OCTOBER 2002

A MARKETING MANUAL FOR WEST AFRICA:

Buying and SellingShea Butter

Prepared by Fintrac Inc. under SEGIR-GBTI for the Mission for the West African Regional Program (DAI Task Order No. 831 under IQC No. PCE-I-00-98-00017-00)

Contents

Opportunities for West African Suppliers

Key Market Segments

Understanding the Size of the Current Market

Preparing Your Product

Understanding Grades and Standards

Connecting with Potential Buyers

Pricing Your Product

Understanding Import Regulations

Annex I: Organizational Contact List

Annex II: Buyer Contact List

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Buying and Selling Shea Butter:A Marketing Manual for West Africa

Key Market Segments

There are three principal end users for shea butter: the chocolate, cosmetics, and natural products industries. This manual is mainly geared toward accessing the latter two segments.

The second largest market segment for shea butter, and the one of principal interest to West African suppliers because of the potential for direct sourcing, is the cosmetics industry in Europe and the United States. Shea butter has become a popular additive in soaps, lotions, shampoos, and creams because of its inherent skin-healing properties. This segment will have the best prospects for growth as consumers become more familiar with these prop-erties and demand increases.

The natural products industry has promoted the use of pure shea butter in a range of body products. The use of “pure” shea butter is primarily a reaction to cosmetics companies, which extensively refine and bleach the shea butter to remove the odor. The natural products industry alleges that refining deteriorates the natural healing properties of shea butter. In addition, the nat-ural products industry has been experimenting with shea butter in other consumer products, including lip balms, sunscreens, deodorants, and toothpaste. This market segment is still small because consumers are only just becoming aware of the full benefits that shea butter can provide. That said, this is a market where we see high potential for growth, especially as awareness of shea butter’s perceived benefits increases.

Understanding the SizeOf the Current Market

Europe remains the largest market worldwide for shea butter imports, with the Netherlands and France dominating imports, much of which is then re-exported. European trade statistics group shea butter imports in a category with other tropical vegetable fats and oils. An analysis of these statistics, coupled with interviews with importers, reveals that West African supply has increased substantially in the past five years to reach 1,215 metric tons (MTs) and a total value of US$896,000 in 2000, an increase of 15 percent and 7 percent respectively. Principal suppliers are Côte d’Ivoire and Ghana, the former to France and the latter to the Netherlands.

Although the latest annual statistics are not yet available, inter-views with importers listed in this manual confirmed a continued expansion in the volume and value of the European import market for shea butter of 2,000 MTs and US$1.5 million in 2001.

Shea butter traditionally has been used in the food industry for margarine, pastry, and chocolate, where it is used in place of cocoa butter. Increasingly, shea butter is used in “natural” and high-end cosmetics and soaps. Shea nuts, as opposed to the intermediate product of shea butter, have been the dominant product traded internationally.

The shea tree grows spontaneously in wooded savannahs in West Africa, including Benin, Burkina Faso, Côte d’Ivoire, Ghana, Guinea, Mali, Niger, Nigeria, and Togo. Other countries in the region have shea trees, but they are not currently identified as cultivators of the nuts. The tree is stout with leathery oval leaves. It grows to between 20 and 25 feet in height with a trunk size reaching up to 3 feet in diameter. It produces its first fruit when it is 20 years old, reaches full production at the age of 40 or 50, and continues bearing fruit up to several hundred years.

This manual provides practical advice to producers, exporters, and importers of shea butter. It presents an overview of the market, describes segments of potential buyers, proposes possible trade channels, and identifies issues necessary to become “export ready,” including standards and import regulations. It goes through steps a prospective supplier must be aware of in prepar-ing the product, identifying markets, and exporting. Finally, it provides contact information for organizations supporting traders and a list of buyers.

Opportunities for West African Suppliers

West African suppliers can target this growing market segment by providing the best quality shea butter possible and carefully cultivating potential trade partners. In preparing this manual, a wide range of potential importers were interviewed, many of which are included as contacts at the back of this manual. These importers are interested in sourcing new supplies of shea butter, and suppliers should follow up directly with them. This manual provides readers basic guidelines that will allow them to understand the expectations of importers.

