"2024 was a very good year for our company. It was a year of consolidation, especially regarding volume and our customers," stated Marcelo Salgado, the manager of Dusal Ecuador.
In 2024, the company managed to double its exports, from 40 to 80 containers, he added. "That's our base, from where we want to start now," says Salgado. Historically, the company's main market has been the Southern Cone (Chile and Argentina). However, growth in the Middle East has been instrumental in this success. Our main market now is the Middle East, as we make exports to Qatar, Jordan, Iraq, Saudi Arabia, and Syria, he stated.
The company's commercial relationship with Chile facilitated its arrival in the Middle East. "We have contacts with fruit exporters in Chile. The company managed to find reliable distributors in the Middle East via this network of exporters. Chile was the bridge. When our Chilean contacts were asked for bananas, they told them that we were their exporting partners in Ecuador," he stated, which allowed Dusal Ecuador to enter a highly competitive market.
The company's growth has not been without its drawbacks. One of the biggest obstacles has been maritime logistics. "It usually takes 30 days to arrive at the port of Jeddah. The main logistical drawback is when we go to other ports, which can take up to 50 days or more, affecting the product's quality," Salgado stated.
Geopolitical tensions have also impacted the sector. "At the beginning of 2024, we had cargoes arriving in 90 days," which tested the limits of banana preservation. The crisis between Israel and the Middle East has led to transit delays due to blockades on trade routes and forced detours. "Everyone knows that the limit for bananas with controlled atmosphere is 60 days," Salgado stated. That's why delays pose significant risks for the cargo.
In Ecuador, insecurity has also been a problem. "I think safety is the main issue in Ecuador, especially the safety risks faced by carriers and exporters. Not only do they face theft and contamination, but at times they also even risk their lives," Salgado stressed.
Another challenge is the banana moko, a disease that impacts plantations. "Our plantations are not affected by this disease but we still carry out prevention programs. We have to sanitize all the tools," Salgado stated. The most effective way to tackle the issue is early detection, as "once the moko is there, the only option is to dispose of the plants and replant." Containing the pest involves isolating affected areas to prevent its spread, which requires constant monitoring in the field.
Despite the setbacks, Dusal Ecuador has achieved price stability and expansion into new markets. "The minimum spot price has stood at around $5. In previous years it was much lower. In addition, the company has obtained certifications to export organic bananas and has ventured into exporting pineapples to Chile," Salgado said.
"This year, the goal is to export at least 80 containers again and, if possible, grow by 10%. The important thing is to maintain the volume without reducing it," he concluded.
For more information:
Marcelo Salgado
Dusal Ecuador
Email: comercial@dusal.com.ec
www.dusal.com.ec