Workshop Report

Compiled by: Krisztina Tihanyi, Takudzwa Fundira, and Tersia Bergstedt

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TABLE OF CONTENTS Table Of Contents ........................................................................................... 1 Workshop Summary.......................................................................................... 2 Programme Objective And Approach ..................................................................... 3

Targeted Participants .................................................................................... 3 Benefits To The Participants............................................................................ 3

Workshop Evaluation ........................................................................................ 4 Profile Of Participants ...................................................................................... 4 Workshop Evaluation ........................................................................................ 4

Mid-Week Evaluation ..................................................................................... 4 Initial Workshop Experience ......................................................................... 5

End-Of-Workshop Evaluation............................................................................ 5 Acknowledgements .......................................................................................... 9 Appendix 1 – Workshop Schedule.........................................................................10 Appendix 2 - List Of Participants And Concerns Facing Their Businesses ..........................13 Appendix 3 - Organising Institutions .....................................................................16 Appendix 4 – Facilitators And Guest Speakers..........................................................17 Appendix 5 - Organising Committee .....................................................................21 Appendix 6 – Workshop Snapshots........................................................................22

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WORKSHOP SUMMARY On September 5-10, 2004, Stellenbosch University, in collaboration with Cornell University and Market Matters, Inc., hosted “Making Markets Matter ’04,’ an African Emerging Markets Workshop for the Agribusiness Sector. The aim of the workshop was to increase capacity among African agribusinesses to meet the ever-increasing demands of today’s global agro-food system. The event attracted a diverse group of participants and facilitators from Africa and the USA, offering a variety of backgrounds and experiences. A total of 35 participants from ten African countries attended the workshop, which was facilitated by an international group of ten experts in the areas of supply-chains, marketing, and finance, among others. On the whole, the workshop was a resounding success; participants expressed interest in follow-up workshops in their home countries that would focus on issues specific to their respective operating environments. The facilitators were thought to be knowledgeable and approachable, and the topics highly applicable to the needs of the businesses represented. In particular, participants valued the case study approach as an important tool for information dissemination as it allowed them to share their experiences and learn from those of other businesses. The workshop also featured five guest speakers, who talked about issues relevant to the themes of the workshop. The speakers included Venete Klein (General Manager, Agribusiness, ABSA), Professor Chris Brink (Rector, Stellenbosch University), Dr. Akin Adesina (Associate Director, Food Security; Rockefeller Foundation), Mumeka Wright (General manager, Bimzi Ltd.,Zambia) and Dr. Moses Onim (Managing Director, Lagrotech Seed Company; Kenya).1

1 See Appendix X for the bios of guest speakers.

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PROGRAMME OBJECTIVE AND APPROACH The goal of the workshop was to identify a set of strategies that could enhance the competitiveness of African agribusiness firms and expand employment and incomes in rural communities, thus promoting greater economic opportunities. Building on the expertise and experience of our world class facilitators, MMM ’04 aimed to provide participant businesses with knowledge and information about marketing training, financial analysis, business development services, and networking in the agribusiness sector. Targeted Participants The programme targeted micro-, small-, and medium-sized agribusiness firms engaged in farm and off-farm services, and in the production and processing of natural products and food and agriculture products. Participants were selected to represent diverse backgrounds and experiences, including entrepreneurs and business development facilitators, as well as personnel of nongovernmental organisations, business and commodity associations, government departments, and donor agencies involved in the delivery of management, marketing, and business training services. Benefits to the Participants

• Stimulating product development, marketing, and finance seminars presented by world class facilitators.

• A participatory approach involving actual market development case studies. • Access to and interactions with representatives from business development services

institutions and emerging businesses in Sub-Saharan Africa. • A chance to improve strategic marketing skills. • A set of contemporary marketing and finance training materials.

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WORKSHOP EVALUATION Profile of Participants The majority of workshop participants hold management positions in agribusiness companies. In addition, three programmes working in agricultural development were also represented, namely the Seeds of Development Programme (SODP), African Women in Agriculture Network – East Africa (AWAN-EA), and the Community Public-Private Partnership Programme (CPPP). Table 1. details the profile of participants by gender, educational background, business type, and nationality. Full details of participants’ contact details are outlined in Appendix 1.

Table 1. Profile of Participants (n = 35)

Description Frequency Percent

Gender Male Female

18 17

51 49

Nationality Botswana Ethiopia Ghana Kenya Mozambique South Africa Tanzania Uganda Zimbabwe USA

3 1 2 5 1 13 3 4 2 1

9 3 6 14 3 37 9 11 6 3

Educational Qualification Primary/ Secondary Certificate / Diploma Degree Post-Grad

5 8 14 8

14 23 40 23

Business type/ Sector Retail Farming/ Processing Research/ NGO Academic Government

10 12 8 2 3

29 34 23 6 9

WORKSHOP EVALUATION Two evaluations were conducted during the workshop: the first at mid-week, the second at the conclusion of the week. Mid-week Evaluation The mid-week evaluation asked participants to comment on the following four questions:

• “What has been your best liked experience so far?”

