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LINKING PRODUCERS TO MODERN FOOD RETAILERS: A Survey of Buyer Interest in the Balkans PowerPoint Presentation
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LINKING PRODUCERS TO MODERN FOOD RETAILERS: A Survey of Buyer Interest in the Balkans. Prepared for the U.S. Agency for International Development By Chemonics International and J.E. Austin Associates MAY 2005. CONTENT OF THE PRESENTATION. Introduction Demand in the Region Positive Elements

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linking producers to modern food retailers a survey of buyer interest in the balkans

LINKING PRODUCERS TO MODERN FOOD RETAILERS:A Survey of Buyer Interest in the Balkans

Prepared for the U.S. Agency for International Development

By Chemonics International and J.E. Austin Associates

MAY 2005

content of the presentation
CONTENT OF THE PRESENTATION
  • Introduction
  • Demand in the Region
  • Positive Elements
  • Obstacles
  • Comments by Country
  • Recommendations
  • Conclusions
introduction study objectives
INTRODUCTION – STUDY OBJECTIVES
  • Determine potential for farmers to sell to large-scale buyers
  • Suggest regional interventions by USAID
introduction study design
INTRODUCTION – STUDY DESIGN
  • Limited Internet research
  • Interviews in six countries
  • Analysis and conclusions
  • Written report
introduction dates consultants countries
INTRODUCTION – DATES, CONSULTANTS, COUNTRIES

Research done in April and May 2005

Douglas Griffith and Jeff MacKenzie

Chemonics International, Inc.

Romania and Serbia

Marcos Arocha and Kenneth Weiss

J.E. Austin Associates, Inc.

Albania, Bosnia-Herzegovina, Bulgaria and Montenegro

introduction people interviewed
INTRODUCTION – PEOPLE INTERVIEWED

Roughly 70 interviews in 6 countries

Managers of hypermarket and supermarket chains, processing companies, hotel chains, wholesale companies

demand influx of big retailers
DEMAND – INFLUX OF BIG RETAILERS
  • Metro, Carrefour, Billa, Mercator, etc.
  • A worldwide phenomenon
  • Growth in every country visited
  • Dramatic expansion plans
demand products of interest
DEMAND – PRODUCTS OF INTEREST
  • Vegetables – salad and other
  • Fruits – melons, apples, etc.
  • Meat (packaged cuts) - beef, turkey, etc.
  • Dairy – fresh milk, white cheese, etc.
demand procurement methods
DEMAND – PROCUREMENT METHODS
  • Interest in local products (esp. fresh)
  • Local decision-making / buying
  • Emphasis on quality and quantity
  • Preference for long-term relationships
  • Discounts and slotting fees
  • Private labeling, electronic systems
  • Increasing use of central warehousing
  • Long payment terms
on the positive side
ON THE POSITIVE SIDE
  • Big stores becoming more important
  • Open to potential new suppliers
  • Superb preparation for exporting
  • Several success stores
constraints i
CONSTRAINTS I
  • Critical mass and continuity
  • Quality and condition
  • Packaging
  • Cold storage
  • Business informality
  • Supplier agreements unreliable
constraints ii
CONSTRAINTS II
  • Definition of quality
  • Difficulty finding investors
  • Difficulty obtaining loans
  • Competition from imports
  • Strict buyer conditions
  • Inadequate extension services
recommendations quality
RECOMMENDATIONS – QUALITY
  • Definitions of quality
  • Health and safety standards
  • Post-harvest handling
  • Packaging information and materials
recommendations reliability
RECOMMENDATIONS – RELIABILITY
  • Sustainable business models
  • Extended growing seasons
  • Producer cooperation
  • Long-term relationships
recommendations access to credit
RECOMMENDATIONS – ACCESS TO CREDIT
  • New financial mechanisms
  • Electronic information systems
  • “Bankable” supply relationships
  • International partnerships
recommendations other
RECOMMENDATIONS – OTHER
  • Agricultural extension
  • Turn farms into businesses
  • Conferences, exhibits, etc.
country summaries i
BULGARIA

Metro, Billa, ENA, Ramstore, HITT

Kaufland and others

Produce from local sources

Government regulations

Protection of “infant industries”

ROMANIA

Ten years with big stores; trend continues

Metro, Carrefour, Mega Image, Billa, etc.

Most produce imported

Role of wholesalers

Consumer behavior changing

COUNTRY SUMMARIES I
country summaries ii
BOSNIA-HERZEGOVNIA

Small market

Mercator, Velpro, Interex, VF Commerce

The role of wholesalers

The baking industry

SERBIA

Mercator, C-Market, Super Vero, Metro, and others

Growing numbers of food retailers

COUNTRY SUMMARIES II
country summaries iii
ALBANIA

First Hypermarket to open in Sept.

Small supermarket chains

Hotels on the coast

Greenhouse industry

MONTENEGRO

Confusion from political situation

Surprising number of stores

ERA, Voli Trade, and Mex Centar

The Grey Market

COUNTRY SUMMARIES III
possible regional activities i
POSSIBLE REGIONAL ACTIVITIES I
  • Cooperation by producers
  • Cooperation by wholesalers
  • Private brands and co-branding
  • Supplying food chains for export
  • Buyer-seller events
possible regional activities ii
POSSIBLE REGIONAL ACTIVITIES II
  • Training on grades and standards
  • Guide to selling to supermarkets
  • Guidelines on packaging
  • Business plan for cold storage
  • IT solutions for tracing products
conclusions
CONCLUSIONS
  • Market changes are working against small farmers, processors, wholesalers and retailers.
  • Selected interventions will help small business to cope and survive.
  • Some interventions may be appropriate for USAID at the regional level.