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INDIVIDUAL CONSULTANT PROCUREMENT NOTICE

Date: [12/08/2022]

Country: São Tomé and Príncipe

Description of service: Hiring a Cachaça/Rum Expert for Market Prospecting and Export Support Project name: Project Promoting the Agribusiness Value Chain for Exportation Sao Tome and Principe Duration of Contract: The duration of the consultancy is planned for two months (60 days) from the time of signing the contract. A total of 30 working days (WD) is planned, including the time dedicated to market missions / prospections (with the exception of the possible follow-up mission to EXPOCACHAÇA 2022 in Belo Horizonte). Proposal should be submitted at the following email to BidsSTP@undp.org, no later than August 31, 2022.

Any request for clarification must be sent by standard electronic communication to the e-mail

procurement.st@undp.org and will respond by standard electronic mail, including an explanation of the

query without identifying the source of inquiry, to all consultants.

1. BACKGROUND

Context and justification

STP has achieved remarkable progress in terms of human development, especially driven by public

investments in health and education. However, its economy exhibits the criticalities and dependencies

typical of a Small Island Developing State (SIDS), which underlie its limited capacity to generate business

opportunities and create sufficient productive jobs. As a result, STP's economic growth has not been

inclusive, with women and youth often left behind. The arrival of COVID-19 has further exacerbated this

context of poverty and inequality. The development of STP's economic potential as a small market is dependent on access to foreign

markets and investors - both regional and global, in order to be able to expand its market frontiers, and

on effectively strengthening the country's current limited competitiveness. It is also in this context that

STP recently ratified and began implementation of the African Continental Free Trade Area (AfCFTA), aiming to accelerate its integration process with the African continent.

Agriculture, largely unexploited, is one of the most promising sectors for generating business (especially

for SMEs) and decent employment opportunities (especially for women) for a more balanced and

inclusive growth path. However, limited investment, weak know-how and a discouraging business

environment are undermining the growth potential of this sector.

The main agricultural products that will serve as the basis for the agribusiness value chains supported by

the project are cocoa (for chocolate and related products), coffee, fruits (for marmalade, nuts, liqueurs),

plants (for tea, essential oils and cosmetic uses), coconut, palm products, breadfruit, banana, cassava,

sweet potato, pepper, vanilla and brandies. Other agricultural products may be identified at a later

stage. In this context, the project aims to create the conditions to generate meaningful employment and

income generation opportunities, especially among women and youth, during this phase of post-covid

recovery. The project is also expected to contribute indirectly to a number of social protection and social

cohesion issues that are central to UNDP's work in STP. Particularly after some market surveys conducted by the CESO Consultancy within the initial phase of

the project, the real export potential of the spirits produced in STP has not been clarified, nor has its

competitiveness in the EU and African markets been made clear in relation to similar products (mainly

Brazilian "cachaças") and the various rums on the market (mainly in the Caribbean countries) that

compete indirectly with the spirits, being considered "products of the same family of sugar cane

distillates".

2. SCOPE OF WORK, RESPONSIBILITIES AND DESCRIPTION OF THE PROPOSED ANALYTICAL WORK

1. Purpose

The aim of the consultancy, to be conducted by an expert in distilled products, is to evaluate

the export potential of the distilled spirits produced by the companies supported by the

project, gathering indications/data on their competitiveness and positioning, and identifying possible importers/distributors in the European and West African consumer markets and suppliers of labels, bottles and equipment.

2. Tasks and Responsibilities

Specific tasks to be undertaken by the consultant include: a) Knowledge of product/production process of the beneficiary companies; b) Brief assessment of product positioning (including price) on the basis of a "quick benchmark" conducted with some market operators, a reference in the sector; c) Preliminary prospecting conducted on the consultant's contact base / distance network using, at first, photos and information about the product and eventually samples to test the interest of potential importers / distributors; d) Depending on the results of the assessment, identify possible contacts with visit and activation of the "business relationship" process in coordination with STP companies; e) Identification of market (and eventually "customer") "requirements" regarding quality standards / norms, certifications, packaging; f) Technical support to the STP companies in the incipient "negotiation" phase; g) Possible accompaniment to the international fair EXPOCACHAÇA in August 2022 in the city of Belo Horizonte in Brazil; h) Support to the beneficiary companies for possible suppliers of equipment, labels, bottles.