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• “What has been your least liked experience so far?” • “What areas of the workshop need improvement?” • “What is your initial overall rating of the workshop?”

The first three were open-ended questions, while the fourth asked participants to rate their experience on a scale of 1 – 5 (1 being “I am disappointed in this workshop.”; 5 being “I am enjoying it very much.”) Due to the qualitative nature of the first three questions, only the most common issues are highlighted here. Among the best liked experiences participants noted:

• Straightforward presentations; • The opportunity for everyone to participate; • The high level of expertise of the facilitators; • The practicality of concepts and the approach; • The opportunity to network; and • The high level of organisation of the workshop.

Among the least liked experiences participants noted:

• The lack of relevance of the Kayamandi field trip to their work; • The limited number of young participants representing agribusinesses; and • Insufficient attention given to the finance section.

When asked about areas that needed further improvement, participants suggested the following:

• The program should include a brief orientation to the University; • The workshop handbook should include the Power Point presentations used by

facilitators; and that • The workshop should be longer and allow more time for in-depth discussions.

Initial workshop experience As seen in Table 2, over 90% of participants rated their experiences above average, with almost 50% giving it the highest possible rating. About 10% of participants felt ambivalent about their experience. No one expressed that he/she was disappointed in the workshop. Table 2. Participants’ rating of their initial workshop experience

How do you feel about your overall experience in this workshop so far? (1= I am disappointed; 5= I am enjoying it very much.)

1 2 3 4 5

Frequency 0 0 3 15 17

Percent 0% 0% 9% 42% 49%

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The programme proved to be challenging and rewarding for all participants, as well as facilitators and organisers. It provided a forum for representatives of the African small business sector to get to know each other and learn from each others’ experiences, as well as those of the facilitators. Overall, 81% of the participants found the workshop to be a valuable experience and felt that it either met or exceeded their expectations (Table 3). Ninety-one percent (91%) of them found the information provided to be applicable to their jobs and the same number (91%) indicated that they would recommend the workshop to other colleagues. In addition, over 90% of the participants found that the facilitators were overall good communicators, were organised (86%) and knowledgeable about the topics they presented (88%). About two-thirds (66%) of the participants indicated that they would be interested in follow-up workshops on financial management; in addition, twenty-five percent (25%) were interested in a workshop on supply-chains (25%), and eight percent (8%) on market research. The majority (54%) felt that the workshop was adequate in length, while 40% felt that it was too short. Ninety percent (90%) of the participants felt that the workshop was targeted to an an introductory or intermediate level, which was reflective of their educational backgrounds (Table 4) .

Table 3. Overall program evaluation by participants Strongly

agree Agree Neither

agree / disagree

Disagree Strongly disagree

Overall score

Met my expectations 56% 25% 4% 8% 4% 1.75 Applicable to my job 66% 25% 4% 4% 0% 1.4 Would recommend to colleagues 78% 13% 4% 0% 4% 1.1 Program was well paced 44% 40% 8% 0% 4% 1.75 Instructors Communicated well 61% 30% 0% 4% 4% 1.6 Materials presented were organised 68% 16% 4% 8% 4% 1.6 Instructors were knowledgeable 80% 8% 0% 4% 8% 1.2

Table 4. Length of workshop and level of material presented

Too short Right Length Too long

Length of workshop 40% 54% 5%

Introductory Intermediate Advanced

Workshop Level 10% 80% 10%

Most participants felt that the topics covered in the workshop were of significant educational value (Table 5). The most successful presentations/sessions were “Intro to Case Studies” by Dr. Ed Mabaya, “Firm’s Orientation to Market” by Dr. Ralph Christy, “Market Strategies” by Dr. Ed Mabaya, and the Open Consultations, which all received high marks from participants, i.e., over 90% of participants felt that they had learnt a great deal from these sessions. The presentations “Marketing Strategy (Can of Worms)” by Jose Jackson, “Supply-chain Concepts” by Mohammad Karaan, “Supply-chain Case Study (Cape Olive),” “Strategic Management” by Dr. Joyce Cacho and Dr. Norbert Wilson, “Going Bananas in Uganda” by Frank Pedraza, “E-commerce” by Dr. Ed Mabaya, the panel discussion “African Business in a Global Village,” the

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closing presentation “Strategic Marketing Synthesis and Summary,” the group assignment and presentations, and the session on “Local Cases” all received approval rates between approximately 80 and 90%. The least successful sessions were those on Financial Management by Dr. Onkuthwile Othata, the presentation on “Business, Communities, and AIDS” by Dr. Kenneth Robinson and Yeki Mosomothane, the accompanying field tour of Kayamandi, and the Trade Strategy Discussion held jointly with representatives from the Department for International Development (UK). The organizers and facilitators of the workshop will need to consider how these sessions can be tailored to better fit participants’ needs and expectations in future workshops.

