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Four Seasons of Learning and Engaging Smallholder Farmers - icrisat

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In Kenya, the small seed pack approach was pioneered by KARI <strong>and</strong> the Leldet Seed Company, especially<br />

across the Central Rift Valley <strong>and</strong> Central <strong>and</strong> Eastern Kenya. Packs have been sealed in 70-100 g, 400<br />

g <strong>and</strong> 2 kgg sizes <strong>and</strong> sold at Ksh 10, Ksh 50 <strong>and</strong> Ksh 180, respectively (1USD = Ksh 80). One M+E<br />

follow-up showed that 58% <strong>of</strong> buyers were female, with the majority preferring the 70 g pack, which they<br />

can afford with their domestic funds. The marketing took place during agricultural-shows, field days, agrodealers<br />

<strong>and</strong> open market places. Follow-up shows that women are as likely to purchase as men. Further,<br />

sale <strong>of</strong> small packs is exp<strong>and</strong>ing business opportunities for seed companies--- as even small farmers are<br />

now purchasing certified seed. Dryl<strong>and</strong> Seed Co. <strong>and</strong> Kenya Seed Co. (the largest seed company in<br />

Kenya) indicate that they will now use the small pack approach, especially for marketing climbing beans.<br />

In Ethiopia, packs were sold in the eastern <strong>and</strong> southern parts <strong>of</strong> the country through farmers’ cooperative<br />

unions, NGOs <strong>and</strong> in open market places. Given the very modest buying power <strong>of</strong> Ethiopian farmers<br />

- <strong>and</strong> the secondary role <strong>of</strong> common bean - the lively interest in small bean packs was unexpected.<br />

Also, the small pack approach changed Project underst<strong>and</strong>ing <strong>of</strong> farmers’ wants <strong>and</strong> needs. At the<br />

beginning <strong>of</strong> TL II, NARS <strong>and</strong> NGOs considered that farmers only wanted large quantities, that is 50 kg<br />

<strong>and</strong> 20 kg packs. EIAR <strong>and</strong> SARI then moved to putting on <strong>of</strong>fer 5 kg <strong>and</strong> 2 kg packs. Now, sales data<br />

are showing that many Ethiopian farmers desire smaller amounts - even 200 g, 500 g <strong>and</strong> 1 kg packs,<br />

particularly as they exp<strong>and</strong> to new varieties. EIAR has even made excellent progress selling packs in<br />

the highly drought-stressed zones <strong>of</strong> Hararghe, where farmers may have

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