The international fruit and food trade is undergoing a transformation driven by the pursuit of new markets, product diversification, and cost reduction. Companies in the sector are adopting flexible business models that allow them to connect directly with buyers in key destinations, minimize risks, and expand growth opportunities.
With over 15 years of experience, BDP Foods has established itself as a strategic partner for producers of fruits, nuts, wines, seafood, and superfoods. Founded in Chile, the company provides comprehensive services that serve as an extension of its partners' commercial offices at the destination, enabling direct connections between producers and importers or supermarkets, without assuming the traditional role of an intermediary.
© BDP Foods
© BDP Foods
The business model depends on direct contracts with producers, BDP Foods' main customers. Through these agreements, the company manages relationships with the final buyers without taking ownership of them. "Contracts are typically valid for five years, after which producers can choose to continue independently or maintain the partnership. Our aim is to make the producer feel like they have their own office at the destination, but without incurring high costs. Most partners prefer to keep working with the company, attracted by the level of service and the experience it offers in complex markets, including some of the largest Chilean producers who have been working with BDP for over 15 years," stated Andrés Kuznar, BDP Foods' commercial director.
One of BDP Foods' main strategies is diversification. "The company started out focusing on fresh fruit, which still makes up a third of its portfolio, but it has added categories like nuts, seafood, wines, cereals, and superfoods. We currently manage over 18 types of fresh fruit, sourced from 15 different origins, which are shipped to over 20 destinations worldwide. This strategy has helped us reduce reliance on seasonal products and markets, which is crucial in a sector that is highly sensitive to weather and logistical issues," he said.
Emerging markets are also a top priority. India and Russia stand out for their massive growth potential. "The opening of the Mumbai office in 2024 represents a strategic move to position products such as Chilean cherries, grapes, and blueberries in a market with increasing purchasing power. India will play a crucial role over the next 10 years in developing alternatives to the high dependence on China, especially for cherries, as more than 90% of the cherries exported are sent to that country," Kuznar stated.
© BDP Foods
BDP Foods also sees opportunities in connecting Asian producers with high-quality products, although their export experience is still in its early stages. "In the last year, we have added partners in China, India, Egypt, and Lebanon, including some of the main exporters of table grapes and mandarins in the region. Additionally, the surge in trade between Asian markets—such as exports from India to Russia or from Vietnam to China—underscores the need for experienced local executives," he emphasized.
Digitalization is another key pillar of the strategy. "The fresh fruit industry has traditionally depended on personal relationships. However, the company is adopting digital tools to streamline processes, enhance transparency, and improve communication between producers and buyers," he concluded.
© BDP Foods For more information:
Andres Kuznar
BDP Foods
Chile
Tel: +34 63 554 0781
Email: [email protected]
www.bdpfoods.com
