Business Plan Led Lighting

Business Plan:
LED Light Enterprise
Revision 1.0
24 April 2015
Prepared by: CSIR Enterprise Creation for Development

Address: PO Box 395, Pretoria, 0001
Confidential between EED and CSIR

Business Plan: Page 2
24 April 2015 LED Light Enterprise Rev 1.0
EXECUTIVE SUMMARY
Lighting accounts for 19% of the world’s electricity consumption. Significant savings of
about 40% can be achieved by simply converting to energy-efficient lighting technologies
such as Light Emitting Diodes (LEDs). South African energy constraints have contributed
to a policy framework intent on converting from old technology and implementing energy-
efficient lighting systems. South Africa’s LED lighting market is expected to grow by a
compound rate of 20% each year until at least 2016, to reach market penetration in
general lighting of well over 60% by 2020. The consumer market is filled with offerings
from established suppliers that compete mainly on price. Street lighting is a high value,
comparatively smaller market. While price is also important quality and value added
features are key discriminators in this segment.
The Department of Economy and Enterprise Development (EED) has identified the
electronic value addition industry as a catalyst to stimulate economic development, growth
and diversification in the North West. The CSIR’s Enterprise Creation for Development
(ECD) was commissioned to undertake a prefeasibility study in this sector and four value
opportunities were identified, namely
 Printed circuit board assembly (PCB): Production of electronic modules.
 Electronic timers: Selected geyser and lighting timers
 LED street lighting: A range of replacement and new installation products
 Prepaid electricity meters: Selected domestic meters
This business plan proposes the establishment of a LED streetlight production enterprise
in Mahikeng. It would form part of an electronics cluster envisaged within the province. The
LED enterprise will assemble LED streetlight luminaires (the complete lighting unit,
excluding street poles) for:
 National/SANRAL and major provincial roads (150 W),
 Urban municipal roads (80 W)
 Rural municipal roads (50 W)
The results from the market, technical and financial analysis indicated that the business
could be viable if:
 The enterprise is able to secure sufficient market access through partnerships in the
supply chain that serves municipal and SANRAL tenders for new and retrofitted
streetlight implementation;
 The PCB enterprise and component manufacturers are able to reliably supply it with
quality and affordable components; and
 Funding could be secure for both the establishment year and two additional years of
production
As product design is a very costly and time consuming activity, the business plan is based
on preliminary conceptual product designs for illustrative purposes. A detailed product
development phase leading to fully developed and tested products will be required once
the opportunity is pursued further. In turn, this will assist in determining the details of
production requirements before committing to the establishment of the related production
facilities.
The biggest potential for growth in the lighting industry is in the retrofit market (i.e.
upgrading of existing installations), and includes the commercial and public sector.

Although old lighting technologies have a lower initial investment fee, the LED lighting
market is growing rapidly based on its energy efficiency and extended lifespan, which
translates into savings.
At full capacity the enterprise will produce the various LED streetlight luminaires at the
following sales volumes:
 50 W – 1 200 units (R 5 021)
 80 W – 1 800 units (R 5 697)
 150 W – 5 600 units (R 7 744)
The primary market is contractors supplying government tenders for installing and
replacing street lamps. Based on the size of the various local market segments, South
African municipalities constitute the biggest local demand, followed by SANRAL. The main
target market during year one and two will be the North West province, while the national
share will need to grow significantly in year three to five. African markets will be targeted
for additional sales from the sixth year onwards.
The location for the enterprise is the Special Economic Zone (SEZ), situated next to the
Mahikeng International airport. A modern purpose built facility of approximately 1 000
square meters will house:
 Administration
 Semi-automatic assembly facilities
 Testing facilities
 Storage
The business will assemble components such as the control unit, assembled LED array
and aluminium casing into complete street lights or luminaires. Control modules and LED
arrays will be supplied by the PCB enterprise. All products will be tested prior to dispatch.
The LED enterprise will be managed by a cooperative led by an already identified

entrepreneur who is active in the industry. It will have a multi stakeholder management
board representing the interests of the funder.
Financial modelling was undertaken using the United Nations Industrial Development
Organisation’s Computer Model for Feasibility Analysis and Reporting tool. The model is
based on the assumption that all investment funds required will be made available as a
grant. It was found that if a discount rate of 6% is used:
 The net present value (NPV) is R 44 463 490;
 The internal rate of return (IRR) is 26.81%; and
 The payback period is 7 years.
Because the NPV is positive and the IRR is greater than the discount rate, the business
could be deemed financially feasible.
A total investment of R 15 571 000 grant funding will be needed for the establishment of
the enterprise as follows:
 Establishment (Year 1): R 3 514 709
 Establishment (Year 2): R 10 094 568
 Production (Year 1): R 1 566 000
 Production (Year 2): R 495 000

Based on the above assumption, the business will have a positive cash flow from the
outset. Therefore, it is critical that the involved stakeholders make a long term commitment
to fund the establishment and operations of the business.
The socio-economic benefits of the enterprise will include an average Gross Value
Addition of R10 513 387 per annum and the creation of new 10 direct jobs.
The establishment of the LED enterprise will be undertaken in a phased manner as

outlined below:
 Phase 1 – Regulatory approvals and engineering design (15 months)

 Basic environmental impact assessment and waste management licence.
 Product engineering design
- Detailed engineering design
- Design communication/Design for manufacture
 Qualification and certification
 Phase 2 – Facility setup (15 months)

 Construction of the LED assembly plant building
 Procurement of all machinery and equipment, including furniture and office
equipment.
 Registration of the legal entity
 Recruitment of key staff members
 Technical and business training
 Phase 3 – Pilot production (two years)

 Pilot production, starting at 19% of capacity Phased increase of production
volumes

TABLE OF CONTENTS
EXECUTIVE SUMMARY ..................................................................................................... 2

GLOSSARY OF TERMS ..................................................................................................... 8
LIST OF TABLES ................................................................................................................ 9
LIST OF FIGURES ............................................................................................................ 10
1 INTRODUCTION ....................................................................................................... 11
1.1 Rationale / Intent........................................................................................... 11
1.2 Opportunity description ................................................................................. 11
1.3 Feasibility results .......................................................................................... 12
1.4 Overall implementation plan ......................................................................... 13
2 BUSINESS AND PRODUCTS .................................................................................. 15
2.1 Description of Products ................................................................................. 15
2.2 Business concept.......................................................................................... 16
2.3 Institutional arrangements ............................................................................ 17
3 LOCAL ECONOMIC CONTEXT ............................................................................... 18
3.1 Policy and strategy alignment ....................................................................... 18
3.2 Provincial and local economic context .......................................................... 18
3.3 Location / Site ............................................................................................... 19
4 MARKET RESEARCH, ANALYSIS AND PLAN ...................................................... 19
4.1 Customers .................................................................................................... 19
4.2 Market demand and sales forecast ............................................................... 19
4.3 Market prices ................................................................................................ 20
4.4 Competition and competitive edge................................................................ 20
4.5 Marketing and distribution ............................................................................. 20
4.6 Market implementation plan .......................................................................... 21
5 MANUFACTURING AND OPERATIONS PLAN ...................................................... 21
5.1 Product engineering design .......................................................................... 21
5.2 Production inputs .......................................................................................... 21
5.3 Facility .......................................................................................................... 22
5.4 Equipment .................................................................................................... 23
5.5 Regulatory and legal issues .......................................................................... 23
5.6 Supply chain management ........................................................................... 25
5.7 Operations implementation plan ................................................................... 25
6 HUMAN RESOURCES AND GOVERNANCE .......................................................... 28
6.1 Key management personnel ......................................................................... 28
6.2 Industry role players ..................................................................................... 28
6.3 Supporting professional advisors and services ............................................. 28

6.4 Human resource requirements ..................................................................... 28

6.5 Governance .................................................................................................. 29
6.6 Human resource and governance implementation plan ................................ 30
7 RISK MANAGEMENT ............................................................................................... 30
8 FINANCIAL PLAN AND ECONOMICS OF THE BUSINESS ................................... 31
8.1 Costs ............................................................................................................ 31
8.2 Predicted ten year financial statements ........................................................ 33
8.3 Financial analysis ......................................................................................... 36
8.4 Economic benefits of the business ............................................................... 37
APPENDIX A SITUATIONAL ANALYSIS .................................................................... 38
A.1. Introduction ................................................................................................... 39
A.2. Methodology ................................................................................................. 40
A.3. Opportunity ................................................................................................... 42
A.4. Local Context ................................................................................................ 44
APPENDIX B MARKET ANALYSIS ............................................................................. 49
B.1. Introduction ................................................................................................... 50
B.2. Light Emitting Diode (LED) Products ............................................................ 50
B.3. Industry Context............................................................................................ 51
B.4. Market Trends............................................................................................... 54
B.6. Market Share Estimation .............................................................................. 61
B.7. Market Prices ................................................................................................ 62
B.8. Competition .................................................................................................. 64
B.9. Distribution and Promotion ........................................................................... 67
APPENDIX C TECHNICAL ANALYSIS........................................................................ 69
C.1. Introduction ................................................................................................... 70
C.2. Products ....................................................................................................... 71
C.3. Production .................................................................................................... 77
C.4. Supply chain logistics ................................................................................... 82
C.5. Regulatory compliance ................................................................................. 82
C.6. Organisational design ................................................................................... 85
C.7. Risk management ......................................................................................... 87
APPENDIX D FINANCIAL ANALYSIS ......................................................................... 89
D.1. Introduction ................................................................................................... 90
D.2. Costs ............................................................................................................ 90
D.3. Sales............................................................................................................. 95
D.4. Predicted ten year financial statements ........................................................ 95
D.5. Financial analysis ....................................................................................... 102

D.6. Economic benefits of the business ............................................................. 103

APPENDIX E FINANCIAL ASSUMPTIONS ............................................................... 105
APPENDIX F REFERENCES ..................................................................................... 114

GLOSSARY OF TERMS
DTI - Department of Trade and Industry

EED - NW Department of Economy and Enterprise Development
EPC - Energy Performance Contract
LED - Light-emitting Diode
MIG - Municipal Infrastructure Grant
NAMEC - National Association of Manufacturers in Electronic Components
NWU - North West University
SADC - Southern African Development Community
SAEEC - South African Electro-technical Export Council
SAIEE - South African Institute of Electrical Engineers
SALGA - South African Local Government Association
SANRAL - South African National Road Agency
TIA - Technology Innovation Agency
NW - North West
SEZ - Special Economic Zones
IDP - Integrated Development Plan
MLM - Mahikeng Local Municipality
ECF - Employment Creation Fund (ECF)
DST - Department of Science and Technology
IPAP - Industrial Policy Action Plan
NDP - National Development Plan
SADC - Southern African Development Community (SADC)
SOE - State Owned Enterprise
IDC - Industrial Development Corporation
DOE - Department of Education
NEF - National Empowerment Fund
SMME - Small, Medium and Micro Enterprises
ICT - Electronics and Information and Communication Technology (ICT)
NMMD - Dr Ngaka Modiri Molema District (NMMD)
FET - Further Education and Training
SET - Science, Engineering and Technology
CHE - Council on Higher Education
NWDC - North West Development Corporation
REDS - Regional Electricity Distributors System (REDS)
OEM - Original Equipment Manufactures
IESSA - Illumination Engineering Society of South Africa (IESSA)
NLM - The Naledi Local Municipality (NLM)
QMS - Quality Management System

LIST OF TABLES
Table 1: Investment cost split at setup phase .................................................................... 15

Table 2: LED products targeted for production .................................................................. 16
Table 3: Market prices ....................................................................................................... 20
Table 4: Risks and mitigation ............................................................................................. 30
Table 5: Income statement ................................................................................................ 34
Table 6: Balance sheet ...................................................................................................... 34
Table 7: Cash flow statement ............................................................................................ 35
Table 8: Sensitivity analysis results ................................................................................... 37
Table 9: Major economic sectors in the North West Province............................................ 45
Table 10: LED products targeted for production ................................................................ 51
Table 11: Industry role players ........................................................................................... 52
Table 12: LED’s lifespan compared to other light technologies ......................................... 57
Table 13: North West provincial demand for outdoor lighting ............................................ 59
Table 14: SA’s ten metropolitan cities’ budgets ................................................................. 60
Table 15: Market size......................................................................................................... 61
Table 16: Market share estimation ..................................................................................... 62
Table 17: LED streetlight luminaires market prices ............................................................ 62
Table 18: Prices and project sales for the different phases ............................................... 63
Table 19: Standard lighting technology used in urban streets ........................................... 65
Table 20: Competitors........................................................................................................ 66
Table 21: LED products targeted for production ................................................................ 71
Table 22: Engineering cost into the project ........................................................................ 73
Table 23: Component costs ............................................................................................... 76
Table 24: Detailed production process............................................................................... 78
Table 25: Utility costs ......................................................................................................... 78
Table 26: Production phases ............................................................................................. 79
Table 27: Cost of equipment .............................................................................................. 79
Table 28: Construction cost ............................................................................................... 81
Table 29: Inbound logistical information............................................................................. 82
Table 30: Table of quality standards relevant to LED luminaires ....................................... 83
Table 31: Human resource requirements........................................................................... 85
Table 32: Risk factors, impact and mitigation .................................................................... 87
Table 33: Investment costs ................................................................................................ 91
Table 34: Sales forecast .................................................................................................... 95
Table 35: Income statement .............................................................................................. 97
Table 36: Balance sheet .................................................................................................... 99
Table 37: Cash flow statement ........................................................................................ 101
Table 38: Sensitivity analysis ........................................................................................... 103

LIST OF FIGURES
Figure 1: Phased approach................................................................................................ 14

Figure 2: A typical model integrated LED street lamp ........................................................ 16
Figure 3 Interrelationship between the LED enterprise and its suppliers ........................... 17
Figure 4: Enterprise model................................................................................................. 18
Figure 5: Market implementation approach........................................................................ 21
Figure 6: LED streetlight assembly process flow ............................................................... 22
Figure 7: Operations implementation approach ................................................................. 27
Figure 8: Organogram........................................................................................................ 29
Figure 9: Human resource and governance implementation approach ............................. 30
Figure 10: 50 W luminaire production costs ....................................................................... 32
Figure 11: 80 W luminaire production costs ....................................................................... 33
Figure 12: 150 W luminaire production costs ..................................................................... 33
Figure 13: Prioritisation matrix used to shortlist opportunities ............................................ 41
Figure 14: Opportunity description ..................................................................................... 43
Figure 15: Electronics players in the North West ............................................................... 45
Figure 16: Level of education in the North West province, 2011 ........................................ 46
Figure 17: North West province road infrastructure ........................................................... 47
Figure 18: Site location ...................................................................................................... 48
Figure 19: LED product classification ................................................................................ 51
Figure 20: Electronics value chain ..................................................................................... 53
Figure 21: Global LED luminaires market outlook .............................................................. 55
Figure 22: Global LED adoption curve ............................................................................... 55
Figure 23: Three horizon approach for market analysis ..................................................... 58
Figure 24: Interrelationship between the LED enterprise and its suppliers ........................ 70
Figure 25: Typical model Integrated LED Street Lamp ...................................................... 72
Figure 26: Application of the LED luminaire ....................................................................... 72
Figure 27: General conceptual design block diagram of an LED street light...................... 74
Figure 28: Standard street light designs ............................................................................ 75
Figure 29: LED lighting system .......................................................................................... 76
Figure 30: Production process flow .................................................................................... 77
Figure 31: Factory layout ................................................................................................... 81
Figure 32: Organisational structure .................................................................................... 86
Figure 34: Investment cost breakdown .............................................................................. 92
Figure 35: Cost breakdown for 50 W LED streetlight luminaire ......................................... 93
Figure 36: Cost breakdown for 80 W LED streetlight luminaire ......................................... 93
Figure 37: Cost breakdown for 150 W LED streetlight luminaire ....................................... 94
Figure 38: Indirect costs..................................................................................................... 94

1 INTRODUCTION
The Department of Economy and Enterprise Development (EED) identified the electronic
value addition industry as a catalyst to stimulate economic development, growth and
diversification in the North West. The Council for Scientific and Industrial Research’s
(CSIR’s) Enterprise Creation for Development (ECD) unit was appointed to undertake
feasibility studies into the viability of establishing electronic value addition ventures in the
North West. If found viable these enterprises could form the basis of an electronics cluster
within the province. A Light Emitting Diode (LED) streetlight assembly enterprise was
identified as one of the key opportunities with potential to contribute towards the
development of this sector. This business plan is based on the viability assessment of the
LED streetlight assembly enterprise.
The LED street light luminaire is an integrated light unit consisting of a light fixture and light
emitting diodes as its light source. LED is a fairly new option in the lighting sector. In
recent times it has been deployed extensively across the world and in South Africa. LED
technology has superior attributes compared to traditional incandescent and fluorescent
lights in terms of a longer lifespan and higher energy conversion efficiencies.
1.1 Rationale / Intent
The rationale for this project is centred on the following:

 South Africa’s LED lighting market is growing significantly and is set on a 60%
penetration of the general lighting market by 2020.
 LED lights are being extensively deployed globally and locally due to their energy
efficiency and longevity which translates into financial savings when compared to the
traditional light technologies. LED street lighting has the potential for electricity savings
of up to 70% across all street lighting ( The Climate Group, 2014)
 South African energy constraints have contributed to a policy framework intent on
converting from old technology and implementing energy-efficient lighting systems.
 The establishment of the LED enterprises could result in the creation of sustainable
job opportunities and lead to economic growth and diversification in the North West.
 A local entrepreneur who is already active in the electronics sector has approached
EED for support in the establishment of this venture.
1.2 Opportunity description
The enterprise will provide LED streetlight luminaires (i.e. the complete lighting unit
excluding poles) to contractors who have been awarded government tenders for installing
and replacing street lamps. Based on the size of the various local market segments, South
African municipalities constitute the biggest local demand, followed by SANRAL.
At full capacity the LED enterprise will produce a total of 8 600 LED streetlight luminaires
annually, comprising of the following product types:
 150 Watt (W) for national (SANRAL equivalent) and major provincial roads
 80 W for urban roads
 50 W for rural roads

The enterprise will be established in Mahikeng and approximately 10 job opportunities will
be created.
1.3 Feasibility results
Some of the key results from the feasibility study are included below:
 Situational analysis (APPENDIX A )

The local situation is conducive to the establishment of a LED streetlight assembly
enterprise, and such a venture has potential to make much needed local socio-
economic impact:
 The North West’s manufacturing sector contributes a mere 4.4% to the provincial
economy (2011 figures). Moreover the province has minimal electronic
manufacturing activity – most players are installation, service, repair and
maintenance enterprises.
 Unemployment in the province stood at 31.5% in 2011. The human resources
required to implement the LED streetlight assembly enterprise would be available
in the Mahikeng Local Municipality (MLM), specialised skills could be attracted
from outside the municipality or province, if required.
 The provision of essential services, such as electricity and water is reliable
 There is an adequate network of road infrastructure that could connect the
enterprise to its customers as well as components suppliers.
 Market study (APPENDIX B )

o South Africa’s LED lighting market is expected to grow by a compound rate of 20%
each year until at least 2016, to reach market penetration in general lighting of well
over 60% by 2020. The consumer market is filled with offerings from established
suppliers that compete mainly on price. Street lighting is a high value, comparatively
smaller market. While price is also important quality and value added features are
key discriminators in this segment.
o LED streetlights are being deployed globally and locally to replace conventional
streetlights, in order to reduce electricity costs. This is due to LED technology’s
energy efficiency and longevity which translates into financial savings when
compared to the traditional light technologies. LED street lighting has the potential
for electricity savings of up to 70% across all street lighting ( The Climate Group,
2014)
o Significant markets for LED streetlights that have been identified are South African
municipalities (especially those in the North West), followed by SANRAL and later
expanding to Africa.
o The biggest potential for growth in the lighting industry is in the retrofit market (i.e.
upgrading of existing installations), and includes the commercial and public sector.
 Technical study (APPENDIX C )

o The enterprise will produce 8 600 streetlight luminaires (retrofits and new
installations of luminaires).
o The PCB enterprise will supply control modules and LED arrays to the enterprise
and other components will be sourced from other suppliers.
o The luminaires will be designed and produced according to customers
specifications.

o The luminaires will be certified as required by compulsory specifications of electrical

products.
 Financial Analysis (APPENDIX D )

 The enterprise could have a positive cash flow from its inception, if a total grant of
R15 571 000 is invested into the enterprise over a period its two years of
establishment and two subsequent production years.
 At a discount rate of 6%, the net present value (NPV) is R44 463 490 and the IRR
is 26.81%, indicating that the enterprise could be sustainable.
 The gross value added (GVA) generated by this enterprise is expected to average
at around R10 513 387 per annum.
Based on the results of the feasibility study, the LED enterprise could be viable if sufficient
market is secured.
1.4 Overall implementation plan
The overall implementation plan for the establishment of the business is illustrated in
Figure 1.

