Documente Academic
Documente Profesional
Documente Cultură
04 Diciembre 2006
INTRODUCCIÓN
1.3 Estimar el crecimiento de las áreas cultivadas en los últimos diez años.
– La data es insuficiente para poder determinar este punto.
April 20, 2019 3
ANÁLISIS DE LOS CULTIVOS DE LÚCUMA
EXISTENTES Y SU PRODUCCIÓN (CONT.)
1.6 Enumerar los beneficios medicinales del uso de Lúcuma como complemento
dietético.
– Este punto no se consideró aplicable. En todo caso, de manera popular se conoce que
la pepa de la lúcuma es buena para controlar la caída del cabello. Fruta con gran
cantidad de proteínas, carbohidratos y azúcares. También contiene vitaminas y
minerales. En todo caso no se considera la lúcuma un cultivo cuya aceptación en el
mercado este estrechamente vinculada a sus propiedades nutraceúticas, por lo que
este tema no se desarolló a profundidad. Más aun, para explotar estas cualidades,
las supuestas propiedades deberán estar respaldadas por estudios clínicos a nivel
internacional
Ventajas:
– De acuerdo a los actuales clientes, el sabor y el aroma son los prinicplaes atractivos. También el
color.
– Las tendencias mundiales hacia lo étnico y el probar productos nuevos son una ventaja para la
lúcuma.
– La parte industrial no aumenta no tiene un alto impacto en el costo de producción de derivados. Es
decir, daría igual procesar una lúcuma o un mango; por lo que se considera que los costos de
procesamientos no incrementan el precio comparándolo con otras frutas.
– El árbol es rústico, tiene pocas plagas y enfermedades
– Frutal semi caducifolio, adaptado desde el nivel del mar hasta los 2800 msnm.
– El cultivo de la lúcuma se adapta a diferentes clases de suelo, teniendo tolerancia media a la
salinidad. El ph óptimo de este es 7 (neutro).
– Este cultivo por sus características es posible de llevarlo de forma casi orgánica, con un mínimo
indispensable de agroquímicos.
Desventajas:
25
20
15
TM
10
0
1 2 3 4 5 6 7 8 9 10
Año
2.4 Hacer una evaluación de las propiedades químicas de cada derivado individual.
– No se tiene suficiente información para hacer este tipo de comparación, sin embargo en el siguiente
punto se describen algunas propiedades generales de cada derivado.
Cuadro N° 6: Evolución de las exportaciones de Lúcuma por Presentación (En Kg.) - Año 2000 a Marzo 2006
– Precio de Lúcuma puesta en planta es mínimo de S/. 1.50/kg. Hay empresas que
pagan en cualquier época S/. 2.00/kg. sólo por fruta de 4 a 6.5 cm. En algunas
oportunidades a los productores se les paga sólo S/. 1.45/kg. dependiendo del tamaño
de la fruta. Otras empresas llegan a pagar hasta S/. 2.7 -2.8; sin embargo en
temporada baja han llegado ha pagar hasta S/. 3.3.
– Para procesar pulpa se descarta el 50% y sólo el otro 50% es producto terminado; es
decir el rendimiento es de 2 a 1 en pulpa.
– Para pulpa, la inversion es mínima, la mano de obra no es cara para 200 cajas en un
dia (5 kgs, 1 ton. de prod. terminado) se necesitan 30 personas, todo es manual.
– Mano de obra, pulpear, congelar US$ 1.70 (Costo valor agregado S/. 4)
– En resumen, los costos de producción es aproximadamente S/.6/kg.
180,000
160,000
140,000
120,000
US $
100,000
80,000
60,000
40,000
20,000
0
2,000 2,001 2,002 2,003 2,004 2,005 2,006
Fuente: SUNAT
Elaboración: Prolúcuma
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
2,000 2,001 2,002 2,003 2,004 2,005 2,006
Fuente: SUNAT
Elaboración: Prolúcuma
3.3 Se levantará información estadística confiable y desagregada. Esto incluirá precio FOB y
CIF, volumen y destinos.
– Precio de venta al público es de US$ 2.20 ó US$ 2.30/libra de pulpa. Es decir el precio
por un kilogramo es de unos US$ 5.
