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10th African Fine Coffee Conference and Exhibition 14 – 16 February , 2013

10th African Fine Coffee Conference and Exhibition 14 – 16 February , 2013 CBI Export Development and Promotion Specialty Coffee to the European market. Added Value of the Centre for the Promotion of Imports (CBI). Founded 40 years ago

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10th African Fine Coffee Conference and Exhibition 14 – 16 February , 2013

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  1. 10th African Fine Coffee Conference andExhibition 14 – 16 February, 2013 CBI Export Development and Promotion Specialty Coffee to the European market

  2. Added Value of the Centre for the Promotion of Imports (CBI) • Founded 40 years ago • The Expert in Export Development and Export Promotion to the European market • Budget from the Netherlands Ministry of Foreign Affairs • Successfully supported exporters from developing countries to the EU • Export increase for exporters to the EU • Developed products and services for BSOs (e.g. UEPB Uganda, EPC Kenya, TANTRADE Tanzania, IPEX Mozambique) • Market Information available for free at www.cbi.eu on potential export sectors in the EU CBI - Ministry of Foreign Affairs

  3. Our Clients Target groups Exporters BSOs Policy Makers Importers Target groups CBI - Ministry of Foreign Affairs

  4. Core Product: Export Coaching for Exporters Application procedure Selection Company Audit Action Plan Business Management Skills Skills on management, HR, finance, logistics, etc Export Capacity Building Coaching, training, Export Marketing Plan, Export Readiness Certification Coaching, Certification Market Entry Regional Contacts with Buyers Market Entry to the EU Trade Fairs EU, contacts with Buyers CBI - Ministry of Foreign Affairs

  5. Market Information on Demand Markets Up-to-date descriptions of potential sectors in the EU Market trends, developments Descriptions of market segments Players in the EU, including associations and importers All information available for free! www.cbi.eu CBI - Ministry of Foreign Affairs

  6. Embedding through BSO Development No value chain can function optimal without a good BSO BSO should deliver products and services to stakeholders in VC CBI coaches and trains BSO management and staff on products and services development on exporting to the EU E.g.: training curriculum development E.g.: Market Intelligence on exporting to the EU E.g.: Export Promotion, missions, trade fair participation Etc. CBI - Ministry of Foreign Affairs

  7. Export Value System Supporters Financial Institutions Private consultants NGOs Certifyingagencies Chambers of commerce Sector associations Customs Trade promotion Inst. Supply side: Developingcountries End user Retailers Importers Production Chain Producing exporters Exporters Producers Suppliers Demand side: Europe WTO Ministries of Trade European Union Lobbyists Trade Union LocalAuthorities xxx Employercooperations Influencers CBI - Ministry of Foreign Affairs

  8. Why (Specialty) Coffee? Specialty coffee is an important qualityattributesought in the international market Growth in the EU intodemandforspecialitycoffees Needfordifferentiationdueto the individualization of consumers Lot of donor intervention on conventionalcoffees (productivity, qualityimprovements), but not on speciality Specialty is a value addition with a premium CBI - Ministry of Foreign Affairs

  9. Why Uganda? Over 3.5 million people derive their livelihoods in coffee related activities (UCDA, 2010) Uganda ranks 10th in the volume of coffee exported coffee - Uganda provides 9.1% of all world traded Robusta (ICO, 2001). Most of the coffee from Uganda already finds its way in Europe Uganda has an advantage in transport and communication infrastructure and in handling and marketing of other perishable food products (aBi, 2011) Coffee is produced in a socially and environment friendly way CBI - Ministry of Foreign Affairs

  10. CBI Export Coaching:SelectionCriteria At least 51% locally owned, or (co-) owners who reside in another developing country ( excluding developing countries characterized as UMIC or higher*); 25 to 500 employees; No joint venture with a company based in a country with a classification of UMIC or higher; Compliance or the willingness to comply with EU market requirements; No licensing commitments that prohibit or limit export possibilities of products to the EU competitive prices and sufficient production capacity; A management which is able to communicate in English; The willingness and capacity to invest in adaptations of, for instance, product assortment and production processes, if and as required by the European market. CBI - Ministry of ForeignAffairs

