Targeting the Animal Feed Sector

Winning the Feed Market

1. The Comparison Pitch

When you walk into a fish farm, don’t talk about “bugs.” Talk about “Amino Acids” and “Feed Conversion.”

Cricket Meal vs. Omena: Cricket meal is often higher in protein (up to 65%) and doesn’t have the “salty” or “sandy” impurities often found in low-quality fishmeal.
The Growth Boost: Studies show that poultry fed with insect protein have stronger immune systems and reach market weight faster.

2. Scaling Your Product for Feed

Feed mills don’t want “whole” crickets; they want Cricket Meal (crushed/milled powder).

Consistency: Ensure every bag of meal you sell is identical in texture and color.
Volume: Feed mills need a “guaranteed” supply. If they need 50kg a week, you must be able to deliver 50kg every week without fail. If you can’t, consider forming a “cluster” with other small farmers to combine your harvests.

Feed Value Comparison (Approximate)

Feature	Fishmeal (Omena)	Soya Bean Meal	Cricket Meal
Protein Content	50–55%	40–45%	60–70%
Sustainability	Low (Overfishing)	Low (Deforestation)	High (Waste-to-Protein)
Growth Speed	Standard	Standard	Accelerated
Price Stability	Unpredictable	Fluctuating	Stable (Local Production)

Case Study: The Tilapia Trial in Sagana

An agripreneur near Sagana, Kenya, approached a local tilapia (fish) farmer who was struggling with the high cost of imported floating pellets. The cricket farmer provided a Free Trial of 10kg of cricket meal. The fish farmer mixed it with rice bran and fed it to one pond, while using his regular feed in another. After 30 days, the “Cricket Pond” fish were visibly larger and more active. The fish farmer immediately signed a contract for 100kg of cricket meal per month. The “Free Sample” cost the cricket farmer KES 2,500 ($20), but it secured a contract worth KES39,000 ($300) a month.

Important Things to Keep in Mind

Know Your Numbers: Be ready to show a “Lab Analysis” certificate if possible. Local universities can often test your meal for a small fee to prove the protein content.
The Mixability Rule: Ensure your meal is ground fine enough that it doesn’t sink immediately in water (for fish) or get “sifted out” by chickens.
Long-Term Contracts: Aim for 6-month or 12-month “Memorandums of Understanding” (MOUs) to guarantee your income.