Market Study for Soft fruits in Serbia, Bosnia and Herzegovina (BiH), Kosovo and Macedonia

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1 Market Study for Soft fruits in, Bosnia and Herzegovina (BiH), Kosovo and Macedonia Identification of potentials for soft fruits sector (raspberry, strawberry, blueberry) in Western Balkan countries (, Bosnia and Herzegovina (BiH), Kosovo and FYR Macedonia)

2 Methodology Production Trade Prices SWOT Identification of strengths, weaknesses, opportunities and treats of beery sector in region Identification of strategioptions based on SWOT Opportunities Identification of opportunities for the Dutch companies Identification of rirks for Dutch investments Trends TOWS Risks

3 Methodology Data mining All the data collected originate from reliable international databases (UN FAO, UN Comtrade, Eurostat, ITC Trade Map, Country s official statistics) that offer wide range of data for all countries of the world. The same methodology used to collect data from individual countries is offering the opportunity for it to be compared and crossed between different regions and countries without a fear of misinterpretation leading to wrong conclusions caused by using different datasets based on various methodologies and preferences. Exception of the rule in this analysis is Kosovo data since Kosovo isn t recognized by the United Nations, the main source of data in the analysis. Therefore, various reports were used to fill the gaps of missing information as much as possible. Data inconsistency - official statistics and other publicly available data concerning the production and export differs Countries and regions Number of indicators regarding supply and demand and using data explained above apply on 4 countries in 4 regions, focusing primarily on main competitors or potential markets for, Bosnia and Herzegovina FYR Macedonia or Kosovo Regions are based on current political and geographical connections. CEFTA (Albania, Bosnia and Herzegovina, Croatia, Montenegro,, FYR of Macedonia, Kosovo) CIS (Armenia, Azerbaijan, Belarus, Georgia, Kazakhstan, Kyrgyzstan, Moldova, Russian Federation, Tajikistan, Turkmenistan, Ukraine, Uzbekistan) NMS New Member States of the EU (Bulgaria, Cyprus, Czechia, Estonia, Hungary, Latvia, Lithuania, Malta, Poland, Romania, Slovakia, Slovenia) EU15 First 15 members of the Union (Austria, Belgium, Denmark, Finland, France, Germany, Greece, Ireland, Italy, Luxembourg, Netherlands, Portugal, Spain, Sweden, United Kingdom)

4 Abbreviations BiH Bosnia and Herzegovina BRC British Retail Consortium standard CEFTA Central European Free Trade Agreement CIS - Commonwealth of Independent States EU 15 EU member states accessed the EU before 24 IFS - International Featured Standards IP Intellectual Property IQF - Individually Quick Frozen MENA - Middle East and North Africa region. The term covers an extensive region, extending from Morocco to Iran, including all Mashriq and Maghreb countries. NMS New member states - EU member states accessed the EU after 24 PBR Plant Breeders Rights WB - Western Balkan countries (, Bosnia and Herzegovina (BiH), Kosovo and FRY Macedonia)

5 Production trends

6 World share 3% 25% 2% 15% 1% 5% % -5% Source: FAOSTAT & Eurostat 69.7 thsd. t 3.2 thsd. t Global production trends Raspberry Production growth of selected countries in relation to World growth and their World share for period thsd. t Macedonia.1 thsd. t B&H 1.6 thsd. t 12. thsd. t 11.9 thsd. t 1.2 thsd. t 3.6 thsd. t 2.2 thsd. 4. t thsd. t thsd. t thsd. t 11. thsd. t -2% -15% -1% -5% % 5% 1% 15% 2% 25% 3% Macedonia Growth NMS in relation with World EU15 average B&H Ukraine Kosovo CEFTA Netherlands Italy Poland France Russian Federation Chile USA Raspberry production is growing Production has been intensified in the last 15 years: the area under raspberries are increased by 21% and production by 41.5%. Production growth in recent years is the result of increasing demand on the world market, the entry of new countries into production and intensification of production (Mexico, Spain, Morocco, Scotland and the Netherlands). Biggest raspberry production is in Russia, while the largest area under raspberries in Poland. BiH has the highest growth in the region besides Kosovo which growing with average rate of more than 2,% but since it s relatively small nominal growth, Kosovo is excluded from the graph Production in Poland, on average, growing at the same pace as the World growth. Russia, the World biggest producer is growing slower than the World average. In 216 Russia has more significant growth since it s recovering the volume of harvested area after big decline a few years ago. Production in USA is also growing fast while in it is declining

7 Global production trends Raspberry Thousand tons Thousand tons Top 2 producing countries marked by country groups for period CEFTA NMS CIS EU15 Rest of World Source: Authors systematization Global raspberry production Raspberry production is growing Permanent production increase with the peak in 216 Leader world producer is Russia. Poland covers cca 7% of production out of the EU production. In EU significant share for the fresh market are having Spain, Poland, Netherlands and Portugal, while at frozen market Poland dominates. Ukraine and Russia are big producers but net importers. At CEFTA region - is the biggest producer and exporter of frozen raspberries. BiH and Kosovo are having impressive growth in production. Production in FYR Macedonia and Croatia is insignificant. Increase of the production of many sector newcomers like BiH, Kosovo, Belgium, Morocco, Bulgaria. Source: FAOSTAT & authors estimate

8 Million tons World share % 3% 2% thsd. t Global strawberry production Global production trends Strawberry Production growth of selected countries in relation to World growth and their World share for period thsd. t 2% 63.3 thsd. t 63.4 thsd. t 1% 34.6 thsd. t 53.4 thsd. t Croatia 1% 6.3 thsd. t 19.2 thsd. t 2.7 thsd. t % Macedonia B&H -1% 27.3 thsd. t 4.3 thsd. t 9.1 thsd. t -2% -15% -1% -5% % 5% 1% 15% 2% 25% 3% Growth in relation with World average Macedonia NMS EU15 B&H Ukraine CEFTA Croatia Netherlands Poland Russian Federation Chile Thousands t 1, ,15.83 Top 2 producing countries marked by country groups for period , Strawberry production is growing The biggest global strawberry producers are China and USA, followed by Mexico, Turkey, Egypt and Spain. Poland as well as Russian federation while being big producers are also showing good growth compared in production, compared to other analyzed countries. Besides Kosovo who s percentage of growth is caused by small production quantity, Croatia is the fastest growing country in the region with 27% higher growth than the World average for the analysed period Source: FAOSTAT & Eurostat CEFTA NMS CIS EU15 Rest of World

9 Thousand tons Thousand tons Kosovo Thousand hectares Thousand hectares tons Thousand tons WB production trends, raspberry Macedonia Bosnia and Herzegovina Quantity Area harvested Source: FAOSTAT, Eurostat, USAID ha Thousand hectares BiH and Kosovo as young producers are growing fast, while area under raspberry in is declining Area under raspberry in dropped from more than 15 thousand hectares in 211 to 11 thousand in 214. Significant growth of production in both BiH and Kosovo is partly due to high export prices in previous years. Significant decline in area under raspberry in FYR Macedonia followed by record low yield in 216 (4.4 t/ha).

10 Production models - Raspberry BiH Kosovo Poland Spain UK Mexico Open field Open field Open field Open field Polythene tunnels Raised plastic covered bed Polythene tunnels Beneficial Insects Soil or pots Soil sterilization 8% Under tunnels Harvest Hand picking Hand picking Hand picking Hand and machinery picking Hand picking into retail punnet Hand picking into retail punnet Infrastructure Post and wire Post and wire Post and wire, with multiple lateral supports Hand picking into retail punnet.. Cultivars Willamette Meeker Polka (75%) Willamette (1%) Meeker (1%) Tulameen, Autumn Bliss. Willamette (9%) Meeker (5%) others (5%). Glen and Ample line. / autumn: Polka, Polana. Adelita, Tulameen and Glen Lyon Santa Teresa, Santa Cla ra and Santa Catalina Imara, Kweli, Lagorie and Vajolet Driscoll Maravilla, Berry Gem, Berry Jewel, Grandeur, Kwanza Driscoll Riviera Bountiful, Ovation, Paragon Plant Science Varieties Lagorai, Vajolet Sant Orsola varieties Maravilla, Carmina, Esperanza, sevillana, adelita, erika, others.

11 CEFTA production - Strawberry 1% 9% 8% 7% 6% 5% 4% 3% 2% 1% % Production distribution in CEFTA Albania Kosovo Macedonia B&H Montenegro Croatia Situation in CEFTA is changing in recent years Only five years ago, production of strawberries in CEFTA was almost exclusively in one country,. Growth of production in BiH / reached almost 3% of production share in CEFTA. Kosovo is also started with strawberry production in recent years * Source: FAOSTAT, Eurostat Albania Kosovo Macedonia B&H Montenegro Croatia Albania Kosovo Macedonia B&H Montenegro * Missing Kosovo data for 216 so 215 is used for better illustration

12 CEFTA production - Strawberry Average CEFTA share Thousand tons 8% 6% 4% 2% % -2% Production growth of selected countries in relation to CEFTA and their CEFTA share for period Macedonia 4.3 thsd. t 27.3 thsd. t B&H 9.1 thsd. t Croatia 2.7 thsd. t Kosovo.8 thsd. t -2% -1% % 1% 2% 3% 4% 5% 6% Average grovth in relation to CEFTA share Kosovo Macedonia B&H Croatia CEFTA production Thousand hectares is the biggest producer, BiH and Kosovo are growing faster Overall production in CEFTA region is about 4. tons with decrease from 47. in 213 to 36. t in 216. Area under strawberries in CEFTA remains almost the same in the last five years which indicates that yield varies, depending on the weather conditions. Besides BiH and Kosovo, Croatia has also substantially grew in the past five years Source: FAOSTAT, Eurostat Production (t) Harvested area (ha)

13 Production and harvested area - Strawberry tons tons Bosnia and Herzegovina 12, 1, 8, 6, 4, 2, , 35, 3, 25, 2, 15, 1, 5, Source: FAOSTAT, Eurostat 1,35 1,3 1,25 1,2 1,15 1,1 1,5 8, 7, 6, 5, 4, 3, 2, 1, ha ha tons tons 2, 1,5 1, 5 6, 5, 4, 3, 2, 1, Kosovo Quantity produced Area harvested Macedonia ha ha is the biggest producer, BiH and Kosovo are growing faster Kosovo has the highest percentage of growth. Production continued to grow although area stagnated in 215. In BiH, in the last 4 years area under strawberry is growing faster than the quantity produced. In 216 had significant growth in area under strawberry, but production declined which indicates that new, unexperienced producers affected the average yield in the sector. Macedonian production faced first decline in both production quantity and area harvested since 213. However, yield shows growth.

