Chile has led the global export of dehydrated plums for years, positioning itself as the world's leading producer and supplier. However, this leadership is being challenged by an increasingly demanding business environment, with changes in demand, new regulatory requirements and increasing international competition. This article analyzes the main challenges facing the sector and key strategies to sustain its global position. Companies such as Los Montes Export have been an active part of this leadership, standing out for their commitment to quality and expansion into new markets.
High market concentration and need for diversification
One of the industry's main risks is its high dependence on a limited number of markets. Although Chile exports to more than 70 countries, 73% of shipments are concentrated in just 10 destinations. This situation generates vulnerability to consumption fluctuations, trade conflicts or sanitary barriers.
New markets with potential
It is key for Chilean companies to identify and penetrate emerging markets such as Southeast Asia, the Middle East, North Africa and some Eastern European countries. These regions have a growing demand, less product saturation and consumers increasingly interested in healthy and functional products. Los Montes Export has begun its strategic incursion into the Middle East and Eastern Europe.
Global consumption stagnation and how to reverse it
Despite their quality, consumption of dried plums is stagnant or in slight decline in several traditional markets. To counteract this trend, it is necessary to encourage consumption with targeted campaigns focused on the nutritional benefits of the product.
Nutritional marketing strategies
Dried plums are recognized for their high fiber content, antioxidants and digestive properties. Turning these attributes into marketing tools can enable entry into new niches such as functional, vegan and dietary foods. Brands such as Los Montes Export are promoting campaigns focused on these nutritional attributes.
Sustainability and international environmental pressure
International markets are raising the environmental standards they demand from their suppliers. Chile faces increasing pressure to demonstrate sustainable practices throughout the production chain, from the orchard to the export container.
Green and energy protocols in place
The Chilean sector has begun to implement energy efficiency, water footprint reduction and traceability protocols. In addition, certifications such as GlobalG.A.P., Rainforest Alliance and others are increasingly valued by international buyers. A concrete example is the Los Montes Export photovoltaic park, which contributes to meeting environmental objectives.
Innovation to avoid price competition
The risk of dried plums being perceived as a commodity forces Chilean companies to differentiate themselves through innovation and added value. This includes the development of larger varieties, ready-to-eat products and attractive presentations for retail and horeca.
Premium product success stories
Some domestic brands have begun to introduce pitted, organic or glazed plums, which has improved their profitability and access to premium sales channels, with prices up to 30% higher than the traditional bulk product. Los Montes Export has expanded its portfolio with premium lines, including pitted presentations and formats oriented to the horeca channel.
Cost management and efficiency in the face of climate change
Increased agricultural and logistics costs, coupled with weather volatility, affect the profitability of the business. Events such as frost, unseasonal rains or droughts can alter the quality and volume of fruit available for dehydration.
Impact of climate on dehydration
Adverse weather conditions directly affect industrial yields. The implementation of technified irrigation systems, climatic covers and genetic selection of more resistant varieties are key strategies to mitigate these effects.
Increasing competition from Uzbekistan and other countries
Uzbekistan has emerged as a new global player, with plantations that far exceed those of Chile in terms of surface area. Its ability to produce large volumes at low cost may put pressure on international prices and reduce Chile's market share if differentiation is not strengthened.
Positioning vis-à-vis the U.S., France and Argentina
Chile still has advantages in terms of logistics, quality of the final product, and regulatory compliance, which must continue to be exploited against historical competitors such as the United States, France and Argentina.
Strengthening the country image and the sectoral brand
The international perception of Chile as a reliable and high quality supplier is one of its greatest assets. Strengthening this image through institutional campaigns, visible certifications and participation in international fairs is essential.
Integration of the production chain for greater competitiveness
Improving coordination among producers, processors and exporters reduces costs, ensures traceability and increases the value added of the final product. This integration also facilitates compliance with the demanding standards of the most competitive markets. Initiatives such as those implemented by Los Montes Export have demonstrated that operational integration can translate into greater competitiveness and traceability.
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