From small beginnings . . .
It is market day in Siaya District in western Kenya. A local NGO has set up an unusual stall and, with megaphone and posters, is attracting a crowd. Farmers and smallholders press forward, keen to purchase the small packets, some weighing no more than 100g. What is in them? Certainly not something that you would usually find in a small packet for these contain fertilizer. And why are they interested in buying such a small quantity? Possibly because the more usual minimum quantity available is 50kg and the price for such a size has, in the past, put fertilizers way beyond their means.
In this densely populated district, where the rainfall pattern allows cultivation
of two crops a year, soils are becoming seriously depleted of nutrients, particularly
phosphorus. As a result, yields of the staple maize crop are very low and
almost certainly inadequate for family needs. It is simply not possible, on
these small farms, to produce enough organic matter adequately to replace
the nutrient loss. Professional, agronomic advice would be to purchase inorganic
P fertilizer but, if available, this is likely to be packed in large, unaffordable
quantities for the purchase of which no credit is available.
A 50kg bag may cost the equivalent of the sale of several chickens, or a 90kg
bag of maize.
In 1995, a local NGO, the Sustainable Community-Oriented Development Programme (SCODP) opened seven shops in Siaya district. The shops sold seeds, fertilizers, pesticides and other farm inputs. Commercially available fertilizers were purchased in 50kg bags, weighed out and sold in quantitites according to farmers' requests. Initially sales were too low to generate sufficient income to operate the shops profitably. This is why the megaphone, posters and mini-packs were introduced. At markets, outside churches, at schools and other places where people congregate, mini packs of 'experimental' fertilizer were sold to eager customers. This campaign stimulates the realization that fertilizers are within reach of everyone. Mini-packs of 100g are the 'taster' to bigger quantities sold through the shops.
Although the total volume of fertilizer sold through the shops was initially small, the number of individual sales was surprisingly high. It seems that most farmers preferred to buy 1kg or 2kg bags, at least to start with. One bag of MAP fertilizer, weighing 1kg, costs the same as two small bottles of Coca Cola, an outlay well within reach. Most farmers bought their fertilizer to apply to their maize and sorghum.
From small beginnings has grown a flourishing enterprise. The shops sell sufficient quantities to operate profitably and more shops have been opened as the value of the business becomes obvious to purchaser and seller alike. Advice is offered on how to use the fertilizer most effectively and farmers are always advised to use their fertilizer together with compost. Most quickly progress to purchasing 10kg or 25kg bags of fertilizer, once satisfied with the results from smaller quantities. SCODP has demonstrated that farmers need neither subsidies nor credit facilities. If the product is worth having, they will pay for it, providing the size is right.
