Industry Africa Sept 2018

T O M O R R O W S B U S I N E S S T O D AY SEPTEMBER 2018

WWW.INDUSTRYAFRICA.NET

SKA project

The key to galaxies ‘Code’ The first phase of SKA 1 in South Africa is to add 133 antennas to that (of MeerKAT) .The expansion is expected to start next year with the first prototype dish built in China already on site about 450 kilometers north of Cape Town in the Northern Cape province.

CONLOG

The ‘Smart’ Solution

BEKA SCHRÉDER Long term lighting solutions

DEFY APPLIANCES

Loyalty leads to global profitability

© 2017 Accenture. All rights reserved.

MEDIA PACK 2018

NEW ISN’T ON ITS WAY. WE’RE APPLYING IT NOW. See how we’re applying innovation and deep industry knowledge to real business challenges now at accenture.com

NEW APPLIED NOW

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MEDIA PACK 2018

EDITOR Gert le Roux SUB-EDITOR Ajuanne Payne WRITERS Kien Ingate Mike Garwi PROJECT MANAGER Jodie Rettie Richard Hadley Stephen Lewis Sarah Dickens STUDIO STUDIO DIRECTOR Martyn Oakley DESIGN ASSISTANT Marley Bane ACCOUNTS Mike Molloy MAGAZINE MANAGEMENT OPERATIONS MANAGER Shaun Cousins BUSINESS DEVELOPMENT MANAGER Hal Hutchison

In this months edition of Industry Africa we take a look at some of South Africa’s fastest growing and most innovative companies. We interview Sibusiso Skosana from Conlog and discuss how their smart meters are changing the face of African energy; we also speak to BEKA country manager Wimpie Ludwick about how they are innovating the lighting market with LED solutions.

As we know, adversity is something we all experience in business, as Greek Stoic philosopher Epictetus said over two thousand years ago “It’s not what happens to you, but how you react to it that matters.”

Nothing could be more true today, in times of uncertainty it is easy for some to face obstacles in a “glass half empty” mind set and to look at these obstacles as too big to concur, but they’re not, in fact when one takes a step back and looks at these dilemmas in perspective all they equate to is a series of smaller obstacles which when assessed individually become easy to overcome and sometime inconsequential.

Given the times of economic pressure in the country it is good to see companies which continue to push through these tough times.

If you would like for us to tell your story please do feel free to get in touch with us!

Gert le Roux

Industry Africa – Editor editor@industryafrica.net

If you would like more information about ways in which Industry Africa or East Coast Promotions can promote your business please call +44 (0)20 32878 795 or email | editor@industryafrica.net East Coast Promotions Ltd does not accept responsibility for omissions or errors. The points of view expressed in articles by attributing writers and/or in advertisements included in this magazine do not necessarily represent those of the publisher. Any resemblance to real persons, living or dead is purely coincidental. Whilst every effort is made to ensure the accuracy of the information contained within this magazine, no legal responsibility will be accepted by the publishers for loss arising from use of information published. All rights reserved. No part of this publication may be reproduced or stored in a retrievable system or transmitted in any form or by any means without the prior written consent of the publisher. © East Coast Promotions Ltd 2018

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MEDIA PACK 2018

3 EDITOR’S PAGE Cementing the foundations of South Africa

6 NEWS All that’s happening in South Africa 12 LIFESTYLE SA General intrest in and round Africa

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MEDIA PACK 2018

16 SKA PROJECT

48 AFRICAN FINANCIAL GROUP

Cracking the code

Foundation for intergenerational wealth

22 CONLOG

52 BROLL

The ‘Smart’ Solution

Permanence, perseverance & persistence

28 BEKA SCHRÉDER Long term lighting solutions

56 MTN SOUTH AFRICA Communication within human society

34 DEFY APPLIANCES

60 HUDSON & KNIGHT

Loyalty leads to global profitability

Leading players’ in fats and oils

40 BOLTFAST

64 MONTIGNY

The drive to create

Adding value to receive value.

44 AMPLE INSURANCE BROKERS

68 HIK ABALONE FARM

A problem delt with

Riding the wave

COMPANY PROFILES

64

PAGE 5

NEWS A brief look at the issues making the news across South Africa.

Fire risks drive major business interruption losses

Fire risks are once again in the spotlight as a fire gutted an East Rand retail park at the end of July. What started out as a seemingly small spiral of smoke coming out of an upmarket furniture retailer store in the early morning, turned into an all-out blaze that in a matter of minutes gutted six stores and razed the building, stock and contents to the ground despite speedy and comprehensive fire and emergency services efforts.

According to Clayton Ellary, JHB Commercial Branch Manager at Aon South Africa, fire is a grossly underrated risk, particularly in South Africa. “There are many statutory requirements and codes of practice in place for fire protection that can potentially leave business stakeholders in severe financial crisis in addition to possible legal implications if not adhered to. The costs arising out of the potential loss of life, assets, stock and loss of profits and income due to business interruption can amount to millions of Rands in damages and liability claims. Despite the risk to business continuity, financial viability and brand reputation, many businesses remain unaware of the devastating domino effect that a fire poses to business continuity,” says Clayton.

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“From a retail perspective, the building risk usually lies with the owner of the property or centre while the tenant is responsible for the risk and safety of all the contents such as stock, shopfitting, display cabinets, completed stock for delivery, electronic equipment and so on. It is critical for tenants and landlords to double check their contracts or lease agreements to confirm fire risk liabilities as well as ensure that it is comprehensively addressed in lease negotiations,” he says.

A comprehensive fire prevention strategy linked to an insurance program that fully addresses the needs of a business is critical. “A clear description of a business and its operational environment is central to the drafting of a wellconceived insurance programme as the type of materials that are kept on the premises greatly affect the associated fire risks. A comprehensive fire risk assessment will greatly aid in identifying fire hazards and reduce the risk, in addition to determining what physical precautions and management processes should be in place. It’s also very important to have an accurate assessment of the replacement costs of buildings, contents, vehicles, IT, stock and other assets, particularly in

NEWS the event of a catastrophic loss,” says Clayton.

The Business Interruption (BI) aspects of a fire need careful consideration. It is crucial to ask the right questions such as how long it will take to get the business up and fully operational if the building burns to the ground? How does the business cover staff salaries and overhead costs while the business is not generating an income? How does a business replace inventory, stock and completed orders that were damaged or destroyed in a fire? What associated costs will be incurred for keeping, maintaining and recovering market share after a catastrophic event? In this particular fire, it is unlikely that normal operations will be restored before the peak shopping season in November and December, which is a further blow to the bottom line of any retailer.

“With the assistance of professional partners, Aon assists clients with practical knowledge of building codes, fire codes as promoted by various specialist bodies, as well as knowledge of construction materials, manufacturing processes and storage practices and the relevant hazards involved therein. By linking this to an aligned insurance program that covers virtually all the what if scenarios of not only the physical damage but the knock-on implications for business continuity, clients get to experience the real value of a comprehensive fire risk analysis with an experienced broker by their side. When it comes to

fire risk and business interruption, there is simply no lee-way to buy insurance cover without the guidance and analysis provided by an experienced broker who can interrogate the terms of the policy and how these will respond in actual scenarios that are unique to the client’s circumstances,” advises Clayton.

It is of great importance to thoroughly interrogate the terms of business insurance covers, especially when it comes to fire risk. “Ensure that the premises are covered for the replacement cost of the building and that the contents and stock are stipulated and valuated on an annual basis. If the business makes use of specialised machinery, consider the cost of having to replace these items and the time delays if these items are imported, not to mention any import duty, taxes and fluctuating exchange rates. Also, consider hidden costs such as the demolition of the building, removal of rubble, engineering costs and the prospect of having to complete a geological report before any reconstruction work can commence,” he says.

An experienced broker’s advice matched to a fire risk engineering expert is invaluable when it comes to having the right insurance covers in place to cover both assets and business interruption,” concludes Clayton.

Can your business rise from the ashes?

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NEWS A brief look at the issues making the news across South Africa.

New kitchen range

NEW HANSGROHE PRODUCT LAUNCH HEATS UP THE KITCHEN PAGE 8

With the exquisite form and functionality of modern sinks and mixers While the hearth may exist in the living room, the heart of every home is the kitchen. A combination of familyoriented get-togethers and passionate food preparation, the tempo of the kitchen often rises to fever pitch levels of conversation and laughter. In addition, home trends are changing with the kitchen becoming an integral part of the living space itself.

While Hansgrohe is known for being a leading bathroom

NEWS specialist, kitchens have become an important focus for the

To compliment the stainless steel and granite sinks, the

company over the last few years - making the organisation a

aesthetic mixers offer an elegantly discreet design, without

key authority on all that is design and function in both the

compromising on functionality. This is perfect for an interior

bathroom and kitchen space.

design concept which views the kitchen more as a living space rather than a work area.

In line with this, Hansgrohe has just launched a new range of state-of-the-art stainless steel and granite sinks, as well as

You can never go wrong with simplicity. With the hansgrohe

their innovative range of kitchen mixers - the Metris and Talis

Metris Select and Talis Select kitchen mixers, you can control

Select. This launch has brought kitchen sinks and taps to the

the water at the touch of a button. The Select button makes

SA market that have never been so pioneering in both form

your life more convenient by allowing you to turn the mixers

and function.

on and off with barely a touch and within an instant – with your fingers, back of your hand, your forearm or elbow.

All making for ease of use and time to spend catching up with family and friends in a beautifully equipped heart of the home.

About the Hansgrohe Group With its brands AXOR and hansgrohe, the Hansgrohe Group, based in Schiltach/Southern Germany, enjoys a reputation as a leader in quality, innovation and design within the bath and kitchen industry. The Hansgrohe Group brings form and function to water with taps, showerheads and shower systems. The 116-year history of the company is marked by innovations such as the first hand-held shower with multiple spray types, the first pull-out kitchen tap, and the first wall bar to hold a hand-held shower.

The company holds more than 17,000 active propriety rights. The Hansgrohe Group stands for long-lasting quality products. With 34 subsidiaries and 21 sales offices supplying products in more than 140 countries, the company is a reliable partner to its customers around the world.

The Hansgrohe Group, its brands and products have won numerous awards, including more than 500 design prizes since 1974. Sustainable production of resource-conserving products is central to the company’s business activities The timeless wide design and hand-brushed L-shaped basin

around the globe.

rim makes the hansgrohe sink a striking feature in any kitchen, with the minimalistic design blending perfectly with the ambience of a modern kitchen.

The products of the Hansgrohe Group are featured in projects around the world, such as the luxurious ocean liner

Choose between the five differe

Queen Mary 2, and the world’s tallest building, the Burj

nt sink sizes in stainless steel as built-in, undermount or

Khalifa in Dubai. The Group’s high-quality standards are

flush mount to combine with a premium hansgrohe kitchen

ensured by five wholly-owned production facilities: two in

mixer for a perfect fit. If you want something different - have

Germany, one each in France, the United States and China.

a look at the granite sinks, also available in five different sizes

In 2016, the Hansgrohe Group generated a turnover of EUR

in either undermount or built-in with three different colour

1.029 billion. It employs more than 4,800 people worldwide,

options of graphite black, stone grey and concrete grey.

about 60 percent of whom work in Germany

PAGE 9

NEWS A brief look at the issues making the news across South Africa.

Netflix-style software solution supports South African businesses in the wake of GDPR The General Data Protection Act (GDPR) may set the guidelines for the collection and processing of personal data within the European Union (EU), but it also has far reaching global impact. Alongside South Africa’s Protection of Personal Information Act (POPIA), GDPR compliance must be an essential part of business process and investment to minimise risk. For organisations that want the assurance of compliance without the complexity, GFI Unlimited provides a bundle of tools in one subscription that’s both GDPR and POPIA compliant.

“GFI Unlimited is a Netflix-style software solution that allows organisations to pay one subscription fee to gain access to multiple tools and software packages,” says Henk Olivier, managing director at Ozone Information Security Solutions.

“Launched earlier in 2018, the existing bouquet consists of 12 different software products that allow for organisations of any size to gain access to high-end, enterprise-level solutions and compliance. These services hand the business the visibility it needs into its systems and provides a full audit trail of the software or tools that are used by the business or managed service provider.”

Organisations that process the data of EU citizens,

PAGE 10

organisations or employees have to ensure that they are compliant. The same goes for any business that provides full data services to EU partners, employees or persons.

The primary areas that require compliance include data identification and classification tools, data encryption solutions, identity and access management, network security and breach prevention, email security, and audit trails and reporting.

