Farmer Business School - CARI) project€¦ · in 2010 by GIZ/Sustainable Cocoa Business and local partners from Ghana, Nigeria, Côte d’Ivoire and ... Request your certificate

Farmer Business School

Rice production systems Rice, Cow Pea, Egusi

Training Notebook and Workbook

Nigeria November 2014

ABC of the Agricultural Business Community

A Agriculture

Asset

B Business

Bank

C Credit

Calculate

D Diversification

Debt

E Enterprise

Equipment

F Farm

Food

G Gain

Gross margin

H Harvest

Hectare

I Income

Investment

J Job

K Kilogram

Kilocalorie

L Loss

Labor

M Management

Market

N Nutrition

Negotiation

O Organization

Owner

P Plan

Profit

Productivity

Q Quality

Quantity

R Record keeping

Rice

S Savings

School fees

T Ton

Trial

U Unit

Union of producers

V Value

Variable cost

W Work

Warrantage

X EXport crop

EXpenditure

Y Yield

Z Zero

Zone

Sustainable Smallholder Agri-Business Programme Competitive African Rice Initiative

Farmer Business School – Rice - Cow Pea - Egusi – Nigeria 1

Foreword

The Farmer Business School (FBS) approach has been developed for cocoa production systems in 2010 by GIZ/Sustainable Cocoa Business and local partners from Ghana, Nigeria, Côte d’Ivoire and Cameroun. Over 230,000 cocoa producers have been trained by local partners in the 4 countries with the support of the Federal Ministry of Economic Cooperation and Development of Germany (BMZ) and the World Cocoa Foundation. The FBS approach has been adapted to cotton production systems in Ghana, Benin Republic, Côte d’Ivoire, Zambia, Malawi and Burkina Faso by the Competitive African Cotton Initiative (ComPACI). Over 40,000 cotton producers have been trained since 2012. A first adaptation of FBS to rice production systems has been completed by GIZ ProAGRI in Benin Republic. The present training notebook for rice production systems in Nigeria is based on these experiences.

Only FBS-Trainers that underwent a special qualification program including class-room and several learning trainings with farmers under supervision by experienced Country Master Trainers deliver the training in line with the principles of adult and discovery learning and the quality standards of FBS.

Request your certificate with serial number at the end of the training

Contents

1 Farmer Business School –Training and Tools ............................................................ 2

Module 1 Is farming a business? ............................................................................................. 3

Module 2 Know the units to know your assets ......................................................................... 6

Module 3 Manage your farm for enough food .......................................................................... 9

Module 4 Money-Out, Money-In: Know whether you are doing good business ...................... 15

Module 5 Decisions for doing good business ......................................................................... 25

Module 6 Opportunities to diversify production for more income throughout the year ............ 32

Module 7 Manage your money throughout the year ............................................................... 34

Module 8 How to get good financial services ......................................................................... 40

Module 9 Make more money with quality rice ........................................................................ 44

Module 10 Benefits from membership in farmer organizations ................................................. 46

Module 11 Good business with Good Agricultural Practices (GAP) ......................................... 50

Module 12 Becoming an entrepreneur in practice .................................................................... 53

2 Plan and evaluate production ..................................................................................... 54

3 Evaluate the production year ..................................................................................... 66

4 Managing money throughout the year ....................................................................... 68

5 Manage loan and reimbursement ............................................................................... 71



1 Farmer Business School –Training and Tools

The skills learned at the Farmer Business School help the farmers to become better entrepreneurs who:

Take advantage of improved technologies and market opportunities to increase income

Plan and adapt their production to assure food security for their family

Lead professional negotiations with buyers, input suppliers, credit institutions and land owners.

Manage money, savings and loans.



Module 1 Is farming a business?

What examples of businesses do you know?

Examples of businesses

Start and end of activities Money-out Money-In

Agriculture

My farm is my business

One needs to start the agricultural work at the beginning of the season

One cannot stop the field work before the harvest (or the use of the seedlings)

for tools, equipment, pesticides, fertilizer, quality seed, services (tractor) and hired labour force

after harvest at moment of sales

Construction business

One can start when one has a contract with a client

One must respect the conditions of the client

One construction site follows the next

for the machines, the materials and the employees

when the construction is completed

Commerce One can start and stop commerce at any time.

to buy merchandise and to pay employees

all year long

Processing of agricultural products

maize, processed cassava, local beer

One can start the processing at any time if one has the equipment and raw materials

One stops the processing when the raw material is no longer available.

to buy raw material, equipment and employees

all year long as long as you have raw material

What do you need and use to do agriculture as business? (Here are some examples)

Inputs Tools and equipment

Labour Knowledge Money Land

Seeds Insecticide Fungicide Fertilizer

Machete, hoe, sprayer, drying bay

Tractors and implements

Family work force

Paid workers

Good Agricultural Practice

Quality seeds and inputs

Own money

Credit

Own land

Rented land

Share-cropping

Main Lesson:

The agricultural entrepreneur (man or woman) plans and organizes to have inputs, tools, labour and money necessary for the production ready at the right time.



What does one need to know about the market if one wants to do good business?

The market for agricultural produce The market for inputs and equipment

The location of the market

Who needs the product and wants to buy it?

The quality of product that is demanded by the market

The price of the product compared to other markets

The locations of sale

Who sells the inputs and equipment?

The quality of the inputs and equipment

The price of sale of the inputs and equipment.

How does the price of agricultural products change?

The price of agriculture products change according to the season of the year

At times of abundance the prices are lowest.

At times of scarcity (during the dry season for example) the prices are highest.

The price of agriculture products change between years.

The price of a product that is needed by more and more people will rise from one year to the next.

The price a product that is produced in greater abundance will fall from one year to the next.

Main Lesson

To do successful business, the agricultural entrepreneur (man or woman)

finds out the prices (of inputs and produce) at different markets. This

allows the farmer to plan production, and to make decisions on the

purchase of inputs and the sale of produce.



Module 1 Agricultural Calendar to plan the production of rice.

The times of work… mark it by a square

The tasks of the entrepreneur

Jan

ua

ry

Feb

.

Ma

rch

Ap

ril

Ma

y

Ju

ne

Ju

ly

Au

gu

st

Se

pt.

Oc

tob

er

No

v.

De

c.

