2. Doing business in Nigeria Bob Desmet IT TAKES

3. “ But We Can Go ” - a metaphor for doing business in Africa

4. Overview The 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

5. The power of Frisomat industrial buildings

6. 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

7. 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

8. 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

9. Frisomat in Africa

10. 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

11. 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

12. Frisomat in Africa & Nigeria in specific Case studies –Helicopter building + offices – Ceptra 30x55x8

13. Frisomat in Africa & Nigeria in specific Case studies –Shipyard building – Ceptra 20x21x6 + 7,5T crane –Workshop Port Harcourt – Delta 2x15x15x2,5m

14. 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

15. Architect of Furler Architects Ltd Frisomat in Africa Testimonial Architect Patrick OSEI-WUSU

16. Thank you for your attention

17. Q & A IT TAKES