Macedonian fresh produce exporters learn from Polish experts

The potential accession of Macedonia to the European Union (EU) creates the need for Macedonian agribusinesses exporters to become more competitive in local and regional markets and better positioned to capitalize on enhanced access to EU markets. To assist Macedonia in accomplishing this objective, USAID’s AgBiz Program organizes various competitiveness enhancements activities. A recent study tour to Poland is one example of how the program is helping to strengthen Macedonian agribusinesses.

 

In October, nine Macedonian companies from the fresh vegetables and table grape value chains traveled to Poland to better understand their opportunities in the sixth-largest EU market for fresh fruit and vegetables. With a population of 38.2 million people, Poland is an important potential market for Macedonian fresh produce companies. Prior to this study tour, none of the participants had experience working with Polish importers.

 

Thanks to USAID, study tour participants met with 18 of the largest Poland fresh produce import companies and visited three research institutes related to vegetable crops, as well as the Warsaw produce market. Over the course of four busy days, company presentations were given by each Macedonian participant and their Polish counterparts, followed by a series of one-on-one meetings between each Macedonian representative and a potential Polish importer. Visits to research institutions exposed participants to current technology that could be adopted in Macedonia to secure successful fresh produce sales in Polish markets.

 

“This was an excellent opportunity to meet with the largest Polish buyers and evaluate their preferences and requirements for imported fresh products. Also of great importance was the ability to analyze competition, compare prices, and assess the new packaging utilized by our competitors’ fresh produce imported from South Africa, Italy, and Spain as well as their strategy for approaching and sustaining Poland market entry,” said Dragan Kostadinov, owner of Vivi Prom company.

 

This learning experience provided an opportunity for Macedonian companies to personally determine how to satisfy the requirements of Polish buyers and learn how to be highly competitive. Each company identified potential new buyers and wholesalers, studied the latest trends, and now understand the post-harvest handling techniques required for their fresh produce to meet Polish market requirements.

 

Three months after the study tour, three of the nine participants are negotiating with Poland importers to buy table grapes and fresh vegetables from Macedonia; all nine have begun to adopt the new technologies and management practices, particularly with regard to grading, packaging, and distributing fresh fruits and vegetables.