Buying and Selling Shea Butter

Transcription

A MARKETING MANUAL FOR WEST AFRICA:
Buying and Selling
Shea Butter
OCTOBER 2002
Contents
1
1
1
2
3
3
Opportunities for West African Suppliers
4
4
Pricing Your Product
6
8
Annex I: Organizational Contact List
Key Market Segments
Understanding the Size of the Current Market
Preparing Your Product
Understanding Grades and Standards
Connecting with Potential Buyers
Understanding Import Regulations
Annex II: Buyer Contact List
Prepared by Fintrac Inc. under SEGIR-GBTI for the Mission for the West African Regional Program
(DAI Task Order No. 831 under IQC No. PCE-I-00-98-00017-00)
Buying and Selling Shea Butter:
A Marketing Manual for West Africa
Shea butter traditionally has been used in the food industry
for margarine, pastry, and chocolate, where it is used in place
of cocoa butter. Increasingly, shea butter is used in “natural”
and high-end cosmetics and soaps. Shea nuts, as opposed to the
intermediate product of shea butter, have been the dominant
product traded internationally.
The shea tree grows spontaneously in wooded savannahs in West
Africa, including Benin, Burkina Faso, Côte d’Ivoire, Ghana,
Guinea, Mali, Niger, Nigeria, and Togo. Other countries in the
region have shea trees, but they are not currently identified as
cultivators of the nuts. The tree is stout with leathery oval leaves.
It grows to between 20 and 25 feet in height with a trunk size
reaching up to 3 feet in diameter. It produces its first fruit when
it is 20 years old, reaches full production at the age of 40 or 50,
and continues bearing fruit up to several hundred years.
This manual provides practical advice to producers, exporters,
and importers of shea butter. It presents an overview of the
market, describes segments of potential buyers, proposes possible
trade channels, and identifies issues necessary to become “export
ready,” including standards and import regulations. It goes
through steps a prospective supplier must be aware of in preparing the product, identifying markets, and exporting. Finally, it
provides contact information for organizations supporting traders
and a list of buyers.
Opportunities for West African Suppliers
West African suppliers can target this growing market segment
by providing the best quality shea butter possible and carefully
cultivating potential trade partners. In preparing this manual,
a wide range of potential importers were interviewed, many
of which are included as contacts at the back of this manual.
These importers are interested in sourcing new supplies of shea
butter, and suppliers should follow up directly with them. This
manual provides readers basic guidelines that will allow them to
understand the expectations of importers.
The shea butter market represents great potential for West African exporters. To access this market, however, suppliers must provide a quality product and meet market requirements. Research
indicates that disorganized export campaigns and concerns over
quality have hindered sales to import markets. These concerns
become more critical as West African suppliers seek to provide
higher value-added goods and to compete globally. The future
of this market will be determined based on the ability of West
African producers and exporters to implement and address the
necessary marketing requirements.
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Key Market Segments
There are three principal end users for shea butter: the chocolate,
cosmetics, and natural products industries. This manual is mainly
geared toward accessing the latter two segments.
The second largest market segment for shea butter, and the one
of principal interest to West African suppliers because of the
potential for direct sourcing, is the cosmetics industry in Europe
and the United States. Shea butter has become a popular additive
in soaps, lotions, shampoos, and creams because of its inherent
skin-healing properties. This segment will have the best prospects
for growth as consumers become more familiar with these properties and demand increases.
The natural products industry has promoted the use of pure
shea butter in a range of body products. The use of “pure” shea
butter is primarily a reaction to cosmetics companies, which
extensively refine and bleach the shea butter to remove the odor.
The natural products industry alleges that refining deteriorates
the natural healing properties of shea butter. In addition, the natural products industry has been experimenting with shea butter
in other consumer products, including lip balms, sunscreens,
deodorants, and toothpaste. This market segment is still small
because consumers are only just becoming aware of the full
benefits that shea butter can provide. That said, this is a market
where we see high potential for growth, especially as awareness of
shea butter’s perceived benefits increases.