Duration
Phase Activities Establishment Year 1 Establishment Year 2 Production Year 1
Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4
Basic environmental assessment
Detailed engineering design
Detailed circuit design
Detailed hardware design
Tooling design
Regulatory
Approvals & Prototypes
1
Engineering Software design
Design
Design for manufacture
Product testing
Final equipment selection
Qualification & certification
Qualification & certification
Construction
Company formation
Procurement of equipment
Installation of equipment
Procurement of office furniture and supplies
2 Facility set-up
Marketing
Recruitment
Commissioning of machinery
Installation of fittings
Workforce training
3 Pilot production Pilot production
Figure 1: Phased approach

Table 1 contains the breakdown of the investment costs during the setup phase.
Table 1: Investment cost split at setup phase

Establishment Establishment
Phase Activities Year 1 Year 2
Basic environmental
Regulatory R 100 000
assessment
Approvals &
1 Engineering design R 1 990 000
Engineering
services Engineering services R 1 260 000
Construction R 7 000 000
Company formation R 37 620
Procurement of equipment
Installation of equipment R 1 093 225
Procurement of office furniture
2 Facility set-up and supplies
Preproduction expenditure R 450 000
Commissioning of machinery
Installation of fittings R 100 000
Workforce training R 250 000
3 Pilot production Pilot production
Contingencies R 127 089 R 1 101 343
Total investment (Rand) R 3 514 709 R 10 094 568
2 BUSINESS AND PRODUCTS

2.1 Description of Products
An LED street light is an integrated light that uses light emitting diodes (LED) as its light
source.
The lamp design incorporates two printed circuit boards (PCBs). The first is the control
module made up of the LED driver, PCBs, and sensors. The second is an LED Array,
which integrates LED chips with a heat sink. Figure 2 illustrates how components integrate
to form an integrated lighting fixture. Both PCBs will be sourced from the PCB enterprise,
which also forms part of the electronic opportunity analysis.

Figure 2: A typical model integrated LED street lamp
Table 2, shows the three LED luminaires that the LED enterprise will assemble.
Table 2: LED products targeted for production

Type Luminaire 1 Luminaire 2 Luminaire 3
Circuit
150 Watt 80 Watt 50 Watt
Power
Application Replacement for 150 W Replacement for 80 W Used for residential areas
and 250 W High Pressure High Pressure Mercury especially in rural areas
Sodium (HPS) lamps on Vapour (HPMV) lights narrow streets, residential
major residential streets on residential streets. streets and to light private
and highways. parking lots in residential,
and office parks
2.2 Business concept
The biggest potential for growth in the lighting industry is in the retrofit market (i.e.
upgrading of existing installations), and includes the public and commercial sector. It is
estimated that retrofitting with LED could save energy costs by up to 70% ( The Climate
Group, 2014).
The market for LED streetlight luminaires (i.e. light source and light fitting) was gauged as
follows:
 South African municipalities – an estimated annual requirement of 419 616 units and
3 418 for North West municipalities
 SANRAL – an estimated annual requirement of 16 924 units
 Africa – an estimated annual requirement of 9 000 000 units.
At full capacity the enterprise will assemble the following product volumes for sale:
 150 W – 5 600 units at R 7 744 each, for national (SANRAL equivalent) and major
provincial roads
 80 W – 1 800 units at R 5 697 each, for urban roads;

 50 W – 1 200 units at R 5 021 each, for rural roads.
The LED venture will be a mechanical and electrical assembly operation rather than an
electronics manufacturer. It will assemble components such as the control module,
assembled LED array and aluminium casing – sourced from component suppliers – into
complete street lights or luminaires. In order to maximize usage of specialized equipment
the PCB assembly enterprise will produce the control modules and LED arrays on order
for the LED streetlight enterprise based on supplied design and engineering information.
All products will be tested before being packaged and dispatched. This business model is
illustrated in Figure 3.
Figure 3 Interrelationship between the LED enterprise and its suppliers
In year 10 the total sales across all product types will amount to R 109.66 million. The
enterprise could potentially provide jobs to 10 employees.
2.3 Institutional arrangements
The LED enterprise will be managed by a cooperative led by an already identified

entrepreneur who is active in the industry. It will have a multi stakeholder management
board representing the interests of the funder. The model is illustrated in Figure 4

Board with Independent

Directors from:
EED
Management board
MLM
Seda NW
Invest North West
LED Assembly
Cooperative
Figure 4: Enterprise model
3 LOCAL ECONOMIC CONTEXT

3.1 Policy and strategy alignment
The enterprise forms part of the electronics sector. The electronics sector in South Africa
has been identified as a growth industry that can spark economic activity and create jobs
in many national strategic documents. The Industrial Policy Action Plan (IPAP) 2013-2016
identified micro and macro electronics as enabling technologies that can enhance local
innovation in various industries (the dti, 2012). The Department of Science and
Technology’s Technology Localisation Report through the National Industrial Policy
Framework identified electronic components that can be manufactured locally leveraging
on state owned enterprises procurement programmes (DST, 2008). In 2010 the
Department of Trade and Industry published the “Study to identify electronic assemblies,
sub-assemblies and components that may be manufactured in South Africa”. This report
identified sub-sectors in the electronics sector that had the potential to provide scope for
local manufacture of electronic products.
3.2 Provincial and local economic context
In 2010 the electronics industry contributed R377 billion to the South African Gross
Domestic Product (GDP), and comprised 6.2% of the manufacturing sector
(BrandSouthAfrica, 2014). The three main electronics clusters in South Africa are
Gauteng, Western Cape and Kwa-Zulu Natal who together house 60% of the electronics
manufacturing enterprises. Approximately 60% of the players in the country are classified
as small and micro and medium enterprises (SMMEs) and are responsible for the minimal
export activity mostly into African countries (the dti, 2010).
Some of the challenges that the industry is experiencing in South Africa are (the dti, 2010):
 Lack of innovation;
 High cost structure of the industry;
 Lack of finance to unlock new markets;
 Availability and application of quality skilled engineers; and
 Barriers to international market access (quality certification and licencing)
The North West’s manufacturing sector (of which the electronics industry forms a part)
contributed 4.4% to the Gross Regional Product in 2010. The province has minimal

electronic manufacturing activity – most players are installation, service, repair and
maintenance enterprises.
The human resource required to implement the LED streetlight luminaire assembly plant is
readily available in the MLM.
3.3 Location / Site
The LED streetlight luminaires assembly plant will be established in Mahikeng, within the
site earmarked for Special Economic Zone (SEZ), next to the decommissioned Mahikeng
airport. It is assumed that sufficient access to municipal water and electricity, as well as
bulk infrastructure will be available at the time of establishment.
4 MARKET RESEARCH, ANALYSIS AND PLAN

This chapter summarises the most important aspects relating to the market. Detailed
market information is provided in APPENDIX B of this document.
4.1 Customers
The direct customers will be contractors who have been awarded government tenders for
installing and replacing street lamps.
The enterprise will target the following market segments:

 Municipalities (urban and rural roads) – initially in the North West and adjacent
provinces, expanding to the rest of South Africa from year three onwards;
 National markets (such as SANRAL, and major provincial roads); and
 African markets (national and major provincial roads) from year six onwards.
4.2 Market demand and sales forecast
Various NW municipalities’ Integrated Development Plans (IDPs) were referenced to

ascertain their street lighting plans and estimated units required. It was estimated that the
annual municipal demand for LED streetlights in the province was at least 3 418.
Similarly, the IDPs of SA’s ten big metropolitan municipalities were probed and together
with the Municipal Infrastructure Grant (MIG), which also provides funding for streetlights,
the South African municipalities’ annual demand for LED streetlights was estimated at
approximately 419 616.
SANRAL’s demand for LED street lights was estimated at 16 924 units per annum – taking
into account the percentage of its roads that are lit, the lifespan of current older technology
streetlights that are due for replacement, and other factors.

The African market for LED street lights was added at 9 million units per annum, based on
market research by the International Finance Corporation (IFC).
Based on the above, the main target market during year one and two will be municipalities
in the North West and adjacent provinces – to be supplied with a total of 1 600 LED
streetlight luminaires annually. The national share will need to grow significantly in year
three to five, and a total of 4 100 units will be supplied each year. African markets will be
targeted for additional sales from the sixth year onwards resulting in a total of 8 600 units
per annum at full capacity.
APPENDIX B contains further information relating to market demand.
4.3 Market prices
Table 3 presents the selling prices for the enterprise’s various products, which compares
favourably with the average prices listed for comparable products in the market.
Table 3: Market prices

150 W LED 80 W LED 50 W LED
streetlight street light streetlight
Selling price R 7 744 R 5 697 R 5 021
Average market prices R7 037 - R11 382 R7 284 R5 160
The average market prices were obtained from various suppliers of LED streetlight
luminaires.
4.4 Competition and competitive edge
A number of Gauteng-based national competitors were identified based on a SANRAL

tender applicants list, all. The enterprise would likely compete at a provincial and national
level with these competitors who have established links to the market.
The enterprise is expected to have a competitive advantage within the NW province as it

would be the only company producing LED streetlight luminaires in the province. Price
competitiveness and innovative product design will offer additional competitive advantages
in the local, national and African markets.
4.5 Marketing and distribution
Since the end customers are various levels of government and related institutions, the
enterprise will develop and align its marketing and distribution to government procurement
requirements. The venture will partner with installation agents to bid for tenders to supply
streetlights to the public sector. In North West it is hoped that the enterprise will be given
preference based on regional localisation principles.
The following channels will be utilised for the enterprise’s marketing and publication:
 Public private partnerships;
 Business contacts (with the construction sector in particular);

 Exhibitions;
 New media such as websites and social media; and
 Traditional media – where applicable – such as: newspapers, radio and television.
A total budget of R50 000 per annum is allocated to marketing and publication.
4.6 Market implementation plan
The implementation plan for addressing all market related implementation is illustrated in
Figure 5:
Establishment Establishment
Activities Year 1 Year 2 Accountability
Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4
1. Market Implementing Agent
development and General Manager
2. Branding & logo Implementing Agent
3. Develop & print
Implementing Agent
marketing
and General Manager
material
4. Website Implementing Agent
Figure 5: Market implementation approach
5 MANUFACTURING AND OPERATIONS PLAN

5.1 Product engineering design
The enterprise will design its own LED streetlight luminaire. This design will become the
enterprise’s intellectual property (IP). A total budget of R1 990 000 is allocated to the
luminaire conceptual design, including product testing and qualification.
More information on engineering design is set out in APPENDIX C
5.2 Production inputs
The primary production inputs for the enterprise will include the following:
 Components (control module, assembled LED array, aluminium housing/casing)
 Utilities (electricity and water);
 Labour
 Logistics costs and
 Packaging materials
APPENDIX C contains further information relating to production inputs.

5.3 Facility
5.3.1 Process flow and facility layout
Figure 6 shows the process flow for the assembly of the LED streetlight luminaires
The process starts with the receiving of various components such as control modules and
assembled LED arrays (from the PCB enterprise), as well as aluminium housing (from
other suppliers). All components will be inspected and prepared for assembly. A qualified
person will perform quality checks on finished products.
Figure 6: LED streetlight assembly process flow
5.3.2 Space occupied by facility
The LED assembly plant will require a modern purpose built facility of approximately
1 000 m² to be established in Mahikeng. The facility will house the following areas:
 Production area (assembly lines, packing line, testing line and repairs line, area for
potential expansion);
 Input components, work in progress (WIP) and finished goods storage areas;
 Offices and boardroom;
 Kitchen area
 Toilets and showers.
It is estimated that the design and construction of the building would cost about
R8.26 million.
5.3.3 Utilities
The utilities required for the enterprise are as follows:

 The electricity for equipment will be supplied by ESKOM at an estimated cost of
R90 400 per annum.

 Water will be supplied by MLM at an estimated cost of R64 800 per annum.
 Diesel will be purchased from various fuel stations at an approximate cost of R98 460
per annum.
More information pertaining to utilities is set out in APPENDIX C .
5.4 Equipment
The following equipment will be required for the assembly of the LED streetlight
luminaires:
 Wire bonder;
 Welding wire machine;
 Sealing / packaging machine;
 Spectrometer;
 Braiding/taping machine;
 Drying cabinet;
 Lamps photoelectric testing instrument
 LED optoelectronic devices;
 High low temperature test box
 Plug line
 Assembly line
A total amount of R805 000 is budgeted for the machinery and equipment above.
5.5 Regulatory and legal issues
In accordance with the National Environmental Management Act (Act No. 107 of 1998) all
environmental regulatory requirements need to be addressed before an enterprise can be
established. Based on a high level assessment it was determined that a basic
environmental assessment accompanied by a waste management licence will be
necessary, at an estimated cost of R100 000 (including VAT) and time frame of six to nine
months.
APPENDIX C contains more information on regulatory issues and quality standards.
5.5.1 Manuals and operating instructions
Operating manuals for all machinery and equipment will be obtained from respective
suppliers. The operating manuals will be incorporated into the standard operating
procedures (SOPs), which will be developed to ensure consistency and quality in the
production processes.
These operating manuals will also be utilised to train relevant staff members. All
operational staff will have access to the copies. Summarised instructions clearly indicating
key operations of the machinery will be set out on wall charts close to the relevant
machinery and equipment. The main purpose is to maintain quality in the production
system.

5.5.2 Material handling systems
On arrival, components will be inspected, neatly sorted and packed in the storeroom. It is
important that the enterprise receives components without defect as they would determine
the quality of finished products.
Components, WIP and finished products will be moved around the factory by staff
members.
5.5.3 Process yield and throughput
The enterprise will produce 8 600 streetlight luminaires per year at full capacity. It will
operate from Monday to Friday (i.e. 20 days per month), and eight hours per day. This
translates to 39 units per day.
Minimal waste will be produced as the enterprise will only be assembling streetlights
luminaires.
5.5.4 Spares lists, consumables and maintenance
The following are the required spare parts (amongst others):

 Valves;
 Sealer;
 Welding Torch; and
 Coils.
It is crucial that the machines are well maintained, because faults or breakage of
machinery could adversely affect the production outputs. The maintenance of all the
machinery will be done by the supplier of the machinery at least on quarterly basis. The
machinery and equipment will however be purchased new, with warranties as part of the
package deal.
A total of R14 050 is budgeted for spare parts and general maintenance.
5.5.5 Quality management
The enterprise will develop, integrate and implement the following quality management
systems as Integrated Management System (IMS):
 The IPC-A-610D standard for “Acceptability of Electronic Assemblies” focuses on two
main principles of standardisation namely: design for manufacture (DFM) and design
for the environment (DFE) and will be at the core of the quality management of the
enterprise. This document gives guidance on the PCB orientation; inspection
methodology; handling of electrical overstress / electrostatic discharge and installation
of hardware.
 ISO 9001:2008 - to assist the enterprise with the identification of gaps, to measure,
control and improve various core business processes that will ultimately lead to the
overall improved business performance
 OHSAS 18001 - all the required measures relating to occupational health and safety,
including safety signage; floor demarcations; training and protective clothing

LED streetlights luminaires fall under compulsory specification; therefore, the luminaires
will be certified according to the relevant SANS and other standards as applicable to the
manufacture or assembly of LED streetlights and as required by the customers or
identified markets.
A total budget of R500 000 is allocated to the development of the quality management
systems.
More information on quality management is set out in APPENDIX C .
5.6 Supply chain management
Both the inbound and outbound logistics rely heavily on collecting from suppliers and
delivering to clients. As such, a Nissan NV 200 panel van will be purchased at R250 000.
The control module and assembled LED array will be sourced from the PCB enterprise
and luminaire casing (housing) will be sourced from other suppliers. With proper logistics
management the one vehicle can service both the supply of input components/materials
and the delivery of finished products. It is estimated that approximately R98 460 per
annum will be spent on the overall logistics.
5.7 Operations implementation plan
The implementation plan for addressing all operations related implementation is illustrated
in
Establishm Establishm Production
ent ent Year 1
Year 1 Year 2
Tasks Q Q Q Q Q Q Q Q Q Q Q Q Accountabil
1 2 3 4 1 2 3 4 1 2 3 4 ity
1. Building construction incl.
Implementin
architectural services, civil works,
g agent
land survey, geotechnical studies
Implementin
2. Regulatory issues (e.g. EIA)
g agent
3. Acquisition, installation and
Implementin
commissioning of machinery and
g agent
equipment
4. Acquisition of delivery vehicle and Implementin
trolleys g agent
5. Acquisition and installation of
Implementin
furniture and IT hardware and
g agent
software
6. Product engineering design and Implementin
product testing g agent
Implementin
g agent and
7. Development of IPC-A-610D
General
Manager
8. Develop ISO 9001:2008 (QMS) Implementin

g agent and
General
Manager
Implementin
g agent and
9. Development of OHSAS 18001
General
Manager
Implementin
10. QMS approval/Product g agent and
certification General
Manager
Implementin
11. Development of wall charts g agent and
(operating manual) General
Manager
Figure 7:

Establishment Establishment Production

Year 1 Year 2 Year 1
Tasks Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Accountability
12. Building construction incl. architectural services, civil
Implementing agent
works, land survey, geotechnical studies
13. Regulatory issues (e.g. EIA) Implementing agent
14. Acquisition, installation and commissioning of machinery
Implementing agent
and equipment
15. Acquisition of delivery vehicle and trolleys Implementing agent
16. Acquisition and installation of furniture and IT hardware
Implementing agent
and software
17. Product engineering design and product testing Implementing agent
Implementing agent
18. Development of IPC-A-610D
and General Manager
Implementing agent
19. Develop ISO 9001:2008 (QMS)
and General Manager
Implementing agent
20. Development of OHSAS 18001
and General Manager
Implementing agent
21. QMS approval/Product certification
and General Manager
Implementing agent
22. Development of wall charts (operating manual)
and General Manager
Figure 7: Operations implementation approach

6 HUMAN RESOURCES AND GOVERNANCE

The success of the enterprise will rely on the skills and determination of its human
resources. In order to ensure success, it is important to select a full complement of well
skilled managers, administrators and production staff.
6.1 Key management personnel
The key management personnel will be the General Manager and the Senior Engineer.
The General Manager will oversee the overall operations of the business and business
development. The Senior Engineer’s key responsibility will be to ensure that correct
products are produced efficiently at the right cost and quality level.
More information on human resource requirement is set out in APPENDIX C .
6.2 Industry role players
Key role players include industry associations, the competition (various manufacturers of
LED luminaires), street light installation companies, municipalities (district and local) and
government (national and provincial), SANRAL, ESKOM and other government agencies
and parastatals, as well as universities.
APPENDIX B contains more information on industry role players.
6.3 Supporting professional advisors and services
The LED streetlight assembly operation is both an electronic and mechanical operation.
Entities such as the Technology Innovation Agency (TIA)’s Electronic Technology Station
and Product Development Technology Station will be consulted for technical advice as and
when required.
6.4 Human resource requirements
A total of 10 people will be employed by the enterprise. Figure 8 shows the enterprise’s
organogram.

