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Small rural businesses can also be competitive in exports

Posted by Marina

The Confederation of Agriculture and Livestock of Brazil (CNA) participated in the webinar "Export and sectoral panoramas - agribusiness", promoted by the National Confederation of Industry (CNI) in partnership with the Brazilian Micro and Small Business Support Service (Sebrae), in this Wednesday (22).

The panelists were CNA Export coordinator, Camila Sande, Sebrae's Agribusiness Center analyst, Claudia Stehling, and the private markets manager of the Canudos, Uauá and Curaçá Family Cooperative, Coopercuc, Dailson Andrade Santos. The event was moderated by the coordinator of Channels and Partnerships for Internationalization at CNI, Ludmila Carvalho.

The idea of ​​the live broadcast was to discuss opportunities and how small and micro agribusiness companies can start the internationalization process of their businesses.

According to CNA data, Brazilian agribusiness exports continue to grow despite the global crisis caused by the pandemic. The sector already accounts for 51% of total exports this year. Until June 2020, agro exports totaled US $ 51.8 billion, more than half of all revenue obtained in 2019 from foreign sales.

Camila Sande presented the Agro.BR project, a partnership between CNA and Apex-Brasil to promote internationalization and commercial promotion of Brazilian agribusiness products. After three months of activity, the initiative already has 271 subscribers.

“Our project ranges from the producer who wants to become familiar with foreign trade, who needs managerial and technical assistance to prepare his property for export, to those companies that are already more prepared and want to expand their presence”, she said.

Claudia Stehling spoke about how small rural businesses can be competitive in exports, from points such as knowledge of the business and product, process steps, markets, sales and after-sales and necessary partnerships.

The analyst at the Agribusiness Nucleus at Sebrae also highlighted the opportunities offered through niche markets, differentiated products, indirect exports with other companies and added value through certifications and geographical identification.

“Internationalization is not a beast with seven heads. It is quite possible and an opportunity for small businesses. Many have already discovered this and are achieving success with their products. Now, this is a construction that requires patience, persistence and knowledge ”, she said.

Umbu - Coopercu's trajectory is an example of this. Formed by family farmers in the backlands of Bahia, the cooperative has been exporting sweets and jellies based on native fruits from the region since 2009. Today, countries like France, Germany, Italy and Austria already know the flavor of umbu.

Dailson Santos presented the cooperative's business model, structured in direct contact with buyers at international fairs, commercial representation contracts for the foreign market, partnerships with traders and exporters, and association with family farming cooperatives to expand the portfolio.

“We want, until December 2021, to make 5% of our sales come from the foreign market. When we decided to start exporting it was much more difficult. Today, we have the Agro.BR project and tools such as virtual business rounds. We made a lot of mistakes, but we also learned and now we have this expertise ”, declared the manager of private markets at Coopercuc.