14 EU Production - strawberry Thousand tons 1,2 1, EU production Thousand hectares Spain is dominant EU strawberry producer, Poland in NMS Almost entire production of strawberry in NMS is concentrated in Poland. In average area under strawberry in NMS is bigger than in EU15, but production is a lot lower. EU 15 production (t) NMS production (t) Harvested area EU 15 (ha) Harvested area NMS (ha) Thousands EU 15 production per country in period Thousands NMS production per country in period Poland Romania Bulgaria Hungary Lithuania Czechia Slovenia Cyprus Estonia Slovakia Latvia Malta Prroduction (t) Yield (t/ha) Production (t) Yield (t/ha) Source: FAOSTAT, Eurostat

15 WB production trends Raspberry Current trends Stagnation of the production According to Statistic agency Raspberry production in 216 was 61,875 tons, which is slightly higher than the production in 214 (61,715) and 6% less than in 215 (66,176). Estimation of raspberry production in 217 is about 57,631 tons, which would represent a decrease in production compared to 216 by 6.9%. According to Cold storage Association produces about 8-85, tones of per year. In 216, a record raspberry yield of about 9, tons was achieved, which, with transitional stocks of 15, tons, and from imported 5, tons, amounted to about 11, tons and ranked in the first place on the world exporters. Poland has a production of 85-9, t, the United States, 7, tons, 55-6, t. transferred stocks in 217 were about 25-3, tons. Major production regions are located in the territory of the several municipalities of Central and Western. 9% of the production for more than 45 years is based on floricane variety Willamette. At 198ties cv. Meeker is introduced in production but with limited share. In recent years new raspberry plantations with primocane varieties are established in regions were raspberry was not traditionally grown as Backa in Vojvodina, Raska district (Novi Pazar, Sjenica) and southern (Leskovac, Lebane, Vlad. Han). BiH Increase of the production as consequence of increase of areas and intensification of the production despite the price challenge in 217. Country with high increase of growth of the raspberry production 16% increase per year in comparison to the world growth. Production concentration in Central Bosnia Canton and east BiH very much driven by the collection points (cold storages) Kosovo Increase of the production based on primocane varieties. Regional concentration Podujeva 5%, Ferizaj 1 %, Shterpce 1%, BiH, Kosovo Diversification of the production technologies: BiH producers are not just following prevailing model introduced from but differentiating and developing their models. Kosovo producers are producing quality Polka fruit recognized buy the export market in 216. In primocane variety production is spreading in Vojvodina region., BiH, Kosovo BiH, Kosovo, Producer specialization and contracted relations to cold storages which are pre financing the production by provision of pesticides and fertilizers, but also controlling the production technology and quality of raspberries agreed by contract Introduction of new varieties (Tulamagic, Himbo Top) for the fresh market Implementation of standards (Organic and IPM in BiH, GlobalGAP in Kosovo, organic in )

16 WB production trends Strawberry Current trends In CEFTA region is dominant producer with the modest stagnating production and some increase od fresh export to Russia using the opportunity of absence of EU competitors BiH, Kosovo Bosna and Herzegovina and Kosovo are increasing the production in last 3 years ( ) but the production is still scattered based on donor initiatives or at individual stable and permanent production. BiH, BiH, Kosovo In BiH, production in Herzegovina based on about 3. plans per year in the municipalities Capljina and Ljubusko 5 5%. The prevailing cultivar (9%) is Clery. Strawberry production is concentrated in Celici. There are several attempts to introduce again Senga Sengana favorite processing variety (projects in Bratunac and Srebrenica) but this attempts failed due to the fact that raspberry prices were very competitive at period in comparison to raspberry. There are some indication (increased sales of strawberry planting material in 216) that producers disappointed by the raspberry price in 217 might consider diversifying production on strawberry cultivation

17 Organic production trends Current trends High demand for the certified products (organic) opportunity to sell the conventional if you have certified product Price of organic raspberry 3-4% higher than commercial, easier to sell. ( Willamette.9 euros in 217 and organic certified was 1.17 euros. Heko company is looking for organic now his offer was 1.5 euros for organic. In Zepce currently 4 5 ha are organic, 1-15 ha in perspective Organic certification in Srebrenica via ZZ Srebrenica and Boss Agro Food Nursery in Zeljezno polje established organic certified raspberry mothe rplantation in plants BiH certification body Organska kontrola has high reputation in the region and EU In Kosovo, Zeleni Hit company from cooperates with Eurofruit company on organic certification 5% of the producers in Kosovo are GLOBALG.A.P. certified Future trends General expestations are that good producres will turn part of the production in organic and being certified it in the future In Kosovo expectation is that producers will be certified for GLOBALG.A.P. The national association and USAID project are investing a lot on increse of production practices and standards certification

18 Trade trends

19 Millions Millions 2, 1,5 1, 5 1,2 1, 8 Global trade trend frozen and fresh raspberry Fresh raspberry World export (mirror data) Quantity (kg) Value ($) Frozen raspberry World export (mirror data) Export declining on both markets The value of the raspberry export is about 3 billion dollars. The both fresh and frozen raspberry trade had growing trend until 215. In 215, export of fresh raspberries fresh market reached 1.94 billion USD while frozen export pick was 1.1 billion. Market declined after 28 crises and recovered very fast for the fresh raspberries and in 213 the frozen raspberry market raised until 215. Both fresh and frozen exports declined in Quantity (kg) Value ($) Source: UN Comtrade

20 Millions 3, 2,5 2, 1,5 1, 5 Global trade trend frozen and fresh strawberry Fresh strawberry World export (mirror data) Export stagnating in the last 5 years The value of the strawberry export is over 3, 3 billion dollars. Fresh strawberry export reached 2.5 billion USD and since than is stagnating with decrease from 215. The export of frozen is stagnating from 211 with further drop in 215 and 216. Quantity (kg) Value ($) Millions 1,2 1, 8 Frozen strawberry World export (mirror data) Quantity (kg) Value ($) Source: UN Comtrade

21 Millions 2,5 2, 1,5 1, 5 Fresh blueberry World export (mirror data) Global trade trend blueberry High growth expected to continue Value of blueberry market passed magic 2 billion dollar point in 216. Export value grew more than 16 times in this millennium, and growth in the last decade is around steady 15% yearly. Exported quantity is also rising but at much slower pace. In 216, 2.7 times more blueberries were exported than 1 years ago. With higher demand comes bigger price which almost doubled in case of blueberries from the begging of the century, from 5.1 $/kg in 2 to 9.4 $/kg in Quantity (kg) Value ($) Source: UN Comtrade

22 Million dollars Average World share Top 2 exporters CEFTA CIS NMS EU15 Rest of the World Source: Systematization of authors Export trend for selected countries relation to World average for period % 18.9 mill. $ 255. mill. $ 3% mill. $ 25% 2% 43. mill. $ 15% 41.3 mill. $ Macedonia 1% Kosovo thsd. $ 5% 12.4 mill. $ thsd. $ 9.6 thsd. $ % B&H -5% 2.1 mill. $ 21.8 mill. $ 11.2 mill. $ -5% % 5% 1% 15% 2% Source: UN Comtrade Average growth in relation with World B&H Kosovo CEFTA NMS EU15 Poland Spain Netherlands Chile Albania Macedonia Global trade Frozen raspberry Main trends:, Poland and Chile are main exporters of the frozen raspberry is the leader in raspberry export with average value of over 25 million USD per year Export from BiH is increasing 24 pp in comparison to world growth Spain as the one of the biggest exporters of the fresh raspberry is also growing fast in frozen raspberry export

23 Million dollars mil. $ Mexico Spain USA Source: Systematization of authors Source: UN Comtrade Export trend for selected countries and country groups (average) in relation to world average growth in period % mill. $ mill. $ 15% 22.2 mill. $ 7.7 mill. $ 6.7 mill. $ Macedonia thsd. $ Netherlands Portugal Top 2 exporters Morocco Poland 2.5 mill. $ Belgium Germany Guatemala South Africa France Chile 73.8 mill. $ 27.5 mill. $ Italy CEFTA CIS NMS EU15 Rest of the World United Kingdom Canada 3.2 mill. $ 17.5 mill. $ 1.5 mill. $ 7.7 mill. $ B&H thsd. $ Kosovo thsd. $ -5% -3% -1% 1% 3% 5% 7% 9% 11% 13% 15% Source: UN Comtrade Average growth in relation with World B&H Kosovo CEFTA NMS Austria EU15 Poland USA Spain France Netherlands Belgium Chile Macedonia Germany Ireland Denmark 15 Global trade Fresh raspberry 1,46 Top 1 exporters in Million USD 1% 5% % -5% Mexico Spain USA Portugal Morocco Netherlands Poland Guatemala Germany Belgium Average World share Main trends: Spain is main player at the EU fresh raspberry market. Spanish companies are also producing in North Africa countries Netherland transferred the raspberry in greenhouse crop and earning over 7 million USD Even with small average export value the growth of export of fresh raspberries from BiH is important In last 15 years the quantity of fresh raspberries that were traded in the world doubled, while the value of trade increased almost two and a half times. World raspberry trade is increasing - an average of about 6% of raspberries goes to the international market and in the last 1 years has been an upward trend. Expectations are that it will increase trade in the coming years, primarily with fresh raspberries.

