events
southern africa specialty foods forum, cape town, 20 may 2010
Hosted by saibl, the Southern Africa Trade Hub and Wesgro, with the support of USAID
This training forum is designed for companies to get together to manage exporting expectations and define industry roles as well as address organic certification and labeling standards. We will also have pre-matched meetings between companies and industry stakeholders from the United States. The forum will address the powerful factors making growth in this industry a long-term trend.
Date: Thursday, 20 May 2010
Venue: Wesgro (12th Floor, Waldorf Arcade, 80 St George's Mall, Cape Town) (View and Navigate with Google Map)
Enquiries: Candice Hendricks, saibl Cape Town Office, Tel: (021) 419-3347; Daniel Wolf, saibl Program, The Corporate Council on Africa, Washington, DC, dwolf@Africacncl.org, Tel: (202) 263-3521.
Workshop Agenda
Speakers
Jon Seltzer, University of Minnesota: Jon Seltzer is an instructor in the Marketing Department in the Opus College of Business at the University of St. Thomas and a consultant in the food, retail and distribution industries. Before starting his consulting activities in 1997, Jon was the Vice President of Industry and Government Relations at SUPERVALU where he was responsible for Federal, State and Local government affairs. Previous responsibilities at SUPERVALU included acquisition evaluation and revising the company's freight and fee schedules. His consulting activities include advising an upscale commercial bakery for five years during a period of sales growth from less than $2 million to $10, million in sales, a move into a new facility, conversion from direct to wholesale distributor distribution, workforce expansion and the establishment of broker relationships.
Jon has been working with The Food Industry Center since 1997. He has contributed his industry expertise to various TFIC projects including the Best Practices Diagnostic Tool for Defense in the Food Supply chain, the Agricultural Conversion Factors project, and as the Project Manager for the Supermarket Panel. He has just completed three case studies on documenting three distinct food supply chains.
For the National Grocers Association his current activities are to expand and coordinate student participation in the Association’s annual convention/ trade show. Past activities have included integrating organic and natural foods into the convention for three years, leading member idea exchange groups, energy management and judging multi-media advertising and business to business (B2B) communications.
Jon has worked on projects in developing markets in food distribution and supply chain for USAID, the Citizens Network for Foreign Affairs and Booz-Allen Hamilton in Russia (wholesaling), Egypt (high value exports and cold chain), Senegal (export of high value perishable commodities) and Montenegro (branding and product differentiation.)
Additional activities include, delivering fifteen short courses in economics, marketing, and management for agribusiness enterprises in Poland, Morocco, and Spain. He has also led twelve study tours for The Cochran Program at USDA, addressing best practices in post-harvest agriculture.
Before coming to UST in 2008, Jon regularly taught Advanced Logistics and Supply Chain Management and Marketing Channels and Distribution at the Carlson School of Management.
Laurance Milner, Something South African: A veteran of the specialty food industry, Laurance Milner has been successfully growing and marketing innovative specialty foods in South Africa and the U.S for over 30 years. At the age of 23, Laurence started Silverpride Smoked Salmon and expanded into 13 export markets, with brand leadership in both Australia and South Africa. In the aftermath of the international sanctions imposed on South Africa, Laurance relocated to Seattle where he opened Smoked Salmon International. His trademark King Solomon brand eventually became the first smoked salmon sold at a number of national retailers and the first U.S. produced smoked salmon to be exported to Germany. From 2001 to the present, Laurance’s Company Something South African has been a pioneer for South African specialty food in North America. In 2007, he launched BISCOTEA, a company dedicated to the creation of bakery recipes showcasing world teas and coffees. Laurance also sits on the board of the Harvest Bread Company, and has frequently represented the specialty food industry in the media.
Nathan Dulley, President, LLB Imports: In 2003 Nathan Dulley assumed the role of general manager with the specialty food importation company LBB Imports. Under Nathan’s leadership, first as general manager and later as president, LBB Imports expanded from a customer base of approximately 100 restaurants and retail outlets in Southern California to become an international success story. LBB Imports currently imports 1-2 containers per week from the UK, New Zealand, Australia and South Africa, and in 2008, Entrepreneur Magazine listed LBB Imports as one of the Hot 500 fastest growing businesses in America.
Nathan’s targeted investments in technology from 2003 onward have allowed the company to streamline its global operations and remain competitive in a grueling international market. Moreover, LBB Imports' focus on building long term business relationships has earned it the support of both customers and regulators. He earned a bachelor’s degree in business administration from the University of Southern California.
