IntraFish was the Official Media Sponsor of the China Fisheries & Seafood Expo (CFSE) last week, providing key updates in both English and Mandarin. Catch up on the show here ordrop us a line if there's something we missed.

Nov. 9, 3.35 pm CST

Supplies and tariffs leave question mark over Chinese surimi producer's future

Tariffs and supplies are, like for many other Chinese companies, top of the agenda for Chinese surimi producer Dalian Youlian.

A well-established exporter, with 25 years experience behind it, Youlian produces 600 metric tons of finished surimi products each year from its Dalian factory, supplying half to the United States and Europe and half to the domestic market.

But as prices rise for both imported pollock and also for domestic supplies, Youlian faces a challenge.

Add to that the issue of tariffs in its key export markets, and Youlian's trade manager "Amy" is hesitant to commit to one particular future for the company.

Duties into the EU for the company's surimi products now stand at 10 percent and the United States is threatening a rise from 10 percent to 25 percent come Jan. 1.

"At least in Asia there are no tariffs," Amy told IntraFish. "We have to wait and see what happens at the start of next year. We have no plans yet."

Domestically, brand recognition is Youlian's biggest hurdle, with most Chinese consumers preferring to buy Korean or Japanese branded product.

"They started earlier than us, so they are more experienced," said Amy. "But we are expanding. We employ Japanese equipment to make the products, so it is really the same, but we still need to work on educating Chinese consumers."

-- Rachel Mutter











Nov.9, 2:30 pm CST

Value over volume

Royal Greenland's sales into China now exceed €100 million, but CEO Mikael Thinghuus sees this as just the tip of the iceberg for the company.

"Our experience is that there is a great number of educated, affluent Chinese willing to pay for high-quality seafood," Thinghuus said.

Sales in Asia for the group have climbed from around 12 percent six to seven years ago to reach around 27 percent today.

The company continues to reprocess products and sell wholesale into China, but it's the efforts into the branded retail segment that are most interesting, particularly given that it extracts more value from the product.

"It would be nice to sell millions of kilos of seafood into this market, but wild fish is a limited resource, and achieving volume alone isn't enough," he said.

--Drew Cherry



皇家格陵兰目前在中国的销售额超过1亿欧元,但其首席执行官Mikael Thinghuus认为这只是公司销售的冰山一角。




Nov. 9, 2:11 pm CST

Tariff terror

Seaweed growing and processing giant Kowa is apprehensive about the next swath of US import tariffs and is preparing to explore new markets in their wake.

Currently dealing with 15 percent charges, Sales Manager Hongbo Jiang says that Jan. 1 they could rise to as much as 20 percent.

The company produces a range of value-added products, its most popular being seaweed salad, but many frozen dumplings and meals also feature in their branded ranges.

-- Rachel Mutter




销售经理蒋洪波(Hongbo Jiang音译)说,目前的关税是15%,到1月1日可能要涨到20%左右。



Nov. 9, 2:00 pm CST

What's China's limit for Chile?

New World Current's Eduardo Goycoolea is amazed by the more than 15 percent rise in demand for his group's product this year, and noted that demand is outstripping supply.

"I'm shocked," he said.

Gooycoolea said the rise in sales -- which now are more than $100 million -- is the result of the rapid closure of Norwegian suppliers' back channel into the country via Vietnam, a shortage of larger-sized fish from Norway, and what seems to be unstoppable demand.

With new routes and delivery two times a week, Chinese consumers are getting Chilean fish within two days -- a level that significantly impacts product quality, particularly compared to the 9-day journey the products underwent when the company -- a joint venture between Blumar, Camanchaca, Salmones Austral, Salmones Yadran, Australis Seafoods, and Marine Farm -- first began.

Next year, even if sales don't exceed the level they reached this year, "I'd be completely satisfied," Goycoolea said.

--Drew Cherry



新海线公司的Eduardo Goycoolea对于今年该集团产品需求量超过15%的增长感到惊讶,并指出目前市场供不应求。




Nov. 9 1:37 pm CST

Smoothing the way with sustainability

Lamar Group Director Jose Rincon Sabatino said the decision to move toward Aquaculture Stewardship Council (ASC) was one his company put off for many years, and with hindsight, he would have moved sooner.