24 Average World share Million dollars 15% 1% 5% % -5% Kosovo 1.2 thsd. $ Top 2 exporters CEFTA CIS NMS EU15 Rest of the World Source: Systematization of authors Export trend for selected countries relation with World average for period % mill. $ 11.2 mill. $ 36.8 mill. $ 14.3 mill. $ 41.7 mill. $ 11.2 mill. $ mill. $ 5.8 mill. $ 38.9 mill. $ Macedonia thsd. $ 22.3 mill. $ 5.7 mill. $ B&H 1.3 mill. $ thsd. $ -1% -8% -6% -4% -2% % 2% 4% Average growth in relation with World B&H China Kosovo CEFTA NMS EU15 Poland USA Spain Source: UN Comtrade Global trade Frozen strawberry Main trends: Export trend of main players on the market is slowing down lagging after the world average in the past five years. Poland is important player at the frozen strawberry market and is most competitive at EU market. Mexico and China export is not influencing offer at EU.

25 Million dollars Average World share 35% 3% 25% 2% Top 2 exporters CEFTA CIS NMS EU15 Rest of the World Source: Systematization of authors Export trend for selected countries with World average for period mill. $ mill. $ 15% 87.2 mill. $ 23.9 mill. $ 1% 43. mill. $ Macedonia 5% 28.7 mill. $ 1.8 mill. $ 1.5 mill. $ 27.6 mill. $ % 9.1 mill. $ 2.7 mill. $ B&H -5% 45.1 thsd. $ -14% -12% -1% -8% -6% -4% -2% % 2% 4% 6% 8% Average growth in relation with World B&H CEFTA NMS EU15 Poland USA Spain Italy Netherlands Macedonia Turkey Global trade Fresh strawberry Main trends: Spain is main player at the strawberry fresh market with export reaching 7 million euros. However, in Spain strawberries are decreasing replaced by the blueberries and raspberries. This trend started since 214 and it was motivated by a number of bad seasons in a row. The reason for the bad season were the low prices caused by the overproduction. is increasing the export using the opportunity of absence the EU strawberry at the Russian market. Source: UN Comtrade

26 Million USD Distribution of soft fruit export value in the WB BiH 215 Kosovo Value of export Export distribution 216 Macedonia Raspberries Strawberries Blueberries and other berries 215 Albania 216 region The marketing and value of export of raspberry is dominant The value of raspberry export in 4 of 5 analyzed countries is prevailing among the other soft fruits. The main driver for dominance of raspberry were the period of relatively high export prices at period which also stimulated the higher raspberry purchase prices. 1% 8% 6% 4% 2% % BiH Kosovo Macedonia 215 Albania Raspberry Strawberry Source: UN Comtrade and Ministry of Agriculture Kosovo Raspberries Strawberries Blueberries and other berries Comparison of producer price of strawberry and raspberry in Kosovo

27 Frozen raspberry trade trends Thsd.USD Thsd.USD Trade balance: , , 1 3, 25,.8 2,.6 15,.4 1, 5, Trade balance Import Export Source: UN Comtrade Trade balance: BiH , 4, 35, 3, 25, 2, 15, 1, 5, Trade balance Export Import Source: UN Comtrade Thsd. USD Trade balance: Kosovo Source: UN Comtrade Trade balance: Macedonia Thsd. USD 7, 6, 5, 4, 3, 2, 1, Trade balance Export Import Trade balance Import Export Source: UN Comtrade Positive balance in analysed countries The value of raspberry export from increased for over 5% in USD currency from 212 to 215 while in 216 followed the decline as the global and EU trends. The value of export from BiH tripled from 212 to 216. The export value of Kosovo raspberries is rapidly growing with a pace of around 1, % a year. In 216. Kosovo exported 8 million USD worth of raspberries, 28.7 times more than in 211. Macedonia stabilized on highest export in a decade, after few years of big fluctuations on the export side of trade.

28 Export destinations frozen raspberry Main destinations for frozen raspberry is EU15, followed by CEFTA countries Source: UN Comtrade Bosnia and Herzegovina is exporting EU15 countries like Sweden, Germany, Austria and Belgium. More then 36% of export is to. More than 8% of s frozen raspberries ends on EU15 markets Kosovo exports mainly in EU 15 and CEFTA countries ( and Macedonia) Macedonia exports almost half of it s modest quantity of frozen raspberries to

29 Fresh raspberry trade trends Thsd.USD Thsd.USD Trade balance: , 15, 1, 5, Import Export Trade balance Source: UN Comtrade Trade balance: BiH Export Import Trade balance Thsd. USD Thsd. USD Trade balance: Kosovo ,5 2, 1,5 1, Import Export Trade balance Source: UN Comtrade Trade balance: Macedonia , 1,5 1, Import Export Trade balance Positive balance in analysed countries is showing cyclic trade trends with a few years of high and low export. Kosovo has a high growth trend passing BiH in value of export in recent years BiH is showing slow decline in export following high growth from year 21 Macedonian export is less then 5 thousand USD with exception of 211 when they exported more than 1.5 million dollars of fresh raspberry to Austria. Source: UN Comtrade Source: UN Comtrade

30 211 Albania Croatia Kosovo B&H Montenegro CEFTA trade frozen raspberry 216 Albania Croatia Kosovo B&H Montenegro Situation in CEFTA is changing in recent years Five years ago was almost the only player on international market among CEFTA countries. Over the years other countries, mostly BiH and also Kosovo is gaining on market share. Export distribution among CEFTA countries Source: UN Comtrade, Eurostat, Kosovo Ministry of Agriculture 216 Croatia Albania Macedonia Montenegro B&H Kosovo

31 211 Croatia B&H Macedonia Export distribution among CEFTA countries** CEFTA trade fresh raspberry 215* Croatia B&H Macedonia Situation in CEFTA is changing in recent years is still dominant exporter in the region, BiH is becoming important player while Kosovo export is growing fast In 211 Macedonia exported 2% of fresh raspberries, but in on 215 is exporting 97% of fresh raspberries from the CEFTA region. Macedonia Montenegro B&H Source: UN Comtrade, Eurostat Croatia * Due to lack of data for 216, previous year was used in order to get more realistic picture. ** 216 data missing for Macedonia and Croatia. Indications are that Macedonian export is insignificant in 216.

32 EU trade frozen and fresh raspberry Big importer, but also exporter Million USD Million USD EU 15 trade frozen EU 15 export price EU 15 import price EU 15 export value EU 15 import value NMS trade frozen NMS import price NMS export price $/kg $/kg Million USD Million USD EU 15 trade fresh EU 15 export price EU 15 import price EU 15 export value EU 15 import value NMS trade fresh NMS import price NMS export price $/kg $/kg EU 15 import is about 1.5 billion USD is divided on import of frozen raspberries valued which had growth from 526 Million USD in 212 to about 7 millions in 213, 214 and 215 and dropped in 216 at 588 millions. The average import unit value were on average 3 USD/kg and in 216 still 3.25 USD/kg. The value of import of fresh raspberries doubled from 35 to 7 million USD at , but also dropped at 216 for 5 million USD. The average import unit value is over 7 USD/kg reaching in USD/kg. The NMS export value had growth trend up to 214 and then the export reached the maximum at 276 million USD. However, then the decline stated and in 216 the export was 196 Million USD. Export of fresh raspberries in EU NMS which had growth trend p to 215 decreased in 216. NMS import value Source: UN Comtrade NMS export value NMS import value NMS export value

33 15 Spain Poland Germany Macedo Hungary Italy Netherl Morocco France 1 Austria 5 $/kg Country specific import fresh raspberry Spain B&H Austria Italy Mexico Germany Other Croatia Morocco 25 2 Slovenia $/kg EU countries have significant share in n and BiH export Russia is the only country importing outside of the Europe (counter season) - 1, 2, 3, Import quantity Export price Tons Tons Series1 Series2 Source: UN Comtrade Germany $/kg Russian Federation $/kg Poland Spain Portugal Mexico Netherl Morocco USA Italy Belgium Mexico Belarus Kazakhstan Morocco Netherlands Poland USA Portugal Spain - 2, 4, 6, 8, 1, Tons Series1 Series Tons Series1 Series2

34 Country specific import frozen raspberry $/kg B&H Poland Germany Bulgaria Monten Austria Macedo China Belgium France - 1, 2, 3, Import quantity Export price Tons Source: UN Comtrade Sweden $/kg Poland B&H Belgium Germany Hungary Netherlands Norway China United - 1, 2, 3, Series1 Series2 Tons Poland and dominant suppliers Besides in, BiH is significant supplier of frozen raspberries to Sweden Germany imports mostly from Poland and. BiH isn t among top 1 suppliers. is also significant supplier of frozen raspberry to Russian market Germany $/kg Russian Federation $/kg Poland Belgium Chile Netherl China Austria Bulgaria Czechia Ukraine Poland China Belarus Chile Ukraine Belgium San Marino France Netherlands - 1, 2, 3, 4, 5, Series1 Series2 Tons - 2, 4, 6, 8, Series1 Series2 Tons