“GFI Unlimited includes tools for email security, email and data archiving, network security, network auditing and reporting,” concludes Olivier. “It can provide the business with reports and information around security and data breaches as well as potential hazards located on the network. The solution also advises on how to prevent certain security breaches.”

“Meeting compliance requirements like GDPR can be challenging for any business, but with GFI Unlimited we’re making it even easier for businesses to access the technology they need,” said Johannes Kamleitner, senior vice president and chief revenue officer at GFI Software, Aurea SMB Solutions.

“We’re investing millions in growing a catalogue of software products, so that businesses don’t have to. It’s an exciting opportunity for channel partners and customers alike.”

NEWS

Polyflor sa launches palettone to South African market

Polyflor SA used the glamorous setting of the Melrose Arch Gallery in Sandton, Johannesburg, as the backdrop to their launch of Palettone PUR – Polyflor’s new range of spectacularly colourful, homogenous flooring collection.

“We were inspired by this range’s beautiful palette of colours and felt that an artistic, colourful environment such as an art gallery would be the ideal setting to introduce this new range of floors to our customers, sales staff and the media,” says Tandy Coleman, CEO of Polyflor SA. According to Tandy, Polyflor has spent the past 4 years delving into the psychology, philosophy and trends of colour in every aspect of our world. The psychology of colour and the new and different ways in which complimentary and contrasting colours are being used where we live, work and play, have resulted in in-depth studies aimed at determining the effects of colour and how to use them, which colours stimulate thinking and concentration, which are soothing and restful and if colours help inspire thinking or create a feeling of wellbeing.

In choosing colours for Palettone, the Polyflor product design team started with 200 colours. However, taking all their research into account and focussing on the colours that stem from nature, they settled on 7 colour palettes comprising a total of 50 different shades – including classic neutrals, soothing pastels and daring brights.

Each Palettone design is made up of a solid colour base and complementary toned highlights. The collection includes shades designed to inspire commercial project with their aptly named titles such as Lunar Landscape, Festival Field, Faded Denim, Sugar Candy, Cayenne Heat and China Clay.

Explains Tandy: “This floor is truly suitable for use in any area of design - from healthcare to education, retail to commercial. Designed for contemporary interior design schemes

in commercial, leisure, retail, education, healthcare and office projects, the durable Palettone sheet vinyl flooring features a nondirectional, semi-matt emboss for the even distribution of light reflectance. more 2/…pallettone twoIn some colours, the contrast is more obvious than others, but there is a science to this which relates not only to making up the colour, but also showing less dirt or scratches by this complementary blend of colours. The subtle tone-on-tone designs in the Palettone range mean it is a perfect fit-for-purpose floor covering solution for dementia-friendly environments”.

All 50 Palettone shades have a matte surface with a PUR coating for easy maintenance and are available in 2m x 20m sheet format. 12 of these shades are available in 608 x 608mm tiles and 6 are available in static dissipative (SD) sheet specification for use in areas where static control is required, such as in telecommunications installations, computer rooms, electronic manufacturing and healthcare facilities, such as scanner rooms, X-ray suites and operating theatres.

Combined with a superior closed surface finish, this range offers high quality, cross-linked, UV cured polyurethane reinforcements that protects the floor covering by resisting soiling and scuffing, as well as enhanced PUR protection that creates a polish-free maintenance regime for the lifetime of the flooring. It has low VOCs and carries an unprecedented 15-year warranty.

“The new Palettone collection offers our customers the widest variety of homogeneous vinyl flooring designs to date, with a shade available to complement every interior design scheme imaginable.

As with our other commercial vinyl ranges, Palettone performs to a high standard, has excellent durability, is easy to maintain and provides endless design opportunities. When it comes to colour and choice, we want our customers to think Palettone,” Tandy concludes. For more information, visit www.polyflor.co.za

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INTEREST

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Bokeh South African International Lifestyle & Fashion Film Festival presented by Savanna Loco, inspiring and developing talent for 5 years The fifth Bokeh South African International Lifestyle & Fashion Film Festival presented by Savanna Loco, is set to dazzle and inspire at the upcoming red carpet awards taking place from the 20 - 29 September in both Johannesburg and Cape Town.

The local and international judges for this year’s awards include amongst others; world renowned fashion photographers/ cinematographers; Rankin and Kristian Schmidt, celebrity stylists and fashionistas; Tracy-Lee Rosslind and Chrisna de Bruyn, J’Something of Mi Casa, Tuna Yilmaz from the Istanbul Fashion Film Festival, Katrina Olson Mottahead from the Canadian Fashion Film Festival and trend researcher analyst Nicola Cooper.

From a record entry of over 700 film submissions 130 will be carefully selected by the Bokeh judges.

The official selections for 2018 will be revealed on 1 st August at a press event in Johannesburg and the approximately 50 nominated films will be revealed at a press event in Durban on 4 th August.

This year has seen Bokeh get behind the creative processes of teams from both Johannesburg and Cape Town in the Billy Preston Emerging Creative Talent Award category, with the winning team being awarded R50 000 to further advance their film careers as well as uniquely designed trophies by innovative homeware designer Carrol Boyes.

“Savanna Loco are once again delighted to be the presenting partner of the Bokeh South Africa International Lifestyle & Fashion Film Festival and excited to be aligned with this visually creative and stimulating world. As both Bokeh and Savanna Loco continue to cement our marks in fashion, film and design, so do the opportunities increase as to how we can activate and create amazing experiences with our target audience.” Marsh Barends, Savanna RSA Brand Activation Manager.

“Mercedes-Benz is proud to once again be a sponsor of this prestigious and unique event. Over the years the Bokeh South Africa International Lifestyle & Fashion Film Festival has set the standard for fashion film festivals, both locally and internationally, and this year will be no different. The festival is an innovative platform that showcases the best elements of fashion, in all its multi-faceted glory, and integrates aspects of the Mercedes-Benz brand, such as design, innovation, modern luxury, excellence and peak performance, while establishing a strong and lasting emotional connection with a trendy audience.” Selvin Govender, Marketing Director of Mercedes-Benz.

Year on year this unique festival has grown in stature, recognition and initiatives, with an increasing emphasis on enabling young local creatives through fringe events such as workshops, mentoring programmes and of course recognition and prizes through the prestigious awards events. Bokeh’s main objective is to discover and nurture South African talent in the film, fashion, design, music and technology fields.

Bokeh TV is born

This year promises to be the most ground-breaking yet when it comes to supporting young creatives, as 2018 sees the launch of Bokeh TV, a 13 part 30 minute television series that will be aired on e.TV’s, eExtra channel on Mondays at 9pm from the 17 September. The series will focus on celebrating young creativity in the arts, specifically fashion, film and design. Each episode will feature specific creative designations and will include interviews with upcoming and established local and international designers, film makers, artists and more, as well as offer helpful resources to help start or further the careers of budding creatives.

Fatulka Gaibi, Sales Manager of eMedia Investments, is delighted about eExtra being the broadcast partner for the Bokeh South Africa International Lifestyle & Fashion Film Festival. “eExtra is a young, urban and cosmopolitan channel that showcases popular local and international content. The broadcast partnership with the Bokeh South Africa International Lifestyle & Fashion Film Festival is a great step in showcasing our rich local content on eExtra on Openview, South Africa’s first free satellite television service and DStv. We are confident that our eExtra viewers will enjoy the show as well as be inspired to achieve greatness in their own lives.”

Bokeh TV is co-produced and hosted by the multi-talented Susanna Kennedy, a television and radio host, producer, entrepreneur, creative consultant and philanthropist. Kennedy has produced films for both local and international releases, worked with the some of the best across all areas of the creative industry and is passionate about making a difference through empowering and celebrating young creatives.

The 2018 edition of the annual Bokeh Magazine will also be launching at the main red-carpet gala events that follow the six Bokeh 101 events leading up to the festival taking place in both Johannesburg and Cape Town this September.

PAGE 13

INTEREST

Tectra Automation resolves flight simulator software and programming challenges for Simex Simex, a South African company specialising in the fabrication and

issues with its motor program and its motion logic controller (MLC)

upgrading of flight training devices like flight simulators, contracted

device. As the components are Bosch Rexroth, Simex approached

Tectra Automation to upgrade software, supply new hardware, and

Tectra Automation in Johannesburg for assistance. The fault lay

adjust and convert a portion of the motion logic control across

in under-resourced componentry (known as CML) for a program

three flight simulators. The conversions, implemented for software

contained within the MLC, which Tectra Automation resolved by

compatibility purposes, pertain to the controls directing inflight

replacing the existing CML25 with a CML45 and adjusting the

aircraft angles (side-slip and shade), the aircraft roll (side-to-side

software programming.

inflight movement) and pitch (altitude increase/decrease).

The simulators benefitting from the upgrades are the Embraer

Wiets Pretorius, Electric Drives & Controls Manager, Tectra Automaton, verified the fault, provided and installed the correct

120 and the King Air 200, 350 and 1900, located at Lanseria airport

hardware and adjusted the software to ensure compatibility.

in Gauteng; and a generic twin-piston simulator, based on a Piper

Commissioning was conducted jointly by Simex and Tectra

Seneca V, at Port Alfred airport in the Eastern Cape. All force-feel

Automation, and subsequently reconstructed and approved by

and control-loading equipment and componentry used for the

the South African Civil Aviation Authority (SACAA), the aviation

simulator upgrades are Bosch Rexroth engineered.

industry regulator in South Africa. “All of this was completed within

The Embraer 120, an FNPTII (Flight Navigation and Procedures Trainer) MCC fixed-base simulator, which is used for imitation training and proficiency checks, experienced compatibility

PAGE 14

standard industry time-expectations and to our exact requirements,� comments, Leon Postma, Simulation Engineer, Simex.

Based on the successful conclusion of the Embraer 120 project,

Simex again contracted Tectra Automation, this time for the

All Bosch Rexroth hardware has been delivered to site and

other two simulator projects, both of which are ongoing. The

Tectra Automation is on standby to assist with commissioning

Port Alfred-based generic twin-piston simulator had been

once Simex has completed the installation. “For all projects,

upgraded with new motors and requires higher grade firmware

which first began in 2017 when we conducted upgrades to

and the King Air three-way simulator (200, 350 and 1900)

the Embraer 120, until now with the work undertaken on our

involves work on its control loading.

two ongoing projects, we have not experienced any unsolvable

The firmware upgrade for the twin-piston simulator however, proved to be incompatible with the PLC leading to a PLC firmware upgrade. This entailed motor parameter

challenges subsequent to Tectra Automation’s involvement,” points out Postma.

“The service we have received from Tectra Automation

checking and adaption to the motor programming to correct

exceeds even the exceptional high quality of the Bosch

an inverted analogue signal – both of which were conducted

Rexroth equipment they represent, if one could draw a quality

remotely.

comparison,” he concludes.

Tectra Automation also supplied all required Bosch Rexroth

The standard one year Bosch Rexroth warranty on all

equipment and components for the control loading of the King

products and equipment apply, and Tectra Automation provides

Air 200, 350 and 1900 simulator. This aircraft simulator can be

a 24-hour call out offering as part of its aftersales service.

adapted to exactly duplicate the airplane cockpits of any of the three aircraft types through the use of interchangeable panels.

Tectra Automation is a Hytec Group Company. The Hytec Group is a Bosch Rexroth Company.

PAGE 15

COMPANY PROFILE

South Africa created the key to galaxies ‘Code’ Production: Kien Ingate

PAGE 16

SKA PRODUCTION

PAGE 17

COMPANY PROFILE

13th July 2018 is the date of scientific fruition for South Africa and the global astrophysics community with the launch of the MeerKAT radio telescope. Putting into context the magnitude of this technology being released, Fernando Camilo, chief scientist at the South African Radio Astronomy Observatory which built and operates the telescope had said “MeerKAT will address some of the key science questions in modern astrophysics – how did galaxies form, how are they evolving, how did we come to be here... and for those purposes MeerKAT is the best in the world,” The history of the MeerKAT is an interesting development with South Africa’s drive to co-host the admirable project of the SKA (Square Kilometer Array). The SKA Organisation is a not-for money project with the clear goal of exceeding the Hubble Space Telescope by providing a superior image aiming to be 50 times better in resolution. Eleven countries are currently members of the SKA Organisation – Australia, Canada, China, Germany, India (associate member), Italy, New Zealand, South Africa, Sweden, the Netherlands and the United

PAGE 18

Kingdom. South Africa and Australia as for now cohosts in the site of South Africa’s Karoo region and Western Australia’s Murchison Shire due to prime regions of radio silence and atmospherics. SKA goals are looking more promising due to the development of the MeerKAT and how it can be used to benefit the crossnational development of the SKA. For South Africa, the MeerKAT is a demonstration for their ability to host the SKA. Built in the semidesert Karoo region north of Cape Town, its name is a humorous play on words: “meer” means “more” in Afrikaans, as in “more KAT”. When spoken out loud, it refers to the native mammal in Karoo which is famed for standing on its hind legs to view more clearly.

