׉?<ׁB!בCט{u׉׉ 7cassandra://q6nC0A4RgDlyapZTIkTROY-sN5BqyCiQ70B83MJpQCs` ׉ 7cassandra://qNlElqzZRHaFqTWuw2twBp5DHO7Pv0gxB9v0L05HbUoUq`S׉ 7cassandra://0Mj4fEWv_XTgvASKZHnLWKWDTsJhX5xiJ-rn7kFyXDo ]`̵׉ 7cassandra://bMpIzBd7YTTElOgU-mDl-b5gu1qv7YmuqbUiuWmILf8͸ ͠XZ 3|n׈EXZ 3|n׉EJspark Cooperative Support Programme (CSP) Achievements and lessons learnt ׉ 7cassandra://0Mj4fEWv_XTgvASKZHnLWKWDTsJhX5xiJ-rn7kFyXDo ]`̵XZ 3|nXZ 3|n{בCט{u׉׉ 7cassandra://sRCC0ZbWi_Ncn1O4vADzW9yEImidGWyvLTN94iuAGt0Ф` ׉ 7cassandra://LgxC8OBgsqZjQ6IBGnqaND9nfxUrEiEfRIWaKUZp6Kẅ́`׉ 7cassandra://rREl1O3ZUKKRkootp5FoHhQUUpakpgJMV3TJ8_FreHc,`j׉ 7cassandra://8IlC4m6H_5whagacVbSpFVMA40XAZR9zu534WchcA5QMV͠ XZ 3|n׉E׉ 7cassandra://rREl1O3ZUKKRkootp5FoHhQUUpakpgJMV3TJ8_FreHc,`jXZ 3|n׉E The Cooperative Support Programme (CSP) in Rwanda was made possible with funding of the Netherlands Directorate-General for Development Cooperation (DGIS) The Cooperative Support Programme (CSP) in Rwanda was made possible with support from the following partners: XZ 3|nXZ 3|n{בCט{u׉׉ 7cassandra://3hfnNB90X7yumCIEP-FANeIJLeGOwe_LVrVZVBPzC74Q@` ׉ 7cassandra://gSSjP0LDfh0mFsrT0feJVZ9QLz9xbHlr306zvD0uXP8w`׉ 7cassandra://v8_BOkxdsQqgvb3qVgcnA8BDnhiZvfGpbYNYQssgEos*`j׉ 7cassandra://-d1pObNoQK15uYbtJqUJDRUpj2JH6avtH8ciN9bN3eA͠ XZ 3|n׉E׉ 7cassandra://v8_BOkxdsQqgvb3qVgcnA8BDnhiZvfGpbYNYQssgEos*`jXZ 3|n׉ETable of content Chapter • Opening remarks by The Netherlands Embassy in Kigali • Introduction to SPARK • Introduction Cooperative Support Programme (CSP) • CSP Funding and Partners Component A • Access to Markets and Entrepreneurship • Access to Finance • Cooperative Management • Inclusive Leadership and Youth Component B • Agri Business Development Services (Agri BDS) • Closing Remakrs Page 8 12 14 19 22 28 34 40 44 50 XZ 3|nXZ 3|n{בCט{u׉׉ 7cassandra://0CklWEPR9B62Ebu9Prpld4MONRDQfYN26xmQxSWwQKI` ׉ 7cassandra://jiTtkPTsOBucCfs45HwrlnIKPt2n-TotNQmOFD8UfMYͼ:`׉ 7cassandra://mquUpc4Bp0TPX8GlOiHgyO4vWipYRR3cLvcAa3Z7Z3gAv`j׉ 7cassandra://xih6nHQ7Q_ntxttsnY2kLLvMUVjlEz5u3NsxptXThPw9n͠ XZ 3|n׉E׉ 7cassandra://mquUpc4Bp0TPX8GlOiHgyO4vWipYRR3cLvcAa3Z7Z3gAv`jXZ 3|n׉EWelcome! The reason for making this booklet is to share our lessons learnt in a way that helps all actors in strengthening the cooperatives of Rwanda. If you are working in the agricultural sector in Rwanda, whether you’re an agri business, a service provider, a trader or a processor, or a NGO, we would love for you to share these videos and stories with other cooperatives and their members to encourage them and give them confidence that they can also become commercially viable cooperatives with clear benefits for it’s members. Our lessons learnt provide vital insight into the agri business sector and we highly encourage any policy and programme developers among the readers/ viewers of this booklet to use this information in order to draft policies and (donor) programmes that match the local realities of all value chain actors. Enjoy and get inspired! Marthe Paauwe Country Manager SPARK Rwanda 7 XZ 3|nXZ 3|n{בCט{u׉׉ 7cassandra://KGsKiHF0uhZdo93Vo_5U8CwOB3YckxqSY6kmHOD8u-Yb` ׉ 7cassandra://giYeCIBDAtxqXaCANZxXcNIz_w-kUtPSX2CNcyIrlhU͕%`׉ 7cassandra://cSnQiBk8Jfjcdqgx5S2GIxP_GcUv3MkHVoWcXBvG-Ds-`j׉ 7cassandra://1MmPDkdKK_Nj3YFflvnICDQAxGlo5kTgswAb4J5tQxkYI͠ XZ 3|nנXZ 3|nׁ9׉H`j׉ 7cassandra://HSfkTQyYl6OYVTc9AvfML0R8H5hEH1rOsY05JkiIn4QͲ4͠ XZ 3|oנXZ 3|oA ^9׉H`jXZ 3|o׉E During CSP implementation, intensive agribusiness trainings, coaching