GTR Trade Finance Conference Date: 10 Nov 2016 BIA Group Active - - PowerPoint PPT Presentation

GTR Trade Finance Conference

Date: 10 Nov 2016

• Active in the sales and the service of

equipment intended for public works, mines, quarries and transport.

• BIA’s expertise includes sales, rentals

and aftersales service, but BIA is also recognized for its project management and personalized assistance to its customers throughout their projects.

BIA Group

• Operates in Europe

(Belgium, France, Holland, and Luxembourg) and in more than 20 African countries.

• Employs more than 1,000

people, including more than 750 engineers and technicians

Functional Structure of the Group

BIA Group nv/sa

ESB /ACCB

Mauritius

Finance & Administration Sales of Equipments & Parts

40%

Kleigrond Beheer bv BIA NV/SA BIA Overseas NV/SA

Netherlands Belgium Africa Luxembourg

Construction Construction Mining Recycling Crushing & Screening Construction Handling Recycling Handling Handling Power Generation

Brands & Territories (2013)

Others: Terex, Michelin …

African Coordination Center BIA (ACCB)

• ESB was incorporated in Feb 2012
• Started with a total of 12 employees
• 2016: around a 100 employees in

Mauritius

• Starting Goal:
• ESB:
• 7/7 service availability- order

intake & technical hotline

• Serves all African territories
• ACCB:
• Shared service Center
• Serves the Group

BIA MAURITIUS

Equipements & services BIA / African Coordination Center BIA

ESB to serve BIA’s regional hubs in Africa

Equipements & Services BIA (ESB)

Aim was to operate an increasing share

• f duties transferred from Belgium to

Mauritius Excellent local administrative workforce (bilingual EN/FR) Optimisation which enables BIA to raise enough funding to support increasing investments in our territories

BIA MAURITIUS

Equipements & services BIA / African Coordination Center BIA

BIA Mauritius

Situation as at Oct 2016

ACCB: Group Functions General Manager SAP Technical Finance ICT Technical IT Project IT HR CRM IT Support Enterprise Info Mng Treasury

• ESB covers the whole of BIA’s African operations and includes the

administrative management of Orders and Sales of equipment, aftersales

• f spare parts and warranty management for all BIA subsidiaries in Africa

as well as for direct customers.

• It is organised following the principles STO-OTD-DTR and ESB covers

mainly activities STO-OTD.

Situation as at Oct 2016

ESB

Situation as at Oct 2016 ESB

General Manager

Finance

Trade Finance & Credit Control

Accounts HR Project Management Business Development & Sales Hub IV Parts & Product Support CVPA QHSE Operations Warranty Pricing Technical Sales to order Supply Chain Order to Delivery Parts Equipment Order fulfilment

• Issue LCs through Tier 1 international banks present in Mauritius
• Maintain strong relationships with European and Pan-African banking

networks which are able to assist customers from the start of their

• perations
• ESB complies with all payment terms:
• LCs & SBLCs
• guarantees.
• Credit Insurance - Ducroire, ATI-ACA, Coface
• Avalised and Accepted Drafts

What do we do in terms of Trade Finance at ESB?

• Adaptability and flexibility of workforce: + for Africa
• Quick and easy regulatory path for setting up the company
• Development of job opportunities for Mauritius
• Positive reactions from partners (customers, suppliers, … ) after

initial reluctancy

• Success for BIA

Lessons Learned

• Structurally
• Platform towards Africa: the desire must be present at every

level (government, banks, …)

• Ease of doing business on a daily basis needs to be improved
• Workforce
• Education and quality of degrees should be in line with

business expectations

• Continue to work on the bilingualism (asset for Africa)
• Increase sense of initiative and accountability
• Develop the willingness for empowerment

Opportunities for Improvement

THANK YOU