Table 5 – Evaluation of specific topics and facilitators

Learnt very little Learnt a

great deal Overall score

1. Intro to Case Studies (E. Mabaya) 0% 0% 8% 36% 56% 4.48

2. Firm’s Orientation to Market (R. Christy) 0% 0% 0% 40% 60% 4.7

3. Market Strategies (E. Mabaya) 0% 0% 8% 38% 56% 4.7

4. Marketing Strategy (Can of Worms) (J. Jackson) 0% 0% 15% 46% 38% 4.4

5. Supply-chain concepts (M. Karaan) 0% 0% 13% 39% 48% 4.1

6. Supply-chain case study (Cape Olive) 0% 0% 13% 57% 30% 4.1

7. Business, Communities and AIDS 7% 7% 19% 49% 15% 3.6 8. Kayamandi Field Tour 10% 10% 15% 45% 20% 3.5 9. Financial Management (O. Othata) 4% 0% 25% 16% 54% 4.1

10. Strategic Management (J. Cacho and N. Wilson) 0% 4% 16% 48% 32% 4.2

11. Going Bananas in Uganda (F. Pedraza) 0% 4% 11% 41% 44% 4.6

12. E-commerce (E. Mabaya) 0% 12.5% 8% 45% 33% 4.0 13. African business in a global

village (panel discussion) 4% 0% 9% 47% 34% 4.0

14. Trade Strategy Discussion (DFID) 4% 15% 30% 30% 8% 3.2

15. Strategic Marketing Synthesis and Summary 12.5% 0% 6% 43% 37% 4.5

16. Group Assignment and Presentations 0% 8% 20% 38% 41% 4.0

17. Local Cases 0% 0% 20% 40% 40% 4.2 18. Open Consultations 0% 0% 13% 60% 35% 4.0 Participants also rated the workshop logistics and facilities (Table 6). Ninety percent (90%) felt that information and communication prior to the workshop were above average (good or excellent). Eighty-five percent (85%) rated the “Opening Function: Traditional SA Barbecue”

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as good or excellent. Comparable numbers for other events are as follows: Masande Xhosa restaurant (76%), evening speakers (90%), and Closing Banquet (92%). Similarly, participants were satisfied (meaning rated it “above average”) with the meeting space (88%), handbook (91%), lodging (82%), as well as the day-time tea and meals (94%). The overwhelming majority felt that they got the opportunity to network with other participants (95%). About 88% of participants felt that they had enough free time during the workshop, and 100% felt that the number of team activities was about the right (Table 7). Table 6. Logistics and facilities evaluation

Poor Average Excellent Score 1. Information & communication prior to arrival 0% 0% 10% 90% 60% 4.4

2. Opening function: Traditional SA barbecue 0% 5% 10% 35% 50% 4.5

3. Masande Xhosa Restaurant 0% 4% 20% 20% 56% 4.4

4. Evening Speakers 0% 4% 4% 34% 56% 4.25

5. Closing banquet at Zorgvliet Wine Estate 0% 0% 8% 33% 58% 4.3

6. Handbook 0% 0% 9% 52% 39% 4.1

7. Meeting Space 0% 0% 12% 36% 52% 4.4

8. Lodging/Accommodations 0% 0% 8% 41% 41% 4.0

9. Day – Tea & Meals 0% 0% 8% 56% 38% 4.2

10. Opportunity to meet other participants 0% 0% 4% 20% 75% 4.5

Table 7. Free time and team activities evaluation

Too little Enough Too much Score (3=neutral)

11. Amount of free time 8% 12% 68% 8% 4% 2.88 12. Team activities 0% 21% 60% 12% 0% 2.82

While the majority of participants were satisfied with the workshop, a number of them had constructive suggestions for future workshops, both in terms of improvement on current activities as well as the inclusion of new topics. Specifically, several participants mentioned the need to spend more time on exploring case studies in greater detail. Related to this, some people felt that they would have benefited from being given printouts of the case studies in advance. Other suggestions included providing more opportunities to network with South African businesses, and more time devoted to the topics of finance and supply-chains. Finally, one participant suggested that future workshops include more young business people, especially women.

Specific topics suggested for future workshops included: challenges faced by startups, quality standards, advertising and promotion, human resource management, fundraising and attracting donors in Africa, and export marketing.