and linkage services to access markets and finance were provided to 99 agriculture cooperatives enrolled in two different cohorts. These services were aimed at strengthening capacities for the target cooperatives to make hem more professional and business competent with maximum benefits to both the market and cooperative members. A large majority of supported cooperatives were engaged in the production and distribution of food products (Maize, Beans, Irish potatoes and horticulture items). The sector becomes efficient when production and transaction costs are reduced and sustained relations ensured with potential clients. Cooperatives have received trainings on entrepreneurship and access to market (and finance) and have gotten support in the areas of market information, quality management, and contract negotiation management. Market identification and risk assessment was identified as a key challenge within target cooperatives. Coaching sessions helped cooperatives to put mechanisms in place to identify different market options at the beginning of every agricultural season and select the best one. Through regular advisory services, SPARK coaches assisted cooperatives to establish Product Regulations, which ensured that produced volumes and qualities meet market demands and standards to honour supply contracts. This will help them understand the quality they need to provide and build longer term, sustainable relations with buyers. FARM-FIRM Tool CSP was able to introduce a number of tools that connected different players in the value chain. For access to finance, those were tools which connected cooperatives and micro finance institutions and when it comes to markets, the Farm-Firm Tool played an important role. The mutual understanding between the farm and the firm was key, as does the titel suggest. Agri/SPARK Coach Cooperative Facilitation of pre-planting contract. These contracts allow farmers to loan money and invest in their production with minimum risk; they know they will sell. contract negotiations & understanding the contract Buyer Facilitation input developing (Processor/trader) to quality (from cooperatives), contracts and train cooperatives on how to meet the demand and requirements of the buyer. 23 XZ 3|oXZ 3|o{בCט{u׉׉ 7cassandra://XdblNKhqtvDVfeijIKw6JJMVBuzcMCbfO6pOqvUL9P8/j` ׉ 7cassandra://cFA9zaRjvS-qFj7uYHVT0EOhgP9rQsH-jjOSohrrgeQͽy`׉ 7cassandra://cSafR9lamnINLUCyHAVH2ESZzt77uOu433Y7m6eKmWc<`j׉ 7cassandra://G_gF11R_XlNcbcSMZaQmR782goYuXUGk80zhcErvZ7QÇ̎͠ XZ 3|o׉EFinding markets for seed potatoes COAPOM is a potato seed cooperative located in Cyanika sector, Burera District, Northern province near the Ugandan border. It started in 2009 and has 69 members. Like many newly created organizations, it had some challenges at the beginning and it struggled to find access to markets. COAPOM started working with SPARK in 2013. After a number of training sessions, the cooperative improved its management. It has a storage facility that can hold a great production. Members of the cooperative felt more confident and worked hard to increase production and improve their revenues. “Thanks to proximity coaching, we manage to be connected to new markets and increased our network of buyers”, says Rosalie Dusabimana (photo), deputy chairperson of COAPOM. “We do produce between 30 and 50 tons of potato seed per season and we no longer have a problem of selling them”, she adds. The cooperative managed to get contracts from other cooperatives and local NGOs. Members of the cooperative are proud of what they have learnt.”We are now able to duplicate what we learnt to newly created cooperatives”, said Jeannette Dusengimana, a member of the cooperative. 