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SEED-Linkages Program October 2002 Linkages European Movement SEED-Linkages Program October 2002 Linkages European Movement

SEED & Accenture Development Partnerships § SEED IS is a regionally based consultancy working SEED & Accenture Development Partnerships § SEED IS is a regionally based consultancy working under the management of IFC – the world’s leading frontier market investor § SEED’s overall remit in the region is to support the development of viable SMEs through direct consultancy work, training and other support § ADP is an affiliate of Accenture, one of the World’s leading management Linkages consultancies, established to apply high quality business and technology consulting skills within a development context Jointly we are developing a Linkages Programme to assist SMEs surrounding a large company in the optimisation of their internal operations, in order to achieve mutual benefit for both the SME and the large company….

Linkages Program: Background Linkages helps different types of SMES within an emerging economy affected Linkages Program: Background Linkages helps different types of SMES within an emerging economy affected in different ways by the intervention of Foreign Direct Investment (FDI) in a large company SUPPLIERS DISTRIBUTORS Raw Materials Retail LOCAL CORE BUSINESS Components FDI (Foreign Direct Investment) Services Franchise Linkages Wholesale New SMEs Key: Non Core Businesses (‘Spun Off ‘ from Core Business) SME LINKAGES

Spin Off-Related Consulting Services SEED provides a range of related support services following the Spin Off-Related Consulting Services SEED provides a range of related support services following the spin off of Non Core Assets aimed at assisting both the Large Company as well as the new and spun off SMEs affected by this process New Businesses How do I Set up as a Spun Off SME? How do I Set up as a New SME? • Business Plan • Sourcing of Funds Linkages • Training & Technology Spun Off Non Core Assets Large Company Buy Sell Establish as New Make/ Make Provide Move Sell Spin Off/ Outsource • Business Plan • Sourcing of Funds • Training & Technology How do I Spin Off or Outsource my Non-Core Assets while ensuring I adhere to Corporate Social Responsibility principles? • Generation of New Business Ideas • Non-Core Asset Assessment & Feasibility Study • Feasibility Study for New Businesses • Outplacement program for Redundant Workers

Supply Chain Consulting Services – Supplier Focus Suppliers SMEs must focus on developing certain Supply Chain Consulting Services – Supplier Focus Suppliers SMEs must focus on developing certain key functions in order to maximise the value chain throughout the supply chain network SME Hyper-Market Supplier Customer Buy Linkages Sell How can I be a good supplier? • Competitive Pricing • Quality Products • On-time Delivery Core Business Provide

Supply Chain Consulting Services – Distributor Focus Distributor SMEs must focus on developing certain Supply Chain Consulting Services – Distributor Focus Distributor SMEs must focus on developing certain key functions in order to maximise the value chain throughout the supply chain network SME Factory Core Business Suppliers Linkages Distributor Make Move Sell How can I be a good distributor? • Focus on Sales & Marketing • Effective Merchandising • Excellent Customer Service

Linkages Program: Methodology Overview The Linkages Program begins with a business assessment during which Linkages Program: Methodology Overview The Linkages Program begins with a business assessment during which all aspects of the SME/Large Company are analysed, followed by a phase during which recommendations are made for the implementation of tools, technology and/or training Business Assessment Recommendations Implementation Tools Linkages Metho dology Data Models Technology Score Cards Warehouse Mngt Supply Chain Planning Business Assess ment Training SCM Overview Course ERP Process Reengi neering Order Mngt Financial Mngt General Manage ment Transport Mngt Sales & Market ing Quality Mngt

SEED Offerings – Business Assessment § SEED will analyse existing operating practices across and SEED Offerings – Business Assessment § SEED will analyse existing operating practices across and within the SME/Core Business Supply Chain to identify the key issues faced both upstream and downstream. For example: • Upstream: • Competitive Pricing • Quality Products Linkages • On-time Delivery • Downstream: • Focus on Sales & Marketing • Effective Merchandising • Excellent Customer Service § SEED will produce a report recommending ways to overcome the issues 8