David Byrnes, Integrated Organics Company: David Byrnes, Founder of Integrated Organics Company (IOCO), has been in the natural specialty food industry for 14 years. For the past 9 years he has identified emerging brands and products around the world and prepared and launched them in the US. Passionate about organics and food, David was awarded the Top 20 under 40 by Gourmet Retailer, a leading industry trade publication, and is invited to speak around the world.
Hosts
South african International Business Linkages
Enquiries: Candice Hendricks, saibl Cape Town Office, Tel: (021) 419-3347; Daniel Wolf, saibl Program, The Corporate Council on Africa, Washington, DC, dwolf@Africacncl.org, Tel: (202) 263-3521.
Southern Africa Trade Hub
Contact: Jane Shearer
The United States Agency for Development (USAID) Southern Africa established the Southern Africa Global Competitiveness Hub (Trade Hub) in Gaborone, Botswana in 2002. The Trade Hub was established as part of the Trade for African Development and Enterprise Initiative launched at the first U.S./Sub-Saharan Africa African Growth and Opportunity Act (AGOA) Forum in Washington D.C. in October 2001. It helps Southern Africa take full advantage of the increased trading opportunities available through duty free access to the U.S. economy under AGOA. The Trade Hub has grown into the central point where Southern Africans can gain access to U.S. markets through business linkages, capacity building services, and problem-solving trade facilitation.
Wesgro
Contact: Seanne Kube
Wesgro is the official Investment and Trade Promotion Agency for the Western Cape, located in Cape Town, South Africa. We are the first point of contact for foreign importers, local exporters and investors wishing to take advantage of the unlimited business potential in Cape Town and the Western Cape. Wesgro works closely with key players including the South African Government, Business, Labour, the City of Cape Town, District Municipalities and rural local authorities.
workshop Agenda, Thursday, 20 May 2010
8:00-8:45 Registration
9:00 Welcome and Introductions
9:15 Untangling the Web of Importers, Brokers, and Distributors
Moderator: TBD
Speakers: Nathan Dulley, LLB Imports; Laurance Milner, Something South African
Speakers will explain the distinct – but sometimes simultaneous – roles of importers, brokers, and distributors in the US market and will identify some of the most common contractual and price-sharing arrangements. Various logistical expectations and risk-sharing agreements will be discussed. Sample company pricing models will be offered. Open discussion will be encouraged during this presentation.
10:15 Improving Access to Available Local Resources
Speakers: South Africa Fine Foods Association (SAFFA) Presentation; DTI Representative (to be confirmed)
SAFFA, a newly formed industry association, will present an overview of its mission, objectives, and programs. SAFFA Board members will be on-hand to discuss the association and assist with membership enrollment.
A representative from the South Africa Department of Trade and Industry will provide an overview of the resources available to specialty foods companies and suggestions on how to best take advantage of the government programs offered. Information will also be provided on the latest updates for the Consumer Protection bill and how they will affect company-specific processes.
10:45 Coffee and Tea Break
11:15 Marketing 501: Product Differentiation
Speaker: Jon Seltzer, The Food Industry Center, University of Minnesota
Making your product and company identity stand out is one of the keys to success in the US market. This overview will demonstrate how to build a tailor-made marketing plan for the specialty foods market, including selecting the right products; using the marketing tools best suited for your growth strategy (websites, blogs, newsletters, various media outlets); networking and partnering with the right stakeholders; opportunities for outsourcing services; and using certification programs and stories to sell your products.
12:15 Lunch
13:30 Navigating Various Routes to Market
Speaker: David Byrnes, Integrated Organics Company
Specialty foods products reach the US consumer via several channels – national grocery store chains, independent specialty markets, small retail stores, and internet websites. An overview of the different opportunities and strategies for entering the US market will be discussed and contrasted. Specific technicalities such as pricing models, store promotions, and entry strategies will be explored.
14:30 - 17:00 Pre-Scheduled, Matchmaking Session (Coffee and Tea Available)
This highly interactive session is the culmination of our day-long workshop. Companies will sign up for 15-minute sessions with our industry experts, who will individually advise and address specific questions. Company representatives will have the opportunity to present their products and marketing plans and will be able to build from information provided in the earlier sessions to receive specific advice and to promote their products.