Figure 8: Organogram
The total manpower cost will be R1 490 000 per annum.
Relevant staff members will undergo technical and business training to facilitate efficient
operations. A total amount of R250 000 is budgeted for these training activities.
More information on human resource requirements is set out in APPENDIX C .
6.5 Governance
The enterprise will be registered as a cooperative. It will be transparent and accountable,

and will be managed according to good corporate governance using the King III principles
as a guideline. The management board, which will comprise representatives of
stakeholder organisations and beneficiaries, has to oversee the efficient use of resources
and require accountability from the manager and employees.
Policies and procedures need to be developed during the business establishment process,
and implemented to ensure compliance with legislation, good governance and effective
operations. The following aspects need to be covered:
 Governance;
 Procurement;
 Financial management;
 Human resources management;
 General operations; and
 Safety, health and environmental protection

6.6 Human resource and governance implementation plan
The implementation plan for addressing all human resource and governance related
implementation is illustrated in
Establishment Establishment Accountability
Year 1 Year 2
Q1 Q2 Q3 Q4 Q1 Q2 Q3
EDD and implementing
1 Recruitment of staff
agent
2 Staff training Implementing agent
Identify and engage General Manager and
3
technical advisors implementing agent
General Manager and
4 Procurement policies
implementing agent
General Manager and
4 Human resource policy
implementing agent
Financial management General Manager and
5
policy implementing agent
General Manager and
6 Procurement policy
implementing agent
Figure 9:
Establishment Establishment Accountability

Year 1 Year 2
Q1 Q2 Q3 Q4 Q1 Q2 Q3
EDD and implementing
1 Recruitment of staff
agent
2 Staff training Implementing agent
Identify and engage General Manager and
3
technical advisors implementing agent
General Manager and
4 Procurement policies
implementing agent
General Manager and
4 Human resource policy
implementing agent
Financial management General Manager and
5
policy implementing agent
General Manager and
6 Procurement policy
implementing agent
Figure 9: Human resource and governance implementation approach
7 RISK MANAGEMENT
The potential risks to the enterprise have been identified and ways to mitigate these. The
high risks are listed in Table 4:
Table 4: Risks and mitigation

Risk
Risk factor Mitigation
rating
1. Failure due to inter- High  Incorporate the two enterprises into one.
dependency between

Risk
Risk factor Mitigation
rating
the LED enterprise
and the PCB and
LED array enterprise
2. Unavailability of raw High  Contingency plan to establish a network of suppliers
material  Identification of alternative or backup suppliers
3. Increase of raw High  Sensitivity analysis of cost prices
material cost  Negotiating favourable contracts with suppliers
4. Disruption to utility High  Maintain good relations with the local authorities
supply  Consider own backup power supply
5. Crime (potential theft High  Employ security company to safeguard assets
and robbery)
6. Conflict and High  Clarification of expectations before implementation and
misalignment of establishment of the business
expectations from  Documented roles and responsibilities of all stakeholders
community members
7. Inability to achieve High  Build a strong distribution channel and understand the
income targets tendering process
8 FINANCIAL PLAN AND ECONOMICS OF THE BUSINESS

This section evaluates the financial outlook of the LED streetlights enterprise. The
COMFAR financial modelling software developed by the United Nations Industrial
Development Organisation (UNIDO) was used to develop a financial model. Whilst the
model is based on information gathered during the feasibility study, it includes a number of
key assumptions.
APPENDIX D sets out the full details of the financial analysis, while APPENDIX E lists all
of the assumptions and information that was used to develop the financial model.
8.1 Costs
For any operation there are three types of cost that need to be taken into account, namely
investment costs, direct operation costs and indirect operation costs. Investment costs are
usually once-off costs incurred during the production facility setup or establishment phase
for capital expenditure, pre-production expenses and working capital. Both direct and
indirect operation costs are incurred only once production starts. Direct operation costs are
linked to the number of products produced and sold, while indirect operation costs are
incurred irrespective of the number of products produced and sold.
8.1.1 Investment costs
A total investment of R15 571 000 grant funding will be required for the establishment of
the enterprise over the following periods:
 Establishment: R 13 510 000

The initial investment includes the following items (amongst others):

 The construction of the assembly plant;
 Plant machinery and equipment;
 Working capital
 Product design; and
 Contingencies.
8.1.2 Indirect operation costs
The total indirect cost for the first year of operation amounts to R 2 345 887 and will
include the following:
 Electricity – 2%;
 Water – 8%;
 Labour – 60%;
 Factory Overheads – 3%;
 Stationary – 0.51%;
 Audit fees – 1%;
 Bank fees -0.26%;
 Telephone – 1%;
 Internet – 0.38%;
 Insurance -4%;
 Security – 10%; and
 Depreciation – 19%.
8.1.3 Direct product (product related) operation costs
Direct production costs will include raw material, packaging and outbound transportation.
Figure 10 to Figure 12 show the cost breakdown for assembling 50W, 80W and 150W
LED streetlight luminaire.
50 W LED luminaire
0.07% 1%
0.29%
8%
assembled pcb
assembled led array
aluminium casing
35%
electricity
56%
packaging
transportation
Figure 10: 50 W luminaire production costs

80 W luminaire
0.24%
0.06% 0.42%
7%
Control unit
Assembled led array
46% Aluminium casing
Electricity
47% Packaging
Transportation
0.04% 150 W luminaires

0.18% 0.1%
5%
Control unit
34% Assembled led array
Aluminium casing
Electricity
Packaging
61%
Transportation
8.2 Predicted ten year financial statements
Based on the cost and sales assumptions, projected ten-year income statement, balance
sheet and cash flow forecasts were prepared. Summaries of these statements are
included in Table 5, Table 6 and Table 7 respectively.

Table 5: Income statement

Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 Year 9 Year 10
Sales revenue 9 609 520 10 282 186 28 391 459 30 378 861 32 505 382 83 656 881 89 512 863 95 778 763 102 483 277 R 109 657 106
Less variable costs 7 227 288 7 733 198 21 363 090 22 858 506 24 458 601 63 479 713 67 923 293 72 677 923 77 765 378 R 83 208 954
VARIABLE MARGIN 2 382 232 2 548 988 7 028 370 7 520 355 8 046 780 20 177 168 21 589 570 23 100 840 24 717 899 R 26 448 151
Less fixed costs 2 345 887 2 479 310 2 622 073 2 778 046 2 941 496 3 067 070 3 263 790 3 464 023 3 678 272 R 3 914 525
Material 42 472 45 445 48 626 52 030 55 672 59 569 63 739 68 201 72 975 R 78 083
Personnel 1 414 980 1 514 029 1 620 011 1 733 411 1 854 750 1 984 583 2 123 503 2 272 149 2 431 199 R 2 601 383
Depreciation 439 837 439 837 439 837 443 053 443 053 393 737 403 323 403 323 403 323 R 410 330
Other fixed costs 448 598 480 000 513 600 549 552 588 020 629 182 673 225 720 350 770 775 R 824 729
GROSS PROFIT 36 345 69 678 4 406 296 4 742 309 5 105 284 17 110 098 18 325 780 19 636 817 21 039 627 R 22 533 627
TAXABLE PROFIT 36 345 69 678 4 406 296 4 742 309 5 105 284 17 110 098 18 325 780 19 636 817 21 039 627 R 22 533 627
Income (corporate) tax 10 177 19 510 1 233 763 1 327 847 1 429 480 4 790 827 5 131 218 5 498 309 5 891 095 R 6 309 415
NET PROFIT 26 168 50 168 3 172 533 3 414 463 3 675 805 12 319 270 13 194 561 14 138 508 15 148 531 R 16 224 211
Table 6: Balance sheet

Establishment Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 Year 9 Year 10
year 1 & 2
TOTAL ASSETS 13 510 000 15 812 182 16 338 718 20 765 348 24 192 264 28 007 147 43 906 875 57 146 165 71 690 995 87 268 522 103 951 760
Total current assets 722 2 742 741 3 709 114 8 499 335 12 369 304 16 612 830 32 732 053 46 374 666 61 322 819 77 189 246 94 282 813
Inventory on materials & supplies 0 614 103 644 559 1 801 601 1 905 020 2 038 371 5 350 596 5 660 451 6 056 683 6 480 651 6 934 296
Work in progress 0 24 682 25 992 64 875 68 660 73 467 184 260 195 002 208 653 223 258 238 886
Finished product 0 177 593 190 024 457 826 489 874 524 165 1 286 309 1 376 351 1 472 695 1 575 784 1 686 089
Accounts receivable 0 1 522 223 1 628 779 3 924 221 4 198 917 4 492 841 11 025 508 11 797 293 12 623 104 13 506 721 14 452 192
Cash-in-hand 0 36 236 38 773 41 487 44 391 47 498 50 823 54 381 58 187 62 261 66 619
Cash surplus, finance 722 367 904 1 180 987 2 209 325 5 662 442 9 436 488 14 834 556 27 291 187 40 903 496 55 340 571 70 904 730
available
Total fixed assets, net of depreciation 13 509 278 13 069 441 12 629 604 12 266 013 11 822 960 11 394 317 11 174 822 10 771 499 10 368 176 10 079 277 9 668 947
Fixed investments 0 10 681 658 10 681 658 10 681 658 10 757 903 10 757 903 10 772 314 10 946 555 10 946 555 10 946 555 11 060 978
Construction in progress 10 681 658 0 0 76 245 0 14 411 174 241 0 0 114 424 0
Total pre-production 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620
expenditures
Less accumulated 0 439 837 879 673 1 319 510 1 762 563 2 205 616 2 599 353 3 002 676 3 405 999 3 809 322 4 219 652
depreciation
TOTAL LIABILITIES 13 510 000 15 812 182 16 338 718 20 765 348 24 192 264 28 007 147 43 906 875 57 146 165 71 690 995 87 268 522 103 951 760
Total current liabilities 0 710 013 691 382 1 945 478 1 957 931 2 097 010 5 677 467 5 722 196 6 128 518 6 557 514 7 016 540
Total equity capital 13 510 000 15 076 000 15 571 000 15 571 000 15 571 000 15 571 000 15 571 000 15 571 000 15 571 000 15 571 000 15 571 000
Reserves, retained profit brought 0 0 26 168 76 336 3 248 870 6 663 332 10 339 137 22 658 407 35 852 969 49 991 477 65 140 008
forward
Retained profit 0 26 168 50 168 3 172 533 3 414 463 3 675 805 12 319 270 13 194 561 14 138 508 15 148 531 16 224 211
Net worth 13 510 000 15 102 168 15 647 336 18 819 870 22 234 332 25 910 137 38 229 407 51 423 969 65 562 477 80 711 008 96 935 220

Table 7: Cash flow statement

Year 1 and 2
TOTAL CASH 13 510 000 11 885 533 10 777 186 29 645 556 30 391 314 32 644 460 87 237 338 89 557 591 96 185 085 102 912 273 110 116 132
INFLOW
Inflow funds 13 510 000 2 276 013 495 000 1 254 096 12 453 139 079 3 580 457 44 729 406 322 428 996 459 026
Total equity capital 13 510 000 1 566 000 495 000 0 0 0 0 0 0 0 0
Total short-term 0 710 013 0 1 254 096 12 453 139 079 3 580 457 44 729 406 322 428 996 459 026
finance
Inflow operation - 0 9 609 520 10 282 186 28 391 459 30 378 861 32 505 382 83 656 881 89 512 863 95 778 763 102 483 277 109 657 106
Sales
TOTAL CASH 13 509 278 11 518 352 9 964 103 28 617 218 26 938 197 28 870 415 81 839 270 77 100 961 82 572 775 88 475 198 94 551 972
OUTFLOW
Increase in fixed 13 509 278 0 0 76 245 0 14 411 174 241 0 0 114 424 0
assets
Fixed investments 10 681 658 0 0 76 245 0 14 411 174 241 0 0 114 424 0
Pre-production 2 827 620 0 0 0 0 0 0 0 0 0 0
expenditures (net
of interest)
Increase in current 0 2 374 837 153 290 3 761 883 416 851 469 480 10 721 155 1 185 982 1 335 844 1 429 353 1 529 407
assets
Operating costs 0 9 133 338 9 772 672 23 545 326 25 193 499 26 957 044 66 153 047 70 783 760 75 738 623 81 040 327 86 713 150
Income (corporate) 0 10 177 19 510 1 233 763 1 327 847 1 429 480 4 790 827 5 131 218 5 498 309 5 891 095 6 309 415
tax
Loan repayment 0 0 18 631 0 0 0 0 0 0 0 0
SURPLUS 722 367 181 813 083 1 028 338 3 453 117 3 774 046 5 398 068 12 456 631 13 612 309 14 437 074 15 564 160
(DEFICIT)
CUMULATIVE 722 367 904 1 180 987 2 209 325 5 662 442 9 436 488 14 834 556 27 291 187 40 903 496 55 340 571 70 904 730
CASH BALANCE

As depicted in Table 5, profits are realised from Year 1. The income statement shows a
financially viable operation and profit grows from R26 168 in the first year to R16 224 211
in the tenth year. The income statement is also based on the assumption that there will
be no dividends throughout the operation of the business.
Table 6 shows the enterprise’s balance sheet. At Year 10 the business would have
retained cash reserves of just over R65 million.
Table 7 shows the enterprise’s cash flow statement. The business will have a positive
cash flow from Year 1 onwards. Grant funding of R13 510 000 is required for the
establishment of the LED streetlight enterprise. The cash balance at Year 10 is R70 904
730.
If the required funding could be secured for the establishment and the first two years, the
business will have a positive cash flow from the beginning. Therefore it is critical that the
involved stakeholders make a long term commitment to fund the establishment and
operations of the business.
It will be the responsibility of the business (or the implementing agent) to motivate on an
annual basis to the applicable government departments the amount of funding required
for the continued operation of the business.
8.3 Financial analysis
8.3.1 Financial ratios
If a discount rate of 6% is used:

 The net present value (NPV) is R44 463 490.
 The internal rate of return (IRR) is 26.81%
 The payback period is seven years
Because the NPV is positive and the IRR is greater than the discount rate, the business
could be financially feasible.
8.3.2 Sensitivity analysis
The sensitivity analysis was performed on the component costs (for assembling
luminaries), labour costs and the products selling price. Table 8 shows the outcome of
the sensitivity analysis.

Table 8: Sensitivity analysis results

Likely Increase by 10% Decrease by 10%
NPV R 44 463 490 R 22 640 133 R 65 932 807
Components IRR 26.81% 17.51% 34.62%
Payback period 7 8.64 5.94
NPV R 44 463 490 R 43 397 865 R 45 480 972
Labour Costs IRR 26.81% 26.24% 27.34%
Payback period 7 7 7
NPV R 44 463 490 R 72 608 140 R 15 835 736
Product
IRR 26.81% 36.42% 14.5%
Selling Prices
The sensitivity analysis indicated that the NPV and IRR will remain positive if the variable
costs (components, labour and selling price) are increased by 10%. However, the
following additional grant funding will be required:
 R1.8 million in year 1 – if the selling price decreases by 10%; and
 R471 000 and R 746 00 in year 1 and year 2 respectively – if components cost
increase by 10%.
8.4 Economic benefits of the business
The establishment of government funded ventures mainly aims at sparking economic

activity in a chosen specific area. Job creation also remains high on the government
agenda. It is therefore important to analyse the potential of this venture to create jobs and
livelihoods in Mahikeng.
8.4.1 GVA
Gross Value Added (GVA), also known as the localised gross domestic product (GDP) is
a measure of the value of goods and services produced and delivered in an area,
industry or sector of the economy. It takes into account revenues, final sales and net
subsidies, which are incomes into the business, as well as salaries, wages and
dividends. The GVA is an indication of the economic activity that can take place in a
certain geographical area, brought about by the establishment or operation of a venture.
GVA is calculated by adding the average net profit, the average annual depreciation and
the salary spend.
The GVA for this venture is expected to average at R10 513 387 per annum.
8.4.2 Jobs
Based on the number of people needed to operate the operations, management and
auxiliary staff, the venture could yield 10 direct job opportunities. The job opportunities
would include the following:
 Qualified staff: General Manager, Senior Engineer, Artisans (X2) and Administrator;
 Grade 12 level jobs: Operators (X2), Store-man; and
 Low skill jobs: Truck Driver and Cleaner
These jobs could be filled from the Mahikeng population.

APPENDIX A SITUATIONAL ANALYSIS

A.1. INTRODUCTION
The National Infrastructure Plan published by the South African government in 2012
identified the North West (NW) province as an area for investment. Based on output and
average annual growth, the NW province offers excellent opportunities and prospects in
various industries, particularly within the fabricated metal and food industries. The NW
EED strives to create market opportunities and a supportive environment to attract
business and investment into the North West.
The dti’s electronics report released in June 2010 identified nine electronics sub-sectors
that could yield potential manufacturing opportunities in South Africa (the dti, 2010).
EED has the intention of stimulating local economic development, diversifying the
provincial economy and assisting business to capitalise on the results of the dti sector
study. The department thus contracted CSIR’s Enterprise Creation for Development
(ECD) to investigate the feasibility of establishing an electronics industrial park either
within Tlokwe Municipal area or within the Rustenburg Municipal area. At the project’s
kick-off meeting EED decided – based on the past experience with similar initiatives –
that in the short term it would be more beneficial to identify specific electronic
manufacturing opportunities that could be investigated for potential enterprise
establishment in Mahikeng. The development of such electronic manufacturing
enterprises could have a catalytic effect that will attract further electronic opportunities.
This would thereby give impetus towards eventual establishment of the industrial park
while contributing to local economic growth, diversification and job creation.
This initiative aligns well with some of the national, provincial and local government
policies and strategies.
 The dti electronics report has identified nine sub-sectors in the electronic sector.
 The Industrial Policy Action Plan (IPAP) 2013-2016 has identified the micro and
macro electronics as technology enablers for local innovation enhancement in
various industries in South Africa.
 The National Development Plan (NDP) has prioritised the promotion of export and
competitiveness of supplier industries.
 The DST 2010 Technology Localisation Plan addresses the capital expansion
programmes of both Eskom and Transnet. In an effort to reduce imports these
programmes have earmarked products and technologies for local manufacture –
among them electronic components and instrumentation are identified as items for
local procurement.
 The Renewable Energy Strategy of the NW province. This strategy highlights the
plans of the province for electrification of rural houses, the adoption of renewable
energy especially solar power. These provide context for the development of the
electronics sector in the province.
The following incentive is available to the industry:

 The Employment Creation Fund (ECF) from the dti. The ECF provides gap and risk
funding to national government departments and agencies, provincial government
departments and agencies, local government departments and agencies, private
sector enterprises, non-governmental organisations (NGOs,) community-based
organisations, industry associations, co-operatives, and non-profit organisations

within the borders of South Africa. This fund could assist in the establishment of the
LED enterprise.
A.2. METHODOLOGY
ECD’s methodology for conducting the project is structured according to project phases
as follows:
 Phase 1: Pre-Feasibility Study
 Phase 2: Feasibility Study
 Phase 3: Business Plan or Report
A.2.1. Pre-feasibility study
The purpose of the prefeasibility study (phase one) was to define and qualify four
potential electronics manufacturing opportunities for further investigation. All nine sub-
sectors identified in the dti report (the dti, 2010) were profiled. From these profiles, a list
of opportunities was identified based on three potential indicators:
 A modest component list;
 High demand prospects; and
 Limited technology requirements.
In order to filter down to four opportunities as per the mandate received from EED, a
prioritisation matrix was used.
The prioritisation matrix used the following criteria:

 Relevance – The opportunity’s relevance was evaluated with regards to national
priorities and strategies. Points were allocated for the applicability of the opportunity
to:
 DST’s Technology Localisation Plan (2010);
 District and local municipality Integrated Development Plans (IDP) in the NW
province;
 The NDP 2030;
 The IPAP 2013-2016;
 Any other national strategy found to be relevant to the particular opportunity
 Demand – The extent to which the perceived total demand for each opportunity
provides justification for it to be further investigated. Scores were allocated based on
low, medium or high potential demand within the following regions:
 The NW province;
 South Africa;
 The Southern African Development Community (SADC);
 Africa; and
 The world
 Capacity – Evaluation of the opportunity based on the national capacity utilisation of
the sub-sector within which it falls. This refers to the extent (percentage) to which the
available production capacity is utilised nationally (e.g. a 60% national utilisation
capacity would mean that the country only produces 60% of what it has capacity to

produce in a particular sub-sector). Allocation was based on utilisation brackets (e.g.

greater than 60% allocates one point whereas utilisation above 91% allocates four
points) and the reasons for said utilisation were also taken into consideration.
Another assumption made was that the more production capacity is utilised the more
opportunities for supply of sub-assemblies would be available for the enterprise.
 Existing research and development (R&D) / Intellectual property (IP) – The
availability of local (SA) R&D and IP for the development of the opportunity’s
products. The rating was based on the following sub-criteria:
 Existing research;
 Local IP; and
 Open IP from international sources
 Infrastructure development programme – The extent to which each opportunity
could leverage from infrastructure development programmes of different state-owned
enterprises (SOE’s). Procurement programmes from the following SOE’s were
studied for potential alignment:
 Prasa
 Eskom
 Transnet
 Telkom; and
 Any other SOE found to be relevant to an opportunity
Each criterion was then weighted to reach a final score based on importance. Figure 13
depicts the prioritisation matrix used to shortlist opportunities.
Figure 13: Prioritisation matrix used to shortlist opportunities
The outcome of phase one identified the following four opportunities for further
investigation towards enterprise development:

 Electronic timers;
 Prepaid electricity meters;
 Light emitting diode (LED) technology - mainly street lights and traffic lights; and
 Printed circuit boards, as a feeder opportunity to the other three and possible contract
manufacturing
A.2.2. Feasibility Study
For each of the four electronics manufacturing enterprises, primary and secondary data
was used as inputs to analyse the situation, market and technical aspects during the
feasibility phase.
Primary data was gathered through personal interviews, site visits, telephonic interviews
and e-mails. Secondary data was gathered through internet searches and reviewing
various documents on the product, market, industry, the local context and policies.
Key stakeholders consulted include the following:

 North West University (NWU);
 EED;
 Dti and DOE;
 LED component distributors, and
 CSIR
 Industrial Development Corporation (IDC)
 National Empowerment Fund (NEF)
 Eskom
The data sources consulted are listed in the bibliography.
The results of the analysis were used to develop a financial model using the United
Nations Industrial Development Organisation’s (UNIDO) Computer Model for Feasibility
Analysis and Reporting (COMFAR) tool. Conclusions and recommendations were made
after the results of the financial model were analysed. Based on the overall results of the
study and the client’s desires, a business plan (in case of positive prospects), or a
feasibility project report (in case of negative prospects) is compiled.
A.3. OPPORTUNITY
Based on the pre-feasibility study, the EED commissioned the investigation of a potential
opportunity for the establishment of an LED assembly enterprise in the Mahikeng, North
West province. This enterprise will assemble LED street light luminaires. The LED street
light luminaire is an integrated light unit consisting of a light fixture and light emitting
diodes (LED) as its light source.

