Exporters: How To Calculate Your Retail Price

Exporting food and beverages to the United States requires significant initial investments in money and time. Your product must be unique, of special quality, attractive, easy to understand, nutritionally sound, and – most importantly – competitive in the respective price segment. Below is a comprehensive list of all the costs underlying the sale of a food or beverage product to consumers in the US or Canada. Who in the end will pay for these costs? That depends on your negotiation skills, the attractiveness of your product, your product’s sales potential and, of course, the competition. Contact us for customized assistance to determine a sound pricing strategy.

Target Everyday Shelf Price (1)

Retail Margin

Retailer Fees (2)

Promotion Deductions (3)

Delivered Price to Retailer

Distributor Margin

Inland freight

Distributor Fees (4)

Delivered Price to Distributor

Importer Margin

Inland freight

Broker (External Sales Force) Fee

Trade Show Allowance

FSMA Foreign Supplier Verification

Warehousing

Delivered Price to Importer

Inbound Freight Harbor to Importer

Customs Fees / Tariff

Ocean Transport

FOB Harbor Cost

Transport Factory to Harbor

SOLAS Weight Verification

Ex Factory Cost

Above the Line Marketing Allowance

Market Research

Labeling

Insurance

Net/Net Cost

(1) In the US, sales tax varies by state and is calculated at checkout. You don’t have to include taxes in your calculation

(2) May includes Free Goods, or Fees for Merchandising, Listing, Central Distribution, Unsaleables (MCB) etc.

(3) May includes Shelf Price Discounts, Scan Downs, Feature Ads, Displays, Rebates, Coupons etc.

(4) May Include Fees/Deductions for New Product Listing, Marketing, Trade Show Allowance, Merchandising

Food Industry Faces Regulatory Paradigm Shift

The year 2016 will be remembered as a watershed for food producers, importers and retailers in the United States. A wave of new federal and state rules published over the past months will impact food companies, huge and very small, for years to come. The changes are so large they amount to a regulatory paradigm shift.

Of course, the goal to increase the food safety, improve the health of millions,  and provide transparency to consumers of what’s sold at retail stores and restaurants.

Yet, the legislation may increase the cost of doing business in this industry. Small, artisan producers may not be able to compete with well-financed rivals.

This is why we summarized the most important national and state laws and  Food & Drug Administration’s final rules published over the past twelve month in as simple a language as we were able to write.

Click on each headline to delver further into the topics or get to relevant original sources.

Calories and Sugar – Nutrition Facts

New Packaged Food Nutrition Label

It’s all about sugar awareness. Until July 2018, manufacturers of most packaged foods and beverages will have to make the significant changes to nutrition and ingredient panel: highlight calories, relate calories to package and portion size, list added sugars and others.

Restaurant Menu Nutrition Labels in [Fast Food] Restaurants and Food Service Establishments

All chain restaurants with more than 20 outlets have to list calories on the menu. Although not mandatory before 2017, many chains have already implemented that rule. This means, food service suppliers to restaurants better put caloric information on their packages.

Guidance on Evaporated Cane Juice

Some manufacturers thought they could avoid listing “sugar” in the ingredient list of their products and call it instead “evaporated cane juice.” No longer.

Local Taxes on Sweets and Soda

Some major states and metropolitan areas charge a local tax on sweets and soda, as do some European countries. The jury is still out whether this effort will reduce consumption of these foods and, by extension, the obesity epidemic.

Food Safety Modernization Act Final Rules

This is the largest food law overhauls since the inception of the Food and Drug Administration in 1916. The law that became final rule in 2015 and 2016 puts the responsibility of ensuring food safety squarely on the shoulders of food manufacturers. This may significantly increase costs and liabilities for those manufacturers who don’t pay attention to hazard prevention and control, labeling, sanitation and the safe transportation of food.

Food facility registration
All facilities that “manufacture, process, pack or hold food for human or animal consumption” in the US and those that export to the US have to register with the FDA database. What’s new:  register with a valid e-mail and the type of activity conducted at the facility for each food product category.

Preventive Controls for Human and Animal Food

Produce Safety Rule

Both of these rules prescribe the type of “preventive control” approach that all domestic and foreign food manufacturers have to follow, if they want to sell in the US.