Last but not least, several people praised the workshop for being not only informative but also inspirational for their work.

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ACKNOWLEDGEMENTS The Organising Committee, Stellenbosch and Cornell Universities and MM, Inc. acknowledge with gratitude the financial support of the Amalgamated Banks of South Africa (ABSA), The Eastman Kodak Company, the Rockefeller Foundation, and the Community Public-Private Partnership Program (CPPP). The organisers are also grateful to the guest speakers who took the time to participate and add value to the workshop proceedings and, last but not least, to the participants for being such willing and eager learners.

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ESUNDAY, 5 SEPTEMBERRegistration and Opening Function

13:00- 17:00 Registration Participants to register at the Venue (See map)

15:00-16:00 Introductory Meeting for Seed Industry Participants

In Labri Manor Conference Room(Seed industry participants only)

17:00 - 21:00 Opening Function: Traditional South African Barbecue

Participants to be picked up at their guesthouses from 16:30.

MONDAY, 6 SEPTEMBERMarketing ManagementFacilitators: Prof. Ralph Christy and Dr. Edward Mabaya

8.30 – 9:00 Welcome and Introductions: Ralph Christy

Participants to meet at the Neelsie Student Center

9:00 – 9:45 The Case Study Method:Edward Mabaya

9:45-10:30 Firm’s Orientation to the Market: Ralph Christy

10:30-11:00 TEA BREAK

11:00 -12:00 Marketing Strategy: Edward Mabaya

12:00-13:00 Marketing Strategy Case Study: “Can of Worms,” Jose Jackson

13:00 - 14:00 LUNCH

14:00- 16:00 Case Study Analysis and Presentations

18:00-21:00 Evening Function: Dinner, Masande Xhosa Restaurant

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ETUESDAY, 7 SEPTEMBERTHINKING IN SUPPLY-CHAINS AND COMMUNITIESFacilitators Mr Mohammad Karaan and Dr Kenneth Robinson

9:00 – 10:30 Supply-Chains - Key concepts: Mohammad Karaan

10:30- 11:00 TEA BREAK

11:00- 13:00 Supply Chain Case Studies: Olives/ Wine

13:00- 14:00 LUNCH

14:00– 15:00 Businesses, communities, and HIV/AIDS

15:00 –16:30 Field Tour to Kayamandi townshipDealing with HIV and AIDS in the CommunityKen Robinson and Yeki Mosomothane

18:30 – 22:30 Flex Time: Open consultation, shopping, tennis, soccer, volleyball (Weather permitting)

For sports, participants to meet at Coetzenberg sports fi elds.

WEDNESDAY, 8 SEPTEMBERFINANCIAL MANAGEMENT Facilitators: Dr. Onkutlwile Othata and Norma Tregurtha

9:00 – 10:30 1. Financial Management:Onkutlwile Othata2. Financial Analysis Norma Tregurtha

These are concurrent sessions following a common introduction. Choose one.

10:30 - 11:00 TEA BREAK

11:00 – 12:00 Finance, Continued

12:00 - 12:30 Mid-course Reality Check: Takudzwa Fundira

12:30 - 15:00 Lunch at the Museum

15:00 – 18:00 Evening Function: Dinner, Moyo RestaurantSpeaker: Ms .Venete Klein, Head of ABSA Bank, Agribusiness Division

18:30 Participants to meet bus in Neetling Street (see map)

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ETHURSDAY, 9 SEPTEMBERSTRATEGIC MANAGEMENT Facilitators: Dr. Joyce Cacho, Dr. Norbert Wilson, and Mr. Frank Pedraza

9:00 – 10:30 Strategic Management: Concepts & Frameworks Joyce Cacho & Norbert Wilson

10:30 -11:00 TEA BREAK

11:00 -12:30 Strategic Management Case Study: “Going Bananas in Uganda”Frank Pedraza & Florence Muranga

12:30 -13:30 LUNCH BREAK

3:30 -15:00 E-Commerce – Bridging the Digital DivideEdward Mabaya

19:00- 22:00 Awards Banquet: Zorgvliet Wine Estate

18:30 Participants to meet bus in Neethling Street (see map)

FRIDAY, 10 SEPTEMBER AGRIBUSINESS MANAGEMENT TOOLS Facilitator Prof Ralph Christy

9:30 –10:30 African Small Businesses in a Global Village: Panel discussion and debate

10:30- 11:00 TEA BREAK

11:00-12:00 Strategic Marketing Synthesis and Summary: Ralph Christy

12:00-12:30 Evaluation & Wrap-up: Takudzwa Fundira

12:30- 17:00 Field Trips (Lunch will be enjoyed at the 1st stop)

13:00 Participants to meet bus at Neelsie Student Center (see map)

SATURDAY and SUNDAY, 11 –12 SEPTEMBERPost Workshop Tours, Ezbri Tours

9:00 –17:00 Post Workshop Tours: Visit the following website www.tourcapetown.co.za, or collect a brochure from the help desk and let us know by 8/09/2003 which tour you would like to go on. Please note the post workshop tours are on participants own account.

