and Capability Statement
February 2013

www.thebeijingaxis.com

China-focused
International Advisory and Procurement

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.

The Beijing Axis 1
The Beijing Axis

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 2
The Beijing Axis

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

Beijing Axis Commodities Beijing Axis Capital Beijing Axis Procurement Beijing Axis Strategy
• Commodity Marketing • Transaction Origination • Comprehensive Procurement • Strategy Formulation
• Commodity Procurement • Corporate Finance Solutions • Strategy Implementation
Advisory

The Beijing Axis’ Knowledge & Network Synergies

• Founded in 2002; has successfully worked with many small to large international and Chinese MNCs

• Operates in four synergistic, cross-border China businesses

• Provides services across various sectors, with a core focus on the MINING, RESOURCES, INDUSTRIAL and
ENGINEERING sectors

• Provides solutions to international firms as they act in unfamiliar territory in China/Asia, and to Chinese/Asian
firms as they venture out and ‘go global’

• Committed to safety and sustainability, with solutions emphasising ‘actions and transactions’


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


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

Principles Values

Cultural
Astuteness

Relationships Integrity
Flexibility
& Ethics

Quality &
Client
Adding
Focus
Value

Professionalism Solutions Safety &
Sustainability


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

Beijing Axis Commodities Beijing Axis Capital
• Supports commodity producers with their international • Provides independent corporate finance advisory and
marketing efforts and the structuring of off-take transaction services
agreements • Employs a specialist China-specific approach with extensive
• Assists commodity consumers with their procurement international and Africa-specific knowledge and experience
efforts in securing supply • Following a strategic approach, leverages our China
• Also assists in arranging financing in selected cases knowledge and global networks to advise clients on cross-
border acquisitions, disposals, joint venture transactions and
fund raising

Beijing Axis Procurement Beijing Axis Strategy
• A China/Asia-focused global procurement house • Provides management consulting services to CEOs and senior
providing a comprehensive range of services across the executives in the areas of strategy formulation and strategy
supply chain implementation
• Has significant experience in sourcing raw materials, • Works both to support clients’ planning processes but also
components, engineered equipment and services from engages by means of active interventions to drive
China/Asia implementation initiatives
• Works for clients that are doing large-scale projects and • Has worked with clients across multiple industries,
capital expansions, as well as firms that require support geographies and areas of the value chain
with consumable products and spares

China Cross-border Services in Detail

Marketing Solutions Transaction Origination Procurement Planning & Strategy Formulation
Analytics
• Customer Analysis and • Strategic Assessment • Market Intelligence and
Identification • Opportunity Scoping Research
• Target Identification, Selection
• Valuation Contract and Approach • Sourcing Strategy Formulation • Competitive Landscape and
Negotiation (including off-take Industry Analysis
• Strategic Marketing Outsourced and Managed
agreements) and on-site Services & Transactional • Market Entry and Partnering
inspections • Transactional Solutions
Procurement Strategy
Procurement Solutions Corporate Finance Advisory • Supplier Analysis • Marketing, Networking and
• Transaction Support, Risk • Analysis and Due Diligence − Initial Scoping, Supplier Partnership Assistance
and Payment Management • Valuation and Structuring Evaluation, Due Diligence and Strategy Implementation
Final Selection
• Logistics Arrangements / • Transaction Management • Project Implementation
Assistance • Supplier Engagement
• Negotiation, Documentation and Assistance
Transaction Completion − Supplier Engagement, Client
Financing Solutions • Business Development
Visits, Testing and Standards,
• Financing Support via Global • Debt Advisory Commercial Process and • Export and Market Development
Financial Institutions • Post-transaction Support Contracting • Relationship Management
• Transaction and process • Operational Support
− Transaction Monitoring, • Negotiation
Quality Assurance,
Expediting, Third Party
Management and Logistics


Geographic Coverage in our Chosen Markets (I)

