No.

02 September 2009

OPPORTUNITIES GETTING THERE GLOBAL WINDOW AMHPAC

NYC PRODUCE CUSTOMS LABEL YOUR THE VOICE OF
MARKET’S DIRECTOR BROKERS PRODUCTS HORTICULTURISTS
AGROEXPANSION 1

INTERVIEW
2 AGROEXPANSION
 EDITORIAL
Dear reader,
Having survived the financial crisis that invaded our world
during the past months is a great achievement. If you have
this issue of AgroExpansión in your hands, it means that your
business is founded on strong bases or that you are positive
and sure that you have what it takes to recover or succeed
in this competed, but noble industry. Attitude is a great ally,
so you are probably on your way to fulfilling your goals. Ne-
vertheless, when it comes to exporting fruits and vegetables,
there is always so much to learn!
Every day, new technology updates surface, as well as versa-
tile options to conquer the market and meet the high quality
standards that regulate international trade. In AgroExpan-
sión we aim to become your number one source of informa-
tion regarding everything you need to know on how to start
a new business, apply new methods in your processes and
broaden your horizons to other markets.
Nowadays, permanence is a synonym of “image”, and it all
comes down to that. The image of your Company depends
greatly on the qualities of your product (freshness, texture,
form, packaging…) and the way you present yourself to your
clients and final consumers; it also depends on the presence
you have in the market, the deals you get, the terminal mar-
kets you visit, the storing, the handling, the transport, the
Custom Broker you choose, the way you promote your Com-
pany…meeting all of these (and many more!) important de-
tails is vital to establish your prestige in the market and we
hope you find this useful information here.
We wish you the best success on this new stage towards
global financial recovery.
Sincerely,
ADRIANA ELIZONDO VILLARREAL
AGROEXPANSION 3
 General Director
Alberto E. Peña Pedraza

Commercial Director
Adriana Elizondo Villarreal

Translation
Diana Margarita Morales V.

Contributors
Jorge Fonseca
Cesar Campaña
Rodrigo Sánchez Mujíca
Daniela Elizondo Treviño
Laura Elizondo Escobar

Print run
Luis A. Elizondo

Redaction and Style

Martha Hernández
SPECIA. Creatividad Escrita
www.creatividadescrita.com

Editorial Design
BMazul
www.bmazul.com

Art Director
Beba Mier

Design
Cinthia Castañeda Fernández

staff
Photography
Shutterstock.com
sxc.hu

Cover Photography
Alfred Borchard for sxc.hu

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AgroExpansión Import Export. Quarterly jour-

nal of international trade in fruits and vege-
tables. Editor of the publication: Adriana Lu-
cero Elizondo Villarreal. All Rights Reserved.
Circulation: 5,000 copies. Distribution Mexico:
Monterrey, Guadalajara and Mexico City. Dis-
tribution USA: Texas, California, Chicago, NY,
Atlanta and Florida. AgroExpansión considers
its sources as reliable and verifies their content
the best way possible, however, there may be
errors in the accuracy of the data so it is up to
the reader. Book Number by the National Insti-
tute of Copyright: 04-2008-102412453500-
102. Lawfulness Certificate 14472 and Con-
tent 12045. Address in Mexico: Hermosillo
# 3312-A Col. Mitras Centro, Monterrey, N.L.
CP 64460. Printed in Mexico on May 2009.
Printed by Impresos Tecnográficos SA de CV.
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CP 64000. Distribution in U.S. by USPS, 620 E.
Pecan Blvd, McAllen, TX 78501.

4 AGROEXPANSION
INDEX
Opportunities
6. AMHPAC: The Voice of Greenhouse
Horticulturists in Mexico
8. It’s how you buy...
10. Showbiz: Innovation in fruits and vegetables
12. Give your business some credit!

Getting there
14. Incoterms© 2000. The exporter’s universal code
19. Customs broker: a choice of value

Face to face
24. Mexican tomatoes: Good price, excellent quality

Global window
32. It’s good to be labeled!
34. Determining your product’s EPF (Enviromental
Protection Factor)
36. Keep out! What you need to know about pest
control

Sport
38. NFL’s Calendar
38. Mexico’s First Division Calendar

Agroevents
40. November events agenda

Directory
42. Monthly Contacts

AGROEXPANSION 5
 OPPORTUNITIES

AMHPAC:

6 AGROEXPANSION
 G
rowing vegetables in
AMHPAC developed greenhouses or protec-
the “Shield Protected ted environments offers
Vegetables” program, the advantage of contro-
in order to assure lling environmental fac-
consumers that the
tors, resulting in greater efficiency, qua-
product they are pur-
chasing is clean and lity, and healthy products. The AMHPAC
free of pathogens. or Mexican Association of Protected
Horticulture was created to advise, sup-
port, certify, represent, and defend the
increasing number of Mexican produ-
cers that now operate under this con-
cept; this association currently has 153
members representing approximately
8,600 acres along the Mexican Republic.
Through its Web site: www.amhpac.org focus on these key points, and satisfy
this association maintains contact with their customers’ needs.
for large purchases, legal and transport
advice, among others. Internationally,
AMHPAC is an active member of PMA
(Produce Marketing Association), and
the United Fresh Fruit and Vegetable
Association. AMHPAC also negotiates
with other organizations including the
US Department of Commerce.
Some of the association’s national
projects include conducting a study
of market intelligence supported by
the Subsecretaría de Negocios of the
Mexican SAGARPA, which aims to
provide a wider view on the final cus-
tomer’s interests, to allow producers to

“
its members, who receive information,
news, sale prices at terminal markets, In addition, the AMHPAC developed the
climate data, and much more. Program “Blindaje Alimentario para
Hortalizas Protegidas” (Shield Pro-

Among the César Campaña, President of AMHPAC tected Vegetables), in order to assure
explains, “Our partners are individuals consumers that the product they are
benefits of or corporations whose main business is purchasing is clean and free of patho-
the greenhouse vegetable production. gens. To join this program, the pro-
this partner- The associates are those that are within ducer must sign a commitment letter
ship is the the productive chain, which covers of eligibility, then the company’s staff
the process from land preparation, sow- must be trained in order to fulfill every
possibility ing, planting, harvesting, packaging, safety and quality standard; finally, it is
and transporting, as well as all customs required to conduct an audit (by an in-
of obtaining procedures, so the products can get to dependent agency) to certify every pro-
recognized the distributor for their sale. In the pro- cess, allowing the producer to offer his/
ductive chain we can also find different her products worldwide with the seal of
certificates input suppliers such as fertilizers, pesti- this program.
cides, seeds, greenhouse supplies in ge-
neral, manufacturers of plastic packing Mr. Campaña highlighted the extraordi-
boxes, and service providers such as nary potential that Mexico has in terms
laboratories, technical advisors, etc.” of climate, ecosystems, water quality
availability, diversity of micro-climates,
To be a member of this association, it is and labor. “However, it is important to
necessary to fill a pre-membership form use these resources in an organized
online. The staff from AMHPAC will then way to have an organized growth. The
contact you to formalize the process. representativeness that AMHPAC offers
to its partners, and associates, brings
Among the benefits of this partnership them the strength and presence re-
is the possibility of obtaining recognized quired to grow and achieve their objec-
certificates, establish arrangements with tives”, he concluded.
government agencies, international or-
ganizations, and foreign governments, Sources:
Interview with Mr. Campaña (President
as well as obtaining preferential prices of AMHPAC)