During the inauguration attended by government officials and foreign dignitaries, images taken

by MeerKAT of the region surrounding the supermassive black hole at the centre of the Milky Way Galaxy, some 25,000 light years away were revealed with fantastic results. “We didn’t expect to use our telescope so early in the game, it’s not even optimized, but to turn it to the centre of the galaxy and obtain these stunning images, the best in the

SKA PROJECT

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PAGE 19

COMPANY PROFILE

world, tells you you’ve done something right, better than right,” Fernando Camilo had said.

Fernando Camilo understanding the inexperience of proof of the new technology also highlights “Although it’s early days with MeerKAT, and a lot remains to be optimised, we decided to go for it and were stunned by the results.” This is further enhanced by other professionals in the field with glowing praises such as Farhad Yusef-Zadeh of Northwestern University in the United States who is an expert on the filamentary structures seen near the central black hole.“ The MeerKAT image has such clarity, ”he said in awe “The image shows so many features never before seen, including compact sources associated with some of the filaments, that it could provide the key to cracking the code and solve this three-decade riddle.”

MeerKAT consists of 64 interconnected dishes, each 13.5m in diameter, that together form a single radio telescope. MeerKAT is an astounding South African achievement, assisted by international scientists, including researchers from Oxford University and the Africa Oxford Initiative.

Carnarvon (Karoo region) was chosen because of its remoteness, with hills providing an extra shield against radio interference. The project site is the main African base for hundreds of antennae that will eventually be placed as far as Kenya and Ghana as a cross border cooperation. “The first phase of SKA 1 in South Africa is to add 133 antennas to that (of MeerKAT),” said Rob Adam, an SKA international board member “The expansion is expected to start next year with the first prototype dish built in China already on site about 450 kilometers north of Cape Town in the Northern Cape province. MeerKAT will operate independently before being incorporated into SKA 1 sometime around 2023” How the MeerKAT solves these ‘three-decade riddle’ is the ability to detect radio waves from the far reaches of the cosmos, allowing scientists to address some of the most puzzling questions and processes of the Universe. The device is able to detect comparably more clearly the neutral hydrogen gas which is the fundamental building block of the Universe. Hydrogen is indeed the chemical foundation of all the things that we see in the sky that creates galaxies and stars. Insights from the telescope will support astrophysicists to understand how hydrogen gas becomes a star over time. MeerKAT will be used to conduct tests in fundamental physics, including General Relativity and high-energy astrophysics through observations

PAGE 20

of pulsars and transients. Professor Matt Jarvis, professor of Astrophysics at Oxford, said: “Initial data from MeerKAT has shown that it will be one of the premier facilities for radio astronomy until the SKA, I’m sure that we will see some fantastic results over the next few years that will greatly enhance our understanding of how galaxies form and evolve.”

The achievements of the meerKAT is not just specifically in creating a clear, viable picture of the universe for high calibre astronomy research.

The MeerKAT is pushing boundaries in data and high-performance computing with the likes of IBM helping develop systems able to handle the unquantifiable amount of data fed from each individual antenna to supercomputers buried deep underground to limit radio interference. These lessons learnt from constructing MeerkAT are already feeding into the design specification of the SKA, allowing methods to test new algorithms that will allow raw data convert into exceptionally detailed maps and time-domain data products that will be used throughout the scientific community.

Most impressive as an achievement is the international co-operation this creation had proved and will continue to prove. Dr Aris Karastergiou, a Physics lecturer at Oxford, who co-leads the Thousand Pulsar Array survey in the MeerTIME project told: “Our work on it (meerKAT) will essentially set the stage for the SKA and move us forward to a whole different era of radio astronomy.

The telescope has been a long time in the making, and we are incredibly excited we can now commence our science projects. It is a remarkable achievement by our South African colleagues in collaboration with a large international scientific community.”

Highlighting this, Dr. Anne Makena, Program Coordinator at the Africa Oxford Initiative (AfOx), said “The Africa Oxford Initiative (AfOx)… are proud to be associated with the academics involved in this ground-breaking work both in Oxford and our partner institutions in Africa.

This incredible achievement reflects the power of research collaborations, which AfOx will continue to facilitate.”

The MeerKAT has been in the making for the better part of the last decade and is expected to lead to ground-breaking results within the next 5 years, leading to the era of SKA science. In the end, South Africa from this single development that benefited the world has definitively proved to the world it fully belongs as the co-host of the SKA program charting the stars.

SKA PROJECT

PAGE 21

COMPANY PROFILE

Conlogs ‘Smart’ Solution

“We value ourselves as their link between our customers and their resources that they need Production: Mike Garwin

Conlog is the world’s largest base for Smart meters and prepaid solutions and has been specialising in it for 20 years. How have they achieved this and how did their brand name successfully translate from associated with being an electronics design company to now?

Sibusiso Skosana, Commercial Director of Conlog had provided

used synonymously. The feedback in business if there is no

an exclusive interview with Industry Africa to discuss Conlog’s

innovation, their business would stagnate as they cannot adapt

past, present and the productive future including a glimpse of

to the change. If there is no change in an aspect of the business,

what makes them the top industry within their field.

there is no room for innovation.

Innovation. Change. These two words in normality are

At the forefront, almost championing this defining loop is

not synonymous to each other but can be often related

Conlog. Conlog was first established in 1965 as an electronics

depending on the context. For business, these two words are

design company but has since diversified and consolidated on its

so close to one another in successful companies that it is often

current iteration. Throughout the many years it has existed, the

PAGE 22

CONLOG

entrepreneur spirit it was founded on maintained their market

For Conlog, what is their core business in the modern

relevancy to this day. Detailing this incredible change, Sibusiso

incarnation of 2018? Sibusiso Skosana explains “Basically

Skosana, Commercial Director of Conlog explains what

from a strategy perspective, we allow our customers to make

happened during those years; “So the company exists for near

connections. So we are connecting our customers to resources.

around 54 years. So that is to be expected and it really evolved

So whenever these resources is water or electricity, our future is

a number of times and that you can set up actually a company

going to be theirs and any information of course in interest. So

that mainly manufactures electronics space. So some of the

basically, we value ourselves as their link between our customers

companies or customers around motor manufactories industries

and their resources that they need. Today our top businesses

such as Toyota would usually purchase from us car alarms and

are mainly around pre-paid metering or what you call revenue

couple of other small car manufacturing. Over time, we levelled

protection.”

up in distinctive catering or skill in electronic gadgetry that

Their manufacturing past has helped them far into the

provides a competitive edge within three days where we are

present and the foreseeable future. Whilst the skills of

able to go into contract manufacturing for customers that are

manufacturing car parts and gadgets are now part of their

outside. For manufacturing, as long as they need some sort of

history, the set of skills acquired from that industry has

electronic manufacturing done, we are able to do it through

led them the ability to be self-reliant on their abilities and

our operating system.” Since the inception of Conlog, before

setting according to their own high standards. “We rely on

the divergence into smart meters and prepaid solutions, their

almost on our meters. Our solutions have been developed and

main focus has been to maintain and provide with their best of

designed by ourselves through our electronic engineers with

their abilities no matter the situation. Whilst the fundamentals

our own resources of course. So we actually designed this

have been established, what led them to this point? “Where

gadget, we manufacture them, we of course sell them and we

it (Conlog) comes from where it involved a lot of hands that

also do installations. In fact if I were to take you through the

basically exchanged the business such as Schneider electric and

whole process, we would also manage them from a business

now has recently bought over by a group called CIG group,

perspective” says Sibusiso Skosana, providing a picture of their

Consolidated Infrastructure Group. A group that specialises in

process. Conlog extremely cares for their brand name and

infrastructure projects in mainly public areas. In that space they

product to a high point; “Sometimes we have a service level

are a revenue protection and service provider.” Says Sibusiso

argument with the customer where we are able to, as technology

Skosana.

evolves, we are able to come back to upgrade it and base their

PAGE 23

COMPANY PROFILE

existing technology within the new technology. So we do that

a long time, we have managed to become a trusted advisor to

if the product is in a terrible state or service against it.â&#x20AC;? To

our customer. So a couple of them are buying from us mainly

maintain their integrity and truly care for their customers,

because they are attracted to a brand. Yes, the brand equity

Conlog is prepared to beneficially update their equipment even

is good and is high but itâ&#x20AC;&#x2122;s more that we are now a trusted

if it may become a hassle for themselves.

advisor not only in terms of revenue protection space but also

That is the key point for Conlog that separates them from

in terms of the money flow. In our assistance, we deal a lot

their competitors by a wide margin which is their utter

of cash. What do I mean by cash? Once induced in a van and

enlightened belief in assisting their customers to achieve their

vended, a lot of that cash that we handled would have to go

goals as well rather than just selling and providing a basic

into different spaces so we are getting to a point where we are

service; â&#x20AC;&#x153;Well apart from the fact that we have existed in such

a trusted advisor to be in that space. When we provide services

PAGE 24

CONLOG and solutions, we then get to get the opportunity to advise our

you an idea, in South Africa and Africa as a whole, we hold quite

customers which is one of our distinctive difference between

a healthy market share particularly in countries like Uganda,

ourselves and other competitors.” This ability to provide an

Nigeria. We are now going into Ghana and Ethiopia. So we

insight to boost every other business that they cater to is not

tend to see a lot of growth going into these economies at the

a requirement but utterly beneficial to those around them

moment.”

which drives customers to Conlog. It is also their fundamental

The whole world especially in Africa is becoming educated

understanding of what Africa is, which is expressed in the

in ethical and ‘green’ business practices that would reduce and

reliability of their equipment “that technology have withstood

minimise impaction of the geographical areas that are being

the African condition. Remember, most of our competitors

developed on. To match the new demands from the world and

are bringing most of their products from a number of areas

to create a safer, healthier impact on both the economy and

of geography around the world. Sometimes we have to put a

environment, Conlog rise to the challenges through a plethora

product in Uganda where the average temperature is about

of methods: “In our manufacturing process, we deal a lot with

25-40 degrees Celsius in winter. You can imagine what it’s like

lead. We deal a lot of soldering into kitchens boards. Often we

in summer and the device has to go into an enclosure. We have

have to show how we are trying to recuse the amount of lead

thousands, if not millions of products that are already in indoors

we use in our manufacturing process but what do we do with

geography and have withstood those indoor geographies and all

products that comeback that reached the end of their life. We’ve

the other geographies over 10-16 years sometimes. So from a

just recently about a year or two ago, launched a project where

technology perspective we’ve managed to really come up with a

we actually go through our manufacturing process through the

technology that not only talks to the African customer but can

lead and we look at areas that we can actually try and reduce

also stand the African conditions. And that is also the reason

lead to make sure we contribute positively to the environment.

we stand out from the competition. Apart from the sector that

That’s just one project. But we also get a number of other

turns around in terms of time and services, these type of things

initiatives in our manufacturing process. Also, we have to

are which we are striving every day to sort of separate us from

comply with the ISO standard and they become more important

our competitors to satisfy our customers.” Sibusiso Skosana

as time goes. Today we have ISO:9001 positively impacting the

expressed passionately.

Due to their reliable technology that can withstand African weather conditions, Conlog has a considerable market in Africa. Other areas of the world have also displayed interest due to their remarkable reliability in its designs. “A big chunk of the produce is still within Africa. About 90% of it is still within Africa. The other 10% is mainly around countries in South America; Chile, Argentina and a couple of middle Eastern countries. But what we foresee happening is that we’re going to cede or formulate partnerships with some customer, well we call them customers, partners in Europe and China where we are actually growing out to take our mechanical engineering.” The manufacturing reliability and advanced technology are sometimes even used as the basis of other businesses as well indicating an immense influence on the technology market “By the way, SGF Technology is our technology. So if it is been used in anywhere else in the world, it has always needed to come here. So in terms of the technology ourselves, it is exported. But if it is in terms of product, we see a lot of tractions in these countries. If I can give

PAGE 25

COMPANY PROFILE

environment project. Another main economic new tool. We are

to tap into their tool of resources to be able to assist us in

allowing ‘N’ users to use less electricity to have more visibility

acquiring a specific skill set around trimming around blocking

on their electricity usage. This also contributes positively into

technologies we are afraid and that we are exposed to. Skill is

the green economy because the less they use, the less we have

quite a big thing and a big problem for us but we are mitigating

to produce”. These bonus initiatives are proofs of commitment

and trying to partner with external companies to get around

including following the guidance of ISO:9001. In support of the

this (problem).” Understanding and attempting collaborative

‘Green’ movement, Conlog aims to be an influencer of Africa

solutions again highlights Conlog’s view on boosting other

as an ecological educator to the continent “our technology

businesses worth thereby helping the African economy. It is also

not only has to work in South Africa but in general African

another sign of humility and honesty of their problems that they

conditions. If you’ve been to Nigeria, people use more fuel

address with solutions already in mind “We are really doing our

like diesel and petrol than they actually use electricity for that

best. Is it where we would like it to be? No. Are we achieving

matter. They burn it through generators and a lot of those types

the trajectory? Yes.” At the present moment of 2018, the total

of engines including big tractors and cars. We are well ahead of

staff amount is of approximate 350 people.

it but in part of our green initiative, we are assisting these types

For the future of Conlog and the industry itself, there is

of countries to be more cognisant and pay bit more attention to

a significant quantity of room to grow and expand further.

the green side of things.”