Prepare land

Buy inputs

Sowing

Apply NPK

1st Weeding

Spray

2nd Weeding

Apply urea

Chasing birds

Harvest

Thresh, winnow, dry

Clean storage place

and store

Main Lesson :

For a good yield, the agricultural entrepreneur (man or woman) plans to do the necessary work in the field and apply the inputs at the right time.



Module 2 Know the units to know your assets

Measure and calculate the surface of a field

The size or surface area of a field is measured in meters squared or hectares.

1 hectare (ha) is 10,000 meters squared (m2).



Method Length Width

Surface Size

Difference/ Measuring tape

Rank

Group 1 Estimation by steps

Measuring tape in meters

Group 2

Estimation by steps

Cord with knots

Main Lessons

1. Measures of the size of field by using walking-steps are not always accurate.

2. The agricultural entrepreneur (man or woman) who

underestimates field size risks using too little fertilizer and too little seeds. This can lead to reduced yields.

overestimates field size risks using too much fertilizer and to plant too close together. This can lead to reduced yields and unnecessary spending.

3. Accurate knowledge of the size of the farm is important to plan production, to correctly apply inputs, and to correctly space plants and seeds.

4. The agricultural entrepreneur (man or woman) measures his fields with a measuring tape, a cord with knots or a measure band.

5. A field in the shape of a rectangle or square is easy to measure. On such a field it is easier to sow or plant in lines respecting the correct spacing distances.



Standard Measures and Units

Distance Kilometre (km) : 1 km is 1,000 meters (m) :

Length or width of a field Meter (m): 1 m is 100 centimetres (cm).

Surface Area Meter squared (m2)

Hectare (ha) : 1 ha is 10,000 m2

1 Acre : 4,000 m2

Yield per Unit Area Yield per hectare : Yield per acre

e.g. 400kg seed rice /ha: 160kg seed rice /acre

Volume Litres (L)

Weight Grams (g)

Kilograms (kg) : 1 kg is 1,000 g

Ton (T) : 1 Ton is 1,000 kg

Time Minutes (min)

Hour (h)= 1 hour has 60 minutes

Day (D) = 1 day has 24 hours

Agricultural work Man-days (MD): The work of an adult man in one day.

Example: Work on one hectare requires 10 Man-days. (10 MD / ha). The work can be done by 1 man in 10 days or by 10 men in 1 day.

It is important to specify the number of hours in a work day.

Main Lessons

Units and measures are important for the agricultural entrepreneur (man or woman). They are necessary …

To know precisely your assets such as your land and labour.

To correctly plan production and the quantities of inputs that need to be purchased in time

To apply correct amounts of chemical inputs

To know the quantity harvested

To correctly evaluate losses or profits

To better sell the products.

Measures and units are key to do good business in agriculture.



Module 3 Manage your farm for enough food

These products give us energy and physical strength to work

and to grow

These products give us physical strength and

mental force

Maize

Rice

Beans

Poultry

Yam

Cassava

Groundnut

Meat

Sorghum

Maize

Eggs

Fish

Oils give us energy and make the meals tasty

Fruits give us energy (sugar)

and health

Vegetables give us health and make the meals tasty

Clean drinking water gives us

health

Source: based on FAO 2004. Family Nutrition Guide

Lessons

The agricultural entrepreneur (man or woman) knows that each type of food is necessary for a good and balanced nutrition of the family.



Food products and their content in energy, protein and fat

Food Energy kcal per kg

Protein Grams per kg

Fat Grams per kg

Rice

3610 65 10

Maize

3530 93 38

Sorghum

3450 100 30

Cassava

1490 12 2

Yam 1180 15 2

Groundnut

5670 258 450

Beans

3330 226 8

Fish (dried)

2550 470 74

Eggs

1580 120 112

Meat

1610 195 79

Based on FAO 2004.Family Nutrition Guide; http://www.nutritiondata.com/facts/fats-and-oils/575/2

Explanation: The kilocalorie (Kcal or 1000 calories) is a measure for the energy of a food. The number of kilocalories of one kg of a given food shows you whether the food is rich or poor in energy.

Main lesson The agricultural entrepreneur (man or woman) knows

that the different types of food ensure a healthy nutrition of the family.



How much energy and protein do we need per day?

Main lessons

The agricultural entrepreneur (man or woman) knows that the members of his family have different needs of food.

Very good food for pregnant and breastfeeding women ensures good health and growth of new children.

From the 7th month onward children need good quality meals (without spices!) and breast feeding for good health and growth.

Children of a certain age need almost as much food as adult persons.



Nutritional calendar: How do you cover the food needs of your family?

Mark a square if the product is sold

Mark a circle if the product is eaten

Mark a triangle in the months you need to buy the product

Indicate by a line _____ how long the product is available from own production

What are the months of high prices and the months of low prices for a food item?

Sell

Eat Ja

nu

ary

Feb

ruar

y

Mar

ch

Ap

ril

May

Jun

e

July

Au

gu

st

Sep

tem

ber

.

Oct

ob

er

No

vem

ber

Dec

emb

er

Rice

Sorghum

Maize

Yam

Fresh cassava

Beans



Sell

Eat Ja

nu

ary

Feb

ruar

y

Mar

ch

Ap

ril

May

Jun

e

July

Au

gu

st

Sep

tem

ber

.

Oct

ob

er

No

vem

ber

Dec

emb

er

Groundnut

Meat

Fish

Fruits

Vegetables



How to have more and better food?

Improving yields

Improved varieties Fertilization Associate crops Mulching to conserve moisture

Reduce losses in storage

Improve management of money to purchase food

Raise animals Diversify cropping

Other possibilities Produce crops that ripen early or that resist to drought;

Harvest water for small irrigation

Some families might have the opportunity to establish fish ponds Source: based on FAO 2004.Family Nutrition Guide



Module 4 Money-Out, Money-In: Know whether you are doing good business

Two farmers are discussing whether they did good or bad business last season.

- One farmer doesn’t know. Why?

- The other knows. Why? And what is the use of knowing?

But before we start, let’s get familiar with the calculator

How to use a calculator

What is a Calculator?