Understanding the Size
Of the Current Market
Europe remains the largest market worldwide for shea butter
imports, with the Netherlands and France dominating imports,
much of which is then re-exported. European trade statistics
group shea butter imports in a category with other tropical
vegetable fats and oils. An analysis of these statistics, coupled
with interviews with importers, reveals that West African supply
has increased substantially in the past five years to reach 1,215
metric tons (MTs) and a total value of US$896,000 in 2000,
an increase of 15 percent and 7 percent respectively. Principal
suppliers are Côte d’Ivoire and Ghana, the former to France and
the latter to the Netherlands.
Although the latest annual statistics are not yet available, interviews with importers listed in this manual confirmed a continued
expansion in the volume and value of the European import
market for shea butter of 2,000 MTs and US$1.5 million
in 2001.
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Traditionally, the United States imports shea butter from Europe,
although this is gradually changing. With its untapped potential,
the U.S. market can be easily accessed directly by West African
suppliers, and increasingly U.S. importers are demanding pure
shea butter directly from the source.
1.
After the fruit matures (between April and June) and is
allowed to fall, it should be harvested by collecting the fruit
from the ground around the tree. The fruit pulp can be
eaten or removed by allowing it to rot or dry. The fragile
shell is easily removed by cracking and winnowing.
According to the U.S. International Trade Commission and
through interviews with buyers, more than 800 MTs (or US$13
million worth) of tropical butters and oils were imported into the
United States in 2001, an increase of 11 percent from two years
earlier. Although this category includes palm oil and other major
oil commodities being re-exported from Europe to the United
States, not just shea butter, the statistics do indicate a trend for a
growing market for West African suppliers.
2.
Sun-dried nuts will keep for more than a year if placed in
a suitable store. It is recommended that a well-constructed
and maintained traditional granary be used as storage. It is
important not to let the nuts begin to germinate because this
generates a bitterness that passes into the oil.
3.
Nuts approved for processing should be selected on a quality
basis as being free from insect damage and, in particular,
mold. They must be washed in a diluted solution of household bleach and dried in the sun again before grinding.
Grinding is done by passing the nuts twice through a dieselpowered plate mill (see photo below).
4.
The milled nuts should then be transferred into fabric bags
and placed, two at a time, in the cage of a bridge press,
with separator plates between each pair. Pressure is applied
by winding down the screw (see photo below). Oil emerges
from the apertures in the cage and is collected in a plastic
container. When the pressing is complete and no more oil
can be extracted without undue force, the screw is raised
and the residual presscake is unloaded. The presscake is
low in protein and high in tannins. Although it is of little
value as a livestock feed, it can find a local use as an
inhibitor of termite attack and should be buried around
wooden structures.
Interviews with importers in the United States also indicate a
growing import market for West African shea butter with up
to 500 MTs and an approximate total value of US$500,000
being imported directly from West Africa. The trend proves that
continued direct sourcing from West Africa is gradually overtaking European suppliers, especially as wholesalers and retailers of
natural products are increasing their demand for pure shea butter.
Preparing Your Product
According to Dr. Peter Donkor of the Technology Center of
the University of Science and Technology in Kumasi, Ghana,
preparation of shea nuts should follow these steps:
FIGURE 1: SHEA NUT GRINDING AND PRESSING PROCEDURE
5. The crude oil should be poured into an
aluminum clarification vessel, and water
equivalent to half the volume of the oil
added. The mixture is then boiled for up
to half an hour. During this process, color
is destroyed, while seed particles, gums,
and mucilage are hydrated and pass into
the water layer. At the end of this operation, the oil layer, now a light greenish
yellow, is transferred, after cooling, into
another vessel.
6. The clarified oil should be allowed to
stand for four to five days in a cool,
sheltered spot. The oil slowly separates
into solid fat/butter (termed “stearin”)
and liquid oil (“olein”), a process known
technically as “fractionation.” The two
fractions are then separated by filtering
through muslin cloth. Using these procedures, between 25 and 30 percent of the
clarified oil can be recovered as stearin.
