Strategy
Strategic objectives and context for the China trip
Trip Objectives
🎯
Business Opportunities
Explore business opportunities with China, particularly with Sam's Club and Walmart
- Present AB Fresh & Port International capabilities
- Understand premium retail requirements
- Evaluate programs for grapes, berries, cherries, citrus, and bananas
🏢
Local Ecosystem
Understand the local ecosystem to evaluate opening a proprietary office in the future
- Meet key receivers and importers
- Understand market dynamics and pricing
- Evaluate strategic partners
🤝
Relationship Building
Reopen and strengthen China network
- Reinforce historical relationships
- Reactivate business with key partners
- Identify strategic receivers
📊
Market Intelligence
Gather market intelligence on pricing, quality, and formats
- Visit wholesale markets (Jiangnan, Shanghai)
- Understand CNF / consignment / program models
- Analyze competitive landscape
Success Criteria
Sam's Club Relationship
Establish formal relationship and understand requirements
Strategic Receivers
Identify 2-3 key receivers for future programs
Market Intelligence
Gather pricing, quality, and format insights
Reactivate Relationships
Reconnect with historical partners
Future Office Assessment
Evaluate feasibility of China office
Program Discussions
Advance on CNF/consignment/program models
Key Focus Areas
🛒
Sam's Club China
1 meeting
Business Model
Membership-based, high-end retail targeting premium consumers
Categories of Interest
- • Premium grapes
- • Blueberries
- • Cherries
- • Citrus
- • Bananas
📦
Strategic Receivers
7 meetings
Confirmed Visits
- • IVC (Shanghai)
- • River King
- • Hiya Fruit (ex-Yuehao)
Pending
- • Yuehao Import & Export
- • Qupai
- • JF Fresh Fruit
- • Hugo Fruit
🏪
Market Intelligence
2 visits
Jiangnan Market
Main wholesale market for imported fruit. Guide: Diego Navarro
Shanghai Market
Guide: Sylvia. Import/export operations.
Product Categories
🍇
Premium Grapes
High priority
🫐
Blueberries
High priority
🍒
Cherries
High priority
🍊
Citrus
Medium
🍌
Bananas
Explore
Future Office Considerations
AB Fresh – Port International China Office
Evaluate the feasibility of establishing a proprietary office in China.
Questions to Answer
- Optimal city? (Shanghai, Guangzhou, Shenzhen)
- Operational model? (Rep office, JV, wholly owned)
- Regulatory requirements?
- Potential local partners?
Insights to Gather
- Local market dynamics and competition
- Cost structure for local operations
- Talent availability and labor market
- Strategic value vs. working through partners
Key Takeaways
1
China is a Strategic Market
Growing middle class, demand for premium imported fruit
2
Sam's Club is Key
Premium membership model, high standards, growth opportunity
3
Relationships Matter
Face-to-face meetings essential for building trust
4
Local Presence
Evaluate if direct presence could accelerate growth