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Confidential
×Our response to the East Africa territory assessment — one connected region, from the Indian Ocean to Central Africa.
Heidelberg partner in the Indian Ocean since 1981, with African expansion experience since 2018.
Regional Intergraph teams, specialist IGM International support and documented field experience on Heidelberg and Polar equipment.
Start from the installed Heidelberg base, qualify investment capacity and rebuild service confidence before creating a heavier local structure.
Kenya as the immediate priority, Tanzania as a growth market to structure, and Uganda as a high-potential market to prepare.
Intergraph Group thanks Heidelberg for the opportunity to present its proposal for the development of Kenya, Tanzania and Uganda.
Intergraph has represented Heidelberg in the Indian Ocean since 1981. Its wider African development began in 2018 in Central Africa, then expanded in 2020 to Ethiopia, Eritrea and Djibouti. This experience has given Intergraph a practical understanding of African markets, including logistics constraints, financing challenges and the central role of customer trust.
The objective is not simply to assume representation for Kenya, Tanzania and Uganda. It is to build a coherent geographic belt linking the Indian Ocean, East Africa and Central Africa — bringing into East Africa the experience developed in the Indian Ocean since the 2000s: packaging development, support for local production, schoolbook printing and the strengthening of national printing autonomy.
This experience is reinforced by Intergraph’s technical partnership with IGM International, led by Mr. Edwig Van Lysebeth. IGM International brings recognized Heidelberg press expertise, direct knowledge of African operating conditions and strong credibility with regional industry players.
Intergraph’s ambition is to consolidate a durable African platform with the scale required to support Heidelberg customers over time. This wider footprint is necessary because several current markets remain constrained by political instability, geopolitical issues, limited access to foreign exchange, weak industrial infrastructure and financing limitations.
Intergraph’s objective is to build a sustainable Heidelberg representation in the heart of East Africa, using an existing regional organization and the experience already gained in the countries under its responsibility.
The current organization offers a solid platform. Mauritius, the regional headquarters, has approximately 30 employees, including six technicians, an import-export team, product specialists and a marketing team. Réunion provides technical and commercial presence, while Madagascar is supported by an autonomous local company of approximately 50 employees. Offset equipment sales remain managed from Mauritius to ensure commercial consistency, financial control and access to a modern, reliable banking environment aligned with good governance standards.
During the first years of Intergraph Africa’s activity, the group has delivered and supported several Heidelberg and Polar machines in demanding African environments. It has also identified field technicians and partners who, under Intergraph’s control and with specialist support when required, can progressively contribute to technical support adapted to local economic realities.
Within five years, Intergraph aims to establish a structure comparable to the one already operating in the Indian Ocean zone, built on the same principles of proximity, service discipline and customer investment security.
Managed by competent, responsible technicians able to intervene at a cost adapted to African markets.
Access to genuine Heidelberg spare parts at controlled prices, limiting dependence on adaptable parts already widely used in these markets.
Aligned with Heidelberg standards to secure equipment performance and help finance Intergraph’s local structure.
Identify projects early, support upstream studies and improve the chances of integrating new solutions.
Strategic technical partner for press diagnostics, sensitive interventions and local network skills development.
Be recognized as a preferred partner for printers in packaging, flexible packaging, school publishing, commercial & digital printing, security printing, the public sector and corrugated board — including MK solutions — and become a reference Heidelberg partner on the Indian Ocean – East Africa – Central Africa axis.
These references show that Intergraph can sell, deliver and support Heidelberg and Polar machines in African markets developed from its regional platform, through coordinated regional resources beyond a fixed local base.
| Delivery | Product line | Model | Country | Customer | Net transfer price |
|---|---|---|---|---|---|
| 15.09.26 | POLAR 115 | N 115 | DRC — Kinshasa | Technotel Graphic Systems | EUR 61 806 |
| 15.09.26 | POLAR Jogger | RA-4 | DRC — Kinshasa | Technotel Graphic Systems | EUR 20 786 |
| 25.05.26 | SF 70 × 102 · CX104 | CX104-5-L | DRC — Kinshasa | Technotel Graphic Systems | EUR 1 065 232 |
| 05.09.25 | POLAR 115 | N 115 | DRC — Kinshasa | Hotel des Monnaies | EUR 59 365 |
| 28.10.24 | SF 35 × 50 · SX 52 | SX 52-4-P | DRC — Kinshasa | Hotel des Monnaies | EUR 428 218 |
| 29.08.24 | SF 50 × 70 · SX 74 | SX 74-4-P H | Rwanda | RPC | EUR 595 398 |
| 04.06.20 | SF 35 × 50 · SX 52 | SX 52-4-P | DRC — Kinshasa | ETS Dorée Media | EUR 307 417 |
| 04.06.20 | Prinect | — | DRC — Kinshasa | ETS Dorée Media | EUR 6 553 |
| 10.03.20 | CtP Devices | Suprasetter A75 | DRC — Kinshasa | ETS Dorée Media | EUR 46 584 |
| 02.07.20 | Stahl Folder Ti 52 | Ti52-4-4-KBI 52-SFA56 | Ethiopia | Central Printing | EUR 47 029 |
| 01.11.22 | SF 50 × 70 | SX 74-2-P | Congo Brazzaville | MFBPP (Ministry of Finance) | EUR 269 845 |
| 02.04.19 | POLAR | N 92 Plus | Congo Brazzaville | MFBPP (Ministry of Finance) | EUR 34 570 |
| 2022 | POLAR Jogger | RA-4 | Congo Brazzaville | MFBPP (Ministry of Finance) | EUR 17 111 |
| 31.01.19 | SF 50 × 70 | SX 74-2 | Congo Brazzaville | MFBPP (Ministry of Finance) | EUR 189 711 |
| 23.03.24 | Label system | DC11 | DRC — Kinshasa | StarLabel | EUR 290 818 |
| Total | EUR 3 440 443 | ||||
The installed Heidelberg base is the strongest starting point for the proposal. It allows Intergraph to begin with targeted visits and understand customer needs across the full production chain: prepress, press, finishing, print-media supply, consumables, spare parts and operator skills.