– Hay productores que compran lúcuma de Noviembre a Febrero y lo vende en
Setiembre u Octubre; entonces se tiene un costo de almacenamiento en frío
adicional, de US$ 30 mensuales. El producto congelado dura hasta 1.5 años en
almacen.
– Los costos involucrados son: costo de bajar el contenedor; almacenaje; comisiones de
venta y de crédito; costo de bolsas y cajas; costo de transporte; exportación, costo de
FDA (riesgo no tarifario de hasta US$ 800); costo de “intensive search” en USA (más
de US$ 1,000 para ver si el contenedor contiene droga). En caso que el contenedor
queda en “hold” hay que pagarle los gastos a la naviera porque el producto no se
puede bajar del barco. A veces la autorizacion del FDA se puede demorar más de un
mes. En cargas secas se tiene más problemas que en cargas congeladas. En
congelado se puede quedar la carga inmobilizada de 15 a 20 días.
– No hay seguro contra las inspecciones - el importador asume todos los costos.
– En un contenedor se pueden transportar de 4 a 5 TM de pulpa. Por lo general los
importadores compran producto un mes antes que se le acabe el contenedor anterior,
por lo que generalmente se tiene una rotación de 3 a 4 meses.
– Aproximadamente US$ 50,000 es el costo de un contenedor lleno de producto. El
flete no tiene un impacto fuerte; en cambio el precio final si tiene gran impacto en
poder acceder al mercado o no.
– Todos estos datos se incluirán en los flujos a desarrollar en el modelo financiero final.
Pulp-52.47
Harina-13.35
EmbMix-0
Pasta-17.51
Congld-11.33
Dulce-2.45
Al Natl-0.86
Oth Presn-1.56
Prsn NoSp-0.46
Pulp-45.90
Harina-19.13
Emb Mix-16.09
Pasta-2.83
Congld-0
Dulce-9.11
Al Natl-1.65
Oth Prsn-5.78
Prsn NSp-0
USA - 28
JAPÓN - 17
ESPAÑA 9
OT-AMCA
OT-UE-5
OT-UE-0.5
OTROS
4
3.5
3
2.5
2
$/KG
1.5
1
0.5
0
2001 2002 2003 2004 2005
Source: ComexPeru
* Precios: US$ 2.5 lúcuma (del 2005) y US$ 2 promedio para otras pulpas
** 80% de la producción es proyectada para fines de exportación.
TAMAÑO DE MERCADO PARA OTROS PRODUCTOS (US$ MM) 1,235 536 254 254 347 170 206
TAMAÑO DE MERCADO PARA SABORES DE HELADO Y YOGURT 1,358 589 279 280 381 187 226
(10% DEL MERCADO DE HELADO/YOGURT)
PERCEPCIÓN DEL SABOR DE LA LÚCUMA 30% 45% 25% 35% 37% 60% 75%
ACTITUD FAVORABLE DEL CONSUMIDOR 35% 55% 35% 45% 47% 70% 85%
PBI PER CAPITA 1.00 0.72 0.73 0.71 0.71 0.58 0.35
NIVEL DE INGRESOS SOBRE US$ 50K 1.00 1.00 0.66 0.51 0.68 0.39 0.41
TAMAÑO DEL MERCADO PARA HELADO 1.00 0.43 0.21 0.21 0.28 0.14 0.17
TAMAÑO DEL MERCADO PARA YOGURT 1.00 0.43 0.21 0.21 0.28 0.14 0.17
SEGMENTO DE MERCADO PARA OTROS PRODUCTOS 1.00 0.43 0.21 0.21 0.28 0.14 0.17
SEGMENTO DE MERCADO PARA SABORES 1.00 0.43 0.21 0.21 0.28 0.14 0.17
ACTITUD FAVORABLE DEL CONSUMIDOR 0.41 0.65 0.41 0.53 0.55 0.82 1.00
PRICING EN EL MERCADO 0.88 1.00 0.85 0.84 0.89 0.71 0.85
COSTO DE PROMOCIÓN 0.63 0.50 0.50 0.38 0.50 0.63 1.00
ACCESO A LA DISTRIBUCIÓN 1.00 0.71 0.89 0.71 0.86 0.86 0.93
FLETE 1.00 0.56 0.44 0.44 0.44 0.56 0.56
ARANCELES 1.00 0.80 0.70 0.70 0.70 0.70 0.80
BARRERAS NO TARIFARIAS (FDA, POLÍTICAS, NOVEL FOODS, ETC.) 0.94 0.94 0.61 0.61 0.61 0.61 1.00
DEMANDA ACTUAL DE LÚCUMA Y SUS DERIVADOS 1.00 0.54 - - - - -
DEMANDA POTENCIAL DE LÚCUMA Y SUS DERIVADOS 0.89 1.00 0.47 0.47 0.65 0.32 0.38
VALOR DEL 2% DE PARTICIPACIÓN DE MERCADO 0.89 1.00 0.47 0.47 0.65 0.32 0.38
PUNTAJE DE LOS PAISES RESPECTIVOS 272.86 184.44 120.19 114.55 129.33 119.70 145.45
Variables a Ponderar - cuáles son las más importantes, las que determinarán si
debo escoger a un país específico para para definir mi estrategia de penetración de
mercado...
