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Leonard Kampschoer, FruitMasters:

"I think we're on the edge of a breakthrough with pear exports to China"

FruitMasters has been promoting the Conference pear during the Asia Fruit Logistica in Hong Kong since 2009. From the moment that the Dutch Conference pears received access to the Chinese market in 2014, the sales organisation has been actively working on an expansion of the Chinese market. It continues to be a long road, but the volumes are growing year by year. Commercial director Leonard Kampshoer is hopeful. "I really believe we are at the break through point."

Where the pepper exports seek togetherness in export, FruitMasters is working solo in the area of pears with their brand policy. "Besides the tastings we have also developed the 'Produce of Holland' label in the famous Delft's blue colours and with a picture of a windmill. We have built a name on the Chinese market with our box with an old Dutch look. Last year we started working with a number of prominent Chinese parenting blogs, where parents and carers exchange tips and experiences. We also started handing out free tester packages to young parents with fresh Conference pears and a bib with our logo and a Delft blue windmill. This offer was very popular," says Leonard.

"This year the pear harvest in the Benelux will be a little lower, but we need new sales markets after the drop out of the Russian market. The main thing is to send a good quality of product. Customers can't be surprised. Fortunately, the Chinese are starting to understand that the roughness on the Conference pears isn't a defect, but a protective layer. The Migo pear that we introduced in 2015, has the advantage of its smooth peel on the Chinese market. There is already a lot of interest in it. We hope to further expand this brand like we did with the Kanzi apple. With a good quality brand supporting a product, you can build."

For more information:
Leonard Kampschoer

Publication date: 9/8/2017


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