“Part of our systems operates in a number of countries around

As discussed earlier before, innovation and change is

the world. This includes South Africa, Europe, the Middle

embodied by Conlog. So how do they maintain fresh thoughts

East and of course in some islands like Mauritius or others.

and directions within their company? “One of the things

So what we foresee happening is that particularly in South

we identified as a business and it’s not unique to ourselves

Africa, in market, our engineers or our customers are starting

and its normal in other companies that we have to continue

to want much more than just a pre-paid meter in their house

marketing. Innovation can sometimes just lead to areas that

or a vending system in their infrastructure. They will actually

we are not familiar with. Take for instance; we have always

require more information for them to be able to make decisions

been electrical or electronics when we were manufacturing for

around how they consume electricity or gas or water. So we

gadgets. Now we have been looking at developing apps and

might be slightly behind in the consumption for smart metering

web apps and basically software based solutions. Now this is

compared to our colleagues in Europe or maybe in the United

outside of our capabilities as an electronics company if you

States. But we are seeing the trends where the engineers want

know what I mean.” Sibusiso Skosana explains further “In our

direct peer to peer time specificity on consumption and their

deep processes, we have to make sure all the time that new fresh eyes and brains come into our space so that we don’t keep on using our existing development processes where we start lagging behind or becoming irrelevant. To give you an example, if you continue to keep using the Ethernet cable as a primary form of communication protocol and we are moving into complete different PHT or different communication, you become completely irrelevant as you can’t be integrated into the bigger schemes of things. So we continuously have a look through our human capability compartment, turning the right excuse that talks to what we are trying to address in the market.”

Maintaining this type of high skilled operations also requires high skilled employees directly within their company. But yes, skills, where we come from as a country, you also understand that we got a lot to catch up compared to our colleagues in Europe and China.” Despite this challenge of meeting the high standards of an already pre-established population of skilled workers, Conlog also shines a beacon that assuages any concerns about this matter for the company “For us to go into that space, we’ve identified that skill is a very big problem. In fact, what we’ve done is we started partnering with innovation centres. Here in Johannesburg, there’s a centre with a few partners who call it the best initiatives. We partnered with a technology partners with the innovation half because we want

PAGE 26

CONLOG

control of whatever resources that they are trying to manage”

I mean in terms of long term contracts around vending system

Since Conlogs manufactures and designs their own smart

around 3rd party application. So we actually are lining our

meter systems, this trend towards smart meters shows a market

whole strategy around to be able to go into these spaces and

potential that Conlag is poised and ready to meet the demand.

that definitely will be allowing us to reach our aspiration in

Unsurprisingly, a business as remarkable as Conlog would have ambitious targets to reach; “Our target aim is to be over

about 5 years or so.”

Conlog as a company is a poof of validation that brand

2 billion Rands turnover in about 5 years. In terms of today,

integrity through assistance is the way forward. Their drive to

we are heading towards a 1 billion Rand point.” Whilst Conlog

improve both within their staff and their equipment/technology

understands the difficulty of imposing such a challenging target,

is as admirable as it is profitable. Even at the face of change

this does not deter them but in fact, think ways of how to

and hardships, their method of maintaining innovation and

achieve these goals “It is quite hectic but we already have a lot

implementing it is nothing short of stellar. At the heart of it all,

of activities that basically talks to these aspirations. Including,

it is Conlog’s ability to do all their own changes, grow, expand

we are developing skills around data management, around

and yet still able to bolster others that truly makes them a “link

services and when I mean services, I don’t mean installations;

between our customers and their resources that they need.”

PAGE 27

COMPANY PROFILE

BEKA Schréder guide to “long-term solutions for the hostile coastal and inland environments.”

Beka Schréder is the leading company for luminaries in its bid to develop Africa. From the start of creating erosion resistant glass to merging of tablet technology and street lighting, advanced forward thinking propels them forward.

Production: Mike Garwin

Wimpie Ludwick, General Manager of BEKA Schréder had provided an exclusive interview with Industry Africa to discuss about BEKA Schréders long term goals for Africa and how they achieved to become what they are in the present day.

Lighting is something that is often taken for granted.

by the sun. However, the cover of darkness changes that narrative in a completely different manner. As our society further progresses, so does our lives and its schedules. Most activities were closed in the dark allowing the period of rest and walking on paths be they in villages, cities or fields without light spells fears of attacks. In the modern age, lives are becoming ever busier and the idea of the ‘night

During pure day light, something emitting light along the

life’ after the vigour’s of work is an example of the miracle

distance is often unseen or unnoticed as it is overpowered

of the modern society.

PAGE 28

BEKA SCHRÉDER

Africa when spotted from the vantage of space is much

a “corrosion-resistant Glass Fibre Reinforced Polyester

darker at night then American or European continents. One

Poles and Public Lighting luminaires that continue to

Belgian company with a large base in South Africa aims to

provide long-term solutions for the hostile coastal and

combat this disparity and its name is BEKA Schréder.

inland environments.” Wimpie Ludwick said. It is very

BEKA Schréder is Africa’s leading manufacturer of

clear then that BEKA Schréder as a company since 1978 is

Luminaires and Glass Fibre Reinforced polyester (GRP)

wholly invested and interested in developing Africa into the

Poles. BEKA Schréder started operations in 1978 in

potential it always has.

Namibia, a country with an area that has one of the most

Whilst Namibia was their first starting point, the wider

corrosive climates in the world. To combat this issue and

African countries were eager to try and use products that

provide sight at night to Africa, BEKA Schréder produced

were suitable for the climate. “Due to the success of our

PAGE 29

COMPANY PROFILE

products becoming firmly established in neighbouring

extensive range of high-quality LED luminaires, most of

South Africa, the decision was made in 1981 to move the

which are locally designed and manufactured, making them

head office and factory to Olifantsfontein, a strategically

the best suited for African conditions.” Since the start of

positioned industrial town situated between Johannesburg

the company, these 40 years had not made them lose sight

and Pretoria.” Quality and reliability have then been

of their original and continuing path especially when asked

noted from other countries as early as 1981 revealing

about future ambitions in the rest of Africa: “The Schreder

the true basis of why BEKA Schréder are the leading

group has global supply routes and BEKA Schréder has

manufacturers. This was proved further “In 1989, BEKA

a sales focus in Africa and Sub Saharan Africa with a

Schréder became South Africa’s first lighting company to

team servicing African countries with luminaire specified

be awarded ISO 9000 certification. This commitment to

projects. We supply our products to various counties all

quality became the company’s hallmark and has enabled

over the globe”

us to become Africa’s largest lighting manufacturer and market leader in exterior lighting.”

Africa is ripe for potential development with its unique

The component of a lighting-based industry is the ability to adapt, improve and innovate BEKA Schréder has never failed in this ever-changing industry with aims

climate being a barrier to its complete development.

to encourage use with low impact, efficient lighting

However, as technologies improve alongside understanding

systems, “BEKA Schréder will continue to drive technical

of the geographical and geological environment, so does

innovation in manufactured luminaires suitable for

the scope and market to develop into these challenges.

evolving markets and providing the end-user improved

“The BEKA Schréder main goal in their own words is

efficiencies in the years to come. We continuously improve

“Driving bushiness development and sales throughout the

our processes and assembly lines to adapt to the LED and

lighting industry, cross segment scope with specifier and

Smart City requirements”. When enquired further, to

end-user engagement. We provide full scope solutions to

explain their products and how it matches their desire for

enhance people’s lives on a daily basis in terms of safety

Smart City and environmental interest “Our luminaires

and well-being in the most sustainable way. We offer an

are designed to be able to provide light exactly where it is

PAGE 30

BEKA SCHRÉDER needed. This of course means that there will be very little

the optical and mechanical design of luminaires. Using

to no light pollution, glare and ultimately irritation to the

contemporary technologies, our goal is to always offer

people using the ecosystem.

intelligent and sustainable lighting solutions to reduce energy consumption, as well as the overall cost of ownership.” Commitment to a greener Africa without

We all know that LED’s are have all the ‘green’ energy saving features to make sure there is a positive impact on business and the environment.

economic negatives is a brilliant aim that should not only be focused in Africa but within the wider world.

The insight and experience offered by BEKA Schréder is paramount. Designing lighting for Smart City requirements is innovation in its core which could be explained as the lifeblood of the company. It is no surprise great projects were done under their name and guidance: “BEKA Schréder is known in the industry for several key-points, both for public and private customers. These include the various major highways and connecting routes, Bridges, BRT routes, airports, Industrial applications, Commercial/ Corporate contracts and various stadiums. Certainly, these projects has reinforced our participation in the lighting market, both private and public” These projects that include illuminating the roads could potentially lower accident rates as well as studies so far indicate a positive correlation between lighting and decrease in accidents.

We all know that LED’s are have all the ‘green’ energy saving features to make sure there is a positive impact on business and the environment.” they said “Our objective is to provide the right lighting solutions by optimising

All benefits provided are indicative of the aim to create a further developed and ecological Africa.

Being the pioneers of African focused lighting system, competition against BEKE Schréder exists. When asking

PAGE 31

COMPANY PROFILE

PAGE 32

BEKA SCHRÉDER

“We believe in quality and performance. We also believe in efficiency and cost of ownership as mentioned before.

Warrantee and after sales service are important factors to consider.”

about competition, their entrepreneur spirit rose with

Schréder shows a level of care and appreciation: “BEKA

“Healthy competition is good for business as it challenges

Schréder has well trained staff in all aspects of the lighting

the team to strive for the best solutions, service and quality.

business, manufacturing and sales processes, and delivering

With our expert commercial team, we position ourselves

quality products through the experienced commercial

daily as the leaders in the industry. We also have an in

team. We believe skill transfer and training is of the utmost

house design centre and applications department to make

importance. We believe that we have one of the most

sure we innovate and increase customer satisfaction.” This

competent and technically qualified commercial, technical

confidence is not unfounded and mirroring the changing

and support staff in the industry.”

innovations of the light industry, BEKA Schréder has every

In long terms, what makes a successful company? For

intention to remain the company that first carves the path

BEKE Schréder “We believe in quality and performance.

of providing affordable, minimal impact light to Africa:

We also believe in efficiency and cost of ownership as

“With the growth of LED’s and new technologies in

mentioned before. Warrantee and after sales service are

lighting BEKA Schréder will expand, optimise and develop

important factors to consider.” And is it not true for them?

in this ‘ever-changing’ lighting industry, BEKA Schréder

Premier quality items were created by them therefore those

will stay at the forefront of this development with its local

that look for quality would look no further than BEKE

manufacturing and development centre.”

Schréder. These customers have been with them for a long

The work of BEKE Schréder stands on efficient, quality

time. A proof via the passage of time and in an humble

and intelligence which mirrors the core values that the

acknowledgement “our company has had stable growth

company subscribes to. It is no surprise that their staff then

for over 40 years with the support of loyal and informed

match the core values of their products. Confidence and

customers and loyal, motivated and qualified employees.

pride were shown when asking about their staff that BEKA

For that we are very thankful.”

PAGE 33

COMPANY PROFILE

Generational brand loyalty leads to global profitability Production: Kien Ingate

How Defy Appliances, a 112 year old company has now expanded into the global market from trust between two nations and its valued commodity.

When discussing about trusted brands, most would detail out the company with the most global outreach. In this day and age, Apple, Samsung

This creates a powerful form of familial brand trust use.

or the plethora of other companies that could be named in

more inclined to trust it as you had associated it with

the top of your head has been amongst the most successful.

trustworthiness. For South Africa, the most trusted brand

In the case of a company such as Ford, not only are they

for white goods manufacturing throughout the generations

brand names but items that have lasted across generations.

has been Defy Appliances.

