Value Chains research report Tajikistan final - Microfinance Centre

Traders and Wholesalers
Farmers sell lemons fresh from greenhouses and from storage. The sales period runs
from November through July. Customers come from Kurgan-tube, Tursunzade,
Dushanbe and Khujand. In the past nearly 80% of the customers were from Uzbekistan
and Russia. Currently 100% of the lemons are sold in Tajikistan. Traditional sales are
from the farm gate. Producers do not actively market their product. Notification of the
arrival of buyers occurs quickly through the local customers or local mosque. In the past
buyers came with large trucks purchasing tons of lemons, now they come in cars and
purchase small quantities. They bring their own boxes or order them from local foremen.
Even when buyers come many farmers are at a disadvantage as buyers do not want
small lemons which constitute 20% of the crop. There is a significant price differential
paid farmers depending on distance from market centers.
Logistics of sales.
Lemons are delivered from the production sites in Khatlon Region to “Dekhkon” market
in Giprozem district of Dushanbe, from where they are distributed to nearby markets.
The produce is also transported to Bobojon Gafurov district of Sughd Region, to be
distributed throughout the region through markets in Khujand.
Lemons grown in Sughd Region are also distributed through Panjshanbe – the Central
market of Khujand. Thus, the prices in the central districts of national jurisdiction and in
other markets are higher than in “Dekhkon” market in Dushanbe; respectively, prices in
the towns and districts of Sughd Region are higher than in the Panjshanbe market of
Khujand.
In previous years, lemons were transported until November 15 at most (until mountain
roads were closed for winter), and stored in Sughd Region. Now the road through the
tunnels is open around the year, so lemons are stored by the farmers. The connections
within the business sector are well established (mostly based on relations of kin), and
lemons are ordered by phone, according to the market demand. Transportation from the
grower is made in small shipments (400-600 kg), using cars, is the most convenient, as
fresh produce is delivered to the markets as demanded. This also eliminates the need
to rent warehouses at the market where lemons are sold.
From the export viewpoint, it should be noted that Uzbekistan creates problems for
sending goods by railroad from the Southern Tajikistan; however, borders in Sughd
Region are more or less open. For this reason, produce for export to the CIS countries
is prepared in the North before being shipped to the destination country.
According to state standard requirements, lemons are shipped in batches. A batch is
any quantity of lemons of the same variety and the same size category, packed in
containers of the same type and size. However, when the lemons are delivered to
collection points or ranging/packing enterprises, the batches can contain any quantity of
lemons of different sizes and varieties, in packages of all types and sizes.
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