Países Seleccionados
PBI PER CAPITA 18.5 1.00 0.72 0.73 0.71 0.71 0.58 0.35
NIVEL DE INGRESOS SOBRE US$ 50K 17.9 1.00 1.00 0.66 0.51 0.68 0.39 0.41
TAMAÑO DEL MERCADO PARA HELADO 17.4 1.00 0.43 0.21 0.21 0.28 0.14 0.17
TAMAÑO DEL MERCADO PARA YOGURT 3.8 1.00 0.43 0.21 0.21 0.28 0.14 0.17
SEGMENTO DE MERCADO PARA OTROS PRODUCTOS 16.6 1.00 0.43 0.21 0.21 0.28 0.14 0.17
SEGMENTO DE MERCADO PARA SABORES 20.3 1.00 0.43 0.21 0.21 0.28 0.14 0.17
ACTITUD FAVORABLE DEL CONSUMIDOR 10.5 0.41 0.65 0.41 0.53 0.55 0.82 1.00
PRICING EN EL MERCADO 12.5 0.88 1.00 0.85 0.84 0.89 0.71 0.85
COSTO DE PROMOCIÓN 20.9 0.63 0.50 0.50 0.38 0.50 0.63 1.00
ACCESO A LA DISTRIBUCIÓN 22.0 1.00 0.71 0.89 0.71 0.86 0.86 0.93
FLETE 8.5 1.00 0.56 0.44 0.44 0.44 0.56 0.56
ARANCELES 10.4 1.00 0.80 0.70 0.70 0.70 0.70 0.80
BARRERAS NO TARIFARIAS (FDA, POLÍTICAS, NOVEL FOODS, ETC.) 22.5 0.94 0.94 0.61 0.61 0.61 0.61 1.00
DEMANDA ACTUAL DE LÚCUMA Y SUS DERIVADOS 17.9 1.00 0.54 - - - - -
DEMANDA POTENCIAL DE LÚCUMA Y SUS DERIVADOS 22.1 0.89 1.00 0.47 0.47 0.65 0.32 0.38
(VALOR DEL 2% DE PARTICIPACIÓN DE MERCADO)
PUNTAJE DE LOS PAISES RESPECTIVOS 235.47 166.02 114.49 105.96 120.11 108.23 129.82
April 20, 2019 37
CONCLUSIONES
– Presently there are no tariffs on products such as Lucuma from Peru. Although Peru
and the United States have negotiated a holistic free trade agreement (FTA/TLC), as of
December 2006 it has not been fully ratified by both countries for unrelated internal
political reasons which occurred in both countries since its negotiation.
– Nonetheless, exports from Peru are currently tariff free due to the ongoing Andean
Trade Promotion and Drug Eradication Act (ATPDEA) which is due to expire at the end
of 2006.
– Due to the election results in the USA of November 2006, which changed the majority
in the US Senate and House of Representatives to the Democrat Party, the future of
the ratification process of the Free Trade Agreement (FTA/TLC) is unclear.
– However, it is likely (and assumed for this report) that either the ATPDEA will be
extended (likely) or the Free Trade Agreement will be ratified prior to the swearing-in
of the new Democrat Majority (possible) or the new U.S. Congress will ratify it
immediately (unlikely).