3. Work Methodology

The Reports should be prepared based on the following methodology:

Knowledge of Product and Production Processes;

Preliminary Evaluation of Positioning and Benchmark;

Preliminary Prospection;

Identifying Possible Importers;

Market / Client requirements;

Technical and Commercial Support;

Support with Potential Suppliers;

4. Expected result

It is expected that at the end of this consultancy: One of the objectives of the consultancy is to quickly assess the positioning of the products of

the companies benefiting from the project, initially based on price, product characteristic,

origin in relation to international competition. It is of great importance to collect data/information on: The differentials perceived by potential customers;

Competitiveness in relation to the price factor;

The potential (IG-Indicação Geográfica) unique origin in the islands of Sao Tome and Principe.

5. Deliverables

Deliverables % of Contract

Mission plan (for market research and visits to STP producers) to be delivered no later than one week after the signing of the contract; 20% Progress Report to be submitted after 20 days from the signing of the contract, which must contain the results of points a, b and c of point 3 and an implementation plan of the remaining points; 40%
Final report to be delivered one week before the end of the consultancy. 40%

6. Supervision

The selected Consultant will be directly responsible for preparing a mission/market survey plan (to be

approved in advance by UNDP).

3. REQUIREMENTS FOR EXPERIENCE AND QUALIFICATIONS

Over 10 years in an "Export Manager or Export Responsible" position in a company with an export department or as a Consultant or Trade Agent; More than 5 years of specific export experience in the beverages and distillates sector; More than 3 years of specific export experience in beverages and distillates for Europe (EU27), Eastern Europe, Baltic countries; More than 3 years of specific export experience to West African countries (experience in Equatorial Guinea, Angola or Gabon would be an advantage); Knowledge of Marketing and Positioning acquired in the beverages and distillates markets; Ability to communicate in Portuguese and/or Spanish, English and French; Contacts with possible suppliers of bottles and labels (small batches); Proven experience in negotiation processes with international distributors of drinks and distillates.

4. DOCUMENTS TO BE INCLUDED WHEN SUBMITTING THE PROPOSALS.

The consultant application process must consist of the following documents: Technical Proposal with a brief explanation of the services provided (with the mention ""125689_Prospeção de Mercado Proposta Técnica"), Financial Proposal (with the mention "125689_Prospeção de Mercado_Proposta

Financeira"").

Annex 2 - INDIVIDUAL CONSULTANT GENERAL TERMS AND CONDITIONS, filled and signed,

Annex 3 ʹ O FFEROR'͕

filled and signed, Proposald will be accepted in Portuguese or English. The proposal must include a provisional timeline with delivery deadlines. Proposals must contain the name and email address of the service provider's contact person, as well as all information necessary for the selection process. Together with the proposal, 3 reference contacts that UNDP may contact to collect information about the applicant should be provided.

5. FINANCIAL PROPOSAL

The Financial Proposal is evaluated according to the lowest value considered

Lump sum contract

The financial proposal shall specify a total lump sum amount, and payment terms around specific and

measurable (qualitative and quantitative) deliverables (i.e. whether payments fall in installments or

upon completion of the entire contract). Payments are based upon output, i.e. upon delivery of the

services specified in the TOR. In order to assist the requesting unit in the comparison of financial

proposals, the financial proposal will include a breakdown of this lump sum amount (including travel,

per diems, and number of anticipated working days).

Travel

All envisaged travel costs must be included in the financial proposal. This includes all travel to join duty

station/repatriation travel. In general, UNDP should not accept travel costs exceeding those of an

economy class ticket. Should the IC wish to travel on a higher class he/she should do so using their own

resources. In the case of unforeseeable travel, payment of travel costs including tickets, lodging and terminal

expenses should be agreed upon, between the respective business unit and Individual Consultant, prior

to travel and will be reimbursed.

