This document provides an overview of XA, an international trade advisory firm. Some key points: - XA's philosophy and success is driven by their people's deep passion and fascination with international trade and solving problems. - They offer solutions for manufacturers facing import competition, importers facing customs problems, and exporters looking to exploit new markets. - Services include assisting with anti-dumping cases, lobbying to change technical standards, resolving disputes with customs authorities, and developing compliance systems. - They provide trade data analytics tools and an online VAT/trade consulting platform to help clients make informed decisions.

1. Hello…

2. welcome to XA
We could open this profile document with a list of our
qualifications and success stories. We could give you
examples of all the achievements we had over the 11 years
of our existence - and we will - but for now its more important
that you understand and embrace our philosophy, as our
philosophy in practice has always been a key driver of our
success.
The reason you are
reading this profile
right now is probably
because you have a
problem involving
international trade.
Every single expert
working at XA is
fascinated
international trade
and enjoys solving
problems.
It all starts with our people. Not their qualifications, which you can
read about in each person’s profile, but rather their real and very
deep passion for what they do. Every single expert working at XA
is fascinated by international trade and enjoys solving problems.

3. we love problems
You are likely either a manufacturer facing import competition
or an importer facing a problem with Customs. Maybe you
are an exporter looking to exploit the opportunities in new
and exciting markets? Maybe a combination of all of the
above, seeking to optimise your inward and outward bound
supply chain.
In pursuit of our philosophy we don’t only solve problems for clients
when they are paying us; we simulate and model problems in our own
time. We continuously research and understand the issues facing
cross-border traders. Consequently we offer relevant solutions for
most problems relating to goods moving across borders.

4. and we love technology
We embrace technology. Our obsession with technology has allowed us
to take on bigger, more complex projects. It has allowed us to mine data
for solutions, overcoming an inherent weaknesses where the industry
norm is to send out questionnaires and hope for accurate responses from
people too busy with running their businesses to find time to actually
respond completely and properly.

5. so what do we do?
Manufacturers
Customs and VAT Compliance
• Minimum duty
on imports
Importers
• Maximum duty
on competing
imports
• No duty exported
• Minimum duty in
importing
country
Exporters

6. specifically…
A significant part of trading internationally is dealing with
duties and country or industry specific technical
requirements. These barriers to trade (protective measures)
are continuously changing, increasing or decreasing the level
of protection to the domestic industry. We understand these
protective measures, whether applying for their application or
defending against them.
If you are a manufacturer and find yourself under growing pressure
from imports you should talk to us. Action can be taken either by
increasing the duties on imports or by changing the technical
requirements applicable to the products you deal in to better suit
you.

7. increasing duties…
Duty Increase
Anti-dumping
Countervailing
Safeguard
Offset
normal
competition
Export sales
cheaper than
local sales
Government
subsidies
Surge in
imports

8. XA has experience…
70%
Cases handled
70% of all cases involve XA
Best track record in the country
Experience Process & Methodology

9. anti-dumping track record
We have a superb record initiating and defending anti-dumping
actions. These complex projects require exceptional
knowledge of the legislation coupled with strong cost
accounting and strategic planning skills in order to bring or
defend complex cases in short time frames. Our ability to
analyse and interpret large volumes of complex data allows
us to deal with exceptionally large and complex cases.

10. actions speak loudest…
Product Country Outcome
Greyback Paper Korea Won
Paracetamol India Won
Self-copy paper USA Won
Welded link chain China Won
Aluminium Profiles China Won
Wire Rope China Lost
Staple Polyester Fibre China Won
Tall Oil Fatty Acid USA Won
Tall Oil Fatty Acid Finland Won
Nuts & Bolts China Won
Chicken Brazil Won
Frit Brazil Won

11. yet more actions…
Product Country Outcome
Threaded rod China Won
Set screws China Won & Lost
Welded link chain China Won
Paracetamol China Won
Garden Tools China Withdrew
Staple Polyester Fibre China Won
Coated paper China & Korea Won
Soda ash USA Lost
Frozen Chips Belgium & Netherlands On appeal
Chicken Germany, Netherlands &
UK
In progress
Tall Oil Fatty Acid Sweden In progress
Wheelbarrows China In progress
Cement Pakistan In progress

12. changing technical
requirements
In certain industries (such as food), issues impacting client
health is important. Rules are set to ensure goods imported
meet minimum health and safety standards, but these
standards can change. Products need to be labelled to
ensure the consumer understands what they are buying. In
our experience few companies understand how to apply the
existing product standards to their advantage.
We understand how to lobby for changes to standards and sanitary
or phytosanitary measures so that your product is positioned more
competitively. XA works with companies to take best advantage of
the industry situation prevailing in a given sector and lobbying for
changes to those standards to create a better competitive position
for our clients.