AGROEXPANSION 7
 OPPORTUNITIES
W
hen commercializing fruits and vegeta-
bles, price is your best advantage. Although
the quality and variety of the product is
vital to reach your clients and gain pres-
tige, the only way to obtain great revenue is by purchasing
your goods at a price that allows you to remain compe-
titive and offer better prices to your end consumers. And if
you’re planning to start a business in this industry -known as
an expensive one-, credit is key. All of this is well known to
Myra Gordon, Market Administrator Director of New York City
Terminal Produce Market, a 125 acres facility, considered
as one of the largest, most unique produce markets in the
United States, with 400 thousand square feet of refrigerated
warehouses, among other loading spaces.
Also known as the Hunts Point Terminal Produce Coopera-
tive, this cluster was first established on the south end of
Manhattan. In 1967, Myra explains, the merchants strate-
gically chose a location, where the Bronx River, East River
and Long Island Sound meet, and which has access to major
highways and bridges (such as the Washington Bridge, which
goes to New Jersey), leading in and out of New York.
8 AGROEXPANSION
Despite the time has passed since the market was first
established, the number of merchants came down to 50,
“each one of them has gotten quite large”, says Myra. “In
the beginning, most of them were ‘specialty’ merchants,
and they sold one or two types of items at the most”, she
adds. But now, “most of them –with a few exceptions- sell,
literally, everything that grows; every vendor is like a mini-
produce market”. Here, buyers can find fresh fruits and ve-
getables from all around the globe, organic, specialty and
locally grown items, as well as any other variety in between;
everything comes to them boxed, which in some way, assures
the product’s quality due to less handling.
Among the most demanded products this time a year,
Myra names locally grown produce, sweet corn and New
Jersey tomatoes. “Anything that is used in salads, … all
the different varieties of lettuce and tomatoes, yellow
squash, peach, nectarines and apricots, grapes from
California, watermelons and other melon varieties,
are heavily sold in the summer months”, she adds.
In logistic terms, this terminal market is divided in 125 spa-
ces or units; some vendors have only one, and some have as
much as 33. The New York City Terminal Produce Market was
originally built as a rail terminal, so they used to get most of
their products this way, but now, they get them by the road
trucks, commonly known as “18-wheelers”. They get about 3
thousand railcars a year, 2% of the products by air and about
4% of them by boat.
In Myra’s experience, what has made this terminal market
such a successful one, is that all of its companies share a
similar vision and are aware that price is their best strength.
“The most important thing that a vendor should know
is his customer base; he has to know how to buy, be-
cause the money you make depends on how you pur-
chase the products, more than how you sell them”, Myra
wisely points out.

She comments that, nowadays, there are other eleven ma-

jor terminal markets in the United States, but the New York
City Terminal Produce Market serves about 22 million people
out of this market every day, which is about 9% of the North
American country’s population. It carries fresh fruit and vege-
tables from 49 states and 55 foreign countries.

Internationally, they ship products to the Caribbean and into

Western Europe, although they don’t necessarily sell them
from there. “The merchants make arrangements to have
loads of products shipped from their country or place of ori-
gin, to some place overseas, so it never touches our market.
If something goes to Asia, for example, it’s easier to ship it
from California (if it was grown there) than from New York”,
says Myra.

This important terminal market guarantees the freshness

and quality of what they offer, since they are the second sta-
tion of the products after the farm, and they don’t store. “The
product is picked, and 8 hours later, we’re selling it”, she ex-
presses. “Therefore, every buyer knows that they’re acquiring
high quality fruits and vegetables, adding the fact that, in
order to enter this market, everything must meet strict arrival
standards”.

Quality, variety, freshness, but most importantly, competitive

prices: these elements have been crucial to the success of
the New York Terminal Produce Market, which nowadays, sells
approximately 3 billion tons of fruits and vegetables every
year and has revenues of about two billion dollars annually.

This market, operated as a cooperative, is looking forward to

be rebuilt through funding. And there’s no doubt that people
will want this important business to stay, since it provides
jobs for about 10 thousand workers, as well as freshness, fla-
vor and quality to millions of people in the US, and all around
the world…

Sources:
Interview with Myra Gordon (Executive Admin Director, Hunts
Point Terminal Market)

AGROEXPANSION 9

SHOWBIZ:
innovation
in fruits and
vegetables
T
oday, the agricultural indus-
try faces great challenges.
As a producer or entrepre-
neur in this business, you
might wonder why other people with
the same climate, soil, and water condi-
tions get higher income and more
market presence than you do.
Decisions about seeds and materials
are important factors that make the
difference between one producer and
another; however, a key element to out-
stand from the competence is mar-ket-
ing: quality, price, and most importantly,
how to present and promote the product
to your consumers. In order to be crea-
tive, you have to know your product
and market, and apply this knowledge
in a divergent manner to capture the
client’s attention.
To Jahir Lombana, editor of a res-
pected Latin American Web portal of
agro-business, the key to survival in
this competitive market is innovation.
“Fresh fruit is consumed on the spot;
therefore, there might be less space
for marketing creativity. However, the
producer’s ability, the product’s health-
iness, packing value, cargo track gua-
rantee, and other different aspects
make the product distinctive to the
10 AGROEXPANSION
OPPORTUNITIES
customer, including converting it into
a fourth range product (fresh-cut, and
packed fruits and vegetables)”, he said.
Mr. Lombana added that, even though
it is very difficult to get Europeans mo-
tivated to try new, exotic fruits, selling
the product already prepared on diffe-
rent processing stages might improve
its chance of acceptance, opening new
markets for its commercialization.
“Taste at first sight” is the only possible
story when it comes to fruit and vege-
tables. Capturing customers requires
a subtle mix of scent, appearance,
and texture. Today, there are various
types of packages, bags, and baskets
for fruits and vegetables; it is said that
there are over 1,500 different styles
and sizes, for both wholesale and retail
customers.
An Italian company, for example, has
developed new solutions in the packa-
ging of small fruits such as cherry to-
matoes. With a modern and attractive
design, this transparent, unbreakable,
and lightweight box shows the consu-
mer a captivating image of the product.
Accelerated degradation and ecological
packaging have also become increas-
ingly popular, given the urgency to take
care of our planet.
As an example, Lombana refers to
manual scanners that allow the fast
identification of the fruits’ origin, and
containers that can be folded and
stored when empty, which provides
convenience in terms of use, space,
and carbon emissions. However, inno-
vation is much easier and feasible for
small businesses; they can make small
changes faster, regarding aspects as
simple as the fruit’s presentation.
Nowadays, fourth range products (co-
mmonly referred to as “fresh-cut”) re-
present 16% of the total sales of fruits
and vegetables in United States. By
putting lettuce in a bag with other ingre-
dients to make a salad, you are making
your final client’s life easier and compe-
ting with other markets, including the
ready-to-eat one. It is very important
to take into account the competition,
and to modify as many aspects of the
product as necessary (such as packaging), considering the
final consumer, rather than the retailer. The product has to
look fresh and healthy; the consumer must clearly see the
conditions of the product inside the package.

Disinfected fruits and vegetables are now very attractive to

several customers such as housewives and professionals
with many occupations, given their practicality and germ-
free guarantee.

Keeping the display clean and at an appropriate tempera-

ture for the goods, but bearable for the client, is very impor-
tant because otherwise, the customer won’t even want to
come close to it.

It has also been shown that placing a tasting stand near

fruits and vegetables at supermarkets is becoming a com-
mon practice, as well as including useful information in
small booklets or labels accompanying the product.

One of the most popular customers’ trends is the consump-

tion of organic fruits and vegetables, i.e., those which are
grown in potting soil with organic plant waste materials,
which significantly reduces the need to apply pesticides and
chemicals. Explaining consumers that this kind of fruits and
vegetables are healthier, and that their vitamins, minerals,
and fiber maximize their nutritional value, can be a great
ally in sales.

Another important and increasingly used sales tool is high-

quality full-color printing, the placement of distinctive signs,
and the use of striking logos for brand positioning.

Even vanguard media like digital signage at the point of

sale (strategically placed screens that show recipes, special
offers, and promotions), is a trend that is invading super-
market chains given its innovative nature and power to ge-
nerate purchases on the spot.

Today, consumers want to see that what they are buying is in

the best conditions, but also attractive, practical, and with
an excellent flavor. However, market trends are constantly
changing, and being aware of this phenomenon is the best
way to survive in this industry. Therefore, the strongest wea-
pon of a producer and marketer is, and will be, knowledge.

Taste at First
sight

AGROEXPANSION 11
 OPPORTUNITIES

Give your
business some
credit!