A calculator is a tool you can use to do addition, subtraction, multiplication and division

To put on the calculator

Press the ON/AC

To clear a wrong number

Press C – CE

To start a new calculation

Press the ON/AC to clear

Addition (plus)

Example:

5 + 9 = 14 Type

Example:

10 + 20 = 30 Type



Subtraction (take away) Example:

9 - 4= 5

Type

Example:

100 - 20 = 80

Type

Example

20 – 29 = - 9

Type

If you take away a bigger number from a smaller number, the calculator will give you a take away number as in this example. You will know that by the small dash “-“in front of the answer.

Example:

- 20 - 29= - 49

Type

Multiplication (times)

Example:

25 x 12 = 300 Type

Example:

22 x 27 = 594 Type



Division (divide)

Example:

26 / 2 = 13 Type

Example:

123 / 3 = 41 Type

Here are some examples. Try to get the same result.

Addition (plus) Subtraction (take away)

100 + 250 350

124 + 24 + 52 200

1035 + 465 + 120 1620

33 - 13 20

175 - 35 140

1243 - 12 1231

Multiplication (times) Division (divide)

33 3 99

75 5 375

12 12 144

200 / 4 50

350 / 7 50

1100 / 8 137,5



Here we will see how to determine if business was good or bad. We will calculate the “money in” and “money out” from different produce.

Exercise Sheet 1: Cow pea

Steps: - Multiply the quantity with the price in each line. - Sum the money spent (“money out”) on inputs, services and labour - Multiply the yield by the price of sale (“money in”) - Subtract the sum of “money-out” from the “money in” - Determine if there was a profit or a loss

1. Money-Out

Inputs and Services Unit Quantity Price (NGN) Total (NGN)

Seed kg 25 100 2.500

Packing material 50kg bags 7 200 1.400

3.900

Labor Unit Quantity Price (NGN) Total (NGN)

Land Preparation MD 36 800 28.800

Mineral fertilization and manuring MD 0 800 0

Spraying herbicide, insecticide,

fungicide MD 0 800 0

SowingMD 3 800 2.400

WeedingMD 18 800 14.400

Harvesting1 round MD 8 800 6.400

Sun-drying for 2 to 3 days, removing

debris MD 1 800 800

Manual threshing and winnowing MD 3 800 2.400

Bagging and Storage MD 1 800 800

MD 70 56.000

Money-Out 59.900

2. Money-In

Production X Price of Sale kg 350 120 42.000

3. Profit of Loss

Money-In MINUS Money-Out -17.900L or J

Total Labor Needs and Costs

Total Input and Service Costs



Exercise Sheet 2 Rice:


1. Money-Out


Seeds kg 80 55 4.400

Packing material 100 kg bags 15 400 6.000

Chasing birds lumpsum 1 15.000 15.000

Bagging and Transport lumpsum 1 1.800 1.800

27.200


Land preparation MD 30 800 24.000

Leveling and preparation of patches MD 0 800 0

Sowing MD 4 800 3.200

Weeding and Hoeing (x 1) MD 4 800 3.200

Harvest and threshing MD 8 800 6.000

Threshing and winnowing MD 8 800 6.000

Storage MD 1 800 800

MD 54 43.200

Money-Out 70.400

2. Money-In

Production X Price of Sale kg 1.500 80 120.000

3. Profit of Loss

Money-In MINUS Money-Out 76.800L or J





Exercise Sheet 3 Egusi:


1. Money-Out


Seeds kg 2 100 200

Packing material bags 100 kg 9 200 1.800

2.000



Making Ridges MD 6 800 4.800

Sowing MD 6 800 4.800

Weeding & hoeing (x 3) MD 12 800 9.600

Harvest and Heaping MD 15 800 12.000

Extract and Wash Seeds MD 15 800 12.000

Dry seeds (sun) MD 2 800 1.600

Shell seeds MD 15 800 12.000

Packaging MD 1 800 800


MD 79 63.200

Money-Out 65.200

2. Money-In


3. Profit of Loss






Comparing Results

Please tell what is good and what is bad business and give reasons.

Main Lessons

1. To know if you are doing good business with a crop, you need to know the “Money In” and “Money Out” with precision.

2. The agricultural entrepreneur (man or woman) tracks the inputs and labour used in a field, and calculates the “Money In” and “Money Out”

3. From the “Money In” the entrepreneur subtracts the “Money Out”. The result tells him if he made profit or loss.

4. The agricultural entrepreneur (man or woman) makes a profit, if the “Money In” is greater than the “Money Out.” In that case he/she does good business.

5. The agricultural entrepreneur (man or woman) makes a loss, if the “Money Out” is greater than the “Money In.” In that case he/she does bad business.

6. You recognize a loss with the minus dash in front of the number: -

7. The good agricultural entrepreneur (man or woman) will abandon this crop or use a better technique to make a profit.

8. To make sure that he will make a profit, the agricultural entrepreneur calculates « Money In » and « Money Out » before production.



Solution Exercise 1 – Cowpea

1. Money-Out


Seed kg 25 100 2.500

Packing material 50kg bags 7 200 1.400

3.900


Land Preparation MD 36 800 28.800

Mineral fertilization and manuring MD 0 800 0


fungicide MD 0 800 0


WeedingMD 18 800 14.400

Harvesting1 round MD 8 800 6.400

Sun-drying for 2 to 3 days,

removing debris MD 1 800 800


Bagging and storage MD 1 800 800

MD 70 56.000

Money-Out 59.900

2. Money-In


3. Profit of Loss

Money-In MINUS Money-Out -17.900L or J





Solution Exercise 2 – Rice



Solution Exercise 3 – Egusi

1. Money-Out


Seeds kg 2 100 ## 200


2.000



Making Ridges MD 6 800 4.800

Sowing MD 6 800 4.800




Dry seeds (sun) MD 2 800 1.600


Packaging MD 1 800 800


MD 79 63.200

Money-Out 65.200

2. Money-In


3. Profit of Loss






Module 5 Decisions for doing good business

Let us see whether improved seed and techniques can help you to do better business.