– Should there be no preferential trade agreement in force, many of the
assumptions, particularly those dependent to pricing must be reconsidered.
– As an “exotic” product, the absence of a trade agreement would affect Lucuma much
less than other Peruvian Exports (such as cotton garments).
– Under the same Bioterrorism Act, foreign companies are required to submit
Prior Notice to the FDA before food is imported or offered for import into
the U.S.
Processed lucuma are used as raw materials for the food industry, as
well as the foodservice industry:
1. frozen lucuma pulp & fruit chunks: pulped and frozen - used as an
ingredient for ice-cream, yogurt, juices, cocktails, various desserts, jams,
sweet fillings, and confectionery
2. lucuma “coulis” sauce: used as ice-cream sauce/topping and decoration of
dishes - would mainly be used by the foodservice industry
3. aseptic or sterilized lucuma pulp (bag-in-box pack): does not require
refrigeration - used as a raw material in dessert, yogurt and ice-cream
4. thick lucuma “filling”: sweetened product - used directly as a filling for
doughnuts, cookies, waffles, truffles, etc.
5. lucuma purée: for direct consumption, marketed through supermarkets,
especially as a baby and children’s food
6. dried lucuma (chunks or flour): used as a raw material for ice-cream,
cereal mixes (muesli), and desserts in general
Ice cream
Yogurt
Sweet spreads
Confectionery
Breakfast cereal
Americas Food & Beverage Show & Conference in Miami, FL – November 8~10, 2006
National Ice Cream Retailers Convention in Savannah, GA – November 8~11, 2006
Expo Comida Latina in New York, NY – November 14~15, 2006
Dairy Forum in Orlando, FL – January 14~17, 2007
Winter Int’l Fancy Food & Confection Show in San Francisco, CA – January 21~23, 2007
World Ag Expo in Tulare, CA – February 14~16, 2007
North America Pizza & Ice Cream Show in Columbus, OH – February 25~26, 2007
Western Candy Conference in San Diego, CA – March 21~25, 2007
SupplySide East Show in Secaucus, NJ – April 30~May 2, 2007
Spring International Fancy Food & Confection Show in Chicago, IL – May 6~8, 2007
Dairy-Deli-Bake Seminar & Expo in Anaheim, CA – June 3~5, 2007
Summer Int’l Fancy Food & Confection Show in New York, NY – July 8~10, 2007
American Bakery Expo in Las Vegas, NV – September 8~10, 2007
National Confectioners Assoc. All Candy Expo in Chicago, IL – September 17~19, 2007
World Dairy Expo in Madison, WI – October 2~6, 2007
International Baking Industry Expo in Orlando, FL – October 7~10, 2007
Worldwide Food Expo in Chicago, IL – October 24~27, USA
Mangoes
Peaches
Strawberries
Others
Regular Low & Nonfat Frozen Water Other Frozen Total Frozen
Ice Cream Ice Cream Yogurt Sherbet Ices Dairy Products Products
1999 972.2 421.1 90.9 54.5 70.3 13.9 1622.8
2000 979.6 404.1 94.5 51.9 65.8 11.6 1607.6
2001 970.1 402.6 52.6 64.4 71.2 10.5 1571.4
2002 1005.0 359.6 70.8 57.0 67.6 8.7 1568.6
2003 1015.1 373.9 68.0 56.2 67.5 7.9 1588.6
% 2002-3 1.0% 3.8% -4.0% -1.4% -0.0% -9.3% 1.3%
In 2004, total U.S. sales of ice cream and frozen desserts reached
$21.4 billion. Of that total, $8.1 billion was spent on products for "at
home" consumption, while $13.3 billion was spent on "away from
home" frozen dessert purchases (scoop shops, foodservice and other
retail sales outlets.)