The shea butter market represents great potential for West Afri-can exporters. To access this market, however, suppliers must pro-vide a quality product and meet market requirements. Research indicates that disorganized export campaigns and concerns over quality have hindered sales to import markets. These concerns become more critical as West African suppliers seek to provide higher value-added goods and to compete globally. The future of this market will be determined based on the ability of West African producers and exporters to implement and address the necessary marketing requirements.

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1. After the fruit matures (between April and June) and is allowed to fall, it should be harvested by collecting the fruit from the ground around the tree. The fruit pulp can be eaten or removed by allowing it to rot or dry. The fragile shell is easily removed by cracking and winnowing.

2. Sun-dried nuts will keep for more than a year if placed in a suitable store. It is recommended that a well-constructed and maintained traditional granary be used as storage. It is important not to let the nuts begin to germinate because this generates a bitterness that passes into the oil.

3. Nuts approved for processing should be selected on a quality basis as being free from insect damage and, in particular, mold. They must be washed in a diluted solution of house-hold bleach and dried in the sun again before grinding. Grinding is done by passing the nuts twice through a diesel-powered plate mill (see photo below).

4. The milled nuts should then be transferred into fabric bags and placed, two at a time, in the cage of a bridge press, with separator plates between each pair. Pressure is applied by winding down the screw (see photo below). Oil emerges from the apertures in the cage and is collected in a plastic container. When the pressing is complete and no more oil can be extracted without undue force, the screw is raised and the residual presscake is unloaded. The presscake is low in protein and high in tannins. Although it is of little value as a livestock feed, it can find a local use as an inhibitor of termite attack and should be buried around wooden structures.

5. The crude oil should be poured into an aluminum clarification vessel, and water equivalent to half the volume of the oil added. The mixture is then boiled for up to half an hour. During this process, color is destroyed, while seed particles, gums, and mucilage are hydrated and pass into the water layer. At the end of this opera-tion, the oil layer, now a light greenish yellow, is transferred, after cooling, into another vessel.

6. The clarified oil should be allowed to stand for four to five days in a cool, sheltered spot. The oil slowly separates into solid fat/butter (termed “stearin”) and liquid oil (“olein”), a process known technically as “fractionation.” The two fractions are then separated by filtering through muslin cloth. Using these proce-dures, between 25 and 30 percent of the clarified oil can be recovered as stearin.

Traditionally, the United States imports shea butter from Europe, although this is gradually changing. With its untapped potential, the U.S. market can be easily accessed directly by West African suppliers, and increasingly U.S. importers are demanding pure shea butter directly from the source.

According to the U.S. International Trade Commission and through interviews with buyers, more than 800 MTs (or US$13 million worth) of tropical butters and oils were imported into the United States in 2001, an increase of 11 percent from two years earlier. Although this category includes palm oil and other major oil commodities being re-exported from Europe to the United States, not just shea butter, the statistics do indicate a trend for a growing market for West African suppliers.

Interviews with importers in the United States also indicate a growing import market for West African shea butter with up to 500 MTs and an approximate total value of US$500,000 being imported directly from West Africa. The trend proves that continued direct sourcing from West Africa is gradually overtak-ing European suppliers, especially as wholesalers and retailers of natural products are increasing their demand for pure shea butter.

Preparing Your Product

According to Dr. Peter Donkor of the Technology Center of the University of Science and Technology in Kumasi, Ghana, preparation of shea nuts should follow these steps:

Source: COVOL Uganda

FIGURE 1: SHEA NUT GRINDING AND PRESSING PROCEDURE

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ties in which the natural products and cosmetics industries are most interested (see Table 1). Without a Class A rating, shea butter will not have the full complement of healing benefits that manufacturers are interested in purchasing.

ASBI can analyze samples sent to its laboratory in the United States, or it can send a list of approved independent laboratories that can carry out the analysis required for classification. It would behoove a new supplier to get this analysis done so that the supplier can present the data to a new buyer to get a better price for his or her product. (ASBI’s address is provided in Annex I.)