Exercise 1 – Cowpea

1. Money-Out


Seeds kg 20 110 2.200

Labor by tractor lumpsum 1 12.500 12.500

Seed treatment with Apron star

42 WS

sachets of

10g per

8kg of seed 3 350 1.050

Organic material for fertilization t 5 2.000 10.000

Herbicide Glyphosate liters 4 1.500 6.000

Insecticide litre 4 1.200 4.800

Fertilizer NPK 15-15-15 50kg bag 2 4.500 9.000

Fertilizer SUPA 50kg bag 2 4.500 9.000

Packing material 50 kg bag 24 200 4.800

Total Input and Service Costs 59.350


Mineral fertilization and manuring MD 4 800 3.200


fungicide MD 4 800 3.200


Thinning and 1st weeding 2

weeks after sowing MD 2 800 1.600

2nd weeding 4 to 5 weeks after

planting MD 4 800 3.200

Harvesting 2 rounds MD 8 800 6.400

Sun-dry for 2 to 3 days, remove

debris 1 800 800


Cleaning of storage room MD 1 800 800


Total Labor Needs and Costs MD 33 26.400

Money-Out 85.750

2. Money-In


3. Profit of Loss




Exercise 2 – Rice

1. Money-Out


Seeds

kg 50

150

7,500

Tractor service

lumpsum 1

12,500

12,500

Insecticide

liter 1

2,500

2,500

Herbicide Glyphosate lumpsum 1

4,600

4,600

Post-emergence herbicide lumpsum 1

4,400

4,400

Fertilizer NPK

50 kg bags 4

4,500

18,000

Fertilizer Urea 50 kg bag 2

4,500

9,000

Packing material

100 kg bag 40

400

16,000

Chasing birds

lumpsum 1

15,000

15,000

Threshing and winnowing

lumpsum 1

16,000

16,000

Bagging and Transport

lumpsum 1

4,200

4,200

Total Input and Service Costs 109,700

Labor

Unit Quantity Price (NGN) Total (NGN)

Nursery

MD 4

800

3,200

Level and prepare patches

MD 12

800

9,600

Apply NPK

MD 2

800

1,600

Planting

MD 6

800

4,800

1st Urea application during

tillering

MD 1

800

800

Weeding (x 1)

MD 3

800

2,400

2nd Urea application during

booting MD 1

800

800

Spraying pesticides

MD 2

800

1,600

Harvest and heap

MD 20

800

16,000

Storage

MD 2

800

1,600

Total Labor Needs and Costs MD 53 42,400

Money-Out

152,100

2. Money-In Production X Price of Sale

kg 4.000

80

320,000

3. Profit of Loss Money-In MINUS Money-Out J or L

167.900



Exercise 3 – Egusi

1. Money-Out


Seeds kg 2 150 300


Insecticide lumpsum 1 2.700 2.700



Repair of equipment lumpsum 1 2.000 2.000

Tractor service for land preparation lumpsum 1 12.500 12.500

88.650



Making ridges MD 3 800 2.400

Sowing MD 3 800 2.400

Thinning MD 2 800 1.600


Organic fertilization MD 2 800 1.600

Applying fertilizer (NPK) MD 2 800 1.600

Spraying pesticide MD 2 800 1.600

Trim stems & remove redundant

fruits MD 4 800 3.200



Dry Seeds (smoke) MD 2 800 1.600


Packaging MD 2 800 1.600

Storage MD 2 800 1.600

MD 89 74.400

Money-Out 163.050

2. Money-In


3. Profit of Loss

Money-In MINUS Money-Out 158.950


L or J




Explanation of Fixed Costs

Certain costs are called « fixed costs ». These are costs for equipment, tractor and tools that the farmer owns and are used on various crops or over various years, such as sprayers or irrigation pumps. The Fixed Costs do not vary with the size of the field.

Main Lessons

1. The Difference between Money-In and Money-Out shows whether we are making a loss or profit from the use of the land.

2. To know whether they lead to better profit, the good agricultural entrepreneur (man or woman) calculates well ahead of the season to decide what he/she will produce and which techniques to use.

3. During the production season the good agricultural entrepreneur (man or woman) registers money spent for farm operations and inputs.

4. After the harvest, the good agricultural entrepreneur evaluates the profit and identifies what changes are needed to improve the planning and profit for the next production season.



Solution Exercise 1 – Cowpea

1. Money-Out


Seeds kg 20 110 2.200

Labor by tractor lumpsum 1 12.500 12.500

Seed treatment with Apron star

42 WS

sachets of

10g per

8kg of seed 3 350 1.050


Herbicide Glyphosate liters 4 1.500 6.000

Insecticide litre 4 1.200 4.800


Fertilizer SUPA 50kg bag 2 4.500 9.000

Packing material 50 kg bag 24 200 4.800

Total Input and Service Costs 59.350


Mineral fertilization and manuring MD 4 800 3.200


fungicide MD 4 800 3.200


Thinning and 1st weeding 2

weeks after sowing MD 2 800 1.600

2nd weeding 4 to 5 weeks after

planting MD 4 800 3.200

Harvesting 2 rounds MD 8 800 6.400

Sun-dry for 2 to 3 days, remove

debris 1 800 800


Cleaning of storage room MD 1 800 800


Total Labor Needs and Costs MD 33 26.400

Money-Out 85.750

2. Money-In


3. Profit of Loss




Solution Exercise 2 – Rice

1. Money-Out


Seeds

kg 50

150

7.500

Tractor service

lumpsum 1

12.500

12.500

Insecticide

liter 1

2.500

2.500

Herbicide Glyphosate lumpsum 1

4.600

4.600

Post-emergence herbicide Propanil

lumpsum 1

4.400

4.400

Fertilizer NPK

50 kg bags 4

4.500

18.000

Fertilizer Urea 50 kg bag 2

4.500

9.000

Packing material

100 kg bag 40

400

16.000

Chasing birds

lumpsum 1

15.000

15.000

Threshing and winnowing

lumpsum 1

16.000

16.000

Bagging and Transport

lumpsum 1

4.200

4.200

Total Input and Service Costs 109,700

Labor

Unit Quantity Price (NGN) Total (NGN)

Nursery

MD 4

800

3.200

Level and prepare patches

MD 12

800

9.600

Apply NPK

MD 2

800

1.600

Planting

MD 6

800

4.800

1st Urea application during

tillering

MD 1

800

800

Weeding (x 1)

MD 3

800

2.400

2nd Urea application during

booting MD 1

800

800

Spraying pesticides

MD 2

800

1.600

Harvest and heap

MD 20

800

16.000

Storage

MD 2

800

1.600

Total Labor Needs and Costs MD 53 42,400

Money-Out

152.100

2. Money-In Production X Price of Sale

kg 4.000

80

320.000

3. Profit of Loss Money-In MINUS Money-Out J or L

167.900



Solution Exercise 3 – Egusi



Module 6 Opportunities to diversify production for more income throughout the year

We will determine the best opportunities as follows

Rank crops based on Profit or Loss

What crops and techniques will you choose?