CoolBrands International
– Company website: http://www.eskimopie.com
– 4175 Veteran's Memorial Highway, 3rd Fl., Ronkonkoma, NY 11779
Tel: 631-737-9700
– 2005 sales: $385.1 million
– CoolBrands manufactures and distributes ice cream and other frozen treats
– The company’s ice cream brands include: Eskimo Pie, Godiva, Disney,
Crayola, Yoplait, Better for Kids, Snapple on Ice, No Pudge, Tropicana, Care
Bears, Trix, WholeFruit, Fruit-a-Freeze, and the Sopranos
– CoolBrands has about 4%~5% market share
Roberts Dairy
– Company website: http://www.robertsdairy.com
– 2901 Cuming St., Omaha, NE 68131
Tel: 402-344-4321
– Estimated 2005 sales (Hoovers): $276.9 million
– Roberts Dairy produces fluid milk, cultured and frozen dairy products
– The company brands include: Roberts and Hiland-Roberts as well as private
labels
– Roberts Dairy has about 1%~2% market share
Stonyfield Farm
– Company website: http://www.stonyfield.com
– 10 Burton Dr., Londonderry, NH 03053
Tel: 603-473-4040
– Estimated 2005 sales (Hoovers): $140 million
– Stonyfield is a producer of natural and organic yogurt and ice cream
– The company is a leader among health-food store brands
– Group Danone owns approximately 85% of Stoneyfield Farm
– Stonyfield has less than 1% market share
Coldstone Creamery
– Company website: http://www.coldstonecreamery.com
– 9311 E. Via de Ventura, Scottsdale, AZ 85258
Tel: 480-362-4800
– Coldstone sells custom ice cream creations through it chain of “upscale”
retail locations
– The company operates more than 1,350 stores
– At Coldstone retail locations, customers combine their favorite ice cream
flavor with any number of “mix-ins” (i.e. candies, chocolate, fruits, nuts,
sauces, etc.) to create their personalized ice cream
– Coldstone makes 33 different ice cream flavors
– The company offers 11.5 million possible ice cream creations
MaggieMoo’s
– Company website: http://www.maggiemoos.com
– 10025 Governor Warfield Pkwy, Suite 301, Columbia, MD 21044
Tel: 410-740-2100
– Estimated 2005 sales: $60 million
– MaggieMoo’s retail shops serves super premium ice cream
– The ice cream is made fresh daily at the retail location
– MaggieMoo’s allows customers to mix in fruits, nuts, or candies to create
custom ice cream flavors
Dannon (Danone)
– Company website: http://www.dannon.com
– 100 Hillside Ave., 3rd Fl., White Plains, NY 10603
Tel: 914-872-8400
– Estimated 2005 sales: $572.2 million
– Dannon manufactures and markets yogurt products
– The company offers 42 different yogurt flavors and 16 drinkable yogurt
flavors
– Dannon has approximately 31% market share
Stonyfield Farm
– Company website: http://www.stonyfield.com
– 10 Burton Dr., Londonderry, NH 03053
Tel: 603-437-4040
– Stonyfield produces natural yogurts, organic yogurts, soy-based yogurs,
and drinkable yogurts
– The company offers 18 flavors of natural yogurt, 20 flavors of organic
yogurt, 6 flavors of soy yogurt, and 8 flavors of drinkable yogurt
Nestle USA
– Company website: http://www.nesquik.com
– 800 N. Brand Blvd., Glendale, CA 91203
Tel: 818-549-6000
– 2005 sales (Nesquik): $18.5 million
– Nestle manufactures ready-to-drink milkshake products under its NESQUIK
brand
– NESQUIK milkshakes are available in 9 different flavors
– Nestle’s NESQUIK milkshake has about 28.5% market share
Kern’s Beverages
– Company website: http://www.kerns.com
– 5994 West Las Positas Blvd., Suite 209, Pleasanton, CA 94588
Tel: 888-655-3767
– 2005 sales (Horchata): $2.8 million
– Kern’s manufactures fruit nectars and horchata (a light-tasting milk and
rice drink popular in Mexico and other Latin American countries)
– Kern’s Horchata has about 4.3% market share
Shamrock Farms
– Company website: http://www.shamrockfarms.net
– 2228 N. Black Canyon Hwy., Phoenix, AZ 85009
Tel: 602-272-6721
– 2005 sales (milkshakes): $1.45 million
– Shamrock Farms is the largest family-owned and operated dairy in the
Southwest
– The company produces and distributes a full line of dairy products,
including fresh milk, sour cream, cottage cheese, whipping cream, ice
cream, and more
– Shamrock MMMMILK and MMMMILKSHAKES are available in 12 different
flavors
– Shamrock Farms milkshake has about 2.2% market share
Nonchocolate-type confectionery............................................................................