A.3.1. Intent and rationale
LED is a fairly new energy efficient option in the lighting sector that has in recent times
been deployed extensively across the world and in South Africa. The technology
promises superior attributes that include a longer lifespan and higher energy conversion
efficiencies, when compared to the traditional incandescents and fluorescents.
A.3.2. Opportunity Description
The LED enterprise has an opportunity to deliver LED street light luminaires to the
market.
The following products will be assembled:

 50 W street light luminaires predominantly for rural road settings
 80 W street light luminaires predominantly for urban road settings
 150 W street light luminaires predominantly for national and major provincial road
(SANRAL equivalents) settings
The main target market will be the government (municipal, provincial and national) via
tender opportunities – approached in cooperation with related service providers.
Figure 14 depicts the summary of this opportunity.
Figure 14: Opportunity description

A.4. LOCAL CONTEXT

All over the world the electronics industry enables the growth of a country’s overall
economy, and it is no coincidence that the most developed countries all over the world
have a thriving electronics industry (ADEC, 2014). Electronics and Information and
Communication Technology (ICT) sectors are amongst the sectors that are targeted by
the dti for development. These sectors have important roles to play in the South African
economy, because of their direct contribution to advanced manufacturing, high value
production and the knowledge base of their highly skilled employees (SAVANT, 2011).
In 2006, the electronics sector contributed 60% to the South African GDP. The highest
contributing sub-sectors were defence, mining, medical and security. South Africa
however possesses minimal IP as compared to its developing counterparts in Asia who
command 47% of the electronics market (the dti, 2010).
Approximately 60% of the players in the country are classified as small and micro and
medium enterprises (SMMEs) and are clustered in the Western Cape, Gauteng and Kwa-
Zulu Natal. These SMMEs are responsible for the minimal export activity mostly into
African countrie (the dti, 2010) s. The South African Electrotechnical Export Council
(SAEEC) housed within the dti is responsible for the facilitation and enhancement of
export activities within the country.
Some of the challenges that the industry is experiencing in South Africa are (the dti,
2010):
 Lack of innovation;
 High cost structure of the industry;
 Lack of finance to unlock new markets;
 Availability and application of quality skilled engineers; and
 Barriers to international market access (quality certification and licencing)
A.4.1. Provincial and Local Economic Context
The NW province has a total land area of 104 882 square kilometres and borders the
Limpopo Province to the north, Gauteng to the east, the Free State to the south east, the
Northern Cape to the south and Botswana to the North West (wikipedia, 2015).
The province is demarcated into four district municipalities, of which Dr Ngaka Modiri
Molema District (NMMD) is one. It is in the Mahikeng Local Municipality (MLM) of this
district that the LED lighting manufacturing enterprise will be established.
MLM is large compared to the other four local municipalities located within NMMD. The
total area covered by MLM is approximately 2 457 square kilometres (wikipedia, 2015). It
is divided into 28 wards consisting of 102 villages and suburbs.
The major economic sectors in the North West Province are shown in Table 9. Eighty
three percent of the total economic activity resides in Tlokwe, Klerksdorp and

Rustenburg. Manufacturing is strongly based in Rustenburg, Klerksdorp and Brits

(StatsSA, 2012).
Table 9: Major economic sectors in the North West Province

Sector Contribution to NW RGDP
Mining 33.6%
Agriculture 2.1%
Government Services 12.1%
Finance and Business Services 11.1%
Manufacturing 4.4%
(StatsSA, 2012)
There are a few actors in the electronics industry within the province however; most
players are installation, service, repair and maintenance enterprises. There are three
power electronics manufacturing plants in Rustenburg namely RusMo1, ABB
Manufacturing plants and CBI electric – an industrial timer manufacturer situated in Brits.
Figure 15 depicts the players of the different sub-sectors of electronics within the
province.
Figure 15: Electronics players in the North West
A.4.1.1. Human Capital
The unemployment rate for the province was 31.5% in 2011, compared to the national
rate of 29.8%. However, in line with the national trend, the rate has improved from the
2007 figure of 42.7% (StatsSA, 2011).
Labour is one of the key resources towards the production of goods and services.
Moreover, the availability of workers with the right kind of skills is required. Skills could
include experience from previous jobs, as well as academic and vocational qualifications.
The level of education in an area gives an indication of the skills level and trainability of
the available local labour supply.
Figure 16 illustrates the level of education in NW. An estimated 23% of the population in
Mahikeng have completed grade 12, compared to the provincial rate of 18%.

No Schooling
Some Primary
Complete primary
Mahikeng LM
Ngaka Modiri Molema
Some secondary
North West Province
Grade 12
Higher
0% 10% 20% 30% 40%

Figure 16: Level of education in the North West province, 2011
(IRR, 2014)
According the 2010 North West University annual report, the average enrolment to the
institution is around 56 000 students, scattered around their three campuses in
Mahikeng, Potchefstroom and Vaal Triangle. The Science, Engineering and Technology
(SET) enrolment is estimated around 10 000 students, with 83.5% of them expected to
graduate after a minimum of period of three years. This provides a healthy potential pool
of SET graduates to work in the enterprise (NWU, 2010).
According to the FET Colleges 2012 report, there are three Further Education and
training (FET) colleges in North West. These colleges are Vuselela FET (Klersdorp),
Taletso FET (Mahikeng) and Orbit FET (Rustenburg, Mankwe and Brits). Combined,
these colleges have an average enrolment of 160 000 students, of which approximately 6
000 are engineering learners, with a 63% graduation rate (CHE, 2012).
A.4.1.2. Infrastructure
Industrial infrastructure
Industrial activity is concentrated in the larger towns of the province. The development of
industrial parks as a major driver for economic development is a priority to the province,
in line with the national IPAP.
The North West Development Corporation (NWDC) is currently driving and administering
a number of light industrial parks in the North West province. The corporation also aims
to expand its developmental impact across parts of the province, where it does not yet
have a footprint, by erecting more light industries.
There are industrial areas in all the main towns of the province. These include
Rustenburg, City of Matlosana, Tlokwe (Potchefstroom), Vryburg, Wolmaransstad
Zeerust, Mahikeng and Brits.

Transport infrastructure
The NW province relies primarily on road infrastructure to transport its goods to the
mainstream market nodes. Rail plays a secondary role and is also used for passenger
transportation. Figure 17 illustrates the provincial road infrastructure which connects it to
other provinces and the neighbouring SADC countries.
Figure 17: North West province road infrastructure
MLM is well connected to the rest of NW and its bordering provinces, via the N4, R45 and
the R503.
The two commercial airports closest to the town are OR Tambo International airport and
Kimberley.
Telecommunication
Fixed line telecommunications are mostly managed by Telkom, the public utility. South
Africa's second landline operator, Neotel, is now also offering its services to both
commercial and individual users. There are four cellular networks for voice and data
communication.
Electricity
Eskom is currently responsible for all aspects of electrical power supply in MLM’s area of
jurisdiction. This arrangement may be altered once the proposed Regional Electricity
Distributors System (REDS) is introduced, but it is not yet clear exactly when and how
this will be implemented.

A.4.2. Location / Site
The identified location for this initiative is Mahikeng next to the Mahikeng International
airport. The site was previously earmarked to be an IDZ, but was subsequently revised to
become a special economic zone (SEZ). The Airport is currently decommissioned, but
with improved SEZ activities the airport should become active again.
Figure 18 presents an aerial picture of the SEZ, adjacent to the airport.
Figure 18: Site location
The site is off the N4 highway interchange, the road to the airport is of an acceptable
condition and it allows for connectivity to transport interchanges. There is sufficient
transport infrastructure to support raw materials and post production logistics.

APPENDIX B MARKET ANALYSIS

B.1. INTRODUCTION
A thorough market analysis is required as part of the feasibility study of an enterprise in
order to determine the factors, conditions and characteristics of the market. This assists
in defining the target market and the potential it has to sustain the enterprise.
This LED market assessment analysed the following aspects relating to the enterprise:
 Industry context (key role players, the value chain, etc.) and industry trends (local,
national and international)
 Market size / demand for the product, market share and market prices
 Competition and barriers to entry
 Distribution, and
 Promotion
B.2. LIGHT EMITTING DIODE (LED) PRODUCTS

The LED lighting sector is divided into two product categories (Bhandarker, February
2011):
 LED lamps market: A lamp/light bulb is a replaceable component designed to
produce light from i.e. electricity. In addition to its light producing mechanism (which
could be halogen-based, tungsten-based, fluorescent-based, diode-based, etc.) it
consists of a transparent /translucent glass housing and a base (of ceramic, metal,
glass or plastic), which makes an electrical connection in the socket of a light fixture.
LED lamps have a lifespan and electrical efficiency that is several times better than
incandescent lamps, and significantly better than most fluorescent lamps, with some
chips able to emit more than 100 lumens per watt. The LED lamp market is
forecasted to grow 21% to $12.2 billion in 2018 globally. This sector is still
experiencing pressure from competing traditional technologies but favourable growth
forecasts present opportunities (Strategies Unlimited, 2014).
 LED luminaire market: A luminaire is a complete lighting unit consisting of a
lamp(/s) together with the parts designed to distribute the light, to position and protect
the lamps, and to connect the lamps to the power supply. The LED luminary sector is
forecasted to grow 12% globally to $21.3 billion in 2018. This segment of the industry
is driven by commercial, industrial, outdoor and architectural demands for LED
products (Strategies Unlimited, 2014).
The LED sector has diverse products and applications crossing both industrial and
household demand. Figure 19 shows the two classifications for LED products: lamps
(various types of bulbs produced with LED) and the luminaires (and their applications).

Figure 19: LED product classification
According to LED lighting global market trends, LED luminaires represent 60% of the
global market of LED products (Strategies Unlimited, 2014).
The LED enterprise will focus on the development of outdoor LED luminaires, which
covers street lights, traffic lights and a variety of lit traffic signals.
The three LED street lights targeted for production at the LED enterprise are the 150
watt, 80 watt and the 50 watt. Table 10 shows the market application for the targeted
products.

Type Luminaires 1 Luminaires 2 Luminaires 3
Circuit
150 Watt 80 Watt 50 Watt
Power
It is generally used to replace
It replaces the 150 W and It is used for
80 W High Pressure Mercury
250 W High Pressure residential areas
Vapour (HPMV) lights on
Sodium (HPS) lights on especially in rural
residential streets. It
Application major residential streets areas and to light
produces a distinct clear,
and highways and it private parking lots in
brilliant white light, creating a
produces a distinct clear, residential and office
safer environment for
brilliant white light. parks
residents.
National and major Rural municipal
Fit Urban municipal roads
provincial roads roads
B.3. INDUSTRY CONTEXT

B.3.1. Industry role players
Table 11 lists some of the stakeholders identified as key to the LED enterprise.

Table 11: Industry role players

Industry Role Player Role Websites
Eskom The primary electricity producer in www.eskom.co.za
South Africa
South African Local The collective advocacy group for www.salga.org.za
Government Association South African municipalities
(SALGA)
Association of Municipal Manages technology quality www.ameu.co.za
Electricity Utilities of South standards for municipalities
Africa (AMEU)
National Association of Industry body: black owned www.namec-africa.org.za
Manufacturers in Electronic electronics manufacturers
Components (NAMEC)
South African Electro-technical Collective bargain forum of www.saeec.org.za
Export Council (SAEEC) manufacturers in the export market
The Association of Distributors Industry body: promotion of growth www.adec.co.za
and Manufacturers of of industry
Electronic Components
(ADEC)
Department of Trade and Industrial development custodian in www.thedti.gov.za
Industry (the dti) South Africa
Economic and Enterprise Industrial development custodian in www.nwpg.gov.za/econo
Development (EED) the North West Province mic%20dev.%20&%20tou
rism/default.asp
North West University (NWU) Lead producer of Electronic www.nwu.ac.za
Engineers from within the Province
Technology Innovation Agency An Agency within dti responsible www.tia.org.za
(TIA) technology innovation and transfer
South African Institute of The advocacy forum for Electronic www.saiee.org.za
Electrical Engineers (SAiEE) and Electrical engineers
B.3.2. Value chain
Figure 20 depicts the electronic value chain, from design and research to component
manufacturing, then sub-assembly manufacturing, followed by final assembly
manufacturing and lastly packaging and distribution.

Design &
Design Services IP Vendors Tooling Vendors Research
Silicon Foundries
Component
Manufacturing
Semiconductor Passive Other material

Manufacturers Components Manufacturers
Component
Distributors
Sub-assembly
Manufacturing
OEM / ODM Sub Non-Electric Sub
PCB Manufacturers Assembly Assembly
Manufacturers Manufacturers
Software / Firmware OEM / ODM Sub Internal

Production Assembly Manufacturers Final
Manufacturers Assembly
Manufacturing
OEM / ODM Test

Providers
OEM / ODM Test

Packaging Company
Providers
Packaging &
Distribution
Distribution
Channels
Figure 20: Electronics value chain

(the dti, 2010)
The electronics value chain begins with the design and research of the anticipated
products through collaboration between a) tooling designers and manufacturers; b)
internal design capacity of product manufacturers and c) vendors of intellectual property
cores. The tooling designers and manufacturers are responsible for designing the tools
used to manufacture new products. An intellectual property core is a reusable unit of
logic, cell, or chip layout design that is the intellectual property of one party. The design
outputs are then sent as inputs towards the manufacture of the desired components. The
design outputs also feed into the production of software and firmware for final products.
During component design and manufacture, vertically integrated companies could

design the integrated circuit and manufacture the semiconductors, or the designs could
be provided to foundry component manufacturers who could manufacture both the
integrated circuit and the semiconductors. Passive electronic components include
resistors, capacitors, inductive devices etc. and are supplied separately and directly to
sub-assembly manufacturers. Furthermore, manufacturers of plastic enclosures also
design and manufacture according to design to supply assemblers.

During sub-assembly manufacture, printed circuit boards (PCBs) are manufactured

either in-house or outsourced to an assembly house. Original design manufacturers
(ODM) and original equipment manufacturers (OEM) receive inputs from printed circuit
boards (PCB) and enclosure manufacturers for outputs into their respective final
assemblers.
Final assemblers are responsible for the final assembly of the product. It is then
packaged and distributed.
The LED venture is intended to be a mechanical and electrical assembly operation rather
than an electronics manufacturer. It will be an assembly point for the following
components to produce a street light:
 Assembled PCB;
 Assembled LED array; and
 Aluminium housing (casing).
B.4. MARKET TRENDS

Standard lighting approaches are being challenged by new possibilities enabled by
LEDs, such as design flexibility, the ability to dynamically change the colour temperature
of light, intelligent lighting systems (enabled by the controllability of LED-generated light),
etc.
The LED enterprise will be able to link into a globally growing sector, and supply to local
South African and adjacent Southern African Development Community (SADC) demands
for products.
B.4.1. World trends
Lighting accounts for 19% of the world’s electricity consumption. Significant savings are
possible – on average 40% – simply by switching to energy-efficient lighting technologies
such as LED. On a global level, these savings amount to R1.721 billion in reduced
electricity cost and 670 million tons of carbon dioxide (CO2). Moreover it constitutes the
equivalent of 642 power plants which represent a R17 510 billion saving in reduced need
for power infrastructure. These facts virtually make LED an economic necessity (The
Climate Group, June 2012).
Worldwide, the lighting market is expected to expand to R1 858 billion by 2020, largely
driven by growth in demand for LEDs as their prices decline. LEDs are expected to fall in
price by more than 80% and reach a global penetration of around 60% across all lighting
applications by 2020. The economic benefits will come primarily to nations that invest in
LED research and manufacturing today (The Climate Group, June 2012).
Figure 21 shows how global volumes of LED luminaires produced are expected to grow
from 600 million units in 2012 to over 1.6 billion units in 2018. China manufacturers
produce 50% of the LED products of the world. Europe and North America each has a
10% share, Japan 5%, with the rest of the world accounting for 25% share of the market.

Figure 21: Global LED luminaires market outlook

(Strategies Unlimited, 2014)
Already, nations across the world including Canada, China, India, Italy, Japan, Korea,
Malaysia, the Netherlands, Spain and the United States are racing to develop leading-
edge LED industries. The product range is expected to reach as much as R1 045 billion
in LED product sales by 2020, the industry will support hundreds of thousands of high-
value jobs in supply chains that span the globe (The Climate Group, June 2012).
The adoption of innovations and new technologies typically follows an ‘S-curve’ over time
(see Figure 22). A ‘tipping point’ is expected when adoption reaches 15% to 25% of the
market, at which point market penetration accelerates and becomes self-sufficient — and
the slope of the curve steepens. The general lighting market is highly fragmented into
niche product categories (Mckensy and Company, June 2012).
Figure 22: Global LED adoption curve

(Bhandarker, February 2011)
As shown in Figure 22, LEDs have already made significant headway in niche
applications such as exit signs, stage and TV entertainment, and architectural
illumination. These product categories have reached or will soon reach the late majority

or main stream stages of the ‘S-curve’, because they involve applications that benefit
from LEDs’ precise control of colour and illumination levels, as well as their small size. As
demand in these niches have grown and provided economies of scale in LED
manufacturing, prices have rapidly declined (Bhandarker, February 2011).
White light LEDs, the most important type of LED for outdoor lighting, are just beginning
to enter the early stage of the S-curve. In these niches, their high up-front cost and
uncertainty about lumen maintenance and lifespan are less important than their
outstanding performance benefits. In other major general lighting market segments, such
as commercial, industrial, and outdoor lighting, LEDs were below 10% market penetration
in 2010. Overall, white light LEDs have begun to be adopted in market segments where
the technology’s advantages – optical performance, energy efficiency, low maintenance
costs, and aesthetic quality – have outweighed its additional up-front costs (Bhandarker,
February 2011).
B.4.2. South African trends
The South African lighting industry is currently experiencing an infrastructure-

development-driven boom. South African energy constraints have led to a substantial
move towards the use of more energy-efficient lighting systems (Gabru, 2009).
Illumination Engineering Society of South Africa (IESSA) estimates that the value of the
South African lighting industry is around R5-billion a year. This include all types of light
fittings such as street lighting, floodlighting, industrial and commercial lighting, control
gear, lamps, the domestic and decorative ranges and other specialised lighting. Lamps
and commercial lighting each contribute about R1-billion to the industry, while industrial
lighting is estimated to be worth less than R500 000 a year (Gabru, 2009).
The South African market is small; the economies of scale do not support local research
and development. Giants in the local lighting market include multinational lighting
companies such as Phillips and Osram. Innovation, research and development occur
internationally with South Africa following these trends. The biggest potential for growth in
the lighting industry is in the retrofit market. The retrofit market includes the commercial
and public sector markets, such as schools, office buildings and hospitals, and entails the
upgrading of existing installations. South Africa’s policy framework is driven towards
converting old technology into energy-efficient products (Gabru, 2009).
The LED lighting market is expected to grow by a compound rate of 20% each year until
at least 2016, to reach market penetration in general lighting of well over 60% in South
Africa by 2020 (Beka (Pty) Ltd , 2012).
B.4.3. Provincial trends
The North West (NW) is rated as the fourth largest electricity consuming province in
South Africa and consumes approximately 12% of the available electricity. This is mainly
due to the high electricity demand of the energy-intensive mining and related industrial
sector. Approximately 63% of the electricity supplied to the NW province is consumed in
its mining sector.