The Beijing Axis Footprint

Moscow
London
Shenyang
Beijing
Shanghai
Hong Kong
India Myanmar

Singapore
Head Office Latin America Eastern Africa

Regional Office

BD/Support Office Perth
Johannesburg
Project Office
Regional Desk (in Beijing)

Administrative Office


Geographic Coverage in our Chosen Markets (II)

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

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


Geographic Coverage in our Chosen Markets (III)

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

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


Geographic Coverage in our Chosen Markets (IV)

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

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


The Beijing Axis Sector Focus

Industry & Sector Experience

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


The Beijing Axis’ Points of Differentiation

TBA’s significant experience creates competitive advantages in five main areas: People, Processes,
Knowledge, Track Record and Guanxi
• Multinational team of professionals holding appropriate qualifications in the fields of Economics, Business or Engineering
with relevant experience from leading Chinese and international institutions
People • Exceptional base of skills, knowledge, cultural astuteness and language abilities
• Varied backgrounds and good team composition comprising generalists and specialists

• Solid standardised processes and operating procedures
• Rigorous training systems for existing and new personnel
Processes • Risk management orientation
• Service quality control procedures at all levels

• Dedicated knowledge management (KM) department and staff utilising best practice KM processes and tools
Knowledge • Systematic post-project experience integration
• Data benchmarking for selected industries

• Extensive client lists – large international and Chinese blue chip MNCs and SMEs
Track Record • Comprehensive list of varied projects (across industries and function)
• References reflect high client satisfaction

• Extensive networks among Chinese industry associations, trade associations, ministries, academic institutions and individual
‘Guanxi’ companies
• Long-established personal connections and relationships


Agenda

1. Firm Overview

2. Our Businesses

3. Key Clients


5. Appendices
• Case Studies

Beijing Axis Commodities

Beijing Axis Commodities Beijing Axis Beijing Axis Procurement Beijing Axis
Beijing Axis Commodities Beijing Axis Capital
Capital Beijing Axis Procurement Beijing Axis Strategy
Strategy
• Commodity Marketing • Comprehensive Procurement
• Commodity Marketing
• Commodity Procurement • Transaction Origination
• Transaction Origination • Comprehensive Procurement
Solutions • Strategy Formulation
• Strategy Formulation
• Commodity Procurement • Corporate Finance
• Corporate Finance Solutions • Strategy Implementation
• Strategy Implementation
Advisory
Advisory


• 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


Beijing Axis Commodities

Services Capabilities

Marketing Solutions • Strategic sector/industry intelligence
• Customer Analysis and Identification • Analytical capacity to develop strategic sector view
• Valuation Contract Negotiation (including off-take
• Experienced and professional team
agreements) and on-site inspections
• Key relationships and networks

• Credibility and influence
Procurement Solutions
• Transaction Support, Risk and Payment Management • Execution know-how

• Logistics Arrangements / Assistance • Experience curve and track record

• Soft skills to mitigate cross-border risks

Financing Solutions • Partnerships with third-party service providers

• Financing Support via Financial Institutions • Strong negotiation skills and cultural sensitivity


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


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


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


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

Beijing Axis Capital

• Commodity marketing • Transaction Origination • Comprehensive Procurement • Strategy Formulation
• Commodity procurement • Corporate Finance Solutions • Strategy Implementation
Advisory


• 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




Transaction Origination • Strategic sector/industry intelligence
• Strategic Assessment • Analytical capacity to develop strategic sector view
• Target Identification, Selection & Approach
• Experienced and professional team
• Strategic Marketing
• Key relationships and networks
• Transactional Solutions
• Credibility and influence
Corporate Finance Advisory • Execution know-how
• Analysis & Due Diligence
• Experience curve and track record
• Valuation & Structuring
• Soft skills to mitigate cross-border risks
• Transaction Management
• Partnerships with third-party service providers
• Negotiations, Documentation & Transaction Completion
• Debt Advisory
• Post-transaction Support


Beijing Axis Capital – Services (I)