2,375,779 4,782,775 2,260,636 4,508,332
Hard candy............................................................................................
581,815 1,341,513 568,283 1,247,816
Chewy candy, including granola bars...........................................................................
662,395 1,534,055 585,572 1,336,842
Soft candy..............................................................................................
553,105 865,636 558,409 895,279
Iced/coated................................................................................................
6,898 34,495 n/a n/a
Panned.........................................................................................................
392,094 764,620 370,594 746,049
Licorice and licorice type..........................................................................
179,472 242,456 n/a n/a
3. confectionery
April 20, 2019 industry (i.e. chocolate): 81
CONFECTIONERY DEMAND IN USA - II
Table 3. Consumption of Selected Ingredients by the U.S. Confectionery Industry: 2005 and 2004
[Quantity in thousands of pounds. Value in thousands of dollars]
2005 2004
1/Includes corn starch, essential oils, eggs and egg products, fruits, jams, and other materials on which specific data w
n in April
200420, 2019 82
MARKET SEGMENT – CONFECTIONERY –
MANUFACTURERS – I
Nestle USA
– Company website: http://www.nestleusa.com
– 800 N. Brand Blvd., Glendale, CA 91203
Tel: 818-549-6000
– 2005 sales (chocolate): $548.8 million
– Nestle is the number 3 chocolate candy manufacturer in the U.S.
– The company’s confectionery brands include: Crunch, Smarties, and KitKat
– Nestle has about 8.8% market share
See’s Candies
– Company website: http://www.sees.com
– 210 El Camino Real, South San Francisco, CA 94080
Tel: 650-583-7307
– 2005 sales: $325 million
– See’s makes more than 100 varieties of premium chocolate truffles,
caramels, toffee, and other candies
– The company has more than 200 franchised retail shops
* Frozen cakes, pies and other pastries - includes frozen bakery products (except bread), such
as soft cakes (including fruit), pies (including fruit, cream and custard) doughnuts,
danishes, cream puffs, eclairs, fruit muffins and other pastries for immediate human
consumption
Kellogg Company
– Company website: http://www.kelloggcompany.com
– 1 Kellogg Sq., Battle Creek, MI 49016
Tel: 269-961-2000
– 2005 sales: $10,177.2 million
– Kellogg is the number one U.S. breakfast cereal maker
– The company’s brands include: All Bran, Apple Jacks, Cocoa Krispies, Corn
Flakes, Corn Pops, Crispix, Crunch, Froot Loops, Frosted Mini-Wheats, Fruit
Harvest, Honey Smacks, Kellogg’s Organics, Mini-Swirlz, Raisin Bran, Rice
Krispies, and Scooby Doo Berry Bones
– Kellogg has about 23.7% market share
– Fresh lucuma is not available in the U.S. so users must purchase lucuma
derivatives – some would prefer to use fresh lucuma
Goya, a well known manufacturer and marketer of frozen food, Caribbean and
Latin American Cuisine appears to have a good experience of Lucuma Sales to
Ice Cream Segment
Goya started marketing frozen lucuma as recently as the 2006 spring in the US
They claim to have sold as much as 2,500 cases so far (with each case
containing 24 - 14 oz cans
They feel that the ice cream industry seems to like lucuma flavoring
This has been already carried out in the earlier meeting with the
“Lucuma Group” on August 9, 2006
Bioactive Resources
– Company website: http://www.bioactiveresources.com/
– 138 Sylvania Place, South Plainfield, NJ 07080
Tel: 908-561-3114
E-mail: divyad@bioactiveresources.com
– Bioactive Resources is an ingredients supplier for the nutritional
supplement, food, beverage, snacks, and cosmetics industries
– The company carries fruit and vegetable derivatives
Diana Naturals
– Company website: http://www.diana-naturals.com
– 707 Executive Blvd., Valley Cottage, NY 10989
Tel: 845-268-5200
– Diana Naturals is an ingredient supplier to the health food industry
– The company specializes in the production and marketing of natural fruit
and vegetable ingredients
Food Partners
– Company website: http://www.foodpartners.net/
– 340 W. Central Ave., Suite 200, Winter Haven, FL 33880
Tel: 863-298-8771
– Food Partners is an ingredient distributor focusing on tropical fruit juices
and related by-products
– The company’s products include: acerola, black current, guabana, guava,
kiwi, mango, papaya, passion fruit, and prickly pear
FruitSmart Inc.