Sixty-five percent of the population in the NW province live in rural areas. The majority of
households in rural areas use candles for lighting; and wood, charcoal or paraffin for
cooking purposes. The NW province has the delicate challenge of balancing the
numerous national and provincial mandates towards diversification of energy supply, -
security, climate change mitigation and job creation. The quickest impact is likely to lie in
addressing the urban and industrial sector, together with the need for rural electrification
and development.
The Naledi Local Municipality (NLM) led the installation of LED lights in the NW by
piloting the replacement of street lights in the town main road. Rustenburg also has some
LED street lights however both these projects are on a very small scale.
B.5. Market Demand and Size
B.5.1. Factors driving the adoption of LED within the identified segments
The following factors are driving potential adoption of LED luminaires in the identified
segments above (The Climate Group, June 2012):
 Cost reduction through retrofitting: LED retrofitting is the quickest path to the
greatest energy saving solution available today. While ordinary lighting fixtures are
known to consume a lot of energy, by retrofitting with LED, one can save energy costs
by more than 40%. LED retrofitting in the United States has reportedly brought about
a 75% saving in energy bills.
 Growth in developing markets: Growth is occurring in markets that have been less
affected by the recession. In recession-prone nations, the fall in LED prices is likely to
drive billions of dollars of retrofits in the short to medium term. The financial case for
LED lighting is more compelling in new construction where lighting systems are
designed and built from scratch, and lighting components are a small part of a much
larger infrastructure investment.
 Product lifespan: LED lights have a minimum 50 000 hours lifespan compared
incandescent lights, which have a maximum 3 000 hours lifespan. This translates into
incandescent lights being replaced 16 times more often than the LED lights. Table 12
shows how LED’s lifespan also compares favourably with other lighting technologies.
Replacement cost savings is a significant driver for LED market penetration.
Table 12: LED’s lifespan compared to other light technologies

Light Technology Lifespan (hours) Lumens per Watt
Incandescent Light 1 000 –5 000 11 – 15
Mercury Vapour Light 12 000 – 24 000 13 – 48
Metal Halide Light 10 000 – 15 000 60 – 100
High Pressure Sodium Light 12 000 – 24 000 45 – 130
Low Pressure Sodium Light 10 000 – 18 000 80 – 180
Fluorescent Light 10 000 – 20 000 60 – 100
Compact Fluorescent Light 12 000 – 20 000 50 – 72
Induction Light 60 000 – 100 000 70 – 90
LED light 50 000 – 100 000 70 – 150
(GRH, 2015)

 Policies and standards: The local lighting industry, consumer representatives and
other key players have founded a working group to address policies and compose a
local LED luminaire performance standard which will be available for public comment
and then published thereafter (Beka (Pty) Ltd , 2012). This will encourage the market
acceptance of the technology and support LED growth.
B.5.2. Demand horizons
To understand the relevant market for LED luminaires in South Africa and Africa, a three
horizon analysis was adopted as illustrated in Figure 23. The first horizon is focused on
immediate opportunities for LED luminaires within the NW province. The second horizon
focused on market opportunities presenting themselves with the country but outside the
province. The final horizon is focused on export opportunities within the continent.
Figure 23: Three horizon approach for market analysis
The horizon 1 and 2 markets for street lights are segmented into tiers of government that
own the roads/streets. These are:
 SANRAL for national roads
 The various provincial government for provincial roads
 The various municipalities for municipal roads/streets
B.5.2.1. Horizon 1: North West Province
A scan through Integrated Development Plans (IDP) from the NW province’s local
municipalities was done to ascertain their need for outdoor lighting products.
Municipalities have stated their street lighting objectives and plans with estimates of units
that may be required in the execution of the plans. Table 13 summarises the stated
demand for outdoor lighting from various districts in the NW province. (It should be noted
that this is not a reflection of NW street lighting market size but rather the currently
identified demand in the province.) A conservative 40% LED market penetration was
applied based on the prediction of a 60% LED market penetration in SA by 2020 ( (Beka
(Pty) Ltd , 2012) – see section B.4.2). Employing an average local product price of
R5 000 for a new LED street light luminaire (50 W) (see Table 17) culminates in a total
annual demand of 3 418 LED street light units.

Table 13: North West provincial demand for outdoor lighting

IDP LED Annual
Local Streetlight IDP Annual Portion Demand
District Municipality Budget Period Budget (40%) (2016/17)
2012-
Moretele R 1 000 000 R 200 000 R 80 000 16
2017
Bojanala Rustenburg R 4 974 900 Annual R 4 974 900 R 1 989 960 398
Platinum 2012 -
District Kletlengrivier R 870 000 R 174 000 R 69 600 14
2017
Moses
R 20 000 000 Annual R 20 000 000 R 8 000 000 1 600
Kotane
2015-
Ratlou R 630 000 R 210 000 R 84 000 17
2017
Tswaing R 25 000 Annual R 25 000 R 10 000 2
Ngaka 2015-
Modiri Mahikeng R 27 000 000 R 9 000 000 R 3 600 000 720
2017
Molema 2015-
Ditsobotla R 2 400 000 R 800 000 R 320 000 64
2017
Ramotshere
R 350 000 Annual R 350 000 R 140 000 28
Moilwa
2012 -
Naledi R 2 500 000 R 500 000 R 200 000 40
Dr Ruth 2017
S. Mamusa R 5 489 000 Annual R 5 489 000 R 2 195 600 439
Mompati Lekwa- 2012 -
R 2 500 000 R 500 000 R 200 000 40
Teemane 2017
Dr
2012-
Kenneth Matlosana R 2 500 000 R 500 000 R 200 000 40
2017
Kaunda
NW Total R 42 722 900 R 17 089 160 3 418
NW Municipal IDPs
B.5.2.2. Horizon 2: South Africa
The second horizon is also focused on the potential public sector market for the product.
Metropolitan Municipal demand

To quantify the municipal appetite for streetlights the IDPs of SA’s ten big metropolitan
cities were probed. Table 14 shows that the ten metros have an annual streetlight budget
of approximately R570 million. Again, employing a LED market penetration rate of 40%,
results in a LED streetlight budget of almost R 228 million. This converts to 32 562 LED
street light units when applying an average market price of R7 000 for a new LED
luminaire (80 W) – see Table 17.

Table 14: SA’s ten metropolitan cities’ budgets

Annual IDP LED
Streetlight Portion Annual
Major City Budget (40%) Units
Buffalo City R 3 500 000 R 1 400 000 200
City of Cape Town R 6 780 000 R 2 712 000 387
City of Johannesburg R 112 000 000 R 44 800 000 6 400
City of Tshwane R 90 000 000 R 36 000 000 5 143
Ekurhuleni R 34 000 000 R 13 600 000 1 943
eThekwini R 239 480 000 R 95 792 000 13 685
Mangaung R 20 183 000 R 8 073 200 1 153
Nelson Mandela Bay R 2 888 750 R 1 155 500 165
Pietermaritzburg R 55 000 000 R 22 000 000 3 143
Polokwane R 6 000 000 R 2 400 000 343
Total R 569 831 750 R 227 932 700 32 562
Individual IDPS
Additionally, the Municipal Infrastructure Grant (MIG) also provides funding for
streetlights. The MIG quarterly report ending June 2014, indicated that in the second
quarter of 2014, MIG funded the erection of almost 242 000 new street lights (COGTA,
2014). Extrapolating this figure for annual demand, leads to an additional requirement for
967 636 street light units, of which it is again assumed that 40%, i.e. 387 504, is allocated
for LED luminaires. Adding the MIG figure to the IDP figure leads to a total annual
metropolitan municipal demand for 419 616 LED street light units.
SA roads
SANRAL is responsible for all declared national roads, which currently stand at 19 704
km out of a total road network of 746 000 km (NRA, 2014). 16% of SANRAL roads are
toll/concession roads and according to a SANRAL source, 40% of these roads are lit. The
remaining 84% of the non-toll roads are 20% lit. SANRAL’s total distance of lit roads thus
amounts to 4 701 kilometres (19 704 * 16% * 40% lit toll roads + 19704 * 84% * 20% lit
non-toll roads) which presents a demand for 94 020 street lights at a standard application
of 50 meters per street light.
According to BEKA in 2010 SANRAL completed an order of 6 500 LED luminaires for
approximately R25 million – the biggest order of streetlight luminaires ever awarded in
Southern Africa (Engineering News, February 2010). LED lamps have a lifespan of
50 000 to 100 000 hours (see Table 12) which converts to approximately 20 years on
average. Based on this 20 year replacement period, the replacement of SANRAL’s recent
LED luminaire installations are excluded from the immediate market.
New street light installations (for new SANRAL roads being built and the incorporation of
unlit provincial roads into the SANRAL network) also need to be considered. According to
SANRAL’s FAQ web page, in future, SANRAL is expected to manage 35 000 km of SA’s
roads. No clear timeline is provided for the incorporation of the additional 16 000 km of
roads, and thus it is excluded from the market calculations.
SANRAL is considering a luminaire retrofit for their stretch of roads, which since 2010
has been delayed with the controversy around e-tolls (NRA, 2014) The market for both

the installation of new LED streetlights on unlit roads and the replacement of current LED
streetlamps is expected to be dwarfed by the retrofitting of old lamp types with LED
lamps. Since LED lights are relatively new lighting products, the lion share of current
street lights would be older technology lamp types such as sodium or mercury vapour
lights with a lifespan of approximately five years (i.e. a quarter of the lifespan of LED
lamps - see Table 12). The SANRAL retrofitting market can thus be estimated at 20% per
year if a linear LED lamp replacement approach is adopted over the five year lifespan of
the existing older street lamp installations. Based on BEKA’s reporting on SANRAL’s
implementation of new LED street lights (mentioned above), it is conservatively assumed
that approximately 90% of SANRAL lit roads are furnished with old lamp technology.
Thus the SANRAL retrofit market for consideration is estimated at 16 924 per annum (94
020 * 90% / 5 years).
B.5.2.3. Horizon 3: Africa
The third horizon is a potential export market into the continent. Projections indicate that
between 2010 and 2025, some African cities will account for up to 85% of the population
within the continent of Africa. In 2010, the share of the African urban population was
about 36% and is projected to increase to 50% and 60% by 2030 and 2050 respectively
(IFC, 2011). This rapid urban growth/migration has changed the continent’s demographic
landscape and led to slum proliferation in Africa. Thus Africa could benefit from the power
of universal access to lighting.
According to Lighting Africa Market Trends, a survey by International Finance

Corporation, the intermediate case for LED luminaires will see the market grow at 70-
75% annually over 2012-15. This scenario projects cumulative sales to increase to
almost 23 million units by 2015 – approximately three million units of which could be
attributed to repeat sales – with annual sales of approximately 9-9.5 million units in 2015
(IFC, 2011).
B.5.3. Market Size
Table 15, shows how the three horizons translate into market for the LED enterprise.
Table 15: Market size

Horizon 1 Horizon 2 Horizon 3
North West Province Rest of South Africa Africa
Municipal Municipal SANRAL Exports
Annual LED demand 3 418 419 616 16 924 9 000 000
B.6. MARKET SHARE ESTIMATION

Table 16, shows a phasing in approach to achieving market share. The model assumes
the following:
 Municipal Roads:
 The North West province’s municipal demand for LED street lights: a 10% market
share is assumed, given that the enterprise will be a sole provider from the
province and is expected to receive some preference from the NW authorities.

 SA’s metropolitan municipal demand for LED street lights: a 0.72% market share
is assumed for the enterprise.
 It is further assumed that 40% of the target market will be rural lighting and 60%
urban lighting.
 SANRAL roads:
 A ballpark 10% of the SA figure is allotted to the North West (i.e. 1 692 units per
year), based on a rough allocation of national roads to the nine provinces.
 Again a 12% market share is assumed for the province, whereas a 6.5% market
share is assumed across the country.
 Phase One covers year one and two and will focus on the immediate NW provincial
market, as well as 10% of the South African market, for which a 2% municipal market
penetration and a 12% SANRAL market penetration is applied.
 Phase Two comprises year three to five and includes the rest of the country.
 Phase Three involves year six onwards and includes the rest of the continent, where
a 0005% market share is assumed.
Table 16: Market share estimation

Municipal Roads Demand National African
Rural Urban (SANRAL) Exports
Phases Year (40%) (60%) Roads Demand
NW 1 367 2 051 1 692
1–2
10% SA 6 714 10 071 1 692
Phase One: NW 10% 10% 12%
%Share
NW province 10% SA 2% 2% 12%
& 10% of SA Units NW 137 504 169
/ yr 10% SA 336 205 169
Total Units / yr ±480 ±720 ±400
Phase Two 3–5 167 846 251 770 16 924
The whole %Share 0.72% 0.72% 6.5%
country Units / yr ±1 200 ±1 800 ±1 100
Phase Three 6– 167 846 251 770 16 924 9 000 000
The %Share 0.72% 0.72% 6.5% 0005%
Continent Units / yr ±1 200 ±1 800 ±1 100 4 500
B.7. MARKET PRICES

Table 17 shows the current market prices for LED luminaires.
Table 17: LED streetlight luminaires market prices

150 W LED 80 W LED 50 W LED
streetlight streetlight streetlight
Average market prices R7 037 – R 11 382 R7 284 R 5 160
Average China prices R 5 266 R 3 267 R 1 717
LED enterprise selling price R 7 744 R 5 697 R 5 021
Exports, including logistics costs are not included in the selling price.

B.7.1. Pricing policy
The dynamics of the industry determine the pricing strategy that an enterprise could
develop to position itself well in the market, while at the same time ensuring that it
generates profits. One of the determining factors is the level of competition in the
industry.
Government may buy from the cheapest provider or perhaps from the one which offers
the best quality standard or customer service. The determination of selling prices is thus
influenced by current industry prices, as well as the competitive advantage of the
products. The LED venture will price its products at average local market prices, as
presented in Table 17.The selling price was determined by adding 31% mark-up on all
products.
Table 18 shows luminaire prices and the projected sales volumes per annum.
Table 18: Prices and project sales for the different phases
(150 W) (80 W) (50 W)
Product Price R 7 744 R 5 697 R 5 021
Sales Volumes per Annum Grand total
(Year 1 & 2)
Rural Municipal 480

Phase one
Light
Urban Municipal 720
Light
SANRAL 400
Ave. revenue / R 3 097 516.33 R 4 101 659.26 R 2 410 052.06 R 9 609 228
yr.
Rural Municipal 1 200
(Year 3 to 5)
Light
Phase two
Urban Municipal 1 800

Light
SANRAL 1 100
Ave. revenue / R 8 518 169.92 R 10 254 R 6 025 130.16 R 24 797 448
yr. 148.14
Light
From Year 6
Phase three

Light
SANRAL and 5 600
Africa
Ave. revenue / R 43 365 228.68 R 10 254 R 6 025 130.16 R 59 644 507
yr. 148.14

B.8. COMPETITION
Table 19 shows the various competing lamp technologies that can be used for street
lighting.

Table 19: Standard lighting technology used in urban streets

Cost of Lamp Energy Energy Luminaire & Total
luminaire Lifespan changes consumption cost replacement cost
Wattage (incl. Lamp of lamp (over 10 over 10 yrs (over 10 lamp costs (over 10
Technology (W) lamp) cost (hrs.) yrs) (KWh) yrs) (over 10 yrs) yrs)
400 Mercury Vapour (MV) 400 R 1 819 R 86 12 045 3.3 16 060 R 13 651 R 2 103 R 15 754
400 High Pressure 400 R 2 052 R 105 12 000 3.3 16 060 R 13 651 R 2 399 R 16 050
Sodium (HPS)
Metal Halide (MH) 400 400 R2 052 R 221 10 000 4 16 060 R 13 651 R 2 936 R 16 587
250 HPS 250 R1 280 R 38 16 060 2.5 10 038 R8 532 R 1 375 R9 907
MV 250 250 R1 733 R 86 12 045 3.3 10 038 R8 532 R 2 017 R 10 549
MH 250 250 R1 504 R 221 10 000 4 10 038 R8 532 R 2 388 R 10 920
Induction 250 250 R3 600 R0 70 000 0 10 038 R8 532 R 3 600 R 12 132
Induction 200 200 R3 450 R0 70 000 0 8 030 R6 826 R 3 450 R 10 276
HPS 150 150 R1 452 R 101 16 060 2.5 6 023 R5 119 R 1 705 R6 824
Induction 150 150 R2 950 R0 70 000 0 6 023 R5 119 R 2 950 R8 069
MV 125 125 R 900 R 250 12 000 3.3 5 019 R4 266 R 1 725 R5 991
Induction 120 120 R2 650 R0 70 000 0 4 818 R4 095 R 2 650 R6 745
LED 80W 80 R4 783 R0 60 000 0 3 614 R3 071 R 4 783 R7 854
(Sustainable Energy Africa, 2012)

Technologies such as the 400 Watt Mercury Vapour have a lower initial investment fee
than the LED luminaire. This makes substitute products attractive in the street lighting
space. LED has a competitive edge in the long term, when its prolonged lifespan and
energy efficiency translate into savings and overall affordability. This is part of the reason
that LED is expected to achieve 60% market penetration in South Africa by 2020 (refer to
section B.4.2.)
B.8.1. Competitors
Table 20 lists companies that applied for a SANRAL street light tender in 2009 and are
viewed as major competitors in the streetlight space.
Table 20: Competitors

Company About
Light Be Lighting Established in February 2005 to facilitate the local assembly and
www.lightbe.co.za distribution of the Philips outdoor lighting range in Southern Africa.
The product ranges include street lighting, flood lighting, urban lighting,
commercial lighting and industrial lighting. These ranges of high quality
lighting products use the latest lighting technologies available at the
most affordable prices to provide creative and cost-effective lighting
solutions to the market.
Gen Lux Lighting Genlux Lighting, now a division of ACTOM (Pty) LTD, was formed in
www.genlux.co.za 1991 when it took over the manufacturing and marketing of the Street,
Industrial and Flood Lights, produced at that time by GEC Alsthom -
South Africa (now renamed ACTOM (Pty) Limited). Since 1991 all
products have been improved and a number of new products added,
these include the Apollo street lights, the Olympia, Achilles and Athena
flood lights, the Titan and Vulcan Aluminium Industrial bulkheads and a
complete range of Commercial decorative aluminium Bulkheads, the
Venus and the Vesta.
Beka BEKA Schréder (Pty) Ltd is Africa’s leading manufacturer of luminaires
www.beka- and glass fibre reinforced polyester (GRP) poles.
schreder.co.za Their objective is to provide the right lighting solutions by optimising the
optical and mechanical design of luminaires. Using contemporary
technologies, their goal is to offer intelligent and sustainable lighting
solutions in order to reduce energy consumption, as well as the overall
cost of ownership.
Voltex Voltex is a leading stockist and reseller of a vast and comprehensive
www.voltex.co.za range of electrical and lighting products, including local and
international suppliers and their brands. Voltex is a wholly-owned
subsidiary of the Bidvest Group Ltd. (listed on the SA stock exchange)
and forms part of Bidvest Electrical. It has a level 2 BBBEE rating.
The group is divided into specialised supply and distribution business
units. Their six supplier divisions namely Atlas Cable Suppliers/Voltex
T&D, Versalec Cables, Cabstrut, Voltex LSis, Voltex Lighting and Waco
Industries ensure a well-balanced and comprehensive product range.
Their supply divisions' facilities design and produce specialised
products such as industrial plugs and sockets, aviation warning
beacons and energy efficiency solutions.
Bvelela Bvelela Engineering is an electrical engineering company They offer
www.bvelelaengineering services such as electrical contractors, project management and labour
.co.za hiring to different clients in the engineering industry.
Bvelela Engineering’s core business is electrification; installation,

Company About
commissioning, and project management. All projects are carried out
under strict supervision of qualified professionals. Bvelela Engineering
is 100% black owned.
Bvelela Engineering’s head office is in Glen Austin, Midrand (Gauteng);
with a satellite office at Sibasa in Limpopo.
B.8.2. Barriers to entry
The LED manufacturing sector in South Africa is at its inception with room for product
differentiation and market establishment.
The following aspects can be regarded as barriers to enter this market:

 The magnitude of capital investment and funding requirements
 Skills availability – with the required technogical proficiency
 Technology – the ability to leverage it to benefit the organisation and its affordability
 Established competition with existing relationships to the market
 High distribution costs (relating to the enterprise’s distance from SA’s main economic
hubs and the
 Quality, standards and regulatory requirements
 High component costs
B.9. DISTRIBUTION AND PROMOTION
The LED enterprise is viewed as an empowerment project designed to stimulate

employment creation and social development. With various levels government and related
institutions as the end customer, the enterprise will need to develop and align its
distribution and promotion efforts to suit government’s procurement approach and
requirements.
The following should be considered:

 Regional localisation: Municipalities and provincial governments are predisposed to
local development and investment, and could therefore give preference to local service
providers when sourcing products or services.
 Competitive tender process: Streetlight supply to government takes place in an
industrial marketing space where the mobility of goods from manufacturing to user
includes a competitive tender process – an open bid inviting service providers to apply
through a tender to supply streetlights. This process involves a purchasing organisation
undertaking to procure goods and services from suitable suppliers. Due to the high
value of some purchases and the complexity of such purchases, government will seek
to obtain a number of bids from competing suppliers and choose the best offering
In addition to tender applications the following communication channels are identified that
could contribute to the success of the LED enterprise:
 Public private partnerships
 Personal contacts with the construction sector in particular
 Business Profiles

 Exhibitions
 New media such as websites and social media
 Traditional media – where applicable – such as: newspapers, radio and television

APPENDIX C TECHNICAL ANALYSIS

C.1. INTRODUCTION
The main focus of this technical study is on the products, infrastructure, equipment and the
production facility for the LED streetlight assembly enterprise. The results of the study
were used in the development of the financial model for the enterprise. This technical
study is based on conceptual designs only, and the intended venture should still proceed
through further detailed design phases prior to setting up.
The LED enterprise will purchase populated printed circuit boards (PCBs) from a PCB
assembly enterprise that has been identified as part of this project. It will receive additional
components, assemble the final product and supply it to identified markets. Figure 24
depicts the supply relationship between the LED enterprise and the PCB assembly facility
as well as other suppliers.
Figure 24: Interrelationship between the LED enterprise and its suppliers
For this enterprise to be successful, it is important that it produces products of a high

quality standard. The enterprise could meet these standards by addressing a number of
technical requirements and having the following clearly defined:
 Products specifications and standards
 Production processes
 Supply chain
 Regulatory – including quality control and statutory and regulatory compliance
 Organisational – including human resource management
 Identification and management of business risks

C.2. PRODUCTS
An LED street light is an integrated light that uses light emitting diodes (LED) as its light
source. It is considered an integrated light because, in most cases, the luminaire and the
control module are not separate parts. There are different designs that incorporate various
types of LEDs into light fixtures. The current trend is to use high power 1 Watt LEDs.
However, some companies use low power LEDs in their products, using several low power
LEDs packed together to give a similar light output as a single high power LED. The shape
of the LED street light depends on several factors, including LED configuration, the heat
sink used with the LEDs and aesthetic design preference.
Heat sinks for LED street lights are similar in design to heat sinks used to cool other
electronics such as computers. Heat sinks tend to have as many fins and grooves as
possible to facilitate the flow of hot air away from the LEDs. The efficiency of the heat
exchange directly affects the lifespan of the LED street light.
The lifespan of an LED street light is determined by comparing its light output with the
original design specification. Once its brightness has decreased by 30 percent, an LED
street light is considered to be at the end of its life (typical lifespan estimated as eight
years).
Most LED street lights have a lens on the LED panel. It is designed to cast light in a
rectangular pattern, an advantage compared to traditional street lights, which typically
have a reflector on the back side of a high-pressure sodium lamp. In the case of traditional
street lights, much of the luminance of the light is lost and produces light pollution in the air
and surrounding environment. Such street lights can also cause glare for drivers and
pedestrians.
Table 21, shows the three LED luminaires that the LED enterprise will assemble.

Type Luminaire 1 Luminaire 2 Luminaire 3
Circuit Power 150 Watt 80 Watt 50 Watt

Application Replacement for 150 W Replacement for 80 W Used for residential
and 250 W High High Pressure Mercury areas especially in
Pressure Sodium Vapour (HPMV) lights on rural areas narrow
(HPS) lamps on major residential streets. It streets, residential
residential streets and produces a distinct clear, streets and to light
highways. It produces a brilliant white light, which Private parking lots in
distinct clear, brilliant creates a safer residential, and office
white light. environment for parks
residents.
C.2.1. Product specification
The lamp design incorporates two PCBs. The first is an LED Array, which integrates LED
chips with a heat sink. The second is the control module made up of the LED driver,
printed circuit board (PCB), and sensors Figure 25 illustrates how components integrate to

form an integrated lighting fixture. Both PCBs will be sourced from the PCB enterprise,
which also forms part of the electronic opportunity analysis.
Figure 25: Typical model Integrated LED Street Lamp
The luminaire is designed for LED light sources between 50 W and 150 W of power.
Figure 26 shows how the product range will have application from narrow rural roads to
wide freeways. Depending on the number of LED chips and power, the luminaire will be
able to light narrow roads, residential streets, urban roads, highways, as well as medium
and large area high ways.
Figure 26: Application of the LED luminaire

(Beka Shreder)

C.2.2. Engineering Design
The engineering design process is a methodical series of steps that engineers use in
creating functional products and processes. The steps are usually articulated, subdivided,
and/or illustrated in a variety of different ways, but regardless, they generally reflect certain
core principles regarding the underlying concepts and their respective sequence and
interrelationship. Also, the process is highly iterative - i.e. parts of the process often need
to be repeated many times before production of a product can begin. The parts of the
process that are repeated, and the number of cycles in any product development is highly
variable.
The main aim of the process is the conversion of the requirements of the end user into
practical, useable final products. In the design and manufacture of electronic products, the
process consists of the following phases:
 Conceptual design;
 Detailed design;
 Design communication / Design for manufacture;
 Qualification and Certification; and
 Mass manufacture
Table 22 shows all costs related to the engineering of LED streetlights (SABERTEK,
2015).
Table 22: Engineering cost into the project

Hardware
Task Total
Pre Design Documentation R 102 000
Hardware Development R 240 000
Harness and Mechanical Design R 288 000
Post Design Documentation R 120 000
Software and Hardware integration R 192 000
Testing R 156 000
Sub-Total R 2 498 000
Software
Task Total
Firmware Requirement Specification (SRS) R 42 000
Firmware Design Document (SDD) R 60 000
Coding and Testing R 144 000
Design Reviews R 48 000
Register Documents and Software Items R 24 000
Sub Total R 318 000
Qualification and Certification
Product Qualification R 500 000
R 500 000
Project Management Fees
R 72 000
Total R 1 990 000

C.2.2.1. LED conceptual design
A conceptual electronic or circuit design of an LED street light is shown in Figure 27. An
alternating current-to-direct current (AC/DC) converter is employed to convert the line AC
voltage to a DC voltage. A processor produces pulse-width modulation (PWM) signals that
are used in the control of the DC/DC driver which in turn drives the array of LEDs. Sensors
are utilised to capture information about the condition of the LEDs such as temperature. A
photo-sensor system is used to control light intensity. This allows for multiple light
distribution to ensure that the specific requirements of each application are met. It also
helps in the efficient operation of the LED street light.
The analogue front end is used for communication purposes. This enables the remote
setting of the light intensity. The number of LEDs installed provides the facility to produce
variants of different nominal power and light outputs. The multipoint control module (MCU)
creates the capacity to connect more LED chip arrays (Gule, 2015).
Figure 27: General conceptual design block diagram of an LED street light
C.2.2.2. Industrial design
The LED luminaire is designed for contemporary decorative lighting for all roads where
performance, aesthetic, power-saving, low maintenance and precise light control
considerations are important factors.

Figure 28: Standard street light designs

(Beka Shreder)
C.2.2.3. Street light housing specification
The casing is made of aluminium and the light protector is a high-impact clear flat glass.
The light can be installed at a height range from 4 m to 10 m. All casings will be developed
and designed in accordance with:
 SANS 10225 – the standard on the design and construction of lighting masts
 All tubing to SANS 657-1 Grade GW355J HT – covers standards for welded or
seamless steel for structural and general engineering purpose
 Manufacturing to SANS 10214-1987-1 – standard for manufacturing poles and
streetlight housing
 All galvanizing done to ISO 1461 and SANS 121-2000-1 – covering the process of
applying a protective coating to protect the poles from corrosion.
 All welding done by coded welders to SANS 10044 Part 1-4. – covers the standards
for welding
 Weld on reducers or swaging depending on clients specifications.
The cost of the aluminium luminaire casing is estimated at R2 000. The design will be
done in-house with the manufacturing outsourced to Engineering Drawing and Design.
C.2.2.4. LED street light circuit
A typical reference design circuit for an LED street light from Texas Instruments is shown
in Figure 29. This has been used to determine the typical component count of various
types as well as the projected PCB type and surface area.

Figure 29: LED lighting system

(Texas Instrument, 2012)
C.2.2.5. Total componentry cost
Table 23 shows the total cost of components involved in the assembly of LED street lights
Table 23: Component costs

Luminaire 1 Luminaire 2 Luminaire 3
150 Watt 80 Watt 50Watt
Control module R 292.50 R 292.50 R 292.50
Assembled LED Array R 3 600 R 2 025 R 1 275
Aluminium Housing - Casing R 200 R 200 R 200
Total R 4 092.50 R 2 517.50 R 1 767.50
C.2.3. Customer requirements
The following requirements are stated as customer terms and conditions from the (South
African National Road Agency Limited (SANRAL) LED luminaire tender from 2010:
 Luminaires shall be Class 1 as per SANS 60598-1 and shall be of the totally enclosed
type.
 Luminaires shall be designed for use under conditions of heavy atmospheric pollution
and exposure to high levels of solar (including ultraviolet) radiation which is suitable for
operation at an ambient temperature of +35°C. The luminaire may also be exposed to
wind, rain, hail and sleet in service.
 Luminaires shall have a lamp, control gear and spigot compartment and shall have a
degree of protection rating of a minimum of IP65 rating on the lamp compartment and
a minimum of IP54 on the control gear compartment. These are minimum ratings, and
preference may be given to luminaires offered with IP ratings exceeding the minimum
requirements, particularly on the control gear compartment.
 All ratings must be certified by a test report confirming compliance with SANS 60598-
1. The test reports shall be issued by an SANS or IEC accredited test authority.

 Luminaires offered under this contract shall bear the “SABS certification mark for
approved performance shown by an “ ’A’ enclosed by a diamond” and shall be tested
to the SANS 475 standard.
 Luminaires shall be delivered completely assembled with control gear, lamp holder,
reflectors, diffuser (bowl) and housing.
C.3. PRODUCTION
LED street lights will be produced from a midsized factory with automatic and semi-
automatic equipment. The objective is to build an efficient facility, which is able to save on
production time. Quality management is also a key deliverable with the production of LED
luminaires.
C.3.1. Production processes
The LED enterprise will produce LED luminaires from assembly to package through a one-
stop production scheme. The production process flow for the LED street light
manufacturing is detailed in Figure 30.
Figure 30: Production process flow
A more detailed explanation of the production process actions in Figure 30 is provided in

Table 24.

Table 24: Detailed production process

Action Details
Receive components All different components and raw materials are received from
respective suppliers
Inspect components Materials received are inspected for defects before using and
assembling as part of the product
Prepare components From this point, the preparation will differ for the different end-
products. From this, the wiring, PCB’s, etc. will also have different
specifications
Copper for wiring – cut to correct length
Aluminium housing – cut, drilled and cleaned
PCB’s – cut, drilled and cleaned
Placement of components Components are placed and spaced according to detailed
drawings and electrical assembly specifications
Assembly of components Components are glued or drilled in place as specified
Functional test The test confirms that the LED Luminaire functions as intended –
if not, it is returned to the repair-room
Visual inspection The test confirms that the LED conforms to visual specifications
with no visual defects – if not, it is returned to the repair room
Quality control Quality standard tests are carried out – if the product does not
conform to standards, it is returned to the repair room
Repair Repair line returns product to placement and assembly of
components to rectify issues identified during testing or reuse fit-
for-use components of an unfit product
Package and label Product is packaged and labelled
Storage Product is moved to storage area for distribution
Distribution Luminaires are distributed to clients
C.3.2. Production inputs
The production input for the LED luminaires includes:

 Components :
 Utilities (electricity);
 Labour;
 Transport and
 Packaging materials
C.3.2.1. Components
Components for the production process include the following:

 Control module (assembled PCB)
 Assembled LED array
 Aluminium housing(casing)
C.3.2.2. Utilities
Electricity will be used for assembly and testing purposes. Table 25 summarises annual
utility cost to the enterprise.
Table 25: Utility costs

Annual
Utility Unit of measure Rate Annual costs
consumption
Electricity (general use ) 36 000 kWh R 1.13 R 40 680
Electricity(equipment) 80 000 kWh R 1.13 R 90 400
Water 112 Kl R16 R 64 800
C.3.2.3. Production cycles and outputs
The enterprise will operate weekly from Monday to Friday (i.e. 20 days per month), and
eight hours per day. The enterprise will able to produce 100 units a month in the first two
years of operation. This capacity will be quadrupled from year 4 to 6 and the final phase
will produce 8 600 units per annum.
Table 26 shows how the production capacity will increase in three phases. The first phase
will be two years, the second phase three years, and from year six the facility will operate
at nominal capacity.
Table 26: Production phases

Municipal Roads National
Phases Year Demand Roads
Demand African
Rural Urban
Exports
One 1-2 480 720 400
Two 3-5 1 200 1 800 1 100
Three 6 on wards 1 200 1 800 1 100 4 500
C.3.3. Equipment
Table 27, highlights the cost of equipment required by the business.
Table 27: Cost of equipment

Power
Equipment Units Cost Price (FOB)
Consumption
Production line
Wire bonder 10 kW 1 R 140 000 R 140 000
Welding wire machine 10 kW 5 R 5 000 R 25 000
Sealing / packaging machine 10 kW 1 R 120 000 R 120 000
Spectrometer 0.75 kW 2 R 40 000 R 80 000
Braiding / taping machine 0.75 kW 2 R 20 000 R 40 000
Drying cabinet n/a 1 R 10 000 R 10 000
Lamps photoelectric testing
0.75 kW 1 R 60 000 R 60 000
instrument
LED optoelectronic devices 0.75 kW 4 R 20 000 R 80 000
High low temperature test box 2 R 30 000 R 60 000
Assembly line
Plug line 10 kW 1 R 20 000 R 20 000
Assembly line (automatic belt line) n/a 1 R 170 000 R 170 000
Total R 805 000

C.3.4. Handling and storage
IPC prescribes the following guidelines relevant to the LED enterprise. Care must be taken
during assembly and acceptability inspections to ensure product integrity at all times.
Moisture sensitive components (as classified by IPC/JEDEC J-STD-020 or equivalent
documented procedure) must be handled in a manner consistent with IPC/JEDEC J-STD-
033 or an equivalent documented procedure.
The guidelines in handling electronic assemblies are as follows:

 Keep workstations clean and neat. There must not be any eating, drinking, or use of
tobacco products in the work area.
 Minimise the handling of electronic assemblies and components to prevent damage.
 When gloves are used, they need to be changed as frequently as necessary to
prevent contamination from dirty gloves.
 Solderable surfaces are not to be handled with bare hands or fingers. Body oils and
salts reduce solderability, promote corrosion and dendritic growth. They can also
cause poor adhesion of subsequent coatings or encapsulates.
 Do not use hand creams or lotions containing silicone since they can cause
solderability and conformal coating adhesion problems.
 Never stack electronic assemblies or physical damage may occur. Special racks need
to be provided in assembly areas for temporary storage.
 Always assume the items are electrostatic-sensitive device (ESDs) even if they are not
marked.
 Personnel must be trained and follow appropriate ESD practices and procedures.
 Never transport ESDs unless proper packaging is applied.
C.3.5. Space requirements
Approximately 1 000 m² is required to for adequate product assembly and testing facilities.
C.3.6. Factory layout
Figure 31 shows the factory layout modelled on the standard electronic assembly line
(Allington, 2006).

Kitchen /
R&D Lab
Dining Area Office
52 sq m
Boardroom
General
Manager
Testing Units
Qaulity
High low
temperatur Lamps LED optoelectronic
e test box Spectrometer photoelectric
testing instrument
devices
Component
Store
Administrator
Senior
Engineer
Assembly
line
Welding Braiding /
Wire wire taping
bonder machine machine
Component
Office
Preparation 81 sq m
WIP &
Finished
Goods
Drying
cabinet
Figure 31: Factory layout
The 1 000 m2 facility will be constructed within the Mahikeng industrial area zoned for the
IDZ. The cost of construction, including professional fees is estimated at R8.26 million.
Table 28 shows space allocation for the facility.
Table 28: Construction cost

2
Structures Area (m )
Boardroom 25
Offices (total) 75
Kitchen / dining area 50
Component Store 115
Finished goods storage 115
Test Bay 50
R&D Lab 30
Ablutions 40
Assembly area 100 (to be occupied)
400 (Expansion)
Total 1 000

C.4. SUPPLY CHAIN LOGISTICS

Both the inbound and outbound logistics rely heavily on collecting from suppliers and
delivering to clients. This is detailed in Table 29.
Table 29: Inbound logistical information

Item Collect / Deliver Receiving logistics
Copper wiring Collect The closest copper suppliers are situated in Gauteng
(Flexicor, Copalcor and Transwire are all based in
Johannesburg)
Aluminium Delivered A Johannesburg based enterprise by Engineering Drawing
Poles and and Design has been identified as a supplier of street lights
Housing aluminium housing and poles
LED light Collected Communica
components
(driver, AC/DC
convertors/chips
PCB’s Delivered Receive from within complex
Packaging Delivered Order packaging in bulk
The market for the first phase of LEDs is focussed on the North-West province within
which the enterprise will be situated. The furthest point of the province from the anticipated
location in Mafikeng is approximately 300 km. The furthest edge of Gauteng also falls
within a 350 km radius making it very viable to include the Gauteng province in the supply
chain reach. The second phase of distribution is national and the anticipated delivery
radius will include other provinces.
The delivery of the retrofit units, which is only the lamp feature, will be delivered with an
entry-level van. This van will be purchased by the enterprise at a cost of about R250 000.
The supplier of poles for new street lights units will deliver to the client’s site and it will not
require an additional vehicle. It is anticipated that with proper logistics management, the
one vehicle can service both the supply and delivery.
C.5. REGULATORY COMPLIANCE

Table 30 tabulates all relevant quality standards, applicable to the manufacture or
assembly of LED Streetlights.

