Deal Flow
A representative listing of deals handled by Kamsky Associates,
Inc. on behalf of clients since 1980.
Table of Contents:
|
• Agribusiness • Chemicals • Commodities • Construction • Consulting • Consumer Products • Distribution • Diversified • Electronics • Environmental |
• Entertainment • Financial Services • Food Processing • Gas • Healthcare • Industrial • Information Technology • Metals • Mining • Oil |
• Packaging • Paper • Pharmaceuticals • Power • Printing • Real Estate • Retailing • Telecommunications • Transportation |
| CLIENT | LOCATION | DEAL |
| Industrial chocolate subsidiary of major U.S. multi-national | Guangzhou | Negotiated the transformation of a Chinese state-owned enterprise to a 70% foreign-owned industrial chocolate and confectionery joint venture. Obtained all necessary approvals, including business license. Arranged meetings with key figures, including Party Secretary of Guangzhou. Arranged for visit of and accompanied Chinese Minister of Light Industry to client's U.S. plant and headquarters. Structured foreign direct investment from outside financial institution. |
| Fortune 500 agribusiness multinational | Shanghai | Negotiated approvals in Beijing with the China National Cereals, Oils, and Foodstuffs Corporation (CEROILS) and with the Ministry of Agriculture for soybean processing joint venture. Worked at local level as well, negotiating and facilitating joint venture. Arranged for and accompanied president of CEROILS on visit to multinationals U.S. headquarters. |
| Major U.S. food company | Hainan Island, Guangzhou, Qingdao, Tianjin, Beijing, Shanghai | Investigated potential for fully integrated chocolate project, from the growing of cocoa beans to production of candy bars. Assessed growing conditions for cocoa beans on Hainan Island. Analyzed market opportunities and evaluated all relevant state-owned enterprises in five major urban areas, identifying appropriate partner for confectionery product. |
| Fortune 100 food processing and distribution company | Beijing, Chongqing, Dalian, Shenzhen | Identified agribusiness opportunities in China, including that for a fully integrated distribution company. Arranged for CEO visit, preparing comprehensive briefing and handling logistics and landing rights. |
| CLIENT | LOCATION | DEAL |
| Specialty chemicals division of Fortune 100 company | Shanghai | Negotiated for the establishment of China's very first wholly foreign-owned enterprise, a facility for the manufacture of can sealant compounds. Assessed market in several major cities, identifying Shanghai as location with highest potential. Arranged for high-level meetings, including sessions with China's Vice Premier, Mayor of Shanghai and director of the Shanghai Light Industry Bureau. Obtained all necessary approvals. |
| Israel-based specialty chemicals company | Sichuan Province, Yunnan Province | Prepared analysis of tobacco industry and identified market opportunities. Negotiated sales of specialty chemicals to the tobacco-growing industry. |
| Fertilizer division of Fortune 100 company | Beijing, Tampa, Florida | Brought in investment by major Chinese corporation for phosphate rock mines and diammonium phosphate plants in the U.S. Identified Chinese investor, arranged for U.S. CEO to meet with then Chinese Premier Li Peng and brought highest Chinese official in the investment field to the U.S. for negotiations and site visits. |
| Polymer division of Fortune 100 company | Changsha (Hunan), Shanghai | Set up technical seminar for potential customers. Investigated distribution channels and negotiated joint venture. |
| World's leading manufacturer of specialty chemical products for personal care | Shanghai | Negotiated for high technology favorable tax status for facility producing face cream. |
| CLIENT | LOCATION | DEAL |
| Largest worldwide distributor of books | Beijing, Guangzhou, Nanjing, Shanghai, Taiyuan (Shanxi Province), Tianjin | Arranged for sale and distribution of books to 135 university libraries throughout China. Purchases were financed by a $100 million World Bank grant. Negotiated sales with State Education Commission, Beijing University and Fudan University, the offcial executing agencies for the program. |
| Medical products division of major multinational | China-wide Hong Kong Japan, Korea, Indonesia, Malaysia | Established distribution system for sale of medical products throughout China and Asia in general: Identified distributors and managed distribution system. Project overseen by Chinese medical doctor on KAI staff. |