6. EVALUATION

Evaluation of technical proposals:

Technical and financial proposals will be evaluated based on their compliance with the Terms of Reference, based on the evaluation criteria and the following points: Evaluation summary of the Technical Proposal Grade weighting coefficient

1. Consultant 70%

2. Financial offer 30%

1. Consultant Evaluation

Criteria Maximum

score More than 10 years in an "Export Manager" position in a company with an export department or as a consultant or trade agent. 10 More than 5 years of specific export experience in the beverages and spirits sector. 10 Over 3 years of specific experience exporting drinks and distillates to Europe (EU27), Eastern Europe, Baltic countries. Value of Marketing and Positioning knowledge acquired in the beverages and distillates markets. 7 More than 3 years of specific experience exporting to West African countries (experience in the Equatorial Guinea market would be an advantage) 7 Ability to communicate in Portuguese and/or Spanish, English and French 8 Contacts with possible suppliers of bottles and labels (small batches) 8 Quality of the technical proposal and compliance with all requirements of point 3 of the ToR 20 Individual consultants will be evaluated based on the following methodologies:

1. Lowest price and technically compliant offer

When using this method, the award of a contract should be made to the individual consultant whose offer has been evaluated and determined as both: a) responsive/compliant/acceptable, and b) offering the lowest price/cost ANNEX

ANNEX 1- TERMS OF REFERENCES (TOR)

ANNEX 2- INDIVIDUAL CONSULTANT GENERAL TERMS AND CONDITIONS ANNEX 3- 'S LETTER TO UNDP CONFIRMING INTEREST AND AVAILABILITY

United Nations Development Programme

Page 1 of 6

Project Promoting the Agribusiness Value Chain for Exportation

Sao Tome and Principe

Terms of Reference

Hiring a Cachaça/Rum Expert for Market Prospecting and Export Support The UNDP is recruiting an Expert with considerable experience in Market Prospecting, Positioning and

Exporting distillates to the European Union, Eastern Europe, Baltic countries and West Africa to support

the export process of some Sao Tome and Principe producers of Cachaça/Rum, currently focused on the

domestic market.

Context

STP has achieved remarkable progress in terms of human development, especially driven by public investments in health and education. However, its economy exhibits the criticalities and

dependencies typical of a Small Island Developing State (SIDS), which underlie its limited

capacity to generate business opportunities and create sufficient productive jobs. As a result, STP's economic growth has not been inclusive, with women and youth often left behind. The arrival of COVID-19 has further exacerbated this context of poverty and inequality. The development of STP's economic potential as a small market is dependent on access to foreign markets and investors - both regional and global, in order to be able to expand its market frontiers, and on effectively strengthening the country's current limited competitiveness. It is also in this context that STP recently ratified and began implementation of the African Continental Free Trade Area (AfCFTA), aiming to accelerate its integration process with the

African continent.

Agriculture, largely unexploited, is one of the most promising sectors for generating business (especially for SMEs) and decent employment opportunities (especially for women) for a more balanced and inclusive growth path. However, limited investment, weak know-how and a discouraging business environment are undermining the growth potential of this sector. The main agricultural products that will serve as the basis for the agribusiness value chains supported by the project are cocoa (for chocolate and related products), coffee, fruits (for marmalade, nuts, liqueurs), plants (for tea, essential oils and cosmetic uses), coconut, palm products, breadfruit, banana, cassava, sweet potato, pepper, vanilla and brandies. Other

agricultural products may be identified at a later stage. In this context, the project aims to create

the conditions to generate meaningful employment and income generation opportunities, especially among women and youth, during this phase of post-covid recovery. The project is also expected to contribute indirectly to a number of social protection and social cohesion issues that are central to UNDP's work in STP. 1

United Nations Development Programme

Page 2 of 6

Particularly after some market surveys conducted by the CESO Consultancy within the initial phase of

the project, the real export potential of the spirits produced in STP has not been clarified, nor has its

competitiveness in the EU and African markets been made clear in relation to similar products (mainly

Brazilian "cachaças") and the various rums on the market (mainly in the Caribbean countries) that

compete indirectly with the spirits, being considered "products of the same family of sugar cane

distillates".

Objectives

The aim of the consultancy, to be conducted by an expert in distilled products, is to evaluate the export

potential of the distilled spirits produced by the companies supported by the project, gathering

indications/data on their competitiveness and positioning, and identifying possible importers/distributors

in the European and West African consumer markets and suppliers of labels, bottles and equipment.