Transaction Origination

• Strategic Assessment by leveraging our strong analytical capabilities and comprehensive sector knowledge across several
regions. Thus we are well positioned to provide innovative and advantageous cross-border acquisition and divestment strategies

• Target Identification, Selection and Approach by identifying potential partners/targets and applying a customised filtering
process in order to acquire and approach a shortlist of potential purchasers or buyers for maximising the likelihood of a successful
transaction

• Strategic Marketing by assisting international companies in promoting their investment opportunities to the most suitable Chinese
investors, and assisting Chinese companies in identifying strategic projects that will add value to their current investment
strategies

• Transactional Solutions by drawing on our thorough understanding of cross-cultural and cross-regional circumstances that affect
deal structuring. We advise our clients on designing appropriate deal structures and recommend the best transactional solution


Beijing Axis Capital – Services (II)

Corporate Finance Advisory

• Analysis and Due Diligence by providing services of financial due diligence on target companies in order to help clients achieve
a comprehensive understanding of all aspects of their targets’ financial outlook, as well as to identify any potential risks

• Valuation and Structuring where a thorough understanding of a business’ value and sound financial modeling can be critical to a
transaction’s pricing and structuring, hence we assist with negotiations and with identifying potential synergies

• Transaction Management by providing assistance and advice for the coordination and management of transactions from initial
phases to completion

• Negotiation, Documentation, Transaction Completion by providing advice and operational assistance for the negotiation of
prices, terms and conditions. We also assist with the documentation aspects of the transaction

• Debt Advisory by assisting clients to raise Chinese financing such as export financing of Chinese capital goods, structured
commodity finance, acquisitions and project finance

• Post-transaction Support by advising on how to interact with local governments, communities and employees. We also provide
logistical support for projects and operations abroad



We focus on developing long-term We combine an in-depth
relationships & providing consistent understanding of China with
service to our clients based on corporate finance expertise to
senior level involvement at all provide informed & tailored advice
stages of a transaction to our clients

Trust Knowledge

Experience Partnership

Our specialist senior team provides Wholly owned by our partners and
first-class investment experiences employees, Beijing Axis Capital
based on an unrivaled knowledge of creates a strong partnership ethos
the Chinese industrial landscape that ensures greater teamwork,
and strategic intent commitment and focus for business
excellence


Beijing Axis Capital – African Capability

Joint Venture – Cadiz Beijing Axis Structure

Beijing Axis Capital Cadiz Corporate Solutions
China – Africa
Leading China-focused international Corporate Finance Leading South African specialist financial
advisory firm with global reach and China group with African reach, sector/industry
knowledge and expertise Solutions expertise and proven track record

• In 2009, Beijing Axis Capital entered into a JV agreement with Cadiz Corporate Solutions of South Africa
• Cadiz Beijing Axis is the perfect corporate advisor for companies in search of capital investment from China, and
for Chinese companies in search of investment opportunities in the African continent
• Cadiz Beijing Axis leverages Cadiz’s multi-disciplinary approach to corporate finance advisory and Beijing Axis
Capital’s China knowledge, expertise and presence


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

Overview Recognition

• Founded in 1993, the group specialises in research and
trading in the equity derivatives and fixed income markets,
quantitative research, stock-broking, prime broking, asset • Ranked 4th in the 2008 annual Chivas Dealmakers
management and structured solutions for the corporate, rankings of M&A investment advisors (ahead of
institutional and retail markets Morgan Stanley, JP Morgan, UBS, Standard Bank,
Deutsche Bank, Investec, Citigroup, PwC, E&Y)
• Cadiz Corporate Solutions specialises in:

- Mergers and Acquisitions

- Corporate Restructuring • Ranked 7th in terms of transaction value in the 2008
Investment Advisor Mergers & Acquisitions survey by
- Capital Raising
Ernst & Young
- Black Economic Empowerment • Ranked 1st as an Independent Firm

