V.  Marketing U.S Products and Services

Distribution and Sales Channels - Product distribution in Malawi
can be problematic since rural areas are often not easily
reached.  Some local companies - Press Corporation, Lever
Brothers - have established a network of rural distributors, but
many firms opt to reach rural markets through wholesale
arrangements with local entrepreneurs.

Establishing Business Relations - The new GOM campaigned on
pro-business policies.  It has publicly declared poverty
alleviation through economic growth as its core goal, and has
cast itself as the preeminent supporter of private industry.
U.S. businesses interested in establishing agency, franchise,
joint venture, or licensing relationships should find the
Government of Malawi (GOM) very supportive.

In 1991, Malawi enacted an "Investment Promotion Act."  The
Malawi Investment Promotion Agency (MIPA), created by the act, is
now a functioning organization which, earlier this year,
published a promotional guide entitled "A Roadmap for Investors."
The guide can be obtained free of cost upon request.

MIPA is fast becoming a one-stop-shop for exploring investment
possibilities in Malawi.  It has, or will research, information
on government regulations and requirements effecting any proposed
investment.  MIPA can also identify joint venture business
opportunities and partners.  Since MIPA's broad mandate includes
ensuring a favorable investment climate within Malawi, it is
likely to enjoy long-term access to the GOM.

Other Malawian organizations which can provide information on
establishing commercial links with Malawi are:  the Malawi
Chamber of Commerce, the Malawi Development Corporation (MDC),
and the Malawi Export Promotion Council.

The U.S. embassy in Lilongwe has a resident economic/commercial
officer and a local commercial specialist.  The embassy maintains
a small commercial library.  U.S businesses with questions
concerning Malawi or commercial visitors to Malawi are encouraged
to contact the embassy.

Advertising/Trade Promotion - Since Malawi adopted a multiparty,
democratic system of governance, the country has witnessed the
emergence of several newspapers/periodic commercial publications.
Some are proving to be more financially solvent then others.
Before placing an advertisement, potential advertisers should
ascertain the last date an issue of the publication appeared.

The following domestic publications currently circulate in
Malawi:
     The Daily Times
     The Malawi News
     The Malawi Democrat
     Michiru Sun
     The Independent
     The Computer Monitor
     The Nation
     The Malawi Financial Post
     The Financial Observer
     Woman Now Magazine

Malawi's only radio station, the Malawi Broadcasting Company
(MBC), is also available for advertising purposes.  With English
language, Chichewa language, and Chitumbuka language broadcasts,
the MBC reaches significantly more Malawians then the print
media.

Malawi presently has no television broadcasting facility.
Satelite dishes and the use of video cassette recorders are,
however, not uncommon within the business community in urban
areas.

Product Pricing -- There are only a handful of products - sugar,
maize, motor vehicle spare parts, petrol, diesel, parrafin - over
which the GOM retains price controls.  No other legitimate
commodities are subject to GOM pricing approvals.

Selling to the Government -- The GOM issues periodic tender
notices for supplies and services.  The notices normally appear
in local publications approximately 15 to 30 days before the date
bids are due.  Post transmits information on tenders to the
Department of Commerce.

The procurement agency of the GOM is the "Central Government
Stores."  The Central Government Stores can, and do, authorize
acquisition by other government agents.  GOM purchases are
normally transacted through Local Purchase Orders (LPO).  Payment
should be made within one month, but can take longer.

International Patent Right protection -- Malawi has legislation
in place for the protection of patents and copyrights.  A
Copyright Association of Malawi was established in 1992 to
enforce the legal provisions.

Local Attorneys -- Competent local attorneys are available to
take up legal matter that arise in Malawi.  The Embassy consular
section maintains a list of English speaking local attorneys
which is available to U.S. citizens or businesses upon request.