Showing posts with label niche marketing. Show all posts
Showing posts with label niche marketing. Show all posts

Sunday, November 29, 2015

Incorporated

Clean
Both Cambodia and Vietnam are struggling to qualify their rice crops as a single brand in an attempt to hope to gain better consumer acceptance of their eport rice produce and thereby hope to raise the ability to export more and/or at a higher value.

The Phnom Penh Post (Oct. 29) does its best to put forward Cambodia's case and quest as the Cambodian officials see fit:
'Cambodia must focus on building a single recognisable brand for its premium fragrant rice to strengthen its international marketing efforts, Minister of Commerce Sun Chanthol said yesterday.“Once the consumer recognises our rice brand, as well as the design of the rice package, we will be able to fetch a higher price for our premium rice,” Chanthol said during a roundtable discussion with the British Ambassador.
....
Cambodia’s Phka Rumduol – a long-grain, aromatic variety of rice – has been awarded the World’s Best Rice at the annual World Rice Conference for three years running. But efforts to market the premium rice variety overseas have stumbled on labeling.
The most prevalent export label, “fragrant rice”, has been deemed too general, while the alternative label “jasmine rice” is also used by Thailand for their premium variety.
While Cambodia’s fragrant rice comes in a number of varieties, such as Phka Romdeng, Phka Romeat, and Phka Rumduol, the commerce minister said all should be marketed under an umbrella brand name.
“We should promote and stick to ‘Phka Romduol’,” he said. “This is what won the contest, so please let’s focus on this name and register it as a trademark or trade name for future use.”
Chanthol said the branding should extend beyond a name and include the packaging, which should incorporate traditional Khmer design elements and his ministry’s seal of approval'.
Though the comprehension in this task is apparent, there seems to be uncertainty on how to move forward. 

Until recently Cambodia was known for it's poor quality rice, despite the evident superior traits as demanded by consumers. Now if there's a need for a single brand (which might make sense) why focus on a Khmer name and add traditional Khmer design?

When Cambodian rice finally hits the shops be it elsewhere in Asia, in Europe, the America's or Africa there's little to suggest that consumers there are going to be persuaded by branding as initialised by Cambodia. Consumers will go by local brands which they trust. Possibly in combination with international certification, f.i. an organic certificate, a fair trade certificate, etc.

So in this, Cambodia should solely focus on the less consumer driven export trade. Having more varieties will probably not assist in this process, so a single brand / name could work. So why not Cambodian Fragrant Rice as an umbrella brand? One that allows all the other varieties to be included as long as they meet visual quality standards as well as other traits such as fragrancy, cooking quality. Even have exporters limit themselves: they are only allowed to export these varieties and are to be held accountable if not. If wanting to export another variety, they need official clearance, etc. Seems pretty easy.

Vietnam is struggling with the same. Vietnamnetbridge (Nov. 15): 
'The Vietnam Food Association (VFA) has suggested that Jasmine and Japonica rice varieties can be chosen for development into Vietnam’s national rice brand. However, experts say they are not a reasonable choice'.
It seems that these have been included to raise awareness in export markets:
'Of the 4.3 million tons of rice exported by VFA’s member companies in the first nine months of 2015, Japonica rice only accounted for one percent'. 
Jasmine rice however does account for around 25% of the current production, so seems a more obvious choice.
'Japonica has been suggested for specialty rice. However, he [Huynh The Nang, VFA’s chair] stressed that the Japonica VFA has suggested is not the pure Japanese variety, but the one created by cross-breeding by a Vietnamese company, which also has round grains like Japanese Japonica.
Xuan [Professor Vo Tong Xuan] believes that the rice variety mentioned by Nang is DS1 created by the Vietnam Agriculture Genetic Institute. Meanwhile, Xuan does not think DS1 could be welcomed by Japanese.
Though DS1 also has round grain like Japonica, DS1 is less soft than Japonica and therefore, it could not be rolled to make sushi'.
Sush so to say? 
It all seems a bit opportunistic. Why not go for a three pronged attempt like Vietnamese general, Vietnamese frangrant and Vietnamese cross?