Connecting with Potential Buyers

Suppliers can connect with potential buyers through a variety of ways:

Attend trade shows

There are a number of African expos, world trade shows, and beauty shows in the United States and Europe, as well as regional trade shows in West Africa, that suppliers should consider attend-ing. These shows are excellent venues where suppliers can net-work with buyers, wholesalers, and retail representatives. Some of the key shows include:

Salon International de l’Alimentation (SIAL)October 20-24, 2002, Paris, FranceTel.: (33) 1-49685177Fax: (33) 1-49685632E-mail: info@sial.frWeb: www.sial.fr

Salon de Métiers Artisanaux de l’AlimentationOctober 24-27, 2002, Bamako, MaliTel.: (223) 221-2314/4928Fax: (223) 221-3577/8046E-mail: dnae@datatech.toolnet.orgWeb: http://196.1.100.2/dncc/default.htm

7. The stearin should be transported in dark plastic tubs or polypropylene bags to reduce exposure to the sun. The olein is packed locally and sold as a cooking oil. Further technical assistance can be obtained on this process from the University of Science and Technology in Kumasi, Ghana, or the COVOL Uganda Shea Project (see Annex I).

By following this process, a producer will ensure a product of more consistent quality. Unrefined shea butter is traded on the international market on the basis of samples rather than any precise import specifications, primarily because the quality of the butter varies so much from region to region. When sourcing new buyers, a supplier will generally have to cover the cost for the delivery of samples.

After receiving the sample, the buyer will send it to a laboratory for further analysis to determine the physical and chemical prop-erties of the product. This analysis measures the key components of the shea butter. With this information, the buyer can deter-mine the grade of shea butter received from the supplier and calculate how much he or she will pay.

Understanding Grades and Standards

The American Shea Butter Institute (ASBI) has established the following grading system for shea butter:

1. Class A is premium shea butter with a rating of 85+.2. Class B shea butter has a rating of 70-85.3. Class C shea butter has a rating of 60-70.4. Class F shea butter is the poorest quality with a rating of

60 and below.

These grades are determined through laboratory tests. They include the following criteria:

1. Triglyceride and free fatty acids fraction (moisturizing poten-tial of product);

2. Cinnamic fraction (determines age of the product);3. Micro-organism growth and culture (purity of product);4. Clinical anti-histemmic activity (healing potential of prod-

uct);5. Vitamins A and E (protective potential of product);6. Physical examination (determines cleanliness and moisture

of product); and7. Melting range (determines minimum purity of product).

When done together, these tests help quantify the “non-saponifi-able fraction” in shea butter; the higher the fraction, the better the classification and price an exporter can demand. It is this “non-saponifiable fraction” that determines the healing proper-

TABLE 1: CLINICAL PROPERTIES OF SHEA BUTTER

Wrinkle reduction Blemish reduction Stretch mark reduction Sunscreen Eczema (skin inflammation) Itching Treatment of sunburns, frost bite, hemorrhoids, skin damage

and wounds, and allergic dermatitis

Source: ASBI

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Salon International de l’Artisanat de Ouagadougou (SIAO)October 25-November 3, 2002, Ouagadougou, Burkina FasoTel.: (226) 37-32-56/57Fax: (226) 37-32-60E-mail: sgp@siao.bf; sgpsiao@cenatrin.bfWeb: www.siao.bf

Orlando Hair and Beauty ShowNovember 9-11, 2002, Orlando, Florida, USATel.: 1-800-547-SHOW (7469) x 273, 277Fax: (404) 681-9072Web: www.bronnerbros.com/show/show.html

Salon International de l’Agriculture et des Ressources Animales de Côte d’Ivoire (SARA)November 22-30, 2002, Abidjan, Côte d’IvoireTel.: (225) 20-213504Fax: (225) 20-214618Web: www.cmaoc.org/sara.htm

Proud Lady Beauty ShowMarch 15-17, 2003, Chicago, Illinois, USATel.: (312) 321-6824 Fax: (312) 321-5194E-mail: ahbai@sba.comWeb: www.proudlady.org/show