If you are thinking about fueling up

your export business in order to acce-
ler ate its growth, getting a credit may
be a good choice.

Success demands effort and investment, and if you want to

reach new clients and remain competitive, there are organi-
zations that can help.

FIRA (Fideicomisos Instituidos en Relación con la Agricul-

tura) is a Mexican trust institution that supports agriculture
related businesses in the fulfillment of their objectives and
new projects through financing, guarantees and training.
Mr. Rodrigo Sánchez Mújica, General Director of FIRA.

Mr. Rodrigo Sánchez Mújica, General Director of FIRA, encou-

rages Mexican entrepreneurs, producers and all of the people
involved in the harvesting process to contact them and
bene-fit from their advice and financial support. He ex-
plains that FIRA was created in 1954 and is integrated
by four trust funds related with the agriculture, farm and
fish industry; recently, they were recognized with the Cor-
porate Social Responsibility Disctintion. “Our goal is to
provide credit through the national financial system,
as well as solid guarantees to the banks so they can
make loans to the producers. We also give consulting
services and assistance to increase the technologic de-
velopment of the people involved in this economic acti-
vity”, he states.
Among the types of credit they offer, are fixed asset, wor-
king capital, leasing loans and many more. FIRA can also
help exporters of the agricultural industry through credit in
dollars, if they need it. The only requirements are to have
a financially viable productive project, good credit history,
experience and enough resources to make their contribu-
tion. The loans can be made in two ways:

12 AGROEXPANSION
 - Discounts: Through this operation, FIRA provides cre-
dit resources to the financial intermediary, who gives
credit to the client, sustained by promissory notes.

- Loans: Through this operation, FIRA provides credit

resources to the financial intermediary, in order to
cover his credit needs. The transaction is sustained by
promissory notes given by the intermediary.

The first step to consolidate your company’s expan-

sion through FIRA’s credit is to contact them, which is
relatively easy, since they have presence –practically-
all around the country.

“Our headquarters are located in Morelia, Michoacán, but

we have five regional offices distributed along the country
in Hermosillo, Monterrey, Guadalajara, Puebla and Mérida.
We also have 105 local agencies and state residences on
every Mexican state. You can contact us directly, through
our Web site (www.fira.gob.mx) or through banks and credit
unions”, says Mr. Sánchez.

FIRA also has a team of professional consultants and techni-

cians specialized on different stages of the productive chain.
“We can help you choose the best seed, fertilizers…but we
also have specialists in the processing of the products, packa-
ging, branding, certifications, fair trade, marketing, safety,
and so much more”, he adds.

So if you are ready to give your exporting business some

credit, FIRA might be the option that helps you reach clients
all over the world!

AGROEXPANSION 13

INCOTERMS 2000
The exporter’s universal code
It is essential for both, buyer
and seller, not only to under-
stand, but master the appropri-
ate use of Incoterms© 2000 to
avoid delays or extra expenses
along the transaction.
14 AGROEXPANSION
GETTING THERE
G
lobalization -in terms of
international trade- has
led to an update on stand-
ard trade definitions, wich
are now referred to as Incoterms©
2000 or International Commer-
cial Terms, devised and published
by the International Chamber of
Commerce.
Mexico speaks this common language
among the world traders. It is important
to distinguish between these terms
and the RAFTD (Revised American
Foreign Trade Definitions), created
by the United States Chamber of Co-
mmerce, given the completely different
interpretation that the same term
may have under these two different
preambles.
Incoterms© 2000 are divided in
four categories denoted by the
first letter in their abbreviation:
Group "E" (exit) - (EXW). The only one
in this category. The goods are avai-
lable to the buyer only at the seller’s
facilities.
Group "F" (free). The second group
of Incoterms© (FCA, FAS and FOB):
the seller is bound to deliver the mer-
chandise to a carrier appointed by the
buyer.
Group "C" (cost). The third group
(CFR, CIF, CPT and CIP): the seller has
to contract for transport, but does not
©
assume risks of loss or damage to the
goods or additional costs due to events
subsequent to shipment or dispatch.
Group "D" (delivered). (DAF, DES, DEQ,
DDU and DDP), the seller assumes all
costs and risks involved in bringing the
goods to the country of destination.
ICC recommends that "Incoterms©
2000" be referred to specifically,
whenever the terms are used in an in-
ternational contract of sale, together,
with a reference to an exact location.
For example:
- FOB Spain Incoterms©2000
- DDU Mexico, Parque Industrial
Kalos, Warehouse 3
Incoterms©2000
- CPT Prisma Carriers Inc.
Main Warehouse, Dallas
Incoterms©2000
Another relevant factor when using In-
coterms© 2000 is the Customs Value
of imported goods (CV), which is esta-
blished by using the transaction value
(the price paid or payable for the im-
ported goods) as set forth in Article 65
of the Customs Act.
Next is a table listing the 13 Inco-
terms© 2000 and their description,
a short preamble set up by the ICC,
and the elements to consider in de-
termining the Customs Value, in order
to provide a clear understanding of
them.
 English To calculate Customs
Incoterm Description
definition Value...
GROUP E (Exit)

, (+) Freight and insurance

Ex Work (... The goods are delivered to the buyer at the seller  s operations, from the
EXW premises (factory, warehouse, etc.), thus reducing ,
named place) supplier  s factory to Mexican
the obligations of the latter. customs.

The seller delivers the goods, cleared for export, to

(+) Freight and insurance
the carrier appointed by the buyer at the named
Free Carrier to the named port of
FCA place. The place of delivery determines the obliga-
(...named place) destination in Mexico.
tions of loading and unloading the goods at that
place. This applies for any type of transportation.
GROUP F (Free)

The seller delivers when the goods are placed along- (+) Freight, handling and
Free alongside side the vessel at the named port of shipment. The insurance from the place
FAS ship (...named buyer assumes all costs and risks of loss or damage of origin to named port of
port of shipment) to the goods from that moment. Applies only to shipment in Mexico.
sea or inland waterway transport.

, (+) Freight and insurance

Free on board (... The seller delivers when the goods pass the ship  s until arrival to named port of
FOB named port of rail at the named port of shipment by the buyer. shipment.
shipment) Applies only for sea or inland waterway transport.

,
Cost and freight The seller delivers when the goods pass the ship  s
CFR (...named port of rail at the port of shipment. Once the merchandise is (+) Transport insurance
destination) shipped, the buyer accepts the responsibility for it.

,
Cost, insurance The seller delivers when the goods pass the ship  s
and freight (... rail at the port of shipment. The seller bears the Generally, it is the same value
CIF
GROUP C (Cost)

named port of costs of freight, transportation, and insurance on as the invoice value.
destination) minimum cover; once the goods are shipped, the
buyer assumes responsibility for it.

The seller delivers the goods to the carrier nomi-

nated by him, and is responsible for loading and
accommodation, performs all procedures and pay- (+) Insurance
Carriage paid to
ments of export taxes and freight costs. The addi- (-) Freight and domestic
CPT (...named port of
tional costs of storage and custody are borne by handling
destination)
the exporter. If an incident occurs during the trans-
portation of the goods, the importer assumes full
responsibility. For air, land and rail transportation.

AGROEXPANSION 15
 To calculate Customs
Incoterm English definition Description
Value...
GROUP C (Cost)

Carriage and The seller is responsible for contracting international

insurance paid to transport, loading and accommodating operations, (-) Freight, handling,
CIP
(...named port of performing all procedures and payments of export and insurance.
destination) taxes, and paying insurance on minimum cover.

The exporter contracts freight and delivers when the

goods are placed at the disposal of the buyer on the
arriving means of transport at the named point and
place at the frontier, not unloaded.
The seller has no obligation to contract insurance, but (+) Fees of American
Delivered at frontier
DAF he assumes responsibility for damages to the goods Custom agent, forwarder,
(...named place)
until they cross the border. The exporter clears the local storage and freight.
export goods, but not the import, thus it is necessary
to specify the named frontier of destination on the
contract. For ground and rail transportation.

