Export of Mangoes from Pakistan

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Executive Summary

Practical studies are the essential part of MBA program.

So in this regards our worthy course instructor Mr. Muhammad Arif Saleem has assigned us a report
on the topic “Export of Mangoes from Pakistan”.

The objective of the study is to explore the problems that are faced by exporters of Mangoes and Dates
and to find out the reasons behind those problems. And to suggest the solutions for those problems,
which will help the exporters to enhance their exports by rectifying those problems.

In order to achieve these objectives, we interview many Mango Exporters from all over the country.
Big Mango Exporters are mainly concentrated in Southern Punjab and Sindh. So after studying the
problems we find out that there is great demand of Mangoes in the international markets. So in order
to increase export of this product from Pakistan a combine effort will be required from both the
government and the individual exporters to try to solve the problems and also explore new markets in
order to earn foreign exchange and contribute in the boost up of the economy.

INTRODUCTION

Mango – An Important Fruit of Pakistan

The word Mango is the British pronunciation of the Mankay, the Tamil word for the fruit, because it is
found in most abundance in Southern India, around Madras. The mango is held in high esteem all
over the world and is considered to be the native of Indo-Pakistan Sub-continent and eastern Asia.
They are to be found in nearly all over the tropical regions of the world, therefore known as the “king
of all fruits”.

Mango is cultivated around February/early March, when the cold weather begins to subside and the
danger of destruction through frost disappears. It comes in market early in the May and remains in
market till August/September. There are more than 1300 varieties of the mango, which are cultivated
in the Indo-Pak sub-continent. In Sindh, there are more than 125 varieties of mango. As we get
mangoes from Baluchistan and NWFP, but the main source are Sindh & Punjab. In Pakistan we get
more than 10 lacs tons production, out of which Sindh provides 34% i.e. more than 3 lacs tons. Multan
and the Mirpur khas are the main regions, where we get mangoes in large quantity. The maximum
production, we get from Rahim Yar Khan, where mangoes are cultivated on more than 26 thousand
acres.

The main field of mango is obtained from District Rahim Yar Khan, Rahimabad, Sadiqabad, Shaikh
Wahan, Mianwali, whereas Hyderabad, Tandojam, Tando Allahyar, Tando Jan Muhammad, Digri,
Nawab Shah, Nushero Feroz, Khairpur Mirus, Ghotki, Bahawalpur, Shujabad, Muzaffargarh, Kot
Addu, Khanewal, Sahiwal, Vehari, Okara, Faisalabad, Jhang, Toba Tek Singh and Sargodha are also
very famous for mango production. There are many varieties, which are famous in Pakistan, but some
varieties which are very common are Sindhri, Langra, Chunsa, Fajri, Samar Bahisht, Anwar Ratole,
Dasehri etc.

Nutritional Value of Pakistani Mango (Ripe)

Food energy (calories) 57

Protein 0.5
Fibre 0.4
Vitamin A (1.u.) 2580
Thiamine (mg) 0.09
Riboflavin (mg) 0.05
Niacin (mg) 0.7
Ascorbic acid (mg) Vit. C 47

TOTAL PRODUCTION OF MANGO IN PAKISTAN

Area and Production of Mango in Pakistan

Mango is grown all over the Pakistan. However major mango growing provinces are Punjab and
Sindh. The percentage share of area and production of mango in different provinces of Pakistan are
shown in table below:

Province Area (lac acres) Production (lac tons) Percentage of total

production
Punjab 1.19 5.82 63.82
Sindh 1.05 3.12 34.21
Baluchistan 0.047 0.16 1.75
NWFP 0.005 0.02 0.22
Pakistan 2.29 9.12 100.00
Area and Production of Mango in Punjab

Sr.No. District Area Production

(Acres) % (tons) %
1. Rahim Yar Khan 26970 22.55 173143 29.71
2. Bahawalpur 18000 15.05 96073 16.48
3. Multan 18150 15.17 81970 14.06
4. Vehari 9932 8.30 44114 7.57
5. Muzaffargarh 8000 6.69 31950 5.48
6. Khanewal 6675 5.58 28651 4.92
7. Sahiwal 4510 3.77 19358 3.32
8. Jhang 4375 3.66 16035 2.75
9. Faisalabad 4110 3.44 15340 2.63
10. Okara 3100 2.59 13885 2.38
Sub Total 103822 86.79 520519 89.31
Others 15798 13.21 62327 10.69
Grand Total 119620 100.00 582846 100.00

EXPORT OF MANGO LEADING MANGO EXPORTERS IN THE WORLD YEAR 1998

Sr. No Countries Quantity %AGE SHARE

M. Tones
1 Mexico 209,426 41.07
2 Philippines 52,579 10.31
3 Pakistan 40,251 7.89
4 Brazil 39,186 7.69
5 India 26,780 5.25
6 Netherlands 17,154 3.36
7 Peru 10,541 2.07
8 Guatemala 10,195 2.00
9 Israel 10,163 1.99
10 Kiribati 10,000 1.96
11 France 8,999 1.76
12 South Africa 8,900 1.75
13 Thailand 7,397 1.45
14 Belgium- 7,249 1.42
Luxembourg
15 China, Hong Kong 7,170 1.41
SAR
Sub Total 465,990 91.39
43,888 8.61
 509,878 100

Others

Source: FAO

LEADING MANGO IMPORTERS IN THE WORLD YEAR 1998

Sr. No Countries Quantity %AGE SHARE

M. Tones
1 United States of America 197,393 38.71
2 China, Hong Kong SAR 46,505 9.12
3 Netherlands 34,613 6.79
4 United Arab Emirates 24,000 4.71
5 France 22,407 4.39
6 Malaysia 20,758 4.07
7 Saudi Arabia 18,163 3.56
8 United Kingdom 18,065 3.54
9 Germany 17,441 3.42
10 Singapore 10,711 2.10
11 Belgium-Luxembourg 9,045 1.77
12 Japan 8,877 1.74
13 Portugal 5,712 1.12
14 Kuwait 4,448 0.87
15 Spain 3,626 0.71
Sub Total 441,764 86.64
68,114 13.36
Others 509,878 100
Total

Source: FAO

EXPORT OF MANGO FROM PAKISTAN

Year Quantity Exports Value (Million US

Dollar)
Tones
1995-96 18360 4.02
1996-97 25039 5.81
1997-98 35834 7.15
1998-99 37963 6.87
1999-2000 47602 11.60
 Percentage Change over last + 25.39 + 68.85
year

Source: Export Promotion Bureau, Karachi

EXPORT OF MANGO FROM PAKISTAN 1999-2000

Qty in Tones Value in “000”Rs.