Atlanta Hair and Beauty ShowAugust 9-11, 2003, Atlanta, Georgia, USATel.: 1-800-547-7469, extension 273, 277 Fax: (404) 681-9072Web: www.bronnerbros.com/show/show.html

African World ExpoDates to be decided in 2003, Detroit, Michigan, USATel.: (313) 964-7025Fax: (313) 964-7043E-mail: awweeniang@aol.comWeb: www.africanworldexpo.com

Tendence International Trade ShowDates to be decided in 2003, Frankfurt, GermanyTel.: (49) 69-75750E-mail: tendence@messefrankfurt.comWeb: www1.tendence.de

Get in touch with export promotion organizations and the African Women in Agribusiness Network

Suppliers should contact organizations listed in Annex I because they may be able to provide guidance for exporting your product or potential buyers’ lists.

Use Internet and online notice boards to post offers and respond to requests for new suppliers

Some examples of sites frequently used by exporters already in West Africa include:

1. eShopAfrica: www.eshopafrica.com 2. African Trade Center: www.africantradecenter.net3. African International Shopping Mall: www.aism.com4. Trade 2 Africa: www.trade2africa.com5. African Growth and Opportunity Act (AGOA) trade leads:

www.agoa.gov/opportunities/opportunities.html

Contact the U.S. Information Service and the European Commission Trade Representative Office

Contact your local U.S. or European embassy for information on potential buyers. Importers interested in sourcing shea butter from new suppliers are noted in Annex II. Interested suppliers should follow up directly with these importers.

Pricing Your Product

Buyers in Europe and the United States are quoted prices of US$1,500 per ton (with slight variations depending on the qual-ity and quantity of product ordered) for unrefined shea butter freight on board (FOB) Abidjan, Accra or Lagos packed in 20 pound dark plastic sacks or 50 kilo dark plastic containers or coated steel drums. FOB means that the cost of shipping, insur-ance and other freight and handling charges are the responsibility of the buyer. This is the common method for a supplier when quoting the price of shea butter. Upon arrival in the import market, the shea butter is cleaned and filtered. Afterwards, essential oils are added to enhance the odor. The resulting product is then repacked into 4 or 8 oz. glass or plastic containers and sold wholesale for US$120 to $150 per case. Retail prices range from US$8 to US$16 per container for this pure shea butter.

Additional processing involving bleaching and deodorizing for use in cosmetics can add significantly to the price of the final retailed product. Prices range greatly for different sized containers of creams, lotions, body oils and other products.

Understanding Import Regulations

Generally, an importer will arrange to have a broker handle the customs release in the arrival port; the broker in turn identifies an agent at the departure port through which you will export. Often this will require you to take no further action, except to make contact with this agent. The only time a supplier will

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need to be involved is when the buyer makes further requests for documentation in order to release the goods from customs. Suppliers should maintain close contact with their buyers.

Certain documents will be required for entry:

1. Commercial Invoice—For customs clearance, a commercial invoice is to be provided to officials. The invoice should contain a clear and precise description of the product, terms of sale, and all details necessary to establish the full cost, insurance, and freight price. The invoice is needed by your buyer to prove ownership and obtain payment. The com-mercial invoice should include date and place of shipment; name (firm’s name) and address of the seller and buyer; method of shipment; number, markings of the packages, and their numerical order; description of the goods using the usual commercial description according to kind, quality, grade, and weight (gross and net in metric units), along with any factors increasing or decreasing the value; agreed price of goods; unit cost; total cost FOB factory plus shipping; insur-

ance charges; delivery and payment terms; and signature of the responsible official of the shipper’s firm.

2. Bill of Lading—Simply put, the bill of lading is the most important document in the shipping process. A bill of lading is required for each shipment, and acts as a receipt and a contract. A properly completed bill of lading legally shows that the carrier has received the freight as described, and is obligated to deliver the freight in good condition to the consignee. The form is provided by the carrier and is filled out by the exporter. The general terms and conditions of the contract are outlined in the bill of lading and include the carrier’s responsibilities and liabilities for loss or damage to the shipment.