What is a risk in agriculture?

The agricultural entrepreneur (man or woman) does not like risks because they are difficult to predict. However, one can determine during the planning what the impact of risks could be on revenues.

Market Risks Production Risks

The market price of cow pea may fall from 120 NGN per kg to 80 NGN per kg

Yield of improved cow pea is only 1,000 kg/ha due to lack of rains

Rank crops once more based on Profit or Loss using the table above

What has changed? How would you decide?

Impact of risks

Unit Cowpea current

Cowpea improved

Surface Area Ha 1 1

Production Kg 350 1,000

1. Money-Out NGN/ha 59,900 85,750

Sales price NGN /kg 80 80

2. Money-In =Production X price of sale NGN/ha 28,000 80,000

3. Profit or Loss? = Money-In MINUS Money-Out NGN/ha -31,900 -5,750

Main Lessons

1. Comparing cost and profits of different crops and production techniques helps to make decisions to get better income. This comparison is important to all agricultural entrepreneurs (man or woman)

2. Production decisions are based on these comparisons.

3. The good agricultural entrepreneur knows that a change in prices constitutes a risk on revenue. Risks are a concern for traditional as well as improved varieties and techniques.

4. To evaluate the impacts of Market Risk, the entrepreneur calculates the Money-in with a much lower price (“pessimistic”) than the current price (or last season’s price). The risk is acceptable if the “pessimistic” profit can still satisfy the income objectives.



Module 7 Manage your money throughout the year

Bad management of money

How does one know if the money is managed badly?

What are the causes?

What must one do to manage money well during the year?

One must Plan! The person, who fails to plan, plans to fail!

First Step:

We have looked at « Money-In » and « Money-Out » for different crops on the farm.

Now we look at the expenditures of one household of 6 persons (2 children not yet in school, 2 children in primary school).

Can we foresee these expenditures? When is the money needed? Let’s calculate how much money is needed for the household in one year.

Money Needs of household Can be foreseen

Period Expenditures (NAIRA)

NAIRA per month NAIRA per year

Matches Yes Each month 100 1,200

Salt Yes Each month 200 2,400

Soap Yes Each month 700 8,400

Kerosene Yes Each month 1,000 12,000

Purchase food Yes Each month 8,000 96,000

Sub-total Yes Each month

School fees (500 Naira per

child, 2 children, 3 times a year) Yes January,

April, September

3,000

Clothing Yes Once a year (December)

15,000 15,000

Happy events Eid al Fitr

Yes Once a year (August)

8,000 8,000

Eid al Adha Yes Once a year (October)

8,000 8,000

New Year Yes Once a year (December)

8,000 8,000

Total expenditure for household per year that can be foreseen

The financial calendar helps us to find know

How much money is needed for the farm and the household throughout the year?

How much money comes in from sales?

How much money is available at the end of the year?



Module 7 - Financial Calendar based on a farm using current technique (NAIRA)



Module 7 - Financial Calendar based on a farm using improved techniques (NAIRA)



Let’s discuss the results using this overview

With current production techniques

With improved production techniques

Can be foreseen?

Period-month

per year (NAIRA)

per year (NAIRA)

Money-Out for household yes each month 162,000 162,000

Money-Out for Production (inputs and labour)

yes different months

196,300 403,150

Money-Out for household and production

yes different months

358,300 565,150

Money-In from production and other sources

yes, but can change

different months

445,500 966,000

Money available for hiring labour, other expenditure and savings (NAIRA)

Money-In from Production and other sources

minus Money-Out for Household and inputs

87,200 400,850

Difference between the two situations (NAIRA) 313,650

Main Lessons

1. Money is spent (Money-Out) for the farm and the household each month, but the revenue (Money-In) comes only during the months of harvest or sale of produce. Therefore there are months of the year where the expenditures are greater than the revenues. These months are called “deficit months.”

2. For this reason, the good agricultural entrepreneur plans with the spouse(s) the expenditures for production and household needs.

3. To cover the expenditures in deficit months, the good agricultural entrepreneur saves money from the sales of produce (“surplus months”).

4. Improved techniques may contribute to improve the revenues of the agricultural entrepreneur.

5. The needs for inputs can be identified with calculations of Money-out. This information can be used to make savings in a targeted way or to request for an input credit.



Solution Financial Calendar - Current technique

Solution Financial Calendar - Improved technique





Module 8 How to get good financial services

Savings

Why is it important to create savings?

With savings you can invest in your enterprise and thereby make greater revenue. For example, by buying fertilizer or improved seeds.

If you save on a bank account, your money is safe.

With savings you protect your money against inflation (inflation is when the cost of living increases).

Savings on an account are often necessary to obtain a loan. How can you create savings? What are the advantages and disadvantages?

Hide money at Home Bring money to a Bank

Advantage 1. The money is immediately available

1. The money is safe at the bank

2. Having savings at the bank facilitates a loan from the bank

3. Saving at the bank helps to control spending because money is not immediately available

Disadvantage 1. Money is not safe and can be stolen

2. Money can be destroyed (by a fire, for example).

3. There is increased risk of making uncontrolled spending

1. The money is not immediately available

How to paying money into your bank account

How to removing money from your bank account

Go to the bank or village financial institution

Think why you need money, and how much

Go to the bank or the village financial institution

Fill out the deposit form Fill out the money withdrawal form

Your deposit is registered in your savings booklet

Your withdrawal amount is registered in your savings booklet



Bank deposits

Commercial Banks, Rural Banks, Development Banks and Savings and Loans Companies collect money from people who have it to spare or who are saving it from their income. They keep the money safe on your account.

If you want to put your money in the bank, you can choose one of the following accounts:

A Current Account is an account for business people like you. Money put in this account can be taken out without telling the bank to be prepared for your coming to take out money. You use a cheque to take out money or to pay a bill. The bank charges a fee for the services it has given to you for this account.