Sr. Country 1999-2000 %age Share

No.
Quantity Value
1 Dubai 36037 426326 75.71
2 Oman 3335 40379 7.01
3 United Kingdom 2502 42932 5.26
4 Saudi Arabia 2411 38315 5.07
5 Qatar 824 10272 1.73
6 Bahrain 509 6508 1.07
7 Singapore 311 4880 0.65
8 Sri Lanka 239 3285 0.50
9 France 210 3387 0.44
10 Kuwait 175 3114 0.37
11 Germany 161 3756 0.34
12 Norway 150 2720 0.31
13 Malaysia 139 2324 0.29
14 USA 61 2032 0.13
15 Afghanistan 57 500 0.12
Sub Total 47119 590730 98.99
482 9374 1.01
Others 47601 600104 100.00
Grand Total

EXPORT OF MANGO FROM PAKISTAN 2000-2001 JULY TO DECEMBER

Sr. No. Months Quantity Value

(M. Tones) (“000” Rs.)

1 July 11715 221286
2 August 6648 140629
3 September 1838 53617
4 October 3362 76491
5 November - -
6 December - -
Total 23563 492023
Varieties of Mangoes

There are 450 known varieties of Mangoes in Pakistan.

A description of few of them known widely is as follows:

LANGRA:

This variety range in size from medium to large. It’s skin colour is skin green and is thin. Taste is very
sweet. Fruit quality is very good, season (Early to mid Season) 1st to 3rd week of July. Yield is very high.

AMAN DUSHERT:

It drives its name from village between Lucknon and Malihabad where it was originated. Size range
from small to medium. Its color is yellow when it ripe, skin is thin, pulp is fibreless, and taste is very
sweet. Variety ranges from good to very best. It’s season is July month.

SAMMAR BAHISHT:

It got its name because of its pleasant flavor. Size is medium, skin greenish yellow, pulp yellow, very
sweet, flavor pleasant to delicious. Quality of the fruit is very good. Ripening season July-August.

FAJRI KALAN:

It has originated in Bihar and got its name after the name of lady Fajri who selected and brought up its
trees. Size is big, base rounded, skin thin, pulp color pale, fibreless, taste sweet with pleasant flavor.
Juice moderate to abundant. Fruit quality range from good to very good. Season is August month.

SAMMAR BAHISHT CHAUSA:

It is originated in a village Chausa in Malihabad, Tehsil of Lucknow. It is also known as “Kajri” or

“Khajri”. Skin is medium in thickness, smooth, flesh firm. Fibreless with pleasant flavor and sweet
taste. Juice moderately abundant. Ripening season is August (Late).

RATAUL (ANWAR):

It has originated in “Shohra-e-Afaq” garden in Rataul. Now it has become popular in mango growing
areas of Punjab because of its high flavor. Skin is medium thick. Flesh firm, fibreless, flavor very
pleasant, with very sweet taste. Juice moderately abundant. Fruit quality is very good. Ripening
season is July (Mid-Season). Keeps well in storage.
SINDHRI:

It is leading variety of Sindh. Fruit shape ovalish long. Size is big, length 15cm, breadth 8cm.
Thickness 7.4 cm. Weight 14 oz. Skin color is lemon yellow when it ripe. Surface smooth, pulp color
yellowish cadium. Flavor is pleasantly aromatic, taste is sweet. Heavy yielder, early season.

NEELUM:

Quality variety of Sindh. Fruit shape ovate, size small, length 7.7 cm breath 5.9 cm thickness 5.6 cm
weight 5 oz. The base is rounded. Skin color is sea green when unripe and yellow with raddish tinge
when ripe. Surface is smooth. Have small dots on its surface.

Major Growers Problems

Mango is a fruit, which has big demand both locally and internationally. A mango tree takes almost 5
years to produce fruit after its seed was put into the soil. It reaches almost 7 ft. and then starts
producing fruit. But the process to produce the mango is not so simple and straightforward as it
seems. There are some problems, which are faced by the growers. Nowadays the problems, which are
most prominent, include:

Die back Disease:

Nowadays a big problem which the mango growers are facing is the dieback disease. In this disease
first of all the stem of the plant caught this disease and then it effects the mango fruit from top and
within 10 to 15 days the whole fruit become destroys.

Measures to Rectify the Disease:

Many pharmaceutical s companies have made chemicals to protect the Mango tree from this disease
but these pharmaceuticals are less effective to control this disease.

Similarly many fertilizers companies have invented fungus to protect the mango from this disease but
their efforts are also not giving good results.

Water Shortage:

The 2nd main problem which the growers are facing regarding the cultivation of mango is the shortage
of water. In our country this problem is very severe. Although Government is trying to take efficient
measures to solve this problem but this problem is still there and causing trouble for the growers.
Scope of Problems (mangoes)

Nature has bestowed us with the ability of producing high quality and superior variety of fruits and
vegetables, but we have not been able to exploit the potential. Due to sheer ignorance, agriculture,
production, quality and variety are also suffering.

The segment that we have selected in this regard: the export of mangoes from Southern Punjab,
particularly from this area of Multan, that famous all over the world due to its name in quality variety
of mangoes. The limited definition and points of the area that is being covered by in this regard are
discussed below:

 The horticultures sector development is the first priority, keeping in view the development of exports
in Pakistan. Let’s take the example of mango export. By enhancing the facilities structure and
providing proper services to the growers and exporters, we can make sure that our country can be able
to achieve higher target and aim from mango exports in the future.

 Social uplift factor and awareness is the core factor in this regard. There is need of injecting and
arising, awareness in the growers and exports, about how to handle this segment in order to work for
social uplift of the society. The awareness on he given in any of the following way:

o Training.
o Seminars.
o Trade shows.
o Promotion and advertisements.
o Sends delegation of exporters and growers to other country.

 The other major factor behind the success of any business or system is the creation follow up and
stick ness to the standards and procedures, these are necessary to be followed by the companies. This
clearly seems that without the presence of certain standards, procedures and path, the assurance of
development in any business or system cannot be predicted. So, keeping this point of view, the
growers, farmers and other associations must be developed and follow certain standards, procedures
and paths in order to export the products especially fruits (mango) in foreign markets.