24 ׉ 7cassandra://cSafR9lamnINLUCyHAVH2ESZzt77uOu433Y7m6eKmWc<`jXZ 3|o׉EResults in Access to Markets and entrepreneurship 53 out of 99 assisted cooperatives have been linked to institutional buyers 41 out of 99 assisted cooperatives could negotiate and sign supply contracts with foods sourcing companies 14% of the sourcing companies (maize processing companies) are piloting a model to provide services to the cooperatives in order to sustain their business relations and provide more business incentives to the cooperatives 2016 Lessons learnt: institutional buyers have to consider cooperatives as business partners. They should not be considered as beneficiaries of projects, but should be considered as real business entities that have bargaining power and have the mandate to help producers to benefit from the economies of scale. 25 XZ 3|oXZ 3|o{בCט{u׉׉ 7cassandra://1jrbDNpCkn9juGPedZb3Eb72O21zQCu3uuSlUDmbqLc` ׉ 7cassandra://TiFMAn2j5ymAkwReZHM4b1oTu1xo3LAZjavuZXuuLsYW`׉ 7cassandra://2IwilnVfumyAkNLvWQWiTiLl5QEtaVWByU2jOwJ3HvU$`j׉ 7cassandra://EyJfZ6_-RQooCRz6ZFT9JI7midFUyX6Nbmrl03fKt2c͠ XZ 3|o׉E׉ 7cassandra://2IwilnVfumyAkNLvWQWiTiLl5QEtaVWByU2jOwJ3HvU$`jXZ 3|o׈EXZ 3|oXZ 3|o{בCט{u׉׉ 7cassandra://s_6xABy037USbGlQf3eOUuQRng9hnEZz_zBdz4zv7FI;` ׉ 7cassandra://NtCKwcaASO1odyfQQmhshQR-68c8XVHThqu3qk7lRDQͭ`׉ 7cassandra://dSVCC5uoq_UYu6_BuzB-ZdXATSF7788xAPYtWEOxs-s:`j׉ 7cassandra://_kYLnVbUr2-MDoMtF6cdPBlEP2rvzKYx0HEbvoc0Dmo͠ XZ 3|oנXZ 3|oPсF9׉H`j׉ 7cassandra://oT8aiRUPuCWQT6wB4WpKeMn9VFWIFi5SMkj5G2Rj8lc(͠ XZ 3|o'נXZ 3|o&PF9׉H`jXZ 3|o(׉ECooperatives in the CSP programme lacked systems for regular planning, monitoring and evaluation, except for basic, manual book-keeping. In fact, the majority of cooperatives did not optimally adhere to the basic provisions related to financial planning, management and control. They have challenges to prepare budgets to govern their spending. Furthermore, few cooperatives among them prepare regular financial reports and many of them do not have audited financial statements for the preceding year. With the help of SPARK coaches, cooperatives were able to install or reinstate committees, which alowed control mechanisms that resulted in fair elections and investments. These committees allowed for trust to be (re)built and evaluate who is best in which position within the cooperative. Cooperatives were also assisted in developing membership strategies during the Cooperative Support Programme. What is a good incentive to become a member, or may be even more important; to stay one? These strategies will enable cooperatives to stay vibrant and successful long after the programme. Other Strategies that were looked at was how cooperatives could make a socio economic impact for their members. Many cooperatives now offer small loans to help members with emergencies and school fees if needed. Proximity coaching played a big role in the success of improving cooperative management. With coaches on ground, with knowledge of the local realities, guidance could go beyond the scope of a series of trainings and make a real sustainable impact. 