35 CEFTA trade fresh and frozen strawberry Million USD CEFTA trade frozen Price, although the biggest exporter, is growing slower than CEFTA average CEFTA is net exporter for both fresh and frozen strawberry Million USD CEFTA trade fresh Price Export price Import price Export value Import value Export price Import price Export value Import value Average CEFTA share 1% 8% 6% 4% 2% Export trend for selected countries relation with CEFTA average for period Macedonia thsd. $ B&H thsd. $ 5.7 mill. $ Montenegro thsd. $ Croatia 67.9 thsd. $ % Albania -2% 1.1 thsd. $ -4% -3% -2% -1% % 1% 2% 3% Average growth in relation with CEFTA Albania Croatia Kosovo B&H Montenegro Macedonia Source: UN Comtrade Average CEFTA share 1% -2% Export trend for selected countries relation with CEFTA average for period % 6% 4% 2% % Macedonia 1.5 mill. $ Croatia thsd. $ 9.1 mill. $ B&H 45.1 thsd. $ Montenegro 2.7 thsd. $ Albania 23.2 thsd. $ -3% -2% -1% % 1% 2% 3% Average growth in relation with CEFTA Albania Croatia B&H Montenegro Macedonia

36 CEFTA trade fresh strawberries 1% 9% 8% 7% 6% 5% 4% 3% 2% 1% % Export structure of CEFTA countries Albania Croatia Kosovo B&H Montenegro Macedonia is dominant fresh strawberry trade player in CEFTA region Export of strawberries from Croatia declined after joining the EU. Macedonian export boosted in 215 but since it was to Belorussia, it might have import origin Albania Croatia Kosovo B&H Montenegro Macedonia Albania Croatia Kosovo B&H Montenegro Source: UN Comtrade

37 CEFTA trade frozen strawberries 1% 9% 8% 7% 6% 5% 4% 3% 2% 1% % Export structure of CEFTA countries Albania Croatia Kosovo B&H Montenegro Macedonia dominate the market. BiH declining exports more than 9% of frozen strawberries in CEFTA. BiH reached nearly 2% of CEFTA share in 214, but export is being declining since. BiH ended on less than 7% share in Albania Croatia Kosovo B&H Montenegro Macedonia Albania Croatia Kosovo B&H Montenegro Macedonia Source: UN Comtrade

38 Trade balance frozen strawberry Million USD Million USD Strawberry frozen trade balance: Export Import Trade balance Source: UN Comtrade Strawberry frozen trade balance: BiH Export Import Trade balance Thousand USD Thousand USD Strawberry fresh trade balance: Macedonia Export Import Trade balance Strawberry fresh trade balance: Kosovo Export Import Trade balance Export decline except for has positive trade balance on export of strawberries. Significant growth in export of fresh strawberries, while growth in trade balance of frozen strawberries is caused more by lower import. BiH export of frozen strawberries is rapidly slowing down, while import has risen in 216. BiH is net importer of fresh strawberries Macedonia started importing frozen strawberries, while export is rapidly declining Kosovo had sporadic export but is mostly net importer of frozen strawberries

39 Million USD Strawberry fresh trade balance: Export Import Trade balance Source: UN Comtrade Strawberry fresh trade balance: BiH Million USD Export Import Trade balance Thousand USD Thousand USD Trade balance fresh strawberry Strawberry fresh trade balance: Macedonia Export Import Trade balance Strawberry fresh trade balance: Kosovo Export Import Trade balance Export decline except for is increasing the export of fresh strawberries and in 216 reached almost 2 million dollars. BiH export of fresh strawberries is not significant. BiH is net importer of fresh strawberries Macedonia had increase in export mostly to Russia and Belarus following the sanctions between Russia and EU, but in 216 is back where it was before these sanctions Kosovo is net importer of fresh strawberry

40 Global export and import trends - blueberry Demand for blueberry is mostly in the America and the EU Average World share 4% 35% 3% 25% 2% 15% 1% 5% % -5% -1% Export trend for selected countries in relation with World average for period mill. $ 13.8 mill. $ 1.3 mill. $ mill. $ B&H thsd. $ 76.3 mill. $ mill. $ 27.3 mill. $ mill. $ 49. mill. $ 21.3 mill. $ thsd. $ 8.5 mill. $ 5. mill. $ -15% -1% -5% % 5% 1% 15% Average growth in relation with World B&H CEFTA NMS EU15 Poland USA Spain Italy France Netherlands Chile Argentina Germany Source: UN Comtrade Top 2 World importers for period $/kg USA United Kingdom Canada Netherlands Germany Norway China Spain Belgium China, Hong Kong SAR Switzerland France Japan Italy Denmark Australia Austria Sweden Singapore Lithuania Million USD Source: UN Comtrade

41 Million USD Million USD 2,5 2, 1,5 1, World trade Price Value NMS trade EU 15 trade $/kg Million USD $/kg $/kg EU trade - blueberry Blueberry trade is taking place outside Europe EU 15 import value increased from 4 to 7 million USD. Import price in last 3 years were between 7 and 8 euros. EU NMS import doubled at the same period increasing from 2 to 45 million USD and prices were lower than in EU 15. NMS export price increased from 3 to 7 million USD. NMS import price NMS export price EU 15 import price EU 15 export price NMS import value Source: UN Comtrade NMS export value EU 15 import value EU 15 export value

42 Million USD European Union countries average trade balance for period EU average trade balance - blueberry EU market is very limited There are three big importers in the EU. Germany, Netherlands and UK are the only ones with yearly import of over 5 million USD. Netherlands is big exporter, second in the EU, after Spain. Poland is the third exporter in the EU and country with a second best trade balance, again after Spain Bulgaria Cyprus Czechia Estonia Hungary Latvia Lithuania Malta Poland Romania Slovakia Slovenia Austria Belgium Denmark Finland France Germany Greece Ireland Italy Luxembourg Netherlands Portugal Spain Sweden United Kingdom NMS EU15 Export Import Trade balance Source: UN Comtrade

43 Thousand USD Thousand USD , 1,5 1, 5 Trade balance BiH Export Import Trade balance Trade balance Thousand USD Thousands 2,5 2, 1,5 1, 5 1,5 1, 5 Trade balance Kosovo Export Import Trade balance Trade balance Macedonia Export Import Trade balance Export Import Trade balance WB trade - blueberry BiH exports more than two thirds of its blueberries to only two countries After a record export of more than 55 thousand USD in 214, BiH blueberry is on a steep decline. In 216 BiH hit record low when total value of export dropped under 1 thousand USD for the first time in a decade. Two thirds of Bosnian blueberries ends on Slovenian and n markets. After big export growth, Macedonian trade of blueberries is almost non existant. Source: UN Comtrade

44 BiH exporting destinations for period BIH and Macedonia trade - blueberry Slovenia Germany Belarus Croatia Austria Turkey Czechia Blueberry from the region are having limited market. Macedonia exports more than 8% to only two countries, While BiH supplies four countries with the same percentage of its blueberries Macedonia exporting destinations for period Austria Belarus Germany Poland Russian Federation Slovenia Montenegro Netherlands Source: UN Comtrade

45 Top import destinations of selected countries - blueberry Price is diverse and depends on the supplier All countries import mostly from Chile and Spain. Argentinian blueberries are the most expensive. United Kingdom Thousand tons Netherlands Thousand tons Germany Thousand tons Chile Spain Netherlands Poland Chile Spain Germany Greece Spain Chile Netherlands Poland Argentina Argentina Argentina South Africa Poland France Germany Belgium Morocco Morocco USA Romania USA France Uruguay Canada Uruguay Italy 15, 1, 15, $/t 1, $/t 5, $/t $/t 15, $/t 1, $/t 5, $/t $/t Source: UN Comtrade Source: UN Comtrade Source: UN Comtrade 5, $/t

46 BiH export and competition of main import destinations Three quarters of blueberries BiH exports to closest neighbours, While Macedonian export is more diverse, Slovenia and Croatia are main destinations for BiH blueberries. BiH is also one of main suppliers for these countries. For it s other top destinations BiH is either not in their top 1 suppliers or is one of the most expensive suppliers (Turkey). Macedonia exports only 22% to neighboring countries. The rest of Macedonian blueberries goes mostly to the EU 2 Slovenia import $/kg 15 import 1 5 $/kg Austria Spain Chile Romania Montenegro B&H Croatia Spain Costa Rica Import quantity Export price Tons Tons 15 Germany import 1 5 $/kg 15 Russia import 1 5 $/kg 6 Turkey import $/kg Spain Chile Netherlands Poland Argentina Morocco France Peru Romania Uruguay Belarus Chile Poland Spain Morocco Peru Argentina Mexico Netherlands USA Canada Chile Peru Spain Morocco Netherlands B&H Poland Argentina Source: UN Comtrade - 1, 2, 3, 4, 5, Tons Tons Tons