PAGE 34

Placing into perspective, if your mother or father always used the brand item throughout their lives, you wold be

DEFY APPLIANCES

Defy Appliances is Southern Africaâ&#x20AC;&#x2122;s largest manufacturer

in South African households. Within those 112 years, Defy

and distributor for major white goods. 1905 was the year

had expanded into more household appliances through

Defy was established. The first product that was the debut

manufacturing durable goods such as washing machines, gas

was the then innovative electric stove in South Africa.

ovens and dryers. This forward exposure, raw output and

This was South Africaâ&#x20AC;&#x2122;s first electric stove made within

trust in Defy has transformed it to becoming the biggest

their shores. In 112 years, the brand has been famed for its

white goods manufacturer in the country while presenting

longevity and reliability thereby securing its societal place

the largest ranges of products in South Africa.

PAGE 35

COMPANY PROFILE

Arçelik, the leading home appliance group in Turkey

company due to fears of not providing goods of the same

then attained Defy in 2011 in its bid to provide outreach

calibre, these fears had been unfounded. Under Arçelik,

for Defy for more than just South Africa alone. “Having

the company retains its prestigious, durable quality with its

operations in durable consumer goods industry with

roots deeply maintaining a South African identity. This was

production, marketing and after-sales services, Arçelik

proven when in July 2018, Defy appliances was awarded

offers products and services around the world with its

the Kasi Star Township Brands which is an annual awards

30,000 employees, 18 different production facilities in 7

forum hosted by a leading South African market research

countries.” says Defy overview.

company. Accolades in three categories were awarded at

Though some would say this historically South African

its starting event in June. These accolades won awards

company should not have been attained by a non-African

designated in Hobs, Ovens and Stoves category, Floor

PAGE 36

World Class Logistics For a World Class Brand

Our clients competitiveness is directly influenced by Bakersâ&#x20AC;&#x2122; modern infrastructure and integrated software platforms combined with a specialised white and brown goods logistics network.

We are proud to have been a part of Defy's journey in a partnership of over 15 years built on trust, commitment and service excellence.

In partnership with

marketing@bakerssalimited.com | www.bakerssalimited.com

COMPANY PROFILE

PAGE 38

DEFY APPLIANCES polishers & Vacuum cleaner’s category and the Washing

appliances” Mustafa Koc, chairperson of Koc (subsidiary

Machine category.

of Arçelik) of had said in November 2014. Even 3 years

To DEFY, the awards are its annual benchmark tool

after the acquisition by Defy, the original identity and

used to examine brand loyalty and preferences among

determination to achieve leading hub for white appliances

South Africa’s township dwellers and are regarded as a

as the equivalence to the automotive hub. Arçelik Group

much sought after accolade in the appliance industry.

invested near R500-million into revamping Defy’s three

Evren Albas, CEO of DEFY when questioned about this

manufacturing hubs. This is in its bid to use the latest

monumental success

manufacturing technology space to spread the Defy’s brand beyond just the scope of South Africa. Arçelik in this case is establishing brand recognition abroad as they recognised the value of Defy with its ability to grow.

“Much like South Africa was seen as an automotive hub, white appliance manufacturer Defy aimed to establish the country as a hub for the export of white appliances”

In 2014, Turkey and South Africa relations were improving. In South Africa show of trust via investment in a manufacturing company that encompasses both mutual respect of both nations, Arçelik and Defy were chosen.

The Ezakheni hub was awarded R30-million in incentive grants by South Africa’s Department of Trade and Industry.

“Our goal is not only to supply the South African domestic market, but to also make Defy a production centre for export markets in Arcelik’s global supply network,” said Koc in East London. Almost as a soft power play, South Africa’s influence to the global outreach is through their own brand product which was initialised due to the outpacing middle class development of economic growth in South Africa. Minister Rob Davies of Trade and Finance of South Africa in general terms had said “the white goods industry was increasingly making its mark as the growth of the African middle-class outpaced economic growth.

As more and more electrification takes place across the continent, the first things consumers equipped themselves with were refrigerators and televisions.”

“The young population of the continent, growing urbanisation and the rapidly increasing middle class convinced us to make this investment,” said Koc. R120million were used for Defy East London as an expansion.

The production result of 200 units a shift of side-by-side refrigerators with the implementation of the plans in place would expand this further to 300 units a shift within a year.

“This is an enormous honour for us at DEFY. We are a

At the time of 2104, bolstered the jobs available for the

proudly South African company, and to know that we have

UK at the already 400-employee-strong facility by another

the loyalty of South African consumers everywhere is a

100. Arçelik in its track history to respect and utilise

humbling experience for us. Thank you, South Africa, for

Defy’s potential created 300 additional jobs across all

believing in a brand that is for our people,” This is a proof

three manufacturing facilities since the acquisition of Defy

of confidence that Defy in its 112 years of existence still

within 3 years. Through Arçelik, Defy brands had been

provides the essential white goods it has always developed.

exposed to China, Turkey, Romania and many others.

Kasi Star Township had commented “they become symbols

South Africa’s home brand, Defy Appliance through

and contribute to the way township consumers define their

Arçelik has expanded. Whilst the local or even national

status and their personalities. These brands often become

market was its cradle, Arçelik realised and invested the

symbols within townships” furthering this belief of a

ability of Defy Appliance global outreach potential.

“proudly South African company”.

However, this has not distorted Defy Appliances South

“Much like South Africa was seen as an automotive

African identity. In its stead and its award of the Kasi Star

hub, white appliance manufacturer Defy aimed to

Township Brands, Defy Appliance white goods would be

establish the country as a hub for the export of white

representing South Africa’s to the rest of the world.

PAGE 39

COMPANY PROFILE

The ‘Boltfast’ that helped make South Africa Production: Mike Garwin

PAGE 40

Throughout history, the human drive to create is almost a near universal point. Without this drive to utilise the environment and fashion items be they something as mundane as a stone club to a monument to last throughout the ages, our species would not be so dominant as today with technological marvels that are increasingly difficult to understand but fundamentally easy to use. To create all of these items however, requires the foundation and other small innovation to create a truly wondrous creation.

These are the forgotten items that are crucial to every item but is hidden or overshadowed by the overall façade. Such items are then provided by Boltfast.

Boltfast since 1983 has distributed high-quality nuts, bolts, fasteners, studs, washers and screws to a plethora of industries that are vital to the modern economy

BOLTFAST

foundation. They were acquired by Overberg Agri in 2007

industrial fasteners in South Africa and sub-Saharan Africa

which has further expanded Boltfast since then. These

and to be the preferred partner to all our stakeholders.

industries are as followed: Marine & Shipping, Automotive,

We strive to build relationships and provide solutions

Construction, Mining, Engineering, Transport, Aluminium

to our clients through excellent service and deliver high

Profiling, Solar Installation, Petrochemical, Agricultural,

quality products and providing our clients with assistance

Manufacturing and reselling to the civil stream market.

training and various other services to ensure our client can

Industrial pillars are required for the benefit and

also grow their business. Our core values include mutual

maintenance of a global economy that South Africa truly

respect, trust, honesty and delivering on our promise.â&#x20AC;?

is. Boltfast for the past 35 years has grown from a small

Boltfast would not become South Africaâ&#x20AC;&#x2122;s leading

distributor and extensively has supplied all these industries

distributor for industrial fasteners if it was not for their

for their growth. To them, Boltfast is their foundation for

service that is tailored to meet demands. Their employees

without their distribution skills for supplies, there would be

are motivated by service excellence and continuous

no new creation. In 2014, the previous Managing Director

improvement thereby efficiency and skill are the cultural

Daneel Herselman had outlined the ambition of Boltfast

norms. This is definitely required as Boltfast has over

â&#x20AC;&#x153;The vision of Boltfast is to be the leading distributor of

24,000 products within their stock. Each people is

PAGE 41

COMPANY PROFILE bridge between the public and private

Your Trusted Logistics Partner

sectors. There is a network of the national standards institutes within 157 countries which there is only one member per country. The Central Secretariat in Geneva, Switzerland coordinates these systems of 157 countries. It is a unique system where many of its member are part of its institutes of the governmental structure of their countries or are heavily mandated by their government. The other members

PERSONAL TOUCH WITH A GLOBAL REACH

Tel: +27 (0)21 419 9330 Email: sales@ctcworldwide.co.za www.ctcworldwide.co.za

have their roots in the private sector with national partnerships within industrial associations. ISO is then as known as the bridge that enables a consensus to be reached on solutions that meet the requirements of business and good governmental business. To meet with

• Air & Sea Freight Forwarding and Customs Clearing • Warehousing: Bond and Duty free facilities • Dedicated Consolidation service • National Distribution: road & rail, heavy-lift and special transport • Specialist Wine & Spirits Division • Worldwide Agent Network • Project Cargo • Marine Insurance

standardisation and seal of quality, whatever the country, whatever the language, the short form of the organization’s name is always ISO irrespective of the languages breakdown of the term, ‘International Organisation for Standardisation’.

The certification is the proof that Boltfast is in line with all the norms and clauses of the International Standards and not just South Africa thereby its potential for the outgrowth in the rest of Africa is heavily possible. For Boltfast, the

trained with the fundamental understandings of each

implementation of ISO 9001 in their

type of industries that would aid any enquiries or help in

business shows their active role in Quality Assurance as

providing the perfect product. Even if Boltfast in South

their value on quality service and provision on equipment

Africa is the largest stockist if their 24,000 products do not

is important for the safety in the industries they provide

meet requirements, they would actually provide a source

for. Rather than just a badge of international compliance,

for the industry so that specifications would be met. Their

Boltfast must be an active contributor in Quality Assurance

extensive knowledge guides all industries in picking the

otherwise, the ISO award would reduce Boltfast credibility

best choice for it is necessary in preserving quality which is

and competitiveness in the market. It is therefore a

an attitude that has led them to where they are today.

necessary imperative for Boltfast to provide such quality in

As a badge of proof, ISO 9001: 2008 Quality

services and provisions as their credibility is on stake. It is

Certification were awarded to Boltfast. ISO 9001 is

no surprise then due to their insistence on maintaining this

a shortened term for International Organisation for

standard they have been demanded by many companies to

Standardisation. It is derived from the greek word ‘ISOS’

be included within their projects. “We have been involved

which means ‘Equal’. This is an apt name for Boltfast for

in many large projects over the years, including projects

it strives to treat everyone in a professional equal matter

like Medupi and various large construction projects and

be they small or large company. ISO is internationally the

developments” Daneeel Herselman 2014.

largest developer and publisher of International Standards.

It is also a non-governmental organization providing the

PAGE 42

So what maintains the standard for Boltfast to become and still retain the title of leading distributor within South

BOLTFAST Africa? In actions, they match the truth of their words

and work as a team to better ourselves.â&#x20AC;? said Daneel

â&#x20AC;&#x153;Focus on excellent client service and building lasting

Herselman. Though these words were spoken 4 years

relationships with our clients and also our suppliers to

ago, Boltfast has retained and perhaps excelling at this

ensure we can deliver on our own promises. We are an

function in hopes of achieving the next target of the

ethical company with strong values and large focus on

leading distributor for not just South Africa, but sub-

going the extra mile for our clients and providing not

Saharan Africa. If their words so far had matched their

only products but solutions. We value our staff through

actions, then there would be little doubt Boltfast would

mutual respect and appreciation and will always strive

achieve that aim.

PAGE 43

COMPANY PROFILE

How the ‘Ample’ team deals with problems Production: Kien Ingate

February 2018 provides the dire statistics of drivers in South Africa. From Automobile

paying for repairs on their own vehicle. It is a dangerous

Association, the number of rivers within South Africa

However, it may be more expensive in the long term should

has increased from 11 million cars in 2017 to the current

any problems occur. “With a growing number of people not

number of 12 million and rising in this period. As of note,

insuring their vehicles, we think responsible vehicle owners

65 to 70% of the population of drivers are uninsured which

have no choice but to insure themselves. And, if costs

means under South Africa’s law, in high risk of losing

are an issue, motorists should research different options

money for reparations to others in an accident whilst also

available to at least give themselves a little cover instead of

PAGE 44

risk that many people avoid as a cost saving measure.

AMPLE INSURANCE BROKERS

Common excuses from the public are as follows.

• Don’t drive often – This type of excuse views insurances based on chance. Whilst the theory of spending less time on the road means less exposure to danger, accidents can happen to the best of us no matter the occasion.

• Cannot afford insurance – Very understandable but in South Africa, paying for at least the affordable third party only is an option at the very least. If an accident did happen with another driver, at least you covered for their payment.