 Research and development is another aspect, in this regard. It paves a new way for the nation, in
order to acquire a competitive edge. Unluckily in Pakistan, since it’s beginning, no proper attention is
denoted to research and development in any segments. That may be one of the reason, of our lacking.
The government or any private entity must take initiative in his regard to develop a sort of research
and development programmes for this mango export sector.
 Brand development and awareness is becoming very important nowadays. Exporters must be given
an option to market their product under their brand or use any other brand. Also, the organization
must take responsibility of promoting this brand through: advertisements, promotional schemes,
international seminars etc. This sort of problem comes at the final stage of product development,
when exporters want to gain high market share, through grand image building measures.

Market Analysis

Product Portfolio

Product Name: Mango

Biological Name: Mangifera Indica

Family: Anacardiacae

Market Requirements

The main stream trade requires fruits weighing from 350-500 gms, bright colour (yellow / red /
orange) with a good flesh, fibreless without turpentine smell, but juicy and aromatic. The ethnic
market specially in UK, prefer smaller fruits, highly coloured, often with superior taste and flavour.

Packing

 No real packaging standards exist, although a 4 kg net box (30  40  10) is common.
 Cartons are telescopic or single piece folding.
 Minimum labeling.
 Identification (name and address of exporter, packer and/or dispatcher).
 Nature of the product if contents are not visible form outside.
 Name of variety.
 Class.
 Origin of product.
 Size expressed as minimum and maximum weight.
 Number of fruit.

Market Structure of European Union

Mangoes are supplied all year round. During the late summer (August/September) and in February
supplies are less than during the winter season (November/December) and May. The heaviest supply
period is from May to June.
The main importing European countries are the Netherlands, The United Kingdom, Belgium,
Germany, PortugaAl and Spain. Portugal is one of the biggest consumer markets for mangoes in
Europe.

On the other hand the leading import country, the Netherlands, re-exporter most of the imports to
other European Countries (Germany or Scandinavia).

Market Trends

Mango is one of the tropical fruits which has experienced a tremendous development in recent years.
One of the main reason is the shifts from Air to Sea freight with bulk deliveries on competitive prices.

The main stream demand is for fruits of count 8 and 10 or smaller size (12) per 4 kg carton. Coloured
mangoes are preferred to green varieties other varieties from India, Pakistan, Caribbean or Kenya are
more in demand by the ethnic markets in Europe and in other European countries e.g. Netherlands.

How to Improve the Quality

Mangoes should be harvested carefully avoiding shocks and mechanical bruising. The stable cutting
operations also has to be done carefully. The rap must not touch the fruit because rap–stains develops
easily where anthracrose disease is likely to be a problem, a well managed pre-harvest fungal program
is necessary and a post-harvest hot-water fungal dip may also be desirable. Fruit fly infestation can be
controlled by a integrated pest control program and a hot water bath at harvest. It is important for
exporters to not that chemicals used post harvest should comply with EU MRL regulations.
Recommended temperature is between +100C and +120C with a relative humidity of 90% to 95%.

The temperature during the transport must be between +80C and +100C.

The European Union Market

Large quantities of fruit and vegetables are traded in the European Union, not only between the EU
member states but also from the countries outside EU.

The imports of fresh fruit into the EU are marked by higher than the fresh vegetable imports. In 1995
total imports of fresh fruit amounted to (6.3 million tones) meaning an increase of almost 4 percent
compared to the preceding year which is indicative of as upward trend. The total value represented by
this volume was ECU 10.8 billion. Imports from outside the EU into number states amounted to 7.2
million tones, or ECU 4.5 billion.
The country importing the largest amount of fresh fruit is Germany with almost 5 million tones
representing ECU 3.3 billion.

Germany is followed at a distance by France, the United Kingdom, Belgium, the Netherlands and
Italy. These countries all import between 1 and 2.5 million tones annually.

The entry of Austria, Sweden and Finland in EU in 1995 meant an increase of imports of fresh fruits
into EU of 1.2 million tones 7 percent.

Mangoes:

European mango imports are increasing steadily every year, while suppliers around the world are
stepping up production. Total mango imports increased to 86 million tones (ECU 107 million) in 1995.

The growing sophistication of the trade and increased retailer and consumer awareness have opened
gates to what many describe as one of the most promising growth areas in European fresh fruit trade.
Preliminary figures for beginning of 1996 indicate that the growth in imports of mangoes was
continuing, with many countries receiving higher deliveries.

Major EU Markets for Mangoes

France:

France is the second largest importer of fresh fruit in the European Union. In 1995 total imports
amounted to 2.5 million tones, representing almost ECU 1.8 billion.

An interesting product for exporters from developing countries is the growing import market for
mangoes. France is the third largest mango market in Europe. French imports increased from 12
thousand tones in 1994 to 17 thousand tones in 1995.

Mangoes are available year round with supplies mainly originating in Cotedivorie, Brazil, Mexico,
Mali, Ecuador, Burkina Faso and South Africa. October is the only month during which France finds
difficulty in supply.

The Kent variety is most popular in France as a whole because of its taste, reddish colouration and
lack of fibre.

Usually French imports from developing countries are brought in via the northern French port of Le
Harve, or via the Belgiar port of Antwerg and the Netherlands port of Ratterdan.
Netherlands:

In 1995, the total fresh fruit imports into the Netherlands accounted for ECU 1 billion. Fresh fruits
amounted to 1.7 million tones. Almost half of the imports are supplied by Non-EU countries (47%)
developing countries supplied 651 thousand tones or ECU 408 million (38 percent in volume).

Mango imports have increased strongly reaching 29 thousand tones (ECU 35 million) in 1995. Most
mangoes were supplied by Brazil (11 thousand tones).

Other major mango suppliers are USA (4.6 thousand tones), Mexico (3.3 thousand tones), South
Africa (2.1 thousand tones) and Peru (1.3 thousand tones).

Imports from Mexico have increased remarkably over recent years. Almost half of all imported
mangoes are re-exported mostly to Germany but also to Austria, Switzerland and Scandinavia. Still
Netherlands consumption is one of the largest among the EU countries after the United Kingdom.

United Kingdom:

After Germany and France, the United Kingdom is Europe’s third largest importer of fresh fruit, with
imports amounting to 2.5 million tones or ECU 1.6 billion in 1995. Both in volume and value, UK
imports of fresh fruits show an upward trend.

