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"Kees Oskam: "Challenge to build up this large but complicated market"

Market entry of Dutch pears to Brazil imminent

After difficult negotiations, export of Dutch pears to Brazil looks to become possible soon. This week, preliminary demands have been received. Guarantees have to be given regarding the Cydia pomonella (codling moth). Based on these demands, only plots that have applied for export to China are eligible, and meet the demands required for that (e.g., biweekly monitoring, applying pheromone confusion / traps). The protocol still has to be fine-tuned between both authorities, and then published by Brazil. The Netherlands are aiming for finalization ultimately at the end of August 2014. That's when the export can start. 

Fruit exporter Kees Oskam has been involved with obtaining market entry to Brazil for 3.5 years now. "I can say I am a bit of a pioneer, and have put in a lot of work to get this on the agenda. That way, I have already made my contacts. Now we'll have to build up this large, but very complicated market." According to the exporter, the demands set by Brazil seem to be pretty feasible. "Although the demand regarding codling moth control looks to be quite expensive, and a bit unnecessary."

Kees Oskam

The market application concerns the entire Dutch pear range. The Conference is expected to form the bulk, however. "At the moment, Brazil buys pears from neighbouring Chile and Argentina from February until August, and between September and March mostly Rocha pears from Portugal, and some French, Spanish and Italian pears", Kees says. When the file has been approved, he will focus on Brazilian importers at first. "We are going for the 'niche' with our fruit. They have the most experience, and boast a terrific, finely meshed network. Retail is still biding its time, and is evidently more fragmented than in Europe."

For more information: 
Handelsmaatschappij Jan Oskam
Kees Oskam 
[email protected] 

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