| Major European trading company | Baotou (Inner Mongolia), China-wide, Fushun (Liaoning Province), Guiyang (Guizhou Province), Jilin Province, Kunming (Yunnan Province), Tianjin, Xian (Shaanxi Province) and Xiaoguan (Guangxi Province) | Negotiated over $500 million in nonferrous metals, coal, oil and gas deals, including the following: negotiated terms and conditions of first tolling agreement in the metals industry in China with the China Metallurgical Import and Export Corporation � arranged multifaceted deal in which Australian bauxite was converted to alumina in Japan and alumina then supplied to Chinese smelters, which in return provided a certain amount of product (aluminum) for export and domestic sale. Obtained guarantee of cash payment for alumina by the Ministry of Metallurgical Industry in the case that state-owned smelters were unable to deliver. Sourced rare-earth metals in China and arranged for their export. Identified sellers and buyers of copper, lead and zinc; negotiated sales. Negotiated China's first copper conversion tolling agreement with China National Metals and Minerals Import and Export Company. |
| Major U.S. oil brokerage company | China-wide | Identified and negotiated spot and futures crude oil transactions between China National Chemicals Import and Export Corporation (Sinochem) and major Middle East and U.S. suppliers. |
| CLIENT | LOCATION | DEAL |
| Top international consulting firm headquartered in New York City | Tianjin | Identified opportunity, structured bid, and negotiated with Tianjin local authorities for Tianjin Municipal Government planning project funded by the World Bank. |
| Leading international consulting firm | Beijing, Shanghai | Developed market entry strategy. Arranged for China visit of founding partner, including meetings with leading organizations and officials. |
| CLIENT | LOCATION | DEAL |
| Governor's office of southern U.S. state | Beijing, Hainan Island, Hong Kong, Indonesia, Japan, Malaysia, Shanghai, Singapore, Taiwan | Negotiated sister state (province) relationship. Negotiated transfer of catfish farming technology. Identified export opportunities throughout Asia and potential sources of foreign investment for the State. Arranged for delegation to China of Governor and CEOs based in the State, facilitating meetings with high-level officials, including Ministerial and Vice Premier levels. |
| Fortune 100 diversified multinational | Beijing, Shanghai | Arranged Chairman and CEO's visit to China for multinational interested in establishing a market position across a diverse group of industries in the P.R.C. Trip included meetings with 18 ministers and vice ministers and with the President of the country. Arranged visits to Shanghai, Beijing and Guangzhou and meetings with the Mayors and Party Secretaries of each city. Prepared pre-trip briefing memoranda and detailed agenda; handled all logistics and obtained landing rights for private jet, and press coverage. |
| Philippine government-owned trading company | Beijing, Shanghai | Organized and executed visit of Philippine Minister of Foreign Trade to China and other minister officials, facilitating high-level meetings (i.e. with Chinese Minister of Foreign Trade), handling logistics and obtaining landing rights for private jet. Negotiated metals and agribusiness deals. |
| CLIENT | LOCATION | DEAL |
| Fortune 100 telecommunications equipment manufacturing and software company | Beijing, Shanghai | Developed market entry strategy for Information Technology Group and identified and qualified Chinese Internet service providers as potential joint venture partners. Provided comprehensive analysis of information technology industry in China, including analysis of key Chinese players and competitors. Arranged detailed agenda for visit of high-level U.S. executives to China, setting up meetings with leading authorities from the Ministry of Post and Telecommunications and deal structuring. |
| European manufacturer of credit cards and smart cards | Tianjin, Wuhan, Shanghai, Beijing |
Identified joint venture projects and negotiated contract and obtained approvals for optimal joint venture, a bank card and IC card manufacturing facility in Tianjin. |
| U.S.-based international paging company | Shanghai | Negotiated workout of major telecommunications project, resolving issues between the central level, local level and client. Arranged meetings with Minister of Posts and Telecommunications and then Mayor of Shanghai Zhu Rongji. Facilitated technology demonstrations and obtained license for foreign involvement in first international paging company in China. |
| CLIENT | LOCATION | DEAL |