Interestingly, the Vietnamese Tuoitrenews website (Nov. 26) notes how domestic urban consumers in Vietnam's south are avoiding local Vietnamese varieties for Cambodia imports.
'Some rice businesses in the southern province of Tien Giang have begun sourcing rice from Cambodia to distribute to Ho Chi Minh City and neighboring localities, instead of that grown in Vietnam’s Mekong Delta, known as the country’s granary'.
Besides the perceived superior quality traits (less sticky after cooking) there's more:
'Professor Vo Tong Xuan, a seasoned rice expert, confirmed that many Vietnamese consumers are eating Cambodian rice as the grain is ‘cleaner’ than that grown in Vietnam, thanks to the sparse use of insecticides'.
So why not go for Cambodian Clean, an organic fragrant high quality rice?
 
Plastic
Let's continue with the topical cambodian and rice updates

Rains on end, time to take stock. Phnom Penh Post (Oct. 30):
'As a fickle rainy season that has seen areas of the country plagued by drought draws to a close, Cambodia’s rice production remains nearly on target, though food insecurity is still a problem for individual communities, according to the World Food Programme.
...
Though this year’s rice crop may not reach last year’s record of 9.4 million tonnes, less than 1 per cent of the crop was destroyed, and food supplies will be sufficient for the country at large, according to WFP country director Gianpietro Bordignon'.
Southeast Asia Globe questions Cambodia's rice industry (Oct. 25) and the future:
'A combination of erratic weather, poor infrastructure and an inefficient government has experts predicting that Cambodia’s rice industry could collapse within a decade.
...
Although the Kingdom is proud of its rice industry and even wins international awards for high-quality grains, the government has done little to help the sector. Song Saran, chairman of Amru Rice, the country’s biggest exporter, says that if this attitude doesn’t change, the outlook is bleak.
“We are in danger. It’s a business with very small margins, and it’s a high-risk commodity,” he says. Most experts are in agreement. 
....
Rather than the government providing loans at low- or zero-interest rates such as those offered in Thailand and Vietnam, a network of loan sharks caters to Cambodia’s small-scale farmers, preying on their dead-end situations following natural disasters.  
...
In Vietnam and Thailand, millers pay no more than ten cents per kilowatt of electricity. In Cambodia, it’s roughly twice as much. Transportation is also a headache. Using trucks that navigate potholed roads means that getting a tonne of rice from a Cambodian farm to a mill typically costs about $10. In Vietnam, where infrastructure such as railway lines is in place, it costs about $3'.
It sketches a bleak future for the Cambodian rice industry, one based on increased competition, with little possibility to drive down costs.  
Then again complaining doesn't seem to work, so focus on the positives: quality. As the lead above suggests, financing becomes less of a headache, thus relieving the whole chain.

Quality? Extraordinary circumstances in Poipet, rice containing plastic particles. The Phnom Penh Post (Oct. 26):   
'A rice-milling company has admitted to letting pieces of plastic from its machinery make their way into bags of rice after residents and authorities in Banteay Meanchey’s Poipet town raised fears of “plastic rice” upon finding their rice abnormally sticky since the Pchum Ben holiday.
...
Reached yesterday, Minh Bo, 60, the company’s owner, said that while the rice itself wasn’t plastic, pieces from the milling equipment appeared to have made their way into the bags.
“We admit to our technical mistake leading to the break-up from the plastic plank in the miller getting into the rice, and to not checking it properly before bagging and sending it to the market,” he said'.
Going up
Move over Cambodia.
Big news from Thailand (the Nation, Nov. 9): a rotten rice auction. 
'The Commerce Ministry will open bidding for thousands of tonnes of rotten rice from government stockpiles this month for supply to the industrial sector.
... 
After the auction, the ministry will set up a monitoring team to inspect rice being transferred from warehouses to non-food industries to ensure the rice is not used for consumption. 
The rotten rice is expected to be used for ethanol, biomass, and non-food production'. 
The Thai government is thinking that climate change will be working in their favour (The Nation, Nov. 17): 
'The Commerce Ministry is set to release 13 million tonnes of rice from the government's stockpiles by the end of 2018, while it expects Thailand to export at least nine million tonnes of rice next year due to lower-than-normal rice supplies globally because of climate change'. 
However the article refers to the El Niño effect which probably is not due to climate change. And it's effect has lead to lower rice production in Thailand itself, thus the sign of encouraging prices. But not necessarily more money in Thailand's pockets. Sort of an own goal.