In 1995, total mango imports increased to 15 thousand tones (ECU 17 million). The leading supplying
country was Pakistan, accounting for 17 percent. Very sweet Indian and Pakistani varieties are
preferred by the Asian ethnic communities. The high season for mango imports in the UK is May
through July (i.e. India/Pakistan season). These three months account for over half of annual imports.

Nevertheless, due to supply by different sources mangoes are now available throughout the entire
year.

Two segments can be distinguished in the UK market for mangoes. The first segment consist of ethnic
people (mainly from India, Pakistan and Caribbean) who know the product well, while the second
segment consist of mainstream products (Florida varieties). The second segment is still characterized
by a lack of knowledge of the product (both at retail and consumer level) leading to poor presentation
and over pricing at retail level.

According to traders, transportation costs are what have kept mango prices high and thus unappealing
for the average UK consumer. Air freight is more expensive than sea freight and less economical, given
the large volumes in which mangoes are now being shipped to Europe.
The problem with sea shipment is that mangoes are extremely sensitive to changes in temperature and
thus easily damaged during long voyages.

Even shipping in controlled atmosphere containers require careful adjustment and a degree of
experimentation to avoid chilling injury or pre nature ripening of the fruit.

To address this problem UK importers such as wealmoer have set up their own state-of-the-art cold
storage, controlled atmosphere and ripening facilities for mangoes and other fruits.

Mango Cost – Benefit Analysis:

Mango is exported in corrugated cartons, made out of fine cardboard and beautifully printed/colored.
The packing is available in 2kgs, 3kgs, 4kgs and 5kgs. These boxes are designed in the nation language
of importing countries. For UK in English, for France in French, for Holland in Dutch and for Saudi
Arabia in Arabic.

We calculate Cost/Benefit of mango export to UK.

Cost
Price of Mango 2kgs Rs.50
Packing/Grading “ Rs.10
Box One Rs.10
Air Freight upto London 2kgs Rs.144
Custom clearance etc. Rs.5
Total C & F(Heathrow Rs.219
Airport) London
Sales Price £2.5 Rs.225
@ Rs.90/£
Profit 2kgs Rs.6
Profit 1kgs Rs.3
One Consignment 4000kgs
Profit per Consignment Rs.12000

The same calculation is for other European countries and price, if converted into Pak-Rs will as above.

Now we calculate Cost/Benefit for Jeddah(Saudi Arabia).

Cost
Mango 4kgs Rs.100
Packing/Grading 4kgs Rs.20
Box 4kgs Rs.20
 Air Freight upto Jeddah 4kgs Rs.168
Custom clearance Rs.5
Total C & F Jeddah 4kgs Rs.313
Sale Price 4kgs SRL.21/Rs.336

@ SRL/Rs.16
Profit 4kgs Rs.23
Profit 1kg Rs.5.75
One Consignment 4000kgs
Profit per Consignment Rs.23000

 By above calculations we can examine that mango export to Jeddah is more beneficial as compare to
London at above prevailing rates. Because profit is more per kg and the investment is less for Jeddah
market, in comparison to London market.

 The above calculations are made on the basis of rates prevailing in 2001 mango season, any change
in rates price, the freight charges or the exchange rates can effect the cost/benefit ratio. Since, mango
price is almost stable for the last three four year, the main affects came on the cost-benefit by virtue of
the changes in above mentioned the factors that is

1. Sales Price.
2. Air Freight Rates.
3. Exchange Rate.

Sale Price:

Sale price varies during the season, with the supplies from Pakistan to the destination market. If, the
supplies are floaded the price in the foreign markets drops down, because mango is perishable good
and cannot be kept even for 2-3 days in stores. The reason is that mango is supplied in half-ripe stage
to the foreign market and it starts ripening just after the arrival, therefore, if not sold some day or the
following day, it can be rotten and the whole consignment be wasted. The sale price factor is
vulnerable factor.

Air Freight Charges:

PIA is the main air carrier to lift the mango from to other destination, therefore the price fixed by PIA
is also affecting the cost benefit, we produce here the rate of air freight charges as under:

Year Air Freight 1kg

UK Jeddah
 2001 72 42
2000 72 42
1999 60 35
1998 50 30

You can judge, how the cost benefit is affected every year by the increase in air freight charges. The
more the charges the lesser the profit.

Foreign Exchange Fluctuations:

Although Pakistani Rupee is devaluing against Pound Sterling and Saudi Riyal, yet the fluctuation
during the season is always plus/minus one rupee in one of Saudi Riyal and plus/minus 2 rupees in
case of Pound Sterling. The changes brings effect on the realization, sale price in rupees.

DOCUMENTATION FOR EXPORT OF MANGO

If an exporter provide following things, then banks will be ready to open his account and he will be
able to do export from Pakistan to other countries.

1. Export license

2. Sales tax No.

3. N.T. Number

Then he,

 Request for E-form (N.O.C.)

 C & F certificate

 Invoice

 Packing list

 Air way Bill / Bill of lading

 Bill of exchange

 Certificate of origionfc

MANGO EXPORT PROBLEMS and their Suggested Solutions & Outcomes

1. Lack of selection and earmarking of Mango Gardens for export oriented production:
Nowadays, growers do not emphasize over the trading of mangoes in other countries. Practically, it
happens, either they sell the crop to the brokers or the broker their self buy the crop and sell them.
Secondly for supply of mangoes in foreign markets. It is sufficient that growers their self must take
initiative in this regard. In this way, it would better and easier to keep in view. Certain important facts
controlled and checked. After that it would be possible to expect for a quality-oriented fruit. If, the
grower do not want to export, then they must contact with those exporters, who can better handle and
sell their crop in the foreign market, and to keep the grower informed about the strength and size of
Mango. Open market selling of fruit results in heavy losses to the exporters because they are not aware
of the proper procedures and steps, involved in the growth of export oriented production and that
what type of fertilizers are used and that what was the apparent condition of the fruit at the time of
export. It is also necessary to know the proper and exact time of ripening of crop, so that the strength
of crop at the exporting time must be maintained.

 If the fruit is picked/ploughed early, then its standard shaped and taste would not be maintained.

 Lack of proper taste, that is the major factor in export.

 No proper color is developed.

 Instead proper ripening, fruit is wasted.

 Proper maintenance and use of chemical must be used like calcium carbonate.

 Proper movement of fruit would not be possible.

