I. INVESTOR ENGAGEMENT STRATEGY
A step-by-step system for securing capital, strategic partners, corporate buyers, and institutional investors.
1. Identify the Right Investor Categories
Not all investors are equal. Target those aligned with your industry:
- A. Strategic Agroforestry Investors
- High-net-worth individuals
- Middle Eastern family offices
- Asian agribusiness conglomerates
- B. Institutional Investors
- Green funds
- Environmental impact investors
- Carbon credit funds
- ESG-aligned venture capital firms
- C. Government & Development Partners
- DOST, DA, DENR
- BOI, PEZA
- ADB, USAID, UNDP (climate & forestry projects)
- D. Corporate Partners
- Perfume houses
- Essential oil manufacturers
- Large incense manufacturers
- Cosmetics companies
- International wellness brands
2. Build an Investor-Ready Narrative
Investors care about:
A. A Clear Value Proposition
“A vertically integrated agarwood industry—from propagation to perfumery—built on traceability, sustainability, and global demand.”
B. Market Opportunity
Explain:
- Global oud market growth
- Price data (chips, oil, perfumery inputs)
- Demand in GCC, China, India, EU
C. Unfair Advantage
Your key advantages:
- Organogenesis (COPI)
- Plantation model (CAPI, PAFC)
- Inoculant (FusaTrinity™)
- SC-CO₂ extraction (CESI)
- Branding & perfumery (ANOC)
- Organic fertilizers (COFI)
- Cooperative integration (AGAC)
This becomes a powerful ecosystem investors rarely see.
3. Investor Pitch Structure
A complete pitch deck should include:
- Market problem & opportunity
- Your vertically integrated solution
- Competitive advantages
- Technology & innovation (organogenesis, inoculation, SC-CO₂)
- Market traction (buyers: Bahrain, Kuwait, Qatar, Dubai, KSA)
- Revenue streams
- Financial forecasts
- Investment ask
- ROI scenarios
- Exit strategy
4. What Investors Want to See Most
Clear Cash Flow
Plantation yield forecasts
Grade-based pricing
Multi-market channels
Risk mitigation:
- CITES compliance
- Traceability
- Plantation insurance
- Climate-resilient agroforestry
Strong management team
5. Investor Engagement Funnel
- Awareness Phase
- LinkedIn announcements
- Industry webinars
- Articles on sustainable oud
- Authority Phase
- Present in trade fairs
- Publish whitepapers
- Show organogenesis breakthroughs
- Upload plantation & lab videos
- Activation Phase
- Offer investor kits
- Online data rooms
- Plantation visitation
- Sample packs (chips/oil)
- Conversion Phase
- Negotiation
- Due diligence
- Signing of MOA/Term Sheet
- Capital deployment
II. B2B TRADE NEGOTIATION STRATEGY
For bulk buyers of chips, oud oil, extracts, incense, and perfumery ingredients.
A. Understanding Buyer Types
Each buyer category has different negotiation expectations:
1. Middle Eastern Distributors
Focus on:
- purity
- batch consistency
- competitive pricing
- high resin content
- demand for Grade A and sinking chips
2. Luxury Perfume Houses (EU/US/Middle East)
Focus on:
- GC-MS profile
- batch traceability
- consistent aroma profile
- reliability of long-term supply
3. Large Incense Manufacturers (China/India)
Focus on:
- volume
- stable supply
- competitive pricing
- mixed-grade solutions
4. Online Retailers (Amazon, Etsy, etc.)
Focus on:
- unique branding
- sustainability
- certification
- packaging
B. Key Negotiation Principles
1. Start with Samples + Documentation
Always provide:
- Sample chips or oil
- COA and GC-MS analysis
- CITES pre-export documents (template)
- Farm traceability profile
This increases negotiation power immediately.
2. Control the Conversation with Data
Show:
- grade classification standards
- resin percentage measurement
- yield and batch records
- global pricing benchmarks
- traceability dashboard
Buyers become less aggressive when they see you have a system.
3. Anchor the Price
Use professional anchoring:
- Start with a higher—but reasonable—price
- Explain grade-based justification
- Offer small concessions (free shipping, larger volume discount)
- Never drop value without asking something in return
(e.g., 20% down payment, long-term agreement, MOQ commitment)
4. Offer Tiered Pricing
For example:
- Grade A chips: highest price
- Grade B: competitive middle
- Grade C: budget incense makers
- Oil: per 3 mL / 6 mL / 12 mL / 100 mL bulk
Tiered pricing:
✔ attracts multiple buyer types
✔ increases closing rates
✔ protects premium-grade margins
5. Use Traceability as a Premium Negotiation Tool
Say:
“Unlike many sources, our agarwood is plantation-grown, CITES-compliant, and fully traceable from tree to export. This ensures legality, consistency, and protection against counterfeit or smuggled goods.”
Buyers will pay more for:
✔ ethical supply
✔ transparency
✔ long-term partnership
✔ risk-free importation
6. Build a Relationship, Not a Transaction
International B2B success = trust.
Maintain:
- fast communication
- precise documentation
- consistent packaging & labeling
- scheduled follow-ups
Most GCC buyers prefer:
WhatsApp
Follow-ups every 2–3 days
Clear invoice terms
C. Contract Terms You MUST Control
1. Payment Terms
Preferred:
- 30–50% down payment
- 50–70% before shipment
Avoid 100% after-delivery terms.
Payment methods:
- Bank transfer (primary)
- LC (for large orders)
- Western Union (small samples only)
2. Delivery Terms
Use Incoterms:
- FOB Manila
- CFR Jebel Ali
- CIF Dammam
3. Quality Dispute Clause
Set rules for:
- re-testing
- independent third-party lab
- acceptable tolerance levels
- refund or replacement policy
4. CITES & Export Compliance
Provide:
- Pre-export Notification
- Trade records
- Export permit
- HS codes
- SPS documents if needed
This builds enormous buyer confidence.
5. Non-Circumvention & Confidentiality Clause
Protects you from:
- buyer contacting farms directly
- undercutting
- export diversion
III. B2B SALES PROCESS YOU SHOULD IMPLEMENT
Step 1 — Initial Inquiry
Collect:
- product interest
- grade
- volume
- target price
- destination country
Step 2 — Send Technical Pack
Send:
- Sample catalogue
- COA/GC-MS
- Traceability batch sheet
- CIF/FOB pricing
Step 3 — Send Samples + Proforma Invoice
Step 4 — Negotiation
Negotiate:
- price
- quantity
- shipping terms
- payment schedule
Step 5 — Contract Signing (SPA or Supply Agreement)
Step 6 — Payment & Production
Step 7 — Export Documentation + Shipment
Step 8 — After-Service & Repeat Orders
IV. B2B CUSTOMER PSYCHOLOGY
Understanding buyer behavior helps you close deals:
GCC Buyers:
- value trust + consistency
- prefer WhatsApp voice notes
- respond well to photos/videos
- love promotions & loyalty rewards
Chinese Buyers:
- price-sensitive
- strategic negotiators
- high-volume opportunities
EU/US Buyers:
- extremely documentation-heavy
- want sustainability & traceability
- respond well to branding & certifications