Making Markets MatterExecutive Education and Network Building for the African Agribusiness Sector

7-12 May, 2017 • Lord Charles Hotel • Somerset West, South Africa

CAPACITY BUILDING IN EMERGING MARKETS

Since 2001, Market Matters Inc. has offered all-encompassing business training, including, but not limited to, marketing, strategy, financial analysis, supply-chain management, and human resource management.

Our goal is to identify a set of strategies that will help entrepreneurs recognize market demand and meet their customers’ needs, in the process offering employment and promoting economic opportunities in their communities. We customize our training programs to meet the exact needs of our participants, tailoring our programs to fit their existing knowledge, business experience, industry, and geographic location. We organize and facilitate both large-scale (75+ participants) and smaller training programs, including the mentorship of individual businesses. 2016 marks the 16th year of “Making Markets Matter;” to date, the programs have trained more than 2,000 entrepreneurs. Join us and experience an innovative training and business network building program designed for emerging agro-enterprises on the African continent.

THE VALUE OF BUSINESS-TO-BUSINESS RELATIONSHIPS

Besides providing a high level executive management training program designed specifically for SMEs in emerging markets, “Making Markets Matter” serves as a unique platform for building business-to-business relationships.

The program includes several special luncheons and evening programs that feature speakers from large agribusinesses, multinational corporations, and financial institutions with an active agribusiness program. Given its continent-wide reach across Africa, “Making Markets Matter” is an excellent opportunity for larger businesses to connect with potential clients and business partners and for SMEs to build business relationships among each other.

Market Matters Inc. provides business management training to SME owners and managers in the agribusinesses sector and representatives of governmental and nongovernmental organizations working in the area of SME development.

We work with companies along the entire agribusiness supply-chain, from farmers to business owners producing value-added food products. We are committed to including and promoting women and young entrepreneurs.

1

Every year participants tell us that they leave our training programs with useful information and contacts and with a renewed sense of energy and purpose to apply to their businesses. Below are a few comments from our alumni.

“POWERFUL, INFORMATIVE, EMPOWERING.”

“A great opportunity to learn and to sharpen business skills. Presented by people who are both

knowledgeable and passionate about their fields of expertise.”

“IT IS INSPIRING, MOTIVATING, AND BUILDS A SENSE OF RESPONSIBILITY AND

CONFIDENCE IN YOURSELF.”

“What I can say about the Making Markets Matter workshop is that it really opened my eyes to a lot

of things.The lectures were very informative and spot on. We were given a chance to interact and

participate. What I have learnt has not only helped me in business, it has also made an impact on

my life skills as I am now applying the same principles on a daily basis. The opportunity to network

with people from different backgrounds, businesses, cultures and countries brought insight and

understanding on how other businesses operate, survive and prosper in the agribusiness world.”

“IT WAS GREAT TO HAVE ACCESS TO SUCH INSPIRATIONAL PEOPLE.”

“I have attended several workshops in India, Italy, UK and Nigeria but this seems to be the best in

terms of organization, sharing experiences and benefits derived.”

“THE PROGRAM WAS SPOT ON WITH IN-DEPTH KNOWLEDGE OF THE INDUSTRY.”

“All the aspects related well to my business. Keep it up MMM!”

...networking opportunities and learning from the experiencesof peers...

2

In addition to technical skills that participants gain from “Making Markets Matter,” the program has several other benefits:

RELEVANT AND APPLICABLE CONTENT: We start with the building blocks of running a business – strategy, marketing, financial and human resource management -, and enrich the curriculum by adding presentations on “soft skills,” such as leadership, business communications, family business, and negotiations.

NETWORKING OPPORTUNITIES: Many companies leave the training with business deals that have been made with fellow participants over tea breaks, meals, the informal evening programs or during the product showcase, when participating companies exhibit their products. We design the week’s program to provide many opportunities to build such business-to-business linkages.

