Delivery of Sustainable Extension Services Through Private Input Retailers.

CNFA is an international development organization dedicated to stimulating economic growth and improving rural livelihoods in the developing world by empowering the private sector. One of our oldest and best-known core capabilities is the development of commercial input supply and farm service enterprises. In development of these enterprises, CNFA concentrates on building a commercially-sustainable portfolio of products and services, including input supply, machinery services, training and information, access to credit and output marketing. Though the size and nature of CNFA-supported retail farm service businesses varies according to the operating environment, across all countries and programs they share the goal of demonstrating the sustainability and business potential of serving smallholders.  Since 2000, CNFA has established input supply and farm service networks in 11 countries worldwide, including nearly 7,500 retailers and selling almost $200 million in goods and services to 3.5 million smallholders annually. For CNFA input and farm service retailers, the delivery of training and information to farmers is a core business component. Extension services provided by CNFA retailers include: 1) in-store consultations on product selection and use; 2) in-field pest diagnosis, soil testing and fertilizer/plant protection recommendation; 3) seminar-style training; 4) field days and demonstrations. In all cases, these services are provided not as a project-driven charitable activity, nor as a direct income stream from fees. Instead, they are “service with the sale” and are retailers’ most effective means of marketing. The idea behind this practices is that a well-educated farmer, who selects the right product, uses it properly and gets a good harvest, becomes a repeat customer year after year.