35 XZ 3|o)XZ 3|o({בCט{u׉׉ 7cassandra://PywPyKpVslGc7LUHmAoYyii68hMhgeHCvZRV1De0BY8ֹ` ׉ 7cassandra://ZxZz9if9JYF_NF5GrEXZobU-8aB0TBaSl6ap3bEYpnQͬ`׉ 7cassandra://jhTlgkeutJFiQErdFoyy578zFJjTJ7aYbR1eVOE6tE87`j׉ 7cassandra://QYxPAmdBijwnW5uMByKws7OhXPBXfW6C68f1sClcL_ẁ͠ XZ 3|o+נXZ 3|o*̿h9׉HComponent B Development of Agri Business Development Services XZ 3|o7XZ 3|o6{בCט{u׉׉ 7cassandra://3Cpa--4qBBN3K_8GRwYUNjjDXQJfGf5y1IJnIZ9VnVsD` ׉ 7cassandra://wPxTqZ0T5BXPmKWEnp0DH0TOUqYrIyzLLCTXKQPKmTAͮ`׉ 7cassandra://uVSbUVO5bObKuIKNGjiWoOQp_TRKkYPMVNEq7sd9H1M9`j׉ 7cassandra://NfTH7MJperu-qo21p8G8UpKnVRyMW68G5z_PhOCPWggr ͠ XZ 3|o:נXZ 3|o8Hxhہ9׉H׉EResults in Agri BDS Spark Coaches who became Agri BDS Providers: 11 Certified Agri BDS Providers: 33 Number of Members of Agri BDS Network: 42 Cooperatives and other value chain profit actors (such as buyers) pay for services 47 XZ 3|o?XZ 3|o>{בCט{u׉׉ 7cassandra://4LlA3PrBvrZUfif7T383nGQ2Lw-gHIa3PUDJ2UAUBBkV` ׉ 7cassandra://4eC7FAjbspXR3qCDDhcW8M6OJ8vup4X6CQ3IZsSkJ9ḱ`׉ 7cassandra://0Kn6l7gjselxRxMjnsLVyfpPk5yLmVauMboBFlTFJJU5\`j׉ 7cassandra://moMhumUNIbAkeqqhiTuK7mVxskN8RaKeIuKeRK7Fbd4&͠ XZ 3|o@׉E׉ 7cassandra://0Kn6l7gjselxRxMjnsLVyfpPk5yLmVauMboBFlTFJJU5\`jXZ 3|oA׈EXZ 3|oBXZ 3|oA{בCט{u׉׉ 7cassandra://G8bhyssIElB4FXWGq_A26dAFBm8T12sRaJIxBnksR5A` ׉ 7cassandra://kngJ6uHocRDaW3JdVzZpEMWgkrmcIfEfKHwXTKmaIcI`׉ 7cassandra://VsmJfFoGccoy5fO4019gaPw5LmJjv8WaWSdnDh-FkxQA`j׉ 7cassandra://CAEvF7irsnSI2tb-UPzF42hPEcevxsujUKSSg1xFjI8\͠ XZ 3|oC׉E Closing remarks The Cooperative Support Programme (CSP) followed in the slipstream of SPARK’s entrepreneurship development activities, started in 2011. This initial, 5-year Enterprise Development programme allowed us to establish an important network of Business Development Service (BDS) providers, financial institutions, universities, vocational schools and government agencies and increased our understanding of markets and business opportunities in Rwanda. CSP has benefited significantly from these activities, networks and lessons learned. Now we have reached the end of the program, it is safe to say that in many ways CSP has become unique in its approach. Oscar Nzayirambaho, one of the coaches of SPARK-CSP stated; “when CSP began, many of our cooperatives were commercially less developed than those outside of the programme. However, if you visit the cooperatives now you will see that they are so entrepreneurial, so business orientated! This is the impact of our work.” Oscar’s statement shows why CSP has been effective: donor funding has been used for a market-driven approach, which permeated all activities at different levels. It has helped cooperatives to strengthen their competencies meet market demands, thereby becoming viable enterprises that have created over 667 sustainable jobs in agri-production and business. Quality and quantity of the produce has significantly improved and thereby made an important contribution to the availability of nutritious raw and processed food products. The essence of the programme’s market-driven approach is also visible at the level of the coaches that played a key role in achieving the above results. We are proud of Oscar, and we are proud that the programme has been able to empower him to become a coach and cooperative-consultant with a genuine interest to address problems and opportunities cooperatives find on their way, rather than just prefab training programmes. Many of the CSP coaches have grown into independent and now commercially operating consultants, playing their roles in a business-enabling ecosystem in Rwanda’s agricultural sector. CSP set itself