The document discusses opportunities for increased cooperation between the Dutch agri-food sector and smallholder farmers in developing countries. It argues that greater partnerships could benefit smallholder farmers through professionalization and access to new markets, while also helping Dutch companies access new sourcing opportunities and emerging markets. The campaign aims to encourage businesses, governments, and knowledge institutions to intensify cooperation with smallholder farmers and their organizations to achieve sustainable development goals and meet growing global food demand.

2. More Cooperation, Bigger Opportunities
This offers the Dutch agri-food sector opportunities for local
sourcing, new markets and more business in emerging
economies. Private sector, government authorities and
knowledge institutions could take advantage of more
opportunities if they were to increase cooperation with and
invest in smallholder farmers, and their organisations and
cooperatives in developing countries.
This will allow smallholder farmers and businesses to establish
a firmer position and will allow local agriculture to speed up
the process of professionalization. At the same time this
focus on smallholders and its organisations tackles important
Sustainable Development Goals regarding ending hunger,
promoting economic growth and raise rural prosperity.
The ‘Small farmers, big deal’ campaign draws the attention
of businesses, government authorities and knowledge
institutions in the Netherlands to the great importance of
intensifying cooperation with smallholders and their farmers’
organisations and cooperatives in developing countries.
There is a growing demand for food globally, which is why large investments are made in
agriculture in emerging economies by big food companies. As a result, smallholder farmers
and their organisations become increasingly important as business and development partners.
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3. Steering Committee
The ‘Small farmers, big deal’ Steering Committee is essential
as a think tank and multiplier of the campaign. It’s a mixture of businesses,
cooperatives, scientists & researchers, civil society and young and old.
Evelyn Nguleka of the World Farmers’ Organisation (WFO)
is the ambassador of the campaign.
Members include:
Peter Arts, Hendrix Genetics
Gerard Backx, HZPC
Walter de Boef, Bill & Melinda Gates Foundation
Dave Boselie, Sustainable Trade Initiative
Ben Knapen
Marije Klever, Young FrieslandCampina
Joris Lohmann, Slow Food International
Albert Jan Maat, LTO Nederland
Eric Pelleboer, NAJK
Krijn Poppe, LEI Wageningen UR
Markus Rediger, International Federation
of Agricultural Journalists (IFAJ)
Stijn Swinkels, Bavaria
Kees Wantenaar, Agri-Profocus
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4. Cooperation is a win-win situation
Evelyn Nguleka, Ambassador of the campaign,
President World Farmers’ Organisation
WFO, the World Farmers’ Organisation, is a community of geographically balanced entrepreneurial
farmers, that regardless of their size (small, medium and large- scale farmers), gender, age and com­
position (family farmers), aim to see their rights as food producers and role as economic actors, globally
recognized. WFO is engaged in a wide range of activities under three main pillars: food security, climate
change and value chain, with a focus on the cross-cutting thematic areas directly or indirectly related to
agriculture, i.e. trade, research and innovation, livestock, access to finance, contract farming, education,
access to information and knowledge, women and youth issues. www.wfo-oma.com
Farmers are the first category that are at the frontline of
the achievement of a global food security. They work very
hard and yet not much has been done to recognise their
productivity, efficiency and sustainability. The cooperation
between businesses and smallholder farmers is crucial.
I believe that the big and small scale farmers and big and
small businesses need each other. For a sustainable food
chain we need both sides, it is definitely a win-win situation.
Big businesses need sustainable sourced materials to be
able to establish their businesses. The small scale farmers
need someone to sell their produce so that they can earn
a living from their farmland. Working together is going to
bridge the gap and will help farmers to become more
efficient entrepreneurs and improve their livelihoods. This
will reduce the poverty and make this world a better planet.
Producing food,
empowering people
Peter Arts, Area Manager Africa Hendrix Genetics
In developing countries like Africa, food is mainly pro-
duced by many small farmers. This is not only important
for the food production itself, but also for empowerment
of the local people. Getting an income out of food production
is a very positive contribution to the development of
a country. An egg is an affordable, healthy and very
nutritious product. Beside supplying breeding stock,
ISA, the layer business unit of Hendrix Genetics, is
supporting the farmers a lot with technical support
and participating in seminars to educate, inform and
motivate the local farmers. ‘Small farmers, big deal’
can also contribute in developing the egg production.
Hendrix Genetics is a leading multi-species breeding company with primary activities in layer, turkey,
pig, aquaculture and traditional poultry breeding. The layer business unit, Institut de Sélection Animale
B.V. (ISA) is the global operating breeder and distributor of white and brown layers that are suitable for
traditional and alternative production systems under different climate conditions. Hendrix Genetics is
headquartered in Boxmeer, the Netherlands. www.hendrix-genetics.com
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5. Focus on enterprising farmers
Gerard Backx, CEO HZPC
HZPC has an interest in Africa. We sell many products
in Africa, but not in all African countries. However, when
we speak in the Netherlands of Africa in general, we think
of small farmers etc. However, I am convinced that it is
better to pay more attention to big and enterprising farmers,
thereby introducing technologies and ideas to others.
