Capacity Building of Local Entrepreneurs to Improve the Distribution of PICS Bags in West and Central Africa PICS Lessons Learned Workshop April 11, 2012 D. Baributsa, J. Lowenberg-DeBoer, T. Abdoulaye, M. Shehu, C. Lontchi, S. Issaka, P. Batana, E. Korankye and O. Anyebe

Purdue University Farmers Farmers Organisations Cereal banks Cowpea vendors Supply chain Supply bags- Supply chain Awareness Create demand- AwarenessBuilding Distributors Semi-wholesalers Manufacturers Vendors Making Cowpea Storage Technology Available to Farmers

Supply Chain Development PICS bag retailers PICS bag manufacturers PICS bag vendors However, farmers have complained about the availability of PICS bags in rural communities.

Capacity Building Activities -PICS bags is a new product- awareness building is required for manufacturers, distributors, vendors, etc. -Help manufacturers meet PICS bag specifications- quality control -Provide feedback to manufacturers from end-users: farmers, and other users to address issues (sealing, missing bags, etc.)

-Facilitate negotiations among supply chain members-order, payments, etc. -Help distributors promote, and expand retail distribution networks -Train distributor and vendors to facilitate collaboration and build trust. Capacity Building Activities

Key Constraints to Adoption Percentages Its possible to have large adoptions/quick impact in rural communities in less than 2 years

Producteurs se plaignent de la distance aux points de ventes des sacs PICS Adoption des sacs PICS Information sur le Marche Niger et BurkinaNiger DTNiger MZTBurkina Distance ou les sacs sont vendus Distance au Marché % des marches ou les sacs sont vendus Proportion du niebe stocke avec sacs PICS %7%30%

Trainings serve as platform for: -identifying and discussing supply chain issues -recruiting new vendors -Teach them how to use PICS bags. Trainings three components: -Presentation of the project -Supply Chain - Discussion- led by distributor

Sixty percent of the trainees were PICS bag vendors while the rest were entrepreneurs interested in the PICS bag business. PICS bag vendors were recruited by: distributors (55.6%), project through consultants, radio messages, etc. (20.6%), colleagues and friends (11.1%) demand by farmers (12.7%). Background of Vendors

Sales Strategies used by vendors

Of course many vendors say they know how to use PICS bags  43% attended demonstration  61% stored cowpea.

Challenges and strategies to increase bags sales - Quality include defective and missing bags - Availability- access and timely

 Exercise with vendors on cost-benefit analysis of cowpea storage showed that PICS bags used twice were a cheaper and low risk alternative to insecticides. JigawaTarabaNiger Storing 100 kg of PICS bags Chemicals - Sniper - Phostoxin - DD-force - Nopest - Pest off - Cypermethrin - Dichlorophus - Phostoxin : 3 tablets= 60 N - DDforce -50ml = 50 N - 2 times applications - Woven bag = 90N Labor for treating 100 kg is 50N*2 times applications =100 Naira Total =310N+100=410 -Sniper -100ml = 120N - no other product used - 2 times applications - Woven bag = 120 N Labor for treating 100 kg is 50 Naira Total = 360N+100= 460 -phostoxin 2 tablets= 40 N - Sniper = 25ml = 50N - 2 times applications - Woven bag = 80N Labor for treating 100 kg is 100 Naira Total=260N+100N = 360N PICS PICS bag used once PICS bag 300 N Labor for treating 100 kg is 50N Total= =350N PICS bag 330 N Labor for treating 100 kg is 50N Total= =380N PICS bag 300 N Labor for treating 100 kg is 50N Total= =350N PICS bag used twice =200N165+50=215N150+50=200N

Trainings helped vendors understand:  Project learn how vendors do their business  Vendors learn how to properly use PICS bags  Approach to market development of PICS bags  Market seasonality of PICS bags  Strategies to increase sales (roaming vendors)  Develop collaboration and trust among supply chain members (distributors, manufacturers,…)  Address several challenges- margins, quality, transportations, etc.

Thank you for your attention! Questions!