Spanish produce group SanLucar has made its name selling internationally-grown produce to German-speaking markets, but now it’s looking further afield.
During trade event Fruit Attraction in Madrid late last month, CEO Stephan Rötzer told www.freshfruitportal.com about some of the expansions in the pipeline.
“The most interesting thing now is the internationalization of our company – Canadians, Chinese, Ecuadorians, people from Dubai, they are coming to us and asking for our concepts in their stores,” he said.
“For people who want to differentiate themselves there aren’t a lot of companies that can do that, and moreover with the productive base that we have and what we have planted in recent years; everything is new.
Closer to home but still untapped, Rötzer described the English market as “pre-destined” for SanLucar.“We have already founded a company in China and we will get involved in Arabic countries; we are already selling to a company there which will be very interesting in the coming months.”
“They want to go direct to origin, they want the most modern varieties, they want a company that is a marketer at the same time and they also concentrate on huge volumes for new varieties,” he said.
“For us that’s easy and logical, but we’ve never been to England except for some sites where we’ve sold to Sainsbury’s.
“Now I think the moment has arrived for us to provide our services, because that’s something we can do today for people who want new varieties to be delivered.”
Rötzer claimed the German market was the “toughest in the world”, but its combativeness and heavy focus on discounting have given rise to many independent stores looking for differentiation through their fresh produce sections.
“It’s wonderful working with independent supermarkets because every day they invent what we could call ‘fruit boutiques’ that in my opinion are the most beautiful in the world.