1. NGO Social Enterprise

2. – an international development organisation iDE develops enterprises and market systems that deliver sustainable social and economic benefits, enabling the rural poor to increase their income and improve their quality of life

3. A value chain approach to economic development Farmers are CLIENTS (not ‘beneficiaries’) Key goods and services are supplied by private sector – not projects, NGOs etc

4. Lors Thmey Transforming Farmers Through Service and Technology Lors Thmey is an agricultural service company that creates extraordinary value for our smallholder clients through high quality advice, products, and service.

5. Farming is a Business… Photo: Nestlé – Sam Faulkner Two thirds of all vegetables consumed in Cambodia are imported from neighboring countries Average Rice Yield is 2.8 t/ha

6. Lack of good quality inputs Lack of agricultural know-how Poor water control Poor access to credit Poor access to market information Current input sellers are ‘passive’, immobile, sell multiple product types, low specific knowledge Market gap

7. Farm Business Advisors 7 Bundle technical advice with good quality agricultural inputs to create a profitable enterprise Organize and support the FBAs as franchisees linked to a central franchisor Farm Business Advisor

8. Farm Business Advisors 8 Bundle technical advice with good quality agricultural inputs to create a profitable enterprise Agricultural Input Suppliers Credit Sources Information Sources Organize and support the FBAs as franchisees linked to a central franchisor Farm Business Advisor

9. FBA Training 40 days in first year (weekly) Agronomy and Sales techniques 50% of costs Internal and through companies

10. Introduce and demonstrate new technologies Lower the risk for farmers to try

11. Lors Thmey Technology Farmer Practice Improved Profit

12. Increased profit Improved environmental and personal safety

13. Information Brokering

14. 100 FBAs (250 in 2014) 20 Commercial Agronomists (15 interns) 50 FBAs 7 Commercial Agronomists Where do we work ?

15. 2009 2013 Finance and Number of Clients

16. Who funds ?

17. Effect of the Farm Business Advisor Program on iDE-Cambodia Transition : iDE (NGO) Lors Thmey (business)

18. Effect of the Farm Business Advisor Program on iDE-Cambodia Changed recruitment criteria – favour private sector Introduced Sales Teams and incentives program Strict Performance Management Client focus – FBAs and farmers

19. 19 Half of all FBA clients come from the poorest third of the population Who are we reaching? 35% of vegetable growing activities are done by women 79% of vegetable marketing is done by women Farmer Income +$268/year (+ 30%) FBA Income +$650/year (+ crops)

20. How can social enterprise be scaled up and replicated to meet the needs of 100,000 farmers? What is needed, what are the challenges and what are the opportunities?