SMALL GROUP EXERCISES: Participants analyze case studies in small groups and present their conclusions to the entire group. This fosters collaborative thinking and enhances one’s ability to work as a team player.

PRESENTING TO A LARGE AUDIENCE: Being comfortable speaking in front of a group is necessary for entrepreneurs and requires practice. Our training offers participants the opportunity to hone their presentation skills.

...we start with the building blocks of running a business...

3

4

MMM IN NUMBERS, 2001-2016

MMM participants by sector

42%

29%

18%

11%Producer

Processor

Education/NGO

Government

Number of participants trained: 2173

Number of women trained: 925

African countries represented: 24

“Making Markets Matter“ is facilitated by a group of professionals from across the globe with a wealth of experience working in emerging markets, in the agribusiness and SME sectors. Our fa-cilitators create a dynamic and interactive learning environment where participants not only learn from the facilitators but also from each other. Facilitators are available for face-to-face consultation during the training program and for three months afterwards via electronic means.

...the best in business thinking...

PROFESSOR RALPH D. CHRISTY is Director of the Cornell International Institute for Food, Agriculture and Development and Professor of Emerging Markets at Cornell University in Ithaca, New York, where he teaches and conducts food marketing research and educational programs 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 organization of the global food economy. A Ph.D. graduate of Michigan State University’s Department of Agricultural Economics, Christy is past President of the American Agricultural Economics Association, and is currently a Board Member of the Winthrop Rockefeller Foundation, WinRock International, and the Agribusiness Capital Fund. He is the author of three books, A Century of Service: Land Grant Colleges and Universities, 1890-1990 (1992); Achieving Sustainable Communities in a Global Economy (2004), and Emerging Markets (forthcoming). His most recent research calls attention to the role of creating an enabling environment for accelerating agro-industries’ contributions to sustain economic growth and development.

DR. LINLEY CHIWONA-KARLTUN holds a BSc in Food Nutrition and Institutional Management, an MSc in Nutrition and a PhD in International Health. She is a lecturer and research fellow at The Swedish University of Agricultural Sciences (SLU) in Sweden. In 2002 she co-founded the Chinangwa ndi Mbatata Roots and Tubers Enterprise (CMRTE) in Malawi that has membership of over 3000 farmers and more than 80% are women. CMRTE empowers its members with skills and information to manage and produce cassava, process, develop nutritious products and to commercialise their products. CMRTE has received several awards in recognition of their commitment to cassava agro-processing and entrepreneurial achievements. She is also a founding member of the Network of African-European Women Scientists (NAWES), The Association of African Agricultural Professionals in the Diaspora – Europe (AAAPD-E) and serves on several editorial and international boards.

5

DR. NJERI GAKONYO is an Agricultural Economist with a wide range of interests and engagements including Africa’s economic and social progress, agriculture, environment, youth, strategy, faith and leadership. Currently she is a consultant to the Resource Mobilisation unit at the Alliance for a Green Revolution in Africa (AGRA). Prior to working at AGRA, Njeri facilitated strategy development for both business and non-profit organizations on a consultancy basis in Kenya, Tanzania, Mozambique and Malawi. She previously worked as Associate Director at Lattice Consulting Limited, a corporate finance and strategy firm in Nairobi. Njeri studied economics at the undergraduate level at Grinnell College and agricultural economics at Cornell University at Masters’ and PhD levels. Njeri is currently the Board Chair of the Green Belt Movement (GBM), and serves on the Board of the Wangari Maathai Institute for Peace and Environmental Studies (WMI) at the University of Nairobi.

