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Faly Rasamimanana : « Le marché japonais est à notre portée »

Membre de l’Association Economique Madagascar Japon (AEMAJA), Faly Rasaminanana, une figure de proue dans la filière exportation malagasy, est convaincu que Madagascar peut conquérir le marché japonais. Il reconnaît que cette débouchée est très exigeante et carrée, mais les opérateurs malagasy peuvent apprendre beaucoup de leurs homologues asiatiques.

Vous faites partie de ceux qui promeuvent la diplomatie économique entre Madagascar et Japon, que pouvez-vous dire sur ce marché ?
Les Japonais sont très exigeants concernant le respect des normes sanitaires. Les consommateurs de ce pays sont sensibles aux problèmes de contamination à des bactéries ou à des microbes, de radiation nucléaire et aussi à l’existence des facteurs cancérigènes dans les produits qui leur sont proposés. Les opérateurs nippons ont la réputation d’être carrés. Lorsqu’on travaille avec eux, il faut s’en tenir aux termes du contrat. Une livraison de 40 tonnes de marchandises ne peut pas descendre à 39 tonnes. Ceci dit, il n’y a pas de compromis possible si nous voulons faire une percée dans ce pays d’Asie. Ces exigences s’avèrent assez rude, mais j’ose dire que ce marché est à notre portée.

Quels produits intéressent-ils les consommateurs japonais ?
En réalité, il s’agit d’un nouveau marché pour les exportateurs malagasy. Nous sommes en train d’étudier et d’analyser les opportunités d’affaires dans ce pays. Pour l’instant, je ne suis pas en mesure de dire quels produits se vendront mieux ou pas au Japon. Ce dont je peux être sûr, c’est que les Japonais ont besoin de vanille et de café arabica. Des filières sur lesquelles Madagascar peut se positionner.
Parmi les référentiels qui sont connus des exportateurs malagasy ; citons l’EuropGap, ces normes nous seront-elles utiles sur le marché nippon ?
L’EuropGap est un référentiel qui nous sert pour les exportations de litchi en Europe. Les efforts entrepris par les opérateurs pour atteindre ce niveau d’exigence sont notables, mais pour aller au Japon, il en faut encore plus. Nous travaillons déjà là-dessous.

Quelles actions menez-vous pour atteindre les niveaux d’exigence du marché japonais ?
Pour faire plus simple, prenons le cas de la filière litchi. Dans les zones où nous travaillons, c’est-à-dire dans la région Analanjirofo, nous œuvrons pour un développement inclusif. Le problème dans cette partie de l’île – c’est également valable sur l’ensemble des zones agricoles du pays, les acteurs produisent de la quantité, mais il n’y a pas la qualité. Cette situation rend les produits malagasy peu ou non compétitifs au niveau des marchés extérieurs.
Notre démarche est la suivante. Tous les acteurs concernés par l’exploitation du litchi- depuis les collectivités décentralisées, les producteurs, en passant par les collecteurs, jusqu’au personnel qui manipule les fruits dans les stations de traitement doivent se sentir motivés par ce qu’ils font. Ceux-ci garderont dans leur esprit qu’ils travaillent pour eux, pour leurs familles et pour leur région.

Est-ce une voie pour lutter contre la mauvaise qualité des produits agricoles à Madagascar ?
Oui et nous en avons la preuve. Lorsque les gens se sentent concernés par un projet, ils s’appliquent et partagent les mêmes objectifs que les exportateurs. Cette vision du « Développement inclusif » est déjà en marche dans la commune de Foulepointe. Pour que ces gens puissent travailler dans les meilleures conditions, il faut les soutenir dans leur quotidien. Nous contribuons – grâce à une partie des recettes d’exportation de litchi – à la résolution de leurs soucis sociaux. Il ne s’agit pas ici de donner de l’argent pour acheter par exemple du pétrole lampant, mais nous les incitons à s’investir dans des activités génératrices de revenu. En élevant du poulet gasy, ces agriculteurs se dotent de moyens financiers supplémentaires.
Libérés de leurs soucis quotidiens, ces agriculteurs peuvent se concentrer sur le traitement des fruits sur pied. Nous avons la garantie après que le rendement dans les plantations sera meilleur.

Cela suffira-t-il pour emmener les produits malagasy sur le marché japonais ?
Pour cela, nous, avec quelques acteurs économiques -inculquons chez les agriculteurs et aussi les autres intervenants de la filière litchi et grains secs dans la commune de Foulepointe, le système japonais appelé « Kaizen ». Il s’agit d’un état d’esprit prônant le « zéro gaspillage » dans tout ce qu’on entreprend. Des formations ont même été dispensées à ces acteurs pour qu’ils puissent s’imprégner du Kaizen. Ce dernier implique une amélioration continue de toute démarche de travail. Celui-ci rendra toutes les filières agricoles malagasy productives et surtout compétitives. Ce système ne déplaira pas aux petits planteurs parce qu’il exige la plus grande transparence.
Notre avantage en adoptant ce système, c’est que les produits d’exportation du pays pourront être acceptés dans tous les marchés, même ceux qui imposent un niveau d’exigence le plus élevé. Nous y gagnerons encore plus en compétitivité en combinant le Kaizen avec le référentiel HOREB (Hygiène, Organisation, Restauration de l’Environnement et de la Biodiversité), un principe que nous nous imposons déjà au sein de certaines filières de rente.

Si les filières agricoles arrivent à adopter ces démarches, où placerez-vous le secteur agricole malagasy sur l’échiquier économique ?
A mon avis, l’agriculture doit représenter jusqu’à 30% voire 40% du Produit Intérieur Brut (PIB) de Madagascar. Cela permettrait de contrebalancer nos importations. Les efforts des investisseurs du secteur privé ne suffiront cependant pas. Il faudra mettre en place une politique filière très efficace.

Recueillis par Didier Rambelo

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