Then again maybe the Nation sourced their article from the wrong official. Thai soothsayers believe the slow slide in export prices of rice will come to a halt. Bangkok Post (Oct 31): 
'The government and the private sector agree that Thai rice prices are unlikely to fall further because of state measures and low supplies brought on by the drought'. 
And though the government applauds itself, none of their policies have sorted any effect to lead to higher prices. Other than down selling their stocks which lowered prices. Same-same, different story? 
In the past in Europe the way to stabilise prices was to destroy the stored goods altogether, this way the government takes the loss fully, while farmers come out scotch free.

Bucking the trend, Lao farmers will be stimulated to grow more rice, according to the Vientiane times (Nov. 5):
'The Ministry of Agriculture and Forestry is asking farmers around the country to grow 4.2 million tonnes of rice this fiscal year, seeking to boost commercial production and ensure food security'.
But there will be no fat carrots (nor sticks), so it's more wishful thinking.

Criticize
While in Thailand rice farmers seem to be shunned, rubber farmers initially  will not get what they want: subsidies. So reports the Bangkok Post (Oct. 21):
'The government will not provide a cash subsidy for struggling rubber farmers, as it could open Thailand to criticism in the global trade arena, but will instead promote local consumption of rubber to boost the price'.
Whatever the arguments contra subsidies, the Thai government has decided against their own thinking. No production subsidies, though a subsidy on land under rubber. Now expect this system to be fraught with fraud. 

And the returns? No production, no extra selling, possible even more land being brought under rubber.  
But a potential vote buyer. And this from a junta which blames a democratic government of financial ruin. Hmmmm .....  
Read all from the Bangkok Post (Nov. 3). 

If the Thai government had wanted to make an impact, they might have tried to subsidize the cutting down of older plantations to be replaced with forest while banning any new plantations. Less rubber on the market, potentially higher prices, farmers rewarded for work in restructuring and forest cover maintained / expanded. If only things were all so simple.
Pockets
Further trade issues, notably the all encompassing Trans Pacific Partnership (TPP).
The BBC (Nov. 6) has an index file on the TPP, for all of us commoners to try understand the deal made. Note that the deal is no less than 6,000 pages. It highlights the complexity of such a deal with currently sceptics slowly gaining momentum in their push to shelve the deal before it's actually signed.

Thailand itself remains wary of the TPP (Bangkok Post, Oct. 24). It notes that it already has many trade agreements with partnership countries. And the Thai are also involved with other trade pacts upcoming. Note that the many comments on this article are quite negative of the TTP.

Not TTP, but very much in the trade corner there's this article from the Economist (Nov. 14). It notes how many countries like to try to get the rice market to sway their way:
'The market for rice is more distorted than that for any other staple. Rice growers pocketed at least $60 billion in subsidies last year, according to the OECD'. 
It also notes how the consumers in importing countries are footing the bill with poorer households relatively more affected than the more fortunate. Adverse export policies also contribute, from countries banning exports to Thailand's feat to (try to) corner the rice export market.
Ignorance
When policies come home. Cambodia's land policies are very weak and with some government colluding, their own laws can be circumvented. However it looks like a catch up is in the process.

Vietnam Rubber Group loses it's FSC accreditation so reports the Phnom Penh Post (Oct. 28):
'In a damning report, the Forest Stewardship Council (FSC) claims Vietnam Rubber Group has been involved in “illegal activities”, which include converting about 50,000 hectares of evergreen forest into rubber plantations without public consultation, ignoring land claims from local people, allowing illegal logging and destroying wildlife sanctuaries.
...
VRG could not be reached for comment'.
A day later, same newspaper:
'Asia's largest sugar producer, Mitr Phol, is responsible for violating the rights of hundreds of villagers in Oddar Meanchey who saw their land grabbed, homes destroyed and livestock killed to make way for plantations, according to the National Human Rights Commission of Thailand (NHRCT)'. 
Also under scrunity. Looks like a new trend?