- Derivative Strategies

• Strategic fit with The Beijing Axis


Agenda

1. Firm Overview

2. Our Businesses

3. Key Clients


5. Appendices
• Case Studies

Beijing Axis Procurement

Advisory


• 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


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 • Transactional procurement for owner’s teams offering
comprehensive & integrated services
• Initial Scoping, Supplier Evaluation, Due Diligence and
Final Selection • Full in-house commercial, technical and logistics
coverage

Engagement • Wide but focused category coverage

• Supplier Engagement, Client Visits, Testing and • Risk management orientation
Standards, Commercial Process and Contracting
• Robust, ‘owned’ methodology
• Research & market intelligence based
Process
• Significant experience curve
• Transaction Monitoring, Quality Assurance, Expediting,
Third Party Management and Logistics • Synergies with Beijing Axis Strategy & Beijing Axis
Capital


Beijing Axis Procurement has a tried and tested service delivery platform &
methodology for sourcing
Service Delivery Platform & Methodology
• Overall Project Management
• Holistic Risk Management
Strategic Sourcing
• Strategic Relationship Management
1 2 3 4
Analysis Procurement
needs analysis Systematic Supplier Supplier
Initial scoping, supplier evaluation,
Analysis

and China industry evaluation by pre-qualification,
due diligence and final selection, procurement search application due diligence
and localization strategy and competitive & supplier of high level & final
analysis identification filters selection
planning

Total Life Cycle Modelling
5 6 7 8
Supplier Engagement Supplier Site Commercial
Supplier engagement, engagement, inspections, Negotiation, process,
tender contracting
Operational Procurement Process

client visits, testing, application of RFQ & sample
evaluation
tendering testing & & contract
detailed filters and negotiation management
(SOI, RFP) standards

9 10 11 12

Support
Management &
Supply Chain
Supplier Process Management

Management &
Supply Chain
Quality mgmt. Coordination &
Transaction monitoring, quality

Support
Transaction (QA/QC), Logistics assistance on site
assurance, expediting, 3rd party monitoring Expediting & (material mgmt.,
management and logistics 3rd party commissioning,
mgmt. etc.)

Localization Strategy and Implementation The Beijing Axis 32

Beijing Axis Procurement Services in Detail (I)

Analysis Engagement Process

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


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


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


Beijing Axis Procurement Functional Team Organogram
Group Managing Director
/ Associate Director
Group Management

Regional Directors

General Manager
TBA Global Managers
Quality Manager
(India, Myanmar, Australia)
Project Manager

Strategy Commercial QA/QC, Logistics Finance Administrative
Formulation and Expediting, Support
Knowledge Supervision
Management
Project Delivery

Senior Engineer
Strategy Logistics Financial
HR Specialists
Consultants Coordinator Specialists
Inspection
Engineer
Procurement Mild Ocean TBA Corporate
Research Analysts Accountants
Specialists Expeditor Partnership Staff

LCC Analysts Assistant Procurement Specialists

Support from TBA Strategy
Core Procurement Function
Support from TBA Corporate

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 Request for Long-Term Database
Interest Proposal Contract Management

Suppliers qualified for Suppliers approved to Ongoing supplier
RFP based on: supply based on: management includes:
• Capacity • Testing of samples • Meeting compliance
• Techniques • Offers • Measuring performance
• Manufacturing practices • Meeting standards & • Ongoing sample testing
customer specifications
• Track records

Database + Research


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

Others: 11% Mining and
Over 300
Processing: 25%
700+
Pre-Qualified
Visited &
Assessed Steel: 23%
TBA’s
Pre-Qualified
1800+ Supplier
Suppliers Database
Identified
Chemical: 15%

Machinery: 7%

Construction: 9% Energy: 10%


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

Our Approach

TBA Quality Management

Procurement Manufacturing Service

Supplier Quality Manufacturing Quality Customer Service Quality
• Supplier audit • Due diligence / inspection • Client issues & complaints
management
• Failure analysis • Safety management
• Client needs and specifications
• Supplier corrective measures • Standards testing management
• Supplier database management • Equipment calibration • Documentation control
• Documentation control
• Conformance testing