Foreign Suppler Verification Program

Now, all importers in the US are held responsible for the safety of the  foods they bring into the country.  15% of the food supply in the US is imported, from seafood, fruits and vegetables to all the foreign specialties you can buy in the supermarket.  The FDA records about 12 million line entries per year for the import of food and registered over 114,000 food facilities in 200 countries around the world.

Sanitary Transportation

Accredited Third Party Certification

Food Defense (Strategies against Intentional Adulteration)

National GMO Labeling Law

Now it’s official. In July 2016, President Obama signed the first national GMO Labeling Law, called the National Bioengineered Food Disclosure Standard. Pursued for years by advocates of natural and organic foods and fought bitterly by the conventional, mass market food industry, US Congress passed  a new law, mandating the labeling of genetically modified organisms in foods and beverages. The US Department of Agriculture has now 2 years to issue final regulations..

Vermont GMO Labeling Law

A whopper of a legislation that forced all food and beverage manufacturers selling their products in Vermont to indicate on packages if their products contain more than 0.9% genetically modified organisms  Many retailers and distributors already required manufacturers to sign a  Letter of Guarantee, Affidavit.

This law is now superseded by the National GMO Labeling Law.

Poison in Packaging? California’s Prop 65

When it comes to environmental protection, Californians (like Germans) are somewhere “out there.” The California Proposition 65 (also called the Safe Drinking Water and Toxic Enforcement Act, passed in the 1980s) requires the labels on any household materials, food and non-food, that contains toxic levels beyond those determined by the California regulators. Got some pesticide residues in the grains or herbs ingredients of your snack bar? Using a cancer-causing chemical in your cleaner? You better indicate that on the product. Otherwise, any Californian with a test lab can check your product and notify the authorities. If the toxins exceed the official level … you pay the fine. Click the link above to a summary page.

Guidance on Medical Foods

What’s that?  These are food products “with distinct nutritional benefits usually delivered in liquid form by catheter to hospital patients, who require dietary management, have special therapeutic or chronic medical needs,  limited or impaired capacity to ingest, digest, absorb, or metabolize ordinary foodstuffs or have other medically determined nutrient requirements.” Phew. If you’re producing these kinds of foods, there are new FDA guidelines you need to consider.

Die Kosten des Markteintritts

Dollar EuroIdealerweise würde der Export in die USA so beginnen:

Sie buchen für Ende Juni einen Flug und Hotel in New York , besuchen die Summer Fancy Food Show, treffen dort eine Auswahl von Importeuren für Lebensmittel, die sich für Ihre Produkte interessieren.

Sie wählen dann den richtigen Partner aus, der auch Deutsch spricht, senden Produktinformationen und Preise, der Importeur bestellt dann ein paar Paletten oder vielleicht sogar einen Container und lagert diesen auf eigene Kosten ein und übernimmt den Vertrieb an Groß-und Einzelhändler.

Bei den ersten Bestellungen senden Sie Ihre Exportware mit “internationalen” Etiketten, die sich in vielen Ländern verkaufen. Oder sogar deutsche Ware, die der Importeur dann auf eigene Kosten mit US Labels überklebt.

Es kommen dann bald Neubestellungen in so großem Umfang, das sich die Investition einer US exklusiven Verpackung lohnt und mindestens ein Produktiondurchlauf für US Ware eingeplant werden kann. So kostet der Export in die USA wenig und ist von Anfang an gewinnbringend.

Tja, so war das vielleicht mal vor fünfzig Jahren, als die Heimweh von Millionen deutscher Auswanderer die Nachfrage nach deutschen Lebensmitteln steuerte.

Investment Needed

Heutzutage ist der Markteintritt mit einem erheblichen Investment seitens des Exporteurs verbunden. daß laut unserer Erfahrung bei € 30,000 pro Jahr anfängt und bis zu € 300,000 Euro  in den ersten drei vier Jahren kosten kann. Je mehr investiert wird, desto höher sind die Umsatzchancen, oder aber auch mögliche Verluste.