13. in trouble with SARS?
If you have a rather unpleasant letter from SARS lying on your desk
and that letter deals with Customs or VAT issues, you could not find
a better team to help you out of your spot of bother.
You should talk to us.
In fact you should talk
to us before you are
in trouble with SARS,
so that we can help
you develop
processes and
implement systems to
keep you out of
trouble.
The South African Customs authorities are becoming more and
more focused on enforcing compliance and many South African
importers are finding themselves on the wrong side of the
authorities.
We are mediating in a significant number of disputes with SARS,
with a particular focus on the larger more complex disputes. Our
unique method of handling such disputes allows us to have a high
rate of successful resolutions.
However, we also understand that fixing the problem after it has occurred is not ideal and we therefore
have a number of unique solutions for quantifying and managing Customs risk.

14. focus on compliance
With the imminent implementation of the
new Customs legislation, the pressure
on compliance will increase.
XA has designed holistic solutions to adequately
deal with managing the new compliance
requirements.

15. stratalyze
Analysing trade data received from SARS is a cumbersome
process. You’ll know this if you ever had to work through a
large download from SARS. It also doesn’t give you tariff
descriptions, duty rates and definitely doesn’t give you
descriptive dashboards that allow you to make swift
decisions.
Stratalyze was created in response to a need in the market to better
understand trade data. The Customs authorities publish trade data
every month, but most companies do not use this data because it is
clumsy and far removed from the actual business at hand. In addition,
the data is provided in a simple flat file or Excel spreadsheet, which
means that before the data can be used, it must be first analyzed. This is
time-consuming and error-prone.
Stratalyze moves you
from data to decisions

16. writing history
Our philosophy to provide
integrated solutions based on
client needs lead to XA’s recent
launch of the first online VAT and
international trade e-consulting
platform in South Africa. The
platform is supported technically
by one of South Africa’s renowned
VAT specialists (see Christo’s
profile attached).
Technically
accurate
Reasonable
Short turn-around
price

17. and creating the future
Complete visibility of issues raised by other participants
without compromising confidentiality in any way.
We created a VAT
community-based
learning platform
that ensures that
relevant and topical
information enters
your organisation on
an ongoing basis.

18. bringing it together
We approach each project holistically, so that all the important
issues relating to that project are dealt with simultaneously. We
don’t merely execute what you ask us to, we also think of what else
would benefit you.
We think about your issues all the time. Even when we are not on the
clock. You will get calls or emails from us when we think you need to
know something. We want you to be well-informed at all times because
when you are well informed you are empowered to make relevant and
critical enquiries. In short, everything about our business is designed
with our clients in mind.
Our objective with
each interaction is
to leave you better
off than you were
before you met us.

19. meet the team
XA applies a flat structure to our project teams and to our entire
business. This ensures that the best person is always the person
doing the job at hand. Whether it be leading a particular
assignment or learning from a junior who has specialist
knowledge, the flat structure ensures better client solutions. It
ensures more direct senior level involvement in actual client work,
because that, after all, is what you ultimately pay for.

20. Tiego Basaya
BA (Hons) – International Politics and
Economics
Mine has been a multifaceted journey. I have always
wanted to be a Trade Envoy and saw myself trotting
the globe. I love discovering new cultures, learning
new languages. I speak 7 local languages along with
German, Italian, Igbo (spoken in South-Eastern
Nigeria) and passable French. I enjoy delving into
new cuisine and I always find myself at home, even
when I am away from home.

21. more about Tiego
I started out as a tour guide for the
German groups that visited the Cullinan
Diamond Mine. I went on to manage a
Destination Management Outlet in the
Dinokeng Area and another one in
Pretoria. I had a short stint at a German
Multinational company, which led me right
to the door of XA International Trade
Advisors in 2012. I could not resist the
temptation of exploring the ins and outs of
international trade.
Today I find myself in South Africa’s most prolific
and diverse International Trade Consultancy;
boasting some of the most endowed individuals
in the field. XA has provided me with a fulfilling
working environment in which I can grow without
any hindrance. I am always given the
opportunities to improve myself both personally
and professionally.
I enjoy economics, handling numbers and
solving complex problems. The intricacies of our
work make it so addictive and gratifying. I have
always been passionate about all things
international trade, even before I had a full
understanding of what this monster was. Now
that I am in it, I am loving it!

22. Donald MacKay
B.Com, Dip Int Audit, MBA, CIA
I have done many things over the course
of my career, from software development
to computer auditing and then more
recently international trade consulting. I
have been involved with international trade
consulting since 1998, ending as an
Associate Director in the tax division at
Deloitte. I did many different things in my
time at Deloitte, always with a strong role
in business development. My final role
was Global Product Development
Manager for international trade consulting
products.