The seller delivers the goods at the disposal of the

buyer on board but does not assume discharging
Delivered ex ship
costs. The seller does not have to contract insurance, No increases or
DES (...named port of
but assumes responsibility for any damage done to deductibles.
destination)
the merchandise during its transportation to the port
of destination. Applies only for sea transportation.

The exporter bears all costs involved in bringing the

goods to the named quay of destination and is res- ,
Delivered ex quay (-) Taxes, Custom agent  s
ponsible for unloading. The seller does not have to
DEQ (...named port of fees and handling.
contract insurance, but assumes responsibility for any
destination)
damage done to the merchandise during its transpor-
GROUP D (Delivered)

tation to the port of destination.

The exporter assumes all costs and risks from the de-
parture place to the named place of destination in
,
the importer  s premises. The seller has no obligation (-) Handling, freight and
Delivered Duty un-
to contract insurance, but is responsible for any da- insurance in Mexico.
DDU paid (...named place
mage caused to the goods during transport to the
of destination)
appointed delivery place. The buyer bears the costs
of all custom formalities. Applies for sea, air, ground
and rail transportation.

The seller bears costs for all duties, taxes and ex-
penses to import and all costs and risks from the de-
parture place to the appointed delivery place in the (-) Taxes, freight, fees and
Delivered duty paid ,
buyer  s facilities. He has no obligation to contract domestic handling.
DDP (...named place of
insurance, but is responsible for any damage caused
destination)
to the goods during transport to the named place
of destination. Applies for sea, air, ground, and rail
transportation.

16 AGROEXPANSION
As shown in the table, Incoterms© contract for insurance to protect the
2000 state which party assumes risks, buyer’s merchandise.
costs, damage, and/or loss of the
goods, given that the information that Despite the fact that Incoterms© 2000 Incoterms©
general contracts provide to the seller do not specify all the conditions and pro-
and buyer is not enough in international cedures utilized in international trade, 2000’s adoption
trade. If any term or condition along the
transaction requires further precision
they are very helpful in the process of is voluntary and
buy-sell agreements, and they specifi-
on its definition, both the importers and cally describe the responsibilities and only applies when
exporters are responsible for clarifying
it on additional contracts; for example:
obligations in terms of transport and
delivery places for both parties.
the buyer and the
supplier agree on it
If CFR (Cost and Freight) is used, the Learning this "official code" and using it
seller must contract for transport; properly is an important advantage for and manifest it on
therefore he is responsible for the
emission of all necessary shipping
any exporter today.
the sale contract
documentation.
Sources:
www.incoterms.org
If CIP (Carriage and insurance http://www.iccmex.org.mx/incoterms.
php#preambulos
paid to…) is used, the seller must
18 AGROEXPANSION
 GETTING THERE

Customs Broker:
A choice of
value

The enforcement of international

tr ade norms always requires the help
of an expert. The Customs Brokers have
a wide knowledge on every process and
procedure that must be followed in
order to make a successful export; they
are also legally authorized by SHCP
(Mexican Ministry of Finance and Pu-
blic Credit) to assist their clients on
issues that seem complex such as cus-
toms taxes, use of technology, security
in merchandise discharge, and delivery
to final destination.
AGROEXPANSION 19
This important character in the import-export play, must take
an exam that, if approved, will grant the candidate a customs
patent, allowing him or her to act upon the rights and obli-
gations under Mexico’s Customs Act. As a producer and ex-
porter, to be aware of the documents that a customs broker
must submit to the authorities is an advantage that will give
you peace of mind, knowing that the process is going well.

The Customs Broker’s role is primordial in commercial

operations, given that he/she becomes responsible of
the client’s actions, and must pay any fines that may
apply for causes such as errors or false statements in
official documents. However, the taxpayer will still be re-
quired to pay taxes and omissions, surcharges, and –if the
law requires it-, all fines for actions that cannot be attributed
to the Customs Broker.

Among the obligations of the Customs guarantee is provided by an insurance company;

Brokers are... - The document that expresses the responsibilities that
have been attributed to the Customs Agent for the ex-
1. To determine the tariff classification of goods; portation of the goods.

2. To make all necessary petitions for import and export,

having all required documents such as commercial
invoice, packing list, and document verification of
restrictions and non-tariff regulations.
3. Represent his/her clients before the authorities;
4. To orient his or her client.
The cost of the services of a Customs Broker has no limits,
that is, it depends on what the customer is willing to pay.
When hiring a Customs Broker, it is recommendable to
choose one that is strict, since that guarantees that the legal
procedures of exportation will be successful. This is vital to
avoid delays or problems with the authorities, because it is
his/her duty to corroborate law enforcement.
In addition to the certificate of origin, some of the docu-
ments you must provide to your Customs Broker for their sub-
mission to the competent authorities are...
- Copy of commercial invoice;
- Copy of bill of lading or air waybill, if applicable;
- Verification documents to confirm compliance of obliga-
tions regarding non-tariff regulations and restrictions;
- Verification of origin and the origin of the goods, if
applicable;
- Manifestation of value;
- Guarantee papers, in the case of merchandise with
an estimated price set by the SHCP (Mexican Mexican
Ministry of Finance and Public Credit); generally, this
The responsibilities of Customs Brokers are so complex and
important in this business, that it is essential to take time to
analyze their profile and ask for recommendations, in order
to make the best possible decision on which candidate to
hire. Some of the questions that we must ask are:
1. How many years of experience does
the Custom Broker have?
2. Is there a document that validates his/her patent?
3. Does the Custom Broker have experience in
the fruit and vegetable export business?
4. What kind of reputation does the Custom Broker
have? Is he/she serious and trustworthy?
5. Is he/she strict and organized?
6. Where are his/her offices? Can I get there easily?
7. Does he/she have a flexible schedule?
Is he/she easy to reach?
Obviously, when it comes to paying fees, the decision as to
what is most convenient for you, is yours, the exporter’s;
however, we must keep in mind that paying the services of
a good Customs Broker does not necessarily represents an
expense, but an investment in achieving the most important
goal in the commercial transaction: that the product reaches
its destination.
Sources:
-Prácticamente cómo exportar
Adrián Roque Pavón. Pedro Pierdant.

20 AGROEXPANSION
AGROEXPANSION 21
  Mango  All kinds of Squash
 Lime  Zucchini
 Papaya  Onions
 Pineapple  Cilantro

1600 W. Lee St.

Greensboro, NC
27403.
Ph. (336) 294-7888,
 STAFF
Texas Divison
Jorge Cabello Jr
CEO/President

Texas & Chiapas Division

Juan Santos
General Manager & Sales

Monica Cardenas
Sales

Stella Herrera
Administrative Assistant

Texas Division
Santos Garcia
Warehouse Manager Texas Division

North Carolina Division

Alejandrina Arzola
Administrative Assistant

Octavio Feerman
General Manager & Sales

Locations:
 All kinds of peppers  Green Tomato
 Coconut  Tomato Roma
 Jicama  Tuna
 Plantain  Among other Mexican products

P.O. Box 8248

313 Produce Rd.
Hidalgo, Tx. 78557
Ph. (956) 8439 545
Fax. (956) 843 2024
For the produce to be appropriate for its
commercialization, it must meet certain
quality standards that evaluate charac-
teristics such as firmness of the fruit,
cleanness, shape, and sanitation.

24 AGROEXPANSION
 FACE TO FACE

Mexican tomatoes:
good price,
excellent
quality

Fresh, delicious, and versatile: Toma-

toes definitely punch up the flavor of
every meal. They’re consider ate as the
most important Mexican contribution
to the world in the agro industry,
being the vegetable of second largest
consumption in the world.

Consumers prefer fresh tomatoes, not only because they can

be eaten alone, but also because they are the main ingredient
for hot sauces, ketchup, puree, juice, etc. They can also be
served cooked, stewed, fried, pickled… This is why processed
tomatoes are increasingly demanded especially in first world
countries, to prepare pastas, pizzas, and many other dishes.