Suggested Solution:

Due to conventional markets, the growers do not attack importance to the specific requirements by
the exporters. They pluck the mangoes when market is in their favour whether the mangoes is under
or over ripen, by this way exporters face difficulties in grading and selection of right mangoes for the
foreign markets.

We suggest that gardens or areas should be earmarked to produce quality mangoes for exports by
involving exporters and growers of the area.

2. Lack of record keeping for use of fertilizers and chemicals in Mango production for
preparation of much needed product history for export purposes:
Export itself is a sort of delicate job, and when the export is of perishable items like mangoes, then the
delication and sensitivity of the step involved in the exporting of this item increases a lot.

In this area of Southern Punjab due to lack of awareness, farmers are not well-in touch and informed
about the complexities and the requirements in the export process. Rather they produce mangoes,
using the traditional approach. That is why the proper identification of various problems is not
possible. One common problem is the each of record keeping for use of fertilizers and chemicals in
mango production for preparation of much needed product history for export purpose.

This problem is occurring only due to negligence of the growers and farmers for export oriented
product, there is a complete set-up of usage of fertilizers and chemicals and it must be kept in record.
So that the buyers could be specified about the nature and type of the chemicals and fertilizers used in
the growing of mangoes.

Rectification

 Awareness must be created among the farmers and growers.

 Books are forwarded to the farmers.

 The proper methods and procedures must be forwarded to the grower to achieve export oriented
mango production.

 The training program must be conducted for this purpose.

Outcomes

 Premium quality of fruit would be achieved.

 Customize trend of product would be emerged.

 More channel members communications would be generated.

 Sales would be boosted up.

 More foreign exchange is earned.

3. No proper attention given to Standard Grading and Packing:

Foreign people are very much conscious about various smaller facts, that are not commonly taken into
consideration. Before exporting of mangoes to various foreign markets, followings tips must be taken
into consideration.

European people always like to have medium sized mangoes (350 to 450 grams).

 French market people prefer to have green color mangoes.

 Far east people like to have large size fruits.

Along with these grading points and facts important stress must also be given over the packing and
labeling of fruits. Because the foreign people are very much conscious about the outlook of product.
Better outlooking product can fetch better price as well. Depending upon the market condition, the
exporter have to develop a system, matching to that particular market.

4. Lack of cool chain systems for proper transportation of Mango to Airports:

In our country, especially in the region of Southern Punjab, no proper cool chain system has been
developed for the proper storage and delivery of fruits. All Growers and exporters, both have got a
common belief that, keeping the fruit(mango) in the cold room, destroys the taste of fruit, which
results in the negligence of export orders.

Why cool chain system is needed:

Continuous research in America and other countries, has proved that 5.50C to 9.00C, and75% to 95%
moisture in the air is suitable for mangoes. These conditions and temperatures are for American
mangoes. Pakistani mangoes are of various types, and research has told that most of fruits have got
chilling Injury sports over them, by keeping them under 120C to 140C. So, keeping in view this fact,
when the fruits are in transit. Or in storage, 160C standard temperature is maintained. Mangoes must
be cooled down as soon as possible. Mangoes must be cleared out quickly and taken from the forms
into suitable temperature in order to preserve their taste, shape & color. The temperature of skin of
mango, may reach up to 520C and there fruits are wasted in hours. And the fruits that are kept and
packed, without being cool down, during transit and arriving at the destination, they become too
much soft and shelf life is also squeeze.

Suggested Solution
For this purpose, proper cool chain systems and standards must be developed not only at the
governmental level, but also private sector must take initiative in this regard. The cool chain system
includes;

 The water ponds in the fields.

 The cool storage houses and

 Cold storage transit carriers, planes and freighters.

The best way to take fruit in suitable temperature is to pass them through fresh water. As the fruit is
brought to the fields. It is kept in the water ponds for few hours.

Out comes:

The benefits of keeping the mangoes in the water ponds are as follows:

1. If the water is passed through ice, then it wipes out the heat and temperature, within the fruits,
before being packed into the boxes, and slow down the ripening process.

2. The dust over the fruit is washed and germs of various diseases are also wiped out, that makes the
fruits, attractive and eatable for foreign people.

5. Problems of cargo space in PIA and difficulties faced to meet the delivery schedule:

Air mode transportation is a sort of limited way for transferring the products and fruits and many
exporters try to adopt this way of transportation. This way is relatively expensive and only suitable
when, no other option is available. Normally delivering one kg of fruit to Europe costs Rs.65.

In Southern Punjab that is the major growing areas of mango, no direct flights are available from any
station for the transfer of fruits directly from their markets. So, in this way many local exporters have
to face major problems, regarding the transfer of their products to the foreign markets, where no other
option is available except air transports like United Kingdom, France, Italy, Germany, Netherland and
Belgium etc.

Large amount of mangoes are exported to the Fareast and Gulf countries through launches and ships,
which is the second source of transportation, it is only from Karachi.
A second problem in this regard is that the schedule of flights is also not proper and matched with the
specification of the demands and seasonal requirements. Normally in a week PIA offers two flights to
Karachi not to foreign market that are also not separate cargo or freighters, but the normal passenger
carriers. So, a massive amount of fruit cannot be shipped in a single time. Also, wastage of fruits is a
common experience, due to improper handling, carrying and high temperatures.

Rectification:

For this purpose PIA, must have to design such schedule that it must offer flights in the southern
Punjab region, for the direct export of fruits to various markets, it saves lots of time and cost. Also, the
amount of existing flights from other stations like Lahore and Karachi, must also be increased. And
proper schedule is maintained, that meets the requirements of the exporters.

Outcomes:

By adopting these steps and procedures, the out comes will be fabulous. Large amount of fruit that is
destroyed and wasted in local market and during transit, will be saved and preserved and high foreign
exchange can be earned. According to a recent survey, almost 50% to 60% of fruit is wasted in local
markets only which is alarming.

6. Lack of information on specific demand from countries by commercial councilors:

This is also a major problem that occurs in our country especially in this region due to lack of
cooperation of foreign officials and local councilors of both exporting and importing countries. Say, in
the specific region of world during a specific season, the demand of Pakistani Mango develops. Now at
the time there in that region, commercial councilors of Pakistan Embassy must take initiative to pass,
on information regarding the demand, type and amount of fruits needed in that very region to
Pakistan that is an exporting country.

