innovation boot camp day 1: 9 june 2016 - dansk industri afrika - boot camp...innovation boot camp...

PROJECT AFRICANISATION

FROM NAESTVED TO NAIROBI

12 06 16



Innovation boot camp

Day 1: 9th June 2016

12 06 16PROJECT AFRICANISATION


WELCOMEBy Jacob Kjeldsen, Director, International Business Development,

Confederation of Danish Industry



12 06 16

Innovation Bootcamp – program day 1

09:30 Opening of the Innovation Boot Camp by Jacob Kjeldsen, DI

Africa on the road “Yes you can” By Erik Adam, Head of Sales, Engskov Maskinfabrik A/S

Project partners DI and BoP Learning Lab, Copenhagen Business School, DTU

Africa sales 2020 Exercise: What is the headline of your Africa success in 2020?

Break

Business model innovation for the African market – an introduction

Module 1: Adding value for your African clients: Value proposition and customer segmentation

12:30 Lunch

Module 1: Presentation of value framework by Jason Li-Young, PhD, Associate Professor

Module 2: African channels and customer relations

Break

Module 3: Revenues, cost structure, key partners, resources and activities

Wrap up: Business opportunities and headaches – preparing for next steps

17:30 End of program

19:00 Dinner



12 06 16

The Danish (Medium Sized Company) Challenge

Barriers:

1. Lack of knowledge => Risks are either underestimated oroverestimated

2. Projects are very often driven by opportunity and not by strategy

3. Products and business models need to be adjusted to Africanconditions

4. There is a lack of holistic and long-term solutions to support Danish medium-sized companies entering Africa

5. Insufficient local networks with relevant knowledge and competencies



12 06 16

The means



12 06 16

Project Activity Plan

NOW



Africa on the road “Yes you can”By Erik Adam, Head of Sales, Engskov Maskinfabrik A/S



12 06 16

DIBD Africa network and experiences

West Africa

98 projects

Ghana, Nigeria, Benin, Liberia, Burkina Faso, Mali

East Africa

75 projects

Uganda, Tanzania,

Kenya, Mozambique,

Zambia, Zimbabwe,

Rwanda

Southern Africa

23 projects

South Africa, Malawi,

Zambia

• 19 partnerships with

business

organisations,

including close

cooperation with

KAM for + 10

years.

• EBCAM + BIAC

• Project office in

Tanzania



12 06 16

DI and Africa 2016

EthiopiaTrade mission, 12-15 SeptemberSector focus: Food and agricultureContact: Thea Hammerskov, [email protected], +45 33773637

NamibiaTrade mission, fall 2016 Sector focus: Access to genetic resources (The Nagoya Protocol )Contact: Tue Robi Jensen, [email protected], +45 3377 3766

Republic of Côte d'IvoireTrade mission, fall 2016Sector focus: energyContact: Tue Robi Jensen, [email protected], +45 3377 3766

Mozambique Trade mission, 4-8 AprilSector focus: Energy and constructionContact: Tue Robi Jensen, [email protected], +45 3377 3766

Tanzania:Trade mission, 26-29 AprilSector focus: Food and agricultureContact: Thea Hammerskov, [email protected], +45 33773637

South AfricaExhibition, 15-19 MaySector focus: WaterContact: Tue Robi Jensen, [email protected], +45 3377 3766

Kenya Trade mission, 23-26 MaySector focus: Energy, water, food and agriculture,Contact: Thea Hammerskov, [email protected], +45 33773637

https://en.wikipedia.org/wiki/File:Flag_of_Mozambique.svg

https://en.wikipedia.org/wiki/File:Flag_of_Mozambique.svg

https://en.wikipedia.org/wiki/File:Flag_of_Tanzania.svg

https://en.wikipedia.org/wiki/File:Flag_of_Tanzania.svg

https://en.wikipedia.org/wiki/File:Flag_of_South_Africa.svg

https://en.wikipedia.org/wiki/File:Flag_of_South_Africa.svg

https://en.wikipedia.org/wiki/File:Flag_of_Kenya.svg

https://en.wikipedia.org/wiki/File:Flag_of_Kenya.svg

https://en.wikipedia.org/wiki/File:Flag_of_Ethiopia.svg

https://en.wikipedia.org/wiki/File:Flag_of_Ethiopia.svg

https://en.wikipedia.org/wiki/File:Flag_of_Namibia.svg

https://en.wikipedia.org/wiki/File:Flag_of_Namibia.svg

https://en.wikipedia.org/wiki/File:Flag_of_C%C3%B4te_d'Ivoire.svg

https://en.wikipedia.org/wiki/File:Flag_of_C%C3%B4te_d'Ivoire.svg



12 06 16

Business model innovation across segments

A

B

C

D

E

Top Income

High Income

Middle Income

Subsistence (one day economy)