Tomato’s harvest time is generally from November to April,

when Mexican tomato reaches its maximum production and
exportations. The market is broad for tomato business: its
main importers are USA, Germany, France, United Kingdom,
Canada, Saudi Arabia, Sweden and Argentina.

AGROEXPANSION 25
Nutritional Value
Nutritional value has become a very spe-
ONE HUNDRED GRAMS OF
cial topic for consumers nowadays. Here
TOMATO
  CONTAIN:
lays tomato growers’ advantage, given
that medium tomato has only 22 calo- Per 100 g
ries, 95% of their content is water, and Calories 21
there are excellent reasons to consume Water 94.3 gt
it, besides its taste. Tomatoes are rich Carbohidrates 3.3 g
in vitamins A, C, and E; they also have Fat 0.1 g
calcium, potassium, and mineral salts. Protein 0.9 g
Fibber 0.8 g
This fruit-vegetable has antioxidant Ash 0.6 g
properties and is considered one of Sodium 9 mg
the most important food sources of Calcium 7 mg
lycopene, the pigment responsible for Phosphorus 19 mg
tomatoes’ red color. In addition, scien- Iron 0.7 mg
tific studies have concluded that this Vitamin A 1100 UI
ingredient, when consumed regularly, Thiamin 0.05 mg
reduces the risk of certain cancers, in- Riboflavin 0.02 mg
cluding prostate. Niacin 0.6 mg
Ascorbic acid 20 mg
Furthermore, the international market
is opening its doors to Mexican tomato;
Mexican produce
Japan, for example, recently declared
open to import this product from any Mexico produces cherry tomatoes,
state in Mexico, with the exception of green tomatoes, as well as the creole
Chiapas (due to its proximity to Central variety –grown in the Chiapas jungle-,
American countries with outbreaks of among other different varieties. The
Mediterranean fruit fly). variety with the largest production in
Mexico is the red saladette; its produc-
Given the popularity and demand for tion in Sinaloa represents 40% of the
country’s total produce, followed by
Mexican tomatoes in the global market,
it is of utmost importance to know the Baja California Norte, San Luis Potosí, Tomatoes are
ideal conditions for their production, and Michoacán. very adaptable
pre-cooling, storage, transport, deve-
lopment, and adaptation, in order to For the produce to be appropriate for to different
its commercialization, it must meet
extend its ripe period and shelf life, as
well as to create alternatives to improve certain quality standards that evaluate soil types and
its taste and presentation. characteristics such as firmness of the moderately
fruit, cleanness, shape and sanitation.
Friendly, but challenging… Size is not a factor as important, but it tolerant to
Tomatoes are very adaptable to diffe-
may influence in some way the fruit’s
appearance, which is essential in the
salinity.
rent soil types and moderately tolerant
final customer’s selection process,
to salinity. However, due to the pre-
bringing prestige to the brand in the
sence of pests (in states like Yucatan,
market.
the whitefly), one of the biggest cha-
llenges of this product in Mexico is the
Regarding size and weight, tomatoes
use of agrochemicals, which raise the
can measure between 1.2 inches (in
cost of production. In addition, large
the case of cherry tomatoes), to more
volumes of crop require high amounts
than 3.9 in, which can weigh between
of chemical fertilizers.

26 AGROEXPANSION
 Stor age temper ature for...
Ripe green tomatoes: 54.5°F
Light red tomatoes: 50-54.5°F
Tomatoes are susceptible to damage by
cold temperatures below: 50°F.
The process
Classification is a key factor for toma-
toes’ appearance and acceptance in
the international market. There are six
basic steps that must be followed in
order to carry out a successful classi-
fication:

1. Classification by size and then

by color: tomatoes are separated
Ideal conditions in two stages, either manually or
Optimum soil temperatures for rapid germination: automatically.
68-77°F degrees. 2. Packing: once selected by color
Ideal temperature for fruit ripening: 64.4-75.2°F and size, tomatoes are packed
Relative humidity needed: between 60-80%. in waxed corrugated cardboard
Conditions of the land: an area that allows roots of boxes, usually weighting between
31.5 inches deep (minimum). 8.8-17.6 pounds, to secure the
Rotational recommended basis: pallet structure. Plastic boxes
4 years in the same batch. can be used instead of those
of wood, providing adequate
protection, ventilation, and enhan-
ced presentation.
3. Ripening: when in the pallets,
3 and 11 oz. Generally, tomatoes are (3) ‘’Turning’’ means that more than 10 the product is subjected to the
classified by size as follows: percent but not more than 30 percent ripening process, which is carried
of the surface in the aggregate, shows out in sealed chambers. This is
-Small: less than 1.6 inches in its a definite change in color from green to where a fixed quantity of ethylene
greatest transverse diameter. tannish-yellow, pink red, or a combina- (plant hormone) is applied to
tion thereof; the product to a temperature
-Medium: 1.6 to 2.8 inches in its between 64.4-69.8°F and
(4) ‘’Pink’’ means that more than 30 humidity between 85-95%. The
greatest transverse diameter.
percent, but not more than 60 percent circulation of fresh air from 10
of the surface, in the aggregate, shows to 20 minutes across the room
-Large: more than 2.8 inches in its
pink or red color; maturation is essential.
greatest transverse diameter.
(5) ‘’Light red’’ means that more than 4. Forced Air Cooling: it is a method
USDA Color CLASIFICATION 60 percent of the surface, in the ag- that consists on fanning cool air
gregate, shows pinkish-red or red, pro- to the tomato boxes, lowering the
(a) The following terms may be used, re-
vided that not more than 90 percent of temperature and extending the
garding the grade statement; the color
the surface is red color; and, product’s postharvest life.
description is used as an indication of
the stage of ripeness of any lot of red (6) ‘’Red’’ means that more than 90 5. Cool room storage: the pallets
fleshed mature tomatoes: percent of the surface, in the aggre- are placed in cool rooms at a
gate, shows red color. controlled temperature of 55.4-
(1) ‘’Green’’ means that the surface of 59°F, before being sent to
the tomato is completely green in color. (b) Any lot of tomatoes which does not
market.
The shade may vary from light to dark; meet the requirements of any of the
above color designations may be classi- 6. Transportation: tomatoes are
(2) ‘’Breakers’’ means that there is a transported in refrigerated con-
fied as ‘’Mixed Color’’
definite break in color from green to tainers at a temperature of 55.4-
tannish-yellow, pink or red on not more 59°F, for their distribution.
than 10 percent of the surface;

