Case Studies Quick Links

Connecting Australia to Russia




Industry/Market of origin:  Macademia Nuts / Australia

Product/Service:  Macademia nuts and associated products.

Market Situation:  Macademia nut exports to Russia are virtually zero, yet in 2006 over 40,000 tons were produced in Australia and exports to new markets are growing. As consumerism in Russia continues to develop surely there must be a place for this “high end” nut and derivative products at the tables of the more affluent Russians.

Objective:  Identify any barriers to entry, and which products or derivatives would be ideal launch products and through which channels or partners.

Strategy:  Having identified the alternative suppliers and their products, benchmarked their offer and routes to market it was agreed that potential volume users would be contacted, their level of interest gauged and the results from the research would form the basis of the product launch at the 2007 Moscow fine food trade fair.

Implementation: Potential distributors and retailers were invited to taste firsthand the nuts baked, grilled, ground, salted, baked into bread or served as an aperitif alongside traditional vodka or French Champagne.

Results:   :   Negotiations over subsequent months have resulted in the appointment of regional distributors in Moscow and St. Petersburg. 2008 year sales will exceed pre-agreed target by over 20%





Expand your business horizons, contact the experts today info@copernicus-consulting.com

 

back to top ^