Source: COVOL Uganda
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7.
The stearin should be transported in dark plastic tubs or
polypropylene bags to reduce exposure to the sun. The
olein is packed locally and sold as a cooking oil. Further
technical assistance can be obtained on this process from the
University of Science and Technology in Kumasi, Ghana, or
the COVOL Uganda Shea Project (see Annex I).
By following this process, a producer will ensure a product of
more consistent quality. Unrefined shea butter is traded on the
international market on the basis of samples rather than any
precise import specifications, primarily because the quality of the
butter varies so much from region to region. When sourcing new
buyers, a supplier will generally have to cover the cost for the
delivery of samples.
After receiving the sample, the buyer will send it to a laboratory
for further analysis to determine the physical and chemical properties of the product. This analysis measures the key components
of the shea butter. With this information, the buyer can determine the grade of shea butter received from the supplier and
calculate how much he or she will pay.
TABLE 1: CLINICAL PROPERTIES OF SHEA BUTTER
Wrinkle reduction
Blemish reduction
Stretch mark reduction
Sunscreen
Eczema (skin inflammation)
Itching
Treatment of sunburns, frost bite, hemorrhoids, skin damage
and wounds, and allergic dermatitis
Source: ASBI
ties in which the natural products and cosmetics industries are
most interested (see Table 1). Without a Class A rating, shea
butter will not have the full complement of healing benefits that
manufacturers are interested in purchasing.
Understanding Grades and Standards
ASBI can analyze samples sent to its laboratory in the United
States, or it can send a list of approved independent laboratories
that can carry out the analysis required for classification. It would
behoove a new supplier to get this analysis done so that the
supplier can present the data to a new buyer to get a better price
for his or her product. (ASBI’s address is provided in Annex I.)
The American Shea Butter Institute (ASBI) has established the
following grading system for shea butter:
Connecting with Potential Buyers
1.
2.
3.
4.
Class A is premium shea butter with a rating of 85+.
Class B shea butter has a rating of 70-85.
Class C shea butter has a rating of 60-70.
Class F shea butter is the poorest quality with a rating of
60 and below.
These grades are determined through laboratory tests. They
include the following criteria:
1.
2.
3.
4.
5.
6.
7.
Triglyceride and free fatty acids fraction (moisturizing potential of product);
Cinnamic fraction (determines age of the product);
Micro-organism growth and culture (purity of product);
Clinical anti-histemmic activity (healing potential of product);
Vitamins A and E (protective potential of product);
Physical examination (determines cleanliness and moisture
of product); and
Melting range (determines minimum purity of product).
When done together, these tests help quantify the “non-saponifiable fraction” in shea butter; the higher the fraction, the better
the classification and price an exporter can demand. It is this
“non-saponifiable fraction” that determines the healing proper-
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Suppliers can connect with potential buyers through a variety
of ways:
Attend trade shows
There are a number of African expos, world trade shows, and
beauty shows in the United States and Europe, as well as regional
trade shows in West Africa, that suppliers should consider attending. These shows are excellent venues where suppliers can network with buyers, wholesalers, and retail representatives. Some of
the key shows include:
Salon International de l’Alimentation (SIAL)
October 20-24, 2002, Paris, France
Tel.: (33) 1-49685177
Fax: (33) 1-49685632
E-mail: [email protected]
Web: www.sial.fr
Salon de Métiers Artisanaux de l’Alimentation
October 24-27, 2002, Bamako, Mali
Tel.: (223) 221-2314/4928
Fax: (223) 221-3577/8046
Web: http://196.1.100.2/dncc/default.htm
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Salon International de l’Artisanat de Ouagadougou (SIAO)
October 25-November 3, 2002, Ouagadougou, Burkina Faso
Tel.: (226) 37-32-56/57
Fax: (226) 37-32-60
E-mail: [email protected]; [email protected]
Web: www.siao.bf
Orlando Hair and Beauty Show
November 9-11, 2002, Orlando, Florida, USA
Tel.: 1-800-547-SHOW (7469) x 273, 277
Fax: (404) 681-9072
Web: www.bronnerbros.com/show/show.html
Salon International de l’Agriculture et des Ressources Animales
de Côte d’Ivoire (SARA)
November 22-30, 2002, Abidjan, Côte d’Ivoire
Tel.: (225) 20-213504
Fax: (225) 20-214618
Web: www.cmaoc.org/sara.htm
Proud Lady Beauty Show
March 15-17, 2003, Chicago, Illinois, USA
Tel.: (312) 321-6824
Fax: (312) 321-5194
Web: www.proudlady.org/show
Use Internet and online notice boards to post offers and
respond to requests for new suppliers
Some examples of sites frequently used by exporters already in
West Africa include:
1.
