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CNFA/RUMARK 2009 FANRPN REGIONAL POLICY DIALOGUE AND AGM. By George J. Magai Country Director - CNFA Managing Director - RUMARK 31 AUG – 04 SEPT 2009. CNFA AGRODEALER STRENGTHENING PROGRAM COUNTRIES. INTRODUCTION:. AGRODEALER STRENGTHENING PROGRAM COUNTRIES. Mozambique Nigeria

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cnfa rumark 2009 fanrpn regional policy dialogue and agm

CNFA/RUMARK2009 FANRPN REGIONAL POLICY DIALOGUE AND AGM

By

George J. Magai

Country Director - CNFA

Managing Director - RUMARK

31 AUG – 04 SEPT 2009

agrodealer strengthening program countries
AGRODEALER STRENGTHENING PROGRAM COUNTRIES
  • Mozambique
  • Nigeria
  • Tanzania
  • Angola
  • Niger
  • Senegal
  • Ghana
  • Kenya
  • Malawi
  • Mali
  • Burkina Faso
  • Uganda
quick facts
Quick Facts
  • CNFA establishes local marketing trusts that facilitate private sector participation and investment in the agrodealer programs
  • Through these programs the local trusts have established strong private sector networks which include:
    • Over 6000 locally owned Agrodealers with annual input sales of over $100 million
    • Over 80 National and International Agricultural Supply Companies
    • Over 30 National and International Financial Institutions
  • Working with our partners we have been able to directly benefit the lives of over 2.5 million small-holder farmers
key problems questions
Low use of farm inputs by smallholders

Low yields

Smallholder farmers lack access to farm inputs and services

Smallholder farmers lack information and knowledge about the farm inputs.

Inputs and other services are expensive

Smallholder farmers do not have adequate information and access to markets for agricultural products

Question

How do we increase the use of farm inputs and services?

- Sustainably?

- Cost effectively?

- At scale?

Key Problems & Questions
cnfa s development hypothesis the premier agrodealer developer
CNFA’s Development Hypothesis(the Premier Agrodealer developer)
  • Farmers will increase use of inputs and services if they are readily accessible and affordable.
    • Agrodealers ( rural stockists) in farming communities need strengthening as the last link in the commercial input marketing chain.
    • Input supply companies & financial agencies need incentives & support to work with rural agrodealers.
    • Private sector is responsible & most suited to deliver inputs to farmers.
  • Private sector- based approach
    • Strengthen and build sustainable linkages between enterprises in the input and output marketing systems- suppliers, buyers (large/institutional), agrodealers & farmers.
    • Promote market-based policy interventions
    • Result: increased flow of inputs into rural communities.
the cnfa inputs model

