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EGYPT: The EC program (Bee #2), which is the most Important, is a 

 government program. However, Individual EC countries such as Germany 

 and Denmark also have private sector programs. 



TAIWAN: Australia: Annually sends barley sales teams to Taipei and 

 sponsors a 10-membor Taiwanese barley team to Australia (funded by the 

 barley boards). Canada: Annually the Canadian International Grains 

 Institute invites approximately 5 importers of wheat, barley, feed wheat 

 for a 3 week visit to Canada to participate in the "International Feed 

 and Oilseed Progreun" which includes a week-long short course. South 

 Africat Sponsors a buyers' teeun of about 10 members for 2 weeks. 



JAPAN i Canada and Australia are the principal competitors, for barley 

 and malt. They focus their promotional efforts on influencing the 

 Japanese government (the Japan Food Agency) to secure market share. 

 Canada actively courts JFA officials to visit Canada to review 

 production, supply and crop quality; the Canadians pay for these annual 

 trips. Australia also actively promotes barley exports and will support 

 JFA mission visits. Also, both the Canadian and Aui^ralian embassy 

 utilize government agricultural officials to promote and negotiate 

 government-to-government wheat and barley supply agreements. It is 

 difficult to estimate the resources and monetary commitment used for 

 barley export promotion in Japan, because their efforts are targeted at 

 the JFA, and this information is confidential. Private traders and 

 barley processors are basically out of the loop, as they have no direct 

 role in making purchasing decisions. 



For corn and sorghum, Japan's main competitors are China, TVrgentina, 

 South Africa, and to a lesser extent, Australia. 



China and Argentina do little in the way of funding formal exjxjrt 

 promotion programs. They will host Japanese grain industry teams for 

 visits, organize meetings, and promote their products for exports, 

 however, the Japanese pay for the majority of the travel costs for trade 

 missions. The key tool employed by the PHC and Argentina is the 

 utilization of government grain board export pricing practices. 

 Competitive pricing of feed grains targeted for exports for "cash" 

 paying customers (Japan) by China and Argentina appear to be 

 "rationalized* as government grain boards offer lower export prices 

 relative to internal domestic prices. China uses Ceroil (a government 

 agency) to negotiate quarterly corn supply agreements with Japanese 

 trading companies; pricing practices cure private and confidential. 



The n.S.'s competitors in Japan tend to use a centralized approach to 

 export feed grains; methods used for export promotion, grain pricing and 

 tendering are "closed" in comparison to U.J. marketing practices to 

 maximize export efforts and results. 



Foreign Competitors Programs to Facilitate Exports 



CHINA: In the eeirly eO's, Australia gave the Chinese 50,000 metric 

 tons of malting barley and provided all of the technical support to use 

 it. Estimated cost: $1 million. Today, they have the bulk of China's 

 malting barley market. While we have 



no confirmation, the Aussies gave the Chinese credit to buy malting 

 barley this year - terms un)cnown. 



In the 60 '8, the Germans built a technical center at the Beijing 

 Agriculture University, specializing in feed and feeding, with continued 

 tech support. Estimated cost: $7 million. 



