SETTING UP A BUSINESS

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• SETTING UP A BUSINESS

WISHH MW WORKSHOP
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4. A Cultural Thing

• Target Group
• Ethnic Groups and other segments rarely buy at
  Supermarkets, they do at neighborhood Moms and
  Pops Stores or Town Markets.
• Ethnic Groups and other segments tend to mistrust
  most packed products unless they are priority
  goods.
• Ethnic Groups and other segments like products
  that they can cook with.
• Ethnic Groups and other segments will buy their
  foodstuffs in a daily basis.

MAYAN WOMEN COOKING FOR SCHOOL LUNCH PROGRAM
IN GUATEMALA
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II. The Paradigm of Flavor and Price
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• II.1. FLAVOR
• US Health End Choice flavor and traditional
  flavor in beverages and soymilk are not accepted.
• Flavors and colors have to be strong as well as
  sugar in beverages and soymilk, specially in the
  Tropics.
• US Health End Choice thick consistency of
  beverages and soymilk are not accepted
• Natural tofu is not accepted well.
• Yogurt, Meat substitutes and other soyfoods such
  as oriental foods are easily accepted as long as
  they are tasty.

• II.2. PRICE
• Premium prices for Organic products will not be
  payed by the consumer.
• There are quality food products made in the C.A.
  region at a fair price, and also a strongCommon
  Market.
• Packaging and Ingredients will depend on what
  market segment wants to be reached.
• Distribution and Logistics are difficult and
  expensive
• Almost every Raw Material used Latin American
  is imported.
• Expensive Freight and Taxes.
• Expensive and Irregular Utilities.

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III. PROCESSING SOYFOODS IN LATIN AMERICA
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FOREWORD

1. Soyfoods Target Groups
2. in Latin America

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1. Necessity

• Target Group
• Central America and Caribbean
• Population 80,000,000.
• 44 population of Latin America under
  Poverty Line.
• 12 population of Latin America on Poverty
  Line (one US a day).
• Governments, PVOs, and NGO,s trough School
  Lunch and Social Programs.
• This population does not have acess to protein.

MAP OF GUATEMALA
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2. Nutrition

• Target Group
• 9 of Children under the age of 5 are
  malnourished in Latin America.
• 11 of Latin Americans are undernourished.
• 19 of Central Americans are undernourished.
• 28 of the Caribbean population is
  undernourished.
• Goverments, PVOs and NGOs trough School Lunch
  and Social Programs.

MALNOURISHED CHILD IN GUATEMALA
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3. The Lactose Intolerant

• Target Group
• 75 of Latin Americans are Lactose Intolerant.
• Supermarket Chains want alternatives to dairy
  products, and other foods which are expensive
  such as delactosed dairy products, and also
  health end choice products.
• Only a 27 of Central Americans drink dairy milk
  due to its cost.
• Institutional Groups, such as Goverments, PVOs
  and NGOs.
• Food Processors who want to expand their product
  line with soy based raw materials.

SOYMILK
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III.1. WHICH ONES?

• Soyfoods
• Soymilk
• Soy Beverages
• Yogurt
• Analog Cheeses
• Milk Powder Replacers
• Meat Analogs
• Baked Foods
• Okara Products
• The New Soyfoods Rising Star in Latin America

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III.2.3. HOW? Processing Equipment and Comparison
MACHINE CAPACITY OPERATION PRICE US F.O.B.
PROSOYA 200 L/h 50 L/h Continuous Batch(Electric) 42,500.00 5,000.00
AGROLACTOR 250 L/h Continuous 81,900.00
Takai Tofu 200L/h Continuous 21,600.00
BARN.A INC. 200L/h Batch 71,730.00
Perfecta Curitiba 600L/h 300L/h 50 L/H Continuous Continuous Batch (LP Gas, and manual grinder) 70,400.00 42,000.00 3,750.00
ASSOY 50 L/h Batch (Electric) 5,000.00
APV 500L/h Continuous 171,000.00
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III.4. PACKAGING
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• 3. Asceptic
• Expensive
• Freight/Tax
• Imp./Exp.
• Limited Dist.
• Long Life
• Atractive

• Pouch
• Refrigerated
• Fragile
• Distribution
• Shelf Life
• Popular
• Price

• 4. Gable Top
• Refrigerated
• Distribution
• Freight/Tax
• Popular
• Atractive

• 2. Plastic
• Distribution
• Refrigerated
• Sizes
• Popular
• Price
• See Product