For more details contact Tersia at the Help DeskTersia@sun.ac.za

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APPENDIX 2 - LIST OF PARTICIPANTS AND CONCERNS FACING THEIR BUSINESSES Name of Participant Position Problems faced by business

Cege, Cecillia MD – Production, Marketing and Sales Procurement

“Competition, ISO standards compliance.”

Chagomoka, Takemore No Details

Dannson, Angela Assistant Director- Policy and programme development work for the Ministry - Coordinating Donor activities

“Developing effective agribusiness strategies for Ghana.”

du Preez, Gerhard Operations Executive No information

Esmail, Samina Marketing Director Emerging Markets

Gatua, Michael Marketing and Fields Services Officer – Involved in Supply management and extension services to outgrowers.

Big challenge is supply-chain management and long-term relation building with outgrowers.

Hugo, Leda Lecturer Need skills to develop and manage small business and loans from a microfinance institution in a rural development programme

Ibihya, Clara Ancilla Managing Director “Lack of advanced technology of machinery and packaging materials.”

James Agira Sales and Marketing Manager- “Being a new seed company, we strive to attain a share of the local market and regional market in order to survive and grow in a competitive market.”

Promotion of products so as to attain the sales target

Karekaho, Venie Flower Production – “I am the technical person on the farm, participate in the production process and handle the marketing to minimize expenditure due to the limited market cannot maximize potential.”

“Limited home market (small local market) – inability to raise capital for export of fresh flowers.”

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Name of Participant Position Problems faced by business

Kemigabo, Vicky Receiving orders from distributors, dispatching to distributors, compiling weekly sales reports, selection of distributors/stockists, training of distributions/stockist, organizing and participating in field days for new seed varieties, compiling quotations to various contracts from FAO, Oxfam etc, and other Relief Agencies.

“Pricing of products, distribution of seeds, overstocking and under stocking due to poor market forecasts, longer periods of developing breeder seed for further bulking to certified seed due to lack of company breeders. Limited seed exports due to non-accreditation to ISTA and OECD procedures and standards in Uganda.”

Kgosiemang, Dorah Chairperson Access to the local market

Mand, Rajinder Singh Director No details

Matu, Waturi Quality standards & certifications – Access & affordable trade finance

“Builds the capacity of the women and their organizations, development improving their competitiveness in the goal market thus fostering social development, gender equity, income generation, improved nutritional status, environmental sustainability and good governance.”

Mbili, Bongekile Secretary

Mosele, Minah Extension & training Officer – Provide technical assistance to clients, Information dissemination and marketing the organisation.

“The mandate of NFTRC is to facilitate development of food enterprises in Bostwana. An important component of that is to develop marketing strategies that could enable food enterprises to become more competitive.”

Moselekatse, Nametso PA “The mandate of NFTRC is to facilitate development of food enterprises in Bostwana. An important component of that is to develop marketing strategies that could enable food enterprises to become more competitive.”

Muranga, Florence Lecturer “The challenge is to develop a marketing strategy for banana flour.”

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Name of Participant Position Problems faced by business

Muturi, Joseph Ndekei I am involved in extension advisory service, purchasing of produce from farmers and marketing of certified seeds

“How to achieve a cost efficient purchase of produce front farmers. Effective marketing of certified seeds to small scale farmers.”

Ngubane, Nono Coordinator for Micro-Enterprise

Nyakoojo, William Sales & Marketing Manager “The company is expanding its operations. The increased business activities and expanded operations requires the company to re-in force its market position.”

Olebogena, Galeboe Panti Business Manager “My organisation is in charge of leading and citizen entrepreneurial development. It is therefore affected indirectly by marketing and managing issues in that most of these fail because of these two issues.”

Phello, Paul Treasurer- treasurer of the trust “Meeting the quantities required by the formal market.”

Ralehoko, Enoch Ntala Logistics Researcher – Research work on rural and urban logistics

“The CSIR logistics division is trying to provide assistance for emerging markets, thus there is need to understand various problems confronting these markets and how best to assist.”

Seenga, Olais Mathayo Branch Manager “Presence of “Me too” products and marketers in a market where ignorance is still dominant and poverty dictates what to buy.”

Shandu, Gerald Chairperson – Involved in fundraising for the group and ensuring sustainability

“Fundraising and market access.”