Table 30: Table of quality standards relevant to LED luminaires

Standard Details
SANS 475:2006 Luminaires for interior lighting, street lighting and floodlighting -
performance requirements
ARP 035: 2005 Guidelines for the installation and maintenance of street lighting.
SANS 1088: 2004 Luminaire entries and spigots
SANS 1250: 1991 Capacitors for use with fluorescent and other discharge lamp ballasts
SANS 1266: 2002 Ballasts for discharge lamps (excluding tubular fluorescent lamps)
SANS 1574: 2004 Electrical cables – flexible cords and flexible cables
SABS IEC 922:1989 Ballasts for discharge lamps (excluding tubular fluorescent lamps)
SABS IEC 60923:2001 Ballasts for discharge lamps (excluding tubular fluorescent lamps) –
performance requirements
SABS IEC 926:1995 Auxiliaries for lamps – starting devices: general and safety
requirements
SABS IEC 60927:2005 Starting devices (other than glow starters) – performance
requirements
SABS IEC 61048:2006 Capacitors for use in tubular fluorescent and other discharge lamp
circuits: general and safety requirements
SABS IEC 61049:1991 Capacitors for use in tubular fluorescent and other discharge lamp
circuits - performance requirements
SANS 529: 2001 Heat-resisting wiring cables
SANS 1507: 2002 Electric cables with extruded solid dielectric insulation for fixed
installations
VC 8011:1999 Lamp holders
SANS 1777:2004 Photoelectric control modules for lighting (PECUs)
SABS ISO 1461:2000 Hot dip galvanised coatings on fabricated iron and steel articles -
Specifications and test methods
SANS 556-1:2004 Low-voltage switchgear Part 1: circuit-breakers
BS 1490: 1988 Specification for aluminium and aluminium ingots and castings for
general engineering purposes.
C.5.1. Quality management
The IPC has released the IPC-A-610D standard which mainly focuses on the
“Acceptability of Electronic Assemblies”. The standard focuses on two main principles of
standardisation which are design for manufacture (DFM) and design for the environment
(DFE). The standard gives guidance into the acceptability of electronic assemblies
internationally, mainly focussing on:
 PCB Orientation: This guides the typical acceptance criteria and checking points on
all PCBs. These checking points are applied to the primary side, secondary side,
solder source side, solder destination side etc.
 Inspection methodology: This specifies that accept or reject decisions must be
based on documentation such as contracts or specifications. It further specifies how
inspection should be handled if automated inspection technology (AIT) is used.
 Prevention of Electrical Overstress (EOS) / Electrostatic Discharge (ESD): ESD is
the rapid transfer of a static electric charge from one object to another of a different
potential that was created from electrostatic sources. When an electrostatic charge is
allowed to come in contact with or close to a sensitive component it can cause
damage to the component. EOS is the internal result of an unwanted application of
electrical energy that results in damaged components. This damage can be from many

different sources, such as electrically powered process equipment or ESD occurring

during handling or processing. The IPC-A-610D guides on the prevention of both the
EOS and ESD by suggesting different packaging materials (e.g. static shielding
materials) and handling methodologies (e.g. use of finger cots)
 Installation of hardware: The standard further provides guidelines on the installation
of hardware. These guidelines include specification around electrical clearance,
interference, threaded fasteners, torque and wiring.
This standard should be at the core of the enterprise’s efforts to maintain superior quality.
It is further advised that the enterprise affiliates with the IPC in order to unlock access to
international progression in the quality improvement of electronic products.
C.5.2. Environmental requirements
C.5.2.1. Environmental impact
An assessment was carried out to determine if there would be any environmental

regulations to comply with. Based on a high level assessment, a basic assessment
accompanied by a waste management licence will be necessary. This could take between
six and nine months. It is estimated to cost R100 000 (including VAT)
C.5.2.2. Air emissions
The manufacture of electronic components is associated with various waste

characteristics. For instance, manufacture of PCBs releases air emissions as it includes
use of acids such as sulphuric, phosphoric, hydrochloric, nitric and acetic among others.
This leads to the emissions of ozone depleting substances. However, the manufacture of
electronic LED is less prone to release such atmospheric emissions and as such is low
risk.
C.5.2.3. Solid and hazardous wastes
Solid and hazardous wastes from semiconductor manufacture may include: heavy metals,
solder dross (solder pot skimmings), arsenic, spent epoxy and waste organic solvents
(which represents the largest waste). In PCB operations, solid wastes may include scrap
board materials, plating and hydroxide sludges, and inks. The manufacture of printed
wiring assemblies solid wastes, however, may include solder dross, scrap boards,
components, organic solvents and metals. These are all components of electronic LED. It
is therefore anticipated that during rework and repair these solid wastes may be released.
C.5.3. Land tenure
The enterprise will be housed in a newly built facility in the envisaged Mahikeng Special
Economic Zone.

C.6. ORGANISATIONAL DESIGN

The enterprise will aim to create sustainable employment and at the same time supply a
reliable end-product. The organisation’s success therefore greatly depends on the
employees and implementation of company structure.
C.6.1. Human resource requirements
It is anticipated that electronic production will require eight employees in total, as detailed
per job title in Table 31.
Table 31: Human resource requirements

Human Roles and responsibilities No. Monthly Total
resources of cost per annual cost
staff employee
General  Management of the enterprise and its staff 1 R 37 500 R 450 000
Manager  Marketing of the products
 Stakeholder interaction and management
 Reporting (to all stakeholders)
 Coordination of interest forums
 Compliance with applicable policies,
legislative and regulatory frameworks
 Ultimate responsibility for financial
management
Senior  Planning, coordination and control of 1 R 25 915 R 310 980
engineer manufacturing processes
 Ensuring that products are produced
efficiently and that the correct quantities
are produced at the right cost and quality
level
Administrator  Setup and operation of the printer machine 1 R 7 500 R 90 000
to print syringe barrels
Operators  They will work as product assemblers. 2 R 4 000 R 96 000
Artisan  Provide the technical skills into each part of 2 R 8 000 R 192 000
the assembly machines.
Driver  Packing and delivering the LEDs 1 R 4 500 R 54 000
Storeman  Stock and supplies controls 1 R 4 000 R 48 000
Cleaner  Ensuring that areas are cleaned to the 1 R 2 505 R 30 060
highest standards at all times
 Maintaining health and safety standards at
all times
 Ensuring that equipment is cleaned,
maintained and stored correctly
TOTAL 10 R 1 271 040
C.6.2. Organogram
The enterprise will operate according to the operational organogram in Figure 32.

Figure 32: Organisational structure
C.6.3. Institutional Arrangements
It is recommended that the legal entity to be used in the LED enterprise should be a co-
operative. This recommendation considered the type of ownership and management
structure of a business entity that can attract grant funding. A co-operative is a distinct
form of enterprise that provides services and/or products to the market and with its
members forming part of its operational value chain. Profits, known as surpluses in a co-
operative, are divided among members in relation to the amount of the business each
member did with the co-operative. There must be at least five founding members (people)
in order to form a primary co-operative.
For governance purposes, it is recommended that the Board include independent directors
representing relevant stakeholders, to protect the interests of all parties. The Board will
give governance and strategic direction to the cooperative through its management board
which will consist of cooperative management members. Figure 33 represents the model
Board with Independent

Directors from:
EED
Management board
MLM
Seda NW
Invest North West
LED Assembly
Cooperative
Figure 33: Enterprise model

C.7. RISK MANAGEMENT

Every investment is exposed to some level of risk. It is therefore important to identify and
analyse those risks, and implement mitigation measures to manage its impact.
A number of risks are foreseen and possible ways to mitigate these risks are listed in
Table 32.
Table 32: Risk factors, impact and mitigation

Overall
Risk factor Likelihood Impact risk Mitigation
rating
1. Unavailability of High High High  Contingency plan to establish a
components network of suppliers
 Identification of alternative or
backup suppliers
2. Supply low quality Medium High Medium  Conducting a due diligence on
products suppliers
 Investing heavily on the
engineering and quality
assurance
3. Increase of High High High  Sensitivity analysis of cost prices
components cost  Negotiating favourable contracts
with suppliers
4. Increase of labour Medium High Medium  Adherence to budgeted salary
costs costs
 Maintain good labour relations
5. Disruption to utility High High High  Maintain good relations with the
supply local authorities
 Consider own backup power
supply
6. Crime (potential High High High  Employ security company to
theft and robbery) safeguard assets
7. Inferior equipment Low Medium Low  Only use knowledgeable and
recommended equipment
suppliers
8. Improper handling Medium Medium Medium  Employ suitable personnel
of equipment by  Provide adequate training on the
operators operation of equipment
9. Inability to attract Low Medium Low  Offer remuneration in line with
suitably qualified industry trends
personnel  Comply with all applicable labour
legislation
10. Conflict and High Medium High  Clarification of expectations
misalignment of before implementation and
expectations from establishment of the business
community  Documented roles and
members responsibilities of all stakeholders
11. Labour unrest High Low Medium  Ensure the inclusion of clauses
mitigating against this into
supplier contracts
 Identification of alternative or

Overall
Risk factor Likelihood Impact risk Mitigation
rating
backup suppliers
12. Political change Medium Low Low  Establish a good relationship with
due to both government and political
government stakeholders
change
13. Major breakdown Low Medium Low  Ensure proper usage and
of equipment maintenance of equipment
14. Inability to High High High  Build a strong distribution
achieve income channel and understand the
targets Tendering process

APPENDIX D FINANCIAL ANALYSIS

D.1. INTRODUCTION
Based on a comprehensive list of assumptions (refer to APPENDIX E ), a financial model
was prepared for the LED Enterprise. The main assumptions that underpin the model are
as follows:
 The enterprise will phase products as follows:
 Year one and two – 50 W luminaire (480), 80 W luminaire (720) and 150 W
luminaire (400).
 Year three to year five – 50 W luminaire (1 200), 80 W luminaire (1 800) and
150 W luminaire (1 100).
 From Year 6 onwards – 50 W luminaire (1 200), 80 W luminaire (1 800) and
150 W luminaire (5 600).
 At full capacity, the enterprise will produce a total of 8 600 luminaires combined.
 The selling price for the products are benchmarked with other competitive prices for
products in the same categories
 Inflation is assumed to be 7% for the next ten years; hence costs and sales prices are
escalated at 7% per annum.
 Depreciation rates for infrastructure and equipment are set at the standard South
African Revenue Service (SARS) wear and tear rates.
D.2. COSTS
For any operation there are three types of costs that need to be taken into account. These
are investment costs, direct operating costs and indirect operating costs.
Investment costs are typically once-off costs incurred during the set-up of the production
facility or establishment phase for items such as:
 Capital expenditure;
 Pre-production expenses; and
 Working capital.
Both direct and indirect operating costs are incurred once operations start. Direct operating
costs are directly linked to the number of products produced and sold (such as raw
material costs). Indirect costs are incurred irrespective of the number of products produced
and cold (for example salaries).
D.2.1. Investment costs
The investment costs for this enterprise are summarised in Table 33.

Table 33: Investment costs

Items for purchase Establishment Year 1 Year 2
Year 1 & 2 (Operations) (Operations)
Civil works Building construction R 8 260 000
Plant machinery Assembly Line R 1 055 000
and equipment Packaging Line
Equipment Testing
Accessories
Bakkie
Auxiliary and Telephone R 3 000
service plant connections
equipment
Incorporated fixed Basic canteen R 135 225.50
assets furniture
Office furniture
Boardroom furniture
Computers
Laptop computer
Software(MS office)
Software(Pastel)
Desktop Printers
Printer
Telephone hand sets
Engineering design Product design R 1 990 000
cost
Pre-production Company formation R 837 620
expenditure Training
Marketing
Recruitment
Consultants
(Environmental
compliance)
Contingencies R 1 228 432.05
Working capital R 1 566 000 R 495 000
TOTAL R 13 509 277.55 R 1 566 000 R 495 000
A breakdown of establishment costs is shown in Figure 34.

Civil works
9%
6% Plant machinery and

equipment
Auxiliary and service plant
equipment
15%
Incorporated fixed assets
(project overheads)
Engineering design cost
1% 61%
0.02% 8% Pre-production expenditure
Contingencies
Figure 34: Investment cost breakdown
About 61% of the total investment costs will be for plant building and civil works. Some of
the equipment such as computers, the bakkie and furniture will be replaced in the third,
fifth and sixth years respectively.
D.2.2. Direct costs
The direct or product related costs of the operation are incurred only when products are
produced to be sold. These costs include the following:
 Components;
 Packaging; and
 Outbound logistics.
The cost breakdown of assembling 50 W, 80 W and 150 W luminaires was analysed. The
summaries are depicted in Figure 35, Figure 36 and Figure 37 respectively.

50 W LED luminaire
1%
0.07%
0.29%
8%
assembled pcb
assembled led array
aluminium casing
35%
electricity
56%
packaging
transportation
Figure 35: Cost breakdown for 50 W LED streetlight luminaire
About R1 765 407.01 will be spent on the production of 50 W LED streetlight luminaire in
the first year of operation.
80 W luminaire
0.24%
0.06% 0.42%
7%
Control unit
Assembled led array
46% Aluminium casing
Electricity
47%
Packaging
Transportation
About R3 191 918.89 will be spent on the production of 80 W LED street light luminaires in
the first year of operation.

0.04% 150 W luminaires

0.18% 0.1%
5%
Control unit
34% Assembled led array
Aluminium casing
Electricity
Packaging
61%
Transportation
About R2 410 492.99 will be spent on the production of 150 W LED street light luminaires
in the first year of operation.
D.2.3. Indirect costs
Indirect costs in an enterprise are incurred irrespective of whether products are

manufactured and sales are made. The total indirect costs for the first year of production
will be R2 345 887 excluding depreciation.
Figure 38 shows the distribution of indirect costs.
Indirect costs
2%
0.08%
Electricity(General use)
Water
19%
Labour
Factory overhead costs
stationery
10%
audit fees
0.38% bank fees

4%
60% telephone
1%
0.26% internet
1% 3% insurance
0.51% security
Figure 38: Indirect costs
The highest indirect cost contributor is labour at 60%, followed by depreciation at 31%.

The enterprise would not have direct control over utility prices, but needs to save electricity
wherever possible. In addition, the labour costs need to be managed well to ensure that
these costs do not escalate to unacceptable level.
D.3. SALES
Table 34 shows the sales forecast quantities and revenue during different stages of
production
Table 34: Sales forecast
(150 W) (80 W) (50 W)
Product Price R 7 744 R 5 697 R 5 021
Sales Volumes per Annum Grand total
(Year 1 & 2)
Phase one
Rural Municipal 480

Light
Urban Municipal 720
Light
SANRAL 400
Ave. revenue / yr. R 3 097 516.33 R 4 101 659.26 R 2 410 052.06 R 9 609 228
(Year 3 to 5)
Phase two
Light
Light
SANRAL 1 100
From Year 6
Phase three
Light
Light
SANRAL and 5 600
Africa
D.4. PREDICTED TEN YEAR FINANCIAL STATEMENTS

Based on the cost and sales assumptions, projected ten year cash flow statements,
income statements and balance sheet were prepared.
D.4.1. Income Statement
The primary purpose of the income statement is to report the enterprise's earnings to
interested and affected parties such as investors, shareholders, employees and creditors
over a specific period of time. It matches the corresponding expenses to the revenue. The
income statement, sometimes referred to as the statement of earnings or statement of

operations, presents a picture of enterprise’s profitability over the entire period of time
covered. The predicted income statement of this enterprise is shown in Table 35.

Table 35: Income statement

Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 Year 9 Year 10
Sales revenue 9 609 520 10 282 186 28 391 459 30 378 861 32 505 382 83 656 881 89 512 863 95 778 763 102 483 277 R 109 657 106
Less variable costs 7 227 288 7 733 198 21 363 090 22 858 506 24 458 601 63 479 713 67 923 293 72 677 923 77 765 378 R 83 208 954
VARIABLE MARGIN 2 382 232 2 548 988 7 028 370 7 520 355 8 046 780 20 177 168 21 589 570 23 100 840 24 717 899 R 26 448 151
Less fixed costs 2 345 887 2 479 310 2 622 073 2 778 046 2 941 496 3 067 070 3 263 790 3 464 023 3 678 272 R 3 914 525
Material 42 472 45 445 48 626 52 030 55 672 59 569 63 739 68 201 72 975 R 78 083
Personnel 1 414 980 1 514 029 1 620 011 1 733 411 1 854 750 1 984 583 2 123 503 2 272 149 2 431 199 R 2 601 383
Depreciation 439 837 439 837 439 837 443 053 443 053 393 737 403 323 403 323 403 323 R 410 330
Other fixed costs 448 598 480 000 513 600 549 552 588 020 629 182 673 225 720 350 770 775 R 824 729
GROSS PROFIT 36 345 69 678 4 406 296 4 742 309 5 105 284 17 110 098 18 325 780 19 636 817 21 039 627 R 22 533 627
TAXABLE PROFIT 36 345 69 678 4 406 296 4 742 309 5 105 284 17 110 098 18 325 780 19 636 817 21 039 627 R 22 533 627
Income (corporate) tax 10 177 19 510 1 233 763 1 327 847 1 429 480 4 790 827 5 131 218 5 498 309 5 891 095 R 6 309 415
NET PROFIT 26 168 50 168 3 172 533 3 414 463 3 675 805 12 319 270 13 194 561 14 138 508 15 148 531 R 16 224 211

Table 35 shows that the enterprise would be profitable from its first year of operation.
These results indicate the potential for this opportunity to be turned into a sustainable
enterprise.
D.4.2. Balance Sheet
The balance sheet, also known as a "statement of financial position", reveals the
enterprise’s assets, liabilities and owners' equity (net-worth). The purpose of the balance
sheet provides an idea of the enterprise's financial position, along with displaying what it
owns and owes.
The projected balance sheet of the enterprise is illustrated in Table 36.

Table 36: Balance sheet

Establish- Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 Year 9 Year 10
ment year
1&2
TOTAL ASSETS 13 510 000 15 812 182 16 338 718 20 765 348 24 192 264 28 007 147 43 906 875 57 146 165 71 690 995 87 268 522 103 951 760
Total current assets 722 2 742 741 3 709 114 8 499 335 12 369 304 16 612 830 32 732 053 46 374 666 61 322 819 77 189 94 282 813
246
Inventory on materials & 0 614 103 644 559 1 801 601 1 905 020 2 038 371 5 350 596 5 660 451 6 056 683 6 480 651 6 934 296
supplies
Work in progress 0 24 682 25 992 64 875 68 660 73 467 184 260 195 002 208 653 223 258 238 886
Finished product 0 177 593 190 024 457 826 489 874 524 165 1 286 309 1 376 351 1 472 695 1 575 784 1 686 089
Accounts receivable 0 1 522 223 1 628 779 3 924 221 4 198 917 4 492 841 11 025 508 11 797 293 12 623 104 13 506 14 452 192
721
Cash-in-hand 0 36 236 38 773 41 487 44 391 47 498 50 823 54 381 58 187 62 261 66 619
Cash surplus, finance 722 367 904 1 180 987 2 209 325 5 662 442 9 436 488 14 834 556 27 291 187 40 903 496 55 340 70 904 730
available 571
Total fixed assets, net of 13 509 278 13 069 441 12 629 604 12 266 013 11 822 960 11 394 317 11 174 822 10 771 499 10 368 176 10 079 9 668 947
depreciation 277
Fixed investments 0 10 681 658 10 681 658 10 681 658 10 757 903 10 757 903 10 772 314 10 946 555 10 946 555 10 946 11 060 978
555
Construction in progress 10 681 658 0 0 76 245 0 14 411 174 241 0 0 114 424 0
Total pre-production 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620 2 827 620
expenditures
Less accumulated 0 439 837 879 673 1 319 510 1 762 563 2 205 616 2 599 353 3 002 676 3 405 999 3 809 322 4 219 652
depreciation
TOTAL LIABILITIES 13 510 000 15 812 182 16 338 718 20 765 348 24 192 264 28 007 147 43 906 875 57 146 165 71 690 995 87 268 522 103 951 760
Total current liabilities 0 710 013 691 382 1 945 478 1 957 931 2 097 010 5 677 467 5 722 196 6 128 518 6 557 514 7 016 540
Total equity capital 13 510 000 15 076 000 15 571 000 15 571 000 15 571 000 15 571 000 15 571 000 15 571 000 15 571 000 15 571 15 571 000
000
Reserves, retained profit 0 0 26 168 76 336 3 248 870 6 663 332 10 339 137 22 658 407 35 852 969 49 991 65 140 008
brought forward 477
Retained profit 0 26 168 50 168 3 172 533 3 414 463 3 675 805 12 319 270 13 194 561 14 138 508 15 148 16 224 211
531
Net worth 13 510 000 15 102 168 15 647 336 18 819 870 22 234 332 25 910 137 38 229 407 51 423 969 65 562 477 80 711 96 935 220
008

The balance sheet shows a positive net worth, which is an indication that the enterprise
would have sufficient assets to meet its liabilities, both in the short and long-term.
D.4.3. Cash Flow Statement
The cash flow statement discloses how the enterprise raises money and how it spends
those funds during a given period. It also measures its ability to cover its expenses in the
short term. Generally speaking, a business that is consistently earning more cash than it
spends is considered to be of good value.
Table 37 shows the projected cash flow of the enterprise.

