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AGRICULTURAL LEASING
In Senegal, leasing offers a private sector option for improving
agricultural mechanization. It finances the acquisition of heavy
agricultural equipment with the prospect of transfer of ownership
at the end of the lease. Its simplified collateral rules facilitate access
to agricultural and processing equipment, which has supported the
emergence of a dynamic new generation of agricultural service
companies.
2019
FEED THE FUTURE SENEGAL NAATAL MBAY
INTRODUCTION
T
he US Government’s Feed the Future
initiative was launched in Senegal in
2011 and has since supported the
development of the country’s rice, maize, and
millet value chains in the north, the center,
and the south of the country. Increasing the
competitiveness of smallholders requires access
to efficient mechanized land preparation and
harvesting services. Feed the Future has thus
supported LOCAFRIQUE in the deployment
of this new approach to equipment financing
to enable the private sector to contribute to
inclusive agricultural intensification, coordinating
with and complementing Government of
Senegal (GOS) subsidy programs.
© RTI International
BACKGROUND
Historically, leasing in Senegal was mainly geared towards non- cereal value chains. Supported by Senegal’s plan for an emerging
agricultural activities such as heavy equipment for construction economy (PSE - Plan Sénégal Emergent), the Government of
and public works, and vehicles. Mechanization in agricultural Senegal has subsidized the acquisition of a significant fleet of
areas is still limited and depends heavily on GOS support for agricultural equipment by stakeholders in rural areas, notably in
expansion. The development of cereal value chains, especially for the Senegal River Valley (SRV). However, the dynamic growth
rice, requires a level of intensification that must be supported observed over the last few years in the Senegal River Valley
by the mechanization of agricultural activities such as soil prompted LOCAFRIQUE to offer leasing as a means of financing
preparation, harvesting, logistics, and processing. However, such emerging companies to provide services and processing of
investments are justified only if they are grounded in a profitable, agricultural products.
commercial dynamic, which until 2013 was not the case for most
Exchange Rate : Financial data originally presented in this note has been
converted at the standard project exchange rate of US$ 1.00 = 500 FCFA.
2
AGRICULTURAL LEASING
COMPARATIVE ANALYSIS OF
THE TYPES OF FINANCING
FOR AGRICULTURAL
TECHNOLOGY MECHANIZATION
DESCRIPTION
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FEED THE FUTURE SENEGAL NAATAL MBAY
INCREA
IN FINANCIAL VOLU
RESULTING CHANGES
LEASING MAKES AGRICULTURAL MECHANIZATION
SERVICES AVAILABLE TO SMALLHOLDERS
INCREASE IN FLEET
OF AGRICULTURAL MACHINES
171
AGRICULTURAL MACHINES
76 51 25 13 6
40%
of the surface
INCREASE
IN PRODUCTIVE CAPACITY
MORE PRIM
CONSOL
area seeded.
Since its launch in 2012 in the Saloum region, and in 2013 Emergence of Mechanized Agricultural Service Providers
in the Senegal River Valley, leasing has become a powerful Leasing has led to a diversification of activities in the agricultural
tool for financing agricultural mechanization, adapted to the sector with the provision of mechanized agricultural services as a
context of cereal value chains. business activity in its own right. In fact, in 2018, 164 mechanized
agricultural service providers operated 256 tractors and 108
Increase in Equipment Financing, Machine Fleets, combine harvesters (76 of which were financed by leasing) in
and Productive Capacity the Senegal River Valley and helped create jobs related to soil
Leasing has made it possible to inject US$ 23.2 million (11.6 billion preparation and harvesting. Services provided by service providers
CFA francs) into the Senegal River Valley from 2012 to 2018 to to smallholder farmers and their producer groups are paid in cash,
finance the acquisition of 171 agricultural machines (tractors, in-kind or with vouchers from the Senegal National Agricultural
threshers, harvesters, offset disc harrows, and moldboard ridgers). Bank (CNCAS). In-kind payments (typically in grain) can be easily
The 76 harvesters financed through leasing represent a harvesting converted into cash by service providers at processing plants that
capacity that is capable of harvesting 28,400 hectares, i.e. 40 percent have credit lines for this purpose. Because of these diversified
of the areas seeded with rice in 2017 in the Senegal River Valley. payment options, the provision of services to smallholder farmers
As an example, the seven combine harvesters in the Brahima Fall has become a profitable activity.
GIE have harvested more than 5,000 tons. With this increase in
available heavy agricultural equipment, more and more producers Emergence of New Consolidators
have the opportunity to participate in double rice cropping in the With the possibility of being paid in-kind, mechanized agricultural
Senegal River Valley. Yields have followed an upward trend and service providers are also becoming consolidators of the paddy, the
today production exceeds seven tons of paddy per hectare during same way banks do through the integrated financing mechanism.
the hot off-season. Agriculture service providers contribute to the value chain by
4
AGRICULTURAL LEASING
ASE
UME
23.2US$ MILLION
WAS INJECTED
TESTIMONY
THROUGH LEASING
INTO THE SRV,
FROM 2012 TO 2018
EMERGENCE OF MECHANIZED
AGRICULTURE SERVICE PROVIDERS MOHAMED SAÏD FALL,
President of the SONS OF
BRAHIMA FALL, GIE
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FEED THE FUTURE SENEGAL NAATAL MBAY
FACILITATION APPROACH
The implementation of agricultural leasing in Senegal was realized 3. Linking Stakeholders With Each Other
largely because of the dynamism and tenacity of LOCAFRIQUE Linking activities between the leasing institutions, the equipment
and its partners (suppliers of equipment and spare parts, credit manufacturers, and the other stakeholders made it possible to
refinancing financial institutions). Feed the Future developed a supply the national market with tractors, combine harvesters, etc.
partnership with value chain stakeholders to facilitate the effective This intermediation work made it possible to target leasing in the
roll-out of the leasing service through a number of activities. agricultural sector. During routine fieldwork, insurance companies
Activities were designed to clear a path so that both local service were encouraged to incorporate leased agricultural equipment
providers and smallholder farmers could benefit from the program. into their agricultural insurance products.
Given the importance of building on a solid financial foundation and
of determining the risk level of the loan portfolios, the facilitation 4. Development of Leasing Security Mechanisms
approach adopted by Feed the Future vests significant responsibility Feed the Future supported the launch of LOCAFRIQUE’s
with the partner. The facilitation role of the program focuses on agricultural leasing activities by developing in coordination with
linking value chain actors to capitalize on the new investment USAID’s Development Credit Authority (DCA) and the Italian
opportunity and integrate it into the value chains’ growth dynamics. Cooperation, a portfolio guarantee mechanism of more than
US$ 5 million (2.5 billion CFA francs). This facility enabled the rapid
These activities were as follows: take-off of leasing, while other private refinancing lines of credit
were subsequently developed. In 2017, a second portfolio guarantee
1. Market Prospecting and Lease Securing valued at US$ 7.1 million (3,6 billion CFA francs), this time dedicated
The initial work of identifying promising value chains led to the to logistics and storage equipment, was approved to support the
establishment of the first public-private pilot partnership, initially structural transformation of Senegal’s agricultural sector.
in the maize sector. Capitalizing on the lessons learned from this
experience made it possible to adjust and refine the system and 5. Synergies Between Leasing and Value Chain Financing
practices. Based on this early experience with maize, the leasing At the same time, Feed the Future facilitated the establishment of
system was subsequently redirected towards the irrigated rice credit mechanisms in rice processing plants for the purchase of paddy
sector in the Senegal River Valley to develop a supply of appropriate rice.Third party holding lines of credit developed in this context have
equipment with a reliable supplier partner. become a powerful tool for monetizing in-kind payments made by
producers to LOCAFRIQUE’s customer base of service providers,
2. Training and User Awareness which has helped to reinforce the viability of leasing.
Agricultural leasing extension activities through workshops, forums,
publicity campaigns, and infomercials helped to raise awareness 6. Preparing for Expansion
about leasing. The service providers and the processors applying At the request of several stakeholders in the financial sector, Feed
for leasing were trained in technical management of the equipment, the Future financed a study describing the achievements derived
accounting, and databases to strengthen their professional from the introduction of leasing in order to inspire the launching of
capacities. similar initiatives. This opportunity has captured the interest of the
Senegal National Agricultural Bank (CNCAS) which has included
the creation of a leasing desk in its 2022 strategic plan.
6
AGRICULTURAL LEASING
1 2
4 3
Development of leasing Linking stakeholders
security mechanisms with each other
5 6
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FEED THE FUTURE SENEGAL NAATAL MBAY
PARTNERSHIPS
AND SYNERGIES
Leasing for agricultural mechanization highlights the potential of an innovation within the banking sector can have a powerful
of public-private partnerships for promoting investment. In multiplier effect.
Senegal, the partnership between LOCAFRIQUE and Feed the
Future has made it possible to mobilize almost US$ 24 million From a business-to-business perspective, leasing facilitates links
(12 billion CFA francs) from private investment in 6 years. between the financing institutions and technology providers. It
is in the interest of financial institutions to partner with brands
The partnership developed by USAID’s Development Credit that have a solid reputation in order to preserve the value of the
Authority (DCA) with the Italian Cooperation for setting up credit guarantee. LOCAFRIQUE serves as an example through its
a start-up guarantee is a good example of pooling resources. partnership with the New Holland company, and other agreements
LOCAFRIQUE’s ability to mobilize CFA francs after the initial DCA with top tier technology providers are to be expected.
support shows how the private sector can effectively leverage
support from a development partner and maximize its impact. The success of agricultural leasing stems from the fact that the
leasing concept was effectively aligned with a pool of dynamic
CNCAS’ commitment to develop a leasing program was facilitated companies that are well integrated into cereal value chains. This
by targeted technical support and the sharing of experiences with connection to commercially-minded companies created a profitable
Feed the Future.This development demonstrates how the adoption demand for mechanized agricultural services.
8 © RTI International
AGRICULTURAL LEASING
ACHIEVEMENTS
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FEED THE FUTURE SENEGAL NAATAL MBAY
CHALLENGES
TESTIMONY
Although leasing has already been implemented successfully
in the Senegal River Valley and developed in the irrigated
rice value chain, there are still challenges to be met before
expansion of the service to other areas and in other cereal MAME KHADY C. DIOP KANE,
value chains can be realized.
Head of the Saint-Louis Locafrique Agency
Access to Credit Lines
Leasing operators find it difficult to access credit lines with sufficiently Evolution of the Leasing Portfolio
low interest rates to offer business customers rates that are suitable
for the agricultural sector. at Locafrique
From Subsistence Farming to Commercial Farming The partnership with Feed the Future has allowed us,
Leasing requires a certain level of investment and economic and since the advent of the Economic Growth Project, to
financial profitability within the realm of private entrepreneurship. support our communication strategy on the benefits
Such priorities are not readily compatible with smallholder family
of leasing as an effective and adapted way to develop
farms. The challenge is to create conditions such that leasing helps
to expand access to mechanized services in low intensification
agricultural mechanization. As a result, it has enabled
areas where subsistence agriculture prevails. us to establish our position as a leader by strengthening
our financing performance in agricultural value chains
Diversification of Value Chains and particularly in the Senegal River Valley.The drop
Partnerships are being considered with more service providers to in 2016/2017 is mainly due to a stock shortage of
expand the coverage area beyond the Senegal River Valley. For this, agricultural equipment in the Senegal River Valley and the
the penetration of equipment leasing into new areas such as the introduction of State-subsidized equipment.
center and the south in the millet, maize, and rainfed rice value
chains is possible. However, this will require an adaptation and
recalibration of the commercial model to fit the lower unit cost of
the equipment used in the rainfed zones. EVOLUTION OF THE LEASING PORTFOLIO
AT LOCAFRIQUE
Position of Leasing vs. State Subsidies (Data source : Locafrique Saint-Louis)
The coexistence of leasing with the distribution of subsidized
equipment has created an element of competition that has slowed 8,93
down the expansion of this private financing model. There is
a coordination problem between these two mechanisms each
designed to improve access to agricultural equipment services.
Financial Integration
6,07 5,53
The strong growth in the mechanized service delivery business
has relied on the increased solvency of clients as a result of the 2,61
integration of services into the seasonal credit system. However,
smoother collaboration between banks and leasing companies has
yet to be developed.