47 WB trade trends - Raspberry Current trends, BiH, Kosovo BiH, Kosovo, BiH, Kosovo Berry sector in, BiH and Kosovo is focused on processed, frozen product export. CEFTA trade is based on frozen raspberries export. Trade value had growing trend from 212 to 215 reaching 35 million USD and dropped in 216. Export of fresh raspberries from the region had promising trend up to 214 and then declined, both in value and prices. Value of export from BiH tripled from 212 to 216. Export value of Kosovo raspberries is rapidly growing: Kosovo exported 55 thousand USD worth of raspberries, almost 7 times more than in 211. Bosna and Herzegovina main export destinations are EU 15 where BiH exports 46 % and where BiH is selling 36% of exported value. 9-95% of raspberry production is exported, and again majority is exported as frozen (about 95%). Export destination is European Union (Germany, France, Belgium, Holland, Great Britain, Austria, Italy) and the United States. Germany and France are the largest buyers of n raspberries and exports to these two countries account for over 5% of total exports. The biggest customers of fresh raspberries are Austria, Germany and Italy, and over 9% of raspberries are exported to these three countries There are over 17 business entities exporting the raspberries, of which four are covering 25-3% of total exports, while the first eight make 37-44% of total exports. According to data main raspberry exporter is company "Altiva" Ltd. Belgrade, whose main activity is the production of fruit juices. This company exports mainly to Germany and France and its exports accounted for about 1% of total raspberries in observed period. Among the first four exporters are also "Stanić" doo from Arilje, Sirogojno Company Ltd. from Sirogojno and "Crops & Partners" Ltd. from Belgrade which individual shares in exports range between 4% and 7%. The significant part of the frozen product from BiH, Kosovo and Macedonia is sold via n companies imported to nd than reexported to EU. The four n importers together constituting about 5% of imports by quantity and value. The importers vary form year to year. In 217 the biggest importer were company "Fru com plus" from Varvarin and among the four leading importers in the past three years are also "Crops & Partners from Belgrade (leading importer in 215 and 216), "Sirogojno Company2" from Sirogojno, "Lukafood" doo from Umcara, "DBR Proizvodnja" from Belgrade and "Stanić" from Arilje.

48 Million USD Top 2 exporters Million USD World export Fruit planting material trade Fruit seedlings export is constantly growing Bearing in mind the major problem in berry fruit sector is quality of planting material on one hand and on other hand successful Netherland investments and partnership in two fruit planting material nurseries in (Seveplant doo and Fleunerra doo) study considered that example of fruit planting material example can be the example for the berry sector in the region. is the World s 1 th exporter of fruit seedlings. Among first ten exporters, besides, USA and Canada are the only country outside EU. Source: UN Comtrade

49 Where does exports planting material? Top 2 importers from Fruit planting material export is constantly growing Russian Federation TFYR of Macedonia Ukraine Bosnia Herzegovina Netherlands Poland Kazakhstan Montenegro Germany Bulgaria Rep. of Moldova Croatia United Kingdom Georgia Kyrgyzstan 1% 8% 6% Million USD Structure of n export More then 4% of n planting material ends on Russian market Other important markets are in the region BiH and FYR Macedonia as well as CIS - Ukraine Hungary Czech Rep. Romania Italy Morocco Others 4% 2% % CEFTA EU Russia Others Million USD Source: UN Comtrade

50 Competition at export markets Italy Poland Germany Netherlands Ukraine Latvia France Rep. of Hungary Greece Belarus Austria Belgium Finland Turkey Azerbaijan Georgia Spain USA Others Top 2 exporters to Russia Italy Greece Turkey Bulgaria Ukraine France Slovenia Albania Croatia Netherlan Bosnia Poland Germany Hungary Exporters to Macedonia Italy Poland Switzerland Hungary Austria Kazakhstan Germany USA Czech Rep. Others Top 2 exporters to BiH % 1% 1% 8% 8% 8% 6% Others 6% Others 6% Oth 4% EU 4% EU 4% EU 2% CEFTA 2% CEFTA 2% CEFT % % % Source: UN Comtrade

51 Price trends

52 Export price trends compared to importer prices frozen raspberry BiH and n prices significantly higher than Polish Export prices are showing the period of higher prices started from 212 harvest season and dropped starting from November 215. Export prices from and BiH are following each other. Poland price competitiveness are based on lower costs of production and the fact that harvest is always after the harvest in (and BiH), the countries which are first at the market, thus establishing the actual season prices. Export prices Import prices EUR/kg Jan May Sep Jan May Sep Jan May Sep Jan May Sep Jan May Sep Jan May Sep Jan May Sep Jan May Jan Apr Jul Oct Jan Apr Jul Oct Jan Apr Jul Oct Jan Apr Jul Oct Jan Apr Jul Oct Jan Apr Jul Oct Jan Apr Jul Oct Jan Apr Source: ITC Trade Map Poland BiH Source: ITC Trade Map Germany France Austria

53 Export price trends compared to importer prices frozen raspberry Export prices* Import prices EUR/kg Jan Mar May Jul Sep Nov Jan Mar May Jul Sep Nov Jan Mar May Jul Sep Jan Mar May Jul Sep Nov Jan Mar May Jul Sep Nov Jan Mar May Poland BiH Kosovo Macedonia Germany France Austria Source: ITC Trade Map * No monthly data for Kosovo. Average yearly data on the graph Source: ITC Trade Map

54 Export and farmgate price comparison The comparison of average export price, average purchase price are showing that at period before 212 producers get about 5% of the export price, but at period producers benefited from the higher market prices getting in 6 7% from the export price, in BiH about 66-67% in 213 to 215 and in %. Poland is price competitive raspberry producer with increasing export unit value trend. Producers in Poland are getting lower purchase prices then in BiH, and Kosovo but the ratio of purchase price in export unit value price is higher. Prices in Euros BiH Farmgate Export UV % of export price producer gets 51% 57% 68% 66% 67% 59% Kosovo farmgate Export UV % of export price producer gets 59% 51% 54% 58% 66% 75% Farmgate Export UV % of export price producer gets 51% 63% 72% 56% 67% 64% Poland Farmgate price (Selling price) Export UV % of export price producer gets 5% 57% 73% 75% 71% 81% 9% 8% 7% 6% 5% 4% % of export price producer gets BiH Kosovo Poland BiH Kosovo Poland Source: UN Comtrade, Ministries of Agriculture, Market data Export price Price paid to producer

55 Current trends - prices Current trends BiH Kosovo In 212 there was a rise of frozen raspberry price and export begins to grow and in 216 reach a 2.57 /kg. in the observed period is slightly above the average export price of raspberries in 216. In 217, there was a decline in the average export price of raspberries. The average export price of fresh raspberries is lower by 31% and frozen raspberries by 14% compared to 216, which resulted in the average export price of raspberries in 217 was 2.18 EUR / kg, which is 15% lower than in the previous year. Average export price of frozen raspberries is following the n price even in 216 it was over the n average price. Frozen product from Kosovo is price competitive following the Polish price since the product and production model is same as in Poland. The average import price of raspberries in the first ten months of 217 amounted to 1.59 EUR / kg. Average import price of raspberries originating in Bosnia and Herzegovina, from which contributes 75% of imports, amounted to 1.53 euros / kg. Customs Administration Main 15 exporters: Altiva doo Beograd, Crops & Partners Ltd. Belgrade, Lukowa doo Belgrade, Sirogojno Company doo Sirogojno, YUBE doo Požega, Elixir Food doo Šabac, Stanić doo Arilje, Z.A. Fruit doo Valjevo and Agropartner doo Lučani, Frucom Food doo Arilje, IQF doo Požega, ITN Group doo Belgrade (Zemun), Master Fruits (Master Fruits2) Ltd. Belgrade (Borca), Mondi Lamex Ltd. Vrdila (Kraljevo) and Zadrugar doo Ljubovija. Two companies (Altiva and IQF) do not deal with the purchase of raspberries, but exclusively deal with the wholesale of deep-frozen raspberries. Out of the aforementioned 13 companies participated with 5.8% (quantity) and 53.4% (value) in the total export of raspberries in 216, ie with 5.1% (quantity) and 55.1% (value) in the first ten months in 217. If the total quantities purchased by the companies included in the sample are compared with the official statistics on the annual raspberry production, the conclusion is drawn that 13 participants in the sample market are purchasingabout 45% of the total quantities produced. Export price shown in the customs declaration also includes the price of packaging and the price of transport. Namely, most goods are exported in printed bags of 5, 65 or 75 grams net, or in printed boxes of 3 and 5 grams net, and go directly to retail systems. The price of packaging is a significant factor here, including bags and a transport box, and can range from 1-11 cents per kg, to up to 2 cents per box of 3 grams or plastic containers for Meeker. The price of the transport goes from the minimum 8 cents to 17 cents per kg.