Dollars Euro bills_140 copyWas sind die Kostenfaktoren:

  1. Reisekosten in die USA – für die Suche nach potentiellen Handelspartnern oder Broker-Repräsentanten
  2. Einstellung einer Exportfachkraft für die Exportabwicklung
  3. Anstellung eines US Repräsentanten
  4. Beauftragung eines FDA US Agenten
  5. Design und Produktion von US Verpackung
  6. Design und Produktion von Verkaufspräsentationen
  7. Versand von Produktmustern
  8. Freie Ware für Erstlistungen
  9. Ausstellung bei Fachmessen
  10. Listungsgebühren oder Marketingunterstützung für Großhändler
  11. Listungsgebühren oder  Promotionunterstützung für den Einzelhandel
  12. Manufacturer Charge Back (MCB), mit oder ohne Genehmigung  seitens Großhändler oder Einzelhändler
  13. Verbraucherkommunikation / Schaffung von Nachfrage
  14. Vernichtung oder Schleuderverkauf von unverkäuflichem Inventar (kurz vor Ablauf oder nach Ablauf des MHD)
  15. Währungskursverluste

Return on Investment

Erfahrungsgemäß erreichen Hersteller zwei Jahre nach dem Markteintritt den Break Even Point und nach drei Jahren den ersten Gewinn, je nachdem sich die Produkte im Wettbewerb behaupten.  Nach fünf  Jahren ist die Geschäftsentwicklung dann entweder so stabil, dass die Umsätze langfristig und gewinnbringend wachsen können. Oder es ist Zeit, sich vom Markt zu verabschieden und die Verluste als “Lehrstück” abzuschreiben.

The Importance of the Marketing Mix Dollar Euro Chessboard_140

Interessanterweise gelingt es auch kleinen und mittelständischen Exporteuren immer wieder,  die finanziellen Mittel aufzubringen und einen US Markteintritt profitabel zu gestalten. Die Erfolgsfaktoren sind kein Geheimnis: es kommt immer auf die richtigen Partner und den Marketing Mix (product, packaging, price, promotion, channel, costs, competition, consumers) an.

Wir helfen unseren Kunden mit umfassender Marketing und Handelsexpertise, strategischer und taktischer Planung, einem weiten Kontaktnetzwerk, effektiver Kommunikation und gut kontrolliertem Finanzmanagement das Risiko eines Markteintritts und der Einführung neuer Produkte so gering wie möglich zu halten.

Continue reading “Die Kosten des Markteintritts”

U.S. Import Regulations (in German)

Nachstehend führen wir die wichtigsten Schritte für die Einfuhr von Lebensmittel in die USA auf:

Für alle Produkte:commercial container ship

  1. Registrierung bei der FDA zur Erfüllung des Bioterror-Gesetzes, Bestimmung eines FDA US Agenten
  2. Etikettierungsvorschriften der Food & Drug Administration (FDA) erfüllen. Die FDA genehmigt keine Etiketten. Die Behörde setzt voraus, das Exporteure die Vorschriften für Nährwerttabellen und Allergiewarnungen etc. einhalten.
    • Fehler bei der Etikettierung können teuer werden. Container werden immer häufiger an der Grenze festgehalten und erst nach Wochen oder Monaten freigegeben. Die FDA kann Rückrufaktionen oder sogar betriebsschliessungen im Inland anordnen.
  3. Zolltarif feststellen
  4. Einen US erfahrenen Spediteur finden, der die US Vorschriften zur Zollabfertigung entsprechend vornehmen kann
  5. Voranmeldung (Prior Notice): Wichtig ist daß man die Termine einhält, die Prior Notice wirklich vor Ankunft der Sendung in USA gemacht ist. Zeitverschiebungen entschuldigt der Zoll / FDA nicht, auch nicht, wenn die Sendung ohne Wissen des Versender früher als gebucht eintrifft.
  6. Die FDA- Reg. No sollte immer auf dem Frachtbrief / Rechnung in direkter Verbindung mit der Absenderanschrift mit angebeben werden.