"Our thought was we weren't being promised more money for it," Sabatino said. "What we weren't thinking about what the ease of sale."

Once the company's largest farm was certified -- which accounts for over 50 percent of its overall production -- the difference was "tremendous," Sabatino said.

The company, which produces around 14,000 metric tons of product annually via a fully vertically integrated model, is targeting 75 percent ASC certification by 2019 and 100 percent by 2020.

--Drew Cherry



Lamar集团董事Jose Rincon Sabatino说,该公司向水产养殖管理委员会(ASC)转型的决定被推迟了很多年,事后看来,公司应当更快行动。



Nov. 9, 1:15 pm CST

Pomfret party

Houshuiwan claims to be the biggest pomfret farmer in Asia, producing 12,000-15,000 metric tons a year from its Hainan ocean farms.

Once a higher priced product, the fish has been brought under China's "shopping basket program," which subsidizes production to make it affordable for larger swathes of the population.

Processed through its three Hainan factories, the company processes largely as whole fish with sales of CNY 1 billion (€126.8 million/$143.9 million) a year, Houshuiwan's Liu JunHua told IntraFish.

--Rachel Mutter





厚水湾的刘军华(Liu JunHua音译)告诉IntraFish,该公司主要经营整鱼,在其三家海南工厂进行生产加工,年销售额达到10亿人民币(折合欧元1.268亿,美元1.439亿)。


Nov. 9, 1:15 pm

A clearer concept

Though the Clearwater logo is recognizable by many Chinese buyers after 25 years in the market, the company wanted to extend its reach and articulate its value proposition to an even wider audience.

Thus the launch of a new name at the China Seafood Expo, which translates to "Arctic Clear Water." While that may not seem like much of a reach, the English name doesn't resonate with Chinese consumers in the way it should, Marketing Manager Royce Ruan said.

"We think the products will be much better received, and that we'll increase brand recognition," Ruan added.

This year, China is now Clearwater's largest market, thanks to the insatiable demand for Arctic surf clams, live lobster and scallops.

Clearwater is using both the MSC logo and marketing the sustainability of its resources as part of the new messaging, which Ruan said is important to the high-end consumers it targets.

Clearwater's next aim is to move larger volumes of its other items such as cockles and whelks into the market, but more immediately, the company is focused this week on "singles day" -- Nov. 11 -- which has proven to be a massive driver of sales of fresh lobster in particular. With one click, a Chinese consumer can get a live lobster on their doorstep in two days, Ruan noted, so the company has been working hard to ensure the shellfish can get to their final destination on time.

--Drew Cherry




该公司在中国国际渔业博览会上发布了一个新的名字,译为“北极清水”。英文名并不如预期的那样容易引起中国消费者的共鸣,市场部经理Royce Ruan







Nov. 9, 1.08 pm CST

Cod, salmon shortages shrink margins

The main challenge of whitefish and salmon processor Dalian Haoshan is in balancing price and quality, the company’s Chris Xu told IntraFish.

“Our philosophy is to try our best to produce best quality at relatively good price,” he said.

This is especially true in an environment where supplies of their key products – Pacific and Atlantic cod, along with wild salmon, are under the cosh.

Prices for Atlantic cod in particular are high, said Xu, with salmon prices down a little on last year’s, but still higher than usual.

Thankfully Haoshan has understanding buyers who understand the harvest situation and shoulder some of the cost.

“We might cut some margin,” said Xu, “but of course we will still have to sell at higher prices.”

The company’s markets are split 50-50 between the United States and Europe where it sells 300 metric tons of cod and 500 metric tons of salmon fillets, loins and portions per year, alongside smaller volumes of haddock and pollock amounting in total to 45 containers a month.