Suggested Solution:

This factor is developed through a proper network and coordination of activities, between the various
senior officials of the posted in foreign country. Also, the exporting country must remain in touch in
this regard. Through a well developed teams and network of market officials.

Out comes:
Out comes of these improvements are apparent, due to timely consideration, recommendation,
authentication, generation, and location of fruit demanding region. Large amount of wastage is
reduced and foreign exchange is earned.

Another major benefit would be that exporting trend would boast up, due to effective and efficient
coordination and cooperation of activities among the commercial councilors of various regions.

7. Non – availability of web site with EPB to facilitate access to required information
by all concerned:

The web site and networking are important tools, nowadays for the communication, sharing and
transfer of information among the customers, stockholders and employers of the business. Export
Promotion Bureau, EPB, the only institution regarding the promotion of exports of various products,
has not have a valid web-site for this purpose. No doubt currently company has launched a fascinating
web-site, but it is operating at a limited level, and has not have that much scope and information that
is required.

This web-site would not be a source of information for local people, but also be helpful for the foreign
officials, parties and importers. The web-site must be generated and developed in such a way that it
not only covers all sorts of topics, areas and information about all regions and the country’s products
and services, but also the foreign countries and regional information must also be mentioned in that
web-site.

Out comes:

The proper provision and launching of web-site will provide great ease to different business men
growers and other parties involving in this very segment. The better and easy access to the
information would be possible. Registration and data collection would be possible. Many many new
exporters and grower, that want to enter in this sort of business could have the access to the data
about existing features and markets of the fruits and vegetables. Suggestion and recommendations
given by visitors would also be a source for improving the existing flaws in the businesses.

8. Lack of authenticated information by Pakistani Exporters about the taste, size, and
production data of competitors and also the packing and marketing techniques in the
developed countries

This problem also exists due to non-coordination and cooperation of Pakistani Exporters. The
exporters mainly try to hesitate the sharing of information about taste, size, production and
preferences of the customers. One party cannot try to disclose its information to the second party. We
can say that a lot of secrecy is maintained. This condition has got a positive aspect on one side, but
also lead to severe negative outcomes. If, we just have a look over the American and European
exporters, there sharing of information between two or more companies is a common habit, rather it
is considered as a positive aspect for the organization. Due to this reason there people are successful.

This lack of cooperation in our country leads to the discouragement of exports of fruits and vegetables
over the last few years. Similarly, the case with the method adopted for the purpose of packing and
marketing techniques used in developed countries, are also not up to the mark. One thing is that in
developed countries, especially in Pakistan the awareness about export oriented fruit product is very
low, that leads to the backward trend of exports. As far as packing is concerned, this is considered as a
routinized task, no special attention and emphasize is given upon it, before shipping the product. The
good packing not only preserve the fruit, but also can match the eye of customer.

Rectification:

The main and the most easy way is to create awareness among the various exporters in the country,
especially in the very region of Southern Punjab. The awareness in terms of product better quality
products and fruits, handling and packing must be done in a efficient and effective way.

In Pakistan, and we can say in this region, two types of crates are used:

 Wooden crates

 Paper (corrugated) crates.

Wooden crates are normally used for local transfer of fruits to the wholesale or direct customers, also
it used for the transfer of fruits to the Gulf and Fareast countries, through launches.

Problems:

 Most of the time there crates are over filled, that is normally the capacity is 12kgs, but filling up to
15kgs is a normal practice.

 Crates are made of rough wooden material that cause the hurdle in the movement of fruits, through
air transport.

 As crates are hard from outside, so no proper attention is given during the carrying and transfer of
material that provides a great damage to the product.
9. Corrugated (Crates Boxes)

There are normally used for exporting purposes, available in different sizes. Normally 2,4,5,8 & 10
kilograms of mangoes, there crates are used. For air transport usually 2 to 5 kgs boxes are used.

Problems:

 Normally the light material is used in the manufacturing of there boxes, that reduce the strength of
box.

 The samples used in this regard are not so much hard, that could resist the pressure and weight of
mangoes.

 Air movement slots are very less in these boxes.

Recommendation:

The boxes used in exporting of fruits must be made up of long fibres, a special craft paper must be
used for filling these boxes. The corners of the boxes must be properly shaped, so that there could
exert the specified amount of pressure during carrying and transfer of the product from one place to
another. The Pakistani way of packing the fruits is most suitable for this purpose. According to that
boxes must be of 8-10 inches depth and keep mangoes in them in such a way that the head or cap side
of mango is in ripened direction. Also, proper passage for air circulation must be provided.

Marketing Techniques:

One important fact is that lies behind the failure of this business, that trend is using marketing plans
and techniques are discouraging. Our exporters and growers forward the fruits to the markets without
having knowledge of the customers, preferences and habits of the market people, that result in the
uncertain out comes. Along with that no planning and feasibility plans are conducted etc.

Rectification:

First and the most important thing is the provision of awareness to the exporters and growers. The
awareness can be generated through training programes, education and by giving incentives and
subsidies to the growers, exporters and stakeholders. Along with the creation of methods certain other
educational awareness must also be provided to the people involved in this very business.
Secondly in Multan certain marketing companies must be opened, that should be responsible for
handling the activities like freight settlement, handling, carrying, pricing and promotion of the
product.

Out comes:

The out comes for there will be fascinating through proper packing and marketing techniques and
having strong cooperation can lead to good businessmen activity in the region, especially for the very
region (southern Punjab), where unemployment rate is high. Also, a heavy foreign exchange can be
earned.

10. Non-availability of freight subsidy w.e.f. 30-6-1998:

Subsidy provision is a strong tool for the development of particular business or a segment. European
and American countries have got a common practice of offering number of subsidies to their
businessmen and other people, attached with any sort of business.

Government usually takes up initiative for this purpose, by sketching a proper view of markets,
demand and supply the proper plan about the freights and subsidy is designed. Unfortunately, the
Pakistani government, is failed in providing subsidies for this very segment of businessmen w.e.f 30-
6-1998, that is causing great hurdle for the discouragement of the business.

Rectification:

Simple is that, government must start to initiative, buy offering subsidies to the exporters, in the form
of consession and other sources. Normally subsidies are offered during peak season and cogent the
volume of business conducted.

Out comes:

Many many business centers and economists have changed their destiny through a well-developed
support and cooperation from the government regarding the provision of subsidies to the exports and
other parts.

Here in our country especially in this vary region through the introduction of subsidy, would give a
boast to trade, which results in large revenue and foreign exchange can also be earned in this regard.