Internal + 3rd Party Management


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

TBA Standard Management Flow

• Determine and verify the clients needs and specifications
Customer Specification • Check for the required standards to meet the clients specifications i.e. ISO
Analysis
• Establish relevant standards

• Locate and shortlist potential suppliers utilising TBA supplier database and experience
Potential Supplier • Engage with the customer and discuss the product, specifications, and standards
Identification • Check and confirm standards adherence

• Sample test for standard requirements
Standard Testing • If the test is successful, engage in further discussion for procurement procedure and in
& negotiations
Confirmation
• If the test is unsuccessful, go back to Potential Supplier Identification and repeat process


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

Our Approach

• Evaluate potential threats to the intellectual property of the client
IP Risks Analysis
• Analyse to mitigate the risks involving intellectual property

Reliable Counterparty • Identify and engage with reliable counterparties based on TBA experience
Identification • Discuss and address issues involving intellectual property protection measures

Overall Risk • Deal with the top law firms in dealing with intellectual property issues
Management • Adopt thorough documentation controls

• Keep track of potential threats to intellectual properties to protect the client
Monitoring
• Include intellectual property controls in evaluating counterparties


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
Key Deliverables
Conditions
• Global Pricing Visibility
• Pricing and Volume Targets


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


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

Secondary Industry

• Building Materials • Power and Electrical Equipment
Cement; Steel structures; Pipes and fittings Turbines; Transformers; Substations; Generators;
• Chemicals Switchgear; Electrical cables; Solar panels; Solar heaters;
Power tools
Alkali; Polyethylene; Polypropylene; Reagent; Rubber
• Steel Vessels and Structures
• Construction Tools and Machinery
Agitators; Furnaces; Heat exchangers (stainless steel and
Bulldozers; Compactors; Cranes; Excavators; Hoists; carbon steel); Pressure vessels (stainless steel and
Loaders carbon steel) and boilers; Tanks, towers and stacks
• Material Handling Equipment (stainless steel and carbon steel); Structural steelwork
Conveyors; Cranes; Hoists; Feeders and apron feeders; • Vehicles
Forklifts; Locomotives; Rapid wagon loaders and dumpers; Trucks; Trailers; Rolling stocks; Locomotives
Ship loaders; Stackers and reclaimers; Train loaders and
unloading systems; Vehicles (earthmoving trucks, etc.) • Other Manufacturing Machinery

• Mechanical Parts and Fabrication Services Blowers; Boilers; Compressors and air systems; Pumps;
Machine tools and accessories; Metal processing
Bearings; Power transmission; Flanges; Gaskets; Moulds; machinery and parts; Food processing machinery;
Valves; Fittings Pharmaceutical product machinery; Packaging material
and processing machinery

Agenda

1. Firm Overview

2. Our Businesses

3. Key Clients


5. Appendices
• Case Studies

Beijing Axis Strategy

Advisory


• 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


Beijing Axis Strategy


Strategy Formulation • Strong analytical & problem solving capacity
• Market Intelligence & Research • Sound project planning skills
• Competitive Landscape & Industry Analysis • Research and project methodology development know-how
• Market Entry & Partnering Strategy • Information source development and management know-
• Marketing, Networking & Partnerships Assistance how
• China knowledge
• Learning system and knowledge management philosophy
Strategy Implementation • Experience curve & track record
• Project Implementation Assistance • Sound judgment
• Business Development & Relationship Management • Applied knowledge, project and deal experience
• Export and Market Development
• Operational Support
• Negotiation