3. Certificate of Origin—The need for a certificate of origin should be verified directly from the importer or from the appropriate customs authority. This document is required to be completed by all exporters and provides a statement as to the origin of your product. Sometimes, it is specified in the letter of credit that the appropriate ministry or authority in the country of origin must provide a certificate of origin. This is particularly important when importing to the United States, through the African Growth and Oppor-tunity Act and the Generalized System of Preferences, and to the European Union, through the Lomé II agreement, for duty-free status.

4. Packing List—If requested by the buyer, a packing list should itemize the material in each individual package and type of package (i.e., box, crate, carton). It also shows the gross and net weights and measurements for each package (in both standard and metric systems). Markings should be shown along with the exporters’ and buyers’ references. The packing list is used by the carrier or forwarding agent to determine total shipment weight and volume and whether the correct cargo is being shipped.

FIGURE 2: SHEA BUTTER RETAIL PRODUCTS

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ANNEX IOrganizational Contact List

American Shea Butter Institute (ASBI)2660 Buena Vista Road, P.O. Box 7906Columbus, GA 31908-7906 USATel.: (706) 221-2326Toll Free: (888) 239-4012Fax: (419) 730-3655E-mail: sheabutter411@hotmail.comWeb: www.webspawner.com/users/sheabutter

Association Malienne pour la Promotion des Jeunes (AMPJ)Zantiébougou, Cercle de BougouniRégion de Sikasso, MaliTel.: (223) 224-2793

Association Burkinabè d’Action Communautaire/Groupe Ener-gies Renouvelables et Environnement (ABAC-GERES)01 BP 4071, Ouagadougou 01, Burkina FasoTel.: (226) 362630Fax: (226) 360218E-mail: geres@fasonet.bf

Association pour la Promotion des Exportations de Côte d’Ivoire (APEX-CI)BP 3485 Abidjan 01, Côte d’IvoireTel.: (225) 20-315700Fax: (225) 20-214031E-mail: marketing@apexci.orgWeb: www.apex.ci

Association pour la Promotion des Groupements Féminins (APGF)01 BP 4855Ouagadougou 01, Burkina FasoE-mail: kabrer@hotmail.com

Association Nationale des Mareyeures et Mareyeurs*Contact: Aliou Gomez VictorieChambre d’Agriculture06 BP 1415 PK 3Cotonou, BeninTel.: (229) 337228

Centre de Suivi Ecologique (CSE)Rue Léon Gontran DamasFann RésidenceBP 15532, Dakar, SenegalTel.: (221) 825-8066/825-8067Fax: (221) 825-8168E-mail: dt@cse.sn Web: www.cse.sn

Chambre de Commerce, d’Agriculture et d’Industrie de TogoAve. de la PrésidenceBP 360, Lomé, TogoTel.: (228) 212065Fax: (228) 214730

Chambre de Commerce, d’Agriculture et d’Industrie du BeninAve. General de GaulleBP 31, Cotonou, BeninTel.: (229) 312081Fax: (229) 313299

COVOL Uganda Shea ProjectP.O. Box 833Lira, UgandaTel.: (256) 41-543565E-mail: covol@bushnet.netWeb: www.covol.org

Développement de l’Entreprenariat Féminin dans le Secteur Agricole au Mali (DEFSAM)BP 2688, Bamako, MaliTel.: (223) 2221225/2238445E-mail: defsam@cefib.com

Distribution Internationale des Produits Agricoles (DIPAG)BP 4310Conakry, Guinea

Federation of Associations of Ghanaian Exporters (FAGE)P.O. Box M124, Accra, GhanaTel.: (233) 21-232554Fax: (233) 21-232726E-mail: fage@ighmail.comWeb: www.ghana-exporter.org

FOGHASS*Toure Aissa Alhanafi, PromotriceFaladie Sema, Rue 877, Porte 39BP 2553, Bamako, MaliTel.: (223) 204408 / 201959 / 203969E-mail: atoure@hotmail.com

FOSDA*Amina Montia, DirectorC2 Manet Cottage, BatsonaaOff Springtex Road, P.O. Box CT3140Cantonments, Accra, GhanaTel.: (233) 21-811291Fax: (233) 24-286772E-mail: amin_billa@yahoo.com

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* Member of the African Women in Agribusiness Network.