56 Competitiveness index raspberry and BiH among most competitive countries Competitiveness index based on analysis of the 27 indicators in comparison to EU, CIS and CEFTA competitors is showing that and BIH are among 1 most competitive producers of raspberry among analyzed competitors. Shift to fresh market secured Spain to be the most competitive raspberry producer at period Spain Poland Portugal Bulgaria Germany United Kingdom B&H France Netherlands Russian Federation Ukraine Belgium Italy Hungary China Lithuania Austria Cyprus Sweden Azerbaijan Finland Estonia Croatia Ireland Romania Denmark Moldova Czech Rep. Macedonia Montenegro Kyrgyzstan Latvia Belarus Slovenia Luxembourg Greece Slovakia Malta Iran Armenia Georgia Albania Uzbekistan Kazakhstan Turkmenistan Tajikistan Source: SEEDEV Competitiveness study 217 CEFTA SC CIS NMS EU15

57 Competitiveness index.8 Competitiveness index of (average World, CEFTA, EU) Fruits Vegetables Cereals Industrial crops Animal products Wine Source: SEEDEV Competitiveness study 217

58 Competitiveness index BiH.9.8 Competitiveness index of Bosnia and Herzegovina (average World, CEFTA, EU) Source: SEEDEV Competitiveness study 217 Fruits Vegetables Cereals Industrial crops Animal products Live animals Wine

59 Opportunities at third markets

60 Fresh raspberry at third markets Average World share 3.% 2.5% 2.% 1.5% 1.%.5%.% -.5% Import growth in relation to the World and the World share ( ) 8.2 mill. $ 36.6 mill. $ 2.2 mill. $ thsd. $ 2.3 mill. $ 4.4 mill. $ 56. thsd. $ -4% -2% % 2% 4% 6% 8% 1% 12% Average growth in relation to the World CIS MENA Gulf Russia Turkey NMS EU15 Opportunities The import of fresh raspberries increasing in Gulf region at period by the 93 pp faster than world average growth and reached in 216 almost 8 million euros. The MENA and Turkey are became consumers of fresh raspberries. Import to Russia decreased after 214 EU ban but the opportunity for this market is existing. Million USD Import Import growth (21=1) Turkey CIS MENA Gulf Russia Turkey CIS MENA Gulf Russia World Turkey

61 25 Mexico Netherl Kyrgyzst Poland USA Moldova Morocco Israel Lithuania Turkey 2 15 CIS 1 5 $/kg USA Netherlands Mexico Spain Chile Portugal Argentina United Kingdom Tunisia Peru 25 2 Fresh raspberry at third markets MENA $/kg Opportunities Netherlands is besides the USA and Mexico one of the major supplier of the CIS, MENA, Gulf, Russia and Turkey markets Quantity exported Export price Tons 5, 1, 15, 2, Quantity exported Export price Tons Gulf $/kg 2 15 Russia 1 5 $/kg Turkey $/kg USA Netherlands Mexico Spain Chile Portugal Argentina United Kingdom Tunisia Peru Mexico Netherlands USA Portugal Spain Belgium Poland Kazakhstan Morocco Belarus Mexico Netherla United Portugal Belgium Spain Morocco Guatem Chile Guam 5, 1, 15, 2, Quantity exported Export price Tons 5 1, 1,5 2, 2,5 Quantity exported Export price Tons Quantity exported Export price Tons

62 Frozen raspberry at third markets Average World share 6.% 5.% 4.% 3.% 2.% 1.%.% Import growth in relation to the World and the World share ( ) 13.1 mill. $ 43.2 mill. $ thsd. $ thsd. mill. $ $ 2.8 mill. $ 827. thsd. $ Opportunities Russia and CIS region are importers of the frozen raspberry. Also Turkey in last 2 years is importing over 4 million $ of frozen raspberries. -1.% -4% -2% % 2% 4% 6% 8% 1% Average growth in relation to the World CIS MENA Gulf Russia Turkey NMS EU15 Import Million USD Import growth (21=1) CIS MENA Gulf Russia Turkey CIS MENA Gulf Russia Turkey World

63 Frozen raspberry at third markets 5 4 CIS $/kg 1 8 MENA $/kg Turkey $/kg.5 China Poland Russian TFYR of Ukraine San Marino Germany Turkey Uzbekistan Poland France Chile Belgium United Kingdom India Bosnia China France Poland Uzbekistan Romania Netherla Bulgaria Hungary 1, 2, 3, 4, Quantity exported Export price Tons Quantity exported Export price Tons 5 1, 1,5 Quantity exported Export price Tons 25 2 Gulf $/kg Russia $/kg.5 France Netherlands Chile Poland United Kingdom India Iran Belgium Poland China Belarus Ukraine Chile Netherlands Belgium France Mexico Quantity exported Export price Tons 1, 2, 3, 4, 5, Quantity exported Export price Tons

64 Fresh strawberry at third markets Average World share 4.5% 4.% 3.5% 3.% 2.5% 2.% 1.5% 1.%.5%.% -.5% -1.% Import growth in relation to the World and the World share ( ) 9. mill. $ 79.7 mill. $ 6.4 thsd. $ 9. mill. $ 13.2 mill. $ 5.9 mill. $ 4.5 mill. $ -3% -2% -1% % 1% 2% 3% 4% 5% 6% 7% Average growth in relation to the World Opportunities Before the EU ban, Russia import market reached over 12million $ and after that decreased at 32 million in 216. Growing markets are CIS, MENA and Gulf markets. CIS MENA Gulf Russia Turkey NMS EU15 Import Import growth (21=1) Million USD CIS MENA Gulf Russia Turkey CIS MENA Gulf Russia Turkey World

65 Frozen strawberry at third markets Average World share 4.5% 4.% 3.5% 3.% 2.5% 2.% 1.5% 1.%.5%.% -.5% -1.% Import growth in relation to the World and the World share ( ) mill. mill. $ $ 33.1 mill. $ 18.6 mill. $ 2.1 mill. $ 34.7 thsd. $ thsd. $ -25% -2% -15% -1% -5% % 5% 1% 15% 2% 25% Average growth in relation to the World Opportunities Import of frozen strawberries at main market destinations EU15 and Russia is declining. Only Turkey increased the import of frozen strawberries in last years CIS MENA Gulf Russia Turkey NMS EU15 Import Million USD CIS MENA Gulf Russia Turkey Import growth (21=1) CIS MENA Gulf Russia Turkey World

66 Blueberry at third markets Average World share 3.% 2.5% 2.% 1.5% 1.%.5%.% -.5% Import growth in relation to the World and the World share ( ) 4.6 mill. $ 7.7 mill. $ 2.7 mill. $ thsd. $ thsd. $ thsd. $ 1. mill. $ -4% -2% % 2% 4% 6% 8% 1% 12% 14% 16% 18% Average growth in relation to the World Opportunities Gulf and MENA are increasing import of blueberries over 1 pp per year at period CIS MENA Gulf Russia Turkey NMS EU15 Import 14,, 12,, 1,, 8,, 6,, 4,, 2,, Import growth (21=1) Gulf CIS MENA Gulf Russia Turkey CIS MENA Russia Turkey World Gulf

67 Blueberry at third markets 2 15 CIS 1 5 $/kg MENA $/kg Turkey $/kg Poland Morocco Peru Lithuania Guinea- Russian Ukraine Chile Israel Netherl USA Spain Chile United Arab Emirates South Africa Argentina Netherlands Peru Poland Lebanon USA Chile Peru Spain Morocco Canada Netherl Bosnia Argentina Uruguay , Quantity exported Export price Tons 5 1, 1,5 2, Quantity exported Export price Tons Quantity exported Export price Tons 15 1 Gulf 5 $/kg Russia $/kg USA Spain Chile United South Argentina Netherl Peru Lebanon Poland 5 1, 1,5 2, Quantity exported Export price Tons Chile Spain Poland Peru Morocco Argentina Mexico Belarus Netherlands 5 1, 1,5 2, Quantity exported Export price Tons

68 VC Production Small producers with old plantings or the producers newcomers to the sector driven by policy signals Stable, commercial producers contracted by the company cold storage owner Sales and consumption Processing Cold storages with capacity up to 5 t 21% of total capacity Industry Cold storages with capacity 5 2, t 26% of total capacity Cold storages with capacity over 3, t 51% of total capacity EU importer Retail Import

69 Raspberry VC main characteristics BiH Kosovo Not possible even to estimate the number of producers. There is a number of professional commercial producers usually contracted by the companies cold storages. On contrary to them there is also a large number of the producers driven by the high expectation from media, donors, politicians which entered the sector as a consequence od expectation that berry production at small household can provide existence at rural region. Their entry and exit from the production cause instability in the sector both in terms of price and quality. Cold storage capacities with freezing regime in are about 31. tons (MAFWM register) At the period large number of small cold storages (5 to 5 t) appeared in major raspberry regions. They were intermediators purchasing during the harvest and selling to companies exporters after the season. The cold storages with capacities over 3 t are over of 5% ot total capacities. It is obvious that in last several years the concentration of purchase is ongoing but competition at purchase level exists The sale of frozen berries is both for industry and retail. The companies with larger capacities and quality able to provide continuous supply are selling to EU retail. Others are selling to EU importers (majority) or directly to the processing industry. Fluctuation of the number of producers but estimation is that 5% are with stable production with yields 8-1 t per ha Number of producers in sector highly driven by the policy interventions on local or canton level (distribution od free of charge planting material, subsidies per kg) On BiH on contrary to other countries in the region there is very Important role of the collectors in value chain due to scattered production areas. The fee of collectors depends on different circumstances and conditions but they are payed by the cold storages from 5 to 1 cents per kg Expansion of cold storage capacities in last 4 years driven by the high prices Present capacities are estimated at 3. t (no formal data or register of coldstorages). According to interviews the capacities are expanding further in 217 and 218 Concentration of cold storage capacities around 2 companies Bos Agro Food and Heko 46 % of the export is at EU destinations while 36% is sold to, Small production, but very dynamic growth According to USAID data there are 16 raspberry producers in Kosovo Intensive growth of cold storage capacities also supported by the Kosovo Government subsidies for investments Present capacities (217) are about the 8. tons and expanding further The cold storage capacities are 5 to 1 t Sales is moving from sales to to sales to EU importers

