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This article explores the production, supply and demand, major producers, and international markets of tilapia in the Americas. It also discusses marketing strategies and trends in the industry.
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Tilapia Marketing in the Americas Kevin Fitzsimmons, Ph.D. Professor - University of ArizonaSec. / Tres. - American Tilapia Association President - US. Aquaculture Soc. Chapter of WAS August 2001
Tilapia introductions to the Americas • Oreochromis mossambicus first in the Caribbean in 1949 by C.F. Hickling • To United States in 1954 • Oreochromis aureus introduced in 1957 • Throughout the Americas by 1970 • Oreochromis niloticus into Brazil 1971 • Red strains developed in 1970’s and 80’s • Oreochromis niloticus spreads in 1990’s • Total production of 257,000 mt in 2000
Production widely distributed around the Americas. • Tilapia introduced to every country • Tilapia, mojarra, St. Peters fish, Jamaican freshwater snapper, Cherry Snapper • Used in hundreds of recipes • Live, Whole, fillets, fresh and frozen, smoked
Supply and Demand • Supply primarily from tropical countries • Demand is in producer countries and US • With rapid increases in supply, demand must increase at least as fast to support price.
Major Tilapia Producers in the Americas (for year 2000) • Mexico - 102,000 metric tons/year • Brazil - 45,000 mt / year • Cuba - 39,000 mt / year • Colombia - 23,000 mt / year • Ecuador - 15,000 mt / year • Costa Rica - 10,000 mt / year • USA - 9,072 mt / year • Honduras - 5,000 mt / year
Major Tilapia Products in International Trade • Costa Rica - fresh fillets • Ecuador - fresh and frozen fillets • Honduras and Jamaica - fresh and frozen fillets • Mexico, Brazil, Colombia, Cuba USA - strong domestic demands, minimal exports
Estimated cost of production • Brazil, Ecuador, Cuba - $1.10 / kg • Costa Rica, Jamaica - $1.20 / kg • Colombia, Mexico - $1.25 / kg • USA - $2.00 / kg • Canada - $2.10 / kg
International markets • Costa Rica was first major exporter • Ecuador is now major exporter from the Americas • Honduras has rapid expansion • Colombia, Cuba, Brazil and Mexico are supplying strong domestic markets • Prices on international markets will not increase from present levels.
International markets • Ecuador has passed Costa Rica as supplier of fillets to US • Ecuador integrating with shrimp production • Colombia and Mexico were exporters to US, but exports levels decreased while production increased
Tilapia production and Markets in Mexico • Production in most states of Mexico • Intensive in north, lake ranching in south • Strong domestic markets; on ice, fillets in grocery stores • Will eventually develop export markets.
Tilapia production & Markets in Brasil • Production in Southeast and Northeast • Red tilapia in Southeast for fee-fishing and food • Cage farms allowed in NE reservoirs. • Tilapia leather industry • Jump in interest with ISTA 5 in Rio. • Will eventually develop export markets.
Tilapia in Colombia • Before 1980, Colombia had strong domestic market • Developed export trade to US • Domestic market has grown so strong that exports were suspended • Colombia imports tilapia from Venezuela and Ecuador
Tilapia production in Ecuador • Replacing shrimp because of white spot disease • Using shrimp infrastructure • Exporting to US and EU • Will they revert to shrimp if disease is controlled?
International market changes • Increasing domestic consumption in producing countries especially Colombia, Brazil, Mexico, Costa Rica • Colombia starting to export again, Mexico and Brazil will follow
Current International Market Trends • Increase in demand for all forms of tilapia • Demand increase will be greatest for fresh fillets • Prices have been constant for several years and will remain stable, will not increase with inflation.
Current International Market Trends • US and EU growers will concentrate on live sales and highly processed forms • Latin America and Southeast Asia will be primary US suppliers • Latin America, Caribbean and Africa will supply EU
Marketing - Push vs. Pull • Push = get distributors to take more product • Pull = get consumers to demand more product • Push = often more expenses with product, prices and profits lower • Pull = advertising, higher prices and profits
Marketing - Push • Lower prices • Advertise in business magazines • Add value to product -processing • Better bulk packaging • Other sales incentives
Marketing - Pull • Advertise to consumer • Advertise in general interest magazines • Product placement - movies, TV, books • Value adding to product • Better retail packaging • Point of sale recipe cards & promotions • Testimonials
Dear Kevin, • I recently began using Tilapia fillets farm raised by Sea Best and distributed by Beaver Street Fisheries, Inc. I buy these in individual vacuum sealed packages in one pound bags at Wal-Mart in San Marcos, Texas. My husband has diabetes and we both are very weight conscious. This fish is the perfect food item for us, I love the way it is packaged, just use what I need for one meal, it is reasonably priced, always available in the market and consistently high quality. I trust you will forward these comments to the producer. • I LOVE THE PRODUCT!!!! • Marian Birnie Aug. 12, 2001
New product forms -Push and Pull Smoked tilapia Sashimi grade tilapia
Changes and Predictions • Further intensification in virtually every country • Production will be 75% Oreochromis niloticus, 20% Red strains, O. aureus and O. mossambicus mostly for hybridization • Production will be 50% intensive ponds, 25% cages, 10% intensive recirculating systems
Changes and Predictions • Further intensification in virtually every country • Production will be 75% Oreochromis niloticus, 20% Red strains, O. aureus and O. mossambicus mostly for hybridization • Production will be 50% intensive ponds, 25% cages, 10% intensive recirculating systems
Changes and Predictions • Further intensification in virtually every country • Production will be 75% Oreochromis niloticus, 20% Red strains, O. aureus and O. mossambicus mostly for hybridization • Production will be 50% intensive ponds, 25% cages, 10% intensive recirculating systems
Changes and Predictions • Leather goods from skin will become a significant contributor to profitability • Processing and "value-adding" will intensify in producing countries • Polyculture with shrimp will become common in most shrimp farming areas
Changes and Predictions • Processing and "value-adding" will intensify in producing countries
Changes and Predictions • US production will increase slowly, intensifying current production methods • Production in the Americas will reach 500,000 mt by 2010 and 1,000,000 mt by 2020
Marketing tilapia • Increasing demand / markets should begin in producing country • Opening new markets will be required in US • Plenty of techniques can be used to build markets • Many are free or low cost (placement, samples, live tanks, Web sites) • Most effective forms require investment