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Centre for the Promotion of Imports from developing countries
Market requirements
European market
Arno van der Maden
June 2014
Four types of market requirements
A) Legislative requirements
B) Quality and grading standards
C) Environmental, social and health & safety issues
D) Customer requirements
June 2014 Centre for the Promotion of Imports from developing countries 1
Four types of market requirements
A) Legislative requirements
B) Quality and grading standards
C) Environmental, social and health & safety issues
D) Customer requirements
June 2014 Centre for the Promotion of Imports from developing countries 2
Legislative requirements
Plant health control Directive 2000/29/EC and ICA (Colombia) (Wood) packaging materials ISPM 15 and Directive 94/62/EC CITES E.g. Cycads, Tilandsia Breeder’s rights Not so much applicable in TF&F
June 2014 Centre for the Promotion of Imports from developing countries 3
Four types of market requirements
A) Legislative requirements
B) Quality and grading standards
C) Environmental, social and health & safety issues
D) Customer requirements
June 2014 Centre for the Promotion of Imports from developing countries 4
Quality and grading standards
(1) Product quality - EU regulation on product quality
- VBN product specifications • general speciation cut flowers • general speciation foliage
June 2014 Centre for the Promotion of Imports from developing countries 5
(2) Quality management systems, for example:
Quality and grading standards
June 2014 Centre for the Promotion of Imports from developing countries 6
Four types of market requirements
A) Legislative requirements
B) Quality and grading standards
C) Environmental, social and health & safety issues
D) Customer requirements
June 2014 Centre for the Promotion of Imports from developing countries 7
Environmental, social and health & safety
June 2014 Centre for the Promotion of Imports from developing countries 8
Why can certification be interesting
for you?
Growing interest from consumers
Required by specific customers
Future of your own company
Cost efficiency
Distinguishing your company
Environmental, social and health & safety
June 2014 Centre for the Promotion of Imports from developing countries 9
Four types of market requirements
A) Legislative requirements
B) Quality and grading standards
C) Environmental, social and health & safety issues
D) Customer requirements
June 2014 Centre for the Promotion of Imports from developing countries 10
Customer requirements
• Right quality
• Right product varieties
• Delivery reliability
• Open to feedback
• Proactive communication
Different trade channels =
different requirements!
June 2014 Centre for the Promotion of Imports from developing countries 11
Requirements when supplying via auctions
• General auction regulations
• Auction costs
• How to get the buyers to pay the best possible price
June 2014 Centre for the Promotion of Imports from developing countries 12
June 2014 Centre for the Promotion of Imports from developing countries 13
How to get the best price?
Distinguish yourself and build trust !
Build image of quality and trust: Good and reliable quality
Steady and reliable supply
Homogenous lots (size, ripeness, colour)
Recognisable
June 2014 Centre for the Promotion of Imports from developing countries 14
June 2014 Centre for the Promotion of Imports from developing countries 15
Chain of requirements
CONSUMER
special occassion
specialised shops
specialised wholesale
own use / impuls
retail chains
flower providers
exporter exporter June 2014 Centre for the Promotion of Imports from developing countries 16