-- Rachel Mutter



对于白鱼和三文鱼的加工商大连Haoshan来说,最主要的挑战就是平衡好价格和质量,该公司的Chris Xu告诉IntraFish。








Nov. 9, 12:51 pm CST

New horizons for smoked salmon

Dutch smoked salmon supplier Foppen continues to hunt for new markets, and China is showing huge promise for the company, according to Managing Director Asia Geert van Bolhuis.

Both hot and cold smoked products are moving on the market, under a similar set up to how the group supplies the US market: the products are processed in the company's Dutch operations, then sent frozen to China.

The company is selling whole cold smoked sides, smoked sashimi portions and flavored smoked portions, using a range of packaging, including some highlighting the raw material's Norwegian origin, which is a recognizable mark among the higher-end consumers the company is targeting, Bolhuis said.

--Drew Cherry



荷兰烟熏三文鱼供应商Foppen一直在继续寻找新的市场,对我们来说,中国有巨大希望,该公司亚洲常务董事 Geert van Bolhuis介绍说。




Nov. 9, 12:45 pm CST

A nice problem to have

Hans Petter Vestre, team manager for Airbone Seafood at Leroy, said that while the interest is high in Norwegian salmon, finding the fish to supply the market is another matter.

"We know the market is there, and a lot of Chinese buyers have come by, but the competition for salmon around the world is high," he said.

The company is experiencing good results moving value-added products into the market with partners like Chang International and Spring Seafood, but building up demand in China will by necessity be a step-by-step process.

The company is in a much better position with its huge volume of whitefish product, which is also seeing brisk demand, Vestre said.

--Drew Cherry



莱瑞(Leroy)Airbone海鲜的团队经理Hans Petter Vestre说,尽管人们对挪威三文鱼兴趣很高,但要找到可供应市场的鱼又是另一个问题。



Nov. 9, 11:45 am CST

Is 'chopstick-sized' the secret?

American Seafoods has been looking for a way to break into the Chinese consumer market for years, and they just may have hit on the right concept.

While it's easy to obsess about the growth in Western-style restaurants across China, far more pervasive is "hot pot" -- a traditional food that's something between a soup, a noodle dish and a fondue. A selection of hot flavored broths are served at the table, and diners choose from a range of items that they'll drop into them and pick up from the broth.

Surimi and fish balls are a traditional feature in the dish, but the company surmised that Alaska pollock PBO blocks, sliced into "chopstick size," would be a perfect option for the dish, American Seafoods' Cathy Dupuis said.

She's right -- the portions hold together, and nicely soak up the flavors of the sauce. Tests with twice-frozen pollock showed that product falls apart during the boiling process, giving the company an edge over competitors.

Chinese buyers testing the product have been pleasantly surprised. American Seafoods' Jostein Rortveit, a long-time resident of China, sees a huge new market opening up if the company can get the item in front of buyers.

"We're opening some eyes by showing it can be done," Rortveit said.

It's one more example of Alaska and Russian pollock companies pushing the fish into new value-added territories, and a sign that it's destined to continue moving beyond its commodity status.

--Drew Cherry





鱼糜和鱼丸是火锅的传统特色菜品,但我们公司猜测,阿拉斯加狭鳕冻块(切成“筷子能夹起的大小”)将是火锅的完美选择,美国美商海鲜有限公司Cathy Dupuis s说。


参与测试的中国采购商感到十分惊喜。长期居住在中国的美国美商海鲜的Jostein Rortveit认为,如果该公司能把产品呈现到采购商面前,将会打开一个巨大的新市场。


Nov. 9, 11:15 am CST

Going flat out

Boston-based scallop and whitefish supplier Eastern Fisheries is still attacking China, bringing in Alaska flatfish sourced from harvesting group O'Hara. Alaska plaice, yellowfin sole, rocksole and flathead sole are all being moved through the group's two China factories, and even with the trade war headwinds, execs at the stand said the company sees potential not just for utilizing China as a reprocessing hub but ultimately as a potential destination for the company's core product, scallops.