AGROEXPANSION 27
28 AGROEXPANSION
AGROEXPANSION 29
Packaging and storage
Tomato’s production added value is
frequently related to the processes of
handling and packaging.
Disposable carton boxes are often used
for exportation. A paper or paperboard
separator is placed between each layer.
When the fruit is firm, it can be shipped
in bulk, which reduces handling of the
product.
To minimize shortfalls, the most impor-
tant factor to take into account is the
temperature control at every stage:
the transportation means, the storage
chambers and the point of sale must
have an excellent cooling system.
USDA (United States Department of Agri-
culture) promotes prevention as the
best way to avoid tomato contamination,
because once it happens, removing
or killing pathogens is very difficult.
For this reason, care and storage be-
come vital. It is important to take ac-
tions such as placing the tomato boxes
on pallets to avoid direct contact with
the ground, and keeping chemicals and
trash away from the product.
On the other hand, the Mexican Secre-
tary of Agriculture, Ranching, Rural De-
velopment, Fisheries, and Food supply
(SAGARPA, for its initials in Spanish) es-
tablishes the following:
- Fresh tomatoes must be packed in
contamination-free facilities, away
from canals, drains, roads, open
fields, or unsafe areas.
- The water used for irrigation and
packing should be cleaned and
treated for this purpose.
- For packing and final presentation,
fresh tomatoes produced in open
air should be washed and submit-
ted to chlorinated water treatment
at concentrations between 150
and 200 parts per million, consi-
30 AGROEXPANSION
dering the water pH and tempera-
ture.
- For transport and distribution,
fresh tomatoes must be loaded in
new packaging containing an iden-
tification on the principal display
panel, a label with the name of the
manufacturer, place and country of
production* and/or packaging, and
the target market, i.e., export or do-
mestic market, address, telephone
number, and any other information
that allows the producer’s rapid
location.
*The United States uptaded this year the Coun-
try of Origin Labeling (COOL) regulation, which
includes tomato produce, and requires that
this product’s label contains country of origin.
To avoid
contamina-
tion, care
and storage
becomes vital
A matter of genes
In an attempt to cultivate the “per-
fect tomato” –regarding appearance,
texture, sugar levels, and aroma-, se-
veral countries have joined together
to make researches that may allow
to enhance the properties of this fruit
and make it more resistant to pests.
The investigation is aimed to identify
the genes and molecules that deter-
mine important quality aspects of the
tomato; each country, including Spain
and United States, is responsible for
studying one or even three of the 12
chromosomes of tomato.
Based on these patterns, experts will
be able to develop higher-quality varie-
ties and to manipulate features such
as color and quantity of compounds of
this healthy fruit.
**Solanaceae Genomics Projects
Mexican tomato is a great ally for
generating jobs, foreign trade and
growth. Producing this fruit according to
the international quality standards will
continue to open doors in the global mar-
ket and allow its image and good price
to consolidate in the eyes of the world.
Resources:
yy http://www.ams.usda.gov/AMSv1.0/
cool
yy http://portal.veracruz.gob.mx/pls/
portal/docs/PAGE/COVECAINICIO/
IMAGENES/ARCHIVOSPDF/
ARCHIVOSDIFUSION/TAB4003236/
MONOGRAF%CDA%20DE%20
TOMATE.PDF
yy http://www.ibtimes.com.mx/
articles/20060502/japon-mexico-
tomates-secretaria-de-agricultura.htm
yy http://www.snitt.org.mx/pdfs/
demanda/jitomate.pdf
yy http://www.cofemermir.gob.mx/upl
oadtests/5991.66.59.6.Diagrama%20
de%20flujo%20tomate.pdf
yy http://74.125.155.132search?q=cache
:9_f9R6OjRysJ:www.cofemermir.gob.
mx/uploadtests/2596.59.59.1.NOMht
tp://74.125.155.132/search?q=cache:9_
f9R60jRysJ:www.cofemermir.gob.mx/
uploadtests/2596.59.59.1.NOM
yy http://www.ams.usda.gov./AMSv1.0/ge
tfile?dDocName=STELPRDC5050331
yy http://www.funprover.org/formatos/
manualTomate/Tomate.pdf
yy http://www.fao.org/inpho/content/
documentes/vlibrary/ae620s/Pfrescos/
TOMATE.HTML
yy www.tribunacampeche.com
yy http://www.fda.gov/
downloads/Food/FoodSafety/
Product-SpecificInformation/
FruitsVegetablesJuices/
GuidanceComplianceRegulatory
Information/UCMI1686.pdf
AGROEXPANSION 31
 GLOBAL WINDOW

It’s good to
be labeled!
Texture and ripeness of fruits and vegetables determine their price
and market acceptance. As consumers, we are attracted by the aroma,
color, and appearance of the fruit; however, if its consistency is not
ideal or it’s bruised, we will reject the product without a doubt. Some-
thing similar happens when we export it, but the selection rules are
stricter -given that the supply chain is longer - and more complicated
than the ones used to market products within the country of origin.

Official Mexican Standards (NOM's by
their Spanish initials), provide general
specifications for labeling prepackaged
foods; nevertheless, it is important not
to forget that these rules must also
match those of the country of destina-
tion, avoiding any situation that may
cause our product to remain "stranded"
in Customs.
The characteristics of every fruit and
vegetable are very specific; therefore,
it is impossible to speak in general
terms regarding best handling, labeling
or packaging practices. In this edition,
we focused on one of the most popular
Mexican export product: tomatoes.
According to the standard NMX-FF-031
-1997-SCFI, this fruit-vegetable must
be packed in such a way that it is ade-
quately protected and free from any
contaminated odor or material. A re-
sistant, clean, spacious, and ventilated
box ensures a safe handling and gua-
rantees that the product arrives fresh to
its final destination. It is very important
to avoid using toxic dyes or pigments
to seal or label the boxes, since these
substances can penetrate the pack-
age and contaminate the tomatoes.
The most suitable packaging* for to-
matoes are the following...
a) 5 ¾ in tall cardboard box (2
rounds)
b) 7 ¼ in tall cardboard box (3
rounds)
c) 25 lb carton box (bulk)
d) Bushel Carton 4/7 Lb Box (bulk)
This Standard also states that each
package should include on its label, in
letters grouped on the same side, le-
gibly and indelibly marked, and visible
from the outside, the following data:
1. Identification: name and
address of the renowned
producer, exporter, importer,
packer and / or dispatcher
2. Type of product:
a) Product name, if the
contents are not visible from
the outside
b) Commercial variety
3. Country of origin: region where
it is grown, or national, regional
or local denomination
4. Business ID
a) Degree of quality
b) Size
c) Net mass in kg / pack