Tuesday, October 20, 2015

Voices

It's funny how relevant issues are not receiving the importance they deserve. One such issue are the new trade deals drawn up by the USA.

Relevant for the region is the Trans-Pacific Partnership (TPP) trade initiative which has recently been concluded; a new trade deal between 12 Pacific Rim countries. Regional signatories in this are Vietnam and Malaysia.

Problems are that it's not (yet?) clear what has been achieved (discussions were secret), though it seems to be a win for big corporations. This may well pave the way for hybrid rice production and trade to increase. 

For non-hybrid rice trade, it's expected that Vietnam will gain more favourable access to the U.S., while Japan manages to keep imports largely at bay albeit for some token imports.

Cambodia is not part of the TPP, though may well be affected especially where it comes to competing with Vietnam. The Phnom Penh Post (Oct. 7) looks at possible developments:
'Some exporters of Cambodia’s biggest agricultural crop also voiced concern over the new trade pact, suggesting it would limit their expansion into the US market.
Song Saran, CEO of Amru Rice, one of the Kingdom’s largest rice exporters, said Cambodian rice accounted for about 2 to 3 per cent of the US market last year. He said that while this represents only a small share of the market, the TPP would restrict any future growth.
“We are not affected by the signing of the TPP, as rice exports to the US are not big as compared to garments,” said Saran. “But it will be challenging to expand our market share in the US.”
Aggressive
Though there seems to be a slight hiccup, rice exports from Cambodia are on the up. Phnom Penh Post (Oct. 2):
'Rice exports fell sharply last month, but the Kingdom’s most important crop is expected to recover and end the year in positive territory.
...
However, September’s dip should have minimal impact on the Kingdom’s annual export tally, according to the UN’s Food and Agriculture Organisation (FAO). Direct milled rice exports between January and August were about 340,000 tonnes, nearly 50 per cent up compared to the same period a year earlier, it noted'.
Noted is that Cambodia is becoming more and more dependent on European and Chinese imports, areas where the Vietnamese have less bargaining value.
 