23. more about Donald
I founded XA International Trade Advisors
in 2003 because I wanted to see what
could be done in the international trade
consulting field outside of the constraints
of the more structured environment
present in the big audit firms. I have a
passion for integrating technology into
consulting and XA has led the way with
technology-based solutions.
I love solving problems, and that really is the
heart of XA. The result has been such things
such as the creation of anti-dumping
methodologies that have given us the highest
success rate in the country, and data mining
processes that have allowed us to bring
significant and measurable benefits to many of
South Africa’s largest multinationals. I also serve
on the SAICA tax subcommittee on Customs and
Excise.
When I am not working, I love reading, cooking
and experiencing new places. I am truly
fortunate to work in an environment that allows
me to see the world. Music is a huge part of my
life and I am busy rediscovering the wonder of
enjoying music on vinyl.

24. Dr Gustav Brink
B.Com, LLB, LLD (International Trade Law)
I was a founding member of the Board on
Tariffs and Trade’s anti-dumping unit in
1992 and have been hooked on trade
remedies ever since. I have a knack for
figures and am good at law, and this is one
of the few fields where I can combine the
two passions. I joined International Trade
Services in 1998 to consult on trade
remedies, but was headhunted in 2001 to
draft South Africa’s trade remedy
legislation.

25. more about Gustav
Since 2007 I have been advising foreign
governments on four continents on trade
remedies, trade policy, international trade
law and WTO accession. I enjoy working
at XA as it provides me with a highly
stimulating environment. XA has provided
me with additional tools through improved
technology to further develop trade
remedy programmes and the opportunity
to train more people to work with trade
policy matters. Being the most active
consultancy firm of its kind in South Africa
there is also huge scope for work on
different products and in different
countries, which satisfies my love for
traveling.
I love the academic world and research, and
have published many books, chapters and
articles on trade law issues internationally. I love
teaching as well, and am an extraordinary
lecturer in mercantile law at Pretoria University,
where I am also supervisor for several masters’
and doctoral students in international trade law.
Outside of the work environment I love athletics
(having completed more than 100 marathons
and ultra marathons), including having coached
several athletes of all abilities; have swum the
Vanuatu (South Pacific) 3.6km ultra, love
photography and am an avid reader.

26. Christo Theron
B.Com (Hons), CA (S.A.), M.Com (Tax), H.Dip (Tax law)
.
My passion has always been organisational
dynamics and learning. To gain a deeper
understanding of the theory of organisational
dynamics I studied various topics on Industrial
Psychology. This made it abundantly clear that tax
as a technical topic can and should never be viewed
in isolation. As accounting firms did not embrace a
holistic view of tax and organisational dynamics at
the time, I severed my links with the accounting
profession to pursue what I firmly believed was the
key to future organisational learning in the field of
tax compliance.

27. more about Christo
By profession I am a qualified chartered
accountant with a masters degree in tax. I
have been specialising in tax consulting for the
last 25 years. For the last 15 years I have
specialised in Value Added Tax, at one stage
being a tax partner in a big four firm
In the ensuing years I developed and launched
the Unisa Advanced VAT Program on VAT, assisted
LexisNexis to reposition their VAT Seminars to be
closer aligned with organisational dynamics and
developed South Africa’s first full fledged VAT e-learning
courses. What was missing though was a
truly inclusive community platform of users of tax
information where consistent feedback would
result in organisational learning across
organisational boundaries. The time for this
major paradigm shift is now!
I have joined XA as the leadership of the firm has
the vision to achieve the above objective not only
with regards to tax and related issues, but with
regards to much broader business issues and
challenges. XA in my mind is the only firm that is
effectively rewriting history on a daily basis. This
is what I want to be part of.

28. Pieter du Plessis
B.Com (Hons), CA (S.A.), H.Dip (Tax law)
I have always had a thing for numbers,
particularly the relationship between
different values. It becomes part of your
life, looking for patterns and anomalies,
always looking for explanations and
another way of interpreting what is
right in front of you.