--Drew Cherry



总部位于波士顿的扇贝和白鱼供应商东方渔业(Eastern Fisheries)正在投入中国,他们从捕捞集团O'Hara公司引进了阿拉斯加比目鱼。阿拉斯加比目鱼、黄金鲽、石斑蝶鱼和太平洋拟庸鲽全都通过该集团的两个中国工厂进行运输,尽管存在贸易战的阻力,但在场的高管们都表示,该公司认为,中国不仅有可能成为该集团核心产品扇贝的再加工中心,最终也有可能成为其潜在的销售目的地。


Nov. 9, 10:54 am CST

Manual labor adds value for Dalian processors

Part of huge northern Chinese cooperative Dalian ZhongHe, Sea Yarn International has its path to market eased by joint supply and marketing efforts, Sales Manager Cindy Yang tells IntraFish.

The company itself processes 300-500 containers a year, importing raw material -- primarily pollock -- from the United States and Russia, and exports back to Russia, but is part of a much larger group of processors in the region who have grouped together in a powerful union.

The company also recently started processing grouper from India into fillets for the Russian market, which, despite rising labor costs, has solidified its manual processing stance.

"Labor costs are going up, but we just have to pay more," said Yang. "Machines do not produce the same quality."

--Rachel Mutter



作为中国北方大型联合体大连ZhongHe的一员,信扬国际贸易有限公司通过联合供应和营销努力,缓解了进入市场的渠道压力。销售经理Cindy Yang对IntraFish说。





Nov. 9, 10:46 am CST

Steady Eddie

Hairun Group has factories in China's two largest whitefish processing zones -- Dalian and Qingdao and processes 500 container a year of pollock, salmon and cod for European markets -- primarily France, the UK and Germany. And for now, it is happy to continue as it is.

Hairun imports Pacific cod from Russia and pollock and cod from Alaska and Russia and sells to distributors and direct to supermarkets in its key markets, Hairun's Kelly Zhang told IntraFish. "We have no plans for expansion or new products," she said. "Are markets are steady and things are good for us as they are."

--Rachel Mutter




海润集团的Kelly Zhang告诉IntraFish,该公司从俄罗斯进口太平洋真鳕,从阿拉斯加和俄罗斯进口狭鳕和真鳕出售给经销商,并在其主要市场内直接销售给超市。“我们没有扩张或者开发新产品的计划。”她说,“所有市场稳定,对我们来说是件好事情。”


Nov. 9. 10:45 am CST

Whole new ball game

One wouldn't think the world's second-largest seafood company -- especially one with operations around the world, including China -- would have any problems selling seafood. But Nissui is on new ground when it comes to selling to Chinese consumers, and the company knows it has a long way to go.

"It's very tough," said Shuhei Moriyama, who works in the international sales and business development department at Nissui.

Since targeting the domestic market aggressively a few years ago, the company has learned a lot, Moriyama said. It's still narrowing in on the Chinese consumers' tastes and preferences, but it sees farmed bluefin tuna is its most likely path to success.

Nissui accounts for around 30 percent of the country's farmed bluefin, and the quality and consistent supply means the group can deliver the kind of luxury product that is so in demand in China.

The company is now in its fourth year of selling to the Chinese market, and with just 1 percent of its sales coming from the country, the potential is strong, Moriyama said.

--Drew Cherry




“这非常艰难。”在日本水产株式会社国际销售和业务发展部工作的森山修平(Shuhei Moriyama音译)表示。






Nov. 9, 10:40 am CST

Urban communities demanding salmon

Few companies in China rely too heavily on farmed salmon as its product base. But Double Shell is building a new model on China's growing urban affluence.

Importing from Chile and Norway, the company sells direct to foodservice and supermarkets at "good prices," and has plans to begin its own processing in the not too distant future, Double Shell's Jiang FengHui told IntraFish.

-- Rachel Mutter






Nov. 9, 10:36 am CST

Salt of the earth

Old salt fields provides the perfect environment for Boha's organic vannamei farms.

And with an established 7,500 metric tons a year, the company has set about telling its story through a Chinese celebrity chef.

"Our product is higher value than normal product," Zhang Xiaofei told IntraFish.

"We use very little feed and a higher salinity than the sea means we do not have the disease challenges other producers have."

"It is great quality, but not many people know about our brand," he said.