Emergency



12 06 16

+

BoP Learning Lab

Launched in 2007

A network and learning platform for companies and other stakeholders working with low-income consumers and inclusive business models

http://www.akzonobel.com/

http://www.akzonobel.com/

http://www.aak.com/en/

http://www.aak.com/en/



12 06 16

Providing Company assistance from market

creation to scale

Facilitating networks and partnerships

Gathering learnings and developing tools

The BoP Learning Lab



Copenhagen

Business SchooL

Henrik Gundelach,

PhD Fellow, CBS

Innovation, Design & Entrepreneurship group

Jason Li-Ying, PhD

Associate Professor, head of IDE group

[email protected]

Jonatan Freilich, PhD

Postdoc Researcher

[email protected]



EXERCISE

Where do I want to be

when the project is

over?

BoP Learning Lab 01 06 16Marie Louise Pollmann-Larsen

BREAK



Business Model

Innovation for the

African market



12 06 16

Business model canvas

https://www.youtube.com/watch?v=QoAOzMTLP5s




12 06 16

Politics & culture

Human capital

Infrastructure

Macroeconomy

Kenyan factors influencing

your business model



12 06 16

Business model canvas: How will we use it

Mapping of insights, assumptions and

key questions: tool for us and you!! Collection of data

and establish

relevant networks

> Business model

design

Business Model

implementation

and adjustment





Business Model

Innovation for the

African market



Key Partners

Key Resources

Key Activities

Value Proposition

Channels

Costumer Segments

Costumer

Relationship

Revenue StreamsCost Structure



12 06 16

Value

proposition

How do your customers in Africa differ from your existing customers?

Can you expand your market share, by targeting new segments?

Which market segments are most attractive - short term and long term?

Costumer

segmentation

What value do you deliver to your customers?

What problems are you helping your customers solve?

How do your products and services fit into the other needs your customer is facing?



12 06 16

Costumer segments

Wider segments Danisco Virogates

B2BB2CB2GCities vs. Rural



12 06 16



12 06 16

MARKET ENTRY vs. MARKETCREATION

CHEAP – NOT FOR ME NEED IS NOT DEMAND DEMAND IS NOT NEED

Value proposition

http://s1212.photobucket.com/albums/cc450/Nene_Aguzien/Elegancy101/?action=view&current=milk.jpg

http://s1212.photobucket.com/albums/cc450/Nene_Aguzien/Elegancy101/?action=view&current=milk.jpg

http://izismile.com/2011/10/14/south_african_slum_graduates_dress_up_14_pics-2.html

http://izismile.com/2011/10/14/south_african_slum_graduates_dress_up_14_pics-2.html



Interview

Sia Oskarson General

Manager, Orana



Key Partners

Key Resources

Key Activities Value Proposition

Channels

Costumer SegmentsCostumer Relationship



LUNCH



BMC EXERCISE 1

Adding value for your clients:

Value proposition and customer

segmentation



Value Framework

by Jason Li-Young



Key Partners

Key Resources

Key Activities

Value Proposition

Channels

Costumer Segments

Costumer

Relationship




12 06 16

Channels

•Which type of customer relation will add value to your product?

•How do you manage your partner’s customer relations?

•How can you collect and manage customer feedback?

•Is renting or leasing an option?

Costumer

relations

- Which entry mode is suitable?

- Can you piggy-back on other value chains?