This approach should lead quickly to equipment audits, making it possible to propose maintenance, repairs, training, suitable consumables and modernization offers — rather than starting with cold prospecting.
The analysis of historical Heidelberg sales, combined with Intergraph’s knowledge of distribution in the three countries, shows that these markets are demanding. Previous representation experience in the region highlights recurring challenges: payment commitments, local governance, service quality, financing and foreign exchange availability. These factors justify strict customer qualification and disciplined management from Intergraph. Second-hand equipment remains dominant, and purchase decisions are strongly influenced by price, financing, foreign exchange availability and the presence of reliable technicians.
To assess real potential, growth indicators must be complemented by criteria linked to printers’ investment capacity: access to credit, foreign exchange availability, investment policy, government incentives, fiscal stability and operational risks.
| Indicator | Kenya | Tanzania | Uganda | Impact for Heidelberg business |
|---|---|---|---|---|
| Private investment capacity | Solid among packaging, pharma, retail and export groups | Improving with infrastructure, agro-industry and industrialization | Could accelerate with oil, infrastructure and FDI | Determines ability to purchase presses, finishing, CTP, digital label or packaging equipment |
| Foreign exchange availability | Improved compared with periods of pressure, but still to be monitored | Relatively favorable situation with currency stability | To be monitored before oil revenues materialize | Conditions deposits, letters of credit, spare parts and consumables in EUR/USD |
| Interest rates / cost of credit | High | Medium | High | May slow orders or favor leasing, supplier credit or recent second-hand equipment |
| Government incentives | EPZ, SEZ, industrial zones, export and manufacturing | TISEZA, SEZ, industrialization, access to regional markets | Free zones, industrial parks, tax holidays | Most relevant for industrial, packaging and export projects |
| Fiscal risk / public debt | Important watch point | Moderate, but to be monitored | To be monitored before oil revenues | May delay public tenders and institutional payments |
| Logistics / import | Mombasa and Nairobi as structuring hubs | Improving ports, roads and rail | Dependent on regional corridors | Influences installation lead times, parts, service and consumables |
Printing companies identified in the region, classified by commercial priority: A — priority visits and rapid diagnostics · B — pipeline to qualify after Priority A accounts · C — commercial watch / secondary opportunity.
The commercial approach follows the method already used by Intergraph in its other markets: start in the field, understand the real problems, build trust, then present concrete and committed proposals.
Visits to the Heidelberg customer base and users of Heidelberg equipment, including spare-parts and consumables customers.
Include specialist technical support and the Mauritius-based technical manager to establish a credible initial assessment and create an operational link with the customer.
Where relevant, creation of customer support WhatsApp groups, as Intergraph already does in its current territories.
Following the evaluation, proposals with measurable objectives: maintenance, repairs, training, spare parts, consumables or modernization.
Where possible, proposals presented in person during a second meeting organized quickly after the initial diagnostic.
Visits cover the relevant commercial and technical options in order to establish a useful, credible and lasting relationship.
Initially, the organization will remain managed from Mauritius in order to assess real needs properly and avoid creating a local structure too early. Intergraph will invest in a local relay when business volume, pipeline quality and proximity needs justify it. Local candidates have already been identified, but their integration should remain conditional on market validation.
| Function | Initial base | Role |
|---|---|---|
| Commercial leadership | Mauritius / Intergraph Africa | Key account management, Heidelberg coordination, offers and pipeline follow-up |
| Initial technical support | Mauritius + IGM International | Diagnostics, audits, technical validation, maintenance proposals and restart support |
| Regional support | Madagascar / Réunion | Technical and logistics reinforcement according to needs |
| Local relay | Kenya / Tanzania / Uganda — to be confirmed | Commercial presence and customer follow-up once market potential is validated |
The printing sector is a relatively concentrated community, and Intergraph is already in contact with several players at different levels. The pipeline will be enriched through physical visits, use of the installed base, technical contacts, tenders, private printers, packaging groups and targeted digital communication, as Intergraph already does in the region for the development of Epson digital solutions.