DR. MOHAMMAD KARAAN is graduate of Stellenbosch University, where he obtained a B.Sc. Agric degree in 1990, an M.Sc. Agric in 1993, and a Ph.D. in 2003. He worked for the Development Bank of Southern Africa in Johannesburg as an economist and later returned to Stellenbosch to the Rural Foundation as Head of Research. In 1997 he joined Stellenbosch University as a lecturer in the Agriculture Faculty. He is currently Acting Vice-Rector of the University, after serving as Dean of the Faculty of AgriSciences. He was Chair of the National Agricultural Marketing Council (2005-2007), President of the Agricultural Economics Association of South Africa (2008/9) and a member of the National Planning Commission in South Africa. Prof Karaan is one of the pioneers of the “Making Markets Matter” program since 2001. He holds directorships with the Landbank, Bester Feed & Grain Exchange, Southern Oils Ltd, Terrasan, Pioneer Foods and the Fruitways Group. He lives in Stellenbosch.

DR. NDUNGE KIITI is a Professor of International Development at Houghton College, in Houghton, NY and Adjunct Faculty at Emory University’s Rollins School of Public Health, Department of Global Health, in Atlanta, GA. Currently Dr. Kiiti is a Visiting Professor at the Cornell International Institute for Food, Agriculture and Development (CIIFAD). With a key focus on Africa and Latin America, Ndunge’s work involves research, teaching, and publishing in the areas of communication, education, health and development. Her current research highlights the use and impact of mobile money technology by women’s micro-credit groups, the ‘Jua Kali’ or informal business sector and smallholder farmers in Rwanda, Ethiopia, and Kenya. She has served on the boards of MAP International, CORE Group, and Jericho Road Community Health Center in the U.S. Ndunge has a Ph.D. in Communications from Cornell University (Ithaca, NY, USA), which included a one-year study in International Health at the John’s Hopkins School of Public Health, Baltimore, MD.

6

DR. EDWARD MABAYA is an academic and a development practitioner. As a development practitioner, he is involved in several programs that seek to improve the lives of African farmers through private enterprise. Mabaya established and coordinates the Seeds of Development Program, a business development services and networking program for emerging seed companies in East and Southern Africa. As a Research Associate in the Department of Applied Economics and Management at Cornell University, he conducts research on food marketing and distribution, seed systems, spatial market equilibrium, and the role of efficient agricultural markets in Africa’s economic development. He is currently the Assistant Director at the Cornell International Institute for Food, Agriculture, and Development. Mabaya earned his MS and Ph.D. degrees in Agricultural Economics at Cornell University and his B.Sc. from the University of Zimbabwe. In 2007, hes was an Archbishop Desmond Tutu Leadership Fellow, a training program offered by the African Leadership Institute at Oxford University.

DR. JOSE JACKSON MALETE has a Masters and Ph.D. in Food Science from Cornell University and Michigan State University in the USA. Her research interests are in the processing and quality evaluation of fruits and vegetable products. She has more than 10 years’ experience in academia, industry and government. Currently she is a scientist in the Food Group of the Centre for Scientific Research, Indigenous Knowledge and Innovation (CesrIKi) at the University of Botswana (UB). In addition to her scientific experience, Jose also has extensive experience in research management in her role as the Deputy Director of Research at UB. She has served as Director of Research at a food research institute in Botswana and Lecturer of Food Science at the University of the West Indies in Jamaica. She is the Botswana representative on International Union of Food Science and Technology and is a member of Institute of Food Technologists, where she chaired the Fruit and Vegetable Products Division.

MR. PETE ONDENG is a business strategist, trainer and leadership expert with over 25 years of international experience in business, government and the nonprofit sector. He is the Founder and President of the East Africa Leadership Institute, a private company dedicated to leadership training and provision of expertise in board governance, organizational strategy, fundraising and change management. He is a U.S. Certified Public Accountant (CPA) and author of two highly acclaimed books, Starting a Small Successful Business.

7

DR. ONKUTLWILE OTHATA is a Chair of the Department of Accounting and Finance at the University of Botswana. He has been with the University since 1993 and has lectured 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 environments.