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III.5 INGREDIENTS
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• 3.a. Soybeans
• Organic
• Non Organic
• GMO
• Non GMO
• 3.b. Isolates
• 3.c. Soy Meal
• 3.d. New Soy Raw Materials
• 3.e. Okara
• 3.f. Soymax

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III.5.a. Microsoy Flakes
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III.6. EXISTING REGULATIONS FOR SOYMILK AND
SOYBEVERAGES IN LATIN AMERICA
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1. BRAZILS NTA 36
2. ASA SEAL OF QUALITY PROGRAM STANDARDS

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III.6. How to deal with Registersfor Soymilk in
the C.A. and Caribbean Region
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• III.6.a. Paperwork
• Setting up a Company
• Permits
• Trade Mark Design Register
• Phitosanitary Permit
• Certificate of Free Sale
• Sanitary Licences and Registers (Lab. Analysis)
• Fumigation
• Freight
• Custom Duties and Seals
• Buyer Regulations Fees
• Distribution Agreements

• III.6.b. Labeling
• No Curative Properties, Preventive Qualities.
• No Standard for Soyfoods (FDA, others).
• Ingredient Label in the native language, Sanitary
  Register, Number and Distributor Name.
• Regulations as well as name of ingredients vary
  for each country.
• Expiration Date Label.

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• III.6.c. Importing Raw Materials and Finished
  Products?
• Obtain Certificate as authorized Importer and
  Exporter
• Fumigation of Agricultural Products
• Lab Analysis
• Phitosanitary Certificate
• Free Sale Certficate
• Freights and Taxes
• Custom Dutiies and seals
• Inspection and Release
• Buyer Regulations and fees

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IV. A SOYMILK OPERATION STUDY CASE IN GUATEMALA
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• IV.1. THE REVOLUTION OF SOYFOODS PROCESSING
  TROUGH NEW TECHNOLOGIESAND INTERNATIONAL
  COOPERATION.

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IV. 3.a. Processing Capacity

• Capacity to process up to 1800 lts/h with
  actual plant configuración and can go up to 3600
  lts/h adding up modules.

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• 10.a. SOY Soyaleche Soymilk
• Growth 235 Oct. 02/Jun.04
• Guatemala
• Grupo La Fragua
• (50 Holding with Royal Ahold)
• Sales US750,000,000.00/Y
• Stores in Central and South America
• Unisuper
• El Salvador
• All Supermarket Chains
• (Nov. 2004 ,200 ml Tetra launch and Franchising
  in Mexico)
• Exports for US Latin Markets, Caribbean , C.A.
  and S.A.

Sampling at La Fragua Supermarket
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OUR PRODUCTS
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SOY! TEAM
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IV.2. Education for GovernmentAgencies,
Importers, Processors,and Consumers
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IV.2. Community Education Program
LEARNING ABOUT SOYFOODS WITH BEANIE
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V. Our Social Arm Association in Peace with the
Environment (EPA)
MISSION MAKING A BETTER HABITAT FOR HUMANS WITH
SOY
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V.1. Our Programs

• Our objective is to improve the physical
  and physiological condition of children with
  malnutrition in Guatemala through soy protein and
  provide them with liquid soy foods ready to drink
  in an individual aseptic package and promote the
  development and the generation of richness by
  supporting Sustainable Social Feeding Programs
  with US soy beans and through Soy for Soy
  for Soy concept to provide isolated communities
  the potential for human growth so this
  communities and their public schools can become
  self sufficient by themselves using our patented
  Mini Soy Cow Machine, thus creating a consumer
  base for soyfoods in the short term.

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V.2. Our Partners in Social Work

• ASA
• Ministry of Education of Guatemala
• Ministry of Agriculture of Guatemala (LOI)
• WISHH(Cooperation Agreement)
• CARE(Cooperation Agreement)
• Christian Relief Services (LOI)
• Tetrapak (LOI)
• NSRL/INTSOY
• Leyenda S.A.(Cooperation Agreement)

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MINI SOY COW MACHINE AB-40I
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MINI SOY COW MACHINE AB-40I
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Microsoy Corporation, USA Microsoy Flakes
Manufacturer Japanese Technology US Soybeans
Perfecta Curitiba, Brazil Machinery for Baked
Goods Mechanical Cow Manufacturer 600 Machines
insatalled up to date
American Soy Bean Association Farmers
Association Marketing and Promotion ASA Seal of
Quality Program
Leyenda S.A., Guatemala C.A. Soyfoods
Processor SOY! Soyaleche Soymilk Social Programs
with sister NGO
Dipamaq, Brazil Distributor and Developer of
Soymilk Flavors with Degussa Flavor Fruit
Systems do Brazil