Für Exporteure von Käse:Weiss Wein und Kaese_sq

  • Die FDA hat Standards (Normen) fuer spezifische Käsesorten. Diese Normen müssen erfüllt werden, um bestimmte Namen für Käsesorten (zum Besipiel Gouda) zu verwenden.
  • Ein Importeur mit zutreffenden Einfuhrlizenzen für Käse muss gefunden werden
  • Es gibt  Importeure mit “Historical” und “Nonhistorical” Käselizenzen
  • Die USDA vergibt jährlich Lizenzen an Antragsteller gemäß deren Erfahrungen und  Volumenumsatzes
  • Ein US Importeur muss mindestens 85% seiner Lizenz im Jahr aufbrauchen sonst verliert er 50 – 100% seines Kontingents
  • Käselizenzen werden nach Land und Käsesorte klassifiziert (z.B. Emmentaler aus der EU; Blauschimmelkaese aus Argentinien, etc)
  • Aufgrund der WTO Verhandlungen sind Quantitäten pro Land und Sorte festgelegt
    US Customs Reference for Importing Cheese
    Dairy Import Licensing Program
    Guidelines from the American Cheese Society

Für Exporteure von alkoholischen Getränken:

Für Exporteure von Lebensmittel mit Zutaten aus frischen Eiern oder Geflügel:

Fuer Mustersendungen / Teilnahmen an Messen (ohne ein Importeur)Sample Mailer

  • es darf keine handelbare Menge versandt werden.
    (nicht über 100 Produkte pro Sorte)
  • auch für Mustersendungen müssen sich der Versender und Hersteller bei derFDA registrieren (hier gibt man “Muster- oder Regelversand” an). Es bedarf einer Bestätigung der sicheren Lagerung /Transport.
  • Bei der Voranmeldung müssen die Produkte innerhalb der “FDA Product Codes”  klassifiziert werden
  • die beteiligten Spediteure müssen bei der FDA registriert sein
  • für die Prior Notice muß der Versender / dessen Spediteur angeben zu welchem Zweck versand wird ( Mustersendung).Der Versender muß den Hersteller angeben, 24 h ctc und Tel des Herstellers / Versenders mit angeben Beim Empfänger muß die genaue Anschrift angegeben werden mit Tel. etc.
  • die Prior Notice drucken und dem Empfänger / dessen Broker / Spediteur vor Ankunft der Sendung zusenden. Der muß dann das Avis der Sendung / und zuletzt den korrekten Eingang der Sendung in USA beim FDA bestätigen. Bei Kleinmengen gibt es normalerweise keine Schwierigkeiten – wenn alle o.g. Punkte beachtet sind.
  • Für Exporteure von Käse oder anderer Frischware: Es wird empfohlen,  die Ware per Luftfracht zu schicken (bis 20 kg Gesamtgwicht). Achten Sie darauf, das das Transportunternehmen garantiert, das die korrekte Lagertemperatur eingehalten wird.
  • Beipacken von Trockeneis ( da Gefahrgut ) ist nicht erlaubt.
  • Achtung: bei den Product-Codes muss aufgepasst werden, dass sie der Art und Herkunft der Milch oder anderer Rohstoffe und der Art der Verpackung entsprechen
  • Zollseitig sollten sie wahrscheinlich mit One-time permits arbeiten – und die Zölle und Steuern bezahlen.

A Guide to US Market Entry – in German

 

CMA German Foods Services

 

Die zehn wichtigsten Schritte zur Vorbereitung auf den Markteintritt


 

 

 

 

The Right Retail Channel

Retail Channel Costs Which retail channel is right for your brand?

It depends on whether you’ve done your homework

Grocery stores, gourmet/specialty food stores, coffee chains, natural/health stores, club stores, mass merchandisers, discounters, airport kiosks, hotels, gas stations, vending machines,

 

What do buyers in each channel want? # 1 complaint: sellers do not take tome to [research and] understand the retailers’ and buyers’ needs

 

Many new market entrants fail to appreciate that they have to speculate to accumulate in this industry. You need to “open your wallets” and “pay to play.” And not too little. The food industry is not blackjack where you can pay a little and earn a liitle. It’s more like you put a bunch of money on the table and then it’s gone and you have to claw it back little by little

 

Natural Channel:

You cab get right to the consumer. Few wholesaler. But very restrictive in regards to products and a lot of work for little or no profitability and category review once a year, but if something cool comes along they will make room. Expensive to get in and keep shelf space

Specialty gourmet

Planogram not a big issue, constant change and in-out. Great place for trial and error. But: limited audience/sales per store and frequent market spend. Graduate to grocery if sakes and awareness goes up.