Savings Account: You will open a savings account to save money to keep it safe or with objective to get a loan. You can take money only when you are present at the bank. The bank pays additional money on the money in this account every three months, every six months or every year. As owner of a savings account you receive passbook from the bank into which money put in and money taken out is recorded.

The Fixed Deposit Account helps you to keep money safe and to earn more money. You can only take out your money at a time you have agreed with the bank, let us say six months. The money that is paid on top of the amount in this account depends on how long the money will be in this account. If for any reason, you want to take out the money before the time you have agreed with the bank, the bank charges you a fee. This type of account could be used by a farmer business person planning to put in more money into say fertilizer for rice.

What is Credit (Lending)

It is money you borrow from a person or a bank promising to pay back this money. This is a service you get and you pay a fee for this service

The bank gives you a letter telling you it has agreed to give you the money you have asked for. The bank also shows when you have to pay back the total amount of money.

You, the borrower and the bank know what will be the payments of the loan and service fee is being paid, and when is it to be paid. This makes planning very simple for all.

Example

Aliyu is a rice farmer from Nigeria. He needs NAIRA 36,000 to buy fertilizer for his maize crop (1 hectare). He decides to go to the bank to borrow this money.

The bank agrees to give Aliyu the money but told him, he has to pay back NAIRA 41,400 in 6 months.

The NAIRA 36,000 Aliyu borrowed is the credit. Aliyu will have to pay NAIRA 5,400 as fee for the money he borrowed. The 6 months is how long it will take until Aliyu has to pay back the money.



A common example of Credit is a Loan

A loan is money you borrow (credit) from a person or a bank.

Money can be borrowed for a very short time (1 month to 12 months).

Money can be borrowed for a short time (1 to 2 years)

Money can also be borrowed for a long time 3 years onwards.

Service fee can be charged every week or every two weeks, every month or every year on the money you borrowed.

There are two common types of loans

Business loans

Personal loans

Business Loans

This loan is given to business men and women like farmers to make their business (farming) better or to increase the size of their business (example farm increasing from 1 ha to 2 ha).

Examples of farm business loans are

Input Loan This is a very short time loan that can be used to buy planting material, seeds, fertilizer, insecticides, and herbicides.

Expansion Loan This loan helps farmers to increase their farming business by increasing the cropping area.

Other investment loans

For equipment or machinery, you might need a loan for at least 3 years.

Personal Loans

This type of loan is not for business. It is rather used to buy things that are needed for the home like a fridge or to pay school fees.

Ways by which money can be borrowed

You can borrow money as a single person (individual loan). In this case, the bank always asks for things like a building, a car or land to be put down before giving out the money. If you pay the loan back and the service fee in time, the bank will be happy to serve you in the future.

You can borrow money as a member of Group (group solidarity loan). The group can be a cooperative or a registered Farmers’ Association. If you pay the loan back and the service fee in time, the other group members will be happy to keep you in the group.



Main Lessons

1. The good agricultural entrepreneur (man or woman) plans expenditures and money entries along the year. This avoids shortages of money and unforeseen loans that are expensive.

2. To meet the needs of money in deficit months, the good agricultural entrepreneur (male or female) makes savings with the surplus money from product sales. It takes discipline to do so.

3. Saving money with bank close by has the advantage that money is safe. Another advantage is that one is obliged to plan for expenses before withdrawing money.

4. There are different types of savings that offer various benefits. Rural banks provide information and advice to inform their customers.

5. There are different types of loans. Choose the type of credit that offers a convenient service fee and delay for reimbursement.

6. The good agricultural entrepreneur (male or female) inquires about the possibilities and conditions for savings and loans before making a decision.

7. The good agricultural entrepreneur (male or female) takes a loan only when being sure to be able to repay on time. For this reason they plan the investments and expenditures required. The Profit calculation and the Financial Calendar are the appropriate tools for this planning.

8. Once a loan is received, the good agricultural entrepreneur (male or female) sticks to the objective of the investment. Otherwise, the agricultural entrepreneur is likely to have repayment problems.



Module 9 Make more money with quality rice

What are quality problems of rice? What are the causes?

Debris and stones Bad threshing and winnowing

SOMEONE has added stones to increase the weight

Damage from insects Storage place has not been cleaned

Storage place has not been treated against insects

Humidity Storage place is not well ventilated

Drying too short

Broken grains after shelling Shelling equipment not well regulated

Why all these problems?

The producer does not follow rules of quality production!

Who can change this?

The producer!

What is good quality rice? These are some important criteria:

Type of rice

Specifications

Paddy Shelled rice – not

parboiled

Shelled parboiled

rice

Milled non parboiled

rice

Milled parboiled

rice

Moisture content (%) 14 13 13 13 13

Immature or not well-formed grains % (m/m)

10 8 8 2 2

Red grains/grains with stripes % (m/m)

Non applicable

12 12 12 12

Foreign organic matter % (m/m) (variety purity)

1 1 1 0,5 0,5

Foreign inorganic matter % (m/m) (

0,5 0,5 0,5 0,1 0,1

Source : ABeNOR, 2012 ; Cité par ProAGRI FBS Training Notebook Rice, Benin Republic



Module 9 Exercise: Benefits from good post-harvest treatment of rice

Main Lessons

1. The quality of paddy rice determines the income of producers, rice millers and trader.

2. Quality problems of paddy reduce the producer price because bad paddy causes losses or additional costs during milling. For this reason, the rice producers and rice millers have a common interest to ensure good quality.

3. The good agricultural entrepreneur (man or woman) can avoid all quality problems of paddy.

4. Calculations show that threshing and winnowing service, good drying and storage of paddy is good business for all agricultural entrepreneurs.

1. Winnowing, drying

and storage badly

done

2. Winnowing, drying

and storage well

done

Rice paddy product Kg 4.000 4.000

Money-Out for threshing and winnowing NGN 6.000 16.000

Drying duration Days 3 5 to 10

Cleaning storage area MD 0 2

There are debris and

stones in the paddy

Nicely threshed and

clean paddy

Results Paddy is badly dried

and too moist

Paddy has the right

moisture

Mice ate 25% of the

quantity in storage

Mice could not enter

the storage

Remaining paddy for sales Kg 3.000 4.000

Selling price discussed NGN/kg 80 80

Price received NGN/kg 70 80

Money- In (Quantity sold X Price received) MINUS

Money-Out for Threshing and winowingNGN 204.000 304.000

Profit from good post-harvest work NGN 100.000



Module 10 Benefits from membership in farmer organizations

1. What is the use of being in a farmer organisation?

2. What are the problems and risks of an organization that you know?

3. How do you avoid these problems?

4. What is your conclusion?

How can one know if a farmer organization works well?