GABRHO Limited*Tina Swatson Eshun, Ag. Vice PresidentHorticulturists Association of GhanaP.O. Box 17811Accra, GhanaTel.: (233) 20-8157138; 21-234769/236500E-mail: eshun@africaonline.com.gh

Ghana Export Promotion Council (GEPC)Republic HouseP.O. Box M146, Accra, GhanaTel.: (233) 21-228813/228830Fax: (233) 21-668263/233725E-mail: gepc@ghana.comWeb: www.exportghana.org

Kwame Nkrumah University of Science and Technology University Post Office Kumasi, GhanaTel.: (233) 51-60331 Fax: (233) 51-60137 E-mail: ustlib@ust.gn.apc.org

La Nouvelle Basse-Cour*Bounkara Aminata Koita, PromotriceBP E477Bamako, MaliTel.: (223) 219158 / 272356E-mail: mavgie@datatech.toolnet.org

NEMAROZAW*Groupement Cooperatif FémininContact: Nignan Debie Dissata03 BP 7026, Ouagadougou, Burkina FasoTel.: (226) 360433

Nigeria Export Promotion Council NEPC HeadquartersArea 3, Block AOpen University Complex GarkiAbuja, NigeriaTel.: (234) 9-2341624 / 2341110

Nigerian Association of Women Entrepreneurs*Gemini Global Enterprise Ltd.Mrs. Yasmin Othman, Managing Director54 Yaounde St., Wuse, Zone 6P.O. Box 6001, GarkiAbuja, NigeriaTel.: (234) 09-5230473E-mail: jasmin@skannet.com,Facts.abj@skannet.com

OPEIF-Afrique*Kouassi Ahouna, Presidente-Foundatrice01 BP 7453Abidjan, Côte d’IvoireTel.: (225) 0573202305612830 / 24495168E-mail: itmat001@hotmail.com

REOSAO*Miss Alizeta Sawadogo, Directrice02 BP 5118, Ouagadougou, Burkina FasoTel.: (226) 336121 / 313326E-mail: aliz@yahoo.fr

Réseau Technologies et Partenariat en Agroalimentaire (Relais TPA)S/c enda graf, BP 13069 Grand YoffDakar, SenegalTel.: (221) 827-2025Fax: (221) 827-3215E-mail: graf@enda.snWeb: www.arc.sn/tpasen

Songtaaba Women’s Group01 BP 6691 Ouagadougou 01, Burkina FasoTel./Fax: (226) 341974E-mail: songtab@fasonet.bf

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ANNEX IIBuyer Contact List

United StatesAbike, LLCP.O. Box 15770Washingon, DC 20003Tel.: (202) 270-7647E-mail: info@theabikeline.comWeb: www.theabikeline.com

AF AJATO, Inc.6455 E. Briar DriveLithonia, GA 30058 Tel.: (770) 482-4451Fax: (770) 413-6389E-mail: afajato@aol.com

Aveda Corporation4000 Pheasant Ridge Dr.Blaine, MN 55449Toll Free: 1-800-AVEDA-24Fax: 1-800-892-3405Web: www.aveda.com

Bonney African ImportsP.O. Box 217105Charlotte, NC 28221Tel.: (704) 395-8527E-mail: Zizman-20002@yahoo.com

CWIC ProductionsAbike Beauty ProductsP.O. Box 15770Washington, DC 20003Tel.: (202) 270-7647E-mail: cwicproductions@msn.com

Chatto Beauty Products102 E. Oak StreetChicago, IL 60611Tel.: (312) 640-0117Toll Free: (800) 709-1490Fax: (312) 640-0119E-mail: info@chatto.comWeb: www.chatto.com

