BAMTAARE Services is the IITA-appointed Aflasafe manufacturer and distributor in Senegal and The Gambia

1. Aflasafe
manufacturing &
distribution in
Senegambia.
1st Aflasafe for Africa Conference, fighting aflatoxin in food - Arusha November 4th 2019.

2. PLAN
1. PRESENTATION OF SODEFITEX AND BAMTAARE SERVICES
2. CHALLENGE OF AFLATOXINS IN SENEGAL
3. OPPORTUNITY FOR GROUNDNUT EXPORTS
4. WHY WE INVESTED IN AFLASAFE
5. MARKETING STRATEGIES FOR AFLASAFE
7. SALES PERFORMANCES AND PROJECTIONS
8. CHALLENGES WE HAVE FACED TO DATE
9. WAY FORWARD – SHORT AND LONG TERM
6. INVESTMENT

3. • SODEFITEX is a Senegalese agribusiness company founded in 1974
o Our mission is to develop the agro-cotton industry, new agro industries, agro-
industrial engineering, and rural development
• Bamtaare Services is a subsidiary in charge of rural development and
diversification
o 30 staff, 10 warehouses and 30,000 smallholder partners
o 45 years of contractual farming with smallholder farmers
o Recognized brand in Senegal and The Gambia
o Formerly Senegal’s largest groundnut exporter
o Improved literacy for more than 65,000 farmers to read, write and calculate for
business
1 SODEFITEX AND BAMTAARE SERVICES
• US$ 4 million average annual value of agricultural inputs (2015-2018)
• Core agricultural inputs include:
o Seed production
o Supply of fertilizer
o Herbicide
o Extension services
o Export of hibiscus (bissap):
• Production and distribution ofAflasafe: 1 million US$ investment

4. 1.1 LOCATION

5. 2 CHALLENGE OF AFLATOXINS IN SENEGAL
21.5% liver cancer
for Men 30% liver cancer
for Women
• Economic Opportunity in Peanuts and Maize
o Peanut Production: Nearly 100 years of production
o Peanut Consumption: 1 Million tons per year consumed, 7 days a
week in the peanut basin in combination with corn couscous
o Maize Production: 100,000 tons per year
o Maize Consumption: Mostly for animal feed, but increasingly for
human nutrition (Nioro, Kolda, Tambacounda)
• Health Impact
o Chronic exposure to aflatoxins can lead to liver cancer which has
the highest mortality rates amongst cancers in Senegal

6. • Senegal is already the leading African groundnut exporter
and covers 3.42% of world export value.
• However, Senegal commands the lowest price among the top
five exporting countries in Africa, notably compared to
Egypt which targets EU standards for exports of agricultural
commodities.
Top African Groundnut Exporters (2016)
World
Rank
Country Export Value
in 2016
Shares in
World Export
Value
Export
Quantity
(metric tons)
Unit Price
of Export
(USD$/kg)
8 Senegal $131.9 million 3.42% 173,000 $0.809
10 Egypt $60.6 million 1.57% 36,500 $1.660
12 South
Africa
$28 million 0.72% 22,600 $1.240
17 Malawi $10.4 million 0.27% 12,400 $0.840
18 Gambia $10.1 million 0.26% 12,300 $0.830
Source: Tridge Global Trade Platform
3.1 OPPORTUNITY FOR GROUNDNUT EXPORTS

7. Source: MIT - Massachusetts Institute of Technology, Observatory of Economic Complexity database
3.2 DESTINATIONS FOR WHOLE GROUNDNUTS FROM SENEGAL
Due to high aflatoxin content and stricter quality standards
abroad, Senegal is missing the opportunity to export to
international buyers who pay premium prices for groundnuts

8. • We see an opportunity in Aflasafe for BAMTAARE, and
working with the groundnut industry at large
• We want to see our groundnut competitors become customers
to improve the national economy and public health
• Investment in Aflasafe was strategic for Bamtaare in order to
distribute Aflasafe “made in Senegal”
• The Plant opened and is operational since June 2019
o Produce Alfasafe to reduce aflatoxin levels in groundnut
and maize
o Ensure that groundnuts produced in Senegal and The
Gambia, meet European standards (less than 4 ppb).
o Eliminate the risk of cancer due to aflatoxin.
4. WHY WE INVESTED IN AFLASAFE