| Top U.S. broadcasting company | Beijing, Chongqing | Identified partner and negotiated television documentary co-production agreement with the Ministry of Broadcasting, Radio, and Television and the Ministry of Culture at the central government level and with relevant parties at the local level. |
| Leading U.S. entertainment company | Beijing, Guangzhou, Hong Kong, Shanghai, Shenzhen | Prepared in-depth study of entertainment industry in China, covering music, home video, film, television, animation, magazine publishing, cable TV, theme parks and retailing. Handled advance work for CEO visit and arranged for landing rights for private jet. |
| Entertainment division of leading multinational | China-wide | Identified partners and strategic locations for theme parks. Arranged for visit of CEO and top executives from recreation and video divisions. Identified opportunities, including a joint venture deal closed with leading Hong Kong developer for the building of themed entertainment center in Beijing. |
| CLIENT | LOCATION | DEAL |
| European commercial bank | Xian, Shaanxi Province | Negotiated $20 million loan to the China Metallurgical Import and Export Corporation for the refinancing of a major molybdenum mine, and drafted and negotiated loan agreement. |
| Fortune 100 financial services company | Shanghai | Assisted in obtaining first foreign insurance license granted in China. |
| Brazilian consortium of leading steel companies and New York� based major global banking institution | Nanjing | Negotiated debt to equity swap with Ministry of Metallurgical Industries and local steel mill. |
| Major international bank based in New York | Beijing, Shanghai | Advised bank's "Global Power Team" and identified power projects throughout China. |
| Leading U.K. investment bank | China-wide | Advised on direct investment opportunities and closed deal for investment in factory under the Shanghai Bureau of Light Industry, which was transformed from a state-owned enterprise to a 70% foreign-owned enterprise with foreign investment totaling $30 million. |
| Chicago-based financial trading subsidiary of Fortune 100 U.S. agribusiness conglomerate | Beijing, Guangzhou, Hong Kong, Shanghai, Shenzhen | Established foreign exchange and physical commodities futures trading and clearing business. Identified clients in China across a broad range of commodities, including metals, oil, grain and cotton. |
| U.S. financial services giant | Beijing | Restructured joint venture investment company: identified appropriate new Chinese partner, negotiated purchase of shares from initial Chinese partner and subsequent sale to newly identified partner. |
| Major international credit card company | Beijing, Shanghai | Negotiated with People's Bank of China and other Chinese banking authorities for co-branded card deals. Prepared comprehensive analysis of China's payments industry. Interviewed merchants and prepared strategic plan. Closed co-branded card deal with top Chinese university. Arranged CEO's China visit, planning the agenda, handling logistics and facilitating meetings with financial authorities, including Premier Zhu Rongji, and banking authorities, including those from the People's Bank, the Industrial and Commercial Bank, the Construction Bank, the Agricultural Bank, and China International Trust and Investment Corporation. |
| Leading stock exchange | Beijing | Organized first major securities industry forum in Beijing. Forum was led by client's chairman and discussion was focused on the future establishment of securities exchanges in China and on the role of capital formation in economic development. |
| New York-based global investment bank | China-wide | Advised on direct investment deals and investment banking activities. Structured and closed $30 million direct investment deal transforming state-owned chemicals factory into foreign-invested enterprise. |
| CLIENT | LOCATION | DEAL |
| Paris-based worldwide medical evacuation company with Asian base in Singapore | Beijing, Singapore | Obtained first nationwide emergency medical evacuation license in China: identified partner, negotiated deal and obtained all required government approvals. Set up and staffed Beijing office. |
| Fortune 100 pharmaceutical company | Chengdu, Shenzhen | Facilitated approvals at the Central Government level for hepatitis-B vaccine manufacturing facilities. |
| Global provider of medical services | Asia-wide | Negotiated and worked to establish medical clinics in China and throughout Asia. |
| CLIENT | LOCATION | DEAL |
| Major U.S. manufacturer of washing machines | China-wide | Identified potential joint venture partners and prepared competitive analysis. |