2.
3.
4.
5.
eShopAfrica: www.eshopafrica.com
African Trade Center: www.africantradecenter.net
African International Shopping Mall: www.aism.com
Trade 2 Africa: www.trade2africa.com
African Growth and Opportunity Act (AGOA) trade leads:
www.agoa.gov/opportunities/opportunities.html
Contact the U.S. Information Service and the European
Commission Trade Representative Office
Contact your local U.S. or European embassy for information
on potential buyers. Importers interested in sourcing shea butter
from new suppliers are noted in Annex II. Interested suppliers
should follow up directly with these importers.
Pricing Your Product
Atlanta Hair and Beauty Show
August 9-11, 2003, Atlanta, Georgia, USA
Tel.: 1-800-547-7469, extension 273, 277
Fax: (404) 681-9072
Web: www.bronnerbros.com/show/show.html
Buyers in Europe and the United States are quoted prices of
US$1,500 per ton (with slight variations depending on the quality and quantity of product ordered) for unrefined shea butter
freight on board (FOB) Abidjan, Accra or Lagos packed in 20
pound dark plastic sacks or 50 kilo dark plastic containers or
coated steel drums. FOB means that the cost of shipping, insurance and other freight and handling charges are the responsibility
of the buyer. This is the common method for a supplier when
quoting the price of shea butter.
African World Expo
Dates to be decided in 2003, Detroit, Michigan, USA
Tel.: (313) 964-7025
Fax: (313) 964-7043
Web: www.africanworldexpo.com
Upon arrival in the import market, the shea butter is cleaned and
filtered. Afterwards, essential oils are added to enhance the odor.
The resulting product is then repacked into 4 or 8 oz. glass or
plastic containers and sold wholesale for US$120 to $150 per
case. Retail prices range from US$8 to US$16 per container for
this pure shea butter.
Tendence International Trade Show
Dates to be decided in 2003, Frankfurt, Germany
Tel.: (49) 69-75750
Web: www1.tendence.de
Additional processing involving bleaching and deodorizing for
use in cosmetics can add significantly to the price of the final
retailed product. Prices range greatly for different sized containers
of creams, lotions, body oils and other products.
Get in touch with export promotion organizations and
the African Women in Agribusiness Network
Understanding Import Regulations
Suppliers should contact organizations listed in Annex I because
they may be able to provide guidance for exporting your product
or potential buyers’ lists.
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Generally, an importer will arrange to have a broker handle the
customs release in the arrival port; the broker in turn identifies
an agent at the departure port through which you will export.
Often this will require you to take no further action, except
to make contact with this agent. The only time a supplier will
SELLING
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BUTTER
ance charges; delivery and payment terms; and signature of
the responsible official of the shipper’s firm.
FIGURE 2: SHEA BUTTER RETAIL PRODUCTS
2.
Bill of Lading—Simply put, the bill of lading is the most
important document in the shipping process. A bill of lading
is required for each shipment, and acts as a receipt and a
contract. A properly completed bill of lading legally shows
that the carrier has received the freight as described, and
is obligated to deliver the freight in good condition to the
consignee. The form is provided by the carrier and is filled
out by the exporter. The general terms and conditions of the
contract are outlined in the bill of lading and include the
carrier’s responsibilities and liabilities for loss or damage to
the shipment.
