Training Course on Marketing for Horticulture Agribusiness

INTRODUCTION

Horticulture is one of the fastest-growing sectors in agribusiness, offering high-value opportunities for farmers and entrepreneurs. However, market access and competitiveness remain key challenges for small-scale horticulture producers. This practical training course is designed to equip horticultural agribusiness owners, cooperatives, and farmer groups with the tools and strategies needed to improve their market reach, customer satisfaction, and profitability.

Participants will learn how to analyze markets, brand and package fresh produce, manage post-harvest losses, price products competitively, and access high-value markets. Emphasis will be placed on fresh fruits, vegetables, herbs, and ornamentals, with case studies, group work, and interactive discussions tailored to real-world horticultural market conditions.

Participants who successfully complete the course will receive Certificate of Participation.

OBJECTIVES

By the end of this course, participants will be able to:

• Understand the unique characteristics and market demands of horticulture products.
• Identify market trends, opportunities, and buyer requirements for fruits and vegetables.
• Apply post-harvest handling and value addition techniques to improve product quality.
• Develop branding, packaging, and labelling strategies for fresh and processed produce.
• Set competitive prices based on market segments, seasonality, and production costs.
• Explore digital and traditional marketing platforms for fresh produce.
• Build and manage customer relationships and supply contracts.
• Develop a customized marketing plan for a horticulture agribusiness.

DURATION

This course will take 5 days

WHO SHOULD ATTEND?

This course targets:

• Smallholder horticulture farmers and producer groups
• Horticulture cooperatives and aggregators
• Agri-preneurs and exporters of fruits, vegetables, and herbs
• Extension officers and market linkage facilitators
• NGO and donor project staff supporting horticulture value chains
• Youth and women engaged in horticulture businesses

COURSE OUTLINE

Module 1: Overview of Horticulture Agribusiness and Market Dynamics

• Importance of horticulture in food systems and income generation
• Characteristics of horticultural products: perishability, quality, standards
• The horticulture value chain: actors, functions, and bottlenecks
• Seasonality and price fluctuations
• Local vs. regional vs. export markets
• Market access barriers for smallholder horticulturalists

Module 2: Market Research and Customer Insights

• Identifying high-potential crops and customer segments
• Conducting market assessments and buyer consultations
• Understanding retail, wholesale, institutional, and export market needs
• Product grading and classification in horticulture
• Gathering competitor intelligence
• Analyzing customer preferences and post-harvest quality expectations

Module 3: Post-Harvest Handling, Value Addition, and Branding

• Reducing post-harvest losses through improved handling and storage
• Sorting, grading, cleaning, and packaging fresh produce
• Value addition: drying, pickling, juicing, minimal processing
• Branding strategies for fruits and vegetables
• Labelling for traceability and compliance
• Food safety standards and certifications (e.g., GLOBALG.A.P, Organic, KEBS)

Module 4: Promotion, Pricing, and Market Linkages

• Costing and pricing strategies for fresh vs. value-added products
• Promotion tools: market days, farm visits, digital platforms
• Selling through local markets, supermarkets, aggregators, and direct to consumers
• Using social media, WhatsApp groups, and e-commerce for horticulture
• Contract farming and negotiation with buyers
• Transportation and cold chain logistics

Module 5: Business Growth and Marketing Planning

• Developing a simple but effective marketing plan
• Setting marketing goals and budgets
• Monitoring and improving marketing performance
• Risk management in horticulture marketing
• Group exercise: Presenting a marketing strategy for a chosen horticulture product

GENERAL NOTES

• The instructor led trainings are delivered using a blended learning approach and comprises of presentations, guided sessions of practical exercise, web-based tutorials and group work. Our facilitators are seasoned industry experts with years of experience, working as professional and trainers in these fields.
• The participants should be reasonably proficient in English as all facilitation and course materials will be offered in English.
• Upon successful completion of this training, participants will be issued with a certificate.
• The training will be held at Kincaid Training Centre. The course fee covers the course tuition, training materials, two break refreshments and lunch.
• All participants will additionally cater for their, travel expenses, visa application, insurance, and other personal expenses.
• Accommodation and airport pickup are arranged upon request. For reservations contact the Training coordinator at Email: training@kincaiddevelopmentcenter.org or Tel: +254 724592901
• This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our Kincaid Training Centre or at a convenient location.

For further inquiries, please contact us on Tel: +254 724592901 or send mail to training@kincaiddevelopmentcenter.org

Payments are due upon registration. Payment should be sent to our Bank account before commencement of training and proof of payment sent to training@kincaiddevelopmentcenter.org