Accenture & SEED Implementation: TECHNOLOGY § SEED Staff will be skilled in implementing business Accenture & SEED Implementation: TECHNOLOGY § SEED Staff will be skilled in implementing business software solutions (specific to the region) for SMEs § Software will be implemented by the SEED local consultant network and will typically cover some or all of the following modules: Linkages

Example of Materials - Supplier Side Training Courses § Introduction to SCM § Management Example of Materials - Supplier Side Training Courses § Introduction to SCM § Management of service contracts Consultancy Services § Cost accounting § Supplier Selection and Evaluation Program § Quality control management § Production planning Linkages § Business Strategy § Organisation Design § HR Management § Product Standards IT Systems § Compliance with Buyer’s purchase criteria § MIS § ISO Accreditisation § Inventory Control § Production § Financial Mngt System

Example of Materials - Distribution Side Training Courses § Retail/Store Operation Management § Marketing Example of Materials - Distribution Side Training Courses § Retail/Store Operation Management § Marketing Concepts Consultancy Services § Incentive Program § Merchandising § Sales Motivation § Marketing/Promotion Design & Implementation § Business Strategy § Organisation Design § Customer Relations Linkages § Sales Network Design IT Systems § POS § Inventory Control § Transportation System § Financial Mng System § HR Management

Tigar: A Linkages Case Study § § § § Product: Annual Turnover: No. of Tigar: A Linkages Case Study § § § § Product: Annual Turnover: No. of Employees: Location: Date Established: Legal Status: Joint Venture set up: - Tigar Holding - Michelin - IFC Automobile Tyres & Tubes > US$ 70 million > 4, 000 Pirot, Serbia 1935 Privatized, 1991 65% 25% 10% Supply Chain Spin Off/Outsourcing Linkages Business Assessment to recommend solutions to existing issues and future strategy of spun off sales network (Tigar Trade) Assessment of Non-Core Assets in order to determine Spin Off or Outsourcing Strategy for each New Business Work with Tigar Management to help develop new business ideas for outplacement of staff affected by spin off or outsourcing program 12

Tigar: A Linkages Case Study § § § Linkages Product: Annual Turnover: No. of Tigar: A Linkages Case Study § § § Linkages Product: Annual Turnover: No. of Employees: Location: Date Established: Legal Status: § Joint Venture set up: - Tigar Holding - Michelin - IFC Automobile Tyres & Tubes > US$ 70 million > 4, 000 Pirot, Serbia 1935 Privatized, 1991 65% 25% 10%

Tigar: Outsourcing & Spin Off Program Assessment of Non-Core Assets in order to determine Tigar: Outsourcing & Spin Off Program Assessment of Non-Core Assets in order to determine Spin Off or Outsourcing Strategy for each Business Services Division Tigar INCON Catering Insurance Construction Babusnica Tigar Tours Mountain House Linkages Workers catering Business restaurant Flourmill Workers catering Bakery shop Animal Farm Pasta Production Retail stores Business restaurant Syndicatering Animal Food Transportation

Tigar: New Enterprises Program Work with Tigar Management to help develop and conduct feasibility Tigar: New Enterprises Program Work with Tigar Management to help develop and conduct feasibility study into new business ideas for outplacement of staff affected by spin off or outsourcing program v. Laundry Facility Linkages v. Mini Cattle Farm v. Herbal Product Processing 15

Tigar: Supply Chain Network Program Business Assessment to recommend solutions to existing issues and Tigar: Supply Chain Network Program Business Assessment to recommend solutions to existing issues and future strategy of spun off sales network (Tigar Trade) v Work methods in the network v Warehouse utilization and logistics v Management Information Systems and tools Linkages v Merchandizing, product specialization in the stores v Store profitability v Introduction of new services v Franchise system 16