70 Type of the producers Raspberry Type of the producer Main characteristics Yields Raspberry producers open fielfd floricane varieties Raspberry producers producing raspberries on.5 to 1 ha of primocane varieties Producers who improve production by increasing the area, the timely implementation of new technologies (nutrition water-soluble and foliar fertilizers, protection, timely pruning, removing shoots, irrigation, skilled workforce in harvest...). Typically, these producers have contracts with cold storages Producers who comply with the agreed production technology and quality receive a price that is in most cases higher than the purchase price which is formed at the time of harvest. Most common production model in Kosov =o and from 214 in Vojvodina- in BiH few plantations over 1 ha in central BiH in Visoko Plantings > 1 ha Some quantities marketed at fresh market, majority for the frozen Main varieties Polka, Polana, Heritage, Best producers are having the yields (15 up to 2 t / ha), and an excellent fruit quality. Average yield is 5 to 8 t per ha. Range from 2 to 2 t In BiH best yields are common in central regions (Bugojno, Zenica, Vakuf) Yields are 4 15 t/ha. Raspberry producers producing under the plastic cover Marketed at fresh market Spreading technology in and few in BiH Majority of plantations are with cv Heritage but also Glen Ample, Tulameen, Tulamagic, Himbo Top, Ready to switch to organic market (buyers requestis the organic production under cover) Yields are 2-3 t per ha

71 Cold storage capacities Number of cold storages Number of cold storages Number of cold storages 5% 4% 6% 15% 8% 2% 21% 39% - 1 t 1-5 t 5-1, t 1, - 1,5 t 1,5-2, t 37% 11% 9% 29% 14% 1-5 t 5-1, t 1, - 1,5 t 1,5-2, t 2, - 3, t 24% 9% 61% 6% 1-5 t 5-1, t 1, - 1,5 t 2, - 3, t BiH Kosovo t 1-5 t 5-1, t 1, - 1,5 t 1,5-2, t No. of cold storages 12 1 Source: UN Comtrade, Ministries of Agriculture, Market data 2, - 3, t 3, - 6, t > 6, t Capacity (t) Thousand tons t 1-5 t 5-1, t 1, - 1,5 t 1,5-2, t No. of cold storages 2, - 3, t 3, - 6, t > 6, t Capacity (t) Thousand tons t 1-5 t 5-1, t 1, - 1,5 t 1,5-2, t 2, - 3, t 3, - 6, t > 6, t Thousand tons

72 Company cold storage capacities BiH and Kosovo 1 Agro-Peti Podujeva 5 2 APC Agroprodukt Commerce LLC Podujeva 1 3 Agrium Fruits Ferizaj 2 4 As Promet Leposavic 2 5 Besiana-G LLC Ferizaj 1 6 Eurofruti LLC 1 7 Agro Red Gold Prizren 3 8 Fresh Fruit -PR Gracanica 1 9 Fungo LLC Kamenica 1 1 Hitflores LLC Dragas 2 # Naziv kompanije Kapacitet (u tonama) 1. Bos Agro Food, Srebrenica i Bugojno 2, ZZ Srebrenica, Srebrenica 1, 3. Insieme ZZ, Bratunac 7 4. Agros d.o.o, Bratunac 5 5. Nova hladnjaca, Bratunac 1, 6. Studen prom d.o.o, Zvornik 1, 7. Smrčak d.o.o, Zvornik 7 8. ZZ Voćar, Glumina/Zvornik 3 9. ZZ Uvac, Rudo 5 1. Hip-Ex d.o.o, Kopači/Goražde 1, 11. Herbos d.o.o, Ustikolina Klas d.d., Sarajevo 1, 13. Frutti Funghi d.o.o, Visoko Orange plus d.o.o, Kiseljak Pronatura OZ, Zenica 1, 16. Delta trade / Delta Frost d.o.o, Zenica 2, 17. Natural Food, Vitez i Željezno Polje/Žepče 1, Euro Stil d.o.o, Doboj 2,5 19. Tari d.o.o Počuljice/Vitez 5 2. Šumski plod d.o.o, Prozor Heko/H&H Fruit d.o.o, Bugojno / Behov Han, Žepče 2,5 + 1,5 22. Starnet/Frozen Berries, Bugojno 2, 23. Mushroom trade d.o.o, Banja Luka 1, 24. Prijedorčanka a.d., Prijedor 1, 25. Agrodar PZ, Cazin PZ Krajiska malina S.P.Z Agromerkantilija, Velika Kladusa 1, 28. Baso d.o.o, Todorovo/Velika Kladusa Vrganj promet d.o.o, Buzim 5 TOTAL 31,

73 Performance of main berry fruit exporters in Million EUR Income Million EUR Profit Employees 1 1,6 1,4 8 1,2 6 1,

74 SWOT

75 Strengths Production Purchase and processing Market Competition at producer level number of producers family households with competitive production refer to Slide No Existence of the commercial professional producers companies or family households with high productivity New technologies and growing technique already present at several destinations. The innovation are usually implemented by the sector newcomers and companies out of the agriculture sector Competition at purchase level over 3 cold storages purchasing the soft fruits in, more than 2 companies in Kosovo and over 3 in BiH. Contract farming / besides the production of oil crop the only sector with developed contract farming Process of concentration of companies main processors and exporters focused on marketing to EU retail sector Diversification of offer by adding value drying, lyophilization Expansion of season by purchase of different soft and stone fruits Processing companies have invested in expansion, modernization and quality control Export focused sector with export experience and established connection with buyers - Competitive product. Raspberry main export products from and among the main competitive products in BiH, Kosovo. Zero tariff access to regional, Russian, EU and USA markets Close to the big markets like the EU, RBG, Ukraine and Russia Predictable legal and macroeconomic environment due to the ongoing EU integration process Expectation of high GDP growth (3% for the whole region)

76 Weaknesses Production Purchase and processing Market Tradition in main growing regions strongly influences the non/slow acceptance of innovations Problems that arise during the purchase (absence of grading, quality control and health safety of raspberry, control of the process of purchase, in terms of highlighting terms of purchase, payment deadline, etc.) Increased competition in the region Price expectations based on period Financing the stocks Lower chances to meet demand in counter seasonal export markets in comparison to producers from some other production regions Variable productivity. Majority of producers are producing raspberries at small plantings (.1.2 ha ) and they significantly participate in the total raspberry production and they often need assistance in financing raspberry production, applying new technology, information on quality and safety standards required by export markets etc. Availability of quality certified planting material free from viruses pests and diseases is major problem in the region. Hard to understand and explain why the problem is production of certified material. Dependence on import of quality certified and new and proven plant genetics planting material Enforcement of phytosanitary and PBR regulations. Lack od infrastructure for enforcement of phytosanitary regulations highly influencing the standard implementation Difficult to meet high-end market access requirements; certifications (such as GlobalGAP) not widely implemented Ensuring access to current and reliable data and information describing the size and characteristics of the industry and the various markets for its products and trends with consumers will be very important. Norovirus at RASFF Non developed market chains for fresh raspberry. Fresh raspberry requires well developed organization of logistics and cold chain support. Low purchasing power at local market and in the region is obstacle to boost production for fresh market. Experience from is that one hypermarket store sells daily 1 kg of fresh raspberries. In Europe, dominance of retailer private labels may contribute to slower expansion in demand by limiting supplier promotions; and there is little generic promotion of berries in Europe.

77 Opportunities Production Purchase and processing Market Further diversification of varieties and growing technologies. improve arrival quality and consistency, with greater focus on flavor, firmness etc Move toward purchase based on quality differentiation Consumer awareness/expectation of berries as superfruits The health and wellness trend in food is expected to drive growth products which carry a functional health benefit. Consumer demand for consistent quality fruit, including look, colour and taste Potential to increase productivity by advanced technologies Developed credits market and IPARD Established relationship and existing history with buyers. Organic production Expansion on markets other than EU frozen berry market Move towards Integrated pest management and reduced inputs for production Developed credits market and IPARD Mayor retailers seeking for security of supply EU berry demand growing rapidly and retailers seeking year-round supply, local & import, but there can be over-supply in certain weeks & competition intensifying. Trend of consumption of convenience food especially fruit is increasing providing the opportunity for the creativity. Conveniance and variety are becoming the key selling characteristics of the product

78 Treats Production Purchase and processing Market Wide spreading, uncontrolled spread of the production. The uncontrolled increase of raspberry plantations based on high expectations, subsidies, lack of other options for employment More technology-intensive growing practices will increase costs which may dampen demand Reduced ease of access and higher cost for labour Reduced competition at purchase level Cold storages with small capacities and focused on frozen producs for industry will face the challenge of price competitiveness. They are becoming of suppliers for companies with bigger capacities and contracts with retails Concentration of purchase Growing competition. Increase of soft fruit production in countries in the region, Bulgaria, Moldova, Ukraine, in Spain, Morocco Competition from other fruits and snack food products Consumer expectation for assurances with product integrity and sustainability Climate change and variability in growing conditions High costs of production relative to competitors, especially for labour Increasing demand for standards implementation and low ability of majority od producers to implement the standards Capacities of of state infrastructure to implement the food safety and phytosanitary regulations Occurrence of Phytophthora spp root disease as major cause for wilting the plantations

79 TOWS

80 Opportunities / Strengths Commitment to quality Frozen raspberry is dominant export product to be processed and finalized by other food industries at export destinations. There is vast possibility for added value, coupled with the good reputation of the region origin. Fresh fruit is added value in the case of soft berry fruit marketing. There are blueberry, strawberry and raspberry and companies/producers already shifted and established at the fresh market. Aditionaly, adding value can be improved by expanding season with new varieties, focusing on high quality and yield in protected production, adopting improved technologies and inputs. Cultivated blueberries are novel to the fresh fruit market and have quickly taken off, due to its nutritional properties. Their consumption is already an added value to the regular nutrition, and being a premium product itself, with high unit value, it requires premium presentation. Newly introduced freeze drying in some companies adds to the quality of the product and retains its scope of use. Freeze drying is the process of dehydrating frozen foods under a vacuum so the moisture content changes directly from a solid to a gaseous form without having to undergo the intermediate liquid state through sublimation. In this process, the product maintains its original size and shape with a minimum of cell rupture. Removing moisture prevents a product from deteriorating at room temperature. It is novel for processing of berries in, and has proven to have number of applications in snacking, confectionary industry, pastry etc. Treats / Strengths Opportunities / Weaknesses Planting material supply and production Supply of the region by the quality certified planting material Establishment of production of the planting material for the region market as well as for the CIS market and EU market The quality certified planting material is major obstacle for the berry sector development in the region. As example In the production of raspberry planting material in 216/2o17 was 1.5 million out of which only 295. were certified. Also the certified strawberry plants were only 239. and no certified blueberry production. Concerning the container raspberries 438. standard and 155. certified were produced. Treats / Weaknesses - -

81 1. Exporting high-tech products and technologies to region Advantage - Capitalizes on key strength of Dutch businesses and wider sectors of industry. Dutch businesses are renowned in the region for being innovative and investing in production technologies. Specific demand in region is for modern variety and planting material, fertilizers, in particular organic ones, biostimulators, biological pest control solutions and natural pollination methods, equipment for land-preparation, planting and potting, fertigation, spraying, crop maintenance (pruning / trimming), internal logistics and harvesting, mid and high-tech greenhouse solutions, including ventilation, screening, irrigation, fertigation, hydroponic systems and other climate control methods, labor management systems etc.