| Fortune 100 company in consumer pharmaceuticals and healthcare products | Guangzhou | Assisted in establishment of $30 million infant formula manufacturing facility. In addition to structuring deal, arranged land-use rights and meetings with Guangzhou Mayor and Party Secretary. |
| Largest U.S. retailer of western wear | Wuhan | Obtained samples of cowboy shirts and arranged for manufacture and purchase. Handled U.S. import quota allocation, shipping and quality control.Identified and negotiated deals for sourcing over $20 million worth of hand tools from several locations in China. |
| Largest retailer of home center products | Guangzhou, Shanghai, Tianjin, Wuhan | Conducted extensive, multisectoral market entry analysis, including analysis of the pulp and paper, wood and wood-products, water and wastewater, textile, automobile, chemical, power, electronics, machinery, tire, oil and gas, metals and mining, delivery and storage, and food and beverage sectors. |
| Leading U.S. technology provider and manufacturer of automation equipment | China-wide | Conducted extensive, multisectoral market entry analysis, including analysis of the pulp and paper, wood and wood-products, water and wastewater, textile, automobile, chemical, power, electronics, machinery, tire, oil and gas, metals and mining, delivery and storage, and food and beverage sectors. |
| Gas turbine division of major U.S. multinational company | China-wide, Singapore, Taiwan, Thailand, Malaysia | Structured counter-trade offset commitment for sale of engines to China: facilitated sale of $40 million worth of engines under the agreement that client would buy back $10 million worth of product from Chinese aerospace industry. Arranged for manufacture of product that client was interested in buying to satisfy agreement. Handled sales and marketing of turbine engines throughout China to various end users in aerospace, agricultural, and oil and gas sectors. |
| Marble division of U.S. construction company | Beijing, Shijiazhuang (Hebei Province) | Negotiated offset agreement calling for transfer of Italian marble-cutting technology in exchange for marble and granite. |
| Bulk commodity equipment handling technology and design company | Beijing, Western China | Conducted due diligence for bulk handling technical licensing agreement with Central level organization for which royalties were past due. Determined Chinese factories involved and amount of royalties due and handled workout of agreement. Also arranged meetings with Ministry of Coal to bid on coal bulk handling projects, many of which were World Bank sponsored. |
| CLIENT | LOCATION | DEAL |
| Giant German mining company | Xian, Shaanxi Province | Structured and negotiated $270 million compensation trade contract for the development of molybdenum mine. Transaction called for the provision of technology, equipment and financing with compensation in the form of concentrates from the mine over its lifetime. |
| Major German engineering company | Changba, Gansu Province | Negotiated sale of equipment and technology for lead zinc smelter. |
| Metals trading subsidiary of major U.S. conglomerate | Shanghai | Identifed buyers of copper concentrates and products; negotiated terms and conditions of sales, including structuring and negotiating of China's first copper tolling deal. |
| Venezuela-based specialty steel trader | China-wide | Negotiated specialty steel import contracts. |
| U.S. manufacturer of copper wire rod | Jiading County (Shanghai Municipality) | Identified appropriate geographic location and Chinese plant and negotiated tolling agreement for production of copper wire rod. Sourced and imported raw material in the form of copper concentrates. |
| Leading U.S. gold producer | Guizhou | Negotiated for gold mining joint ventures with the Ministry of Metallurgical Industries (MMI), Ministry of Geology and Mineral Resources (MGMR) and analogous local bureaus at the provincial level. Identified several potential gold projects. Handled itinerary and agenda for CEO visit, including arrangement of meetings with the vice premier responsible for the industry, with the State Planning Commission officials responsible for gold and Chinese banking institutions. Arranged for the MMI Vice Minister and the State Councillor in charge of China's gold industry to visit U.S. mine and corporate headquarters. |
| Leading Australian mining company | China-wide | Identified opportunities and negotiated contracts for recovery of precious metal content from tailings of 11 mines throughout China. |