Table 37: Cash flow statement

Year 1 & 2
TOTAL CASH 13 510 000 11 885 533 10 777 186 29 645 556 30 391 314 32 644 460 87 237 338 89 557 591 96 185 085 102 912 273 110 116 132
INFLOW
Inflow funds 13 510 000 2 276 013 495 000 1 254 096 12 453 139 079 3 580 457 44 729 406 322 428 996 459 026
Total equity 13 510 000 1 566 000 495 000 0 0 0 0 0 0 0 0
capital
Total short-term 0 710 013 0 1 254 096 12 453 139 079 3 580 457 44 729 406 322 428 996 459 026
finance
Inflow operation - 0 9 609 520 10 282 186 28 391 459 30 378 861 32 505 382 83 656 881 89 512 863 95 778 763 102 483 277 109 657 106
Sales
TOTAL CASH 13 509 278 11 518 352 9 964 103 28 617 218 26 938 197 28 870 415 81 839 270 77 100 961 82 572 775 88 475 198 94 551 972
OUTFLOW
Increase in fixed 13 509 278 0 0 76 245 0 14 411 174 241 0 0 114 424 0
assets
Fixed 10 681 658 0 0 76 245 0 14 411 174 241 0 0 114 424 0
investments
Pre-production 2 827 620 0 0 0 0 0 0 0 0 0 0
expenditures
(net of
interest)
Increase in 0 2 374 837 153 290 3 761 883 416 851 469 480 10 721 155 1 185 982 1 335 844 1 429 353 1 529 407
current assets
Operating costs 0 9 133 338 9 772 672 23 545 326 25 193 499 26 957 044 66 153 047 70 783 760 75 738 623 81 040 327 86 713 150
Income 0 10 177 19 510 1 233 763 1 327 847 1 429 480 4 790 827 5 131 218 5 498 309 5 891 095 6 309 415
(corporate) tax
Loan repayment 0 0 18 631 0 0 0 0 0 0 0 0
SURPLUS 722 367 181 813 083 1 028 338 3 453 117 3 774 046 5 398 068 12 456 631 13 612 309 14 437 074 15 564 160
(DEFICIT)
CUMULATIVE 722 367 904 1 180 987 2 209 325 5 662 442 9 436 488 14 834 556 27 291 187 40 903 496 55 340 571 70 904 730
CASH
BALANCE

The cash flow statement shows a positive net worth, which is an indication that the
enterprise would have sufficient assets to meet its liabilities, both in the short and long-
term.
A total investment of R15 571 000 grant funding will be needed as follows:
 Establishment: R13 510 000
If the required grant funding could be secured, the business will have a positive cash flow
from the beginning. Therefore, it is critical that the involved stakeholders make a long term
commitment to fund the establishment and operations of the business.
D.5. FINANCIAL ANALYSIS

D.5.1. Net Present Value(NPV)
The NPV compares the value of money today to the value of that same money in the
future, taking into account inflation and returns.
If a discount rate of 6% is used, the NPV for this venture is R44 463 490, which indicates a
positive return for the business.
D.5.2. Internal Rate of Return (IRR)
The IRR measures and compares the profitability of investments to each other. It is also
called the discounted cash flow rate of return.
The IRR for this venture is 26.81%, which is above the discount rate of 6%. Therefore, the
business has a strong chance to be financially viable.
D.5.3. Payback period
The payback period gives an indication of how long the business would have to operate to
generate profits, and before it will be able to repay the initial investment.
The payback period for this venture is seven years.
D.5.4. Sensitivity Analysis
Sensitivity analysis was conducted on different variables of the financial model, to

determine which changes would either negatively or positively affect the financial viability
of the enterprise. Table 38 shows the results of the sensitivity analysis.

Table 38: Sensitivity analysis

Likely Increase by 10% Decrease by 10%
NPV R 44 463 490 R 22 640 133 R 65 932 807
Components IRR 26.81% 17.51% 34.62%
NPV R 44 463 490 R 43 397 865 R 45 480 972
Labour Costs IRR 26.81% 26.24% 27.34%
Payback period 7 7 7
NPV R 44 463 490 R 72 608 140 R 15 835 736
Product
IRR 26.81% 36.42% 14.5%
Selling Prices
When components, labour costs and selling prices are increased or decreased by 10%,
the NPV remains positive and the IRR is still above the discount rate of 6%.
An additional R1.8 million (in year 1) in grant funding will be required if the costs of
components are increased by 10%, whilst an additional amount of R1.2 million (year 1 and
3 combined) will be required if the selling price is decreased by 10%.
D.6. ECONOMIC BENEFITS OF THE BUSINESS

The establishment of government funded ventures mainly aim at sparking economic
activity in a chosen specific area. Job creation also remains high on the government
agenda. It is therefore important to analyse the potential for this venture to create jobs and
livelihoods in Mahikeng.
D.6.1. Gross Value Added (GVA)
The GVA, also known as the localised gross domestic product (GDP) is a measure of the
value of goods and services produced in an area, industry or sector of the economy. It
takes into account revenues, final sales and net subsidies, which are incomes to the
business, as well as salaries, wages and dividends. The GVA is an indication of the
economic activity that can take place in a certain geographical area, brought about by
establishment or operation of a venture. GVA in this study has been calculated by adding
the average net profit, the average annual depreciation and the salary spend.
The GVA for this venture is expected to average at R10 513 387 per annum.
D.6.2. Jobs
Based on the number of people needed to operate machinery, management and auxiliary
staff, the venture could yield 10 direct job opportunities. The job opportunities would
include the following:
 Qualified staff: General Manager, Senior Engineer, Artisans (X2) and Administrator;
 Grade 12 level jobs: Operators (X2), Store-man; and

 Low skill jobs: Truck Driver and Cleaner

APPENDIX E FINANCIAL ASSUMPTIONS

Assumptions for the financial model

Description Value Sources/Note
s
1.Project ID
Project Type: Industrial
level of Feasibility Study
Analysis:
Project Title NW Electronic LED Project
Project • New project
Classification:
Depth of Financial
Analysis:
Special • Inflation
Features: • Escalate first year= 0 times
• Stock model=By total
2.Planning
Horizon
Month of (month in which annual reporting needs to be done) 12
Balance
Construction • Beginning month & year=01/2016
phase • length=12 months
Production • length= 10 years
phase • length of start-up phase=months(included in above years)
• Reference year=10 (no of years after start by which payback will happen)
3.Products Name Start of End of Nominal Capacity
Production Production
Products: 50 W LED streetlight luminaires 2016 2026 1 200
80 W LED streetlight luminaires 2016 2026 1 800
150 W LED streetlight luminaires 2016 2026 5 600
4.Currencies 8 600 units
Currency • Type=Local
• Name=South African Rand
• Abbreviation=ZAR
• Exchange Rate=N/A
5.Inflation
Inflation Rate: 7% for each year, except for first year (All costs and sales prices will be increased annually by this percentage)
6.Joint
Venture
Partner
Joint Venture Not applicable
Partner

7.Discountin
g
Total • Rate (%) = 6%
investment: • Length= 11 years
Total equity • Rate (%) = 6%
capital: • Length= 11 years
For all Joint • Rate (%) = 6%
Venture • Length= 11 years
Partners:
8.Fixed
Investments:
Description Supplier Depreciation Years of Quantit Cost(ZAR) Total
Years (Use Purchase y
SARS
Wear&Tear
Rates)
Building Construction and Civil Brighton
Works estimatess
divide by 4
Building works 30 Y0 1 R 7 000 000 R 7 000 000
Professional fees 30 Y0 1 R 1 260 000 R 1 260 000
R 8 260 000
Fixed Plant machinery & equipment:
Investments: Production line
Wire bonder 10 Y0 1 R 140 000 R 140 000
Welding wire machine 10 Y0 5 R 5 000 R 25 000
Sealing / packaging machine 10 Y0 1 R 120 000 R 120 000
Spectrometer 10 Y0 2 R 40 000 R 80 000
Braiding / taping machine 10 Y0 2 R 20 000 R 40 000
Drying cabinet 10 Y0 1 R 10 000 R 10 000
Lamps photoelectric testing 10 Y0 1 R 60 000 R 60 000
instrument
LED optoelectronic devices 10 Y0 4 R 20 000 R 80 000
High low temperature test box Various 10 Y0 2 R 30 000 R 60 000 Reference to
Organisation catalogue
Assembly line R 615 000
Plug line 10 1 R 20 000 R 20 000

Assembly line (automatic belt line) 10 1 R 170 000 R 170 000
R 190 000
One large bakkie - NV 200 Panel 5 Y0 1 R250 000 R 250 000

Van
Auxiliary & service plant
equipment:
•Telephone connections Telkom Y0 4 R 750 R 3 000
Incorporated fixed assets(project
overheads):
•Basic canteen furniture Retail shops 6 Y0, Y6 1 R 12 540 R 12 540
Office furniture 6 Y0, Y6 3 R 7 524 R 22 572
•Boardroom furniture 6 Y0, Y6 1 R 15 000 R 15 000
•Computers Incredible 3 Y0, Y3,Y6,Y9 3 R 13 999 R 41 997
connection
•Laptop computer Incredible 3 Y0, Y3,Y6,Y9 1 R 8 999 R 8 999
connection
•Software(MS office) Incredible 3 Y0, Y3,Y6,Y9 4 R 3 900 R 15 600
connection
•Software(Pastel) Incredible 5 Y0, Y5 1 R 2 600 R 2 600
connection
•Desktop Printers Incredible 5 Y0, Y5 1 R 1 999 R 1 999
connection
•Laser all-in-one Incredible 5 Y0, Y5 1 R 3 999 R 3 999
connection
•Telephone hand sets Incredible 5 Y0, Y5 4 R 599 R 2 396
connection
R 127 701.50
Preproduction Expenditure
Research and Development SABATEK Y0 1 R 1 990 000 R 1 990 000
(Engineering Design)
Company Formation Y0 1 R 37 620 R 37 620
•Training Y0 1 R 250 000 R 250 000
•Marketing Y0 1 R 300 000 R 300 000
•Recruitment Y0 1 R 150 000 R 150 000
•Consultants (Environmental Y0 1 R 100 000 R 100 000
Compliance)
R 2 827 620
Contingencies Y0 R 1 227 032.15 10% of Total

investment
costs
9.Production
Costs
Indirect Description Years Quantit Cost(ZAR)

Costs: y
Utilities:
Electricity(general Use) Y1-Y10 1 R 40 680 R 40 680
Water(general use) Y1-Y10 112 R 16 R 1 792 (Per capita
50l/day*#ppl*2
24days/1000)*
R16
R 42 472
Labour:
General Manager Y1 - Y10 1 R 450 000 R 450 000 Industry and
location based
Administrator Y1 - Y10 1 R 90 000 R 90 000 Industry and
location based
Senior Engineer Y1 - Y10 1 R 310 980 R 310 980 Industry and
location based
Artisan Y1 - Y10 4 R 96 000 R 384 000 Industry and
location based
Storeman Y1 - Y10 1 R 48 000 R 48 000 Industry and
location based
Driver Y1 - Y10 1 R 54 000 R 54 000 Industry and
location based
Cleaner Y1 - Y10 1 R 30 060 R 30 060 Industry and
location based
R 1 367 040
Factory overhead costs:

•Safety clothing Y1 - Y10 9 R 700 R 6 300 Makro
•Finger cots Y1 - Y10 60 R 42 R 2 530 300pc/bag,
based on each
person using 4
pairs a day
•General maintenance Y1 - Y10 12 R 500 R 6 000
•Consumables Y1 - Y10 1 R 8 050 R 8 050
•Cleaning materials Y1 - Y10 12 R 1 500 R 18 000
SDL Y1-Y10 1 R 13 670 R 13 670
UIF Y1-Y10 1 R 13 670 R 13 670
R 68 221
Administrative overhead costs
•Stationary Y1 - Y10 12 R 1 000 R 12 000

•Audit fees Y1 - Y10 1 R 20 000 R 20 000

•Bank fees FNB Y1 - Y10 12 R 500 R 6 000
•Telephone monthly costs Telkom Y1 - Y10 12 R 1 200 R 14 400
•Internet monthly costs Afrihost Y1 - Y10 12 R 750 R 9 000
•Insurance Y1 - Y10 1 R 94 427 R 94 427 1% of assets
costs
•Security Retail Y1 - Y10 12 R 19 380 R 232 560
security
services
R 388 387.02
150 Watt Description Years Quantity Cost(ZAR)

Retrofit Raw Materials
Assembled PCB Y1 - Y10 5600 R 293 R 1 638 000 purchased
from PCB
enterprise
Assembled LED Array Y1 - Y10 5600 R 3 600 R 20 160 000 purchased
from PCB
enterprise
Aluminium Housing - Casing Y1 - Y10 5600 R 2 000 R 11 200 000
Electricity Y1 - Y10 5600 R 11 R 58 856
Packaging (bubble wrapping) - Factory supplies Y1 - Y10 112 R 121 R 13 552 Mackro 1sqm
per Lamp
Transportation (Factory o/h) Y1 - Y10 24 R 1 368 R 32 820
R 33 103 228 R5 911.29
Assembled PCB Y1 - Y10 1800 R 293 R 526 500 purchased
from PCB
enterprise
from PCB
enterprise
Aluminium Housing - Casing Y1 - Y10 1800 R 2 000 R 3 600 000 Engineering
Drawing and
Design
Estimate
per Lamp
R 7 827 594 R4 348.66


Assembled PCB Y1 - Y10 1200 R 293 R 351 000 purchased
from PCB
enterprise
from PCB
enterprise
Aluminium Housing - Casing Y1 - Y10 1200 R 2 000 R 2 400 000 Engineering
Drawing and
Design
Estimate
per Lamp
R 4 599 336 R3 832.78
10.Sales Description
Programme
Product Sales: Years Quantity Price(ZAR) Total sales
150 Watt Retrofit Y1 400 R 7 744 R 3 097 516 31% markup
Y2 400 R 7 744 R 3 097 516
Y3 1 100 R 7 744 R 8 518 170
Y4 1 100 R 7 744 R 8 518 170
Y5 1 100 R 7 744 R 8 518 170
Y6 5 600 R 7 744 R 43 365 229
Y7 5 600 R 7 744 R 43 365 229
Y8 5 600 R 7 744 R 43 365 229
Y9 5 600 R 7 744 R 43 365 229
Y10 5 600 R 7 744 R 43 365 229
Y2 720 R 5 697 R 4 101 659
Y3 1 800 R 5 697 R 10 254 148
Y4 1 800 R 5 697 R 10 254 148
Y5 1 800 R 5 697 R 10 254 148
Y6 1 800 R 5 697 R 10 254 148
Y7 1 800 R 5 697 R 10 254 148
Y8 1 800 R 5 697 R 10 254 148
Y9 1 800 R 5 697 R 10 254 148
Y10 1 800 R 5 697 R 10 254 148
Y2 480 R 5 021 R 2 410 052
Y3 1 200 R 5 021 R 6 025 130

Y4 1 200 R 5 021 R 6 025 130

Y5 1 200 R 5 021 R 6 025 130
Y6 1 200 R 5 021 R 6 025 130
Y7 1 200 R 5 021 R 6 025 130
Y8 1 200 R 5 021 R 6 025 130
Y9 1 200 R 5 021 R 6 025 130
Y10 1 200 R 5 021 R 6 025 130
11.Working
Capital
Inventory •Raw Materials=30 days
•Work in Progress =1 day
•Finished Goods 7 days 48%
•Utilities=1 day
•Energy= 1 day
Description Value
Account • 60 days
Receivable
Cash-in-hand: • Cash-in-hand-local=7 days
Account •Raw Materials=30 days
Payable: •Utilities=30 days
•Energy= 30 days
•Repair, maintenance, materials= 30 days
•Labour= 1day
•Labour Overheads = 1 day
•Factory Overheads= 30 days
•Administrative Costs = 30 days
•Direct Marketing Costs = 30 days
12. Sources (Default for most ECD Projects = Grant Funding, Loans could be included in Scenarios)
of Finance
Equity,Risk Joint Venture Partner Year Amount paid in Total % of % of dividends
Capital profits Received(split between
distrubited partners
Y0 R 13 509 277.55
Y1 R 1 200 000
Y2 R 495 000
13.Tax
Allowances
Income •Tax rate=28 % (or use SARS rates for small business)
Description Value

(corporate)tax: •Losses carried forward =3 years

APPENDIX F REFERENCES

The Climate Group. (2014, December 02). Accelerating adoption of LED street lighting:
event in Tustin, Texas shows there’s “no need to wait". Retrieved March 01, 2015,
from The Climate Group: http://www.theclimategroup.org/
ADEC. (2014). ADEC Profile and objectives.
Allington, M. (2006, December). Factory Layout Principles. UK-RF Closed Nuclear Cities
Partnership.
Beka (Pty) Ltd . (2012). LED Street Lighting- Current and Future Trends, South African.
Beka Shreder. (n.d.). Olifantsfontein. Olifantsfontein: Olifantsfontein.
Bhandarker, V. (February 2011). LED Lighting Market Trends . SANTA MONICA.
BrandSouthAfrica. (2014, November). SouthAfrica.info. Retrieved November 2014, from
South African Information:
http://www.southafrica.info/business/economy/sectors/icte-overview.htm#.VS-
rPGeJheV
CHE. (2012). Fet Colleges Report.
COGTA. (2014). Municipal Infrastructure Grant Report. Department of Cooperative
Governance.
DST. (2008). Technology Localisation Report.
Engineering News. (February 2010). Suppply of Street Lights. Retrieved from
http://www.engineeringnews.co.za/article/supply-of-street-lights-for-gfip-80-
completed-2010-02-19
Gabru, F. (2009, February 20). Lighting industry boom despite constraints. Retrieved Jan
2015, from Enginnering News: Lighting industry boom despite constraints
GRH. (2015, January 10). Street lighting technology comparison). Retrieved March 03,
2015, from GRH LED lighting: http://www.grhlighting.eu/learning-centre/street-
lighting-technology-comparison
Gule, D. N. (2015). LED.
IFC. (2011). Lighting Africa, Market Trends.
IRR. (2014, December). Mirror Mirror on the Wall. Fast Facts (No 12, Issue 240). South
African Institute of Race Relations.
Mckensy and Company. (June 2012). Lighting the Way: Perspective on the global lighting
market.
NRA. (2014). SANRAL Q&A Report on e-tolls.
NWU. (2010). NWU Annual Report.
SABERTEK. (2015). LED Engineering Cost.
SAVANT. (2011). Status of South African electronics, ICT sector.
StatsSA. (2011). Census 2011. Statistics South Africa.
StatsSA. (2012). Regional Economic Growth. StatsSA.
Strategies Unlimited. (2014). LED Lighting Global Market Trends. San Diego.
Sustainable Energy Africa. (2012). Efficient public lighting guide. Cape Town.
Texas Instrument. (2012). LED Circuit Desings.
The Climate Group. (June 2012). LED.
the dti. (2010). Study to identify electronic assemblies, sub-assemblies and components
that may be manufactured in South Africa. Department of Trade and Industry.
the dti. (2012). IPAP. Department of Trade and Industry.
wikipedia. (2015, January 4). North West (South African Province). Retrieved January 15,
2015, from Wikipedia:
http://en.wikipedia.org/wiki/North_West_(South_African_Province)

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Business Plan:

LED Light Enterprise

Prepared by: CSIR Enterprise Creation for Development

Confidential between EED and CSIR

Confidential between EED and CSIR

The LED enterprise will be managed by a cooperative led by an already identified

Confidential between EED and CSIR

The establishment of the LED enterprise will be undertaken in a phased manner as

 Phase 1 – Regulatory approvals and engineering design (15 months)

 Phase 2 – Facility setup (15 months)

 Phase 3 – Pilot production (two years)

Confidential between EED and CSIR

EXECUTIVE SUMMARY ..................................................................................................... 2

Confidential between EED and CSIR

6.4 Human resource requirements ..................................................................... 28

Confidential between EED and CSIR

D.6. Economic benefits of the business ............................................................. 103

Confidential between EED and CSIR

DTI - Department of Trade and Industry

Confidential between EED and CSIR

Table 1: Investment cost split at setup phase .................................................................... 15

Confidential between EED and CSIR

Figure 1: Phased approach................................................................................................ 14

Confidential between EED and CSIR

1.1 Rationale / Intent

The rationale for this project is centred on the following:

1.2 Opportunity description

Confidential between EED and CSIR

1.3 Feasibility results

 Situational analysis (APPENDIX A )

 Market study (APPENDIX B )

 Technical study (APPENDIX C )

Confidential between EED and CSIR

o The luminaires will be certified as required by compulsory specifications of electrical

 Financial Analysis (APPENDIX D )

1.4 Overall implementation plan

Confidential between EED and CSIR

Confidential between EED and CSIR

Table 1: Investment cost split at setup phase

2 BUSINESS AND PRODUCTS

Confidential between EED and CSIR

Figure 2: A typical model integrated LED street lamp

Table 2: LED products targeted for production

2.2 Business concept

Confidential between EED and CSIR

 50 W – 1 200 units at R 5 021 each, for rural roads.

Figure 3 Interrelationship between the LED enterprise and its suppliers

2.3 Institutional arrangements

The LED enterprise will be managed by a cooperative led by an already identified

Confidential between EED and CSIR

Board with Independent

Figure 4: Enterprise model

3 LOCAL ECONOMIC CONTEXT

3.2 Provincial and local economic context

Confidential between EED and CSIR

3.3 Location / Site

4 MARKET RESEARCH, ANALYSIS AND PLAN

The enterprise will target the following market segments: