aquaculture feasibility study and business plan

• Mar 9, 2023

Fishing for Success: How Feasibility Studies and Business Planning Can Help Your Aquaculture Thrive

A business feasibility study is a detailed analysis of the viability of an idea or concept for a business venture. Once feasibility has been determined, a business plan documents the operational and financial objectives of the venture and the detailed plans to achieve them.

Aquaculture is a complex and capital-intensive industry that requires careful planning and management to ensure its success. Feasibility studies and business planning are critical components in the process of starting and operating an aquaculture business to assess the viability and potential success of a proposed project or business venture. These processes can help entrepreneurs make informed decisions, allocate resources effectively, and develop strategies to mitigate risks and challenges, leading to a higher likelihood of success.

Here is an example of an aquaculture business feasibility study and business plan :

Feasibility Study : An entrepreneur wants to start an aquaculture business that will specialize in the production of targeted fish for local and export markets. The feasibility study will assess whether the idea is viable and financially feasible .

Market feasibility : The study will examine the demand for targeted fish in local and export markets, the competition, and pricing trends.

Technical feasibility : The study will assess the availability and suitability of land, water, and other resources for the production of targeted fish. It will also examine the required technology, equipment, and infrastructure to support the business.

Financial feasibility : The study will analyze the estimated costs, revenue projections, and potential return on investment to determine whether the business is financially feasible.

Legal feasibility : The study will examine the legal requirements, permits, licenses, and zoning regulations needed to start and operate the business.

Operational feasibility : The study will assess the staffing requirements, skills, and training needed to operate the business and identify potential operational risks and challenges .

Business Plan : Assuming the feasibility study shows that the business is viable, the entrepreneur can proceed to develop a business plan. The business plan will detail the operational and financial objectives of the venture and the detailed plans to achieve them . Here are some sections that would be included in the plan:

Executive Summary : This section will provide a summary of the business idea, the market opportunity, and the financial projections .

Company Description : This section will provide background information about the business, its mission, and its products or services.

Market Analysis : This section will provide an analysis of the market opportunity for targeted fish, including the target market, competition, and pricing .

Management and Staffing : This section will describe the management team, the organizational structure, and the staffing requirements .

Operations Plan : This section will detail the production process, technology, equipment, and infrastructure required to produce targeted fish.

Marketing Plan : This section will describe the marketing strategies and tactics that will be used to promote and sell the products .

Financial Plan : This section will provide financial projections, including income statements, cash flow projections, and a balance sheet, and will also include a funding request if needed.

In conclusion, feasibility studies and business planning are crucial for the success of aquaculture businesses. These processes can help entrepreneurs assess the market demand, availability of resources, technical requirements, financial viability, and potential risks and challenges. By conducting a thorough feasibility study and developing a comprehensive business plan, entrepreneurs can make informed decisions and allocate resources effectively, leading to a higher likelihood of success.

Furthermore, it is essential to seek expert advice and assistance to ensure the success of the aquaculture business. Peterson Projects and Solutions Indonesia is a leading consultancy firm including in the aquaculture industry. Our team of experts can provide valuable insights and solutions for your aquaculture business, including certification, technical support, and training.

If you need assistance or consultancy for your aquaculture business, don't hesitate to contact Peterson Projects and Solutions Indonesia at [email protected] . Let us help you turn your aquaculture business into a success story.

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• Technical Training & Teaching
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AquaSol, Inc. is a recognized leader in the development of bankable business plans for proposed aquaculture projects or existing aquaculture operations. For proposed new aquaculture ventures, we only provide this service after feasibility has been clearly demonstrated during the first round of our involvement. We do, however, provide this service to existing aquaculture enterprises. Business plans are a key tool for existing aquaculture companies that need to prepare the business for outright sale, a new venture, or to obtain financing. Furthermore, all businesses should have a "living business plan" that is constantly updated as the business climate and strategic vision of the farm evolves. For an aquaculture company that keeps its plan up to date, this living document is one of the most valuable tools at its disposal.

The main components of a customized aquaculture business plan from AquaSol, Inc. are the following:

• Executive Summary
• Project Description
• Legal Form of the Company
• Site Search & Site Analysis Summary
• Feasibility Analysis Summary
• Site Engineering, Design & Construction
• Management Team and Organization
• Senior Management Background
• Operational Management
• Senior Management's Responsibilities
• Compensation
• Operational Plan
• Farm Management Plan
• Business Management Plan
• Market Research

The executive summary is extremely important in capturing the reader's attention. We make sure this part of the plan is clear and concise and sells the proposed aquaculture business idea to the targeted reader. Typically, this is the first introduction to your company and it must make a great impression. The Executive Summary will include a brief description of business idea, a mission statement, an overview of the industry, an overview of the goals & objectives of the company, key competitive advantages, a snapshot of the marketing strategy, financial highlights, and a synopsis of key management personnel and advisors.

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Apart from the design and supply services we also offer Aquaculture Feasibility studies and Business plans, financial analyses and Grant applications 

Pre-feasibility / Feasibility studies

For those new to the business, or established aquaculture operators wishing to expand into recirculation systems, we can advise on the most appropriate technology and scale of operation to suit your requirements. Often this will entail a site visit followed by a written report.  As a first step to understanding your fish farming requirements please download, save and fill in our QUESTIONAIRE  - then e-mail it back to us.  Or just write to us at [email protected]  

Business plans / financial analyses

A strong and well written Business Plan should be a cornerstone of every new aquaculture project. At Llyn Aqua, we listen to your ideas and get to understand your vision for the project to ensure the Business Plan is relevant to your business, your local conditions, your targeted markets and your financial situation.   

Grant applications

Llyn Aqua has a strong track record in helping businesses access public funding to part fund investments. Please contact us to discuss your requirements.   

Project management

Having designed the right aquaculture systems for you we will not abandon you! It is essential that a sound plan is put in place to make sure that all designs are brought to reality on time and on budget. Without this even the best of designs will be doomed to fail before the first batch of fish is grown. Even now we see many projects which are either under funded or have run over budget due to poor management and wrong selection of species, location and / or technology. If required we can assist in the planning and implementation and help ensure that this does not happen to your project.  

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Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study

Consultant: Abebe Ameha Mengistu Consultancy Service

Team of Experts: Abebe Ameha Mengistu, PhD (Project Coordinator, Senior Fisheries Expert) Sileshi Ashine, MSc (Aquaculture Economist)

Owner: Addis Ababa Chamber of Commerce and Sectoral Associations Agri-business Support Facility Project

May 2015 Addis Ababa

Table of Contents PART I: INTRODUCTION 1 PART II: TECHNICAL FEASIBILITY OF THE PROPOSED COMMERCIAL TILAPIA AQUACULTURE 3 2.1 BACKGROUND OF THE PROJECT 3 2.2 PROSPECTS FOR FISH PRODUCTION, CONSUMPTION AND TRADE 5 2.2 THE CHOICE OF APPROPRIATE COMMERCIAL AQUACULTURE SYSTEM 9 2.4 TILAPIA PRODUCTION AND PROCESSING 13 2.5 CONTRIBUTION OF THE PROPOSED TILAPIA FARM 17 2.6 RISKS, CHALLENGES AND REMEDIES 18 PART III: BUSINESS FEASIBILITY OF THE PROPOSED COMMERCIAL TILAPIA AQUACULTURE 19 3.1 SOCIO-ECONOMIC, LEGAL, INSTITUTIONAL AND POLICY GROUNDS 19 Fish Processing and Utilization 21 Fish Marketing 21 Market and Product Segmentation 22 Fish Trade 23 Fish Consumption 24 Price of Fish 25 Socio-economics 25 Food and Nutrition Security 26 Employment and Income 27 Value Addition to GDPs 27 Goals 28 Market Analysis for Farmed Tilapia 28 a. Market and Product Segmentation 29 b. Demand Forecast 29 c. Supply Forecast 30 d. Price Segmentation 31 e. Competition 32 3.2 FINANCIAL ANALYSIS 33 Investment Cost 35 Investment Financing and Debt Servicing 35 Operating Costs 35 A. Net Cash Flow 38 B. Net Present Value (NPV) 39 C. Financial Internal Rate of Return (FIRR) 40 D. Payback Period 40 Some Aquaculture Risk Management Strategies 43 REFERENCES 43

Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

PART I: INTRODUCTION

Culturing fish is a very old practice in Africa, although commercial production of fishes is still developing throughout the continent. Some species and strains of fishes are in particular suitable for commercial production. The Nile Tilapia ( Oreochromis niloticus) is one of these very important fishes, introduced from Africa and the Middle East to several countries elsewhere in the world. Now it has become popular in commercial and subsistence aquaculture ventures. China and other Asian countries are famous for their bulk contribution to global aquaculture production of tilapia and other fishes. The sector incorporates not only rearing fish for harvest, but also hatcheries, feed processing, envi- ronmental issues, genetic and species diversity, post-harvest processing, economics, as well as improvements through research and knowledge transfer. In Ethiopia, existing fish production is mainly based on capture fisheries from natural lakes and rivers; artificial reservoirs also contribute some amount. The capture fisheries, however, has never been able to satisfy the ever-increasing domestic demand, with pric- es for unprocessed and semi-processed fish products showing drastic increment in the past two decades. The biomass and potential yield of the natural waters cannot entertain significant increase in fishing efforts, with natural fish stocks depleting from time to time. The best alternative, and the only choice to get out of this gap in demand and supply, and the best option to ensure conservation of genetic and species diversity of fishes in Ethio- pia appears to be transformation of Ethiopian fisheries into a mainly aquaculture-based production system. A few individuals and private companies have tried (and are trying) to establish commer- cial level aquaculture in different parts of the country. None of these have been realized due to problems of financial, land provision, environmental safety or other issues. In line with this, preparation of a model feasibility study and business plan for commercial fish farming in Ethiopia became mandatory. The Agri-business Support Facility Project of the Addis Ababa Chamber of Commerce and Sectoral Associations took the initiative to establish an Aquaculture Platform to facilitate activities related to production, marketing and value chain analysis. Preparation of this feasibility study and business plan has been contracted to Abebe Ameha Mengistu Consultancy Service, and the document is meant to serve as a desktop reference material to be used by potential investors, the govern- ment and researchers. In view of focusing on Addis Ababa as the major market outlet for farmed tilapia, two geographic areas, namely Shewa Robit and Wenji-Metehara, are proposed as suitable lo- calities climatically, availability of water and land and for transportation. The local strains of Nile tilapia will be used to start the business until the best productive strain will be sorted out through action research. The level of management and design of aquaculture is proposed to be semi-intensive concrete ponds that initially require around 5 ha of land. Fingerlings will be at first obtained from existing local suppliers, until an intensive hatchery gets established. A ‘green water’ system fertilized with grasses and leaves will

1 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 be used to produce natural feed for the tilapia, with supplementary feed to be applied to enhance growth. Electrical aeration will provide additional dissolved oxygen to the system. Several assumptions are taken into account to estimate productivity and levels of pro- duction per harvest. Nine ponds, each having a dimension of 50 m x 50 m x 1.2 m will be prepared as growth and fattening ponds. The stocking density is proposed to be 26 fin- gerlings/m2, eventually to be thinned to 11.7 fishes/m2 after two months. With 90-95% survival during a total of six months of rearing, the farmed tilapia are expected to attain an individual weight of 300 g. Fillets of Nile tilapia will be packed, labeled and marketed as a premium-to-high quality product. Whole fresh or gutted fish can also be sold upon request by the customers. An estimated 100 tons of tilapia will be produced by the fish farm per year, with a -pro ductivity of about 44 tons/ha/harvest. The farm is expected to create jobs for at least 45 persons during its establishment. The investment and annual operating costs are es- timated to be around ETB 8 million and ETB 2.6 million, respectively. The NPV for the aquaculture project at the end of the first ten years is about ETB 4.5 million, with the computed FIRR of the farm being 64%. In summary, the proposed commercial tilapia farm business appears highly profitable and feasible both technically and financially.

2 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

PART II: TECHNICAL FEASIBILITY OF THE PROPOSED COMMERCIAL TILAPIA AQUACULTURE

2.1 BACKGROUND OF THE PROJECT

Ethiopia has a rich resource of freshwater fishes in its natural lakes and rivers. So far, the major source of food fish for the domestic market are the traditional and small scale modern capture fisheries. The demand for and price of fish has increased significantly over the past two decades. Fish stocks in lakes and rivers are also getting depleted due to uncontrolled fishing. Increasing human population and the need for nutritional security and conservation of fish diversity in Ethiopia make it mandatory and timely to look for alternative ways of fish production. That is, the capture fishery from the natural waters has to be supplemented with culture fishery (aquaculture). To date, commercial aqua- culture has not been effectively established in Ethiopia. One of the actions required to promote commercial aquaculture in Ethiopia is conducting research and preparation of a document on the feasibility of fish farming in Ethiopia.

2.1.1 INITIATION AND PURPOSE OF THE PROJECT

Under conditions where no commercial aquaculture has been established before, initia- tion and handling of such feasibility study requires a responsible institution that has- ac cess to and network with several relevant stakeholders. Accordingly, the current project was initiated and facilitated by the Agri-business Support Facility (ABSF) Project of the Addis Ababa Chamber of Commerce and Sectoral Associations (AACCSA). The purpose of this feasibility study of commercial tilapia aquaculture business model is to provide technical assistance to potential investors on aquaculture in Ethiopia. This is thought to lay the basis for commercial level aquaculture in Ethiopia which will contribute to food and nutritional security in the country, to conserve natural fish stocks, as well as to create job opportunities and contribute to the national income.

2.1.2 SCOPE

The project covers the feasibility study and business plan for commercial aquaculture of Oreochromis niloticus (Nile tilapia) in the central part of Ethiopia. The research covered relevant parts of the country in terms of fish production and market, while selection of appropriate sites for the intended aquaculture were specified to a geographic area cov- ering a radius of about 250 km around the capital city Addis Ababa. To make the study as complete as possible, biological, geographic, environmental, social, legal, human re- source, veterinary and economic issues are addressed.

2.1.3 APPROACH AND METHODS

Preparation of an aquaculture business model for Ethiopia at this time is challenging and

3 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 demanding, requiring thorough investigation of available information in the country and elsewhere. The study is difficult mainly because there is no previously established com- mercial level aquaculture in the country, and there are no research findings that recom- mend the best set of inputs (seeds, feed, locality, etc) to implement a pilot project. The benchmarks for the current study, therefore, are experiences of other African and Asian countries that have passed through processes similar to the present situation of Ethiopia in establishing commercial tilapia aquaculture from scratch. To organize this document, at first desktop study of existing knowledge and experiences in Ethiopia, Africa and the world was performed. The potential, opportunities, challenges and risks of establishing the business were assessed. Following this, making decision on an appropriate tilapia aquaculture model was difficult, but was managed under some considerations. The decision was made carefully, as the model business plan should nei- ther be overambitious, nor should it be economically and environmentally unsustainable. Potential stakeholders and key informants were identified to get up-to-date information and practical suggestions. A good example here is the role of the Ministry of Agriculture as the core actor to develop Ethiopian aquaculture. Existing efforts in terms of research and establishing large-scale commercial aquaculture, hatchery, feed production, improv- ing fish processing and marketing conditions were assessed in Addis Ababa, Ziway, Ha- wassa, Arba Minch, Bahir Dar and Shewa Robit. Data on the biology (taxonomy, breeding, feeding, growth, mortality/survival), geogra- phy (soil, landscape, climate) and potential productivity of the selected species of tilapia were used as inputs to organize the business plan. In addition, layout of the aquaculture facility, legal, market and other considerations were put together to enrich the model. Although benchmarking and adaptation of experiences from other countries has been considered, the proposed commercial tilapia aquaculture is prepared to reflect the ideas and recommendations of the team of experts involved in the study. Activities were -per formed following the work plan and the final adjustments indicated in the inception -re port. The processes and outcomes indicated in this business model will be subject to fur- ther update and modification pending on valued comments of other experts, the client and the potential investors.

4 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

2.2 PROSPECTS FOR FISH PRODUCTION, CONSUMPTION AND TRADE

A set of essential inputs are needed to establish and run a commercial fish farm. The main inputs are land, water, capital goods, fingerlings/seed, feed, capital, labor, services (research, extension, finance, etc) and technical and business know-how. Currently, the lack of seed and feed as well as skills in the field is crucial. What follows is assessment of availability and accessibility of these set of resources and inputs.

2.2.1 SUITABLE GEOGRAPHIC AREAS AND CLIMATIC CONDITIONS

Two localities are suggested to be candidates to pilot the proposed commercial tilapia aquaculture around the major market, Addis Ababa (Fig. 1). These are: i. Vast plain around the town of Shewa Robit, located 220 km north-east of Addis Ababa at 10o00’N, 39o54’E and situated at an altitude of 1280 m a.s.l.; and ii. The flat lands between Wenji (8o27’N, 39o17’E, 1584 m a.s.l.) and Metehara (8o54’N, 39o55’E, 947m a.s.l.), through which the Awash River runs in the Rift Valley; this locality is about 150 km south-east of Addis Ababa.

5 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Fig. 1. (A) Map of Ethiopia, and (B) location of Shewa Robit and Wenji-Metehara areas rel- ative to Addis Ababa. Color key: dark lines = administrative boundaries; red lines = roads; green areas = lowlands; yellow areas = mid-altitudes; brown and red areas = highlands. Both localities (Shewa Robit and Wenji area) are lowland to mid-altitude areas with rela- tively warm climates as compared to the adjacent highlands. These localities are selected based on the basic and minimum conditions that have to be fulfilled to establish com- mercial aquaculture in tropical areas. The choice of suitable geographic areas for the intended commercial tilapia aquaculture is mainly based on year-round availability of water, land for investment, access to elec- tricity and feeder roads, soil type and topography, suitable natural climatic conditions for growth and reproduction of Nile Tilapia and proximity to major market.

2.2.2 MANPOWER REQUIREMENTS

The technical and entrepreneurial skills in Ethiopian aquaculture are yet to be developed at all levels. More capacity will be needed to carry out action research to address the bio- logical and technological challenges facing aquaculture in Ethiopia. Developing the busi- ness orientation of the research and extension services of the government institutions and the entrepreneurial attitude and skills of the business community will be critical. This calls for capacity building intervention in aquaculture biology, technology, business planning and management. The proposed enterprise’s management structure is given below in Fig. 2. The firm will have a total of 45 staff members including 4 management personnel, 7 technical experts and 34 other workers. The two technical team leaders who are supposed to manage the primary fish produc- tion and processing units should have adequate knowledge and skills in their respective responsibilities. As it will be difficult to find well trained personnel in the country, they

6 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 should be able to get tailored trainings. Other workers in these two units should also be provided with relevant skill trainings on feeding and caring for fish in captivity and in fish processing and safety matters. The number of workers in the facility can be increased with future expansion programs and operation of the project at full capacity.

2.2.3 QUALITY AND STANDARDS FOR MARKETED FISH

The concern for public safety and product quality has become stringent in recent times. Therefore, the farm will adopt and adhere to existing national and international food standards. Nationally, fish products for human consumption shall comply with the Food, Medicine and Health Care Administration and Control Proclamation (No. 661/2009), and the 2014 Draft Fish Product Quality Control Regulation. The ISO ratings and the HACCP are also compulsory standard frameworks to comply with. Internationally, the US Depart- ment of Agriculture and the Food and Drug Administration, ISO ratings, HACCP, the EU inspectorate, and the South African Bureau of Standards are common food standards to comply with, especially during export. Most important is the tool prepared to assist with compliance to the International Standards for Responsible Tilapia Aquaculture (WWF, 2011).

Fig. 2. Organogram of the proposed tilapia farm with a minimum staff allocation.

7 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

2.2.4 FISH PROCESSING AND DISTRIBUTION

Fish processing is a value addition process to raw fish. Tilapia fillet will be the principal product of the proposed farm. Fish processing involves a series of tasks such as: receiv- ing, sorting, filleting, weighing and packaging, eco-labeling and cold storing. Filleting: The raw fish will be processed to make fillets. Fillet yield of individual fishes depends on the species, sex, size, and its structural anatomy. Of commercially farmed species tilapia (Oreochromis sp.) has a low fillet yield of 30 to 35% as compared to >38% for the catfish species Ictalurus punctatis (Borderías and Sánchez- Alonso, 2011). Filleting should take place while the fish is fresh. This has many advantages including providing a very fresh product without gaping, allows shipping the product to markets earlier, pro- longs product shelf life as well as creating convenience for fish food preparation. Filleting can be done manually for the first phase until the need arises to use filleting machine for bulk processing in the secondd phase. Still the former method will be preferred given the abundantly available and affordable labor in the country. Packaging: Packaging is generally dictated by the demands of the buyer and consumers. Taking this into account, the farm will produce 1-kg plastic packed frozen and/or chilled fillet. It will be a convenient and affordable size. Upon demand, the fillets can be packed as 0.5, 5 or 10 kg bags. Eco-labeling: Sustainable harvesting and processing standards are increasingly recog- nized through eco-labelling. The farm will develop its own standard eco-label to provide buyers and consumers the trust and confidence on the product as well as to promote the visibility of the farm. Distribution of final product: Using its refrigerated truck the firm will transport and dis- tribute the final product to predetermined whole seller(s). The main roads that stretch from Addis Ababa to Shewa Robit, or from Addis Ababa to Nazareth are currently the most convenient paths. The farm will have a retail outlet in Shewa Robit town, or in Nazareth, to provide product access to local consumers and people in transit. Cold chain: Recognizing that fish is a highly perishable food product, the fish processing, distribution and marketing functions shall be in place and use the required cold chain facilities and apply the standard operating practices. Elements of the cold chainsare chilled processing environment, deep freezer, refrigerated truck, and ice making ma- chine. Though specific temperature threshold is species- dependent, the temperature must be lower than 17 °C to avoid gaping in fillets.

8 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

2.2 THE CHOICE OF APPROPRIATE COMMERCIAL AQUACUL TURE SYSTEM

Different types of commercial aquaculture can be suggested for Ethiopia, each type hav- ing its own advantages and disadvantages in terms of investment capital, productivity, operational requirements, management, and environmental suitability. As commercial aquaculture is non-existent in Ethiopia, the choice of these systems requires careful consideration of sustainability both economically and environmentally. Economic sus- tainability requires production of good quality fish in large amounts, and this is usually achieved along with some level of damage to biodiversity and the environment. The commercial tilapia aquaculture suggested as a starter for Ethiopia, should therefore be one that balances economic and environmental sustainability. The capacity of the poten- tial investor, the availability of basic inputs and other factors also need be considered to suggest a possible choice. In line with this, for Ethiopia, two types of commercial aquaculture systems (intensive and semi-intensive) can be suggested along with one mode of deployment, land-based set up. The system should be land-based to avoid direct disturbance on the natural water body (lake or river). In particular, the problem of escape of fishes from the aquaculture system, and pollution from fertilizers and sinking feed can be effectively controlled in a separate facility. This document presents the semi-intensive system as the currently best option for the potential investor.

2.2.1 SEMI-INTENSIVE TILAPIA AQUACULTURE

A semi-intensive tilapia aquaculture in land-based concrete or earthen ponds appears ideal as a model to start commercial tilapia farm in Ethiopia. It is appropriate to think of a model that is feasible both economically and environmentally. Most of the inputs required for this system do not need sophisticated technology, or very expensive equip- ment as an intensive system does. In the proposed semi-intensive tilapia farm, the ponds will be fertilized to enhance growth of phytoplankton and zooplankton that will serve as natural feed for the fish. Supplementary meal and formulated feed such as floating pellets will be added in accordance with the size (weight) and the density of stocked fish. Experience in Asian and African countries that had histories of challenge in establishing tilapia aquaculture decades ago, indicates that semi-intensive aquaculture is the domi- nant type of management system. Tilapia aquaculture in mainland China, Egypt, Zambia and Kenya are few of the very good examples for this.

2.2.2 LAYOUT OF THE TILAPIA FARM

The proposed fish farm will have administrative, research, fish processing and cold- stor- age, waste treatment, and pond areas (Fig. 9). The total area required during the begin- ning stage of the tilapia farm project is 3 ha (30,000 m2), with an additional 2 ha (20,000 m2) considered for expansion in a few years (Table 1). 9 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Administrative and public area: The administrative area includes offices, stores, garage, washing and restrooms. The public section will have social area with café, children’s play- ground, health area, shop and exhibition sections. This compound will have an area of 2,500 m2. Research area: Here four small ponds (each having 100 m2) and laboratory facilities will be placed to conduct experimental research on the reproduction, growth and productiv- ity of farm fish, as well as water quality, fish health and environmental studies. In addi- tion, a fisheries and aquatic sciences library, will be set in this area. The area allocated for these facilities is 1,000 m2. Fish processing and cold-storage area: This includes shed for gutting, cleaning and pack- ing fresh whole fish, as well as a cold store room to keep products until transported to the market. The area for this post-harvest facility will be 1,500 m2. Waste treatment area: In this area, byproducts of gutted fish, left-over feed and other biological wastes will be treated for recycled use. In addition waste water will be drained to agricultural land. The area for this compound will be 600 m2. Grow-out ponds: The grow-out ponds at the initial stage of the project comprise a total of nine equal sized (50 m x 50 m x 1.5 m) ponds: three growth ponds and six fattening ponds. Growth ponds will be used to keep newly arriving fingerlings for quality check (sex, diseases, etc) and to acclimatize them to the new pond conditions. Here the fin- gerlings are expected to increase in length. Fattening ponds will be used for thinning of the densely stocked fishes in the growth ponds, and to allow the fish gain mass as fast as possible. Harvest will be conducted from the fattening ponds. The total land area to be occupied by the whole pond compound is 28,900 m2 (nearly 3 ha) including ponds, canals, reservoir and dykes. The actual area to be occupied by water in the nine ponds is 22,500 m2, with a depth of 1.2 m. The ponds will be arranged in such a way that in- put and drainage of water to and from the ponds will be facilitated by gravity and when needed, with little pumping effort.

10 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Fig. 3. Generalized layout of ponds and other facilities in the tilapia aquaculture farm. The source of water for the ponds will be adjacent to the water reservoir, the ponds and waste treatment areas (note that proportion or relative size of the components is not presented to the scale). Table 1. Tilapia aquaculture land use plan in the proposed tilapia aquaculture system. Land use plan Total (m2) Land use plan Total (m2) Fish growing pond (3, unit area 2,500 m2) 7,500 Fish fattening pond (6, unit area 2,500 m2) 15,000 Dykes, canals and passages between ponds 400 Fish processing, office/store, etc 7,500 Reserved for expansion in 2nd phase 20,000 Total farm land (~5 ha): 50,400

11 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

2.2.3 STRAINS OF NILE TILAPIA

Under conditions where no commercial aquaculture has been established before, it is difficult to precisely decide on the strain of tilapia that performs the best in Ethiopia. Lessons from other countries that started aquaculture from scratch indicate that the process of identifying the best farm fish and developing the fish farm require continued research along with the production process. In China, development of commercial aqua- culture became a success story after hybrids of different species of tilapia were tested and proved good in hatcheries and grow-out facilities. In Zambia, several years of research has helped to identify the species that best suits the tilapia farm at Kafue Fisheries, and later led to the idea of introducing Genetically Improved Farm Tilapia (GIFT) strains. To balance sustainability in terms of production and environmental safety, the issue of introducing hybrid or genetically improved strains, or of exotic species of tilapia, is con- troversial. It is obvious that GIFT strains showed fast growth rate as compared to lo- cal strains of tilapia (Ansah et al., 2014). However, it is also recommended to improve management practices and infrastructure to increase the yield and profitability of local strains instead of introducing genetically improved strains (Ansah et al 2014). Escapes of the exotic strains from the aquaculture ponds into natural water systems can be a major problem posing threat on indigenous species of tilapia and other fishes. However, the high productivity of these strains in commercial aquaculture has been proven elsewhere. For the proposed commercial tilapia aquaculture in Ethiopia, a good option will be to use local strains of Nile Tilapia that exhibit best growth performance and are tolerant to a wide range of environmental conditions. In the meantime, research can be done to test the growth and culture conditions of hybrid tilapia, for instance a mix of (XX) female indigenous Oreochromis niloticus and (YY) male exotic tilapia. The hybrids are expected to be all-male (XY), and this is one of the major aspects to ensure faster growth of the farmed tilapia. However, the productivity of the hybrid can’t be guaran- teed without experimentation. Experiences in other countries have shown that hybrids of female indigenous O. niloticus with YY male tilapia as good candidates for commercial aquaculture. Regarding environmental safety, escape of these fish from the aquaculture facility into natural water systems can be controlled using a combination of methods in- dicated in the environmental issues section below.

2.2.4 ENVIRONMENTAL ISSUES AND WASTE TREATMENT

The intended aquaculture system is proposed to be feasible not only economically, but also environmentally. The major sources of disturbance on the environment from com- mercial aquaculture appear to be escape of exotic fish strains (species) from the ponds into natural water systems, and pollution of natural waters from inorganic nutrients and formulated feed that settle on the bottom of the pond. Damages on the environment from these sources can be avoided or minimized by establishing the aquaculture facility as a separate pond system isolated from the river or lake, by preparing secure safety bar-

12 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 riers, by ensuring total fish removal from ponds during final harvest, and/or by draining the pond water into agricultural land instead of returning it directly back into the river or lake. Byproduct from filleting will be recycled to animal/fish feed. Until the farm develops its in-house capacity to prepare fish meal , the byproduct will be dried up and supplied to feed processing factories. If catchment area conservation is incorporated with the aqua- culture project, this can enhance the biodiversity of the surrounding area.

2.4 TILAPIA PRODUCTION AND PROCESSING

2.4.1 FINGERLINGS

Currently, production of fingerlings of tilapia to supply for commercial level aquaculture is non-existent in Ethiopia. However, existing, newly established and planned hatcheries will have the potential to supply good quality fingerlings for grow-out systems. The qual- ity of the fingerlings has to meet the standards required for good performance in the grow-out ponds. Quality seed production has to be the core objective of the separate hatcheries to be established in Ethiopia. Stocking density of the fingerlings in the growth ponds is suggested to be set at 32 fin- gerlings per m2. This figure is adopted referring to experience of Kafue Fisheries Limit- ed (30 fishes/m2) in Zambia (Flynn, 2010). The average weight of individual fingerlings during the initial stocking has to be at least 27 g. After two months, the fingerlings are expected to attain an average size of 180 g, and the stock will be split into two (thinning) and restocked in fattening ponds; at this stage, it is assumed that 90% of the initial stock will survive. It is also assumed that 95% of the tilapia stocked in the fattening ponds can survive until the time of harvest, where individuals are expected to reach an average size of 350 g.

2.4.2 FERTILIZATION OF PONDS, FEED AND FEEDING

For the currently proposed tilapia farm, feed will be made available to the fingerlings and grown tilapia in two different ways. The first is natural feed in the form of phyto- and zooplankton. Growth of plankton in the ponds will be enhanced by creating ‘green water’ ponds through addition of grasses and leaves and optionally chemical fertilizers. Animal droppings from poultry, pig or other farms can also be used to fertilize the ponds. The second is supplementary feed that can be made available from different sources. Wheat or rice bran is good source of energy and moderate protein. Leaves of Sesbania and Leu- caena (NOT SEEDS which are toxic) are good sources of vitamins and proteins, and serve as good fertilizers. Cakes made of soy, sunflower, sesame and cottonseed are excellent sources of protein and energy. Other sources of food such as insects and finely chopped body parts of dead fish can also be used. The supplementary feed can be prepared in the form of floating pellets to give the fish enough time to feed before the pellets sink to the

13 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 bottom.

2.4.3 AERATION

With increased stocking density and high level of solutes and impurities in the pond water, the level of dissolved oxygen (DO2) will be lowered to some extent, causing suffo- cation and death to the fish. Moreover, in a ‘green water’ aquaculture that uses grasses and leaves to fertilize the ponds, large amount of DO2 is consumed by phytoplankton and algae at night. Availability of sufficient amount of DO2 ensures relatively high growth and productivity of the farmed fish. The ponds will have still waters that cannot mix atmospheric oxygen into the water. Sufficient amount of oxygen can be dissolved into the pond water by the use of electric paddle wheel aerators. The aerators will have to be used mainly at night when uptake of DO2 by photosynthetic organisms takes place. Daytime aeration also is required in cases of high level of phytoplankton productivity and increased water temperature. One paddle wheel aerator will be used per pond.

2.4.4 VETERINARY SERVICES

The ‘green water’ system is generally reported to have little risk of diseases for the fish (Flynn, 2010). During and after stocking is performed, the health of the fingerlings and the adult fish will be examined using direct observation and samples of fish and water at periodic intervals. In the growth ponds, the fingerlings will be quarantined to avoid introduction of bacterial, fungal or helminthic diseases into the ponds. If manageable level of prevalence of diseases is observed, appropriate treatment of the ponds will be conducted.The grow-out ponds also will be examined and treated for any prospectively occurring diseases. This will be done periodically on monthly intervals. Water quality analysis will have to be performed every two weeks to prevent potential damage due to pollution of the ponds.

2.4.5 PREDATION

Predation of fish in open air aquaculture systems is expected to occur by piscivorous birds (e.g., cormorants, pelicans), large reptiles (e.g., Nile monitor), or small mammals (e.g., freshwater otter). To control these predators non-harmful techniques will be used, including specially designed fences around the pond area, mechanical deterrents and watchmen. Some unavoidable predation of the farmed fish will be considered in comput- ing the survival rate of the final harvest from the grow-out ponds.

2.4.6 STOCKING DENSITY AND GROWTH PERFORMANCE OF STOCKED TILAPIA

Under good growth conditions, tilapia of 20 to 40 g can be stocked in grow-out ponds, and under good temperature regimes, the males can reach a weight of over 200 g in 3 to 4 months, and over 400 g in 5 to 6 months. However, this may not be achieved under

14 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 stressful conditions such as shortage of good quality feed, sub- optimal water tempera- ture or absence of aerators. Further gain of size (weight) can be achieved if the fish are reared for 8 months or more. The above growth performance goes with stocking density ranging between 2 and 7 fish/m2 (Popma and Massre, 1999). The proposed tilapia aquaculture is expected to use a ‘green water’ system with addi- tional formulated feed. Aerators will be used to improve performance of the fish. -Ac cordingly, the stocking density of 27 g fingerlings in the growth ponds is planned to be 26 fingerlings/m2. Assuming 90% survival (that is 23.4 fish/m2) after two months, and subsequent thinning by dividing fishes of a growth pond into two fattening ponds (that is 11.7 fish/m2), individual fishes are expected to reach 300 g in four months of fattening (total of six months in grow-out pond).

2.4.7 PRODUCTION CYCLE

The proposed tilapia aquaculture system is intended to produce good quality fish and supply the market continuously throughout the year. This requires proper designing and timing of the initial stocking in the growth ponds and subsequent thinning transfer into the fattening ponds, harvest, cleaning of ponds, fish processing storage and market (Fig. 4).

Fig. 4. Pattern of transfer of fingerlings and grown tilapia in the ponds.

15 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Fingerlings will be introduced into one of three growth ponds every two months, and kept in each pond for two months to grow in length. These will be split into two (thin- ning) and transferred into the fattening ponds having similar sizes as that of the growth ponds. Transfer (thinning) from growth to fattening ponds will accordingly be performed every two months. The fish are fed in the fattening ponds for four months, and harvested (Table 2). Table 2: Production cycle of semi-intensive commercial tilapia aquaculture showing -re peated processes of thirteen batches of stocking and nine rounds of harvest over 24 months period. G = Growth; F = Fattening; T = Thinning Transfer; B = Batch or round; H = Harvest.

Harvesting and processing of fishes belonging to the same batch (round) in two fattening ponds will take place for two months. Immediately after total harvest from a pond, the pond will be prepared for the next round of stocking. In the meantime, the next batch from two other ponds will be ready for harvest. The production cycle goes on this way to ensure year round stocking, production, processing and supply of tilapia.

2.4.8 TYPE OF PRODUCT

The major type product that will be prepared for market will be fillets. Upon request

16 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 by customers, gutted tilapia can be prepared. For the gutted products, the abdominal contents and the gills will be removed, and blood and other dirt will be cleaned with tap water. Clean gutted fish will be packed in fish boxes and made ready for market. Some of the fish will be filleted and packed in plastic bags to prepare fillet products of 1.0 kg. However, packaging can also be done, up on demand, in 0.5, 5.0 and 10.0 kg capacity bags. All byproducts of gutting and filleting will be sun-dried and further processed- (re cycled) to prepare feed for other animal farms such as poultry.

2.4.9 TILAPIA PRODUCTIVITY OF THE PONDS

The average size of an individual farmed tilapia during harvest after six months of feeding in the grow-out ponds is expected to be 300 g. By associating this value with the number (six) and size (2,500 m2) of individual fattening ponds, 50.02 t of tilapia can be harvested from the facility during the first year, and 100.04 t per annum in the second year and onwards. That is, the productivity of the system is expected to be 44.46 t/ha/harvest. After a few years, research findings will have to be applied to improve this initial level of production, thereby scaling up the management level to the intensive system.

2.5 CONTRIBUTION OF THE PROPOSED TILAPIA FARM

The proposed commercial tilapia aquaculture will have a lot of contributions to local communities, the broader society, the government, researchers, and the nation at large. The following are the core benefits to be obtained from the proposed business. Employment and Job Opportunities: At the initial stage of its operation, the facility will create job opportunities for a total of 45 skilled, semi-skilled and unskilled personnel. In addition, the potential wholesaler and retailers will benefit from the new business. Indi- rectly, suppliers of fish feed and fingerlings will have a secure business as they get regular receiver(s) of their products. Nutritional Security: Fish meat is reputed for its high nutritional content, containing pro- teins, vitamins, minerals and fat in proportions that are healthy for humans. Children, pregnant women, patients, and different members of the society have poor access to fish meat, especially in the case of communities living in areas very far from lakes and rivers. Research, Training and Knowledge Transfer: The purpose of any commercial level aqua- culture facility should incorporate some level of research as a component. In the case of Ethiopia, the amount of highly skilled manpower in aquaculture is scanty to none. As a result, the sector has been ignored, and fruitful training has never been given to small- scale fish farmers, or for potential investors. University graduates obtain good theoretical lessons at different institutions of the country, but this has not been supplemented with matching job opportunities and practical experiences. The level of research also is too low to bring about a breakthrough in the country’s history of aquaculture. These points are key to urge the proposed and other aquaculture projects to incorporate research, training and knowledge transfer in their development (production) programs. Collabo-

17 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 ration with universities (especially to train graduate students) and research centers can strengthen efforts of the permanent researchers of the aquaculture facility. Preservation of Genetic Resources: As large-scale production of fishes for human con- sumption exploits natural fish stocks, populations of locally endemic and threatened species of fishes and other aquatic organism also become vulnerable. In Lake Tana, for instance, the African large barbs (Labeobarbus spp.) are locally endemic, and the effect of any disturbance of the system through overfishing, introduction of exotic species or by pollution is difficult to predict. Alternatively, production systems such as aquaculture can avoid or minimize risks of threatening natural fish stocks while ensuring supply for the market. Maintaining ecological balance and conservation of genetic and species diversity in inland waters can be enabled by promoting aquaculture systems. Contribution to the National Income: The role of aquaculture as a lucrative business both to the investor and the government is obvious. As a viable business area, commer- cial aquaculture brings about considerable amount of income to countries through taxa- tion and by generating foreign currency.

2.6 RISKS, CHALLENGES AND REMEDIES

Different types of risks and challenges are expected during establishment and operation of the project. Most of these challenges are common to aquaculture systems in general, whereas a few appear specific to the case of Ethiopia. Construction: Sandy soils and land having a lot of boulders on and/or under the surface could be a challenge during construction as this requires a lot of investment to construct concrete ponds. This can be remedied either by selecting suitable sites or by using low cost construction alternatives. Flooding: As the aquaculture facility will be established close to where a major river or lake is found, large amount of rainfall may result in over-flooding that can flood the ponds. This is dangerous as it can cause physical damage on the facility, introduce diseas- es and unwanted chemicals or organisms into the pond, and can allow escape of farmed fish into natural water bodies. This has to be remedied by constructing the walls of the ponds higher and/or using dykes that are raised high enough to block flood. Predation: Different types of predators of tilapia can inhabit the pond when they dis- cover the new habitat and availability of potential prey - fishes. These predators include piscivorous animals such as pelicans, cormorants, Nile monitor, snakes, freshwater ot- ters and invertebrates such as freshwater crabs . Mechanical techniques such as fences, trenches, scarecrow, etc and watchmen can be used to deter some of the predators. Poisoning or other ways of mass killing of the predators is not advised. Market: Some months or days of the year may not be good marketing seasons due to religious norms. These are major fasting seasons of the Ethiopian Orthodox Tewahido Church, and feasting days during and after major religious holidays. During fasting -sea

18 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 sons, many followers of the Orthodox Christianity do not consume meat and other an- imal products; and during religious holidays, beef, mutton and chicken are traditionally consumed. If this might cause problem on the market, either products can be shipped to alternative markets elsewhere, or stored in cold rooms for supply during peak seasons of demand. Budget: The project may encounter financial problems due to the large amount of cap- ital required to establish the aquaculture facility (e.g., construction) and for operational costs (e.g., supplementary feed that require at least one-half of the total operational cost). If the potential investor cannot afford to cover the investment and operational costs, the government and other organizations are expected to avail money in the form of credit or as a subsidy during the first few years. Highly skilled manpower: It is obvious that Ethiopia does not have aquaculture special- ists with practical experience in large-scale aquaculture development activities. Man- agement and technical team members of the facility may have to obtain training either abroad, or by bringing senior experts from other countries that have long-time experi- ence. Productivity and diseases: The proposed tilapia farm will be established under condi- tions where there is no practically operating commercial level tilapia farm in Ethiopia. This by itself can result in associated problems of low level of productivity and frequent occurrence of diseases. This could be attributed to choice of appropriate strain of tilapia, stocking density, limnological parameters, climate, feed type and feeding mechanism, and other aspects. These problems will be corrected through continued research and documentation starting from establishment of the facility. Diseases, especially new and unexpected ones, will have to be better controlled through prevention mechanisms such as hygiene and regular follow up, and when traced, by treating the infected ponds.

PART III: BUSINESS FEASIBILITY OF THE PROPOSED COMMERCIAL TILAPIA AQUACULTURE

3.1 SOCIO-ECONOMIC, LEGAL, INSTITUTIONAL AND POLICY GROUNDS

3.1.1 THE ROLE OF FISHERIES IN GLOBAL ECONOMY

Fish utilization: The share of global fish production destined for direct human consump- tion has increased from 71% in the 1980s to over 86% in 2012. The balance was destined for the manufacturing of fishmeal and fish oil . About 35% of world fishmeal production was obtained from fish residues in the same year (FAO, 2014). Again, 46% of the food fish production was utilized in the form of live, fresh or chilled fish. These product forms in developing countries as a whole accounted for 54%. Despite

19 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 this, the share of frozen products has increased to 24% in developing and to a record high of 55% in developed countries. Interestingly, developing countries have been increasing- ly adding value to their fish products. The export demand for frozen fish by developed countries has been increased over time as the principal input to their food manufactur- ing industries. Fish trade: Fish remains among the most traded food commodities worldwide. In 2012, about 200 countries reported exports of fish products. Over one-third (37%) of all fish production valued at USD 129.2 billion was exported, and almost an equal value (USD 129.5 billion) of fish imported; each grown by 0.3%, China is the largest exporter and became the world’s third-largest importing country of fish products since 2011, next to U.S.A. and Japan. The European Union is also the largest market for imported fish prod- ucts. The important change in global fish trade pattern is that share of fish export by devel- oping countries has increased to over 60% in volume and 54% in value of the world fish exports in 2012. Africa as a whole is a net exporter of fish products. The EU’s dependence on import will continue rising due to the unmet (58%) fish demand in the region. The U.S.A. has been overtaking Japan’s leading role in the world’s import. EU remains an important fish export destination for many developing countries; it con- stituted 46% of the global fish import. Import remains the backbone of its processing industry . Its top preferred fish product is frozen fillet (63.7%). Fish Consumption:The nutritional value of fish is high. A 150 g of fish provides 50 to 60% of an adult’s daily protein requirements. In 2010, fish accounted for 16.7% of the global population’s intake of animal protein and 6.5% of all protein consumed. Global per capita fish consumption increased from an average of 9.9 kg in the 1960s, 17.6 kg in 2007 to 19.2 kg in 2012.The growth was however highly skewed; Japan, China, EU and U.S.A. become the lead fish consuming countries with respective per capita fish consumption of 57 kg, 31 kg, 23 kg, and 24 kg. China will continue its strong growth in fish consumption while Japan will experience a long-term steady decline in fish consumption and imports as meat increasingly replaces fish. Annual per capita fish consumption in developing regions was also significantly increased from 5.2 kg in 1961 to 17.8 kg in 2010. A sizeable and growing share of fish consumed in developed countries consists of imports, owing to steady demand and declining do- mestic fishery production. In developing countries, fish consumption is largely driven by supply. The impressive growth in fish consumption is fuelled by a combination of population growth, rising income and urbanization, and facilitated by the strong expansion of fish production and trade, and more efficient distribution channels. Overall, taking the rapid population growth as a single factor, the global demand for food fish will grow substan- tially up by 30% between 2010 and 2030. If harvested the capture fishery at MSY and the

20 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 increased harvest is likely to be consumed within the region rather than exported, there will be 13% higher fish consumption by 2030 in SSA. Consumption will be even higher if the endangered fish stocks are recovered and efficiency of post-harvest handling im- proved. Fish price: Fish prices are influenced by demand and supply forces, as well as by the costs of operation and prices of alternative commodities (e.g. meat, chicken and fishmeal). According to FAO (2014), the aggregate fish Price Index has generally increased markedly and reached a record high in 2013. Employment: Fishery and aquaculture are the main sources of livelihood for 10 to 12% of the world’s population. In 2012, about 58.3 million people (37% as full time occupation) were engaged in the primary production of capture fisheries and aquaculture. This live- lihood opportunity was realized in Asia by 84% and more than 10%in Africa. In addition, substantial numbers of people are engaged in support services.

3.1.2 ECONOMIC OVERVIEW OF ETHIOPIA

The agriculture sector is still playing a dominant role in the country’s economy. Currently, aquaculture accounts for nearly 46% of GDP, 73% of employment, and nearly 80% of for- eign export earnings. A more market-oriented production, large- scale value addition and agro-industrialization are expected to be more robust in the coming years (ATA, 2014). The diverse agro-ecologies, each with its own growth potential as well as the attractive investment and business environment provide the country with comparative advantages over other countries. For the last two decades, the Ethiopian Government has been un- dertaking a series of reforms for broad macroeconomic stability, development of a free market economy and improving investment and business climates.

Fish Processing and Utilization

Fish utilization in Ethiopia takes place in various forms - fresh, frozen, dried, salted dry and smoked. Usually fresh fish are destined to local markets while frozen fish are moved to national markets - major cities and towns. Fish processing practices widely vary across fish handlers. Fish handled by the informal operators and destined for local consumption are usually in gutted and filleted forms but processed ashore under poor hygiene con- ditions. FPME and some larger private firms better handle the fish along the fish value chain. Dominantly, FPME handles processed and frozen fish to domestic market. It has a number of processing plants, cold chain facilities and retailing shops.

Fish Marketing

Fish marketing involves the process and functions of procuring, storing, transporting, distributing, pricing and retailing fish. In Ethiopia, fish market operators/traders are ba- sically grouped into two broad categories - formal and informal operators. The formal

21 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 operators are those licensed by the concerned government authority upon fulfillment of minimum entry requirements and conditions. They are relatively better equipped with cold chains and supply their products to major cities and towns. They vertically integrate the fish value chain. The FPME, private fish traders and some fishery cooperatives are under this category. The informal fish trades are those operating without license and dominantly operate at local level.The traditional fish market can better be understood by way of market and product segmentation.

Market and Product Segmentation

Market segmentation is a selection of consumer groups who are most sympathetic to a product; it is done on the bases of demographic variables, income, occupation, edu- cation, household status, life-style, product use patterns and product benefits (Oxfam, 2005). Further, product segmentation could be made by grouping or clustering fish spe- cies and products taking their similar forces of demand and supply. Accordingly, Ethiopia’s fish market could be segmented into three (Table 3): low to high value local fish market, high to premium value national fish market, and premium value export fish market. Table 3. Proposed indicative fish segmentation by species, product, value and market.

Dominant Fish species Processing Product Value market Nile perch Slice Fresh/frozen Premium value National, Export Nile tilapia Fillet Fresh/Frozen Premium to high value National, Export Fresh/Frozen High value Local, National Fillet & gut Dried Local, National Fillet Low African catfish Local Salted Low Large barb Gut

Low to high value local market: This market is essentially the spot of primary fish market at and around the landing site. The transaction dominantly takes place between indi- vidual fishermen and local buyers (hotels, restaurants and catering centers). The fish has undergone minimal processing (sorting and gutting or filleting) ashore under poor hygienic conditions. Almost all of the fish is handled fresh. The market for this segment is entirely unorganized. However, the demand in this market is generally stable. Fish prices are negotiated and determined by local buyers and fishermen every day. The fish species in this market comprise from low to high value species. High to premium value national market: National markets are the bigger fish markets situated in the country’s metropolitan city - Addis Ababa and other big towns. The value chain of this segment is more organized. The major operators are formal traders with

22 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 cold chains and retailing shops. They usually make forward contracts with fishermen’s cooperatives. They usually prefer handling high to premium value species such as tilapia and Nile perch. Many of them process, transport, distribute and sell fish using their own processing plants, cold chains and retail shops. The purchasing power of the end buyers is higher than that in local market and thus demands for such products are high. De- mands in this market are affected by season. Premium value export market: Export market is the international fish market with a dif- ferent set of norms and practices as compared to the national and local fish markets. The quality and safety concern are the highest for this market. The export market products are the premium category product such as frozen Nile perch slice and Tilapia fillet, which fetch premium prices. The number of sellers in this market is very limited. This segregation of fish market and product into distinct segments provides insight to compare the value chain, keeping into focus the product and market characteristics and find out uniqueness and competitiveness. As it is a common feature in developing coun- tries, fish handling, distribution, and marketing are identified as problems for fish utili- zation in Ethiopia. Appropriate infrastructure and know-how for fish processing, storage and distribution are still deficient, and quality control of fish products going to the do- mestic market is less stringent. Consumers’ preferences for fish species and products greatly vary. Preference is mainly influenced by factors such as knowledge about species and taste, availability and supply, price / affordability, convenience to the intended fish diet / menu as well as culture. Nile perch and Nile tilapia are the most popular species in the market and are preferred by all market segments; but, because of their expensive price, they are largely destined to national markets and to a limited extent to export markets.

The country’s international trade in fisheries products is limited to small exports of most- ly frozen fillets of tilapia and Nile perch slice to neighboring countries such as Sudan and Middle East countries like Qatar, Dubai and Saudi Arabia and imports of small volumes of frozen and canned fish from different countries. In the period 2006 - 2010, Ethiopia exported a total of 505 tons (USD 390,000) and im- ported a total of 483 tons (USD 1,122,000) of fish products for human consumption. The country was a net exporter of 22 tons of fish. In value terms, it was a net importer incurring a trade deficit of USD 733,000 or 65% (Fig. 5 and 6). This is not a surprise when looked at the 55% overall country’s trade deficit in the period 2010-2013 (BoFED, 2006).

23 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Fig. 5. Ethiopia’s fish trade balance in value in ‘000 USD (export less import).

Fig. 6. Ethiopia’s fish trade balance in quantity (MT) (export less import).

Generally, it appears that the country was incurring significant hard currency for import which is not good. The fish (export and import) trade practice not only involved very small deals but also highly erratic. FPME has stopped exporting fish due to shortage of fish since 2010 (Rothuis, et al, 2013).

Fish Consumption

Fish per caput consumption (whole fresh equivalent) in Ethiopia was 194 g in the period 1997 - 2007. It has grown to 419 g in 2013 (Fig. 7). By any standard, this level of fish con- sumption is significantly low when compared with the average consumption rate of 17.8 kg for developing regions and 19 kg for the world.

24 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Fig. 7. Trends in per caput fish consumption for Ethiopia (kg/person/year)

Religion and culture have important influence on magnitude and patterns of fish con- sumption. Followers of the Ethiopian Orthodox Tewahido Church are reserved from con- suming animal products, including fish, during fasting seasons that sum up to 189 days (or 51.8%) in a year. The Ethiopian Orthodox Christians constituted 44% of the total pop- ulation in 2007 (CSA, 2009). In practice, however, some members (unknown proportion) of the Orthodox Christians are reluctant to eat fish during these fasting days. More un- derstanding of the religious influence calls for fish marketing research.

Price of Fish

Fish prices have been increased consistently over the past years, but at varied degree across species and product forms. Nile Perch slice is the most prestigious and expensive of all. It is destined for consumption at major cities and towns. There exist a number of fish shops from big to small size. Supermarkets retail fish products along other animal products such as beef, chicken and egg. In 2011, actual fish prices per kilogram widely varied across fish species/products from ETB 18.00 to 100.00. Nile perch slice fetched ETB 100.00/kg followed by tilapia fillet (ETB 60.00/kg), catfish and carp fillet (ETB 31.00/kg) and tilapia gutted (ETB 23.00/kg). The least price is for filleted large barbs (ETB 18.00/kg) (Fig. 8 and 9). In the period 2002-2011, average consumer fish price has increased by 20% with the range of 17% to 25% across species. The growth in fish price has increased exponentially since then. For example, Nile perch slice in the cosmopolitan city has increased to about ETB 200/kg and tilapia fillet to ETB 90/kg in 2014.

Socio-economics

25 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

The importance of the fishery industry for food and nutrition security, employment and as source of income is significant particularly in developing countries with poverty. In Ethiopia, contributions to the GDP and government revenue are important though small.

Fig. 8 Annual price for fish products in Ethiopia (ETB/kg).

Fig. 9. Trends in average annual change in price of fish (%) for Ethiopia (2002-2011).

Food and Nutrition Security

Fishery is an important source of high value animal protein; an essential part of the di- ets for thousands of poor people who reside closer to the fishing areas, thus meeting their food and nutrition security. In those places and communities annual per caput fish consumption is well above 10 kg per year. This makes clear how far supply affects con- sumption.

26 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Employment and Income

Fishery is also highly important in creating job and income opportunities for those who lack or are inadequately supported by alternative livelihoods. In 2010, a total of 14,630 people were engaged in fishing operation. Out of these, 55% were part- timers, 27% full-timers, 16% occasional fishers and 2% fish farmers. In addition, over 20,000 people were engaged in other fishery value chain functions (MoA, 2014). Both the part-time and occasional fishers are opportunistic in nature, intending to -max imize their short term gain regardless of the long term benefits. Such kind of behavior is found jeopardizing the health and state of the renewable fish stocks.

Value Addition to GDPs

Unlike other developing countries the national and sectoral economic contributions of the fishery industry in Ethiopia remains far limited because of its subsistence nature (Fig. 10).

Fig. 10. Annual value added by Ethiopian capture fishery and aquaculture at current price (‘000 ETB). The value added by the capture fishery and aquaculture industry to Ethiopia’s econo- my remains low. Its contribution to national, agricultural and livestock GDPs was 0.08%, 0.2% and 0.87%, respectively. With respect to trade, as mentioned before, the fish trade balance was negative by 65%.

3.1.3 ETHIOPIA’S NATIONAL POLICY, LEGAL AND INSTITUTIONAL REVIEW

In Ethiopia, the diversity of agricultural products and the increasing demand for food (fish) products in different forms offers large-scale investment opportunities forfood processing. Therefore, the Government, through its various policies and laws facilitated the incentive structures needed to promote both domestic and foreign investments in, among others, agri-business, capture fishery and aquaculture and in food processing.

27 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Further, Ethiopia’s top priorities for investment opportunities in agriculture are iden- tified to include fishing and fish farming, agribusiness, and food processing. The2nd Growth and Transformation Plan (2015-2020) also sets priority for developing aquacul- ture through encouraging private investment while providing public sector supports to developing model farms and promote higher education and training in the field (Hussein Abegaz, 2014). Ethiopia has considerable investment advantages over other competing countries. These include political and social stability, fast growing economy, abundant and suitable natu- ral resources (land, water and climate), strong guarantee and protection, abundant and affordable labor, large size domestic market with strategic location and access to export destinations, improved economic infrastructure, competitive incentive package, and of course, one-door administrative services. There exist various policies and laws that encouraged both domestic and foreign invest- ments and business across a wide range of the economy. Federal and regional institutions which, in one way or another, influence the country’s fisheries development include the Ministry of Agriculture, Ministry of Water, Energy and Irrigation, Ministry of Environment and Forests, Ethiopian Investment Commission, Ministry of Trade, Revenue and Customs Authority, etc. There also exist research, higher education and support institutions and partners which are important to the fishery and aquaculture sector in terms of generat- ing/providing researched and evidenced solutions, trained personnel, as well as facilitat- ing and supporting through advocacy and funding to the industry. The aquaculture business model or business plan envisaged here below is a generic one for the sector. Each investor will have to adapt it to its own context, need and capacity. Guided by this, developing and using a business plan at firm level will be crucial.

3.1.4 INSTITUTIONAL AND BUSINESS SETTING OF THE PROPOSED BUSINESS

Goals The following three goals are foreseen to achieve by the model tilapia aquaculture a. Maximizing profit for the business in harmony with environmental safety, b. Contributing to socio-economic development of the country, and c. Serving as knowledge hub in commercial tilapia aquaculture

Market Analysis for Farmed Tilapia

The market analysis centrally looks at fish demand and supply forces and the important factors that influence their interactions. Demand factor include population, income, so- cio-culture, product quality and safety, price as well as product substitution. Availability and sustainability of fish stocks, availability of infrastructure and essential inputs as well

28 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 as factor costs and price are key determinants of supply.

a. Market and Product Segmentation

The classification and explanation for fish market and product segmentations are already provided in the review part of this document. The appropriate market for the farmed tila- pia fillet (product segment) is the high value national market that comprises of the major cities and towns of the country, and their average to high income consumers. The farmed tilapia fish and its filleted product will be uniquely characterized by: -pre ferred species, uniform size, consistent supply, multiuse filleted product, conveniently packed, safely handled, eco-friendly, traceable, and fair price. Therefore, given the past trends and future demands, the segmented species and product for the farm are Nile Tilapia and its 1-kg plastic pack fillet in chilled and or frozen forms. These market and product segmentations provide competitive edge of the model farm.

b. Demand Forecast

Successful fish marketing requires offering a fish product tailored to meet the particular need of a segmented consumer group. As partly indicated above, the segmented high value national market is characterized by better income and educated people with in- creased urban life style and health concerns, as well as fast expanding urbanization, and hotel and tourism . The price of fish product remains relatively lower than its substitute animal products (beef and chicken). All these are positive forces to increase demand for high value food such as fish of premium standard. In order to forecast demand for fish for this market, an important, yet conservative, as- sumption is made regarding an average annual per caput fish consumption for the -com ing 10 years, which is 1.5 kg/year. The high value fish national market is also identified and considered 13 major cities and towns of the country. Fig. 11 and 12 below illustrate the projected population and fish demand by the targeted market. The 13 fast-growing major cities and towns of Ethiopia constitute a total population of 7.4 million in 2015, which will increase to 10.9 million in 2025, 17.13 million in 2035, and 39.7 million in 2050. Only 25% of this target population is assumed to bear effective demand for the farmed fish. Despite the importance of other towns the cosmopolitan city Addis Ababa representing 58% of the target population, will be the prime market for the farmed fish.

29 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Fig. 11. Forecasted annual change in population and fish demand in 13 major cities and towns of Ethiopia.

Fig. 12. Target population in the 13 major cities and town of Ethiopia. Based on the considerations and the above illustrations, growth of the targeted urban population will double from 18% to 36% between 2015 and 2050. In the same period, the fish demand by this population will increase by more than seven-fold, from 8,000 ton in 2015, to 16,314 ton in 2025 and to 59,495 ton by 2050. This provides considerable fish market potential for the flourishing aquaculture industry. Projection on growth of targeted population and the respective annual fish demand is provided in Table 5 below.

c. Supply Forecast

The sector review also clearly identified the critical and growing gap in fish supply both nationally and globally. The prospect for increasing fish supply in Ethiopia from all species in general and tilapia in particular from the capture fisheries will be far limited. The open access nature of the resource coupled with the low institutional capacity to enforce the fisheries man- agement law is among the key constraints. The propensity to increase future fish supply under exploited fish stocks of major rivers is also very limited. Increasing import is/will not be commendable as well. Therefore, the only thrust of bringing additional fish supply to the growing demand is aquaculture.

30 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

The proposed tilapia aquaculture is part of this effort and will, on the average, supply 136.5 tons/yr whole fresh equivalent for ten years. The farm will bring additional farmed fish supply of 68 tons by expanding the farm by three ponds at any time. The potential capacity of the farm will then be to produce and supply 205 tons/year.

d. Price Segmentation

Price goes along with product type, quality and convenience. In 2014, price of tilapia fil- let in the national market - largely in Addis Ababa - was about ETB 80/kg against ETB 60/ kg in 2011 (Fig. 11 above). Price has increased by one-third in three years period and will continue to rise. This is an important opportunity for the high quality farmed tilapia fillet which is assumed to receive at least a 10% premium price over the wild, poorly handled and erratically supplied tilapia fillet. This will be affordable by the targeted enlightened and better income consumers. In the current business model analysis a price of ETB 90/ kg of high quality tilapia fillet is considered, with annual increment of 5% in subsequent years.

31 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Table 4. Target population for tilapia market in the 13 major cities and towns of Ethiopia (‘000) (Source: Computed from www.Worldometers.info and the UN’s Department of Economic and Social Affairs, Population Division. World Population Prospects: The 2012 Revision.)

Population of major 2013 2014 2015 2020 2025 2030 2035 2040 2045 2050 city/town Total AA and 12 5,335 6,296 7,429 8,915 10,876 13,486 17,127 22,094 29,164 39,664 Major towns Addis Ababa 3,104 3,662 4,322 5,186 6,327 7,845 9,963 12,853 16,966 23,073 Other 12 major 2,232 2,633 3,107 3,729 4,549 5,641 7,164 9,241 12,199 16,590 towns Mekelle 287 338 399 479 584 724 920 1,187 1,567 2,131 Nazareth 283 334 394 473 577 715 908 1,172 1,547 2,104 Dire Dawa 269 318 375 450 549 680 864 1,114 1,471 2,001 Gondar 265 313 369 443 540 670 851 1,097 1,449 1,970 Hawassa 226 266 314 377 460 571 725 935 1,234 1,678 Bahir Dar 199 235 277 332 405 503 639 824 1,087 1,479 Jimma 155 183 216 260 317 393 499 644 849 1,155 Desse 154 181 214 257 313 389 493 636 840 1,143 Jigjiga 153 180 213 255 311 386 490 632 835 1,135 Debre Zeit 128 152 179 215 262 325 412 532 702 955 Kombolcha 75 89 105 125 153 190 241 311 411 558 Modjo 38 45 53 63 77 96 122 157 208 282 Per caput fish fillet 8,003 9,443 11,143 13,372 16,314 20,229 25,691 33,141 43,747 59,495 demand forecast (ton/yr)

e. Competition

There seems to exist competition against the proposed farmed tilapia and its fillet prod- uct from other wild fish species and products, imported (canned) fish products and sub- stitute animal products (beef, mutton and chicken). As said before, additional fish pro- duction from existing capture fishery is limited, particularly from the most preferred and high value Nile perch and tilapia stocks. Fish import will continue but it will be in small quantity and unable to influence the domestic price. The competition from substitute animal products will not be as such strong. In terms of nutrition, fish protein is of higher quality than other animal products. In terms of cost, fish remains relatively cheap. There- fore, fish will be preferred to those products. The analyses lead to the conclusion that competition exists but unable to influence fish price and demand. The positive change in income further expands the demand for fish. On the contrary, demand for fish will shrink during the 182 fasting days/year of the Orthodox Christians. The magnitudes of their influence are not currently known thus not consid-

32 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 ered in the demand equation. In sum, the current annual per caput fish consumption (below 250 kg) for the past de- cades was, more than other factors, constrained by short, low quality and inconsistent supply of fish. This leaves significant opportunity for fish farming. The market, species and product segmentations described above provide the competitive edge for the aqua- culture value chain operators. There is, therefore, a strong need to unleash the current and potential fish market opportunities efficiently and effectively.

3.1.6 VALUE CHAIN FOR FARMED TILAPIA FILLETS

Commercial aquaculture - fish farming as a business - requires a new value chain and investment to deliver specific types of fish products to specific market segment. The fish farm is designed to integrate and operate the production, processing and distribution functions of the value chain while the upstream function (supply of inputs and services) and the downstream functions (wholesaling and retailing) of the chain will be operated by other business firms through backward and forward contracting (Fig. 13). The po- tential wholesaler(s) will distribute the products to different retailers and caterers - fish shops, supermarkets, hotels, restaurants, households - so that the product will reach target consumers. The farm will be the lead-firm in the value chain and is responsible for coordinating the chain functions and actors to ensure growth and competitiveness at each firm’s level and throughout the whole chain.

Fig. 13. Value chain for the proposed farmed tilapia fillet.

3.2 FINANCIAL ANALYSIS

Fish farming is not for everyone; it is certainly not for the “weekend farmer”. Fish are living animals that require daily attention and patience. The purpose of any business is not only to generate, but also to maximize profit. Therefore, before starting any business activity all possible costs involved in that activity should be taken into account. If the to-

33 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 tal farm revenue from sales generated for the period is greater than the costs, it means profits are generated for that given period. The most fundamental types of financial records and analyses that the aquaculture en- terprise should made and maintain are: • Assumptions: sets standards, quantities and costs on major inputs and services • Benefits: provides sources and amount of revenue and other benefits • Cost breakdown: details out investment and operation costs • Income statement: shows profitability status of the business • Cash flow: shows the movement of cash into (inflows) and out of (outflows) the busi- ness. • Balance sheet: shows the financial status at the end of each year. • Profitability: shows financial indicators - NPV and FIRR - that measure the profitability of the project • Sensitivity Analysis: reveals any vulnerability and a planning component to develop strategies for minimizing risk.

3.2.1 KEY PARAMETERS AND ASSUMPTIONS

Annex 2 provides a set of the proposed fish farm’s performance parameters and assump- tions. These assumptions are derived from the technical analysis section of this docu- ment, and provide the bases for analysis of the profitability of the farm. The major assumptions are: • Total farm land will be 5 ha, of which 3 ha for use in 1st phase and 2 ha in 2nd phase for expansion; • Grow-out pond size will be 2,500 m2 (50 m x 50 m x 1.2 m), and there will be 3 growth and 6 fattening ponds; • There will be a total of 9 grow-out ponds with total water area of 22,500 m2 and holding capacity of 27,000 m3. • Stocking density of fingerlings into growth pond at 26/m2 and grown fish into fatten- ing pond at 11.7/m2; • Average weight of individual fingerlings stocked to growth pond is 27 g, restocked to fattening pond is 180 g and fish weight at harvest is 300 g; • Growth rate of fingerlings in growth ponds is 2.5 g/day, and of grown tilapia in fatten- ing ponds is 1.4 g/day; • Supplementary feed applied at 2.5 g/fingerling/day (=162.5 kg/pond/day) for growth

34 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

pond, and 5 g/fish/day (=146.25 kg/pond/day) for fattening pond; • Survival rate of fingerlings in growth pond at 90% and of fish in fattening pond at 95%; • Productivity of the tilapia aquaculture system at farm level is 44.46 ton/ha/harvest; • Fillet product with a conversion ratio of 30% from whole fresh; and • Price of major product is ETB 90/kg of tilapia fillet at year 1.

3.2.2 COST BREAKDOWN

Two categories of investment costs are identified: infrastructure and equipment. Table 6 provides the investment cost breakdown.

Investment Cost

The infrastructure component consists of buildings and related structures. These specif- ically include land acquisition, pond construction, fences and office/store/cleaning shed construction. The estimated total value of these assets is ETB 5,702,500. The equipment component consists of generator, vehicle, deep freezers, ice-making machine, refriger- ated truck, laboratory and office equipment and others. Their estimated initial total cost is ETB 2,292,500. Therefore, the total investment cost of the farm is estimated at ETB 7,995,000.

Investment Financing and Debt Servicing

The total investment cost amounting to ETB 7,995,000 will be financed through raising owner’s equity (30%) and bank loan (70%). A 10.5% cost of capital per year and a loan period of 5 years are assumed. Table 7 below provides the debt servicing schedule.

Operating Costs

Yearly, operating costs are composed of variable and fixed costs. Variable costs are cost factors that are likely to change over the operation period. These are basically, finger- lings, feed, water, and labor. The mean annual cost of these inputs over the 10- year period is ETB 775,566 (Table 7). The other set of costs amount to ETB 1,784,200, which consists of ETB 843,328 for selling, general and administrative expenses, ETB 366,492 for annual depreciation, ETB 173,534 for interest payment and ETB 400,848 for profit tax (Table 7).

3.2.3 REVENUE

Based on the production and price assumption drawn above the farmed tilapia pro- duction will be 50.02 tons in the first year followed by 100.04 tons in subsequent years.

35 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

One-kg plastic bag tilapia fillet is a packaging standard. An initial price of ETB 80/kg which will grow by 5% per year is assumed. By the 10th year of the farm, the price of fillet is assumed to increase to ETB 124/kg, which will remain fairly competitive. The farm will then earn average sales revenue of ETB 3.79 million per year (Table 8). Of this, the tilapia fillets will contribute ETB 3.26 million, dried byproducts of fish will bring the farm with average additional revenue of ETB 0.115 million per year, and ETB 0.41 million is the residual value of assets. At the end of the 10th year, the total residual value of the assets of the farm will be worth ETB 4.125 million.

36 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Table 5. Initial investment capital and depreciation (ETB) for the proposed tilapia farm.

37 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Table 6. Debt servicing schedule for the proposed tilapia farm

3.2.4 PROFITABILITY ANALYSIS

A. Net Cash Flow

Profit is the first concern of investors and business operators. Profit measures the viabil- ity of the enterprise and allows for business expansion. It is the incremental cash flow or net income derived from the investment. The net cash flow is the income statement showing the annual profits or losses of the business. The current results show that during the first years, the net cash flow is nega- tive because of the initial investment. In the years that follow it incrementally becomes positive over the planning horizon. For the investment period, the average annual profit to the enterprise is calculated to ETB 1,229,867. The detail for net income computation is given in Table 8 below.

38 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Table 7. Income Statement for the proposed semi-intensive tilapia aquaculture business model over 10-years period.

B. Net Present Value (NPV)

The NPV is the most straightforward discounted measure of incremental income of the agricultural investment projects, in this case tilapia aquaculture. It is the sum of the pres- ent worth of the net income generated over the investment period. It indicates how much value an investment adds to the firm. Discounted at 10.5%, the NPV for the aquaculture project at the end of the first ten years is ETB 4,463,687. The decision criteria is accepting investment projects that have the discounted NPV of zero or greater. In that case, the tilapia aquaculture is super attractive.

39 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

C. Financial Internal Rate of Return (FIRR)

Another way measuring the profitability of the tilapia aquaculture is the (financial) dis- counted rate that brings the net present value to zero. It is the maximum interest rate the farm could pay for the resources used if the farm is to recover its investment and operating costs, and still breakeven. It shows the returns of the capital investment over the life of the investment. The computed FIRR for the farm is 64%. This rate is highly attractive. The normal criteria for accepting the FIRR is when it is equal to or greater than the opportunity cost of capital invested.

D. Payback Period

It is the length of time over the investment period where the cumulative net operating income generated covers the total amount of capital investment. The payback period is found to be 5.8 years for the total capital invested. This means that it is to be expected that recovery of the initial investment will take that length of period.

3.2.5 SENSITIVITY ANALYSIS

It assesses the vulnerability of the net income of the enterprise in response to changes (10% fall or rise in the value of major factors such as fish production, fish sale price, and production cost (seed, feed, labor)). Early knowledge on these factors and the degree of influence will allow the enterprise to plan and take measures to minimize, and if possible, to eliminate associated risks and their unintended impact on the health of the business.

As illustrated in Fig. 14 and 15 below, the vulnerability of the farm profitability is more sensitive to changes in farm productivity and product price than direct variable costs. Managing the fish production practice will therefore be a critical success factor for the farm.

40 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Fig. 14. Sensitivity of profitability ratio (in absolute numbers) against 10% rise and fall in key revenue and cost determinants.

Fig. 15. Sensitivity of profitability ratio (in terms of changes) against 10% rise and fall in key revenue and cost determinants. The cost shares of the three important variables - seed, feed and labor are 21%, 33% and 43%, respectively. However, the labor cost will gradually be reduced as the farm efficien- cy improves over time.

41 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

3.2.6 ECONOMIC SIGNIFICANCE OF THE INVESTMENT

The local and national economic importance of the proposed aquaculture activity can be viewed from three dimensions - protein supply, employment creation and value addition to the economy. • The farm will bring additional supply of 95.04 tons of premium quality fish to the society per year. This will help improve the diets of about 91,000 consumers at an average per caput consumption of 1.5 kg/yr. • The farm will also provide job opportunity to 45 persons who will be earning better monthly income, and thus improve the livelihoods of their families. • The farm will serve as a knowledge hub for the aquaculture industry. The country will benefit from the positive externalities of the farm by way of technology and knowl- edge transfer to the expanding industry. • The farm will pay taxes to the government. This amounts on average to ETB 400,000/ yr.

3.2.7 MANAGING RISK AND UNCURTAINING

Aquaculture is a high risk business. It is risky not only because of the biological processes it involves (or survival of large numbers of organism in captivity), but also because of its dependence on other essential factors including cost-incurring inputs such as fingerlings, feed and human skills. Tilapia farmers can reduce their risks by varying degrees, yet few can be entirely elim- inated. Thus, they have the option to absorb these risks themselves or to divert them. An important option is to ensure the welfare of the fish. There is also an agricultural in- surance scheme in Ethiopia provided by some private banks (e.g. Nyala Insurance ). It is a satisfactory and reliable means of sharing risks. The merit of the scheme is that, it boosts the confidence of lending institutions to make loans available to farmers. Large-scale commercial aquaculture requires considerable amount of investment and operational cost. Construction of ponds, re-circulating systems and other components of aquaculture facility, as well as inputs of seed (fingerlings), formulated feed, trans- portation and manpower require considerable amount of financial input. Under condi- tions where there is no commercial fish farming practice – which is the case of Ethiopia – potential investors need motivation and support to implement economically feasible aquaculture. Support can be obtained from the government or non-governmental orga- nizations. Development banks can provide financial support through credit programs. Agribusiness facilitators and other stakeholders can mediate these processes, as the po- tential investor may not have adequate information on the availability and mechanism of funding.

42 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Some Aquaculture Risk Management Strategies a. Adherence to this business plan and further adaptation to suit the interest of each individual firm. b. Creating and maintaining a closer alignment with professional associations, research centers and universities for technical advice and support. c. Adherence to and compliance with laws, regulations, technical standards and code of practices to meet social and environmental accountabilities

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Proclamations, Guidelines and Strategies

EIC (2002). Ethiopian Investment Proclamation (No. 280/2002), Investment Commission of Ethiopia, www.investethiopia.com EIC (2003). The Investment (Amendment) Proclamation (No. 373/2003) and the Council of Ministers Regulations on Investment Incentives and Investment Areas Reserved for Domestic Investors (No. 84/2003), Ethiopian Investment Commission (EIC), Addis Ababa, Ethiopia. FMHCAA (2009). Food, Medicine and Health Care Administration and Control Proclama-

45 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015 tion (No. 661/2009), Food, Medicine and Health Care Administration Authority (FMH- CAA), Addis Ababa, Ethiopia. MoA (2003). Fisheries Development and Utilization Proclamation (No. 315/2003), Minis- try of Agriculture, Ababa, Ethiopia. MoA (2009). The National Aquaculture Development Strategy, Ministry of Agriculture in collaboration with the FAO-Ethiopia Office, Ababa, Ethiopia. MoA (2011). The Guideline for Import & Export of Animal and Animal Genetic Materials, Ministry of Agriculture, Ababa, Ethiopia. MoA (2014). The Draft Fish Product Quality Control Regulation, Ministry of Agriculture, Addis Ababa, Ethiopia. MoA and FAO (2009). National Aquaculture Strategy of Ethiopia. Ministry of Agriculture, Addis Ababa. MoEF (2002). Environmental Impact Assessment Proclamation (No. 299/2002), Ministry of Environment and Forests, Addis Ababa, Ethiopia. MoT (2010). Commercial Registration and Business Licensing Proclamation (No. 686/2010) and its Amendment (No. 686/2010). MoT (2013). The Trade Practice Proclamation (No. 329/2003), Ministry of Trade, Addis Ababa, Ethiopia. MoWEI (2000). Ethiopian Water Resources Management Proclamation (No: 197/2000), Ministry of Water, Energy and Irrigation, Addis Ababa, Ethiopia. MoWEI (2001). The Ethiopian Water Sector Strategy, Ministry of Water, Energy and Irri- gation, Ababa, Ethiopia. MoWEI (2005). Council of Ministers’ Ethiopian Water Resources Management Regula- tions (No. 115/2005), Ministry of Water, Energy and Irrigation, Addis Ababa, Ethiopi

46 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Key parameters and assumptions considered to establish the proposed commercial tila- pia aquaculture in Ethiopia.

Performance Variable Unit Value

1. Land and pond dimensions Total area leased or rented ha 5.0 Land area allocated for first phase ha 3.0 Land area reserved for 2nd phase or expansion ha 2.0 Total number of grow-out ponds number 9.0 Number of growth ponds number 3.0 Number of fattening ponds number 6.0 Dimension of grow-out ponds 50mx50mX1.2m Water area of single grow-out pond m2 2,500 Total water area of 9 ponds m2 22,500 Total volume of water in (#9) grow-out ponds m3 27,000

2. Stocking density of fingerlings in growth ponds Stocking density of tilapia fingerlings in growth ponds fingerlings/m2 26 Number of fingerlings stocked per growth pond fingerlings/ 65,000 pon d Average weight of fingerlings stocked in growth ponds kg 0.027 Total weight of fingerlings stocked per growth pond kg 1,755

3. Stocking density of tilapia in fattening ponds Stocking density of tilapia in fattening ponds fish/m2 11.7 Number of grown tilapia stocked per fattening pond fish/pond 29,250 Average weight of grown tilapia stocked in fattening ponds kg 0.18 Total weight of grown tilapia stocked per fattening pond kg 5,265

4. Time period Days rearing fingerlings in growth ponds Day 60.0 Days rearing grown tilapia in fattening ponds Day 120.0 Total days rear tilapia until harvest Day 180.0 Days required to harvest and clean two ponds Day 60.0

5. Supplementary feed

47 Tilapia Aquaculture Business Model for Ethiopia: Feasibility Study May 2015

Amount of feed per 50 g fingerling per day g/fish/day 2.5 Amount of feed per 200 g tilapia per day g/pond/day 5.0 Total amount of feed applied per growth pond per day kg/ pond/day 162.5 Total amount of feed applied per fattening pond per day kg/pond/day 146.25 Total amount of feed applied in 3 growth ponds for 60 days kg 29,250 Total amount of feed applied in 6 fattening ponds for 120 kg 105,300 days Total amount of feed applied in all grow-out ponds until kg 134,550 harvest (180 days)

Performance Variable

6. Growth rate of fish Growth rate of fingerlings in growth pond g/ day 2.5 Growth rate of grown tilapia in fattening pond g/ day 1.0 7. Survival of fish Survival of fingerlings in growth ponds % 90.0 Survival of grown tilapia in fattening ponds % 95.0

8. Harvest (production) and productivity Number of ponds to be harvested per batch/round number 2.0 Average weight of individual tilapia to be harvested, after kg 0.3 fattening Total number of tilapia individuals to be harvested per pond number of fish 27,787.5 Total weight of tilapia to be harvested per pond kg 8,336 Total weight of tilapia to be harvested per batch kg 16,673 Total weight of tilapia to be harvested during the first year (3 kg 50,018 batches) Total weight of tilapia to be harvested during the second kg 100,035 year and beyond (6 batches) Productivity of the tilapia aquaculture system at farm level ton/ha/harvest 44.46

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Good site analyses is a key first step to realizing a successful aquaculture project. Selection for a suitable site is a critical activity and must be carefully determined before establishing of a shrimp farm. Inappropriate and unplanned siting of shrimp farms has the potential to result in production failures, ecological degradation, land use conflicts and social injustice. Thus, it is imperative when shrimp farms are created that due consideration is given to the environment, ecologically sensitive habitats, other land use in the vicinity and the sustainability and economically of the shrimp farming operations.

In aquaculture there is a clear relationship between physical and biological characteristics of sites and the economic and environmental costs associated with developing a project. The selection of a suitable site is of critical importance in the development of a shrimp farm operation.

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• - Business Plan
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• - Design Process Packing House
• - Facilities Construction & Installation
• - Integrated Fish Farm Irrigation
• - Recirculated Aquaculture Systems
• - Training

APT performs Feasibility Study and the Business Plan for the establishment of the fish farming aquaculture projects. 

Business Plan is prepared for a specific site, with specific production goals. Preliminary data is collected based on Data Collection Manual and Guidelines for Site Selection provided by APT.

Detailed data regarding site conditions and local economic parameters are gathered by a team of APT experts during site visit. 

Site inspection includes thorough examination of climatic conditions, soil, water, topography and existing infrastructure. Emphasis is placed on environmental aspects.

Various production alternatives are considered and analyzed and the most feasible one is selected.  Production Strategy is developed, facilities needed to carry out the production plan are determined and  economic feasibility of the venture is analyzed. The economic analysis is based on prevailing local costs and conditions units. The Business Plan is prepared in a Bankable format, to enable presentation to local and/or international finance institutions. The scope and content of the Business Plan are agreed with the client prior to initiation.

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• Fish farming Business Plan with Feasibility Analysis
• Post author: Ane
• Post published: February 14, 2019
• Post category: BUSINESS-PLAN-AND-FEASIBILITY-STUDY
• Post comments: 0 Comments

Table of Contents

Fish farming Business Plan with Feasibility Analysis – This is a comprehensive business plan for fish farming in Nigeria. It has a complete feasibility study on fish farming business which is very good for fish farming proposal for funding. Therefore, whenever you want to start fish farming business, you must turn to this page for better understanding of the working of fish farm business. Fish farming Business Plan with Feasibility Analysis offers solutions to many of your start-up questions.

As a matter of fact, because this is fish farming business plan with feasibility study, we have to start from the Market analysis. Refer to our other posts on fish farming for the initial parts of the business plan . Presented here is Fish farming Business Plan with Feasibility Analysis for ABC Fish Farm Enterprises.

Fish farming Business Plan with Feasibility Analysis – MARKET ANALYSIS:

Market trends.

The Fish and Seafood Aquaculture industry has greatly benefited from public campaigns projecting fish and seafood as good source of protein generally. The vast majority of the revenue generated in the industry is derived from sales of fish, mollusks and crustaceans that will be processed into food products. In fact,  this industry’s success is tied to levels of seafood consumption.

Technology is playing a great role in fish farming recently. As a matter of fact, one of the new trends is that with recent advancement in technology, fish and seafood farmers can now comfortably predict and produce the quantities of fish and seafood they want to produce per time from their hatchery. This is a good one for the industry.

Fish farming Business Plan with Feasibility Analysis – Our Target Market/Segment

Our target market, are the end consumer of fish and seafood. Again, those who benefits from the business value chain of the fish and seafood aquaculture industry which re also all encompassing, are our targets.

In fact, every household consumes produce from fish and seafood farms. They consume finfish (e.g. catfish, trout, tilapia and minnows), shellfish (e.g. clams, oysters, crustaceans, mollusks and shrimp) and  ornamental fish (e.g. goldfish and tropical fish). And then, other aquaculture such as  seaweed, alligators, frogs and turtles.

Aside from families, almost all hotels and fast food restaurants sell fish and seafood. In essence a fish and seafood farmer should be able to sell his or her farm produce to as many people as possible.

In view of that, we have positioned our business to attract consumers of fish and seafood not just in the our locality  alone but also other parts of Nigeria. We have conducted our market research and survey and we will ensure that we meet and surpass the expectations we set for the business.

Fish farming Business Plan with Feasibility Analysis – Our Market Segmentation:

Below is a list of our market segmentation. The list of the people and business that we will market our fish and seafood to;

• Households,
• Individuals,
• Restaurants,
• Fast food eateries
• Agriculture merchants

Our Competitive Advantage

ABC Fish Farm Enterprises is fully aware that there re competitions when it comes to selling fish and seafood all over the globe. This is  why we decided to carry out thorough market research so as to know how to take advantage of the available market in Nigeria and her other neighbouring countries. The assignment was carried out by our business consultants Complete Full Marks Consultants Limited , based in Abuja, Nigeria.

As you can see, we have done our homework and we have been able to highlight some factors that will give us competitive advantage in the marketplace. Some of the factors re:

• Effective and reliable fish and seafood farming processes. This will help us sell our produce at competitive prices,
• Good network – for adequate market coverage, and
• In addition, healthy relationships with loads of major players (agriculture merchants) in the industry;
• Relationship with suppliers of fish and seafood feeds and accessories,
• Efficient Vet medications
• Communion with buyers of fish and seafood within and outside our locality.

In addition are:

Possession of  latest fish and seafood farming hatchery, tools and equipment that will help us raise fish and seafood in commercial quantities with less stress. We can also  boast that we have some of the most experienced hands in fish farming  in our payroll.

Lastly, we have in plan measures that will make all our employees comfortable at work. In this package,  all our employees will be well taken care of. Therefore, their welfare package will be among the best within our category. It’s meant to enable them be more willing to build the business with us and by so help deliver our set goals and achieve all our business aims and objectives.

Fish farming Business Plan with Feasibility Analysis – SALES AND MARKETING STRATEGY:

We are quite aware that some fish farmers don’t always exhaust their stock at all times. This is why some fish and seafood farming companies hardly make good profits. Our sales and marketing team will be recruited based on their vast experience in the fish and seafood aquaculture industry. In addition, they will be trained on a regular basis so as to be well equipped to meet their targets and the overall business goal of  ABC Fish Farm Enterprises.

Over and above, we have perfected our sale and marketing strategies first by networking with agriculture merchants and businesses in town. These are those  that rely on daily supply of fish and seafood that are likely to become our customers. In summary,  ABC Fish Farm Enterprises will adopt the following strategies in marketing our fish and seafood products

• Sending introductory letters alongside our brochure to stake holders in the agriculture industry – households, hotels and restaurants and agriculture produce merchant et al.
• Advertise our business in agriculture and food related magazines and websites
• Attend related agriculture and food expos, seminars, and business fairs et al
• Leverage on the internet to promote our business
• Encourage the use of word of mouth marketing (referrals)

Fish farming Business Plan with Feasibility Analysis – Sources of Income:

 ABC Fish Farm Enterprises is in the fish and seafood aquaculture industry for purpose of maximizing profits.  We have therefore,  decided to explore all the available opportunities within the industry to achieve our corporate goals and objectives.

Below re the sources we intend exploring to generate income for  ABC Fish Farm Enterprises;

• Raising and harvesting finfish (e.g. catfish, trout, tilapia and minnows)
• Raising and harvesting shellfish (e.g. clams, oysters, crustaceans, mollusks and shrimp)
• Stocking and retailing of fish farming accessories
• Raising and harvesting ornamental fish (e.g. goldfish and tropical fish)
• Rendering of consultancy services.
• Raising and harvesting other aquaculture (e.g. seaweed, alligators, frogs and turtles)

Fish farming Business Plan with Feasibility Analysis – Sales Forecast:

From our market research and survey conducted, we were able to discover that turnover generated by a fish and seafood farming business depends on the size of the fish and seafood farm. In addition are the types of fishes and seafood available in the fish and seafood farm. And of course, the size of marketing network.

We’ve perfected our sales and marketing strategies and re set to hit the ground running. Therefore, we’re quite optimistic that we will meet or even surpass our set sales target. This will enhance our ability of generating enough income / profits from the year’s operations and therefrom  build the business from survival to sustainability within the shortest period of time.

As a matter of fact, we have been able to critically examine the fish and seafood aquaculture industry and we have analysed our chances in the industry and we have been able to come up with the following sales forecast. This sales projection is based on information gathered on the field and some workable assumptions as well with respect to the nature of fish and seafood farming business that we run.

Therefore, below re the projections that we were able to come up with for the first three years of running  ABC Fish Farm Enterprises;

First Fiscal Year-: N5,250,000

Second Fiscal Year-: N7,600,000

Third Fiscal Year-: N12,900,000

Note that, this projection is done based on industry statistics. This is with the assumption that there won’t be any major economic meltdown that can impact negatively on household spending, bad weather cum natural disasters (draughts, epidemics), and unfavourable government policies

Fish farming Business Plan with Feasibility Analysis – Publicity and Advertising Strategy:

It’s said that any business that wants to grow beyond the corner of the street or city they re operating from must be ready and willing to utilize every available means of advertisement. These could be both conventional and non – conventional means. We intend growing our business which is why we have perfected plans to build our brand via every available means of business promotion.

We know that it’s important to create strategies that will help us boost our brand awareness and thereby create a corporate identity for our fish and seafood farming business. We have below the platforms we will leverage on to boost our fish and seafood farming brand and to promote and advertise our business;

• Place adverts on community based newspapers, radio stations and TV stations.
• Encourage use of word of mouth publicity from our loyal customers
• Leverage on the internet and social media platforms like; YouTube, Instagram, Facebook ,Twitter, LinkedIn, Snapchat, Badoo, Google+  and other platforms to promote our business.
• Ensure that we position our banners and billboards in strategic positions all around our nearby towns
• Distribute our fliers and handbills in target areas in and around our neighbourhood
• Contact corporate organizations, households, landlord associations and schools by calling them up and informing them of ABC Fish Farm Enterprises and the fish and seafood we sell
• Advertise our business in our official website and employ strategies that will help us pull traffic to the site
• Brand all our official cars and trucks and ensure that all our staff members and management staff wears our branded shirt or cap at regular intervals.

Fish farming Business Plan with Feasibility Analysis – Financial Projections and Costing

In this connection, when it comes to calculating the start-up cost of a fish and seafood farm, there re some key factors that should serve as a guide. One of such is the  different types of fishes and seafood to be raised in the fish  farms.

In addition are the approach and scale of operation you want to undertake. These determine whether you will rent / lease a big or small facility. The tools and equipment must be provided for too.

Another factor is the employees welfare. Then, you have to ensure that your facility is conducive enough for workers to be creative and productive.

In summary, this means that the start-up cost can either be low or high depending on your goals, vision and aspirations for your business. Below re some of the basic areas we will spend our start – up capital in setting up our fish farm;

• The Total Fee for incorporating the Business (commercial farm) N80,000.00.
• The amount needed to acquire / lease a fish farm land  – N550,000 p.a.
• The amount required for preparing the farm land (fish ponds and fresh water supply et al) – N2,530,000
• Legal expenses for obtaining licenses and permits as well as the accounting services (software, P.O.S machines and other software) – N750,000.
• Marketing promotion expenses for the grand opening ceremony N550,000
• The total cost for hiring Business Consultant – N250,000.
• The Cost of Launching an official Website – N350,000
• Additional Expenditure (Business cards, Signage, Adverts and Promotions et al) – 1,500,000

Going by the details of our research and feasibility studies above, we will need an average of N6,560,000 to start a standard fish and seafood farming business in Nigeria

Fish farming Business Plan with Feasibility Analysis – Check List / Milestone

• Business Name Availability Check: Completed
• Business Registration: Completed
• Opening of Corporate Bank Accounts: Completed
• Securing Point of Sales (POS) Machines: Completed
• Conducting Feasibility Studies: Completed
• Generating capital from family members: Completed
• Applications for Loan from the bank: In Progress
• Writing of Business Plan: Completed
• Drafting of Employee’s Handbook: Completed
• Drafting of Contract Documents and other relevant Legal Documents: In Progress
• Design of The Company’s Logo: Completed
• Opening Mobile Money Accounts: Completed
• Opening Online Payment Platforms: Completed
• Application and Obtaining Tax Payer’s ID: In Progress
• Application for business license and permit: Completed
• Purchase of Insurance for the Business: Completed
• Leasing of farm land and building of standard fish ponds: In Progress
• Graphic Designs and Printing of Packaging Marketing / Promotional Materials: In Progress
• Recruitment of employees: In Progress
• Opening party / launching party planning: In Progress
• Compilation of our list of products that will be available in our store: Completed
• Establishing business relationship with vendors – key players in the industry: In Progress

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• Existing Company Business Plan Format
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• Existing Company Business Plan Outline
• Interior Decoration Business Plan Market & Sales Analysis 
• Financial analysis for existing Coy business plan
• Interior Decoration Business Plan Simplified
• Modern Fish Farming Business Plan Template Updated
• Sample Fish Farming Business Plan Illustrated
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• How do I plan & organize big events?

Fish farming Business Plan with Feasibility Analysis – How May We Help You Now?

Actually, you need our help here. This illustrative fish farm business plan is not exactly what your own farm is. The business plan variables and parameters generated here may not be the same as your own. Two options are left for you. One is to let us adjust and adapt this one to suite your farm or make a fresh one using your farm-based variables. We are at your service. Meanwhile, get a copy of your Fish farming Business Plan with Feasibility Analysis here.

Call us on +234 8034347851 or email us on [email protected]. But note that if you like us on any of our social media handles or share this post by clicking on any of our social media share buttons on this page, you will be linking with us for future articles on this subject matter.

Deacon Anekperechi Nworgu, a seasoned economist who transitioned into a chartered accountant, auditor, tax practitioner, and business consultant, brings with him a wealth of industry expertise spanning over 37 years.

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Aquaculture Production Technology Ltd. (APT)

• Aquaculture Production Technology Ltd. ...
• Feasibility Study and Business Plan ...

Feasibility Study and Business Plan Services

From Pre-Decision Stage

APT performs the Feasibility Study and/or the Business Plan for the establishment of the proposed fish farming aquaculture project. The Feasibility Study and Business Plan are prepared for a specific site, with specific production goals in mind.

Most popular related searches

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To prepare a bankable Business Plan for presentation to:

• Venture Capitalists and private investors for securing equity capital participation.
• Commercial banks and/or financial institutions for securing loan financing.
• Local Government authorities for obtaining various permits & economic/financial incentives.

Procedure: The Business Plan is prepared for a specific site, with specific production goals in mind. Preliminary data is collected by you, based on Data Collection Manual and Guideline for Site Selection provided by APT. Detailed data regarding site conditions and local economic parameters are gathered by a team of APT experts during site visitation. Site inspection includes thorough examination of climatic conditions, soil, water, topography and existing infrastructure. Emphasis is placed on environmental aspects. Based on this data, various production alternatives are considered and analyzed and the most feasible one is selected. A Production Strategy is developed, the facilities needed to carry out the production plan are determined and the economic feasibility of the venture is analyzed. The economic analysis is based on actual local cost units and on local financial practices. The Business Plan is prepared in a Bankable format, to enable presentation to local and/or international finance institutions. The scope and content of the Business Plan are agreed with the client prior to initiation.

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