Shaw, Loretta Program Coordinator

Solomon, Alrico Anthony Distributing Manager – stock control – comebacks reduce – distributing and admin related to it. – Logistics connected to it.

“How can we push our sales volumes? Do we diversify and at what price range do we sell? Do we expand our factory or do we go for satellite franchises?”

Somlotha, Zingisa Agricultural Economist “Marketing research, Export process, Transaction cost analysis, SME’s.”

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APPENDIX 3 - ORGANISING INSTITUTIONS Stellenbosch University Stellenbosch University is situated in the picturesque winelands region of South Africa. The area is home to several large agribusiness firms, placing the University at the cutting edge of developments in the food industry. The agricultural faculty has a long tradition of research, training, and service to the food and agricultural sector. In 1999, 800 lecturers in 12 faculties taught the approximately 19,000 students enrolled at the University. In addition, the University is home to two concert halls, a botanical garden that contains indigenous and exotic plants, and an ultramodern sports complex. Together, Stellenbosch University and the Stellenbosch area form an outstanding environment in which to learn and relax. Cornell University Likewise, Cornell University provides a dynamic, stimulating environment in which about 13,000 undergraduate and 5,000 graduate students pursue their studies under the guidance of 1,600 faculty members. Cornell’s outstanding faculty comprises many internationally recognized authorities in their fields. Cornell is located in Ithaca, New York, on a 750-acre campus surrounded by gorges and with views of Cayuga Lake, the longest of the 11 lakes that make up the Finger Lakes region of New York, which is renowned for its vineyards and scenery. Market Matters, Inc. (MM, Inc.) When the Emerging Markets Programme at Cornell was inaugurated, MM Inc was created as an independent organization that would encourage discussions and bridge the exchange of information and knowledge between entrepreneurs in emerging markets, leading practitioners, and academics. It seeks to profoundly affect the management of firms in emerging markets by bringing together technical and business professionals, leading practitioners and academics through training and outreach programs. Founded in 2002, MM Inc brings to life EMP’s Professor Christy's vision of an organization that puts marketing principles, strategies and research findings into practice to foster economic development and to open up resources to enterprising individuals in emerging markets.

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APPENDIX 4 – FACILITATORS AND GUEST SPEAKERS Facilitators Joyce Cacho is a finance consultant with expertise in agribusiness, branded food, and agriculture environments. She has wide ranging international experience in Southern Africa, South America and the Caribbeans. Her unique background combines corporate banking, credit and market risk assessment, and investment policy strategy design. From 1997 to 2003, Cacho established, developed and managed Rabobank International/USA & Canada Food & Agribusiness Research Department. An excellent, cross-cultural communicator, she is fluent in English, Portuguese, Spanish, and chi-Bemba. Cacho earned her Ph.D. in Agricultural Economics from the University of Missouri. Ralph Christy is the J. Thomas Clarke Professor of Emerging Markets at Cornell University in Ithaca, New York, where he teaches and conducts food marketing research and educational programmes on the economic performance of markets and distribution systems. He has advised industry leaders and public policy makers on food marketing strategies, economic development, and the organisation of the global food economy. A Ph.D. graduate of Michigan State University’s Department of Agricultural Economics, Christy has served as President of the American Agricultural Economics Association, Scholar-in-Residence at the Rockefeller Foundation, and member of the Committee for Economic Development’s Research Advisory Board. Mohammad Karaan is a lecturer in Agribusiness Management and Marketing at Stellenbosch University. Before joining the University in 1997, he worked in the nongovernment sector focussing on rural enterprise development. He also has experience working as a project economist at the Development Bank of Southern Africa. He works on com-mercialization and market integration of emerging markets and commodities. His research interests include rural development and supply chain analysis. Edward Mabaya is a Research Associate in the Department of Applied Economics and Management at Cornell University. His research interests include food marketing and distribution, spatial market integration and equilibrium, commodity price analysis and the role of efficient agricultural markets in rural economic development. An award winning instructor, Mabaya has been recognized for his teaching excellence in Marketing Management. Prior to Cornell, he worked as a research assistant at the University of Zimbabwe in Harare-Zimbabwe where he earned his B.Sc. Mabaya earned both his MS and Ph.D. degrees in Agricultural Economics at Cornell University. Onkutlwile Othata is a Lecturer in the Department of Accounting and Finance at the University of Botswana. He has been with the University since 1993 and has been largely lecturing in both managerial and financial accounting. His research interests are in the areas of accounting and accountability in both organizational and social contexts. His research has been disseminated both locally and internationally in conferences, workshops and scholarly publications. In addition, he has provided consultancy and advisory services in various business and social environments. Kenneth Robinson is a Research Associate in the Department of Applied Economics and Management at Cornell University. His research interests include economic development, planning, and public policy. As a Fulbright Fellow, Robinson conducted research on the social and economic impacts of small-scale, commercial agriculture on disadvantaged communities