32 AGROEXPANSION
As mentioned earlier, it is important to
not only meet all Mexican Norms and
standards, but to stick to those of the
country of destination, too, in this case,
United States.
As for U.S. official instances such as the
FDA (Food and Drug Administration),
they establish that all levels of the tomato
supply chain shall maintain adequate
traceability to a minimum of one step for-
ward (immediate next recipient) and one
step back (immediate previous supplier).
Although FDA sustains that Nutrition la-
beling for raw produce (fruits and vege-
tables) is voluntary, it is essential for
retailers to include the Country of Origin
Labeling (COOL) in their products, mea-
ning the English name of the country.
Section 304 of the Tariff Act of 1930, as
amended (19 U.S.C. 1304) determines
that, unless excepted, every article of
foreign origin imported into the U.S. shall
be marked, in order to the ultimate pur-
chaser to know where they come from.
Fresh tomatoes repacked in controlled
atmosphere containers after importa-
tion are subject to the country of origin
marking requirements in accordance
with these norms. Such marking must
be done by the importer or the sub-
sequent purchaser/re-packer as the
circumstances require, in accordance
with 19 CFR 134.25 and the importer
of the tomatoes must follow the certifi-
cation requirements set forth in 19 CFR
134.25.
According to the USDA (United States
Department of Agriculture), imported
perishable agricultural commodities
must follow the acceptable labeling
terms declared by CBP (Customs and
Border Protection).
CBP suggests that goods for exportation
purposes should be packed in a way that
allows their officers to examine, weigh,
measure and release them as soon as
possible, this being especially impor-
tant for fresh fruits and vegetables,
since they need to be commercialized
promptly. To speed up the clearance of
your merchandise, CBP recommends to:
1. Invoice goods in a systematic
manner; when packages contain
uniform or one-kind products, the
examination is facilitated.
2. Show the exact quantity of each
item of goods in each box or other
package.
3. Mark and number each package.
Remember that merchandise can be ins-
pected for narcotics; CBP establishes
that a critical aspect in making this pro-
cess easier is the way the cargo is loaded.
“Palletizing” it, which means loading it
into pallets or other consolidated units
is an effective way to do this, since they
allow quick cargo removal in minutes
using a forklift, compared to the hours
it would take manually.
When it comes to commercializing fruits
and vegetables, labeling is a must and
choosing the correct packaging system
can get your product where you want
it…fast!
It is important
to stick to the norms
of the country
of destination, too.
* These packages should not exceed 20kg
AGROEXPANSION 33
 GLOBAL WINDOW
Determining
your
product’s EPF
(Environmental Protection Factor)
Jorge M. Fonseca
The field
The amount of chemical compounds that fruits and vege-
tables produce depends not only on genetic characteris-
tics or the available fertilizers, but also on the quantity and
quality of environmental factors. The amount of light, as
well as water and temperature regulation during growth,
are essential elements that guarantee an adequate physio-
logical function, and certain standards of quality. For ins-
tance, in the case of melons, excess water combined with
high temperatures might contribute to an accelerated
growth of the fruit, resulting in low accumulation of sugars
or calcium deficiencies, due to their low mobility (such as
the "tip burn in lettuce”).
34 AGROEXPANSION
The harvest
It is commonly believed that when the product has com-
pleted its development, the hard part is over; however,
recent studies in several regions of the world have shown
that the previous week to the harvest or even hours lead-
ing up to it can have an important effect on the final quality
of the product in the market. Again, adding an abundant
amount of water to the fruit during harvest might make
it turgid, resulting in further loss of the vital fluid, post-
harvest condensation, and premature oxidation. For this
reason, it is recommendable to avoid sudden changes in
the amount of water added, as well as drastic tempera-
ture variations, and to cover the plants when necessary.
E
xporting perishable horticultural products is
everything but simple. Even if your company
has excellent process and quality control sys-
tems, there are “inevitable” factors that may
emerge as a pattern, randomly, or as a recurrent be-
havior throughout the year. Just as our skin needs sun
protection products, fruits and vegetables need a shield
of protection when it comes to environmental factors.
The weather conditions in the country of origin, the envi-
ronmental circumstances pre- and post-harvest, as well
as the weather in the product’s final destination are key
issues that are easy to forget, and that, to a greater or
lesser degree, affect the quality of the final product.
Post-harvest Handling
Perhaps the most overlooked environmental factor when
harvesting and storing the product temporarily under re-
frigeration prior to its shipment to market, is the relative
humidity. When certain products are handled at a relative
humidity below 80% for 24 to 48 hours, it is possible that
the fruit will present symptoms of "dehydration" once in
the market. It is recommended to verify that the cooling
chamber has the capacity to maintain the relative humidity
at least over 85%, or adding humidifiers. If the environ-
mental conditions present low relative humidity, the
movement of the product must be fast, keeping humidity
in places of storage and covering the product from direct
sun exposure.
The quality of a horticultural product has ups and downs
throughout the year. Obviously, to maintain a good image in
the market is necessary to make the gap between these ups
and downs as short as possible. An excellent post-harvest
classification is vital, but it is also essential to keep a good
record of the season of the year with more complaints; not
surprisingly, many of these complaints are due to environ-
mental factors.
Final Market
The truth is that in many export transactions, the pro-
ducts that arrive to the port are exposed to abusive tem-
peratures. During the winter, breaking the cold chain is
not so bad; nevertheless, during the summer months,
temperature increase may trigger premature aging of the
fruit. For these cases, it is important to have an efficient
coordination with the buyer, and assure that the products
leaving the farm will be able to stand temporary abuse
regarding weather conditions.
AGROEXPANSION 35
 GLOBAL WINDOW
Keep out!
What you need to know
about pest control
W
hen it comes to taking
care of your fruits and
vegetables… how do
you tell bugs to mind
their own business? The truth is that,
getting rid of these little, but harmful
species… can be a pest! Especially if
you consider the high cost that pes-
ticides represent and the strict laws
that regulate the commercialization of
chemical treated products that may be
a hazard to the consumers as well as to
the environment.
Specialists agree that fruits and vegeta-
bles that are detained and sent back to
their countries of origin due to the pre-
sence of chemical residues, are –most
of the time- treated with pesticides by
farmers who don’t know exactly how
and when to use these products.
There are very few approved organic
post-harvest treatments for pests and
diseases, due to the damage they can
cause to the products. Hot water (113-
131 F degrees ) immersion and steam
are some of the methods applied to des-
troy micro-organisms in minutes, but
fruits and vegetables can lose firmness
and color in the process if time or tem-
perature accuracy happen to fail. Some
producers have turned to organic agri-
36 AGROEXPANSION
cultural products, such as vegetable
oil, which has been used as a pesti-
cide and fungicide for decades. But for
agricultural authorities, prevention is
the best technique.
A green vision…
ATTRA, a national sustainable agricul-
ture information center funded by the
USDA’s Rural Business-Cooperative
Service, has developed a very interes-
ting project called Biointensive, Inte-
grated Pest Management (IPM). Their
approach considers a redesign of the
agricultural ecosystem to the disadvan-
tage of a pest and to the benefit of its
parasite and predator complex, in order
to restore and balance, instead of elimi-
nating species. Pest managers play a
key role in creating a successful IPM
program, since they need to know the
biology of the pests that affect crops or
harvested products, as well as the bene-
ficial organisms (spiders, ground beetles,
bats…) associated with the pest.
IPM suggests that proactive options,
such as crop rotations and creation of
habitat for beneficial organisms, per-
manently lower the carrying capacity of
the farm for the pest. Reactive options
include short-term suppressive actions,
such as releases of biological, mechani-
cal, physical and chemical controls.
This category includes synthetic and
bio-rational pesticides (such as silica
aero-gels, insect growth regulators and
particle film barriers). Sugar Esters are
also a choice that has proven to be
even more effective than conventional
insecticides against mites and aphids
on certain fruits like apples.
Pesticides are the option of last resort
in IPM programs and are only reco-
For the produce to be appropriate for its
commercialization, it must meet certain
quality standards that evaluate charac-
teristics such as firmness of the fruit,
cleanness, shape, and sanitation.

mmended when other measures, such

as biological or cultural controls, have
failed to keep pest populations from
reaching high damaging levels.

Good bye flies, hello

r ays!
A very good option to pesticides is irra-
diation. It has shown to be an effective
pest control technique for stored foods,
proven to kill insects and mites in fresh
fruit, being a good alternative to methyl
bromide fumigation, phased out by
most countries in the early 2000’s.
Irradiation can facilitate trade in fresh
fruits such as citrus, mangoes and pa-
payas, which usually cause problems
that may require quarantine handling.

The type of radiation used during pro-

cessing is limited to precise doses of
ionization from high-energy gamma
rays and accelerated electrons without
making the product radioactive. Shelf
life of fruits and vegetables can also
be prolonged by radiation combined
with other methods such as refrigera- uses in about 36 countries. In the United
tion or packaging. This process can be States, the Food and Drug Administra-
applied without affecting the product’s tion (FDA) has approved irradiation for
quality or nutrients, since the dosage eliminating insects from wheat, potatoes,
needed to kill insects and mites is rea- flour, spices, tea, fruits, and vegetables.
sonably low. Usually, weevils, beetles Irradiation can also be used to control
and fruit flies are less resistant to ra- sprouting and ripening, and, in few words,
diation that mites and moths. However, this process can be very helpful to get
proper packaging is required to avoid bugs out of your business!
re-infestation.
Sources:

Federal government and other scien- http://www.fda.gov/Food/FoodIngredi-

tists have done several hundred studies
on the effects of food irradiation be-
fore reaching conclusions about the
general safety of the treatment and
according to them, it does not re-
present long-term health risks. Irra-
diation has been approved for many
entsPackaging/IrradiatedFoodPackaging/
ucm110730.htm
http://www.physics.isu.edu/radinf/food.htm
Encyclopedia of Pest Management, volume
2, edited by David Pimentel
http://www.goodfruit.com/link/Mar1-01/
feature18.html
http://www.fao.org/docrep/004/ac300e/
AC300e04.htm

AGROEXPANSION 37
 SPORT

NFL Calendar ‘09

Week 8
Sunday, Nov 1 st Hour (ET) TV Stadium Monday, Nov 2 Hour (ET) TV Stadium
Houston at Buffalo 01:00 p.m. CBS Ralph Wilson Stadium Atlanta at New Orleans 08:30 p.m. ESPN Superdome
Cleveland at Chicago 01:00 p.m. CBS Soldier Field
Seattle at Dallas 01:00 p.m. FOX Cowboys Stadium
St. Louis at Detroit 01:00 p.m. FOX Ford Field
Minnesota at Green Bay 01:00 p.m. FOX Lambeau Field
San Francisco at Indianapolis 01:00 p.m. FOX Lucas Oil Stadium
Miami at NY Jets 01:00 p.m. CBS Giants Stadium
Denver at Baltimore 01:00 p.m. CBS M&T Bank Stadium
Oakland at San Diego 04:05 p.m. CBS Qualcomm Stadium
Jacksonville at Tennessee 04:05 p.m. CBS LP Field
NY Giants at Philadelphia 04:15 p.m. FOX Lincoln Financial Field
Carolina at Arizona 04:15 p.m. FOX U of Phoenix Stadium