1. Members pay of annual member fees without pressure and without delay

2. Members accept the costs (deductions on sales) for services without complaints

This shows that members trust their producer organization and that the services

are well appreciated

Remember that a producer organization cannot provide services without the

annual member fees.

3. Existence of Rules (bylaws)

4. Existence and application of rules on the control of accounts

5. Regular Report Production

6. Group activities evolve well. Examples: total production and sales volumes increase;

Inputs volume procured by producer organization increases

This shows that the producer organization functions well

Services Advantages Reasons

Group sales can help members to get better prices

Larger quantities are sold together

Buyer needs less efforts to get big quantities of produce

Higher prices can be negotiated

Group purchase of inputs

can help members to get them at lower prices

Larger quantities are bought together

Members need less efforts to find the agro dealer and to get good quality inputs

Agro dealers need less efforts to find input buyers

Lower prices can be negotiated

Let’s see what are possible benefits of being a member of a farmer organization or a farmer group.



Module 10 Exercise on advantages of GROUP SALES

Let’s calculate the additional profits obtained through group sales that give higher prices – in the case of improved farm production

UnitIndividual

Sale

Group

Sale

Individual

Sale

Group

Sale

Individual

Sale

Group

Sale

2. Money-In NGN 144.000 156.000 320.000 340.000 322.000 350.000

Production Kg 1.200 1.200 4.000 4.000 2.800 2.800

Price NGN/kg 120 130 80 85 115 125

3. Benefit of Group Sale NGN 0 12.000 0 20.000 0 28.000

Total benefit of group sales

of cow pea, rice and egusiNGN

Rice Improved Egusi Improved

Group sales

Cowpea improved

60.000



Module 10 Exercise on advantages of GROUP PURCHASE of INPUTS

Let’s calculate the additional profits obtained through group purchase of inputs at lower prices – in the case of improved farm production

What lessons can you learn from these examples?

Unit

Individual

Purchase

Group

Purchase

(Discount)

Individual

Purchase

Group

Purchase

(Discount)

Individual

Purchase

Group

Purchase

(Discount)

Input Costs NGN 46.850 42.165 62.000 55.800 74.150 66.735

Benefit of Group Purchase NGN 0 4.685 0 6.200 0 7.415

Total benefit of group

purchase of inputsNGN 18.300

Rice Improved Egusi ImprovedCowpea Improved

Groupe purchase of inputs



Main Lessons

1. Agricultural entrepreneurs (men or women) form groups or associations to do things they are not able to do alone.

2. Groups or associations of agricultural entrepreneurs (men or women) have a common business objective. To achieve their common goal, the members learn together, from each other and support each other.

3. For service providers, it is easier and cheaper to work with farmer groups or associations than with individuals. A group of agricultural entrepreneurs (men or women) can more easily seek financial services or information on production techniques from extension.

4. For input suppliers, it is easier and cheaper to work with farmer groups or associations than with individuals. A group of agricultural entrepreneurs (men or women) can organize grouped purchases of agricultural inputs and can better prices from the input supplier.

5. For buyers of agricultural products, it is easier and cheaper to work with farmer groups or associations than with individuals. A group of agricultural entrepreneurs (men or women) can organize grouped sales of agricultural products like rice. The group can get better prices from the buyer – if the quality of the product is correct.

6. Associations or groups of agricultural entrepreneurs that function well have clear rules that are respected. When the rules are broken by members, sanctions are applied.

7. Good leaders of farmer associations play their role to improve the business of all members.

8. Agricultural entrepreneurs (men or women) that are members of well-functioning associations or groups do better business.

9. Agricultural Entrepreneurs that are doing better business with the support of their association pay their membership fees without reluctance.



Module 11 Good business with Good Agricultural Practices (GAP)

To do good business and make more income with improved management the entrepreneur follows the advice given and applies the Good Agricultural Practices to get the most benefit out of inputs and work.

Every step is important. One mistake makes you lose money and work. Let us look at the most important steps and discuss how it should be done.

Choose the good plot of land and measure it

Buy quality seed, herbicides and fertilizer

Clean the land with herbicides

Safe use of pesticides

Prepare the seeds for good germination

Establish the nursery

Good land preparation on time

Establishing bunds



Irrigating the field

Good leveling

Fertilize with NPK 15.15.15

Transplant in lines and refilling

Apply urea

Additional manual weeding

Buy quality insecticides and fungicides

Fight diseases and insects

Chasing birds

Harvest on time and dry well



Threshing

Proper storage

Winnowing

Drying

Marketing

Main Lessons

1. Agricultural entrepreneurs (men or women) use the appropriate recommended inputs for their production.

2. He or she knows how to do each operation and takes care that the work is done properly and on time.

3. Timely planting and field operations for higher yields.

4. He or she applies the correct quantities of inputs on time to their crop. Inputs are correctly used to maximize their benefit and to avoid risks for the health of the producer and the environment.

5. Respecting good agricultural practices gives higher yield, good quality paddy and higher income.



Module 12 Becoming an entrepreneur in practice

The workbook has been presented to you in this session.

1. What have you learned?

2. What will you change?

Use the following templates to

Plan production

Record Money-Out and Money-In

Calculate whether you make Profit or Loss

Plan expenditure and income from sales and

Control the reimbursement of loans


2 Plan and evaluate production

Cropping calendar for plot 1

Size of the Plot (field)

Main Crop Variety

Associated mixed crop 1

Associated mixed crop 2

Work Planned Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec


Profit or Loss plot 1 Expected before production Evaluation after harvest

Plot area : _______ Unit Quantity Price (NGN)

Total (NGN)

Quantity Price (NGN)

Total (NGN)

1. Money-Out

Inputs

15.000

15.000

15.000

9.000

Total cost of inputs 96.000

Labour (Man-Days)

M/D 46.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 8.000

M/D 5.000

M/D 5.000

Total Labour needs and costs

M/D

74.000

Total Money-Out Costs of inputs + Cost of Labour

NGN

2. Money-In Production X sales price

NGN

3. Profit or Loss? Money-In MINUS Money-Out

NGN

4. Unit Cost (NGN/kg) Money-Out / Production

NGN/kg


Tracking Money-Out for plot 1

Date Reason Amount « money out »