This is how it works throughout the world. When the
Access to Seed discussion was brought up (in which I
was involved at first), I felt a strong urge to become
some sort of counterpart. So do not expect me to be a
philanthropist who wants to make every effort for small
growers in Africa, but rather a down-to-earth man who
in fact wants to be a realistic counterpart.
HZPC is a seed potato company. We breed potato varieties for everyone in the world who uses
potatoes, with the exception of starch potatoes. We licence these potato varieties to third parties
for propagation or we propagate seed potatoes ourselves via many growers and sell these seed
potatoes to customers all over the world. The North African countries are large buyers of our
seed potatoes, but so are South Africa and southern Africa. www.hpzc.nl
Business opportunities by partnering
with smallholders
Dave Boselie, Senior Manager Learning & Innovation
Sustainable Trade Initiative (IDH)
The smallholder farmer is at the heart of the economic
transformation of African agriculture. As demand for agri-
cultural products rises, partnering with smallholder farmers
offers agribusiness companies significant opportunities.
For this to succeed we need to improve the profitability of
smallholders and their integration into value chains and to
build economically viable service models.
IDH, the Sustainable Trade Initiative (IDH) has chosen Smallholder inclusion and productivity & livelihood
improvements as one of its key impact areas. In tea, coffee, cocoa, cotton, ‘fresh and ingredients’, palm
oil and aquaculture, we will catalyze the industry to innovate their business models so as to integrate
smallholders as fully-fledged business partners in the supply chain creating shared value for all value
chain partners. www.idhsustainabletrade.com
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6. The Netherlands should
continue to lead the way
Walter de Boef, Senior Program Officer
Bill & Melinda Gates Foundation
Investing in agricultural development is the most effective way to reduce poverty, hunger
and malnutrition and it is one of the largest initiative areas of The Bill and Melinda Gates
Foundation. The Gates Foundation places smallholder farmers at the centre of these ef-
forts to transform agricultural production in South Asia and sub-Saharan Africa. When
farmers grow more food and earn more income, they are better able feed to their families,
send their children to school, provide for their family’s health, and invest in their farms. This
makes their communities economically stronger and more stable.
Bill & Melinda Gates Foundation works to help all people lead healthy, productive lives. In develop-
ing countries, it focuses on improving people’s health and fighting hunger and poverty. In the United
States, it seeks to significantly improve education so that all young people have the opportunity to
reach their full potential. www.gatesfoundation.org
The Netherlands’ agricultural and development sectors have
their roots in a tradition of family farmers and traders with
experience in entrepreneurship and a strong knowledge of
the global economy. The Netherlands has effectively drawn
on this expertise to play a catalytic role in this transformation
process. The Netherlands’ leadership and innovative think-
ing on tackling these problems is widely recognized and we
believe the Netherlands should continue to lead the way.
That is why the Gates Foundation is pleased to be partner-
ing with Agriterra who have helped inform this agenda. This
campaign emphasizes the vital role that smallholders can
play in commercial agriculture and the empowering role that
the Netherlands has played in this regard. Crucially it will also
highlight that this engagement also provides vitally important
benefits to these farmers, enhancing their prospects of a
productive and prosperous life.
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7. Chain cooperation for a better
income for farmers
Marije Klever, Young Friesland Campina
FrieslandCampina is an international dairy company and has a cooperative tradition stretching back
more than 140 years. Via ‘Zuivelcoöperatie FrieslandCampina U.A.’ the member dairy farmers in the
Netherlands, Germany and Belgium own 100 percent of Royal FrieslandCampina N.V. Its product
range is very broad: cheese, desserts, fresh dairy and baby food. I myself am a dairy farmer in
Utrecht in a farm with 90 dairy cows and am a member of Young FrieslandCampina, the company’s
youth council. www.frieslandcampina.com
FrieslandCampina is an important player within the Dutch
dairy chain and understands the importance of chain
cooperation. FrieslandCampina worries about the high
number of ageing farmers around the world. A chain in
which cooperation with farmers is increased (especially by
means of cooperatives) will ensure that these farmers earn
a better income. This will also make it more attractive
for farmers’ children to take over their parents’ farm.
The theme of the campaign ties in well with our own
sustainability programme (dairy development), which includes
the support of dairy cooperatives in developing countries.