3.
Certificate of Origin—The need for a certificate of origin
should be verified directly from the importer or from the
appropriate customs authority. This document is required to
be completed by all exporters and provides a statement as
to the origin of your product. Sometimes, it is specified in
the letter of credit that the appropriate ministry or authority
in the country of origin must provide a certificate of
origin. This is particularly important when importing to
the United States, through the African Growth and Opportunity Act and the Generalized System of Preferences, and
to the European Union, through the Lomé II agreement, for
duty-free status.
4.
Packing List—If requested by the buyer, a packing list
should itemize the material in each individual package and
type of package (i.e., box, crate, carton). It also shows the
gross and net weights and measurements for each package
(in both standard and metric systems). Markings should be
shown along with the exporters’ and buyers’ references. The
packing list is used by the carrier or forwarding agent to
determine total shipment weight and volume and whether
the correct cargo is being shipped.
need to be involved is when the buyer makes further requests
for documentation in order to release the goods from customs.
Suppliers should maintain close contact with their buyers.
Certain documents will be required for entry:
1.
Commercial Invoice—For customs clearance, a commercial
invoice is to be provided to officials. The invoice should
contain a clear and precise description of the product, terms
of sale, and all details necessary to establish the full cost,
insurance, and freight price. The invoice is needed by your
buyer to prove ownership and obtain payment. The commercial invoice should include date and place of shipment;
name (firm’s name) and address of the seller and buyer;
method of shipment; number, markings of the packages,
and their numerical order; description of the goods using
the usual commercial description according to kind, quality,
grade, and weight (gross and net in metric units), along with
any factors increasing or decreasing the value; agreed price of
goods; unit cost; total cost FOB factory plus shipping; insur-
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ANNEX I
Organizational Contact List
American Shea Butter Institute (ASBI)
2660 Buena Vista Road, P.O. Box 7906
Columbus, GA 31908-7906 USA
Tel.: (706) 221-2326
Toll Free: (888) 239-4012
Fax: (419) 730-3655
Web: www.webspawner.com/users/sheabutter
Chambre de Commerce, d’Agriculture et d’Industrie de Togo
Ave. de la Présidence
BP 360, Lomé, Togo
Tel.: (228) 212065
Fax: (228) 214730
Association Malienne pour la Promotion des Jeunes (AMPJ)
Zantiébougou, Cercle de Bougouni
Région de Sikasso, Mali
Tel.: (223) 224-2793
Association Burkinabè d’Action Communautaire/Groupe Energies Renouvelables et Environnement (ABAC-GERES)
01 BP 4071, Ouagadougou 01, Burkina Faso
Tel.: (226) 362630
Fax: (226) 360218
Association pour la Promotion des Exportations de Côte d’Ivoire
(APEX-CI)
BP 3485 Abidjan 01, Côte d’Ivoire
Tel.: (225) 20-315700
Fax: (225) 20-214031
Web: www.apex.ci
Association pour la Promotion des Groupements Féminins
(APGF)
01 BP 4855
Ouagadougou 01, Burkina Faso
COVOL Uganda Shea Project
P.O. Box 833
Lira, Uganda
Tel.: (256) 41-543565
Web: www.covol.org
Développement de l’Entreprenariat Féminin dans le Secteur
Agricole au Mali (DEFSAM)
BP 2688, Bamako, Mali
Tel.: (223) 2221225/2238445
Distribution Internationale des Produits Agricoles (DIPAG)
BP 4310
Conakry, Guinea
Federation of Associations of Ghanaian Exporters (FAGE)
P.O. Box M124, Accra, Ghana
Tel.: (233) 21-232554
Fax: (233) 21-232726
Web: www.ghana-exporter.org
Association Nationale des Mareyeures et Mareyeurs*
Contact: Aliou Gomez Victorie
Chambre d’Agriculture
06 BP 1415 PK 3
Cotonou, Benin
Tel.: (229) 337228
FOGHASS*
Toure Aissa Alhanafi, Promotrice
Faladie Sema, Rue 877, Porte 39
BP 2553, Bamako, Mali
Tel.: (223) 204408 / 201959 / 203969
Centre de Suivi Ecologique (CSE)
Rue Léon Gontran Damas
Fann Résidence
BP 15532, Dakar, Senegal
Tel.: (221) 825-8066/825-8067
Fax: (221) 825-8168
Web: www.cse.sn
6
Chambre de Commerce, d’Agriculture et d’Industrie du Benin
Ave. General de Gaulle
BP 31, Cotonou, Benin
Tel.: (229) 312081
Fax: (229) 313299
FOSDA*
Amina Montia, Director
C2 Manet Cottage, Batsonaa
Off Springtex Road, P.O. Box CT3140
Cantonments, Accra, Ghana
Tel.: (233) 21-811291
Fax: (233) 24-286772
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GABRHO Limited*
Tina Swatson Eshun, Ag. Vice President
Horticulturists Association of Ghana
P.O. Box 17811
Accra, Ghana
Tel.: (233) 20-8157138; 21-234769/236500
Nigerian Association of Women Entrepreneurs*
Gemini Global Enterprise Ltd.