Ebène Beauty ProductsP.O. Box 160097Miami, FL 33116Tel.: (305) 273-7204Toll Free: (888) 959-7323Fax: (305) 279-9680E-mail: fayola@ebenenaturals.comWeb: www.ebenenaturals.com

Epicurean Soap Company13617 Middlevale LaneSilver Spring, MD 20906Tel.: (301) 460-3317Fax: (301) 871-1530E-mail: soapman@epicureansoap.comWeb: www.epicureansoap.com

Mode de VieP.O. Box 33057Miami, FL 33233Toll Free: (800) 474-4303Fax: (305) 444-1655Web: www.modedeviebodycare.com

Omololu InternationalP.O. Box 267Memphis, TN 38101Tel.: (901) 543-0330E-mail: omololuinternational@msn.comWeb: www.omololuinternational.com Terry Labs390 N. Wickham Road, Suite FMelbourne, FL 32935Tel.: (407) 259-1630Fax: (407) 242-0625E-mail: aloe@terrylabs.comWeb: www.terrylabs.com

The Shea Butter Company, Ltd.16781 Torrence Avenue Lansing, IL 60438Toll Free: (877) 489-2700Fax: (708) 481-3144E-mail: trivers@naturalessence.comWeb: www.naturalessence.com/company

EuropeAgritropic s.a.r.l.Rue des Moulins43100 Vieille-BrioudeFranceTel.: (33) 4-71749790Fax: (33) 4-71749282E-mail: sla@africaonline.co.ci

Cognis S.A.185 Ave. de Fontainebleau 77981 St-Fargeau-Ponthierry-Cedex France

Tel.: (33) 1-60652100 Fax: (33) 1-60652102E-mail: info@cognis.comWeb: www.cognis.com

CosMedics International B.V.P.O. Box 4821620 AL HoornThe NetherlandsTel.: (31) 226-264423Fax: (31) 226-355289E-mail: info@cosmedics.nl

D2E202, rue de la Croix Nivert75015 ParisFranceTel.: (33) 1-53785858Fax: (33) 1-53785850E-mail: lsousselier@yahoo.fr

Exa Cosmetics112 rue de Lagny93100 MontreilFranceTel.: (33) 1-42879698Fax: (33) 1-48708870

L’OccitaneZone Industrielle St-Maurice 04100 Manosque en ProvenceFranceE-mail: acueil@loccitane.frWeb: www.loccitane.fr

Teco Import-Export24 rue Violet75015 ParisFranceTel.: (33) 1-45789291Fax: (33) 1-45770069E-mail: info@sheabutter.comWeb: www.sheabutter.com

Vereenigde Oliefabrieken B.V.P.O. Box 11403000 BC RotterdamThe NetherlandsTel.: (31) 10-2868080Fax: (31) 10-2860515E-mail: info@vo.nlWeb: www.vo.nl

Quick Guide to Exporting Your Product

Pre-Export Stage

Adjust the manufacturing process for shea butter that meets basic guidelines as outlined in this manual and for desired ASBI class.

Contact ASBI to test your product so you have these data readily available. Consider obtaining ASBI certification for your manufacturing operations. Contact potential resources for identifying partners. Obtain recent market and pricing data as reference points to develop pricing target.

Stage I

Make direct contact with identified buyers to ascertain and generate interest in new supply. Prepare sample shipments and all accompanying documentation for the buyer. Contact shipping company or courier service and send samples by most expedient method

available. Remember that building relationships with buyers is key to success, so any requests for

further information and documentation must be fulfilled.

Stage II

Ascertain sizes of potential export orders (i.e., container load, cases) and capacity to supply. Identify labeling requirements (seek counsel of buyer). Determine relevant product registration and other regulatory requirements in target markets

(seek counsel of buyer).

Stage III

Finalize arrangements (order, shipping, payment, etc.) with buyer. Start exporting! Continue to test market products, attend trade shows, and occasionally visit markets where

your product is distributed to see its shelf placement and to get feedback from buyers so you can work with your suppliers to enhance or change product requirements.

U.S. Agency for International Development