2014/2015 2015/2016 2016/2017 2017/2018
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AGRICULTURAL LEASING
OUTLOOK
Diversification of Equipment Financed by Leasing The agricultural equipment program known as Large-Scale
The success of combine harvesters in the Senegal River Valley Distribution Kits (DGE-Kits), is a collaboration facilitated
heralds a diversification of leasing for the financing of silos, bulk by Feed the Future between the Senegalese Association for
transport equipment, and advanced processing equipment. This the Promotion of Bottom-Up Development (ASPRODEB),
diversification will need to be accompanied by capacity building of the Sahel Industrial Company for Mechanical Engineering,
service provider companies and other leasing customers so that Agricultural Material, and Sales (SISMAR), the Food Technology
these technologies are used to their full potential. They will also Institute (ITA), the Senegalese Institute for Agricultural
require the development of new skills and small enterprises to Research/Office of Macro-Economic Analysis (ISRA-BAME),
ensure the operation and maintenance of this new generation of and CNCAS which has set up an innovative financing
equipment. mechanism for small-scale agricultural equipment with a loan
of US$ 146,000 disbursed by CNCAS for the acquisition
Emergence of a Secondary Market of 234 production kits and of processing equipment.
The financial health of the leasing market is linked to the capacity Although the value seems modest compared to the value of
of a secondary market for lease takeover in the event of default or equipment leased in the Senegal River Valley, this mechanism
non-exercise of the purchase options at the end of the lease. The is a departure from the common practice of farmers in the
creation of joint ventures with equipment dealers and mechanical southern zone relying on Government subsidies for their
maintenance companies to ensure upkeep and maintain the market mechanization needs. It paves the way for growth driven by
value of the equipment being taken over is an important way to the private sector. The initiative included the support of Naatal
enhance the development of leasing. Mbay for the training of 14 local artisans in the production and
maintenance of agricultural equipment in order to ensure the
sustainability of the program.
11
TO LEARN MORE
• Rapport final : Recensement du matériel agricole de travail du sol et
de récolte-battage dans la Vallée du Fleuve Sénégal, CGERV, 2017,
• Rapport final : Etat des lieux des impacts des importations de riz sur
la commercialisation du riz local, Hathie I. et Ndiaye O. S., IPAR, 2015
• Senegal: building an integrated agriculture sector, USAID
Development Credit Authority, 2017
• LEO Report n°49: Case studies on facilitating systemic change: a
synthesis of cases from Ghana, Senegal, Zambia, and Rwanda, USAID,
LEO, and ACDI/VOCA, 2016
PHOTO
The heavy soils in the Senegal River Valley require powerful tractors.
The Naatal Mbay project (Flourishing USAID is the United States Agency for The Agricultural and Rural Prospective
agriculture in Wolof), spanning four International Development, one of the Initiative (IPAR) is a space for reflection,
years (2015-2019), invested nearly US$ most active agencies in the world in this dialogue, and coordinated agricultural and
24 million (12 billion CFA francs) to field. In Senegal, USAID is working in close rural policy proposals in Senegal and in the
support the rice, maize, and millet cereal collaboration with the Government of West African region. IPAR’s main research
value chains. It has created business Senegal in the fields of health, economic topics are: (i) structural transformation of
opportunities for inclusive growth and growth, agriculture, education, and good agriculture; (ii) climate change; (iii) migration
development of the agricultural sector governance. and youth employment; (iv) sustainable
in the Delta and the Senegal River Valley, development objectives; and (v) governance
For more information :
in the southern portion of the central of natural and land resources
www.usaid.gov/senegal
peanut basin, and in the southern regions
For more information :
of Ziguinchor, Sédhiou, and Kolda. Naatal
www.ipar.sn
Mbay was implemented in the context of
Feed the Future, an initiative launched by
the Government of the United States of
America in 2011 to combat hunger and
food insecurity in the world.
For more information :
www.feedthefuture.gov
This publication is part of a series of eight thematic notes prepared in the context of key findings on the Naatal Mbay project. Produced by the
Senegalese think tank, IPAR, together with RTI International, it has been made possible thanks to the support of Feed the Future through USAID
(United States Agency for International Development), in accordance with contract no. AID-685-C-15-00001. The opinions expressed in this
document are those of the author or authors and do not necessarily reflect the views of USAID.