Beijing Axis Strategy – Problem Solving Methodology

Strategy Implementation Strategy Formulation

8. Management 1. Assessment and Definition
• Manage and strengthen business relationships • Separate problem into distinct non-overlapping components
on behalf of client • Define structural frameworks for implementation
• Manage sales 1
2. Workflow Planning
8 2
7. Development • Project manager allocates responsibilities, sets project tasks
• Organise promotion initiatives and public relations • Team members individually or collectively implement
events on behalf of client Beijing research tasks
• Develop business relationships Axis 3
7
• Re-assess strategy based on performance Strategy 3. Analysis
• Desk research strategies for locating the best quality
6. Engagement information
6 4 • Interview strategies and field research
• Design implementation plan and define clear objectives
• Produce and customise marketing materials • Overall knowledge management
5
• Engage clients at a preliminary level
4. Synthesis
• Filter relevant information; prove/disprove initial hypotheses
5. Communication
• Turn analysis into conclusions and recommendations
• Convey recommendations to client in simple yet
• Generate end-product addressing client’s business needs
comprehensive manner
• Complement presentation with face-to-face
interaction with client


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

Strategy Formulation

• Market Intelligence and Research: We assist our clients to determine the potential of the market and to provide an
understanding of its evolving opportunities and threats as they relate to the strengths and weaknesses of the client

• Competitive Landscape and Industry Analysis: To support effective strategies, we analyze the competitive environment on
behalf of our clients. We establish a comprehensive body of knowledge about Chinese and foreign competitors’ products, prices,
quality, channels, processes, people, systems and services, etc., to identify areas of competitive advantage

• Market Entry and Partnering Strategy: There is no single strategy to fit all companies, products and markets. The viability of the
entry strategy will depend on taking the right approach to a range of issues. We assist our clients in choosing the best approach to
enter the market

• Marketing, Networking and Partnership Assistance: We provide assistance to locate the right channel-to-market, i.e. the best
distributor with the most appropriate channels for marketing and networking, or to establish the right strategic alliance in China
(equity JV, contractual JV, etc.). We offer a systematic approach to identify the right partners and stakeholders


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


Beijing Axis Strategy Functional Team Organogram
Group Managing Director
Group Management

Regional Directors
Associate Director,
General Manager

Senior Manager
(Project Manager)

Procurement and Project Team Finance Administrative
Technical Support
Knowledge
Management Lead Consultant
Project Delivery

Financial
Engineers Consultants HR Specialists
Specialists

Procurement TBA Corporate
Accountants
Specialists Analysts Researchers Staff

Support from TBA Procurement
Core Strategy Function
Support from TBA Corporate

Agenda

1. Firm Overview

2. Our Businesses

3. Key Clients


5. Appendices
• Case Studies

Major Chinese / Asian Clients

Commodities Capital Procurement Strategy

Ministry of Foreign
Affairs of the People’s
Republic of China


Major African Clients (I)

The KBH Group

R. G.
Maintenance
Services


Major African Clients (II)


KBMS


Major Australian Clients



Major Latin American Clients


Brazilian
Embassy in
Beijing


Major Russian / CIS Clients



Major Other Regions Clients



Agenda

1. Firm Overview

2. Our Businesses

3. Key Clients


5. Appendices
• Case Studies

The Beijing Axis People – Group Leadership (I)

Kobus van Cheryl Tang Matt Lilian Luca
der Wath Pieterse
Founder & Group GM: China Non-executive Non-executive
Managing Director MD, Beijing Axis Director Director
Commodities

Previous experience Previous experience Previous experience Previous experience

• Senior Consultant: BCG • Account Manager for a China- • Assistant Director: UBS (Zurich • Consultant: McKinsey & Co.
• Head of Investment Strategy for based international advertising and London) and • Director of Strategy: Wimm-Bill-
Asia Pacific (Singapore) & agency Cré dit Agricole Indosuez Dann, Russia
Emerging Market Strategist • Marketing Communication (Paris and London) • Commercial Director: Ratimir,
(London), Standard Chartered Manager: Chinese IT company • Director: CREATE, UK VC Fund Vladivostok – Russia
Bank • Entrepreneur
• Strategist: Standard Merchant
Bank, SA
• Economist: SA Reserve Bank