| Consortium of mining companies in PapuaNew Guinea | Beijing, Port Moresby | Identified Chinese investor for a copper/gold mine in Papua New Guinea, and negotiated Chinese equity interest with Beijing Ministry officials and PNG government leaders and consortium members. |
| CLIENT | LOCATION | DEAL |
| Fortune 100 oil and gas company | South China Sea | Secured special guarantees at the Central Government level for off-shore natural gas exploration. Negotiated with State Council and China National Offshore Oil Corporation, obtaining agreement for repatriation of profits in hard currency. |
| Paris-based manufacturer of offshore platforms | South China Sea | Restructured contract with China National Offshore Oil Corporation. |
| Large, Texas-based international oil and gas company | Shanghai, Zhanjiang (Guangdong) | Analyzed market for the storage and handling of natural gas, developed market entry strategy and negotiated joint venture with the China Petrochemical International Corporation (Sinopec). Negotiated spot sales of crude oil with the China National Chemicals Import and Export Corporation (Sinochem). Arranged high-level meetings, including sessions with China's Vice Premier, Vice Minister of Energy, Minister of Chemical Industry and President of Sinopec. Handled logistics and obtained private jet landing rights for CEO's China visit. |
| British manufacturer of drill bits for the oil exploration industry | Heilongjiang Province | Identified market opportunities and negotiated sale of drill bits for onshore fields. |
|
Texas-based manufacturer of fishing tools and casing patches for the oil exploration industry |
Gansu Province, Heilongjiang Province, Qinghai Province | Identified opportunities and negotiated sale of fishing tools and casing patches to onshore oil fields. Organized and staffed exhibits on client's products at major oil industry exhibition shows. Prepared Chinese-language brochures. |
| Manufacturer of oil field equipment | China-wide | Marketed drill bits to onshore oil fields, made technical presentations and negotiated sales. |
| Drilling division of major U.S. multinational | Beijing, Dallas, Texas | Negotiated sale of used rigs to China National Onshore Oil Corporation. |
| CLIENT | LOCATION | DEAL |
| Largest nonintegrated U.S. packaging company | Guangzhou, Shanghai | Conducted nationwide feasibility study and identified optimal production locations. Negotiated and obtained two business licenses for establishment of wholly foreign-owned enterprises. Identified and qualified potential financial partners. Negotiated land-use contract and assisted in identification and hiring of senior management. Arranged CEO China trips, setting up meetings with leading officials in Tianjin, Beijing, Shanghai, Shenzhen and Guangzhou, as well as with customers (both foreign multinationals and domestic end-users) and paper industry specialists. Provided ongoing support before and during construction of facility for obtaining approvals and selecting Chinese and foreign contractors. |
| European manufacturer of commercial ink | Shanghai | Negotiated purchase of majority control of state-owned ink enterprise. Provided ongoing support for issues that arose with Chinese partner and served on board of the joint venture. |
| Major U.S. integrated paper company involved in forestry, paper production and packaging | China-wide | Provided macro strategic and political analysis and study of China's tobacco industry. Arranged for CEO's China visit, setting up meetings with Chinese think tanks, paper mills and customers. Arranged for Vice Minister responsible for paper industry to visit client's research and development center, plants and corporate headquarters in the U.S. |
| U.S. technology leader in manufacture of paper from nonwood fibers | Liaoning Province, Nanchang (Jiangxi Province) | Negotiated three technology transfer contracts for the manufacture of paper from bagasse and wheat straw. |
| Major U.S. railroad company with large timberland holdings | Shandong Province, California | Identified buyer and negotiated sale of timberlands in the Pacific Northwest to major Chinese financial institution. |
| CLIENT | LOCATION | DEAL |
| U.S. major multinational power company | Beijing, Fuzhou, Fujian | Advised on central level State Planning Commission approvals for a major Fujian provincial power project. |
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Privately held U.S. manufacturer of ash-handling equipment for coal-fired power plants |