Scope of Work

Specific tasks to be undertaken by the consultant include: a. Knowledge of product/production process of the beneficiary companies; b. Brief assessment of product positioning (including price) on the basis of a "quick benchmark" conducted with some market operators, a reference in the sector; c. Preliminary prospecting conducted on the consultant's contact base / distance network using, at first, photos and information about the product and eventually samples to test the interest of potential importers / distributors; d. Depending on the results of the assessment, identify possible contacts with visit and activation of the "business relationship" process in coordination with STP companies; e. Identification of market (and eventually "customer") "requirements" regarding quality standards / norms, certifications, packaging; f. Technical support to the STP companies in the incipient "negotiation" phase; g. Possible accompaniment to the international fair EXPOCACHAÇA in August 2022 in the city of Belo Horizonte in Brazil; h. Support to the beneficiary companies for possible suppliers of equipment, labels, bottles.

Knowledge of Product and Production Processes

The project mainly supports four distillate companies in Sao Tome: KUAL, ENGLOBE, FIGUEIRA and

VANILHA STP.

KUAL and ENGLOBE basically produce similar spirits with or without ageing, while VANILHA STP bets on a

differentiated niche concept of "vanilla flavoured spirits". The four companies use "interchangeably" for

their products the product descriptions "aguardente and rum" as if they were synonyms when in reality

2 3

United Nations Development Programme

Page 3 of 6

they are products with different characteristics and above all perceived as different by the majority

of consumers (e.g. in European markets). Cachaça, for example, is made from the fermentation and

distillation of garapa, i.e. fresh cane juice, while rum is produced from molasses, i.e. the cooked juice of

the cane. From a chemical point of view, there are differences in the breakdown of the sugar that is later

transformed into alcohol. The chemical differences resulting from these production processes lead to

distinct characteristics of flavour, aroma and finish in the two distillates. As regards ageing, rum follows

standards according to the place where it is produced (in Cuba for example the minimum time is two years), cachaça, on the other hand, does not have a legal ageing requirement.

It is considered important within the scope of this consultancy to visit the producing companies in São

Tomé to have a better understanding about the characteristics of the products, their differentials, having

exposure, at the same time, to the factor "origin in STP" which could prove to be a competitive advantage

in the global market if well "captured" in the product positioning. Preliminary Evaluation of Positioning and Benchmark One of the objectives of the consultancy is to quickly assess the positioning of the products of the

companies benefiting from the project, initially based on price, product characteristic, origin in relation

to international competition. It is of great importance to collect data/information on: The differentials perceived by potential customers;

Competitiveness in relation to the price factor;

The potential (IG-Indicação Geográfica) unique origin in the islands of Sao Tome and Principe.

Preliminary Prospection

On the basis of the consultant's contacts/networks measure with potential customers the interest for the

product category "Aguardente de Cana" and with which characteristics, and conditions. This phase will be

conducted mainly at a distance activating market contacts to detect "theoretical interest".

Identifying Possible Importers

As a follow-up to the "preliminary prospecting" phase, identify 2-3 potential clients who, depending on

the level of interest, may be visited personally by the consultant, and introduced to the STP companies

for the start of a business relationship.

Market / Client requirements

On the basis of the market / customer knowledge and the prospecting write a list of "requirements to be

fulfilled" to activate an export process from the point of view of requirements in force in the countries (or

with specific customers) regarding "quality standards" (product and process), certifications and

packaging.

Technical and Commercial Support

To support companies in the initial negotiation process with possible importers, assuming a role of "commercial agent", facilitating the good relationship between companies and clients.

Support with Potential Suppliers

United Nations Development Programme

Page 4 of 6

Generally speaking, STP distilling companies import, due to lack of domestic options, bottles, labels

and various production equipment from Brazil or Europe, at very high costs and with few options to

choose from (due to low volumes). In this context, one of the tasks of the selected consultant would be

to support these companies in the procurement process by providing contacts with suppliers according to the specific needs and requests of the companies.

Deliverables and Payment Conditions

Target Group Deliǀeries ͬ Serǀices й of Payment Mission plan (for market research and ǀisits to STP producers) to be deliǀered no later than one week after the signing of the contract; 20й

4 identifed

companies Progress Report to be submitted after 20 days from the signing of the contract, which must contain the results of points a, b and c of point 3 and an implementation plan of the remaining points;

40й

Final report to be delivered one week before the end of the consultancy.

40й

Fees and Expenses

Consultancy Fee (30 WD) to be negotiated directly with UNDP, plus reimbursements of mission expensesquotesdbs_dbs32.pdfusesText_38

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