Week 9
Sunday, Nov 8 Hour (ET) TV Stadium Monday, Nov 9 Hour (ET) TV Stadium
Washington at Atlanta 01:00 p.m. FOX Ralph Wilson Stadium Pittsburg at Denver 08:30 p.m. ESPN Invesco Field
at Mile High
Arizona at Chicago 01:00 p.m. FOX Soldier Field
Baltimore at Cincinnati 01:00 p.m. CBS Cowboys Stadium
Houston at Indianapolis 01:00 p.m. FOX Ford Field
Miami at New England 01:00 p.m. FOX Lambeau Field
Green Bay at Tampa Bay 01:00 p.m. FOX Lucas Oil Stadium
Kansas City at Jacksonville 01:00 p.m. CBS Giants Stadium
Detroit at Seattle 04:05 p.m. CBS M&T Bank Stadium
Carolina at New Orleans 04:05 p.m. CBS Qualcomm Stadium
San Diego at NY Giants 04:05 p.m. CBS LP Field
Tennessee at San Francisco 04:15 p.m. FOX Lincoln Financial Field
Dallas at Philadelphia 08:20 p.m. FOX U of Phoenix Stadium

mexico’s 1st division calendar ‘09

Sunday, November 1 st Wednesday, Nov 4
Hour (ET) Local Visitor Stadium Hour (ET) Local Visitor Stadium
01:00 p.m. San Luis Monterrey Alfonso 08:15 p.m. U.A. de G. San Luis Tres de marzo
01:00 p.m. Toluca Querétaro Nemesio 08:15 p.m. Querétaro U.A.N.L La Corregidora
01:00 p.m. Morelia Guadalajara Morelos 08:15 p.m. Chiapas Morelia Víctor Manuel
05:00 p.m. América Chiapas Azteca 08:15 p.m. Guadalajara Indios de Juárez Jalisco
05:00 p.m. Santos UNAM Corona 08:15 p.m. Monterrey Santos Tecnológico
08:15 p.m. Pachuca Cruz Azul Nuevo Hidalgo
Friday, November 6 08:15 p.m. Atlante Toluca Andrés Quintana Roo
Hour (ET) Local Visitor Stadium 08:15 p.m. UNAM América Olímpico Universitario
21:00 p.m. U.A de G Querétaro Tres de marzo 08:15 p.m. Puebla Atlas Cuauhtémoc

38 AGROEXPANSION
AGROEXPANSION 39
 events
calendar

40 AGROEXPANSION
AGROEXPANSION 41
 Producer Packager Distributor

nuevo Leon Cabello Produce Corp. Marvelous

Alza space 313 Produce Rd., Hidalgo, TX. 78557

Ph. (956) 843-9545
Huasteca del Valle #908,
Col. Huasteca del Valle. Santa Catarina,N.L.
available Contact: Jorge Cabello
E-mail: juan@marvelousfruits.com
Website: www.marvelousfruits.com
Ph. 52 +(81) 8242 4906 If you want your business or
company to be known and give Products: mango, lime, papaya, pineapple,
E-mail: joseazapa@gmail.com
it international appeal... squash, cilantro, all kinds of peppers, plantain,
Products: persian lime, key lime juice, avoca- tomato, among other Mexican products
dos, oranges You have found the right place!

Export destination: USA Advertise today on this Dry Produce Division USA, LLC
issue and start enjoying 5800 S. 42 St. Suite G, McAllen, Tx. 78503
Pedraza Distribuidora the benefits of being part
Ph. (956) 522-0568
of Agro -Expansion’s
Av. Los Angeles No. 1000 Bod. 89, 43, 321. business net. E-mail: albertopp@diprodesa.com
San Nicolas de los Garza, N.L. 66480. Central Website: www.diprodesa.com
de Abasto Iztapalapa Bodega Q-65 Products: Dried chili pepper, tamarind, corn
001(956) 537-9459. husk, hibiscus flower, piloncillo, dried fruit,
Ph. 52 +(81) 8351 0225 McAllen, TX.
garlic
8351 2070 ventas@agro-expansion.com
8351 8874 www.agro-expansion.com JALISCO
Website: www.pedrazadistribuidora.com.mx
Cosecha San Juan
e-mail: info@pedrazadistribuidora.com.mx
Proveedora de Frutas Cavi, Mandarina # 1352 Mercado de Abastos, Gua-
Contact: Fidel Pedraza Obregón
S.A de C.V. dalajara, Jal. 44530
Max Carbajal Sepúlveda
Francisco Gonzalez Bocanegra #1020, Ph. 52+ (33) 3671 4756
Products: tomato, poblano pepper, morrón pep-
per, jalapeño pepper, serrano pepper, onion, Col. Del Norte, Monterrey, N.L. 64500 Contact: Octavio Pérez Elias
green tomato, lettuce, lemon, cucumber, garlic Ph. 52+ (81) 5000-5353 E-mail: cosechasanjuan@prodigy.net.mx
Export destination: USA Website: www.frutascavi.com Products: carrots
Contact: Ing.Tancredo Vidal García Export destination: USA
Distribuidora Mexicana de Cítricos E-mail: tancredovidal@frutascavi.com
S. de R.L. de C.V. MICHOACAN
Products: papaya, banana, mango, pineapple
Carretera Nacional km 221 s/n, Loma Prieta, golden West Pak de Mexico
Montemorelos, N.L. Export destination: USA
Carr. Uruapan-Carapan 5300 Col. La Basilia
Ph. 52 +(826) 110 4185 / 69 / 75 /96 C.P. 60015 Uruapan, Michoacan
E-mail: dimeci@hotmail.com
TEXAS
Ph. 52+ (452) 519-8000
Website: www.dimeci.com Fax. (452) 519 8009
ACE Customs Broker, Inc
Contact: Jose Luis Lara
Products: Citrus - Orange, tangerine, grapefruit,
2201 N. 10th. St., Hidalgo, TX. 78557 E-mail: grupo@westpakmexico.com
lemon.
Ph. (956) 843-9601 Website: www.westpakmexico.com
Export destination: Worldwide (USA, Canada,
Contact: Armando Flores Products: avocado, organic avocado
Japan, Argentina, Holland, etc.)
E-mail: aflores@acecustomsbroker.com Export destination: Canadá, Korea, USA, Eu-
rope, Hong Kong, Japan
Promotora Mexicana Gaitán, Website: www.acecustomsbroker.com
S.A de C.V. Services: U.S. Customs Services, Warehous- PUEBLA
ing Service, Transfer Service, Importations/
Av. Los Angeles #1000, Int. 156, Col. Garza
Exportation Alimentos Frescos La Joya
Cantu, San Nicolas de los Garza, NL. 66480
Ph. 52+ (81) 83-31-10-41 Km. 6.5 Carretera Tecamachalco-
IFCO SYSTEMS
Ph. 52+ (81) 83-31-37-84 Tochtepec,Tecamachalco, Puebla
1919 Trophy Drive, McAllen, TX. 78504 Ph. 52+ (222) 4548413
E-mail: promegamty@promega.com.mx
Ph. (956) 631-3397 Contact: Ing. Quim. Sergio Castro R.
Website: www.promega.com.mx
Contact: Genaro Elizondo E-mail: sergio@lajoyaproduce.com.mx
Contact: Miguel Angel Gaitan Ramírez E-mail: genaro.elizondo@ifcosystems.com Website: www.lajoyaproduce.com.mx
Products: perishable Website: www.ifcosystems.com Products: Fresh vegetables
Export destination: USA Products: RPC Services and Pallets Export destination: USA

42 AGROEXPANSION
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