Education Education Education Education

• MSc (Curtin, Australia) • Certified Purchasing Manager • BCom Investment Management • MBA (INSEAD, France)
• MBA (INSEAD, France) • MBA (Birmingham, United (University of Johannesburg, • BA Economics, International
• BCom Economics, Psychology Kingdom) South Africa) Relations (AUBG, Bulgaria)
(JHB, South Africa) • BA Marketing (Comm. University
of China, China) • Fluent in English and Afrikaans • Fluent in English, Russian and
• Fluent in English, Afrikaans and Romanian. Speaks basic
Dutch. Speaks basic Mandarin • Fluent in English, Mandarin and Mandarin & French
Shanghainese

The Beijing Axis People – Group Leadership (II)

Dirk Kotze Javier Cuñ at Haiwei Sheldon Li
Huang
Director & GM, Associate Director Associate Director General Manager,
Africa Beijing Axis
(Johannesburg) Procurement

Previous experience Previous experience Previous experience Previous experience

•Senior Consultant: CRU, China • Project Consultant: Beimad •Senior Manager: The Beijing •Procurement Manager: Ausenco
•General Manager, China: The Investment Services, Grandall Axis, China Beijing Ltd., China
Beijing Axis, China Legal Group •Consultant: The Beijing Axis, •Project Manager: Beijing GEA
•Due Diligence Officer: Capitec • Finance Manager: Fermax China Energietechnik, China
Bank, South Africa Electronics Beijing Branch •Team Leader, Project Manager: •Fabrication and Purchasing
• Market Analyst: IVEX, Beijing CHINT, China Manager: BOKELA GmbH
Rep. Office •Sales and Marketing Consultant: Beijing, China
HuaQi Telecom, China •Deputy General Engineer: China
Airport Construction Group
Corporation, China
Education Education Education Education
• EMBA (Tsinghua-INSEAD)
• MBA (Peking University, China) (current study) • BA (Hons) Business •C.P.M, ISM
• BCom Law (University of Cape • BA Economics, (University of Administration (London South •BS Mechanical Design and
Town, South Africa) Valencia, Spain) Bank University, United Manufacturing (Tsinghai
• BA Business Management, Kingdom) University, China)
(Katholieke Universiteit
Leuven, Belgium)
• Fluent in English, Afrikaans and • Fluent in English, French, •Fluent in Mandarin, English and • Fluent in Mandarin and English
Mandarin Spanish and speaks Mandarin Shanghainese

The Beijing Axis People – Team Leadership

William Rebecca Yin Barbie Co
Dey-Chao
Senior Manager, Project Manager, Manager,
Beijing Axis Beijing Axis Marketing and
Strategy Procurement Sales Planning

• Risk Officer: Santander Bank, • Analyst, Senior Analyst, • Analyst and Consultant: The
USA Consultant and Senior Beijing Axis, China
• Data Entry Coordinator: MMM Consultant: The Beijing Axis, • Project Assistant: TravelPeople
Healthcare, USA China Magsaysay Group, Philippines
• Fluent in English and Spanish. • Fluent in Mandarin and English • Fluent in English, Mandarin and
Speaks Mandarin Filipino. Speaks French and
Minnan

Kevin Zhou Andrew Li-Chia Ou
Kagoro
Manager, Project Senior Consultant,
Group Finance Beijing Axis
Execution and
Consultant Strategy
Service Delivery

• Sourcing and Trading Manager: • Manager - Bus. Transformation: • China Analyst: Open Source
Sinoconnect Sarl, China Lenovo, Singapore Center: STG, USA
• Project Manager: Poly, China • Audit Engagement Manager: • Budget Analyst: QinetiQ North
• Trading Analyst: China PwC, Singapore America, USA
Construction Bank, China • Audit Associate: E&Y, • Budget Analyst: Irving Burton
• Fluent in Mandarin and English. Zimbabwe Associates, USA
Basic Cantonese • Fluent in English and Shona. • Fluent in English and Mandarin.
Speaks basic Mandarin Basic German

Agenda

1. Firm Overview

2. Our Businesses

3. Key Clients


5. Appendices
• Case Studies

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.


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.


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.


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.


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.


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.


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.


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.


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.


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