• Understanding the consequences- Potential of losing a lot of money that can accrue more debt.

PAGE 45

COMPANY PROFILE

none,” says the AA. This statement of fact whilst may be negative in nature, provides a far more valuable insight of the potential within

of increase. This is an ever-growing reason why insurance is so important within this day and age.

This is where Ample Insurance Brokers come into view.

the South African market. South Africa hosts insurance

Insurance brokers are specialists in insurance and risk

companies that are considered amongst the world to be

management and for the case of Ample Insurance Brokers,

the most innovative, regulated and advanced. This was

they specialise in vehicular insurance. Brokers act on behalf

reviewed by the Oxford business Group. The current stage

of their clients and provide advice in the interests of their

of the market means big established insurers do not hold

clients. Occasionally, insurance broker will act as agent of

hegemony over the industry thereby allowing independent

an insurer, but these situations should be fully explained to

entrants to thrive within this sector. From AA’s statistic of

you and made aware beforehand. Key personal negotiating

65 – 70% people are uninsured out of 12 million drivers

skills and care to clients is the key for a successful broker.

on the road, a gargantuan untapped number of at least 7.8

Those traits mentioned are what founded Ample Insurance

– 8.4 million potential opportunities are available in this

Brokers.

industry which only increases year by year based on current trend.

Steve Jobs has said before, “I noticed that the dynamic range between what an average person could accomplish

From the statistic, most of the population is perhaps

and what the best person could accomplish was 50 or 100

susceptible to these excuses or there would not be such a

to 1. Given that, you’re well advised to go after the cream

record at this magnitude. However, from another vantage

of the cream. A small team of A+ players can run circles

point, it is perhaps people unaware of the options that

around a giant team of B and C players.” Whilst Ample

are provided to them and understanding what is available.

Insurance Brokers may not be the largest team within South

Arrive Alive (an online company focusing on news, facts

Africa, their tenacity and longevity starting just before the

and advice for safety in driving) has reported increasing

financial crisis of 2008 and even growing during the time of

levels of hijacking in 2015-2016 which is at a constant rate

economic downturns speak volumes of the talent required

PAGE 46

AMPLE INSURANCE BROKERS

for their role. Their Managing Director, Eileen Stoffberg

target to reach which is reducing the number of drivers

had initially started the company from a small rented room

uninsured on the road by providing excellent, heart

on her own and within 10 years’ times, is amongst the

focused care ensuring the best deal of the situation of the

leading team in South Africa from their overview: “We were

client is provided.

established in 2007. Since its inception, Ample Insurance

Positivity is the king of this game and by far, Ample

Brokers has proved to be a force to be reckoned with in

Insurance Brokers is the leader of this rule. Their staff

the insurance industry of South Africa by taking the SA

is consistently manned by people that believe in their

Underwriters New Brokerage of the year award in 2008 as

shared goals and ambition which is the provision of an

well as the Auto & General Hero’s Platinum award.”

affordable insurance accounting the clients personal

As hinted earlier, much of the key success of an

feelings and thoughts. It is not co-incidence that Eileen

insurance broker is the ability to connect, interact and

Stoffbergs staff are well-trained with this tactic as

fundamentally understand what clients are saying. It

those that join Ample Insurance company tend to stay

is in every sense a personal experience as client’s place

and improve even further within the company. Tenets

faith into them for the best deals. This is the reason why

of teamwork, positivity and self-development are what

Ample Insurance Brokers had sky rocketed from a small

makes successful people individually but applying this

company into the leading 50 people team in South Africa.

into a company magnifies this further.

“We consist of a group of young Professionals that work

‘Ample’ means ‘more than enough’ or plentiful in other

together to achieve our company goals and to provide

terms and it is a very apt name that Marketing Eileen

our clients with nothing but the best service. We believe

Stoffbergs has pushed to match with its companies and

that each client has his/her own individual insurance

successes. Whilst other companies may think ‘that’s fair

needs and our Professional Team will assist our clients

enough’, Ample Insurance Brokers challenges that with

to fulfil every requisite.” is stated on their overview. In

‘how do we provide more’. This simple but fundamental

a transparent manner, Ample Insurance Brokers has a

change is the reason for their success and accolades.

It’s the detail that makes the difference At Constantia Insurance, we believe that it is only in taking care of every little detail that we can offer comprehensive insurance products tailored to your specific needs.

639 | Photo by Andrew Neel on Unsplash - CI No. 639

We have a wide range of business, health, personal, legal and life insurance products to give you peace of mind that you’re covered.

constantiagroup.co.za

PAGE 47

COMPANY PROFILE

â&#x20AC;&#x153;Opportunities for building a foundation for intergenerational wealthâ&#x20AC;? the AFG way Production: Kien Ingate

Connections remain important and even till this day, no man fully develops on their own. It is then African Financial Groups moral and economic imperative to boost Africa to the height it is destined to achieve.

PAGE 48

AFRICAN FINANCIAL GROUP

Business practices change throughout the era starting with the inception of a business. In the past, bound to the technology of transport; potential

giant. This concept then is distilled and placed as the core

consumers were often mostly the local population around

that are necessary for the smooth exposure and linkage of

the street that you have set up business. Perhaps a head

developing business. AFG are seasoned business people

sign to direct your location would be the most inexpensive

which have spent countless of hours in understanding

route. Non-governmental companies establishing franchises

financing as well as putting lists of viable investment sources

in comparison to the history of the world were rare, but

brimming with potential. These lists must be maintained

their scope of influence was unparalleled. Much larger

and updated thereby it is a very involved service. These are

money could be used to spread awareness to the public via

only possible after investing years in gathering reputable

television, billboards or radio especially with consumer

firms and talented investors. Tremendous amount of time

goods such as Coke a Cola resulting in a global mass appeal.

and expense to accomplish a list is insurmountable. The

In this new era of global digital age, raising awareness has

benefit of using a financial facilitator as established and

moved on alongside the markets with traditional tactics

collaborative as AFG is the time and money saved. The

much more focused on becoming personable icons with very

best possible financial investments are on the list, without

affordable investment.

the pitfalls of frauds and financial reprobates which is sadly

There is one aspect in business that did not change throughout the history of it. The keystone? The power of the word of mouth and connections. Even in this age and

of African Financial Group.

African Financial Group (AFG) are finance facilitators

common enough to be a concern without such service from AFG. AFG was founded in 2001 at the tip of the first decade

day, if people were exposed favourably to a product through

of African economic growth in the “African Century”. The

a friend, they would be more likely to seek the product/

initial focus was deal structuring and financing in the health

service themselves. It is those cases where brilliant products

sector. This was influenced by the founder, Dr Gil Mahlati,

would figuratively ‘speak for themselves’ and how one

a medical specialist (surgeon), and activist (having been part

person transmitting would change a business to a global

of the National Medical and Dental Association, NAMDA,

PAGE 49

COMPANY PROFILE

pre-1994). The initial focus had led to the development of

century will be the African century. Africa is clearly

establishing connections with honest and high potential

recognised as an emerging market of tremendous potential

companies. Such success did not stop there for Dr Gil

with China’s investment over all of Africa being the largest

Mahlati utilising “(AFG) a platform for innovative concept

indicator. 2015, the continent’s GDP grew at 4.2% per

development with a transformation focus. This has resulted

annum, the potential to continue at these levels would

in investments and participation in listed entities such as

not be unusual nor atypical. The commodity market has

Aspen, Cipla, and Netcare, as well as unlisted investments in

historically been the head of African economies but by this

healthcare and financial services. AFG’s progressive organic

generation, there is now strong growth across agricultural,

growth was built on collective family effort and strength.

financial, telecoms, manufacturing, retail and service

Today it is positioned as an innovative finance facilitator

sectors. The benefits of improving education, healthcare,

with global strategic partners.”

justice systems and new infrastructure has started being

AFG has expanded considerably from the years created

realised. Telecommunications have sped the development

in 2001 which now encompasses its subsidiaries of AFG

of commercial exchange. Urbanisation across the continent

Health, Wealth and Capital. These partitioning into

is imminent due to the combination of these developments.

specialised sectors in their company meant AFG could work

“By 2040, half of all Africans are forecast to be living

on their passion; to push the economy so that this economic

in cities (39% in 2011). By 2050, Africa’s population

PAGE 50

AFRICAN FINANCIAL GROUP is expected to rise to 2.4 billion (by 2040 the working

financial instruments. This will also help speed up wealth

population will be over one billion), and GDP is set to

accumulation and ownership of the economy by black

increase from $2 trillion today to $29 trillion in today’s

people,” said AFG chairman Dr Gil Mahlati. “We have

money.” From AFG’s articles by MDuckitt. These are

created investment vehicles that are designed to pool

positive indicatives for development that Europe, America

savings in black communities, while investing the capital in

and Asia has followed which AFG wholeheartedly supports

fast-growing companies that also embrace transformation.”

in the bid to develop Africa into an economic hub. Conflict

These are all for investors looking to partake in wealth

within Africa has been generally dwindling and in the age of

accumulation with a range of AFG products to suit the

peace that will follow, AFG is prepared to lead the economy

requirements of diverse individual investors be they of any

for services in the future.

race. “We have an opportunity to leverage local and global

In the future and interest of Africa, AFG through

investment vehicles to invest in our economic initiatives.

its subsidiary AFG Wealth, announced the launch of

A sustainable way of achieving this goal is pooling savings

investment products that equalises black middle class

and investing these funds in debt-free assets that generate

investors seeking maximum exposure to maximum returns

wealth. The current black economic empowerment model

via the “strategy of building wealth for previously excluded

has slowed transformation and concentrated wealth in the

groups through mobilising savings, with astute asset

hands of a few,” said Dr Mahlati.

management, goes a long way to augment the current

The dream of a new economically powerful Africa, from

approach of raising debt to buy minority stakes in white-

AFG’s perspective is not from exploitation of others but

owned companies.” This is in the wake of increasing

the utilisation of other strengths so that everyone can

wealth distribution as a form of advancing South Africa’s

accumulate wealth together. It is no surprise that AFG

economy by being inclusive to a large population that

has shifted to being finance facilitators and investors as

has not had access to this opportunity. “The increase in

their passion matches this dream. AFG will be famed in

black middle class creates opportunities for building a

the future for being the forefront of pushing forward their

foundation for intergenerational wealth using modern

dream of the new “African Century”.

PAGE 51

COMPANY PROFILE

Permanence, perseverance and persistenceâ&#x20AC;? success for Broll Property Production: Kien Ingate PAGE 52

BROLL

Thomas Carlyle had been known to quote “Permanence, perseverance and persistence in spite of all obstacles, discouragements and impossibilities: It is this that in all things distinguishes the strong soul from the weak.”

This powerful quote is an inspiration to those in times of difficulty, great stress and gruelling work especially to those that have a clear future goal with an aim in mind that is to be achieved. It is rare then a property group would be built on the basis of this ideology with a sole idea where instead of predicting and moving along the flow of the financial market, one should seize and create the opportunities themselves.

Broll Property group provides property services that are commercial in nature. These include asset management, industrial leasing, property management, retail leasing and services that it has expanded into. Whilst originally based in South Africa, the influence and scale of Broll property group has expanded into the rest of the African continent.

Starting from 1975, Broll continued to grow in an exponential pattern whilst developing good relationships, understanding and partnerships in the real estate sector across Sub-Saharan Africa.

In 2015, Broll Property Group was voted the Best Real Estate Services Company in Africa by Euromoney, whilst still experiencing unbelievable growth during that year. “This growth results from significant and focussed investments over the last 10 years, in a world-class property

services platform across Sub-Saharan Africa. Overall growth over the last 12 months has resulted in the Group increasing gross lettable area (GLA) under its management to a staggering 20 million square metres. The underlying value of third party assets under management now exceeds R125 billion.” said Group CEO, Malcolm Horne.

The key understanding of the Broll property Group tactic is the opening or creating the foundations of property that would result in the requirement of services that Broll property Group could provide. This ingenious system creates a feedback loop allowing further purchasing of increasing land thereby able to lease out land (including services) to more occupiers. As Malcolm Horne said in 2015, “There are approximately 53 new retail projects in Africa under construction currently - 28% of these are in East Africa, 44% in the SADC region and 28% in West Africa. Although challenging, the hard work put into expanding the Africa business has resulted in Broll securing the mandate for leasing of over 1 million square metres of retail projects (in various stages of completion) in these regions over the next 24 months”. In statistics and what it all means that in 2015, Broll’s core property management division’s assets under management exceeded R48 billion.

Broll managed 291 shopping centres across Sub-Saharan Africa, including the 7 largest shopping malls outside South Africa.”