I myself am active in the FrieslandCampina youth work
and my personal interests include worldwide cooperation
between farmers. I was recently awarded a Nuffield scholar-
ship, which allows me to study this theme more closely.
A wonderful opportunity to promote
food security and safety
Dr. Ben Knapen
‘Small farmers big deal’ is a wonderful opportunity to promote
food security and safety, to enhance economic development
and to foster the social fabric of societies: it brings together
Dutch farmers focussing on sustainability and innovation
and smallholders in many developing countries and their
promising potential.
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8. 15
Small farmers, big business
Albert Jan Maat, President LTO Netherlands
LTO stands firm for farmers and horticulturalists. The Dutch Federation of Agricultural and Horticultural
Organisations (LTO Netherlands) represents the interests of agricultural entrepreneurs. The partnership
between LTO North (Zwolle), ZLTO (Den Bosch) and LLTB (Roermond) unites over 30,000 agricultural
entrepreneurs with a business in an LTO context. LTO strengthens their economic and social position
at all levels: local, regional, national and international. Farmers and horticulturalists form the basis of
the agricultural sector, which not only makes a significant contribution (around 10%) to the economy
and employment; the landscape and quality of rural areas are also largely determined by agricultural
entrepreneurs, who use or manage roughly two thirds of our national territory. www.lto.nl
The Dutch agriculture is a global frontrunner in productivity,
sustainability and innovation. The Dutch diamond is key
in this achievement. The close cooperation between agro-
food industry, knowledge institutions, civil society and
public authorities is an example for the world and can help
improving the global food security. Smallholder farmers in
developing countries can benefit from the knowledge,
technology, production systems and propagating stock
that the Dutch agri-food sector has to offer them. It is
important that Dutch businesses grab the opportunity and
increase the cooperation with farmer organisations and
cooperatives in new economies. Smallholder farmers make
up the majority of the farmers worldwide. Increasing their
productivity and strengthening their entrepreneurship is an
essential step towards achieving food security globally.
For one thing is certain: small farmers, big business.
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9. Knowledge, network and communication
tools for smallholder farmers
Joris Lohman, Member Executive Committee Slow Food International
Young farmers play a key role
Eric Pelleboer, President NAJK
Slow Food is a global, grassroots movement of (smallholder) farmers, food producers, consumers,
scientists, chefs and food professionals that promotes good (healthy and flavoursome), ‘clean’
(sustainable) and fair food and food production. With projects in 80 countries, such as the Slow Food
Chef Alliance, 10.000 Gardens in Africa and an interactive database of traditional and authentic products,
Slow Food aims to protect agro and food biodiversity. The Slow Food Youth Network brings together
young farmers, chefs, students and food professionals to encourage them to think about innovations
that will help improve the food system. www.slowfood.com
NAJK looks after the interests of young farmers and horticulturalists (aged 16 to 35) in the Netherlands.
We have around 8,000 members and are active at local, provincial, national and European level.
Agriculture in Europe and the Netherlands is ageing, while new, innovative farmers are needed. But in
order for young farmers to play an important role here, we have to break down the barriers that make
it difficult for them to take over a business. Not only in the Netherlands, but also worldwide. This is
what NAJK promotes. www.njalk.nl
The growth of the world’s population and growing prosperity
in the world pose a new challenge to the agricultural sector:
sufficient and sustainably produced food for all world
citizens. Farmers’ organisations play an important role in
the development of agriculture and may help take on this
challenge. The role of farmers’ organisations needs to be
strengthened in many countries, which will allow them to
contribute to sustainable and future-proof agriculture.
The young generation of farmers plays a key role here.
They are the driver for innovations and will, in the next few
decades, have to achieve a serious agricultural development.
NAJK supports the ‘Small farmers, big deal’ campaign,
because this will only be successful if farmers worldwide
are well organised.
Feeding the world is one of the biggest challenges for
mankind. There is a open debate on the best solution to
achieve this. What is sure is that smallholder farmers play a
crucial role in every future food supply scenario. At present,
a large majority of the world population depends for their
food on smallholder farmers. The life and work of these
farmers is put at risk by developments such as globali­
sation and growing concerns about climate change and
the use of commodities. To make further progress towards
a sustainable food supply smallholder farmers must be
given the opportunity to develop, innovate and modernise
their farm. That is the only way for farmers to continue their
business in a tough playing field with the power and capital
of external financiers and agri-business. It all starts with
farmers obtaining the knowledge, network and communi-
cation tools. The ‘Small farmers, big deal’ initiative can play
an important role in this process.