  11. Company audit and plan of action Building blocks of the ECP 6 modules thatcanbedeployedtoreachdesired output/outcome of ECP. Notall companies needto go throughall modules. This is determined in the first step. Business Develop-ment Export Capacity Planning Certifica-tion Market entry Regional Market entry EU

  12. Company audit and plan of action Modules: Company audit and Plan of Action Results: Result: • Completed export audit with an action plan based on which the company understands the steps to take to become a successful exporter. The export audit forms the starting point for the plan how the company will further participate in the ECP. Business Develop-ment Export Capacity Planning Tools: Pre-selection assessment (to determine suitability) Company visit by EU sector expert Company visit(s) by local expert Tools: Certifica-tion Market entry Regional Duration: • Max. 0.5 years • No participation fee Duration: Market entry EU

  13. Company audit and plan of action Modules: Business Development Result: Result: • Business operations of the company have been professionalised as monitored in the business audit. Company is at the level to start thinking about exports. Business Develop-ment Export Capacity Planning Tools: Technical assistance (visits) by local experts Distant coaching Group trainings on common topics Tools: Certifica-tion Market entry Regional Duration: Duration: • 1-2 years • No participation fee Market entry EU

  14. Company audit and plan of action Modules: Export Capacity Building Result: Result: • Company is able to meet European market demands and has familiarised itself with the European market. Furthermore, an Export Marketing Plan has been developed. Monitoring takes place through the Export Audit. Business Develop-ment Export CapacityBuilding Tools: Technical assistance (visits) by local expert Technical assistance (visits) by EU sector expert Distant coaching Export Marketing Seminar (EXPRO) participation Orientation visit to EU trade fair Tools: Certifica-tion Market entry Regional Duration: Duration: • 1-2 years • Participation fee: € 250 Market entry EU

  15. Company audit and plan of action Modules: Certification Result: Result: • Company has obtained a certification that is a EU market access requirement or increases market chances on the EU market. Business Develop-ment Export Capacity Planning Tools: Technical assistance by expert Co-financing of part of the certification costs Support in negotiations with certification bodies Tools: Certifica-tion Market entry Regional Duration: Duration: • 1-2 yearsNo Participation fee Market entry EU

  16. Company audit and plan of action Modules: Market entry Regional Result: Result: • Company has gained skills and experience with the marketing of its products. Furthermore, it has established relevant contacts in regional export markets. Business Develop-ment Export Capacity Planning Tools: Technical assistance by local, EU and target market experts Trade Fair participation/conference participation Roadshows B2B activities Assistance in follow-up of contacts (market consolidation) Tools: Certifica-tion Market entry Regional Duration: Duration: • 2-3 years • Participation fee: €250 Market entry EU

  17. Company audit and plan of action Modules: Market entry EU Result: Result: • Company has gained skills and experience in the marketing of its products towards EU markets. Furthermore, it has established relevant contact in EU markets. Business Develop-ment Export Capacity Planning Tools: Technical assistance by EU market expert Trade Fair participation / conference participation (3x sponsored) Roadshows B2B activities Assistance in follow-up of contacts (market consolidation) Tools: Certifica-tion Market entry Regional Duration: Duration: • 3-4 years • Participation fee: €500 Market entry EU

  18. First steps: Promotion & Selection Company audit and plan of action

  19. How toApply? www.cbi.eu/ni 2016 Go to “Apply” Click on “Application form”

  20. More Information? www.cbi.eu/ni2016 Rafael Valcarce: r.valcarce@cbi.eu Jim Tersteeg: Jim@tersteeg.nu Thankyou CBI - Ministry of Foreign Affairs

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