11. Increasing freight charges every years:

Instead of providing subsidies to the exporters, the government is not able to handle the freight
charged by the different air craft companies. Also PIA has got a sort of monopoly in the transfer of
goods to the foreign markets, so no-proper attention is given to the high freights being charged.

In 1998, the freight for transfer of one kg of mangoes was almost Rs.35, in 1999 it raised up to Rs.50,
then 2000, the freight was almost Rs.60-65 and nowadays it is reaching up to Rs.70.

So, keeping in view all there freights, one cannot expect the flourishment and encouragement of
exports. The high freight leads to high cost of packing handling and carrying etc. that is not beneficial
for the exporter.

Rectification:

The government is the only authority that can play a major or a key role in this regard, it must design
such policies, through which, these high increasing freights trends is controlled.

Especially in Southern Punjab, previously, there are less part’s involved in this very business, many of
the growers and exporters perceive this segment as a greater risk coping section. So, the govt. must
concentrate in such a way to develop a positive aspect of this fruit exporting business, through if
proper planning and control of freight charges.

Out comes:

Through managing and controlling the freight rates, one can expect, the massive trend of exporting of
fruits trade, especially Mango, that is the major crop lying in this region and almost every grower,
broker and exporter is linked with this business. Through a well-developed network of activating and
controlled rate of freights, this region can earn a huge foreign exchange for whole country.

12. Non-Availability of Finance from banks.

Banks and financial institutions are the only source for the running and development of any kind of
business through the provision of finances. The situation is amazing and attractive that banks and
financial institutions cannot provide finances to the grower and exporter of mangoes. The grower and
exporter have to work over his/her own or self-developed sources, that are not valid and reliable, also
not huge amount is generated through self-developed sources. Due to this reason, only few parties
that have got a strong base or support are only entering and running the business. We can say that
these companies are those that can have the ability to absorb certain amount of shock and resistance.
Small parties and businessmen cannot enter in this segment of business.
One more point is that no letter of credit is opened during the transaction. So, both the parties are on
risk over the wastage and theft of shipment or consignment. Similarly no insurance is offered for the
back-up purposes, to the exporters or importers.

Rectification

Banks and other financial institutions must fix a sort of quota or limit system in this regard. No doubt,
this very segment of business is bit different form others, but it can also be enhanced by developing
some sort of policies that encourage the financial assistance in the running of this very mango export
business in the region.

Outcomes

Outcomes would be apparent by the introduction of finance system from banks, many small exporters
would be able to enter the business and earn foreign exchange for the country.

13. Non availability of scan-machine at Cargo Terminal Multan Airport:

This is also one of the major problems regarding the exports of mangoes. European and other markets
people are too much conscious about the shape, structure, colour, cleanliness grading, division
selection and packing of fruits (mangoes). So, in order to have to final check of the product being
launched for export, it must be overlooked by the officers at the airport, and to pin point if any sort of
deficiency is being observed in this regard, in terms of black spots, handling injuries, chilling injuries
and others. The officers must have the authority to leave that pack out of the consignment. Now for all
these activities, a latest scanning machine is needed that is not present at the Multan airport. It is a
big machine, through which at a time a large number of boxes are passed, checked, graded and
selected. This scanning machine is much severely needed, regarding the export of quality product.

Rectification

The government must also take initiative through this regard. It must collect funds or arrange a
machine through its own official resources.

Outcomes

Through the introduction of this machine, proper grading selection and flaws in the packing can be
traced out and removed that would contribute a lot in the promotion of the product. This promotion
would ultimately lead to increase in sales and increase in sales would lead to higher foreign exchange.
14. Indiscriminate PIA Indemnity Bond

As already told that despite of improper schedule of flights, higher freights no subsidies, improper
handling and carrying of consignments. Pakistan International Airlines has still bounded the
exporters to attach an indemnity bond along with the other pre-consigning documents. So, that in
case of any damage or loss to the consignment during transit PIA would not be responsible in any
case, and the organization is not restricted to pay any sort of damages to the exporters. While this case
is not in any other airline services of the world. There, the aircraft company is totally responsible for
the safe and secure delivery of the products.

Rectification

Proper indemnity bond is designed or if possible such system or network is developed that this bond is
removed from the exporting documents.

PIA must design such policies that it could pay against the loss or damage to the consignment to the
exporter.

Outcomes

 New exporters would take initiative to enter the business.

 By the entrance of new parties, sales share would increase which is a healthy positive aspect.

 The foreign exchange would also be boosted up.

 More employment is generated.

15. Non-Availability of Transport Facilities to Exporters

The mode of transportation can be selected according to the requirement of the market. Without
determining exact way or mode of transport for transferring of the product (mango) lead to heavy
damage to the consignment. Especially in this area of Southern Punjab, where no direct flights are
available for the foreign markets despite of having a mango growing area, the exporters have to
arrange, sort of local transports for the transfer of goods to Lahore or Karachi Airports from where
direct flights are available. Let’s have brief look over the problems that exporters face in these regions
with each mode of transportation.
By Road Transport

Through this mode the production is transferred to the next station. Now a day, the trucks used, are
not properly covered and over filled, that cause damage to the consignment. Apart from the condition
of roads is not good that also cause extra damage to the consignment. In Multan normally the
exporters prefer this method.

By Rail Transport

This mode is not so much applicable now a day because stations are not located at suitable places.
Also the system railway is not up to the mark and trust worthy, and extra time is needed for the
transfer of product. This method is discouraged in Multan now a days.

Air Transport

This way is normally used for exporting purpose and also one of the expensive way only used when no
other option is available. In Multan no direct flights are offered.

By Sea or Ship Transport

This way is a bit cheaper then air transport but more time is consumed for the transfer of goods. For
Europe it takes 10 days, for Singapore 12 days, for Hong Kong 18 to 20 days. This means that the
perishable fruits like mango must be delivered in cold boxes so as to retain their freshness and life.

This option is not available for Multan.

Rectification

 Availability of direct flights from Multan.

 In caser of absence of flights proper road transport must be arranged and set up must be developed.
 Cold boxes must be developed for the transfer of fruits.
 Air conditioned rail boxes must be developed for the transfer of such perishable items.

Outcomes

 Heavy amount of wastage of fruits is reduced.