Mrs. Yasmin Othman, Managing Director
54 Yaounde St., Wuse, Zone 6
P.O. Box 6001, Garki
Abuja, Nigeria
Tel.: (234) 09-5230473
E-mail: [email protected],
[email protected]
Ghana Export Promotion Council (GEPC)
Republic House
P.O. Box M146, Accra, Ghana
Tel.: (233) 21-228813/228830
Fax: (233) 21-668263/233725
Web: www.exportghana.org
OPEIF-Afrique*
Kouassi Ahouna, Presidente-Foundatrice
01 BP 7453
Abidjan, Côte d’Ivoire
Tel.: (225) 05732023
05612830 / 24495168
Kwame Nkrumah University of Science and Technology
University Post Office
Kumasi, Ghana
Tel.: (233) 51-60331
Fax: (233) 51-60137
REOSAO*
Miss Alizeta Sawadogo, Directrice
02 BP 5118, Ouagadougou, Burkina Faso
Tel.: (226) 336121 / 313326
La Nouvelle Basse-Cour*
Bounkara Aminata Koita, Promotrice
BP E477
Bamako, Mali
Tel.: (223) 219158 / 272356
Réseau Technologies et Partenariat en Agroalimentaire
(Relais TPA)
S/c enda graf, BP 13069 Grand Yoff
Dakar, Senegal
Tel.: (221) 827-2025
Fax: (221) 827-3215
Web: www.arc.sn/tpasen
NEMAROZAW*
Groupement Cooperatif Féminin
Contact: Nignan Debie Dissata
03 BP 7026, Ouagadougou, Burkina Faso
Tel.: (226) 360433
Songtaaba Women’s Group
01 BP 6691 Ouagadougou 01, Burkina Faso
Tel./Fax: (226) 341974
Nigeria Export Promotion Council
NEPC Headquarters
Area 3, Block A
Open University Complex Garki
Abuja, Nigeria
Tel.: (234) 9-2341624 / 2341110
* Member of the African Women in Agribusiness Network.
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ANNEX II
Buyer Contact List
United States
Abike, LLC
P.O. Box 15770
Washingon, DC 20003
Tel.: (202) 270-7647
Web: www.theabikeline.com
AF AJATO, Inc.
