A marketing company at the Produce Marketing Association (PMA) Fresh Connections event in Mexico has said that its unique methods and transparency with producers have been instrumental to its success. 

Mexico-based G&S Marketing, which is a partnership between the Guimarra and Salazar families, helps producers bring their products primarily to the national market, but also to other parts of the world.

The company sells the products directly to stores such as Soriana, HEB, and Walmart, and is has strong experience with fruits such as grapes, kiwifruit, and melons.

The company’s international trade manager Juan Francisco Heguertty, told www.freshfruitportal.com that G&S' expertise and knowledge of product marketing means that it can help its clients bring their products to markets that could not have been easily accessed before.

"We have the knowledge and we can tell them the requirements. They send us the product in its packaging, so we can export it and do everything else," Heguertty said.

"We cover the costs and once the sale is made we go back to the producer, let them know it's been sold, its costs, our commission, and we give them their money."

Heguertty went on to describe how he believes that trust and transparency when dealing with producers is absolutely key to G & S Marketing's success.

By giving the producer a more fixed price which they are able to see for themselves, the marketing company says it is able to build stronger relationships with producers.

"Other companies like us focus on the central supply, so you send your product to the central supply blind, and you have no idea what will happen. Then at best, they will just say to you 'this is what you sent me and here is your money'," Heguertty said.

"We try to do it in such a way that they can see the prices are more fixed, to give them more transparency. This can be a challenge, however, as at first they can find it hard to trust us as it is something new."

Heguertty also said he believes another key aspect is allowing the producer to monitor the whole process themselves.

"This is a very dynamic rotation where the product passes through lots of people’s hands, so clients want to be able to monitor the process a lot more closely.

"The client needs to be present all the time, it is something that never stops and you need to make sure you get details right, from when you take the product to when you deliver it. Stand behind the people and everything will turn out well."

www.freshfruitportal.com