Numerous deals throughout China, including: Beilungang, Dalian, Dandong, Ezhou, Hangzhou, Harbin, Nantong, Ningbo, Qingdao, Shanghai, Shantou, Shenzhen, Songyu, Urumqi, Xiamen, Yangshupu, Yangzhou, Yanshi, Zouxian | Identified, negotiated and closed twenty-one contracts throughout China to supply equipment and spare parts to China's coal-fired power industry. Made technical presentations (handled by engineers on KAI staff). Negotiated for the establishment of joint venture to produce spare parts. |
| Environment division of Fortune 100 multinational | China-wide | Analyzed market potential for environmental cleanup projects. Identified and negotiated specific deals throughout China. |
| Milan, Italy-based environmental firm serving the steel industry | Wuhan, Hubei Province | Identified and negotiated projects. |
| Power and environmental division of a major international bank, based in New York | China-wide | Identified market potential for BOT power projects. Market analysis of environmental cleanup of state-owned enterprises. |
| CLIENT | LOCATION | DEAL |
| Major Atlanta-based architect and developer | Beijing, Shanghai | Identified opportunity and advised for the development of $350 million multiuse real estate project, one of Shanghai's most prestigious and successful. Project included five-star hotel, two apartment towers, office tower, retail space and theater. Brought in major equity partner and assisted in structuring bank financing, including negotiation of Bank of China guarantees. |
| U.S.-based manufacturer of proprietary technology for concrete forms | Asia- and China-wide | Acted as Pacific Rim strategic partner for development of business in region, identifying partners and specific construction deals. |
| Construction materials division of Fortune 100 Company | Beijing, Guangzhou, Shanghai, Sichuan | Analyzed construction materials requirements in China and identified appropriate joint venture partners for production of cement additives. Worked with China National Building Materials Institute under the State Council and with Guangzhou manufacturing partner to obtain endorsement of specifications. |
| CLIENT | LOCATION | DEAL |
| Largest U.S. retailer of fine leather goods | Wuhan | Identified location and Chinese party and negotiated establishment of leather jacket manufacturing facility under a processing agreement. Leather hides from Argentina were tanned in Rhode Island and then shipped to the Chinese facility. Final product was exported to U.S. client. KAI arranged for back-to-back letters of credit facilities to the suppliers of both leather and sub-materials. |
| Leading Fifth Avenue high-end retail store | Beijing, Shanghai | Identified sources of antiques, negotiated prices and handled shipping and approvals from Ministry of Culture for export of product. |
| U.S. wholesaler and retailer of accessories | Chengdu, Hangzhou, Shanghai, Suzhou | Identified appropriate manufacturing source of silk scarves, inspected quality and handled export procedures for shipment to U.S. |
| Leading U.S. cosmetics company | Beijing, Guangzhou, Hong Kong, Shanghai, Shenzhen, Tianjin | Developed market entry strategy. Handled registration of over 200 products for importation with the Ministry of Public Health. Identified sites for stand-alone retail store in Shanghai and counters at leading department stores throughout the country. |
| Large manufacturer of writing instruments | Shanghai | Identified joint venture partner and handled joint venture negotiations. |
| Fortune 100 multinational appliance company | Guangzhou, Tianjin | Prepared analysis of competition and business plan. Negotiated joint venture for production of light bulbs and another for production of major appliances. |
| Leading U.S. manufacturer of fine porcelain | Jinan (Shandong Province), Jingdezhen (Jiangxi Province), Foshan (Guangdong Province) | Analyzed market opportunities and prepared strategic entry plan. Arranged for and accompanied Chairman, CEO and Chief Technical Officer on visits to major production sites of porcelain, earthenware and stoneware in China. |
| CLIENT | LOCATION | DEAL |
| U.K. automotive company | Nanjing | Negotiated technology transfer deal for manufacture of plastic resin automotive bodies. |
| Major U.S. automobile manufacturer | Beijing | Worked with Ministry of Foreign Trade to resolve foreign exchange issues and assisted in restructuring joint venture. |
| Private Swiss aircraft chartering company | Zhuhai, Shenzhen, Guangzhou | Facilitated awarding of first private aircraft chartering license with fixed base operations in China. Chose partner, structured deal and obtained all local and Central Government approvals, including that from Civil Aviation Administration of China (CAAC). |