 

Grocery: well planogrammed center store, perimeter is open, but highly competitive. Hard to get appointment or stay on shelf for more than 6 months Store surveillance for OOS necessary, Expect to see finished products, not mock up and immediate delivery, not waiting two three months for imported products. Expectation of slotting, free fills or marketing support is huge. Category review and planogram changes once a year.

 

Club store:

Big potential top scale up, can go direct, but investment of special packs necessary and demo support

 

Convenience channel

Can be very profitable, very cost effective, but need strong sales pitch based on data and turns, your track record in other channels. Timing for category reviews 2 years

 

Foodservice channel

More and more packaged foods, but very fragmented broad distribution and planograms too mutable

 

Need broker support to get in,and get merchandising assistance, local market knowledge, knowledge of what marketing and trade dollars need to be spent where, how, and how much to pull brand levers

Selling to large supermarket chains

It can take up to 2 years to get listed at national accounts . This will depend on:

  • Access to the buyer
  • timing on category review
  • broker and wholesaler involvement
  • convincing sales presentation
  • payment of listing fees and promotional allowances
  • delivery terms and timing
  • terms of import

For specialty food products, it usually takes 2-5 years of consumer trial and building a credible sales record at specialty food stores before you have a chance to make it to the “big league.” You need an experienced local broker representative to coordinate all activities and gain access to buyers.

 

Ian Kellerher, Peeled Snacks in Food Navigator.com

A Guide to Exporting to the United States

Virginia Beach Harbor_rect

The US is the world’s largest food market with seemingly endless possibilities. On average, 20% of all foods and beverages are imported, in some categories, imports account for over 50% of the market. But exporting a new product or brand and building a sustainable business can be a challenge. Here are five of the most important issues to consider before you start your search for an importer.

Consider that:

  • The USA alone offers a total of 115 million households with over 320 million consumers eager to try innovative, new products.
  • Over 800,000 places that sell food, relatively low import tariffs, diverse trade channels and always hot emerging culinary trends.
  • Over 700,000 domestic and imported food products currently on the shelves
  • On average 47,000 products sold at an average grocery store

Welcome to the US marketplace! There’s a realistic chance that you can successfully build a sizable business here over the long term.

Or that you will fail. Because in this hyper-competitive marketplace,  your product will have to kick another out the shelves, if you want to succeed, and defend the space against all other competitors.

Our advice before you make your first sales call to importers, wholesaler or retailers: do your homework first on the following five topics:

  1. Investigating the category dynamics and business practices
    1. Three layers of distribution
    2. Finding your real estate
    3. Price it right
  2. Finding and Keeping Your Import Partner
    1. Exclusivity
    2. Value contribution
    3. Just in Time Supply
  3. Determining The Right Investment
    1. The Art of Pricing
    2. The Start-Up Squeeze
    3. Local Management
  4. Complying with a changing regulatory framework
    1. FSMA
    2. Labeling
    3. Claims
  5. Preparing for Success
    1. Selling to large supermarket chains
    2. Forecasting
    3. Promotional Support

 

Finding the Right Importer

What Do Importers Want? Here’s a list This is an important question Here you find a guide to what Your importer or distributor in North America expects to make a profit and get your support to build and grow your business. Here are the 10 most common  demands and worries of your trade partners:

  1. A Right to Make a Reasonable Profit
    • How much profit and profit opportunity does a supplier provide, how much work is associated with building a suppliers business, how much value do you expect an importer to provide in relation to the contribution margin?
  2. Investment to build the business and brand
    • Necessary investments below the line: Slotting, Free Fill, Market Research, Brand USP,
    • Necessary investments above the line: advertising and communication in TV, print, radio, social media, sampling (demos)
    • More marketing dollars are proportional to importer profits
    • In the early stage, suppliers cannot expect importers to foot the marketing bill
    • Accept and appreciate ideas to build the business locally (city by city, retailer by retailer) and don’t delay the request for funds or support.
  3. Appreciation
    • Invitation to visit headquarters, joint store checks, quota incentives for sales staff, lunch for support staff, letter of thanks or awards (distributor of the year)
  4. Unrealistic Expectations
    • Category growth is 1-2%, how can you expect to grow 10% year on year, unless you spend an extraordinary amount of money, which is risky. Normal business growth reflects market conditions
  5. Direct Sales and Contact with Retailers
    • The biggest asset of Distributors, Brokers and Importers is their contact and relationship to retail buyers and they guard these assets well. It is a natural inclination and too often standard practice among suppliers and retailers to “cut out the middle man” when sales and profits don’t meet their expectations. Retailers often try to persuade suppliers to provide more marketing dollars or buy directly from suppliers. Suppliers need to politely refer inquiries to the import partner or schedule a joint meeting.
  6. Last minute changes or last minute requests
    • Package or graphic redesigns, price increases marketing budgets, trade spend, or sales incentives are often changed at the last minute, without prior notice or in violation of the carefully crafted joint business plan.
    • The effect on importers, they have to cut their margins until price increases are accepted at their retail customers. Price increases have to be communicated at least a year in advance and very carefully so not to loose distribution.
    • Frequent last minute reports, frequent or unannounced last minute market visits,
  7. Short Shipments
    • Importers can be assessed penalties, store level space may be lost or need to be recaptures. Keep pipeline filled and treat foreign markets like your best customers t home
  8.  Faulty Shipments and Border Detentions
    • Increasingly, containers are being detained because the FDA or Customs inspectors find a faulting in labeling or in the documentation. The detention can last weeks or even months, because the FDA or CBP don’t have enough staff to resolve shipment disputes quickly. The re-inspection is expensive and at worst, the container content has to be destroyed. Reliability of labeling food correctly is the exporters first duty.
  9. Margin reduction
    • Importers take a gross margin of about 30%, but they have to pay for warehouseing, shipments to retailers or wholesalers, payments for brokers (5-10%), payments for office space and support staff, marketing, trade fair booth and travel costs. The net profit margin is in the less than 3%.
    • In order to stay in business and make a decent living, importers either need a lot of suppliers and thus have little time for each suppler, or have only a few suppliers, with more time dedicated to each supplier.
  10. Customer and Consumer Service

Adapted in part from Greg Seminara, Export Solutions

A Guide to US Market Entry (German Version)

Virginia Beach Harbor_rect

Der US Lebensmittelmarkt bietet enorme Absatzchancen für Hersteller aus der ganzen Welt. Die Handelsschranken und Zölle sind allgemein relativ gering und die Handelsstruktur relativ transparent.

So werden in diesem Markt derzeit über 700,000 Lebensmittel angeboten und es herrscht ein enormer Verdrängungswettbewerb um die Aufmerksamkeit und Kaufentscheidungen von Einkäufern und Endkunden. Von rund 40,000 Produkten in Lebensmittelgeschäften werden im Durchschnitt rund 3,000 neue Produkte in die Regale gebracht und 3,000 Produkte ausgelistet.

Entsprechend dem Wettbewerb innerhalb einer bestimmten Kategorie erfordert ein Markteintritt daher ein relativ hohes Investment an Zeit und Geld – zwischen €20,000 und € 100,000 Euro über 2 Jahre – die der Hersteller tragen muß. Die Chancen, das sich dieses Investment nach drei Jahren wieder einspielt und ein langfristiger Wachstum möglich ist, sind gut, wenn das Marketing Konzept stimmt und die Handelspartner gefunden werden.

Das Investment ist eine relative große Hürde für kleine und mittelständische Betriebe mit hochwertigen Lebensmittelspezialitäten und die Kosten sind natürlcih abhängig von der jeweiligen Lebensmittelsparte, den Absatzerwartungen und Produktionsmöglichkeiten des Herstellers, den tatsächlichen Wettbewerbschancen, der Qualität des oder der US Handelspartner und einer effizienten Logistikkette.

