Distributing Seafood

1. Distributing Seafood Powerpoint animation notes: Animation and text will scroll on its own. Click to exit. The Seafood Marketing Chain Retailer Brokers Secondary Processor And Manufacturer Grower And/or Harvester Primary Processor Wholesaler/ Distributor Consumer Food Service Seafood marketing chain - understand each link’s function, operational situation and expectations.

2. Retailer Brokers Secondary Processor And Manufacturer Grower And/or Harvester Primary Processor Wholesaler/ Distributor Consumer Food Service Primary Processor Powerpoint animation notes: Click following first talking point and to exit. Distributing Seafood The Seafood Marketing Chain Function: Buys fish, sorts, weighs, grades, slimes and washes, head & guts. May be fully integrated into the seafood chain. Commonly performs secondary processing. Operational situation: Proximate to harvest grounds. Works with fishermen, market buyers. Handles significant regulatory requirements, including DEC permits. Employs variety of labor. Sells to all points in the seafood chain. Expectations/Needs: Fish from harvester that will let processor meet its buyers specifications.

3. Retailer Brokers Secondary Processor And Manufacturer Grower And/or Harvester Primary Processor Wholesaler/ Distributor Consumer Food Service Secondary Processor and Manufacturer Powerpoint animation notes: Click following first talking point and to exit. Distributing Seafood Function: Often the primary processor. Freezing, steaking, filleting, canning, smoking, battering & breading, portioning, vacuum packing, gift boxing. Operational situation: Complex operation. Large ingredient inventory. Skilled processing workers, various equipment, and strong manufacturing efficiencies. Often an in-house sales staff. Product inventory large; takes time to move. Holding capacity large. Expectations: Good quality product. Will need to offer a number of species.

4. Retailer Brokers Secondary Processor And Manufacturer Grower And/or Harvester Primary Processor Wholesaler/ Distributor Consumer Food Service Brokers Powerpoint animation notes: Click following first talking point and to exit. Distributing Seafood Function: Do not own product. Sell on commission. Territorial. High volume sales. Operational situation: Little overhead. Geographically well connected. May require higher commissions on lower volume transactions. Expectations: Long-term relationships with suppliers. Consistent products delivered in a timely fashion. Direct market targets: Those handling high-value, niche products to niche markets. Example: live geoducks to Hong Kong.

5. Retailer Brokers Secondary Processor And Manufacturer Grower And/or Harvester Primary Processor Wholesaler/ Distributor Consumer Food Service Wholesaler/ Distributor Powerpoint animation notes: Click following first talking point and to exit. Distributing Seafood Function: Large capital intensive operations. Deliver to food service or retailers. Seafood small part of product line. Fleets of trucks, including refrigerated. Significant warehousing capacity. Door delivery. Operational situation: Strong network of suppliers and buyers. Significant capital investment. Streamlined distribution/logistics capacity. Expectations: Need a variety of products. Appreciate fewer suppliers. Appreciate buying from a company that has several seafood species. Direct market target: Small, regional distributors specializing in seafood.

6. Retailer Brokers Secondary Processor And Manufacturer Grower And/or Harvester Primary Processor Wholesaler/ Distributor Consumer Food Service Retailer Powerpoint animation notes: Click following first talking point and to exit. Distributing Seafood Function: Sells products for home consumption. Supermarkets, grocery stores, fish markets, health food stores, farmers markets. Offer wide array of products. Operational situation: Huge overhead costs. Sustain the greatest “shrinkage” from poor seafood quality. High employee turnover. Survive on high volume, small margins bringing greatest mark-ups. Expectations: Need seafood with greatest shelf-life possible. Can use point-of-sale promotional material and education for staff. Direct market target: Small, high-end locally owned grocery stores, meat and seafood specialty stores.

7. Retailer Brokers Secondary Processor And Manufacturer Grower And/or Harvester Primary Processor Wholesaler/ Distributor Consumer Foodservice Foodservice Powerpoint animation notes: Click following first talking point and to exit. Distributing Seafood Function: Prepare food for consumers. Single to large franchise restaurant. Institutions like hospitals, schools, prisons, and entertainment venues. Operational situation: Constant flow of product. Generally little holding capacity. Diverse product needs. Significant labor requirements. Expectations: Use variety of products with quick turnaround. Products are menu driven and generally set. Efficient. Prefer to source from one supplier. Increasing preference to convenience. Direct market target: White table cloth, owner-operated, restaurants.

8. Retailer Brokers Secondary Processor And Manufacturer Grower And/or Harvester Primary Processor Wholesaler/ Distributor Consumer Foodservice Consumer Powerpoint animation notes: Click following first talking point and to exit. Distributing Seafood Function: Ultimate decision maker. Operational situation: Generally buys food one – three times a week. Limited storage. Limited volumes. Expectations: Consistent quality. Seeking greater ease in preparation. Direct market target: Through farmers markets, road side, off the vessel, through food cooperatives.

9. General comments Best if you are familiar and/or have trusted contacts Select markets that would be receptive to your product Keep it simple and understand local rules Cover yourself financially Powerpoint animation notes: Text will scroll on its own. Click to exit. Distributing Seafood Internationally

10. Additional Things to Consider Overseas freight costs Certification/inspection fees Documentation – certificate of origin Invoice Packing list Tariffs, taxes, duties Exchange rate differences Product testing Use of a broker/trader Powerpoint animation notes: Text will scroll on its own. Click to exit. Distributing Seafood Internationally

11. Know Your Market Oversea customs Seafood preferences Product preferences Nature of competition Finding a broker/trader to move your product through the foreign country may be the simplest step. Powerpoint animation notes: Click after initial talking point and to exit. Distributing Seafood Internationally

12. Covering Your Transaction Letter of credit Insurance for product, transport & customs Payment currency Currency hedging Powerpoint animation notes: Text will scroll on its own. Click to exit. Distributing Seafood Internationally

13. Resources Alaska Seafood Marketing Institute Alaska Office of International Trade Link to State of Alaska division that specializes in trade and investment development. http://www.gov.state.ak.us/trade/ Alaska Export Assistance Center http://www.buyusa.gov/alaska/ Food and Drug Administration Link to seafood portion of the US Food and Drug Administration site. Contains announcements, background, compliance, inspection, export certificate requirements, etc. http://www.cfsan.fda.gov/seafood1.html Foreign Agricultural Service - Forest and Fishery Products Division http://www.fas.usda.gov/ffpd/fpd.html NMFS Trade and Commercial Services National Marine Fisheries Service trade site. Great resource for trade statistics, tariff schedules, special reports, guide for exporting to Europe, etc. http://www.nmfs.noaa.gov/ocs/tradecommercial/ World Trade Center Alaska http://www.wtcak.org/ Powerpoint animation notes: Click to exit. Distributing Seafood Internationally