– Company website: http://www.fruitsmart.com/
– 14502 N. Rothrock Road, Prosser, WA 99350
Tel: 509-786-3500
– FruitSmart is an ingredients supplier and processor specializing fruit
ingredients
iTi Tropicals
– Company website: http://www.ititropicals.com/
– Lawrenceville, NJ
Tel: 800-223-5484
– iTi Tropicals is an importer of tropical fruit purees, concentrates, and fruit
pieces
– The company’s products include: acelora, aloe vera, coconut, guava,
mango, papaya, passion fruit, and tamarind
RFI Ingredients
– Company website: http://www.rfiingredients.com
– 300 Corporate Drive, Suite 14, Blauvelt, NY 10913
Tel: 845-358-8600
– RFI Ingredient is an ingredient developer and broker for the food and
beverage industries
– The company carries powders, purees, and concentrates of acai, acerola,
camu camu, graviola, guava, mango, papaya, passion fruit, and star fruit
It is useful to spend some time and money with companies carrying out special
research in these areas in the US
Once this is done, the next step would be to offer the products to various
manufacturers to try the products
Only after this, the Distribution Channel should be offered the product to store
and sell after creating suitable demand in the market
Lucuma has to develop a Market Entry Strategy against stiff competition from
all other flavorings
In Fruit Pulp Category alone, it meets with competition from the following:
– Mangoes – this is currently placed in “special gourmet” category
– Pineapple – this is gradually making its way felt in selected gourmet ice cream
manufacturers
– Selected tropical fruits – it is left to the imagination of some of the gourmet ice cream
providers to come up with these fruit pulps
The above add up to 68.3% and the balance is shared hundreds of products
accounting for 31.7%
Lucuma will have to start as one of the products in the 31.7% category
It is well known that Baskin Robbins have over 50 flavorings in their regular
retail chain
In Millions of US$
Ice Cream Segment - 985
Yogurt - 372
Flavored Milk - 617
Sweet Spreads - 364
Confectionery Products - 729
Bakery Products - 1,598
Breakfast cereals - 1,961
TOTAL – ALL SEGMENTS - 6,626
The number of incremental jobs created and the incremental wage bill
for the first 5 years would be as below:
Making presentations similar to what Brazil did for their special “berry
product”, “CIAO” last year in US Trade Shows
It is also known that some of users of Lucuma for their ice-creams and
chocolate truffles are importing directly from their own sources in Peru
at $2.50 per Kgm.
The grapghs show results with and without the suggested 2% annual
price increase as market penetration, demand and channel efficiency
increase
– The 2% Price Increase converts the DRA (Decision and Risk Analysis) for
“Peru Lucuma S.A.” (the entire industry as if it were a firm) from an
approcimately 32% risk (considering 2187 iterations of the 7 key variables)
to an approximately 8.5% risk (using the same 2817 iterations)
Despite the completion of the project, Tiara is willing to re-run the DRA based
on improved data which may come available based on tighter industry
coordination, and furthermore modify any strategic conclusions and
recommendations
PROMPEX and PROLUCUMA, and key industry players must convene and decide
what political and financial resources are available for solidifying the industry,
and what strategy recommendations they wish to adopt.
– Upon this decision, further study should be undertaken based on the “new realities”
concluded by the relevant parties
– Now that the “ideal” plan has been developed, Tiara International Consulting is willing,
as an additional study, to adopt a plan based on decisions taken by the relevant
participants.
– The “Land-Trust” concept mentioned earlier should be considered. If accepted it must
be developed with sound economic study and marketing plan (based on the acreage of
willing participants)
If within a “reasonable time” (e.g. 1 quarter) inertia or other factors delay the
adoption of a holistic plan, individual firms can and should seek opportunities in
the meantime to tap the markets and contacts identified. This is a sub-optimal
solution.
TIC LLC
Tiara International Consulting LLC
www.ticllcglobal.com