Voucher

Voucher

Financial Institutions

MFI

Smallholder Farmers

Smallholder Farmers

Cash, Voucher

Cash, Voucher

Inputs &

Inputs &

or Credit

or Credit

Knowledge

Knowledge

Inputs on Credit

Inputs on Credit

Input Supply Companies

Input Supply Companies

Regional Wholesalers &

Distributors &

Commercial

Commercial

Rural Agrodealers

Rural Agrodealers

Relationships

Relationships

Financial Organizations

Financial Institutions

Credit Guarantees

Credit Guarantees

Loans for inputs

Loans for inputs

Demonstration Plots, Field Days, & Exhibitions

Demonstration Plots, Field Days, & Exhibitions

Rural Based agrodealer Association/farmer groupsFormation

Business Mgt Training

Business Mgt Training

Commercial Trainers

Training on Regulations

Training on Regulations

Public Agencies

Public Agencies

Product Training

Product Training

Supply Companies

Community Mobilizers

The CNFA Inputs Model
the cnfa output marketing model

Training, Linkages,

Financial Support & Services

Demand Creation &

Technical support

Training Financial Services

OUTPUT MARKET FACILITY MANAGED BY AGRODEALERS OR OTHER ENTERPRENEURS

Inputs and

Advisory Services

Buyers to market

Output

Quantity & Quality Produce

Technical & Management Services

Output Marketing

Info & Promotion

Inputs and

Advisory Services

The CNFA Output Marketing Model

CNFA/RUMARK

OUTPUT BUYERS, PROCESSORS

AND CONSUMERS IN RURAL AREAS

RURAL SMALLHOLDER FARMERS

AGRODEALERS

slide9

Institutional Arrangement

MAJOR OUTPUT

Information on use of outputs and demand creation

Players

E.g. RAB Processors, WFP,Mulli, ACE platform

FINANCIAL

ORGANIZATIONS

Loans for

Inputs

E.g. MRFC, FMB, OIBM, First Merchant Bank

RURAL AGRODEALER

PUBLIC AGENCIES

Smallholder FARMERS

Training on

Regulations

E.g PCB, MoA, AITA, STAM

Product

Knowledge

Inputs on Credit,

Training &

Demos on Products

SUPPLY COMPANIES

DEVT. PARTNERS

E.g AGRA,MoA&FS, USAID

E.g Fertilizer (optichem), Seeds(MONSANTO, SeedCo) and Chemicals (C&M, FO)

Business

Management Training

COMMERCIAL

TRAINERS

focus on agrodealers farmers
Focus on Agrodealers & Farmers

Access to Finance:

Capacity Building:

  • Training in product knowledge, use, safety
  • Company demos of products, technologies
  • Public Sector training on regulations
  • Business training from independent trainers
  • Training on output marketing

Agrodealers

  • Trade credit from supply companies for inputs
  • Working capital loans for inputs from Financial Organizations
  • Assistance to establish output marketing enterprises

Informationon Inputs & Use

Exposure to products and technologies

Outputs sold to agrodealers

Smallholder

Farmer

Smallholder

Farmer

strengths 1 business skills training
STRENGTHS: 1) Business Skills Training

Training in business management of agrodealers has improved their businesses. Over 1,400 agrodealers trained and certified to-date.

strengths 2 technical training
STRENGTHS: 2) Technical Training

Product Knowledge Training in collaboration with Pesticides Control Board (PCB), Input supply companies and research org. has improved knowledge on Inputs

slide13

STRENGTHS: 3) Demand Creation

Demand Creation have:

  • Facilitated companies and Agrodealers to conduct field demonstrations & field days in rural areas
  • Facilitated agricultural Inputs exhibitions in rural areas
  • Promoted increase of use of Inputs and reduced travel distances for smallholder farmers, and reduced transaction costs for companies
  • Increased coverage through newsletters, newspaper, radios
slide14

STRENGTHS:4) Financial Services

Financial Services

  • Utilization of Credit Guarantee Fund to financial institutions and input supply companies to offer credit to agrodealers
  • Support capacity building of Financial Institutions to develop new financial products appropriate for rural entrepreneurs
project activities 4 financial services cont
Project Activities4) Financial Services cont.
  • AGRA through RUMARK has a guarantee arrangement with MRFC through which the institution gives advances credit to farmers to procure inputs.
  • RUMARK certified agrodealers have received $218,666 (K30,766,306) in loans from MRFC and other institutions
strengths 5 output marketing
STRENGTHS: 5) Output Marketing
  • Train agrodealers on bulking and aggregation of grains
  • Support agrodealers to establish output marketing enterprises
strengths 6 matching investment
STRENGTHS: 6) Matching Investment
  • Matching Investment facility has been used to support:
  • Output Marketing grain bulking and aggregation initiatives by agrodealers
  • Establish Agrodealers in rural markets
strengths 7 advocacy
STRENGTHS: 7) Advocacy

Facilitated the formation (and training) of agrodealer associations that will promote the interests of agrodealers and by extension to farmers.

weaknesses challenges gaps
WEAKNESSES/CHALLENGES/GAPS
  • Implementing program activities through partner organizations highly depends on their goodwill;
  • Isolation of agrodealers in the ISP weakens their business growth;
  • Logistics to move both inputs and outputs are a major constraint
weaknesses challenges gaps20
WEAKNESSES/CHALLENGES/GAPS
  • Agrodealer business takes long time to grow and extremely fragile in poor economic and climatic conditions
  • BDS is not yet commercialized – no providers;
  • Weak/limited capacity (technical) of Commercial Trainers to effectively deliver BDS;
the ideal agrodealer
The Ideal Agrodealer
  • Farm Service Centres
    • Inputs supplies
    • Output market – aggregation points (sorting, grading, storage)
    • Information provision for markets and prices – e.g ACE - /MACE/GTPA
    • Tractor hire
    • Extension services - Soil testing, spraying services (herbicides, etc), basic technical information
    • Processing Centres – value addition
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