--Rachel Mutter





“我们的产品相比普通产品更有价值。” Zhang Xiaofei告诉IntraFish。




Nov. 9, 10:25 am CST

Calling all squid suppliers

A shortage in raw materials has forced Shandong Lanse Haiyang Trading to expand its supply base for squid and shrimp from Peru, Argentina and Ecuador to include India, Managing Director Richard Wu told IntraFish.

Running three factories employing 1,300 people in Rong Cheng, the company processes 50 container a month of snack products such as squid and shrimp cakes and dumplings for the Japanese, Russian and Chinese markets under its premium Hylshy brand.

-- Rachel Mutter



山东蓝色海洋贸易有限公司的总经理吴文鹏(Richard Wu)告诉IntraFish,由于原材料短缺,不得不将鱿鱼和虾的供应基地扩大,从秘鲁、阿根廷和厄瓜多尔到包括印度在内。



Nov. 9, 07:30 am CST

Banking on Norway

Qingdao-based seafood supplier Spring Seafoods has spent 24 years building up its business around Norwegian cod, most of the time as a re-processor. But the company's been able to pivot far more successfully than other Chinese firms into the domestic market, in part by focusing on its Norwegian product expertise.

Spring Seafoods has launched what can best be described as Western-style packaging for its cod (though, in fact, it outdoes most in its presentation), with a focus on showing the loin and steak products through a package window, highlighting the specific part of the fish that's in the package, and showcasing an eco-friendly, emotive graphic that focuses not so much on slickness, but on provenance and nature.

"Part of the strategy is to educate consumers," Marketing Director Linda Lee said. "Chinese consumers know a bit about Norway -- the northern lights, for example -- and they trust the brand, but they need to understand more about the origin of the fish and it's quality."

The company made the pivot to domestic sales in 2014, and now has 40 SKUs at high-end retailers across the country. This year marks a major marketing push for salmon, which it's now highlighting in similar packaging, as well as other product formats such as sashimi slices and smoked sides.

While the products have a western tilt to them, Lee said that a lot of R&D has gone into gearing its two factories to formulate products that resonate with Chinese consumers, who have a completely different taste profile.

-- Drew Cherry






Nov. 9, 7:10 am CST

Shrinking American market reliance

Baiyang is relieved it made the call several years back to reduce its reliance on the US market in light of the new trade war.

Once accounting for 70 percent of its exports, the United States now holds a 30 percent share for the Chinese tilapia giant.

“We want to keep the market, but don’t want the risk of being too reliant on it,” Nancy Huang, executive deputy director or Baiyang’s food division operation center, told IntraFish.

Read the full story here.

-- Rachel Mutter





百洋集团食品事业部运营中心行政副主管Nancy Huang向IntraFish表示:“我们希望维护美国市场,但不想过于依赖它,这太冒险了。”



Nov. 8, 12:45 pm CST

Chang forms JV with Chinese real estate giant

Seafood processing giant Chang International has formed a joint venture with one of China's largest real estate developers that will put the company's products within reach of millions of new consumers across the country, Chang International CEO Jerry Chang told IntraFish.

Under the terms of the deal, China Vanke, which manages residential, commercial and industrial properties in over 60 cities across the country, will launch co-branded seafood products with Chang that will be delivered to its retail operations, reaching some 20 million potential customers.

China Vanke will distribute the products via its network of 110 storage facilities, and handle the "last mile" delivery to its growing retail and foodservice operations.

--Drew Cherry





Nov. 8, 12:00 pm CST

Sustainability chic

Sustainable Shrimp Partnership (SSP) convener Avrim Lazar said sustainability can't just be viewed through the lens of a label.

"As long as it's merely a tick mark, you're not going to have influence in the marketplace," he said.

But the elements that make a product sustainable can be a key marketing tool, and boost a product from "commodification" to "special."

So how does a produce move from a commodity to a specialty item?

"First, people want a product," Lazar said. "And then the global marketplace says, 'Ah-ha -- there's demand,' then makes a lot of it. So it goes from being something special to being something everyone has access to."

