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MA IN AR TI C LE
Financial results
> CONTINUED FROM PAGE 4
CHANGE THE DNA OF THE COMPANY
BY MEANS OF CLIENT FOCUS AND
INTEGRATION
Client focus
Normally Senwes and the client sit
at opposite sides of the table. It is
now expected from Senwes to walk
around the table and to assist the
client with his business, long-term
requirements and solutions. We
should no longer just sell a pro
duct - we should sell solutions.
Secondly the Senwes structure
is divided into different divisions
- focus and skills are structured
separately, which makes sense internally. However, this should not
prevent us from serving the client
in an integrated manner.
If you sell tractors, you should
tell your client when he does not
need a tractor, but rather mechanisation planning. Then you are
busy with integration. The client is
thereby assisted by the agri-economist to generate cash, in order to
be able to buy a tractor next year.
Integration
An overlapping of 30% exists
in respect of the client bases of
the different Senwes divisions.
It means that there is a 70% potential for divisions to introduce
clients to one another. Potentially
it could have an impact of R100
million on the bottom line. There
is a huge ability internally to generate a higher income.
WHAT HAVE WE DONE?
Financial facilities were renegotiated and increased by R1 billion
due to the financial pressure on
clients, but also for the purpose of
financing Senwes’ internal growth.
Remember: the client cannot save
himself out of trouble. He has to
First JD 9570 RX Delivered
Wesselsbron maize producer Lourens van der Linde and his son
Lourens take delivery of their new John Deere 9570RX which they
snapped up at Nampo for a pretty penny. Senwes Equipment’s Wessel
Visagie handed over the keys on the Van der Linde farm, Klein Constantia, on Thursday, 14 July 2016 just in time to be included as a
photo caption in this edition. Senwes Equipment Managing Executive
Ferdie Pieterse says this incredible machine made quite an impression
at Nampo! Don’t miss the next edition of Scenario for the full story.
6
AUG/SEP 2016 • SENWES Scenario
farm himself out of trouble. We
have to be patient with the repayment of previous season’s debt and
we have to assist with financing for
the new year. We are in a make-orbreak year.
WHAT DO WE NEED AT THIS TIME?
BOARD, PERSONNEL, CLIENTS AND
SUPPLIERS
A committed board of directors
and committee structures which
focus on their work, as well as
exceptional personnel who remain motivated, despite the daily
challenges, are of the utmost importance in such a difficult year.
A client base which understands
what we are going through and
which realises the value of having
a partner such as Senwes, who
walks around the table to assist the
client, is also critical. Input suppliers to support us during difficult
cycles are also very important.
SEE THE BIGGER PICTURE
I would like our business to make
a meaningful contribution to the
community, the economic activities of our community, the production ability and to the people
working for Senwes. Only then
will we be making an effective and
productive contribution to South
Africa. Do the right things right in
order to make a positive contribution to South Africa.
I would like to thank you and
at the same time appeal to you to
try even harder to improve yourself, Senwes, the community and
South Africa in the process. We
have nowhere else to go. We have
to make our country work!
Thank you to every staff member who worked hard this year and
who will face the new year and the
future with courage.