It Takes a Village

From Company Sales to Community Capacity, Private Extension Services Prove to Be Worthwhile

Many Cambodian vegetable farmers recognize the value of modern production methods. Implementing them, however, can be difficult without reliable access to quality inputs and the technical knowledge to apply them correctly. East-West Seed Co. (EWS) is an input supply company working to change that and expand their business at the same time. With support from Feed the Future Cambodia Harvest II, EWS has worked across the provinces of Pursat, Battambang, Siem Reap, and Kampong Thom not only to build producers’ technical capacity, but also to strengthen the support systems and services that farmers need to continue improving their yields and access stable markets.

A central element of EWS’s approach is its work with independent retailers. Based in the villages where farmers live and work, retailers provide a crucial link between farmers in need of quality goods and services, and EWS, who can provide them.

Kain Chenda is one such retailer. Three years ago, he opened an input supply shop in Rohal Suong village, fifteen kilometers north of Battambang town. After initially struggling to attract customers and connect with reputable supply companies, Chenda began working with EWS, recognizing an opportunity to set his business apart by providing quality products and sound technical advice.

Input retailer Kain Chenda has collaborated with East-West Seed Co. to support vegetable farmers’ efforts to improve production through access to quality inputs and reliable technical advice.

Chenda and some of his farmer-clients joined trainings held by EWS on improved growing techniques, learning about different seed varieties and cultivation practices. They participated in demonstrations on mulching, irrigation, and other production techniques.

Building his own technical capacity, Chenda says, is good for his business. “I have to have up-to-date technical expertise and knowledge,” he says, “because farmers have me visit their farms. I can attract various farmers to come buy from me, because I provide this service.”

As noted by EWS sales representative Seng Chanthy, working with retailers like Chenda is part of EWS’s emphasis on sustainability. The company ensures that farmers continue to have support networks in their communities, even after EWS-led trainings, by building retailers’ capacity to provide farmers with not just quality inputs, but technical assistance as well.

“We support independent retailers through technical assistance, product knowledge, and linkages to depots,” Chanthy says. “Many farmers now know which market actors they need to work with in order to access specific seed varieties, technical advice, product knowledge, or market information.”

These networks of mutually-beneficial support mean greater income for farmers, more reliable supply chains for buyers, and better business for input retailers. Chhut Man, a vegetable collector in nearby Bak Amrek village, has doubled his daily collection volume through his farmers’ improved capacity. Chenda’s sales doubled between his first and second year, and are on track to grow another 25 percent this year.

Vegetable buyer and farmer Chhut Man has doubled his daily collection volume as his farmers have participated in East-West Seed Co. trainings and improved their production practices. 

“These days, things are much easier, due to my collaboration with EWS,” he says.

EWS’s Chanthy says that the company’s own sales, too, have increased, growing by more than 21 percent across the four provinces. He attributes much of this growth to farmers’ adoption of improved growing methods, thus increasing their demand for – and confidence in – the company’s products. Input retailers, as trusted and knowledgeable community members, are key to this success, and EWS intends to continue building their capacity and skills.