 Production and sales both will be increased due to proper transfer facilities.
 Good quality of fruit can be maintained in the fruit market.
 Higher prices can be charged that lead to higher return.
16. Non-Availability of Packing Place to Exporters

Packing is the most important place regarding the transfer and export of the fruits, it requires keen
attention and specific environment. For getting better results, the exporter must provide large shads,
warehouses, godowns and stores to the labour. In Southern Punjab especially in Multan, the proper
availability of packing space is common problem. That causes major hurdle in the quality and well-
equipped packing of the fruit.

Rectification

This problem can be easily removed by the introduction of packing places at commercial level, or
grower and exporter must themselves take initiatives to hire or buy a place to carryout the business.

Outcomes

 Through proper packing place, this important task can be achieved in a better way that will result in
good future prospects.
 More packs are delivered in a shorter time.
 Easily availability would be possible.

Future Plans of Mangoes:

By closely observing the problems, solution of problems and out come of these problems many
important facts come into our mind. Along with these there exist, some future prospects and plans
that can be adopted in order to modify and promote the mango export business.

Future plans have been developed both by government and private level. The detail of there is
presented below:

Importance of Training:

The importance of training is remote in our country, especially in this region (southern Punjab). That
why most of the growers and exporters lack various skills require to adopt while exporting some
product to the foreign countries.

So, in future, both government and private sector, must develop formal training programme structure.
For this purpose different exports of the related field (Mango), must be sent to the fields, also
consultancy should be provided to the exporters regarding any problem related to the export of
mangoes.
Value – chain Development:

If, we just have a look over the agricultures set-up in some European and American countries, then
one thing would be clear that there nations have developed a formal systematic network of activities
involved in the agricultures development process. The main theme of their business strategy is to
increase exports and earn more from foreign market.

Pakistan also can fetch better result, by following these formal procedures. But this cannot be possible
if the government and the private sectors takes initiative in this regard. The concept of value-chain
must be involved. Along with there:

 Special areas must be selected for export oriented production.

 The time of pesticide spray and fertilizer and all other intermittent procedures must be fixed.

Role of Cooperation:

The governmental agencies can do a lot in this regard. There can help in building a coordination
between exporter and government. When this sort of environment is generated, then one can say that
many other smaller problems will disappear.

Marketing Agencies:

In Pakistan unluckely, no proper attention is given to marketing and promoting the products,
especially in this very segment of exports of fruits and vegetables. Future is the era of marketing, one
can be able to get more and more share from the market. Certain Marketing Agencies must be
developed that can assist exporters in priority services like handling packaging, labeling, clearing and
sale of mangoes. Also these agencies will help the exporters in identifying new exporting markets.

Risk Sharing:

Mango export is a bit risky job and no one except few parties that have got strong financial base can
export this fruit. The government and different institutions involved like PIA must collectively take
initiative in order to reduce the risk on the part of exporters only.

Proper financing must be available, so that small exporters can also take part in the activity. Also, PIA
must introduce certain incentives and loose down its policies related to the mango export.
Suggestions and Recommendations

After exploring the problems relating to the export of Mangoes and Dates from Pakistan, we suggest
some of the ways that will help the exporters to increase their exports and to earn foreign exchange for
the country.

Combine Efforts by the Governmentand the Exporters:

If Pakistan want to increase its exports of Mangoes then a combined effort will be required by the
government and the exporters to explore the problems and then work jointly to solve those problems
which will give benefits to exporters in term of increase in their exports and Government in terms of
greater foreign exchange earnings.

Increasing Awareness in International Markets through Marketing:

As we all know that marketing plays an important role in increasing awareness of the product. So
Government must play as important role by advertising our high quality mangoes at international
level which will help the exporters to explore and capture new markets. In this regard Export
Promotion Bureau can play an important role.

Increasing Number of Flights:

PIA should in consultation with Government increase number of flights in the foreign countries which
will help the exporters to export these perishable fruits quickly and within their ripen time to foreign
countries.

Providing Storage Capacity in Airports:

As we all know that Mango is a very perishable item and it has life of few days so a large share of
mango ripe at Airport before it is exported because there is no cool place at Airport to store it and it
ripe in hot weather and become export less. So the CAA (Civil Aviation Authority) must provide some
cool place so that the ripening of fruit will be protected.

Exploring New Markets:

The Government and the exporters must also explore new markets for our Mangoes to earn foreign
exchange which will be beneficial for our country.

Conclusion
Pakistan is Alhamdulillah having the best varieties of Dates Mangoes. And there is also great demand
of Mango in the International Market. But unfortunately there are only few exporters, which are
exporting these fruits. There are some problems which are created due to non-cooperative attitude of
Government in exporting these fruits from the country e.g. few flight space for the export, lack of
storage capacity at the Airports etc. and there are also some other problems like non availability of
cool chain for Mangoes etc. So in order to solve these problems a combined effort will be required by
the exporters and the Government to solve these problems and to increase exports which will generate
high foreign exchange earning and it will help the economy to boast. Also there is need to explore new
markets of dates and mangoes and the role of Export Promotion Bureau is to create awareness in the
International Markets by marketing of these products in the International Markets.

Contents

Executive Summary
INTRODUCTION
TOTAL PRODUCTION OF MANGO IN PAKISTAN
EXPORT OF MANGO LEADING MANGO EXPORTERS IN THE WORLD YEAR
1998
EXPORT OF MANGO FROM PAKISTAN
Varieties of Mangoes
Major Growers Problems
Scope of Problems (mangoes)
Market Analysis
Market Structure of European Union
Major EU Markets for Mangoes
Mango Cost – Benefit Analysis:
DOCUMENTATION FOR EXPORT OF MANGO
MANGO EXPORT PROBLEMS and their Suggested Solutions & Outcomes
Future Plans of Mangoes:
Suggestions and Recommendations
Conclusion

Acknowledgement

ALLAH, the Gracious who helped us in most crucial times as Well and enabled us to complete this
report.
We are thankful to Mr. Muhammad Arif Saleem for providing us an opportunity for gaining
practical experience and knowledge about export of Mango and problems of the exports. He has
always been kind and expertise in helping and guiding us for the preparation and completion of this
report.

We are very thankful and appreciate Mr. Muhammad Umar (Deputy Director EPB), Exporters
Khawaja Abdul Wahid, Mr. Ghazi Ahmad Hassam Khokar, Mr. Naseem Khan Tareen, Haji Allah Bux
& Sons and others for co-operation and providing us best information for the Export of Mango.

AUTHOR