In 2016 during the API summit, Malcolm Horne details

PAGE 53

COMPANY PROFILE

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BROLL out some of the achievement that had been created. “We increased assets under management in the last 12 months by 25%. We’ve leased the largest mall on the continent (Africa) has built in a single phase. We’ve opened at least 6 new shopping centres and taken on many, many new buildings that our investor’s clients have actually purchased across iScrip has an intricate knowledge of the continent. We’ve managed to fiber optic and copper cable installation secure management in 6 new African allowing us to design, install and countries as far as occupier’s services maintain world class networks. are concerned and, we’ve had 3 years great growth in our business. But this has not come because opportunity in market but because of the focus strategy that we believe in the narrative of Africa”.

By 2018, Broll still continues to grow in amidst the financial struggles that housing is dealing Unit 1, Elevation Gardens, Waterfall Office Park, with when meeting the new demands of property and climate Bekker Road, Midrand, South Africa change. Resource intensive housings Tel: +27 11 805 0393 in Cape Town (South Africa) Web: iscrip.co.za experiencing a burst in prices due to water restrictions after inflation had increased prices from foreign purchases. Africas general desire of property to use mixed to seize opportunities on sight. Ascribing success and development and a trend for first time buyers to use the phenomenal growth of the Broll Property Group sectional title properties are all key developments that to a number of factors, the notable pivot in Brolls plan Broll has prepared for. are the entrepreneurial vision of its shareholders and a So how this was all achieved? In Malcolm Hornes passionate motivated team who have the ability to seize admirable rhetoric “This has not come because opportunities as they arise. “We still believe inspite of opportunity in market but because of the focus strategy the headwinds that will be facing us into the future, we that we believe in the narrative of Africa”. believe the opportunities are real and do exist and can Malcolm Horne and by extension, Broll property be unlocked by the group of people largely in this room Group, has a very clear vision that is easy to see and today” could be incrementally achieved with a profitable benefit In total understanding, Broll Property group fully when a plan comes into fruition. In 2016 API the goal speaks the negatives of the future but the difference was laid out by Malcolm Horne “We believe in the compared to most businesses is traditional conservatism narrative of creating a sustainable property sector that is placed aside and replaced with the attitude of seeking can operate across this continent for both investors and deeper opportunities no matter the situation. From occupiers of space”. the quote of Malcolm Horne 2016 API summit talks “I “I am thankful and grateful to all of those clients who think from an investment perspective, the next few years support the Broll business. What keeps us on our toes could be challenging. And by saying that I don’t think is understanding the pressures of delivering beyond our its negative would I think I am saying the opportunities clients’ expectations.” exist without any doubt. It’s going to take us a lot of To achieve this narrative, Horne utilises a business skill and a lot of knowledge to bring these commercial that stresses individuals working together as a team to opportunities.” The overall rhetoric of overcoming the reach their full potential via collaboration and teamwork. negative bleak tide, locating the bright spark in the dark Whilst individualist talent is impressive and competitive through persistence and talent is the reason why Broll spirit has some uses, long term planning and ability Property Group still retains its success.

PAGE 55

COMPANY PROFILE

Development of Africa through self reliance and speech Production: Mike Garwin

Communication within human society has been the key corner of driving the world forward. Back then, we were limited to the word of mouth which if there were no forms of transport, meant a very limited scope for speech and ideas to reach. The development of writing systems was amongst the best innovation that human kind has created as it no longer limited knowledge and ideas to humans that could have died with their thoughts. Writing could transmit ideas to those in future generations even if there were no familial or personal connections for explanation. The postal system was the most a government could use to utilise this innovation. It wasnâ&#x20AC;&#x2122;t until far in the middle to late 1800â&#x20AC;&#x2122;s did Alexander Bell patent the first electric telephone to be created and who changed the dynamic of communication. This technology when PAGE 56

utilised properly brought conversations all over the world providing the infrastructure and connections were properly connected. However, there were still areas to improve. The development of our modern digital age was developing slowly but assuredly. When Larry Roberts on November 1969 sent the first communications from the University of California in Los Angeles to one at the Stanford Research Institute 350 miles away, the world would no longer revert from this progress. Raymond Tomilinson used the first email in 1971 and by the era of 1991, the semblance of the modern internet had formed thanks to the first website

by Tim Berners-Lee. So how does this relate? The key point to highlight is that our economy thrives on exposure and transmission of information in the easiest form for us to understand.

MTN SOUTH AFRICA

It is then of utmost importance for communication to exist and even till this day, human connections are best received with many prefer to talk over phone or meet up especially when dealing in business. To match these demands, MTN South Africa rises against this challenge.

MTN South Africa is a mobile network operator in South Africa and is a subsidiary of the larger global company of MTN Group Limited. It built their own cellular network in 1994 that has led to a developing ICT infrastructure that rivals nations globally. MTN South Africa has enabled voice and data solutions to over 30 million South Africans. It provides news, sports and other event-related information to its consumers. In spreading and evolving its industry, MTN has provided Steppa tablet that grants access to

the Internet to students, learners and entrepreneurs which enriches both the national and global world with their knowledge and perspectives. Further, the company provides ‘Music+’, a platform harnesses the ability to stream, download music and watch videos offline simultaneously. MTN South Africa provides its services through outlets both formal and informal in nature such as service centres with Steppa tablet sold throughout retail stores.

So what is MTN South Africa’s key goals and achievements? Through their overview, since 1994, MTN had correctly assessed the power of internet usage for economic development “We believe that communication and connectivity are key to socioeconomic empowerment. In 2011, we embarked on our largest-ever network rollout, increasing 2G PAGE 57

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PAGE 58

MTN SOUTH AFRICA

coverage to 98% and 3G coverage to 65% of the population. In 2012, we began the biggest Long Term Evolution (LTE) network rollout in Africa. We have also made considerable investments in undersea cables to provide capacity to our network. These investments were made in the West Africa Cable System (WACS) that connects southern, western Africa and Europe and the Eastern Africa Submarine Cable System (EASSy), which links the east coast of Africa, including South Africa with Europe, and the Africa Cable Europe (ACE) linking South Africa with the United Kingdom along the west coast of Africa.” The colossal involvement to unify both continents across the sea through its cables provides many opportunities to expand far more than just South Africa and into the rest of the African heartland.

MTN is now considered a global market influencer that operates 22 markets in Africa and the Middle East.

E-commerce and digital services in music, financial services and entertainment is now provided by demand via MTN. MTN even with its social influence, aims to be seen and prove itself as a responsible company.

This is seen via the MTN SA Foundation, where MTN philanthropic philosophy merges with the power of connectivity it provides to facilitate access to education and healthcare. The development of entrepreneurship and the arts is carefully preserved for the future generations in Africa when they are ready to challenge and cooperate with the whole world.

MTN also has portfolio of sponsorship with its influence reaching to a variety of sports such as football and rugby whilst reaching into the gentler societal interests of music and lifestyle.

Through MTNs overview “MTN sponsors the Premiership knockout competition known as MTN8, the Springboks, the national rugby team, Joyous Celebration, a popular gospel ensemble, and Afrikaans is Groot, a renowned Afrikaans music festival.” which shows the patronage of South African identity and respect.

Following this humanistic theme, MTN

operates in some of the most vulnerable areas in the world. MTN recognises that their operating countries often have limited resources to adapt and cope with environmental impacts. “We pride ourselves on ensuring that we continue to provide telecommunications services with little impact on the environment.” MTN Overview. A good example would be “its energy intensive data centre in Johannesburg with a solar cooling system, which is the first of its kind in Africa. The system is driven by a cuttingedge technology called mirror-based concentrating solar power (CSP) that uses heat generated from the sun and has a peak cooling capacity of 330 kW. The system consists of 242 solar mirrors covering a total area of 484 square metres, which tracks the sun to generate pressurised hot water at 180 degrees Celsius.

The hot water in turn powers an absorption chiller that produces chilled water that is circulated into the datacentre for cooling of IT equipment.” MTN says. This is to provide support to its host countries in the best manner which matches the philanthropic base ideals of promoting socioeconomically a boost to Africa in general.

Both to provide stable and consistent coverage for their communications service, MTN is modernizing the base stations with special focus on remote areas, to enable them to work off the grid. This means should there be any problems; Africa would still be connected to the world independently from any discourse. For MTN clear efforts to adapt and provide telecommunications without impacting much of the environment, they had been awarded the silver level certification in Energy and Environmental Design (LEED) which is a title to be proud of.

MTN South Africa is very clearly the top of its league. Few companies in its industry could match its focus on minimal geographical impaction by making itself self-reliant in energy productions. The patronage towards South African future and its further potential of market outreach does indeed make it the definitive communication company to rely on.

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COMPANY PROFILE

Why SDH&K are â&#x20AC;&#x2DC;leading playersâ&#x20AC;&#x2122; in fats and oils Production: Kien Ingate

The importance of food within the world is rarely understated. The recent trends within the digital age initialised by the development of smartphone technology has created a new culture of personal imaging through lifestyle and habits. Food has always been part of our lives and so has matched well with the current era of exposure. However, within food especially those pre-made, few attention has been focused on the importance of fats and oils within these foods aside from the focus of the ever-changing dietary science.

Fats and oils are a key component of foods that affects a plethora of foods characteristics. To name a few things fat provides in food items, it affects the appearance, flavour, heat transfer, melting point, nutrition, alleviation of hunger, solubility in food, texture and shortening (stabilised fat that allows products such as biscuits remain flaky and tender.

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Ever important in South Africa, food is ingrained in their culture. It is then that the key supporters of maintaining the food industry are ones that produce edible oils and fats for consumers. Within South Africa, the key pillar of maintaining this effective industry is the Malaysian owned Sime Darby Hudson and Knight.

Hudson and Knight are a subsidiary owned by Sime Darby Plantation (SDP). After the demerger of the SDP with Sime Darby Berhad, the initial fall of pricing in the share market had quickly and consistently turned around into profitable investment. From December 2017 till August 2018, there has been an increase of 0.58 MYR (Malaysian Ringgit) in its share value reflecting a stable and increasing value. This stability and security are a reflection of how Sime Darby Hudson and Knight (SDH&K) handles food and boosting the local South African economy.

The boost to South Africans local economy is first

SIME DARBY HUDSON & KNIGHT

reflected by the industries high standard of worker treatment by insisting improvements for maintaining compliance to safety to ensure their well-being.

The signs of a company thriving and brimming with potential is their insistence to maintain such high level of security so that employees maximise their income potential. Software specialists Adapt IT were hired to implement IntelliPERMIT by April 2010.

It is a computerised permission to work system that ensures all hazards are correctly identified and safety precautions adhered to. Solution ensures compliance to safety procedures on any site. “If the integrity of a permit is in question, the risk of unsafe work practices increases,” plant engineer Rodney Ndonyane of SDH&K discusses “Hazardous work environments need tight controls over the risks involved, and ideally these controls need to identify what is lacking before an accident does exactly that.” By late 2012 and general

further decrease in accidents, safety awareness has improved. To highlight this point Rodney Ndonyane further explains “IntelliPERMIT has raised the level of safety awareness and preparedness of every shift worker on site by providing detailed risk information and enforcing site safety rules. Communication has improved, correct information is passed from one shift to the next, and at any one time management can see what jobs are underway anywhere on the plant. By eliminating incorrect job preparation procedures, we have significantly reduced the risk of accidents or nearmisses at the plant.”

Sustainability along with ethical practices are also highlighted through themselves via their overview: “SDH&K has adopted and is certified with FSSC 22000, ISO 9001, as well as the Round Table on Sustainable Palm Oil (RSPO) (Segregated and Mass Balance) supply chain models. We have also

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SIME DARBY HUDSON & KNIGHT been audited to conform to the SEDEX (Responsible sourcing) Scheme, which is externally certified by independent third party certification bodies. This demonstrates the robust and effective Integrated Management System in place at SDH&K to meet the requirements of regulators, customers and consumers.” The RSPO is an international system that can trace palm oils received are from certified renewable palm tree farms via independent third party investigators. This system has been used in the wider world for its effective impact on reducing uncertified, cheap oil being manufactured in a nonsustainable manner that affects the ecosystem at large. In a world where sustainability is a looming issue, there is high praises to those that can commit to such a system.

In this case, SDH&K understands the very essence of effective and ecological business that “meet the requirements of regulators, customers and consumers.”

“As one of the leading players in the South African fats and oils space, we are committed to driving and supporting innovation and creativity in our industry.”