9. For Senegal and the Gambia, target market uptake is determined by five key market segments
Source: Stakeholder interviews; Dalberg analysis *Former Gambia Groundnut Corporation
Market segment
Description
Industrial processors, sourcing via formal channels such as contract
farming agreements and/or farmer associations. Includes processors
such as COPEOL, WAO, NFSP and CAIT who wish to source good quality
(aflatoxin-free) product
Exporters of groundnut products (mostly raw groundnuts) sourcing via
formal channels. Concerned with sourcing sufficient quantities of
quality, aflatoxin-free groundnut, to access international markets. Also
includes processors who export oil
Includes majority of domestic trade and consumption, incl. artisanal
processors, animal feed processors and household consumers. Largest
industrial processor, SONACOS, also purchases via this channel
Consists of subsistence farmers that consume majority of their
produce and engage in minimal trade. Unlikely to belong to farmer
associations or use inputs. Groundnuts are a staple in their diet so
aflatoxin poses a significant health risk
Industrial processors and exporters of groundnut products in Gambia
sourcing through own structured farmer groups. In initial years, will
include largest processor – National Food Security Processing and
Marketing Corporation and exporters
Area (‘000 ha)
On-farm
consumers
Open market
Structured market -
exporters
Structured market -
processors
Gambia
29
250
258
37
102
5.1 MARKET SEGMENTS

10. Buyer
Exporter
Processor
Aggregator
Smallholder
Highest impact potential
Demands nutritious and healthy products
Incentivized by premium market regs
Seeks safe, high-quality commodities
First post-harvest link to market
Demand for aflatoxin-safe commodities
Eg. SOSEA
Eg. NFSPMC, COPEOL,
SODEFITEX
Eg. NFSPMC,
COPEOL
Eg. Abib
Thiam
5.2 DEMAND FOR AFLATOXIN SAFE COMMODITIES

11. • Business plan with the support of ATTC
• Marketing strategy with the support of ATTC
5.3 MARKETING STRATEGIES FOR AFLASAFE
SEGMENTS MARKETING PLAN
PROCESSORS • Demonstration / Testing
• Business case
• B2B Meetings to present results of
demonstration
• Video B&B
• Training of extension officers
• Radio program in targeted locations
• Flyers
EXPORTERS

12. Price of Aflasafe Distributor: 1000 FCFA
When / Target
Year 1 to 2 Year 2 to 3 Year 3 to 5
Priority Segments Processor/Exporters
Demand and
intervention
(support of
government,
subsidize)
Targeted Farmers 8,900 13,000 – 22,000 44,000 – 70,000
Distribution
Strategy
Via structured B2B segments (exporters, Processors)
Location Kahone/Kaolack
Quantities
(Senegal/Gambie)
Year 1 : 200 tons Year 5 : 1,600 tons
5.4 DEVELOPMENT STRATEGY FOR AFLASAFE

13. 6. INVESTMENT
Staff (extension services)
Capital Investment
Marketing / Distribution
Working Capital

14. 7. SALES PERFORMANCES AND PROJECTIONS

15. 8. CHALLENGES WE HAVE FACED TO DATE
• Financial
o Delay in the establishment of financing by the bank which
required us to resort to using our own funds
• Manufacturing Equipment
o Delay in the installation of equipment due to administrative
delays at the customs level and also delayed delivery times
by some suppliers
o Delayed reception and installation of certain equipment due
to problems with bills of laoding
o Quality of equipment received and their low capacity
o Non adequacy of the voltage of the equipment received
• MARKET
• POLICY /REGULATION

16. Continue the Implementation of the Marketing Plan
9.1 WAY FORWARD – SHORT TERM
Activities Responsible
Inauguration and Awareness (officials,
partners, press) Organization Committee
Created Leaflets (use of Aflasafe, danger of
aflatoxins) Marketing Department
Created Brochures (B2B, business case
extract) Marketing Department
Branding entry site Marketing Department
TV (animated spot for the general public) Marketing Department
Radios (community radio) Marketing Department

17. 9.2 WAY FORWARD – LONG TERM
• Reaching smallholder farmers is costly, thus we are
appealing to the government and donors to ensure we can get
Aflasafe to the smallholders
• How to certify the products aflatoxin free. Set up a system to
allow the aggregator to test products before marketing.
• To meet the demand, we must increase the capacity of the
factory.
• We are not just selling a product, we are not selling Aflasafe,
people are not buying Aflasafe, they buy satisfaction to harvest
Aflatoxin free products.
• Our customers are receiving better service that includes
technical advice, storage and handling advice, access to
the unique product of Aflasafe, contract farming
experience, and a futures market.
• We are selling an experience, delivering quality and a
peace of mind.

18. Thank You
On Behalf of
Bamtaare Services
& SODEFITEX