The Road to Document Imaging in South Africa Chelsea Tucker Marie LaRiviere Jayana Cali JJ Mulwanda Benjamin Skidmore South Africa FDI Assessment: Go What: Pursue a market seeking subsidiary in South Africa (RSA), providing document imaging services to government and healthcare entities Political: RSA is a democracy that is friendly to foreign investors and looking to develop economically Independent Central Bank: Independent yet influenced by ruling party. Still, sufficient degree of policy stability Economic: Growing economy; improving infrastructure; expanding from summer 2010 World Cup preparations Currency: The Rand is free floating. This implies currency risk, but historic valuation trends make currency risk important but not preventative for entry Porter’s Five Forces Analysis Potential Entrants Low saturation rate will attract entrants Kodak has first mover advantage versus US entrants Various local players already in the market Potential Entrants: High Supplier Power: Low/Moderate Industry Competition: Moderate/ High Saturation low within S. Africa Kodak competes on price, customer service, and quality Many technologically advanced competitors could take market share Buyer Bargaining Power Kodak has a history of strong relationships with clients Political risks with foreign investment Economic risk with recession and potentially low demand Buyer Power: Moderate Supplier Bargaining Power Kodak has a strong brand and global distribution network Kodak is susceptible to supplier risk due to high level of outsourcing Threat of Substitutes: Low Threat of Substitutes Traditional document storage: filing Option to use a Kodak Independent Software Vendor or Reseller The Digital Imaging Market Sector Potential Customers Local Government Offices Passport Offices Public Judicial & Court Offices Police Departments Motor Vehicle Offices Treasury & Tax Departments Law Offices Hospitals & Doctor's Offices Private Banks & Lending Institutions Schools & Universities Small Businesses Document Imaging Possibilities Birth certificates, death certificates, professional/business licensing records, property records, census records, genealogy records, fragile and odd-shaped historical records Passport & Visa documents, immigration records Case files, docket sheets, marriage and divorce records, wills & inheritance documents, arrest warrants Criminal records, public arrest records, background checks, case investigations National and Regional driver cards Tax return files, property tax records, income tax records, audit records Historical case files, legal filings, affidavits, subpoenas, petitions, motions, copies of correspondence, client records Historical patient medical records, prescriptions, medical examinations, MRI's, CAT scans, X-rays Mortgage statements, lien documents, historical account statements, credit card statements Registrar transcripts, student files, course catalogues, admissions applications customer account records, receipts, tax returns, loan agreements, accounting records, insurance policies & claims Strong South African Market Potential Overall market related risk: LOW Current saturation level: LOW Growth potential: HIGH Financial Considerations/Projections We developed a range of projections based on high and low end expectations. The following is our conservative (low end) eight year estimate of potential performance P&L Category Cumulative 8 Year Forecast Key Assumptions Revenue $113.5 Million $0.5 Billion in total market size Kodak share of market beginning at 0.5% in year 1 and growing to 4% in year 8 Gross Margin $32.7 Million (28.9% Margin) Existing Kodak Document Imaging Business Unit Gross Margins Selling, General & Administrative Expenses $20 Million Starting with existing Kodak Business Unit expense composition as a % of revenue with annual improvements Initially offset by additional expenses related to set up Earnings Before Interest & Taxes (EBIT) $5.6 Million (5% Margin) Continued investment in R&D tied to revenue growth (6.3% of revenue) Net Income $3.8 Million (3.3% Margin) 33% Foreign business tax rate 5 Key Risks to Achieving Financial Goals Financial Economic translation risk Intellectual property risk Currency exchange rate fluctuations Market share growth estimations HIV/AIDS pandemic Political & Technology Political/Corruption Internet Recurrence of Electricity Crisis Human Capital Flight Scale Economies Process Improvements As in all new business ventures, an overarching risk is one of Execution: Even the best plans can’t bring themselves to fruition - if we can’t execute the plan, we will not be successful in this Emerging Market! 6