Total


Tracking Money-In for plot 1

Date Reason Amount « money in »

Total


Plot 2



Main Crop Variety

Associated crop 1

Associated crop 2





Total (NGN)


Total (NGN)

1. Money Out

Inputs

15.000

15.000

15.000

9.000

Total cost of Inputs 96.000

Labour (Man-Days)

M/D 46.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 8.000

M/D 5.000

M/D 5.000


M/D

74.000


NGN


NGN


NGN


NGN/kg



Date Reason Amount « Money Out »

Total



Date Reason Amount « Money In »

Total


Plot 3



Main Crop Variety

Associated crop 1

Associated crop 2





Total (NGN)


Total (NGN)

1. Money Out

Inputs

15.000

15.000

15.000

9.000

Total Cost of Inputs 96.000

Labour (Man-Days)

M/D 46.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 6.000

M/D 8.000

M/D 5.000

M/D 5.000


M/D

74.000


NGN


NGN


NGN


NGN/kg



Date Reason Amount « Money Out »

Total



Date Reason Amount « Money In »

Total


3 Evaluate the production year

Plot number

Main Crop Area Money-Out Production Unit of production

Sales Price per unit

Money-In Profit or Loss

1

2

3

4

5

Total


Plot 1 Plot 2 Plot 3 Plot 4 Plot 5

Am I satisfied with the results of the year?

What is the most important change to make for the next year?

What purpose has this change?

How will I make this change? How much will it cost?

How much money can I raise?

Do I need credit?


4 Managing money throughout the year

Planning of household expenditure

Financial Needs Expenditures (NGN) When

Matches Monthly

Salt Monthly

Soap Monthly

Petrol Monthly

Food Monthly

Water Monthly

Sub-total Monthly

School fees Once per year

Clothing Once per year

Financial Needs Expenditures (NGN) When

Happy Events

Christmas

December

Easter March/April

Reserves for unforeseen expenditures

Monthly


My Financial Calendar for Planning Money-Out

Crop Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

Inputs

Labour

Inputs

Labour

Inputs

Labour

Inputs

Labour

Inputs

Labour

Inputs

Labour

Equipment and tools

Household

School fees

Happy Events

Clothing

Total Money-Out per month


Money-In

Crop Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

Other revenues

Total Money-In per month

Monthly balance Money In – Money Out

Cumulative Balance


5 Manage loan and reimbursement

Purpose of loan

Interest Rate

Date of loan

Final Reimbursement date

Amount received

Amount to reimburse

Date Amount reimbursed


The partners

The Federal Ministry of Agriculture and Rural Development (FMARD) has launched the Nigerian Rice Transformation Action (N-RTA) Plan in 2011.The overarching goal is to achieve self-sufficiency in rice production and attain import substitution status. However, the medium term objective of the transformation agenda is to close the demand gap of 1.9 million mt with increased local production by 2015. The strategy comprises the Growth Enhancement Support (GES) guarantees for a limited duration use of seeds of improved rice varieties and fertilizers; tractorization, use of other simple mechanical devices like weeders, threshers and the Support for establishment of integrated rice mills (rice mills operating own rice farms).

The Nigeria Incentive Based Risk Sharing System for Agricultural Lending (NIRSAL) is an agribusiness initiative which provides its clients risk management, financing, trading and strategic solutions. NIRSAL does two things at once; fixes the agricultural value chain, so that banks can lend with confidence to the sector and, encourages banks to lend to the agricultural value chain by offering them strong incentives and technical assistance. NIRSAL supports the rolling out of Farmer Business School in partnership with Sustainable Smallholder Agri-Business Programme GIZ, Agricultural Development Programs and value chain companies to 30,000 producers of rice, cocoa, rice and tomato.

The Sustainable Smallholder Agri-Business Programme (SSAB) of German International Cooperation (GIZ) is commissioned by the Federal Ministry of Economic Cooperation and Development of Germany. It supports 50 public and private partners in Ghana, Nigeria, Côte d’Ivoire and Cameroon to provide basic business skills training and business services for 350,000 farmers. The preceding Sustainable Cocoa Business project has developed the Farmer Business School approach in 2010 for cocoa production systems. So far over 230,000 farmers have graduated from the Farmer Business School and adopted improved techniques, business skills leading to yield and income increases. This curriculum has been adapted based on this experience, using data USAID Markets 2, IITA, and NIHORT.

The Competitive African Rice Initiative (CARI) is commissioned by the Federal Ministry of Economic Cooperation and Development of Germany. The programme is supported by the Bill & Melinda Gates Foundation and Agro-industry. The goal of CARI is to significantly improve the livelihoods of 120,000 rice farmers in Nigeria, Ghana, Burkina Faso and Tanzania by increasing the competitiveness of domestic rice supply to meet increasing regional demand.

Published by Deutsche Gesellschaft für Internationale Zusammenarbeit (GIZ) GmbH

Registered offices Bonn and Eschborn, Germany

Dag-Hammarskjöld-Weg 1-5

65760 Eschborn, Germany


Contact [email protected] [email protected]

www.giz.de

Author A. Matthess with contributions from S. Riedke A.W. Ogundiran, S. Kachelriess, E. Mejabi, M. Buama

Sources Vossen van der, H.A.M.; Denton, O.A. ; El Tahir, I.M. Citrullus lanatus (Thunb.) Matsum. & Nakai.

http://www.prota4u.info/downloads/Citrullus+lanatus/Citrullus+lanatus.pdf

USAID MARKETS. 2010. Improved package of practices for Rice production.

Dugje, I.Y., L.O. Omoigui, F Ekeleme, A.Y. Kamara, and H. Ajeigbe. 2009 Farmers’ Guide to Cowpea Production in West Africa.

IITA, Ibadan, Nigeria

Layout A. Matthess and S. Riedke

Illustration P. Ebode, Cameroon, John Abato, Ghana,

As at October 2014

GIZ is responsible for the content of this publication

mailto:[email protected]

mailto:[email protected]

http://www.giz.de/

http://www.prota4u.info/downloads/Citrullus+lanatus/Citrullus+lanatus.pdf

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