DR. QUINETTA M. ROBERSON is Professor of Management in the Villanova School of Business at Villanova University. Prior to her current position, she has served on the faculty of Cornell University, the University of Maryland at College Park, and Bocconi University in Milan, Italy. In addition to earning a Ph.D. in Organizational Behavior from the University of Maryland, Professor Roberson holds a B.S. from the University of Delaware in Finance and Accounting and an M.B.A. from the University of Pittsburgh in Finance and Strategic Planning. Her research interests focus on organizational justice, particularly fairness in work teams and human resource management, and on strategic diversity management. She teaches courses on human resources and diversity management at the undergraduate, graduate and executive levels.

DR. KRISZTINA TIHANYI is Chief Operating Officer of Market Matters, Inc. Her diverse educational background includes degrees in Psychology, International Peace Studies, and Anthropology. A Ph.D. graduate of Cornell University, Kriszta has a keen interest in developing educational programs that lead to social and economic transformation. Her book entitled “Blending in the Rainbow Nation” focuses on post-Apartheid reconciliation and the racial integration of schools in South Africa. In her current position at MM, Inc., she coordinates the Making Markets Matter agribusiness training program, research and outreach activities, and she is also in charge of financial management and fundraising.

8

9

...our vision is to have a profound impact on the management of firms in emerging markets...

Market Matters Inc. (MM Inc.) is an independent nonprofit organization working in the area of international development. Our vision is to have a profound impact on the management of firms in emerging markets by providing entrepreneurs access to leading practitioners and educators in the areas of business management and training. Founded in 2002, MM Inc. has developed and implemented programs that put marketing principles, strategies and research findings into practice to foster economic development and to open up resources to enterprising individuals in emerging markets. MM Inc. is headquartered in Ithaca, NY (USA) and has a regional office in Pretoria (South Africa).

The mission of Market Matters Inc. is to improve the marketing and product strategies of small-to-medium size firms in emerging markets so they can make a greater contribution to the standard of living in their respective communities. Our logo of three interlocking circles represents the goal of building and strengthening links among three key players of economic development, the markets, the firms, and the communities, in the process promoting economic growth. We seek to promote growth by identifying strategies that enhance competitiveness and empower firms in emerging markets to develop local markets and to compete globally. We accomplish this through the following services.

BUILDING CAPACITY: MM Inc. offers all-encompassing business training, including marketing, strategy, financial analysis and supply-chain management. Our ultimate goal is to identify a set of strategies that will help entrepreneurs recognize market demand and meet their customers’ needs, in the process offering employment and promoting economic opportunities in their communities and the region. As such, we customize our training programs to meet the exact needs of the participants, taking into consideration their level of existing training, business experience, industry, and geographic location. MM Inc. has organized and facilitated large-scale programs (75 participants) as well as smaller training events including mentorship programs available for individuals businesses. To date Market Matters Inc. has trained over 1,000 individuals/businesses.

CREATING NETWORKS: Recognizing the importance of business networks as innovative institutions to enhance the competitiveness of agribusinesses, MM Inc. has set up and coordinated the network “Seeds of Development Program” (SODP) that has built business-to-business relationships among privately-owned African seed companies. As a result of their membership in the program, these emerging market firms have benefited from increased access to information, resources, and business opportunities.

CONSULTING - BUSINESS ADVISORY SERVICES: MM Inc. has provided consulting services to ProVenEx and the Bill and Melinda Gates Foundation, the UN Food and Agriculture Organization, and the UN Industrial Development Organization around questions critical to building healthy economic and policy environments in which SMEs can thrive. To answer these questions, MM Inc. has drawn on its wide range of resources from research institutions and its expansive network of leading practitioners. In addition, from time-to-time MM Inc. has provided hands-on assistance to small- and medium-sized businesses in emerging markets in the form of mentoring.

10

For more information on the workshop, or to register, please visit:www.marketmattersinc.org/mmm2017

Questions? Contact us at:T: +1 607 280-0176 (USA)T: +27 (12) 400-9747 (South Africa)F: +1 646 720-0085

info@marketmattersinc.org