6455 E. Briar Drive
Lithonia, GA 30058
Tel.: (770) 482-4451
Fax: (770) 413-6389
Aveda Corporation
4000 Pheasant Ridge Dr.
Blaine, MN 55449
Toll Free: 1-800-AVEDA-24
Fax: 1-800-892-3405
Web: www.aveda.com
Bonney African Imports
P.O. Box 217105
Charlotte, NC 28221
Tel.: (704) 395-8527
CWIC Productions
Abike Beauty Products
P.O. Box 15770
Washington, DC 20003
Tel.: (202) 270-7647
Chatto Beauty Products
102 E. Oak Street
Chicago, IL 60611
Tel.: (312) 640-0117
Toll Free: (800) 709-1490
Fax: (312) 640-0119
Web: www.chatto.com
Ebène Beauty Products
P.O. Box 160097
Miami, FL 33116
Tel.: (305) 273-7204
Toll Free: (888) 959-7323
Fax: (305) 279-9680
Web: www.ebenenaturals.com
8
Epicurean Soap Company
13617 Middlevale Lane
Silver Spring, MD 20906
Tel.: (301) 460-3317
Fax: (301) 871-1530
Web: www.epicureansoap.com
Mode de Vie
P.O. Box 33057
Miami, FL 33233
Toll Free: (800) 474-4303
Fax: (305) 444-1655
Web: www.modedeviebodycare.com
Omololu International
P.O. Box 267
Memphis, TN 38101
Tel.: (901) 543-0330
E-mail:
[email protected]
Web: www.omololuinternational.com
Terry Labs
390 N. Wickham Road, Suite F
Melbourne, FL 32935
Tel.: (407) 259-1630
Fax: (407) 242-0625
Web: www.terrylabs.com
The Shea Butter Company, Ltd.
16781 Torrence Avenue
Lansing, IL 60438
Toll Free: (877) 489-2700
Fax: (708) 481-3144
Web: www.naturalessence.com/
company
Europe
Agritropic s.a.r.l.
Rue des Moulins
43100 Vieille-Brioude
France
Tel.: (33) 4-71749790
Fax: (33) 4-71749282
Cognis S.A.
185 Ave. de Fontainebleau
77981 St-Fargeau-Ponthierry-Cedex
France
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Tel.: (33) 1-60652100
Fax: (33) 1-60652102
Web: www.cognis.com
CosMedics International B.V.
P.O. Box 482
1620 AL Hoorn
The Netherlands
Tel.: (31) 226-264423
Fax: (31) 226-355289
D2E
202, rue de la Croix Nivert
75015 Paris
France
Tel.: (33) 1-53785858
Fax: (33) 1-53785850
Exa Cosmetics
112 rue de Lagny
93100 Montreil
France
Tel.: (33) 1-42879698
Fax: (33) 1-48708870
L’Occitane
Zone Industrielle St-Maurice
04100 Manosque en Provence
France
Web: www.loccitane.fr
Teco Import-Export
24 rue Violet
75015 Paris
France
Tel.: (33) 1-45789291
Fax: (33) 1-45770069
Web: www.sheabutter.com
Vereenigde Oliefabrieken B.V.
P.O. Box 1140
3000 BC Rotterdam
The Netherlands
Tel.: (31) 10-2868080
Fax: (31) 10-2860515
Web: www.vo.nl
BUTTER
Quick Guide to Exporting Your Product
Pre-Export Stage
Adjust the manufacturing process for shea butter that meets basic guidelines as outlined in
this manual and for desired ASBI class.
Contact ASBI to test your product so you have these data readily available.
Consider obtaining ASBI certification for your manufacturing operations.
Contact potential resources for identifying partners.
Obtain recent market and pricing data as reference points to develop pricing target.
Stage I
Make direct contact with identified buyers to ascertain and generate interest in new supply.
Prepare sample shipments and all accompanying documentation for the buyer.
Contact shipping company or courier service and send samples by most expedient method
available.
Remember that building relationships with buyers is key to success, so any requests for
further information and documentation must be fulfilled.
Stage II
Ascertain sizes of potential export orders (i.e., container load, cases) and capacity to supply.
Identify labeling requirements (seek counsel of buyer).
Determine relevant product registration and other regulatory requirements in target markets
(seek counsel of buyer).
Stage III
Finalize arrangements (order, shipping, payment, etc.) with buyer.
Start exporting!
Continue to test market products, attend trade shows, and occasionally visit markets where
your product is distributed to see its shelf placement and to get feedback from buyers so you
can work with your suppliers to enhance or change product requirements.
U.S. Agency for
International Development

Buying and Selling Shea Butter

Transcription

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