Consulting in the TRADE UP Project

The goal of this collaboration was to develop and implement effective export strategies aimed at opening doors to new markets and ensuring the economic growth of the businesses involved. The participants represented 15 regions of Ukraine and operated across various sectors, including grains, cosmetics, frozen berries, furniture, packaging, snacks, and bridal fashion.
Consultants from Explore Export Agency joined the "Frozen Berries" group, which consisted of three consultants and six companies from the TRADE UP project that specialize in growing and selling frozen berries, such as strawberries, raspberries, blueberries, blackberries, and more.
The program was divided into several stages, during which national consultants, together with company representatives, developed a detailed export plan and began its implementation while the project was still underway. Four experienced foreign mentors actively supported the national consultants throughout the project.
The total duration of the project was five months. The collaboration followed the Agile methodology, with work conducted in sprint formats, along with weekly individual and group consultations. The participating companies had the opportunity to receive personalized advice during one-on-one sessions and share common experiences in group sessions.
The work of the Explore consultants in the "Frozen Berries" group included the following:● Export readiness audit and conducting a SWOT analysis of the participating companies.● Selection of a target foreign market and determining the priority for market entry.● Conducting a detailed market research of the selected market.● Lead generation in the market based on the chosen sales channels.● Development of individual export strategies for entering the selected market.
After conducting market research on the target foreign market for frozen berries, we uncovered a number of interesting facts. Here are some of them:● The COVID-19 pandemic increased consumer demand for frozen berries due to their perceived cleanliness and safety.● Some retail chains have reduced their margins to support consumers during periods of inflation.● In EU markets, some supermarkets allocate up to 3% of their total revenue to financially support local farms that supply fruit and berry products.● Rejections at borders or withdrawals of frozen berries from the EU market often occur due to the presence of harmful microorganisms such as norovirus, salmonella, or hepatitis A.● Importers check the packaging content to ensure it matches the stated quantity and verify that the materials in contact with the berries do not pose health risks or alter the composition and quality of the berries.● Organic certification for frozen berries in Europe requires compliance with European legislation and an audit by an accredited certifier to use the EU organic logo.● Sustainability certifications for frozen berries focus on environmental and ethical aspects, but widely recognized schemes like Fair Trade are rarely used for these products.● The main driver of rising prices for frozen berries has been the increased cost of electricity, needed to preserve the products in stores and maintain the cold chain.
We are pleased to share a motivating testimonial from one of the participants of the TRADE UP project for our "Frozen Berries" group:“First, the consultants are highly qualified and experienced experts who answered all our export-related questions.Second, we received practical tools that are helping us effectively prepare for export launch. For example, calculating export prices, contacts of the best logistics companies, and much more.Third, a well-prepared report with detailed information on entering the French market, including contacts, specific characteristics, risks, recommendations, etc.Fourth, the consultants always went above and beyond what was planned for the project. Their personalized approach and genuine desire to be helpful consistently built a trusting relationship.Fifth, we received a very important document outlining the steps for expanding into the French market. Now, we confidently move towards our goal.A heartfelt thank you to the organizers, donors, and consultants for the opportunity to participate in this project!”
The participants of the project were owners, managers, and executives of small and medium-sized businesses in Ukraine who were in the early stages of engaging in foreign economic activities. The project also included companies with export experience but who sought to expand their export potential by improving their skills and receiving practical consultations.
We extend our gratitude to the companies for their active participation, the consultants and mentors for their collaboration, and our partners from Visionest Institute OÜ and the Entrepreneurship and Export Promotion Office (Ukraine) for their organization and coordination. Special thanks to the EU4Business program for financially supporting the implementation of the project.
Learn more about the services provided by Explore Export Agency at the link.
Time to export!