apart by facilitating change within a great variety of cooperatives. Not just the organized and successful cooperatives were selected to be part of the programme, also those on the verge of collapsing got a fair shot at success. SPARK believes strongly in proximity coaching; where a coach who knows the area gets to work side-by-side, long-term, with cooperatives to find local solutions for local problems. This means that we get to provide a lot more guidance than just during training sessions and this is exactly what poor performing cooperatives need. Rebuilding trust and solidarity, and creating an entrepreneurial mind-set within a cooperative takes time and understanding; something which we had thanks to our approach. It has been great to see cooperatives attracting members again and even being able to access financing to invest further! SPARK’s challenge remains in mobilising support for cooperatives, agribusiness as well as business support and financial services to help them grow and generate employment and income for young women and men in urban and rural areas of Rwanda. 50 ׉ 7cassandra://VsmJfFoGccoy5fO4019gaPw5LmJjv8WaWSdnDh-FkxQA`jXZ 3|oD׉ECSP was funded by the Netherlands Embassy in Rwanda with whom we share a strong believe in the feasibility of a robust agri business sector in Rwanda. ICCO-Terrafina was vital in improving the relationships between Micro Finance Institutions and cooperatives. Finding tools that could reduce risk and at the same time illustrate the potential of the agriculture sector was a challenge, but with their expertise we’ve managed to put the sector on the map. RICEM was our partner in developing the Agri Business Development Course and we couldn’t be more excited about the success of the training and the recent news that RICEM got accreditation for the course; ensuring a sustainable impact and a growing pool of talent in the coming years! Thanks to our partnership with Agri Pro Focus, a Agri BDS network came to life. This network does not just bring like-minded professionals together. The network is a marketing tool that allows Agri BDS providers to respond to tenders and other requests in the sector as a team, offering an answer to specific needs. We are looking forward to see the network and their workload grow. Our ambition is to share this experience and knowledge as indispensable and reusable capital with other stakeholders – and we hope this booklet is part of the proof of that, and in our continued mission in Rwanda and in other countries facing similar challenges. We hope you’ve enjoyed reading and watching, and find inspiration for your own important work! Michel Richter Co-Director SPARK. 51 XZ 3|oEXZ 3|oD{בCט{u׉׉ 7cassandra://tqZRxe-Y2morjcZfWHQqBgAUN8YiGn3HjJAzy-uZjtMC` ׉ 7cassandra://KH95k0TuZCFJ8xci4zIBOGhdnvAS6yGAnYFkosxndvc(\`S׉ 7cassandra://EboRylxMbiX6JkxXFoaIvs16O6cTnDhjxkHw8ksjt0k@`̵׉ 7cassandra://CnF49GrGODsMrmz1eAF1aO6bSbdmbA22R0F_4ZE6yB8D͠XZ 3|oGנXZ 3|oFnāE9׉Hhttp://www.spark-online.orgGׁ ׁ r׉E$The Cooperative Support Programme (CSP) in Rwanda was made possible with funding of the Netherlands Directorate-General for Development Cooperation (DGIS) The Cooperative Support Programme (CSP) in Rwanda was made possible with support from the following partners: spark www.spark-online.org ׉ 7cassandra://EboRylxMbiX6JkxXFoaIvs16O6cTnDhjxkHw8ksjt0k@`̵XZ 3|oH׈EXZ 3|oIXZ 3|oH{,ׁ2ׁ>ׁ3\-c+SPARK - Cooperative Support Programme (CSP)!Achievements and lessons learnt. XYjNV