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in KwaZulu-Natal Province, South Africa. Prior to Cornell, Robinson was Assistant to the Director for Policy at the USDA Economic Research Service, where he provided management and research assistance on rural development and environmental policies. He has also worked as a Washington, DC, lobbyist on housing and community development issues. Robinson received his Ph.D. in Development Sociology at Cornell. Norbert Wilson is an Assistant Professor of Agribusiness Management in the Department of Agricultural Economics at Auburn University, Alabama. There he teaches Microeconomics and Advanced Agribusiness Management. Wilson’s teaching and research interests cover areas of agribusiness management and international trade and development. He is currently on assignment with OECD in Paris where he is analyzing agricultural trade policies. Wilson, a recipient of the prestigious Rotary International Foundation Fellowship, has earned degrees in Agricultural Economics at Wye College, University of London (M.S.), and the University of California, Davis (Ph.D.). Frank Pedraza is an international management consultant specializing in marketing and strategic planning issues. Prior experience includes Vice President of Chiquita Brands; responsible for the Asia-Pacific Region and for International Business Development from 1988 to 1994. Vice President of Kraft Foods, Latin America from 1980 to 1988 and Managing Director of Kraft Foods Mexico and Kraft Foods Venezuela from 1973 to 1980. Prior to 1973 with Pepsico as Vice President for the Pacific Region after a successful marketing career with Proctor & Gamble. Holds both an MBA from the JGSM and B.S. from College of Agriculture and Life Sciences from Cornell University. Guest Speakers Akin Adesina is an agricultural economist, with several years of professional experience in African agriculture. He holds a B.Sc. in Agricultural Economics (First Class Honors) from the Obafemi Awolowo University, Nigeria and obtained a Ph.D. in Agricultural Economics from Purdue University, USA. He has held positions in numerous international agricultural research and policy institutions and is currently an Associate Director (Food Security) at The Rockefeller Foundation, based in Nairobi, Kenya. He is a member of the Advisory Committee of the Partnership to Cut Hunger in Africa and the Advisory Board of the Agribusiness for Sustainable Natural African Plant Products (ASNAPP) program of the United States Agency for International Development. Professor Chris Brink took up his position as Vice-Chancellor of the University of Stellenbosch in January 2002. Professor Brink came to Stellenbosch from the University of Wollongong (UoW) in Australia, where he served as Pro Vice-Chancellor (Research) from 1999 to 2001. While at UoW, Professor Brink restructured the University's research units, redesigned its research management systems, produced its Research and Research Training Management Plan, and took charge of its Innovation and Commercialisation portfolio. Besides his University commitments, he served as a Board member of several organisations, including a company in High Performance Computing (based at the Australian Technology Park in Sydney), the Illawarra Regional Development Board, and the Interim Board of the national Cooperative Research Centre for Smart Internet Technology. Before going to Australia, Prof Brink served as Professor of Mathematics and Head of the Department of Mathematics and Applied Mathematics at the University of Cape Town (UCT). After the first democratic elections in South Africa in 1994 he was involved in the restructuring of UCT, and served for some time as Coordinator of Strategic Planning. Other positions include a Senior Research Fellowship at the