The main challenge will not be finding opportunities, but selecting the right ones. Qualification must focus on the quality of local projects, investment capacity, foreign exchange availability and the customer’s willingness to work with a service partner.
Intergraph has already responded to many tenders and structured complete projects in packaging, schoolbooks, security and the public-linked sector. Projects completed by Intergraph Africa represent approximately EUR 3.4 million in operational equipment, but only a limited share of offers presented — which confirms the need for rigorous opportunity qualification.
The current Heidelberg portfolio is mainly industry-oriented. The Speedmaster CX 104 is the flagship offer and targets companies with significant size and investment capacity. For more price-sensitive customers, the strategy must combine service, modernization, genuine parts, consumables and, where relevant, recent second-hand equipment.
Spare parts and service is the market to energize first — through technical repairs left unaddressed and structured maintenance proposals. Beyond its revenue, this market is decisive for creating the customer relationship and building the trust on which everything else depends.
On equipment sales, Graphic Systems Uganda currently has a Speedmaster CX 104-5-L under quotation — today’s known, serious project — expected to conclude in early 2027. Beyond it, there is a packaging market to develop around the CX 104 and the partnership with MK.
At this stage, the information available is not yet sufficient to build a realistic three-year budget; the field diagnostics of the first months are designed precisely to close that gap.
Technicians operating in Africa must be able to work in demanding environments and master a wide range of equipment, from late-1990s presses to recent generations. In practice, an intervention rarely concerns a single press: it is often necessary to analyze the full production chain.
The machine base in these countries corresponds to equipment generations already supported by Intergraph and its technical partner in their current regions. This is an important advantage: the teams already have the skills required to diagnose, restart, maintain and support these machines.
| Resource | Number / base | Contribution |
|---|---|---|
| Intergraph Mauritius technicians | 6 technicians | Installation, equipment support, warranty follow-up, maintenance and technical coordination |
| Intergraph Madagascar technicians | 6 technicians | Regional reinforcement, field interventions and operational support |
| IGM International | 2 specialized technicians | Heidelberg expertise, advanced diagnostics, technical validation and support for sensitive interventions |
| African freelance technicians | 2 identified technicians | Occasional local support under Intergraph and IGM International control |
| Import/export and parts | Mauritius + IGM International | Order processing, part-number verification and pre-shipment control |
This technical team brings together the skills required to install equipment, manage commissioning and warranty follow-up, carry out repairs, monitor maintenance programs and train customers on the equipment range present in the targeted territories.
In Eritrea, a very isolated country, Intergraph restarted two SM 102-2P presses and one CD 102-4L in highly degraded condition. The operation required three two-week interventions and approximately USD 180,000 in spare parts. This example illustrates the value of a patient, technically competent and results-oriented organization.
For spare-parts distribution, Intergraph uses proven processes. One route relies on IGM International, operating through the accounts of Intergraph Africa and Intergraph Mauritius. Orders are processed and checked before shipment by competent specialists, limiting errors in part numbers, quantities and configuration.
The same logic applies to consumables: secure equipment operation, propose standards consistent with Heidelberg expectations and reduce the risks linked to unsuitable products.
The objective is not to create a heavy structure before the market is validated, but to build a useful presence around customers, service and qualified projects. Click a phase for detail.
Critical success factors: the quality of the first diagnostic, the combined technical credibility of Intergraph and IGM International, the speed of parts and service responses, selection of the right customers, financial security of projects and regular communication with Heidelberg.
Heidelberg should select Intergraph because this proposal is not based solely on commercial coverage. It combines a historic relationship with Heidelberg, regional presence, field experience in Africa, mobilizable technical capacity and an operational technical partnership with IGM International.
Intergraph differentiates itself through its ability to understand African customer realities while preserving Heidelberg standards. The approach is pragmatic: analyze the need, restore confidence, secure equipment, propose suitable consumables, build a realistic pipeline and progressively develop local representation.
Kenya should be treated as the immediate commercial priority, Tanzania as the growth market to structure, and Uganda as a high-potential market to prepare around oil, agro-industry and industrial parks. Success will depend on a field approach, reliable service, specialist technical support, offers adapted to local financing and strict selection of customers truly able to invest.
Intergraph proposes to build, together with Heidelberg, a sustainable and credible representation that protects the brand, reconnects with the installed base, develops sales of equipment, spare parts and consumables, and prepares progressive growth on the Indian Ocean – East Africa – Central Africa axis.