12 06 16

Different types of entry modes

Direct Export

Management Agreements

Rep. office

Agent / Distributor

Licensing

Franchising

WFOE / Subsidiary (100%)

Co-operative JV

Sales Subsidiary

Equity JV

Contract manufacturing

Risk

Return

Resource commitment

Control

Global Integration

Strategic FlexibilityIndirect Export

Production Investment ModesContractual ModesExport Modes



12 06 16

Costumer relations

Customer training Grundfos Ownership



Case interview

with Thomas Jessen

Dantherm

http://www.google.dk/url?url=http://www.humiscope.com.au/pool-dehumidification/&rct=j&frm=1&q=&esrc=s&sa=U&ved=0ahUKEwi29tzhqJPNAhUGKywKHfuxBz4QwW4IGDAB&sig2=kY7Qy_cy1atRQjG4KVULKA&usg=AFQjCNFcdV-KZuV47ArkGjk3qp4nnozDTw

http://www.google.dk/url?url=http://www.humiscope.com.au/pool-dehumidification/&rct=j&frm=1&q=&esrc=s&sa=U&ved=0ahUKEwi29tzhqJPNAhUGKywKHfuxBz4QwW4IGDAB&sig2=kY7Qy_cy1atRQjG4KVULKA&usg=AFQjCNFcdV-KZuV47ArkGjk3qp4nnozDTw



BMC EXERCISE 2

Channels and customer relations



Value Proposition

Channels

Costumer Segments

Costumer

Relationship


Key Partners

Key Resources

Key Activities



12 06 16

Revenue streams

What are the most important costs inherent in your business model?

Which key resources and activities are the most expensive for your business?

Which kind of investments can improve your cost structure?

What are your customers willing to pay?

How can you secure your payments?

How do your clients prefer to pay?

Do your customers have access to finance?

Cost structure



12 06 16

Revenue streams

Mobile payments Linking customers with financing / leasing/ renting

Collective purchasingpower



12 06 16

Cost structure

Economies of scale Cost drivers Lower, consistent specs.



12 06 16

Partners

What are the key ressources are required for your local business model?

How can you ensure access to the relevant resources?

What key activities do your distribution channels, customer relationships and revenue streams require?

How would your business model change if you increase or decrease key activities?

What are the options for outsourcing non-core activities locally?

Can your company establish strategic alliances with partners in order to develop a more solid value proposition??

How do I choose a local partner?

How do I manage and support my local partners?

Key resources

and activities



12 06 16



Case interview

Unumed

Andreas Flensborg, CEO



EXERCISE 3

Fill in your

assumptions

Revenue streams, cost structure, partners, key resources and activities



Business

opportunities and

headaches



…interview

KAM

http://3.bp.blogspot.com/-RFd58tltZXY/VgJhxGv_xMI/AAAAAAAFz8Y/l2UUkhIdBmg/s1600/kam.jpg

http://3.bp.blogspot.com/-RFd58tltZXY/VgJhxGv_xMI/AAAAAAAFz8Y/l2UUkhIdBmg/s1600/kam.jpg



Innovation boot camp day 1

Wrapping up the day



12 06 16



Innovation boot camp

Day 2: 10th June 2016



12 06 16


09:00 Kick-off day 2

Company presentations of business ideas and feedback

What creates successful companies in East Africa “ Insights from research”

by Michael Wendelboe Hansen, CBS

Break

Moving forward: Recruitment of local staff and boot camp in Kenya

by Jacob Kjeldsen & Katerina Belko-Hansen, “Project Africanization” Management Team

Wrap up of the boot camp

13:00 Lunch



Presenting your

business model for

feedback



12 06 16


09:05 Short introduction to the exercise

09:10 All divide into 2 groups of 6 companies & project partners

Vestfrost Dantherm

Palsgaard DESMI Ru-Clean

HJ Hansen DANESPO

AVK Triax

Hartmann G&M

Orana DINEX

10 minutes for each company: 4 minutes presentation + 6 minutes feedback , point out one to present the case

10.15-

10.30

Discussion in Plenum



What creates successful companies in East Africa

“Insights from research”

By Michael Wendelboe Hansen

Copenhagen Business School


BREAK



Moving Forward



Boot camp

follow-up(phone

meeting)

Meeting with DTU on product

adaptation (voluntary)

Status on EA

Strategy (phone

meeting)

Meeting with Kenyan consultants, DI & CBS at company

DI Customer segmentation &

partner management

tools (voluntary)

Kenyan Innovation Boot camp preparation

meeting

Kenyan Innovation Boot camp

in Nairobi+

Boot camp

follow-up& nextsteps

20-24 June Late June 15-19 Aug. 12-16 Sept. 20 Sept. Week 45 or 467-11 Nov. or 14-18 Nov.

27 Oct. 1 Dec.

Project Timeline

Hiring of Kenyan

consultants

Kenyanconsultants

starting work

Mid July Mid Aug.



Phone meeting with 4 subjects on the agenda:

1. Feedback on Boot Camp in Fredericia2. Company to-do-list3. What can we do and what do you need?4. Needed product adaptation?5. Setting date for next meeting

Boot Camp Follow-up



Boot camp

follow-up(phone

meeting)



Status on EA

Strategy (phone

meeting)



partner management

tools (voluntary)


meeting


in Nairobi+

Boot camp



27 Oct. 1 Dec.

Project Timeline

Hiring of Kenyan

consultants

Kenyanconsultants

starting work

Mid July Mid Aug.



• For those who would like to work more with product adaptation, at meeting will be held at DTU last week of June

• DTU can provide knowledge and arrange for 1-2 students working with the company for 3-4 months as part of thesis

• Relevant themes:1. Product design/Innovation2. CSR strategy3. Environmental innovation4. Global product development process

Product Adaptation with DTU



Boot camp

follow-up(phone

meeting)



Status on EA

Strategy (phone

meeting)



partner management

tools (voluntary)


meeting


in Nairobi+

Boot camp



27 Oct. 1 Dec.

Project Timeline

Hiring of Kenyan

consultants

Kenyanconsultants

starting work

Mid July Mid Aug.



Recruitment of local employees In Kenya

Identification of profiles and interviews inKenya 27 June – 1 July. Expected start of employment: Mid August

Job Tasks Assist in developing and implementing East Africa strategies for the 15

Danish companies participating in the project Create networks between the 15 Danish companies and relevant local

companies and stakeholders in close collaboration with KAM in Kenya,and in other East African countries in close collaborations with local DIsister organizations

Assist in arranging field trips for the 15 Danish companies in Kenya andother East African countries, including a boot camp in Kenya inNovember 2016

Assist the 15 Danish companies individually, including contact to relevantcustomers, partners, distributors, authorities and other stakeholdersrelevant for successful implementation of the individual Danishcompanies’ East African strategies

Identify new business opportunities for the 15 Danish companies andprepare relevant market information

Prepare relevant marketing material and product promotion relevant forthe 15 Danish companies in Kenya and East Africa

Participate in relevant meetings and fairs in Kenya and East Africa Coordinate closely and liaise with KAM and other DI sister organizations

in East Africa, as well as other DI partners in the regions

We RequireCandidates must have a solid background (5-6 years) in business development in Kenya and East Africa, preferably also in relation to introducing European companies in Kenya and the East African markets - either through experience in sales and business development within a foreign company in Kenya or within business development consulting. Relevant candidates therefore have a sound understanding of the business development processes of European companies, when entering Kenya and East Africa.

Moreover, relevant candidates will have A higher education, preferably in the business field A passion for sales and proven record of accomplishment for business development A willingness to travel throughout Kenya and East Africa Swahili as a mother tongue and a very strong command of the English language A positive, engaging personality with a sociable and outgoing approach A great sense of responsibility plus must be self-motivated and a team-player in spite of the

distance between Kenya and Denmark



Boot camp

follow-up(phone

meeting)



Status on EA

Strategy (phone

meeting)



partner management

tools (voluntary)


meeting


in Nairobi+

Boot camp



27 Oct. 1 Dec.

Project Timeline

Hiring of Kenyan

consultants

Kenyanconsultants

starting work

Mid July Mid Aug.



• After the holidays, another (phone) meeting will be take place

• We will ask you1. What is on the company to-do-list2. What can we do and what do you

need?

• We will also settle on date for visit by Kenyan consultants, DI & CBS

EA Strategy Preparation Status



Boot camp

follow-up(phone

meeting)



Status on EA

Strategy (phone

meeting)



partner management

tools (voluntary)


meeting


in Nairobi+

Boot camp



27 Oct. 1 Dec.

Project Timeline

Hiring of Kenyan

consultants

Kenyanconsultants

starting work

Mid July Mid Aug.



