Webinar Recap: Strategies for Developing Markets to Engage International Buyers

Host: Juan Carlos, Global Market Analyst

Speakers: Gabriela Cabezas - Global Market Analyst,

Mehmet Unluyurt - TD Nuts/Grains, Senior Manager - Türkiye

Yun Primawan - GMI Researcher - Indonesia

Hamza Sethi - UK & Europe Trade Sales

Agenda:

• Basic Guidelines and Protocols for Exporting to Developed Countries
• Case Studies: Success Stories
• Panel Discussion

Tridge’s September webinar, “Strategies for Developing Markets to Engage International Buyers,” presented strategies and guidelines on how to reach international buyers in the international agricultural trade amid past and current market trends affecting global demand and supply of agricultural commodities.

Basic Guidelines and Protocols for Exporting to Developed Countries

Source: Tridge

The first part of the presentation focused on basic guidelines and protocols for exporting to developed countries. Effectively marketing and promoting suppliers' products or services in international markets is crucial for building brand awareness, establishing credibility, and driving sales. International trade trends are dynamic and subject to various factors that shape the global economy. Some key international agricultural trade trends include:

• increased demand for agricultural products
• sustainable agriculture
• changing consumer preferences
• trade facilitation and digitalization
• Genetically Modified Organisms (GMOs)

Case Studies: Success Stories

The second part of the presentation showed three success stories on how Tridge played a crucial role in exporting Egyptian grapes to Brazil in Sept-22, connected agribusiness in Brazil to find a better source for their flavoring ingredients, and how the leading Argentine hypermarket chain sourced Baltic sprats from Europe.

Panel Discussion:

The presentation was augmented by a panel discussion where panelists Mehmet Unluyurt, Yun Primawan, and Hamza Sethi answered questions from host Juan Carlos. On the matter of how developing markets can identify the most suitable international buyers for their products or services, Unluyurt emphasized that the main points were covered in Gabriela Cabezas's presentation:

• For at least five years, suppliers should analyze markets in search of international buyers for their products or services, considering their unique demands and supply channels.
• Identifying target markets involves examining competitor origins, focusing on logistics and tax-competitive needs, and adhering to bilateral agreements and tax exemptions between countries.

Sethi emphasized thorough market analysis, which is essential for identifying high-demand regions and countries for fresh produce. Staying updated on market trends, assessing market size and growth potential, analyzing competitors, and understanding the regulatory environment are also crucial for compliance with international trade regulations. Understanding these factors can help identify gaps and opportunities for supplier produce. Primawan completed the first round of answers with Indonesia's entry strategy for agriculture products, which involves understanding regulations, categorizing products, and identifying buyers. The import gate is limited to four ports and 33 countries with food safety agreements. Buyers must manage import allocation in Indonesia.

On the second topic and the critical steps for ensuring that products from developing markets meet international quality standards and certifications, Sethi emphasized the need to ensure food safety and quality, conduct thorough research on import regulations, implement Hazard Analysis and Critical Control Point (HACCP) and Good Agricultural Practice (GAP) principles, develop strict control protocols, train workforce, maintain traceability, and invest in refrigeration and temperature monitoring.

Primawan added that quality certification is crucial for company management, especially when big buyers require imports. Exporters must understand local quality specifications and standards, as each country has its own classification and grade charts. Unluyurt adhered to the already mentioned facts and confirmed that the quality demands of each product group and market could vary, with factories with processing plants and packaging facilities having different quality expectations. International food safety certificates, such as the British Retail Consortium (BRC) and International Featured Standard (IFS), are essential for a specific market and sales channel. Supplying products at international standards benefits sustainable trade and builds buyer trust, leading to better sales margins. IFS/BRC-certified factories are always prioritized by buyers.

Unluyurt continued explaining how to build solid relationships with international buyers and maintain successful long-term partnerships – by knowing the market, product, seasonality, and local and international regulations, and being in constant communication with buyers and sellers. Most importantly, strengthen bilateral relations by enabling the buyer to make the right decision at the right time and provide on-site market information. Primawan also mentioned facts and specificities for each commodity (dairy, snacks, nuts, fruit, and vegetables) for high-volume transactions. For example, with products for industry (as raw materials for production), some importers require the exporter’s agent to have a local representative. Sethi closed the panel discussion with a reference: to build strong international relationships with international buyers, fresh produce producers must employ strategies like supply consistency, transparency, customization, quality assurance, after-sales support, sustainability initiatives, and continuous improvement.

Click here to view the webinar recording, or click here to view the slides.