Business Development and Projects Overview Lauriette Modipane 30 September 2013

Transcription

1 Business Development and Projects Overview Lauriette Modipane 30 September 2013

2 CONTENTS 1. New Business Development (NBD): 1.1 Objectives, 1.2 Strategy & Planning, 1.3 Strategy Implementation. 2. NBD Projects Overview: 2.1 s56 Background & Rationale, 2.2 s56 Process Outline, 2.3 Status of s56 Projects.

3 NBD OBJECTIVES Focussed customer-centricity with a goal of identifying & converting market opportunities into revenue streams, To grow the business of TNPA through innovative & effective marketing of available capacity within the South African national port system. Proactive Engagements, Collaboration & Focused Interactions with Key Stakeholders, Develop & Implement a Marketing Strategy & embark on a Marketing Drive for the available capacity across all ports, Lead in the identification of high value & high potential business opportunities 3

4 NBD STRATEGY & PLANNING Develop Market Strategies & Value Propositions Market demand & capacity alignment, Market value proposition development ( What to take to market ). Go to Market Strategies HOW: Who we will target and what we will offer them, Channels to use to connect with customer. Develop Sector and Market Plans (CRM) Industry planning, Account planning, Marketing objectives aligned with strategic plans, Identification & Management of key projects. Manage the Market Planning Programme Market Plan monitoring (intelligence), Origination(New Business), Client Returns, Optimal Utilization of capacity at the ports, Market share and share of wallet. Account Plan Implementation (CRM) 4

5 GO TO MARKET STRATEGIES Targeted Markets/Regional & Global): Shipping Lines, Terminal Operators, Cargo Owners, Rail Operators, Etc. Segmentation Dimensions Products & Service Offering, Customers in the Port Industry, Customers Needs & Expectations, Value for the Customer. Value Proposition/Success Factors: Connectivity to Markets - Regional & Global, Infrastructure/capacity, Efficient Operations, Commercial & Business Incentives. Segmentation: Containers & Transshipments, Dry Bulk (Coal, Iron-Ore, Manganese), Automotive, Non Cargo Segments (Cruise liners, Oil Rig Repair, Dry Dock, LNG). Marketing Mix Product (terminal capacity/infrastructure, maritime services, transshipment services), Place (Maritime Industry, Global Investors, East-West Africa, Sub Saharan Regions, BRICS), Price (enhanced transparency, support & drive beneficiation), Promotion (port brochures, sales book, DVD s, Website, conferences & exhibitions). 5

6 s56 BACKGROUND & RATIONALE Section 56 Agreements: existing customers & new opportunities created for those previously excluded from the port s system, finance, design, develop/construct, operate & maintain terminals/facilities, key rationale to ensure a transparent, fair, equitable & competitive process in the biding process, ensures servicing the demands of the market & facilitating trade. Existing Operators: not business as usual - inject competition by brining new players, enhanced efficiencies, quality of service & productivity, opportunity to increase footprint & grow their businesses. New Operators: presents an opportunity to enter the ports system in line with the country s transformation agenda, at least be better than the person who s been providing the service for the past 20 years. 6

7 Consultation on RFP s56 PROCESS OUTLINE Interested parties invited, but open process Pre-qualified bidders only Feasibility study Expression of Interest Request for Qualifications Request for Proposals Bid Evaluation (5 stage RFQ/RFP Process) Negotiations with preferred bidder Time bound

8 B-BBEE & NGP REQUIREMENTS Broad Based Black Economic Empowerment (B-BBEE) Valid Accreditation Certificate from an accredited Verification Agency, Minimum levels 1-4 will be evaluated whilst levels 5-9 will not be evaluated, New Growth Path Initiatives (NGP) Support for SMMEs, Rural developments & projects, Job creation & Preservation, Skills development, training for youth, etc. Significant black ownership & black management representation, 8

9 STATUS OF s56 PROJECTS: RCB SHIP REPAIR Profile & Background: Bidders requested to bid on the design, construction, maintenance, operation & transfer of a ship repair facility in RCB for an operational period of 25 years, Sufficient interest expressed for a facility, port handles Capsize vessels, trade routes passing require this value added service, Tender published 16 June, closed 25 September 2013, Briefings session held 19 July Status of the Bid & Way Forward: Evaluation committee will be reviewing bid responses, Preferred bidder to be presented to BADC for approval, Anticipated 2014 for preferred bidder appointment. 9

10 STATUS OF s56 PROJECTS: DBN CRUISE Profile & Background: Bidders requested to bid on the design, construction, maintenance, operation & transfer of a cruise terminal at the ports of DBN & CPT, for a 20 years period, sufficient interest expressed, cruise industry been growing at over 7% p/a rates, DBN port currently handles highest cruise numbers in the country through a temporary facility at N shed, Status of the Bid & Way forward: tender advertised on 16 June, closed on 15 October 2013, preferred bidder to be presented to BADC for approval, anticipated date for preferred bidder appointment is

11 STATUS OF s56 PROJECTS : CPT CRUISE Profile & Background: Bidders requested to bid on the design, construction, maintenance, operation and transfer of a cruise terminal at port of CPT for a period of 20yrs, Sufficient interest expressed through an EOI, During season the port of CPT enjoys a hype of activity with calling cruise liners. Status & Way Forward: Tender advertised on 16 June, closed on 15 October 2013, Requests received to extend the bid submission date - to be communicated in writing, Preferred bidder to be presented to BADC for approval, Anticipated preferred bidder appointment is

12 STATUS OF s56 PROJECTS: SOUTH DUNES LB Profile & Background: Port successfully completed an EOI for sites in South dunes, Sufficient interest expressed for various LB commodity streams, EOI analysis completed & sites rezoned accordingly. Status & Way Forward: RFP documents to be completed by soon, Open tender process will be undertaken, Berthing and operational models/feasibility studies to be conducted 12

13 STATUS OF s56 PROJECTS: NCT Profile & Background: Financing, Operation and Maintenance of the Container Terminal at the Port of Ngqura for an operational period 25 years, NCT is currently being operated by TPT under a s79 Ministerial Directive which expires in October 2015, Thereafter a new operator will operate. Status & Way Forward: briefing session held on 18 September, questions & answers process until 23 October 2013, submission of bids closes on 03 December 2013, RFP process kick in

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