• Present your company

• Share your EA Strategy, experiences and identified needs for local assistance

• Help us prepare the Boot Camp in Kenya

• (CV’s of consultants forward beforehand)

• CBS will forward more on evaluation

Meeting the Kenyan Consultants



Boot camp

follow-up(phone

meeting)



Status on EA

Strategy (phone

meeting)



partner management

tools (voluntary)


meeting


in Nairobi+

Boot camp



27 Oct. 1 Dec.

Project Timeline

Hiring of Kenyan

consultants

Kenyanconsultants

starting work

Mid July Mid Aug.



DI tool for Customer Segmentation & Partner Selection/Management



DI Tools for International Partnerships

20 September 2016



12 06 16

DI tools for International Partnerships

Value based Customer Segmentation

Structured Market Selection

Partner Search

Partner Management Guide



12 06 16

DI tools for International Partnerships

1

2

3

Preparation Phase

• Value Based Customer Segmentation – Which Customers?• Structured Market Selection – Which Markets?

Start Up Phase / Market Entry

• Partner Selection – Which Distributor / Agent?

Development Phase

• Partner Development & Partner Evaluation – How?



Value Based Customer Segmentation



12 06 16

ABC Vs. Value Based Segmentation

ABC customer segmentation Value Based Customer Segmentation

Focuses on revenue

that the individual

customer provides to

your company

Focuses on value

creation for the

customer



12 06 16

1 2

3 4

Evaluation Matrix (illustration)

Low

High

High

Very Attractive Not Attractive

Customer Segment AttractivenessC

om

pe

titive

ne

ss

1

2

3

4

5 3 advantages

1. Optimal Resource

Allocation

2. Increased Profit

3. Market Selection



Partner Search



12 06 16

The Partner Selection Process

Function Analysis

Establish Partner Profile

Wide Screening

Fine Screening

Final Evaluation (Dialog)

Choice

Partner Search



Partnerships

• Demands & Value Creation



12 06 16

A Successful Partnership Requires…

• An “open book" approach

• Developing a "partner culture" within your own organization

• Frequent contact with your partners

• Empathy towards your partners – you must understand their market!

Your partner must understand the value of a close

partnership with you!

You must sell the idea of joint business development

and joint success!

!



12 06 16

Customer Relations via partners



12 06 16

• Questions?



Boot camp

follow-up(phone

meeting)



Status on EA

Strategy (phone

meeting)



partner management

tools (voluntary)


meeting


in Nairobi+

Boot camp



27 Oct. 1 Dec.

Project Timeline

Hiring of Kenyan

consultants

Kenyanconsultants

starting work

Mid July Mid Aug.



Information on

• Practicalities (initial preparations start now!)

• Program

• Status on EA Strategies

• Further preparation

Preparing for Boot Camp in Kenya



Boot camp

follow-up(phone

meeting)



Status on EA

Strategy (phone

meeting)



partner management

tools (voluntary)


meeting


in Nairobi+

Boot camp



27 Oct. 1 Dec.

Project Timeline

Hiring of Kenyan

consultants

Kenyanconsultants

starting work

Mid July Mid Aug.



WEEK 45 OR 46 ???

Activities

• Individual and joint meetings

• Field research and testing assumptions

• Meeting academia and financial institutions

• Kenya strategy ‘Spring Board’ – strategic, operational input and relevant network

Boot Camp in Kenya



Boot camp

follow-up(phone

meeting)



Status on EA

Strategy (phone

meeting)



partner management

tools (voluntary)


meeting


in Nairobi+

Boot camp



27 Oct. 1 Dec.

Project Timeline

Hiring of Kenyan

consultants

Kenyanconsultants

starting work

Mid July Mid Aug.



(Phone) Meeting with 5 subjects on the agenda:

1. Feedback on Boot Camp in Kenya2. Company to-do-list3. What can we do and what do you need?4. Need for assistance by consultants5. Setting date for next meeting

Kenya Boot Camp Follow-up



THANK YOU

CONTACT

Katerina Levinzon Belko-Hansen

Consultant, DI International Business Development

[email protected]

+45 3377 3711

Jacob Kjeldsen

Director, DI International Business Development

[email protected]

+45 3377 3727

innovation boot camp day 1: 9 june 2016 - dansk industri afrika - boot camp...innovation boot camp...

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