Nobantu Mqulwana, marketing manager for Hudson and Knight had said before. SDH&K is currently SDP’s only African-based operation with the Boksburg producing quality bakery fats, frying oils and bulk industrial fats for industries manufacturing food.

Identified as the leading specialists in oil manufacture, many famous chefs endorse and participate using their products. In 2012, the pedigree of SDH&K was proven by their endorsement and support of South African Chefs Association (SACA) centre with their Sime Darby Hudson & Knight Baking Masters Competition.

The popular brand ‘Pastrex’ and ‘Mastercraft’ (SDH&K products) were used to make a variety of baked foods. In relation to boosting South Africa’s local economy by endorsing local talents, Graham Donnet, GM of SACA had commended SDH&K: “We at the South African Chefs Association are very pleased to be involved with the Sime Darby Hudson & Knight Baking Masters Competition as we believe that it is incredibly important to have a competition on the culinary calendar of this calibre that focuses on pastry.” What drives on SDH&P is naturally portrayed

by Nobantu Mqulwana “The competition is one of the ways in which we show that commitment as well as acknowledge and celebrate our local talent.”

Legendary culinary South African talents also use and endorse products of SDH&P on social media such as the chef Martin Kobold. Martin Kobald promoted South African cuisine across the globe for two years, reaching varied countries as starting from Thailand, USA, UAE, China, Australia, Germany, Russia and Canada. October 2003, he became president of SACA. In June 2013, Martin Kobald created the cooking school ChefMLK. As Conover of Bidvest World Chefs Tour against Hunger organisation and together with over 260 Chefs from 45 countries, he has raised R8 million for this cause. Such celebrity chefs willing to endorse and use products from Sime Darby Hudson and Knight speaks volumes about the quality of product that are being created.

The success of SDH&P is very clear in many people’s eyes. SDH&K has impacted South Africa in positive manners from protecting workers, supporting local chefs and famed for their trusted products. Despite the minor setback from the demerger of SDP, the badge of prestige they have created ensures their place as “leading players in the South African fats and oils”.

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COMPANY PROFILE

Montigny and the trust from Eswatini.

Production: Kien Ingate

• The success of an entrepreneur.

• Adding value to receive value.

• When the government recognises what it is worth.

• Involving in creating a sophisticated economy.

• Creating a new economic sector for the future.

In the industry of a developing Africa, the move to commercialisation is a long but necessary step to achieve an economy that is of a higher echelon that could be equivalence of a pre-developed nation. The move and transition are not easy with several industries industrialising and necessary for the progress of the nation. This is the story of Eswatini, the then formally named country of Swaziland. Within the fast developing economy of Eswatini (rank 39th Highest in GDP) is the success story of a timber company that mimics the vision and future of Eswatini in the global economy.

Montigny Investments Limited is a Swazi owned and operated timber Company that has diversified its economic abilities. Neal Rijkenberg, the entrepreneur, founded Montigny in 1997 which has grown from a small family business into the largest private timber owner-operator in Southern Africa. This success story profits in excess of E 1 Billion. 40% of its timber is processed from its wet saw timber market with outreach PAGE 64

interest of its produce starting in Eswatini, South Africa, Mozambique, Namibia, Angola, Zambia and as far Japan. The type of consumers includes the planking industry (both industrial and fine carpentry use), pallet users, the mining industry, charcoal consumers, paper manufacturers, furniture makers and construction companies.

Its statistics is very impressive. Montigny’s has more than 85,000 ha of land with 55,000 ha under active timber management. Plantations extend from Nhlangano in southern Eswatini, to the Usutu region in the North that was recently purchased. In 2014, Montigny purchase of Usutu Forest Products Company from SAPPI Limited concluded. The monumental deal was among the largest private, commercial transactions to take place in Eswatini. The company had in excess of E 1 Billion to conclude the acquisition. This is an exciting prospect as it shows the growing demand and potential that does not seem to slow to make such a transaction profitable in nature. Montigny currently

MONTIGNY

employs a rounded figure of 7,000 local resources, which makes up nearly 10% of the private sector workforce in a country of 1.2 million inhabitants. Expendable income allows employees to spend on consumer goods that would boost other sectors in Eswatini. Such giants of industry means more than 1 million timber is processed and transported a year.

Montigny’s contribution to society in Eswatini is nothing short of amazing. Much of its shareholders is part of the public service pensions fund with 37.46% of its share. The national provident fund that helps assists with providing care and relief for Eswatini citizen also has a 7.69% share on its business. The valuation of Montigny is unmistakable with government support indicating national trust to a private business to raise the potential income for the country. This due in faith is because its regular growth in turnover from E700 million per year on 2014 skyrocketed to about E1.7 billion in 2016. “We are expecting to continue growing our turnover by an additional half a billion

Emalangeni per annum for the next four years, so that by 2020 we expect to have a turnover in excess of E3.7 billion Emalangeni per year,” Montigny Chief Executive Officer Neal Rijkenberg said at the Shiselweni Business Community Dinner 2016. To aim is to also create 3 000 more jobs in the next four years whilst in the past 4 years they had hired 2000 more employees. This is set on target from the perspective of 2018.

Neal Rijkenberg also promoted the benefits and unfound market of Eswatini. “Montigny is a 100 percent Swazi owned business and started from nothing 20 years ago. If we can have an impact on the GDP like this, then it more than proves that Swaziland is a great place to invest,” said Rijkenberg. In 2016, he appealed to the stakeholders and social partners of his company to set aside more selfish ideals to work alongside government and business to take this country forward to make it the most attractive investment destination in Africa.

This in turn would allow a far more profitable future for both parties as the economy develops. “We need to PAGE 65

COMPANY PROFILE

grow our economy, and I fully believe if we can unite and stand together to attract FDI and give confidence to local businesses to invest and expand, we can grow the economy and reach 100 percent employment within a short space of time.” Neal Rijikenbergs humane and far outlook is to benefit not just himself but the future of the citizens of Eswatini when mentioned “When we reach 100 percent employment, then the pressure builds on the private sector to industrialise, leading to an increased demand for skills, and much higher salaries and wages,”. Fundamentally, the direct reason for Neal Rikikenbergs outlook is what would be best for workers is a growing economy and the chance for Eswatini citizens to specialise and develop its middle class through income and progression. “It would be great for employees when an employer finds that employees have left for better work conditions down the road, and he has to increase his wages to keep his employees. There is no better form of wage negotiation than that,” he said. Due to these, the king of Eswatini has provided accolades to Montigny for its business success and contribution.

In this situation, there other businesses that are private integrated which are competing in timber production. However from Andrew Le Roux, Executive Director of Montigny “What makes us stand out from

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our competitors primarily is the way in which we add value to every part of the tree. We are able to extract and utilise up to 95% of the tree’s value because of the breadth of our markets.” The true value of Montigny is its ability and commitment to make every aspect of its business sustainable by its most true definition whilst managing its economic potential. In 2017, Montigny completed a pre-feasibility study for a renewable biomass power plant on the mill site. Optimal usage of resources at the sawmill site including offcuts and other bio materials used as waste could be fuel for a 35 MW renewable power plant. In the Montigny biomass conference the benefits provided economically are as follow ‘New employment sector. Market for biomass.

Create 200 jobs. Stimulate investment opportunities in Swaziland’.

The success of Montigny was based on family entrepreneurship and it shows with all the positive aspects. The high ethical judgement of Montigny is its intention to develop a more sophisticated market wage to the people of Eswatini whilst simultaneously developing a new ecological sector in the market to meet the demands against unsustainable power generation. Without a doubt, for the benefit of Eswatini, Montigny does indeed “add value to every part of the tree”.

SWAKOP URANIUM

MONTIGNY

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COMPANY PROFILE

The impact of the abalone wave 5 years later Production: Kien Ingate

HIK Abalone was South Africa’s most successful business in the fledling business of aquaculture. Bold claims were made 5 years ago and it seems previous ambitions has been achieved.

When people think about South Africa in terms of business industries, the preconceived idea that would start emerging in your mind would be mining, traditional agriculture, tourism and finance services. Tackling this level of precognition of South Africa’s economy is HIK Abalone farm who is paving the way for the profitable industry of aquaculture.

HIK Abalone Farm (Pty) Ltd is one of South

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Africa’s most successful and influential abalone farming businesses. 1997 was when HIK Abalone Farm was founded with its base of operation firmly rooted in Hermanus located in the Western Cape.

It is recognised as the abalone farming capital of the country, the town boasts a perfect marine environment and temperature for production of top-quality abalone. “The company was originally started with private funds by a local construction

HIK ABALONE FARM

company in South Africa called Haw and Inglis (H&I) Construction and it was actually a trio that got together, Rick Haw and Peter Inglis of H&I Construction along with Roger Krohn, who was a biologist. This is where the HIK name comes from.” says Louise Jansen. “Abalone farming was still in its infancy in those days, it was around 1995/96 when they first came up with the idea. There was big demand so they took a leap of faith and went ahead and started the company.”

Louise Jansen is the operations director for HIK and she spoke to IndustrySA in February 2013 about what it takes to be successful with abalone and what the future holds for the company. To this date in

2018, the fundamental advice and wisdom provided

by Louise Jansen still holds true till this date HIK’s main customer base is in the East, where abalone historically and currently views as a luxury food. Despite the increased availability via commercial farming has made, the abalone is still widely regarded as a delicacy. “Abalone is a status symbol and a niche product so there will always be demand, but pricing continuity will be concomitant on supply,” says Ms Jansen, “we just have to keep ourselves competitive when it comes to the spread of products.” Understanding the desires of their most common customers with proactive measures involving the market has made HIK grow within the

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COMPANY PROFILE

last 4 years. Louise Jansen explained the difference between the main market and the smaller domestic market â&#x20AC;&#x153;I like abalone. The typical South African palate prefers abalone tender and juicy, a little like calamari. In the East they often eat it raw and prefer a texture that is firm and chewy with more of a crunch. As a farmer it is crucial to understand the product and the taste associated with it. This is the perfect example of how important it is to understand your customers. If we went over there and put out a product for SA tastes then we would have no sales at PAGE 70

all because the palates are different.â&#x20AC;?

In 2013, a bold move to become independent was made. This was to grow their ties with the market that was predominantly becoming more Eastern orientated due to the culinary differences â&#x20AC;&#x153;We were involved with another two farms through a marketing company but we have decided to break away and go out on our own. This is to form stronger alliances with our customers in all the Eastern markets and really entrench the HIK name.

These guys are the major consumers of abalone

HIK ABALONE FARM so we are looking to bring a bit more of that Asian intelligence into the business. With us, the customers have always been number one. This has sometimes been to the detriment of our own stock where we have often bent over backwards to meet demand. proud This has however, helped us forge great relationships with all our customers. We just want to build on that now, sustainably, taking into account our stock health. We will work with our customers and find out what they need so we can develop new products and brands so we can really start making a name for ourselves in the East.”

By 2016, HIK abalone to meet market demands for their abalones have converted to complex geothermal systems to ensure supplies are not seasonal but monthly. By 2016, HIK exports between 150 and 160 tonnes of abalone mainly to Asian market in a multitude of forms such as live, frozen and canned products.

Deciding to pursue the marketing strategy of pushing HIK abalone as the stand-out South African farm as in 2014 as quoted “Right now, very little is sold locally. We supply a local distribution company who mainly sell to restaurants. This only amounts to around 100-200kgs each month where our total sale would be around 15 tons”. By 2016, this amount has increased significantly to 150160 tonnes within the total market from focusing to Asian audiences. “At the moment, in Asia, the product is seen as South African abalone which is already perceived as a superior brand. We want to go one step further by positioning HIK as the preferred supplier of abalone products from South Africa.” says Ms Jansen.

Back in 2013 the company had ambitions and goals that were desired to be met. “We are busy with an expansion program,” says Ms Jansen, “we want to increase our output and are exploring different methods for expansion. At the moment we are building our marketing and branding arm, thereby entrenching the farm’s name in the market. We are also working on quality assurance and control on the

Cape Town Tel: 021 946 1980 sales@effast.co.za

supplier to HIK Abalone...

website:www.effast.co.za farm, right through to creating standard operating procedures for every aspect of the business.

Increasing our social footprint is also a serious priority at HIK, initially focussing on our employees and then expanding that to the wider community.”

By 2018 standards, the company had accrued more than enough employees and had expanded their production by using geothermal technology to meet their demands from the Asian market as the premier supplier of quality to their tables for consumption.

At the end, to point what has resulted in the success of this company as thus far? Ms Jansen had provided the answer as far as 2013 “Close customer relations, a strong product and top quality, in terms of the product and the supply chain, are the key factors for us,” For all other observers, this answer is more than enough to match the reality they had created.

PAGE 71

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