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Australian National University in the 1980s, a brief spell in industry in the USA, sabbatical and other leave periods at Oxford University, and intermittent visits to many other European universities. He is an applied logician with a Cambridge PhD, an interdisciplinary DPhil, Master's degrees in philosophy and mathematics, and a Bachelor's degree in computer science. At the University of Cape Town he headed a research unit in Formal Aspects of Computer Science. He is a Fellow of the Royal Society of South Africa, a former President of the South African Mathematical Society and a Founder Member of the Academy of Science of South Africa. At the time of his leaving South Africa for Australia he held the prestigious "A"-rating of the National Research Foundation, which ranked him as one of South Africa's leading scientists. He is known for his interdisciplinary work, and has an international profile in research leadership. He has extensive experience in research, teaching and university administration, and has served in review panels or in an advisory capacity to a number of universities internationally. Chris Brink is married to Tobea Brink, and they have three children: Carmen (18), Hestia (4) and Peter (2). Venete Klein is passionate about business and government, and Black Economic Empowerment and the Empowerment of Women form part of her professional priorities. “Currently, no other bank in South Africa has a specific focus on women-owned businesses and we are using this opportunity to become a market leader through competitive new economy leadership practices,” says Klein. The women-owned business market is growing rapidly and brings with it the unique needs of women. Among the initiatives that have been kick-started to promote the empowerment of women is Banking to Women-Owned Business (B2WOB), which is a specialised programme that will support the integration of women entrepreneurs into the mainstream economy. A graduate of the Harvard University Senior Executive Programme, Klein is also a Director in the Office of the Banking Adjudicator and has recently been elected as the Vice Chairperson of the Agricultural Business Chamber, the first women to be elected to this position. She is the only South African to serve on the International Policy Commission, the official Trade Regulation arm of the FAO (The World’s Food & Agricultural Organisation). Her specialisation in Agriculture started five years ago at the Land Bank where she was first exposed to Government. Klein’s enthusiasm and professional contribution caught the attention of Minister of Finance, Trevor Manual. She was consequently appointed to three advisory bodies, the Standing Committee for the revision of the Banks Act of 1990, the Standing Committee for the Short Term Insurance Act and the Policy Board for Financial Services & Regulation. At ABSA her portfolio includes Medium Business, Agribusiness, Banking to Women Owned Business, Consumables and Black Business. Moses Onim is Managing Director of Lagrotech Seed Company in Kisumu-Kenya. The Lowlands Agricultural and Technical Services (Lagrotech) Seed Company aims to ensure that seed crops maintain genetic attributes and purity as well as freedom from inert matters, weed seeds and seed borne diseases. The company’s key marketed products include maize varieties, early maturing bean varieties, and sorghum. In addition to these varieties, Lagrotech has an active research and crop varieties research program led by Dr. Moses Onim (a plant breeder) with 30 hybrid maize crosses currently under evaluation. To ensure a comprehensive input supply to smallholder farmers, this fast-growing company also stocks fertilizers, agrochemicals and vegetable seeds in addition to their own brands. Lagrotech is driven by a highly motivated, professional and target driven work force.

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Mumeka Wright is an American-trained woman who returned to her native country, Zambia, a decade ago to contribute to the growth of that nation. She has a BA in Sociology from Middlebury College in Vermont, USA and a Masters in Development Studies from the School of Oriental and African Studies at the University of London. She is the General Manager of Bimzi Limited, a family-owned business that is actively engaged in the agriculture sector. The company is a business with a social conscience and works extensively with small-scale farmers to provide them with agriculture inputs and training to produce high value crops (mainly paprika). The crop is exported to regional and international markets that include South Africa and Spain. In 2001, Ms. Wright attended the Making Markets Matter workshop as a participant, and returned in 2004, to lead a panel discussion and debate on “African Small Business in a Global Village.”

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APPENDIX 5 - ORGANISING COMMITTEE Ralph Christy is the J. Thomas Clarke Professor of Emerging Markets at Cornell University in Ithaca, New York, where he teaches and conducts food marketing research and educational programmes on the economic performance of markets and distribution systems. He has advised industry leaders and public policy makers on food marketing strategies, economic development, and the organisation of the global food economy. A Ph.D. graduate of Michigan State University’s Department of Agricultural Economics, Christy has served as President of the American Agricultural Economics Association, Scholar-in-Residence at the Rockefeller Foundation, and member of the Committee for Economic Development’s Research Advisory Board. Mohammad Karaan is a lecturer in Agribusiness Management and Marketing at Stellenbosch University. Before joining the University in 1997, he worked in the nongovernment sector focussing on rural enterprise development. He also has experience working as a project economist at the Development Bank of Southern Africa. He works on com-mercialization and market integration of emerging markets and commodities. His research interests include rural development and supply chain analysis. Edward Mabaya is a Research Associate in the Department of Applied Economics and Management at Cornell University. His research interests include food marketing and distribution, spatial market integration and equilibrium, commodity price analysis and the role of efficient agricultural markets in rural economic development. An award winning instructor, Mabaya has been recognized for his teaching excellence in Marketing Management. Prior to Cornell, he worked as a research assistant at the University of Zimbabwe in Harare-Zimbabwe where he earned his B.Sc. Mabaya earned both his MS and Ph.D. degrees in Agricultural Economics at Cornell University.

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APPENDIX 6 – WORKSHOP SNAPSHOTS

Participants discuss a supply-chains case study. “Can of Worms” – Dr. Jackson facilitates a discussion on marketing

phane worms.

Hands-on problem solving experience through case studies. Participants listening to a presentation.

The writing on the wall says it all. Participants and facilitators interact during breaks and consultation time.

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Participants share a joke, coffee, and management strategies At the closing banquet, participants netoworked with the South African

business community.

At the Closing Banquet, Professor Chris Brink, Rector of Stellenbosch

University, challenged South Africans to undo the effects of

Apartheid.

Guest Speaker Akin Adesina and Professor Christy during the Closing

Banquet.

Ed Mabaya, Ralph Christy, and Mohammed Karaan – workshop

coordinators

On a field trip to Kayamandi township, participants learned about the

private sector’s role in dealing with HIV/AIDS.