exeCutive eduCation and network Building For the aFriCan agriBusiness seCtor

6 -11 May 2012 • 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. 2012 marks the 12th year of “Making Markets Matter;” to date, the programs have trained close to 1,400 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 servant leadership and business negotiation.

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

mali

ghana

18% - agribusiness

29% - education/ngo

38% - Farmer

26% - seed Company

6% - government

nigeria

uganda

kenya

tanZania

ZamBia

ZimBaBwe

sierra leone

Botswana

swaZiland

south aFriCa

mmm partiCipants By Country (mmm 2011)

mmm partiCipants By industry (mmm 2011)

4

“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 facilitators 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.

andrew jaCkson is Director of Corporate Safety for Frito-Lay North America. He joined Frito- Lay in 1986 and has worked in various roles including Manufacturing Manager and Director of Operations Capability. In his current role, he is responsible for three key areas: Regulatory Compliance, Safety Systems and Processes, Safety Culture and Servant Leadership. He holds a BS in Mechanical Engineering Technology from Southern University. Andrew has served on several boards in Texas: The Houston Food Bank, State Board of Educator Certification and Brazos River Authority. He has been married to Roxie Jackson for 22 years. They have three children: Andrew III, Abriell Lynae, and Lendon Charles. They are members of Stonebriar Community Church.

5

dean mohammad karaan is graduate of Stellenbosch University, where he obtained a B.Sc. Agric degree in 1987, 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. In October 2008 he was elected Dean of the Faculty of AgriSciences at Stellenbosch University. He has served as advisor to the public sector in the following capacities: Chair of the National Agricultural Marketing Council (2005-2007), Vice-Chair National Agricultural Marketing Council (2007-2009), Chair of the Ministerial Committee on Agricultural Marketing (2007), and President of the Agricultural Economics Association of South Africa (2008/9). Dean Karaan has also coordinated the “Making Markets Matter” program since 2001. In the private sector he has held directorships with KaapAgri, Bester Feed & Grain Exchange, Agricol Seeds, Southern Oils Ltd, Roman Bay Aquafarm, Pioneer Foods and the Melsetter Group. He lives in Somerset West and farms in the Hemel & Aarde valley near Caledon.

dr. ndunge kiiti is Associate Professor 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. To integrate teaching with practice, Kiiti also serves as a development consultant for MAP International, a nonprofit organization that promotes the total health of people in over 115 countries worldwide. With a focus on Africa and Latin America, Dr. Kiiti’s work involves research, teaching, and publishing in the areas of communication, sustainable development and international health policy. She has served on the advisory boards of the Kenya AIDS NGO Consortium, AMREF’s Health Education Network, and the CORE Group in Washington, D.C. Dr. Kiiti has a PhD in Communication from Cornell University, Ithaca, NY which included a one year study in International Health at the John’s Hopkins School of Public Health, Baltimore, MD.

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.

6

dr. jose jaCkson malete is Deputy Director of Research at the University Botswana. She holds a Masters and Ph.D. degrees in Food Science from Cornell University and Michigan State University (USA). Her research interests are in the processing and quality evaluation of fruits and vegetable products and she has more than 10 years experience in academia, industry and government. Her research has involved the functional and nutritional characterization of legume protein fractions after processing and also the policy implications of improved nutrition on the nutritional and immune function of HIV+ children. 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 working on several internationally funded research projects.

dr. emelly mutamBatsere is a Senior Research Economist in the Development Research Department. Prior to joining the African Development Bank, she worked as a Post-Doctoral Associate with the Emerging Markets Program at Cornell University in Ithaca, New York. She holds a PhD in Applied Economics and Management from Cornell University. Her research background is in the areas of commodity markets and international trade.

dr. 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 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.

7

Frank pedraZa is an International Management Consultant, specializing in the solution of marketing and strategic planning issues faced by consumer products enterprises in emerging countries. Frank has extensive in-depth experience resolving marketing and management challenges in many markets, as an executive who reached the highest management levels becoming Vice-President, or Divisional CEO, for leading marketing companies: Procter & Gamble, Kraft Foods and Chiquita Brands in Asia, Latin America and the U.S.A. Frank firmly believes in the power of marketing to generate strong economic development rewarding producers and stakeholders, of goods or services for adroitly satisfying existing or latent consumer needs. He grew up in Colombia. His education includes a B.S. in Agricultural Economics from Cornell University, an MBA from its Johnson School of Management and an AMP from the Harvard Business School. Frank is a member of the Cornell University Council, and of the International Board of Advisors of Zamorano University, Honduras.

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

Questions? ContaCt us at:t: +1 607 280-0176 (USA)t: +27 78 755-8262 (SA)F: +1 646 720-0085 info@marketmattersinc.org