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10. Linking farmers to growing
markets in the cities
Krijn Poppe, Research Manager and Senior Economist LEI-Wageningen UR
LEI-Wageningen UR is one of the research institutes of Wageningen UR. It is the leading institute for
economic research in the field of agriculture, horticulture and fisheries, the management of rural areas,
agribusiness and the production and consumption of food. The growing integration of agriculture and
agribusiness and the social environment is an important starting point for LEI’s research. The research
supports decisions that government bodies and businesses need to make in the field of competition,
regulation of production chains, spatial planning, environmental protection, natural resources, agricultur-
al policy and global trade. www.lei.nl
Small farmers need our support. First of all as the poorest
and undernourished of this world are often small farmers or
gardeners. Second because they are key for development:
by integrating them in product, credit and labour markets,
regions can develop. Third as we have to feed the metropo-
lises and cities that inhabit the majority of the global popula-
tion. Linking small farmers to these markets is an interesting
option compared to industrialised production and driving
them off the land. That is the road we have gone in the Neth-
erlands, so our expertise can make a difference.
Short and sustainable chain
with (small) farmers
Stijn Swinkels, Chief New Business Development Officer Bavaria
Bavaria is a Dutch family brewery that engages in activities all over the world. Our mission is
for people to enjoy our beer. Our formula is to build relationships with our global partners as if
they are part of one big family. The most important example of such cooperation is Habesha in
Ethiopia, where we brew beer together with 8,000 local shareholders. www.bavaria.com
We support this initiative because farmers are part of
our beer chain. By growing high-quality barley, farmers
help us to brew high-quality beer. In Ethiopia, it is possible
to organise the entire chain within that country; by helping
farmers improve the quality of barley and increase the
yield per acre, we can raise the income of the farmers
significantly. By bringing (small) farmers together, we can
create a short and sustainable chain; small farmers, big deal.
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11. Journalists act
as a multiplier
Markus Rediger, President of IFAJ
The International Federation of Agricultural Journalists (IFAJ) is a politically neutral organisation that
promotes ethics, freedom of the press and professional development for agricultural journalists and
communicators worldwide. IFAJ is committed to connecting professional agricultural journalists and
communicators from all hemispheres. Through education, networking, fellowship and communication
across the industry, IFAJ. supports the free flow of information that serves agricultural audiences and
the wider public, and upholds high standards of professionalism and respect. www.ifaj.org
World population will increase to nine billion by year 2050.
World food production must double in that time, based on
reports from United Nations. This puts tremendous pressure
on the world’s agricultural sector. As 80% of the world’s over
500 million farms are small scale this shows the importance
of development for small scale businesses. The approach of
supporting the small scale farmers and their organisations
in the local and regional context as described in the “Small
Farmers big deal”-concept seems very effective to me.
For supporting small scale agriculture, through knowledge
transfer, capacity building, fostering innovation and network-
ing - agricultural journalists and media can play a key role
and act as multiplier in the development process. I would
like to help train and link journalists in Africa, Asia and Latin
America for serving world agriculture better.
Connecting and exchanging
Kees Wantenaar, President Agri-ProFocus
AgriProFocus is an international network with Dutch roots that promotes and drives farmer entrepreneur-
ship among farmers and their organisations. We believe that primary producers worldwide are the key to
local economic growth and sustainable agri-food systems, and food security for all. The network offers a
central ‘marketplace’ where organisations, professionals, resources and knowledge can meet, do busi-
ness and learn from each other. AgriProFocus organizes a regular calendar of Business2Business events
and fairs, expert meetings, and knowledge events and debates. www.agriprofocus.com
My background as dairy farmer and relationships with
cooperatives allow me to make a contribution to the
‘Small farmers, big deal’ campaign. This is also in line
with the network function of AgriProFocus, which strongly
focuses on connecting and exchanging. I would like to
contribute ideas on how the campaign can achieve its
goals and what steps need to be taken.
www.agriprofocus.com
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12. Next steps
The first theme of the campaign is seeds and propagation
materials. The next theme will be youth and young farmers.
With support of the Bill & Melinda Gates Foundation, we
will publish papers, organise debates and engage on social
media. In the next two years we will try to bring many
Dutch companies who source their materials in emerging
economies on board of the campaign.
The online platform www.smallfarmersbigdeal.org is
the base of the campaign. The ‘small farmers, big deal’
campaign of Agriterra calls upon Dutch companies in the
agri-food sector, the Dutch government and knowledge
institutions to include smallholder farmers and their
organisations in developing countriess in their trade,
aid and investment policies.
In the next years the ‘Small farmers, big deal’ campaign will engage with
and activate the Dutch agri-food industry and business network of Agriterra.
Agriterra is the initiator of the ‘Small farmers, big deal’ campaign. Our aim is strengthen and professionalize
cooperatives and farmers’ organisations in developing countries. Both in the short and in the long term,
this offers positive prospects for the farmers themselves, which will allow them to become increasingly
better partners for the agri- and food-businesses that seek cooperation.
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