82 2. Technical and Business consultancy all over the supply chain Advantage: Contribute to adaptation of new technology, increase productivity and quality (= marketability) but also support for shifting the businesses itoward new opportunities. In the region, berry sector is competitive for years but driven by the same product (frozen fruits) and limited technologies. At the same time, the competition is developing all around and there is a need for the sector to shift from price competitiveness to quality competitiveness. The shift requires the spectra of specific knowledge s and skills not available in region. Business owners in Region are already hiring or consider hiring consultants when they need help or perspective on their chosen path or need a catalyst for change in their companies. In the whole region there is a lack of knowledge on experience on modern products and technologies but major lack is on expertise on specific markets, strategic planning and development of business strategies, creation of new businesses as well as proper identification of problems, rolling the changes and providing objectivity.

83 3. Production and trade partnerships for propagation materials for the regional production sector as well as for the third markets Implementation of production solutions that improve quality, adds variety, reduces cost. On the ground exists the infrastructure as a stone for the further improvements. Utilization of production partner in region and joint efforts for the third markets as Russia and CIS, Iran. Rational is to build presence in region with support of the partner with local knowledge, production capacities and lower costs. Suited to businesses with long term interest but limited resources / appetite to invest directly Advantage: Acces to regional, EU and CIS markets

84 4. Adding value on standard frozen products Advantages Significant added value potential. Creation of products higher value products from standard frozen Rational of intervention is to produce high or higher value ingredients which (potentially) enable producers to position their product in a number of key ways. Production for the niche markets - innovation is relevant throughout the entire value chain and could include new consumer products and concepts, new packaging solutions and types.

85 5. Trade partnerships in the soft fruit sector Advantage: Permanent presence in market greater knowledge, closer relationships. Increased potential access to markets closed via export There are sector examples in region on partnerships which are enabling access to more profitable markets (example partnership via AMS Sourcing B.V.) In region there is a competitive sector but also there is a need for drivers familiar to businesses in Netherland. The drivers can be research and adopted international technologies, expanded and upgraded logistical facilities, strengthened vertical supply chains, improved organizations for collective action, building the credible systems for quality assurance and food safety management. Also there is a need for associated services, such as packaging, equipment supply, and technical consulting, which in turn contributed to the underlying competitiveness of the sector.

86 Risks Type Type of the risk SERBIA BIH Kosovo Macedonia Production Production Production Wide spreading, uncontrolled spreading of production. The uncontrolled increase of raspberry plantations based on raising high expectations, subsidies, lack of other options for employment are extremely dangerous for the production and market Complicated access to good varieties due to lack of trust in system for protection intellectual property. New varieties (Driscol, Meiosis) are under license protection or patents. Driscol (Driscoll s Maravilla Driscoll s Cardinal Meiosis Kwanza, Kweli, Imara are available but under strict contract terms. Availability of quality certified planting material free from viruses pests and diseases is major problem in the region. Hard to understand and explain why the problem is production of certified material Production Occurrence of Phytophthora spp root disease as major cause for wilting the plantations Market Non developed market chains for fresh berry. Fresh pberry requires well developed organization of logistics and cold chain support. Market Market Policy Low purchasing power at local market and in the region is obstacle to boost production for fresh market. Experience from is that one hypermarket store sells daily 1 kg of fresh raspberries. Increase of small fruit production in countries in the region, Bulgaria, Moldova, Ukraine, in Spain, Morocco No IPM certification at place No complete compliance with EU phytosanitary regulations No compliance with Russian MRL standards Not able to valorise quality due to the lack of legislation and implementation for quality labelling No complete compliance with EU food safety standards (Noro virus for raspberries and blueberries) Unpredictable cost for construction investments due to state and local taxes and duties Enforcement of PBR only after interventions

87

88 Additional info useful for understanding the WB Some info which can be expanded on addittional information. They might be useful for understanding the environment and positioning the berry sector in overall ag

89 Export trends agricultural products is the export leader, with cereals and fruits dominating in the export s agricultural trade balance Ever since 22, has had considerable success in agricultural products trade: both import and export have been rising constantly ever since. Since 25 has had a surplus. However, mainly exports primary products. BIH has stable trends in import, export and trade deficit, except 215 when meat export was increased and consequently decreased Export of groups of products for selected countries in relation to CEFTA (21 215) Average CEFTA share 6% 5% 4% 3% 2% 1% % -1% Meat Oilcrops Fruits Vegetables Vegetables Dairy Oilcrops Oilcrops Vegetables Cereals Cereals Dairy Dairy Meat Fruits Fruits Cereals -6% -4% -2% % 2% 4% 6% 8% 1% 12% Source: UN Comtrade Average growth in relation to CEFTA Bosnia and Herzegovina Macedonia Meat Millions USD Millions USD Millions USD 4, 3, 2, 1, -1, Source: UN Comtrade 3, 2, 1, -1, -2, BiH s agricultural trade balance Source: UN Comtrade Macedonia agricultural trade balance Export Import Trade balance

90 Million USD Kosovo Trade balance Export Import Million USD BiH Trade balance Export Import Million USD Fruit trade is only net exporter of fruits in the region has constant import of fruits while export is growing on a steady pace. Export of fruit in BiH is increasing, thus trade balance iis improving Although Kosovo started exporting raspberries and other fruits, it s import growth is significantly higher. Macedonia is recovering after two consecutive years of decline in export. Import is constantly growing in recent years. Albania is traditional net importer with rapid growth of export in recent years. Million USD Macedonia Million USD Albania ource: UN Comtrade Trade balance Export Import Trade balance Export Import Trade balance Export Import

91 Trend credit market Number of agro credit increasing 12,, 1,, 8,, 6,, 4,, 2,, Portfolio of agro and business credits in in million euros Dec 211 Dec 212 Dec 213 Dec 214 Dec 215 Dec 216 Total Biznis Agro total 45, 4, 35, 3, 25, 2, 15, 1, 5, Agro portfolio (short-term and long-term loans) has been steadily increasing over the past 15 years (only a few stagnation periods) The prevailing mode of financing is via aggregators and input suppliers The size of the loan primarily increases due to consolidation of the sector Still a small number of clients (less than 5,) Although there is experience working with farmers, some banks have a very high NPL About 8, producers have a credit history

92 Expected trends at credit market NPL decreasing trend expected to continue 25.% 2.% 15.% 1.% 5.%.% 5.8% 16.9% 19.6% 22.5% NPL delay over 9 days 21.4% 19.8% 19.9% 2.% 17.1% 18.3% 15.4% 15.1% 14.5% More and more banks interested in agriculture IPARD as new driver Biggest competition among banks Cheap capital Banks knew customers much better than before Stabilization of the market situation without major turbulence since 211 Increase the portfolio Lowering product prices increased loans A few not the best years for aggregators After a significant increase, the NPL began to decrease and it would continue to decrease until it reached 5% - 9%

93 Land market sale Agricultural and prices in EU countries Agricultural land prices in Regions Price euro/ha Price euro/ha Belgrade region Vojvodina region Šumadija and West region South and East region Average Litvanija Rumunija Estonija Letonija Mađarska Češka Bugarska Hrvatska Slovačka Francuska Švedska Poljska Finska Nemačka** Španija Italija** Grčka Slovenija Danska Belgija* V.Britanija Luksemburg Holandija Thousand EUR per ha Travnate površine /ha Permanent crops and pastures Obradivo Arable land poljoprivredno zemljište /ha

94 Land market lease The price of the lease of agricultural land in EU The price of the lease of state agricultural land in Year Number f contracts Area (ha) (euro/ha) 27/ ,8 28/ ,1 29/ ,21 21/ ,31 211/ ,66 212/ ,17 213/ ,6 214/ ,71 total ,95 Letonija Estonija Slovačka Češka Portugal Litvanija Malta Hrvatska Mađarska Rumunija Slovenija Španija Francuska Švedska Bugarska Poljska Finska Luksemburg V.Britanija Italija Austrija Belgija Nemačka Grčka Danska Holandija eura/ha

95 Embassy of the Kingdom of the Netherlands in and Montenegro Mr Geert Kits Nieuwenkamp, Agriculture Attaché Ms Mila Mirkovic, Agriculture Assistant Ivana Dulic Markovic Skype: ivanadulic1 We are working with farmers and companies supporting them to make good decisions.

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