Als Minimum müssen Sie die folgende Kosten berücksichtigen:

  1. Die Einstellung einer Fachkraft für den Export, entweder in Deutschland oder einAgent in den USA, die den Markteintritt organisiert
  2. Eine marktgerechte Verpackung und Etikettierung
    • US Etikett mit Nährwerttabelle, Zutatenliste, Allergiewarnungen, Gewichtsangabe etc.
    • Nährwertanalyse, falls erforderlich, durch ein externen Labor
    • Empfehlung: Überprüfung des Etiketts durch einen sachverständigen Berater
  3. Die Beauftragung eines US FDA Agenten
    • Importeure mit exlusiven Vertriebsrechten übernehmen die Rolle des FDA US Agenten
  4. Eine Markt- und Konkurrenzanalyse zur Preisfindung und Positionierung Ihrer Produkte innerhalb des Wettberwerbs
  5. Die Suche nach und Beauftragung von Importeuren oder anderen Handelspartnern.
  6. Der Versand von Mustern und der Aufbau eines Grundinventars in den USA
  7. Listungsgebühren (normalerweise kostenfreie Ware)
  8. Marketingunterstützung während der ersten drei Jahre

Ob Sie Endprodukte für den Verbraucher herstellen oder teilweise gefertigte Produkte zur Weiterverarbeitung – das Investment in den Geschäftsaufbau ist für alle Sparten ziemlich gleich.

Continue reading “A Guide to US Market Entry (German Version)”

2015 Trends: Changing Palates, Transparency, Trade

For foodies and food professionals alike, 2015 should turn out to be an interesting, exciting year. New labeling laws in the EU and US; new flavors for changing demographics; novel foods to save future generations, and the potential for sweeping free trade agreements between the US, Asia  and the European Union. We scanned hundreds of sources and summarized the most important trends and developments that are likely to make headlines in next two years:

EU Label Law_edited-1The Quest for Transparency and “The Right to Know”

Eating food is easy, but the path from seed to stomach has become ever more complex and complicated. As consumers demand ever more quality, safety, flavors and package sizes at ever-lower prices, food producers, retail stores, and restaurants owners (have to) use ever-new processes, food science, and biotech ingredients to fill demand. What fell by the wayside is a solid understanding of what’s in a food product and how it affects health and well-being.

This is about to change:

  1. European and US regulators have enacted new labeling and food safety laws that come in effect in 2015 and 2016, all designed to provide more transparency around ingredients, origins and caloric values.NON GMO Project
  2. The “Right To Know” movement in the US demanding the identification of genetically modified ingredients (GMO) in everyday food is getting stronger, with a mandate in Vermont pending
  3. As morbid obesity has been declared a disease by the American Medical Association and now qualifies as disability in the EU, health insurers will ask consumers to take the time, get informed and make the right nutritional choices for themselves Read On…

New Consumers, New Flavors

Hagebutten Shake1Long term demographic changes influence what new flavors and food products will be sold and consumed in the US and Europe over the next few years. In the US,  a child is born every 8 seconds. Just in 2014, the US population grew by 2.5 million people (including immigration) to reach 320 million. Different kinds of family structures have evolved, the average household size decreased over the years, „Millenials and Generation Z“ (the marketers terms for young folks between the ages of 15 to 35) determine, what’s hip and what’s not, as do “minorities” who today constitute the “majority” in many large urban markets. Here are the predictions of food trends from the Specialty Food Association , the National Restaurant Association, and the world’s leading flavor provider McCormick & Company:   Read On…

Novel Foods to Save Future Generations

GreenhouseIndustrial farms, biotech firms and global mega food corporations provided safe, reliable and low cost foods for 7 billion global consumers over the past decades. With efficient operations and large budgets to research and develop new products, “Big Ag & Big Food” has undoubtedly helped to mitigate hunger and increase nutrition around the globe. However, large-scale industrial agriculture and food production has also been part of the global environmental and health problems, contributing to climate change, soil erosion and over-consumption. Entrepreneurs in various countries, some supported by Silicon Valley high tech investors, have come up with intriguing new ideas to feed a growing global population with environmentally and socially sustainable methods. Whether they will appeal to consumers is yet to be seen. Read On…

New Era for International Trade

Cargo Ship3A nation’s economic prosperity depends on open and free trade with other nations and the international community is trying hard for the past 60 years to lower trade barriers, alas, with mixed success. The latest attempt to establish global free trade, administered by the Word Trade Organization, dubbed the Doha Round, went nowhere. So, the main economic centers are now working on bilateral deals, called the Trans Pacific Partnership (TPP = US and various Asian countries), and Transatlantic Trade and Investment Partnership (TTIP = US and the European Union). Despite ferocious opposition by vocal consumer and special interest groups, it is widely believed, that these trade deals are inevitable and will be signed in the next two years. Read On…