Cambodia Daily (Oct. 2) sees that the Cambodian rice players hope to exclude national cheaters from exporting: 
'The Cambodia Rice Federation (CRF) on Wednesday announced strict penalties for exporters who mix Cambodian rice with low-quality rice from other countries after receiving complaints that some exporters have been using the method to increase profits'.
It still seems that exploring rice niches may well be the way forward. Khmer Times (Sep. 30):
'Domestic rice millers are preparing to compete against their Thai rivals for a share of the US market as the European Union market becomes increasingly competitive, they say.
The move, which will see the Kingdom’s premium rice competing with Thai jasmine rice, which dominates rice imports by the US, is part of an overall strategy to diversify export markets, rice exporters say.  
...
Economist Srey Chanthy agreed that domestic rice millers will face immense challenges competing with Thai rice in the US market. It is “very difficult to compete with Thailand,” he said. “Maybe Cambodian [exporters] should capture a niche market, like organic rice, or conduct aggressive marketing campaigns and target Cambodian communities as a start,” he said'.
Change
Vietnam seems this years loser when it comes to rice exports. Concerning having (or not) an edge on their competitors,  Vietnamnet (Sep. 21) interviews Dr. Nguyen Do Anh Tuan, Director of the Vietnam Institute for Policy and Strategy of Agriculture and Rural Development (IPSARD):
'To compete amid rice oversupply and consumers preferring to use high-quality rice, the [Vietnamese] rice sector must improve the quality of rice to participate in niche markets which are small but have high value'.
From Thailand the quirky news is that rice farmers should move along. The Nation (Oct. 5):
'The government has called on farmers across the country to grow plants that require less water than rice amid the ongoing risk of drought.
...
... after rice farmers in Kanchanaburi expressed dissatisfaction over the government's plea that they avoid growing rice outside the rainy season'. 
The same source on the same day also has this article which starts off as follows:
'[Thai] Farmers are growing a dry season rice crop - despite authorities' warnings - and have urged the government to come up with concrete policies to help rice growers during the dry season. 
As the dry season approaches, the Royal Irrigation Department (RID) has warned farmers in the Chao Phraya River Basin not to plant the dry season rice crop. They say the available water in the four major dams is not enough for agriculture. Officials suggest farmers cultivate fewer water-consuming plants - or change jobs and become labourers.
...
"We are told to change jobs - to be workers or otherwise plant corn, vegetables or beans instead. This hurt my feelings so much. We are farmers - and furthermore, vegetables do not sell well and are cheap," she [Wassana Gromtu, a farmer from Phitsanulok's Bang Rakam district] said'. 
The Nation (Oct. 2) continues:
'Agriculture and Cooperatives Ministry permanent secretary Theerapat Prayunrasiddhi said the ministry had ordered the Royal Irrigation Department (RID) to inform farmers in the Chao Phraya River Basin about the water situation in order to encourage them not to grow the dry-season rice crop.
...
"During a drought, we see that 80 per cent of farmers outside the irrigation area can adjust well to the situation because they are familiar with water shortages and can change their production pattern, unlike those in the irrigation areas who are used to easy access to water," Wiwat [
Wiwat Salyakamthorn, Agri-Nature Foundation president] said. He concluded that the farmers needed to help themselves during drought, as the government cannot provide help to everyone. He urged them to learn mixed farming and have their own water reservoir on their land'.
Trade
The UN's FAO suggests a slight decrease in this years rice output in Cambodia (FAO, Sep. 23):
'FAO currently anticipates the 2015 main season rice production to fall by 3 percent to 7 million tonnes. Assuming more normal growing conditions for the latter half of the ongoing main season and larger sowings for the forthcoming 2015/16 dry season which may partially compensate for the losses incurred by the earlier dry weather, the 2015 aggregate rice production is forecast at 9.18 million tonnes. This is 2 percent down from last year’s bumper crop and slightly above the five-year average'.
Stratfor Global Intelligence (Sep. 23) looks at China's rice market as seen from the US perspective. 
One aspect they concentrate on is how China's food security strategy is maturing, which may enable more imports. On the other hand they note how the US agriculture's dependence on GM strategies is increasing. This in turn raises the likelihood of GM strains turning up in exports thus possibly affecting these. As China has done so in the past.
'Considering the resource scarcity much of the world will face in the coming years and decades, genetic engineering is poised to be a growing part of agricultural strategy, and so contamination will only become more likely. Even though there is already domestic development of genetically modified strains of rice, Beijing is likely to be extremely cautious about accepting foreign genetically modified crops, especially for staples like rice. Furthermore, as Beijing seeks to build up its own agricultural biotech sector as part of its food security strategy, we could see regulations shift accordingly'.
Required
Phnom Penh Post (Sep. 30) has an article on how pepper grown in and around Kampot is gaining better markets at better prices due to good quality control.
'A report released by UNCTAD this week showed that “prices for Kampot pepper had increased significantly after producers gained access to wider and more diversified markets as a result of GI certification”.
In one case study, Kampot pepper producer Starling Farm saw the farmgate price of its product increase from $5 per kilogram before GI status in 2010 to about $18 in 2014'.
Meanwhile Thai rubber farmers want more (Bangkok Post, Oct. 15). In short, a minimum  price, the ability to swap rubber for rice with the government, a review of forest policies vìs-a-vìs rubber plantations on demarcated forest lands and landless rubber farmers and tappers should have the ability to register with the government.

Other news which might have a slight touch to rice trade comes from the Phnom Penh Post (Sep. 25):
'The ministry of Agriculture plans to establish five regional food safety inspection offices near the country’s borders to facilitate the flow of cross-border agricultural trade, reducing the time it takes Cambodian exporters to deliver shipments of agricultural products to foreign markets, a ministry official has said'.
Oddly imports don't face the same requirements.