29. more about Pieter
My journey took me on a long stint with Deloitte,
starting with vacation work during grade 12 in 1984,
to the beginning of 2004 when I finally left Deloitte to
join XA with my fellow director Donald MacKay.
Although I specialised in Corporate Tax at Deloitte, I
had a growing involvement in large government
incentive programmes, assisting the Department of
Trade and Industry at some point with the drafting of
the Section 12G tax incentive legislation. I carried this
interest over to XA where we have been instrumental
in securing a significant amount in grant funding for
large private sector investment and infrastructure
projects.
The step to leave a large renowned firm and start a
specialist consulting practice was probably the best
thing I could ever have done. Client service is critical
if a tiny start up firm wants to secure and retain blue
chip clients and it became a way of life and doing
business. XA's current client portfolio underscores
this philosophy.
From starting out being half of a two-man band I am
now part of an incredible team of people with very
diverse skill sets. I enjoy observing and trying to
understand people and their behaviour in dynamic
interactions. The dynamic processes within this
highly specialised group of individuals at XA fascinate
me. Problem solving and smart execution is at the
core of what we do and every team member plays a
very specific role in these processes.
Outside work I enjoy cycling and I am still striving to
complete my 10th Argus Cycle Tour.

30. Eugene Marais
I started my career at the then Department of
Finance, branch Customs and Excise in
Kimberley in 1983 and fortunately I was
exposed to almost all the fields of Customs and
Excise. After being transferred in 1990 to
Customs and Excise Head Office in Pretoria, I
was tasked to compile training material for
internal Customs and Excise courses. I also
presented several Customs and Excise training
courses throughout South Africa and some
neighbouring countries. I later joined the
Special Investigations Unit within Customs and
Excise and worked on criminal investigations,
up to the resulting court cases.

31. more about Eugene
I joined KPMG in 1997 as a
consultant and became a specialist in
the Motor Industry Development
Programmes for KPMG, which had
several of the biggest automotive
manufacturers in South Africa as
clients. In 2000 I joined Deloitte
Indirect Tax division and consulted on
many Customs and international
trade matters and also presented
specialised training courses to
various large South African
companies.
I met and worked with Donald while he was still at
Deloitte and he approached me during 2004 to join
XA International Trade Advisors. Working for XA is
undoubtedly the best experience in my long
spanning career in international trade consulting. At
XA there is no time for boredom, as your days are
always varied and no task is ever straight forward. I
can therefore live my passion of helping customers
with all international trade issues, specifically
matters pertaining to my area of expertise, Custom
and Excise.

32. Taapano Paradza
B.Admin, B.Com (Hons), M.Phil (International Trade and Investment law)
I have always aspired to work in a problem-solving
environment where l can make a positive
contribution. Before my journey with XA, l worked
in administrative positions and a few part-time
academic positions. l decided to further my studies
by pursuing a masters degree in International
Trade Law. This opened an exciting new world for
me when l joined XA in 2011. l found myself at
home, working in a challenging and intellectually
stimulating environment with the best brains in the
industry. I enjoy my work as it is never routine and
involves solving complex problems on a daily basis.
The nature of our assignments provides me with an
opportunity to travel, which allows me to see new
places and experience different cultures.
l have research interests in trade policy, regional
integration, and other diverse issues of
international trade law. For relaxation, l enjoy
tennis and swimming.

33. Annelise Warrington
B.Com (Hons) CA (S.A.)
My professional journey has been one of great
adventure. After completing my articles at Deloitte in 2002, I
had the opportunity to venture to Atlanta USA for 8 months
to run numerous financial audits. My family roots brought
me back to South Africa where I put my chartered accountant
qualification to use by working for a firm that seconds
accountants to corporations to act as financial managers /
directors until such time a permanent employee can be
hired. In 2004 I got introduced to the fascinating world of
Customs. I relished the idea that I could broaden my financial
and business management solutions skills to include
international trade and customs insights.

34. more about Annelise
I became the Automotive Production
Development Programme incentive leader
at Deloitte and also developed numerous
audit guidelines around the film and
television production rebate, as well as
Customs and exchange control regulations. I
have always had a passion for learning and
innately wanted to help others to
understand the diverse, and often
challenging, concepts of exchange control,
government investment incentives, Customs
and international trade.
In 2011, moved to Belgium to become the Deloitte
Global Customs and Global Trade Co-ordinator and
had the privilege of being intimately involved in the
creation of new business service offerings.
In 2013, my Customs voyage brought me to XA
International Trade Advisors. XA epitomises the
values of a great advisory firm by always thinking
as entrepreneurs and looking at ways to add value
to a business. XA are always thinking of innovative
technology solutions to help companies manage
and have insight into their cross border
transactions. I am privileged to be able to work with
a firm that not only has the best Customs, trade
and VAT specialists but that values learning and
innovation. I have truly found a company that
shares my passion for international travel, learning
and offering viable international trade solutions.

35. 1st Floor Building 13
Berkley Office Park
Corner Bauhinia and Witch Hazel Roads
Highveld Technopark
Centurion
087 232 0044
info@xa.co.za
www.xa.co.za