Once that happens, Lazar said, it sets off a "race to the top" -- consumers want something better and more special.

"Clever people at branding or marketing then create a special type of shoe or cell phone or shrimp. Then the privilege starts buying that at a premium price," he said. "And then the circle starts again -- you have to re-define 'special.' Because as soon as you define 'specialness,' that becomes the target for commodification. When you focus on commodity, you're playing with price and supply cycles. When you focus on creating something special, you're playing with the economics of desire."

Lazar's theory is that sustainable seafood -- shrimp in particular -- can move the market in exactly the same way.

--Drew Cherry



与Aarestrup一样,可持续养虾伙伴关系(SSP)发起人Avrim Lazar也认为,可持续性不能仅仅从标签的角度来看待。







Nov. 8, 11:45 am CST

Who knows what sustainable shrimp is?

Henrik Aarestrup, VP Emerging Markets at BioMar Group, told the audience at the IntraFish Seafood Investor Forum in China that while sustainability can help sell shrimp, finding the right message for it is not simple, and must speak to consumers.

"When I was asked to speak on the gaps in sustainability in the Chinese shrimp market, my first thought was, 'How many Chinese consumers understand the concept of sustainable shrimp?' My second thought was, 'How many of us seafood experts at this event can define sustainable shrimp?'" Aarestrup said.

The complexity of sustainability is confounding to consumers, and seafood companies have been far too reliant on simply slapping an eco-label on, he said.

"If we want to differentiate on sustainability, we need to move up," he said.

"Sustainability is now an entry ticket to the retail business, but it's not enough."

Aasterup highlighted one way the industry can look beyond the eco-label into creating a story that resonates with consumers and addresses specific sustainability concerns about a product.

BioMar's work with Kvarvoy Fiskeoppdrett to create a specialty salmon for Whole Foods supplier Blue Circle wasn't concerned at all with what eco-label would be carried on the package, but the attributes that made the product unique.

Noting that fish-in-fish-out and feed safety had become a concept of concern among salmon consumers, BioMar went into the lab to create a product that utilized cleaned trimmings, oils and microalgae, reducing both wild-caught fish inclusion and contaminants in the process.

Most important, it didn't compromise on the central sales proposition for salmon.

"The first sales argument for the product was health and to that was added the story of sustainability, Aarestrup said. "We wanted to create a salmon product that still benefited from all the qualities salmon is known for and in addition could tell a great story of sustainability ."

The product is ASC certified, and while that's gratifying to Aarestrup given the work the company put into developing ASC feed, it doesn't mean much to anybody outside of seafood.

"When you look at all the work that goes into certification and doing all the right things, and then all you see on the packaging is a small logo? We can do better," he said. "We need to tell a story."

--Drew Cherry



拜欧玛集团(丹麦)的新兴市场副总裁Henrik Aarestrup在IntraFish海鲜投资者论坛上对听众们说:“虽然可持续性有助于推动虾类销售,但要找到正确的信息并不容易,而且必须与消费者交流。”






Nov. 8, 11:30 am CST

Rain or shine

The IntraFish Seafood Leadership Luncheon kicked off despite the pouring Qingdao weather, gathering executives from across the seafood spectrum of fisheries, aquaculture, processing and purchasing.

Keynote speaker John Liu of Alibaba's supply chain subsidiary Win-Chain opened the event with an overview of how his group moves supplier products into the Alibaba Ecosystem, which includes Hema Fresh, RT-Mart, Auchan, Lianhua and Tmall Fresh.

A big part of Win-Chain's work, Liu said, is to integrate the massive amount of data in the modern food supply chain.

"Our goal is to gather not just the product, but all information that goes along with it, and transfer all that industry jargon into language the Chinese consumer can understand to build up demand and trust in the supplier," Liu said.

On the consumer side, Win-Chain leverages Alibaba's massive database to target its products.

With 1,500 metric tons of product moved each day via 4,000 SKUs, that's a lot of product going to a lot of consumers.

--Drew Cherry










Nov. 7, 7:38 pm CST

Seafood in China: insurmountable status

Gone are the days when seafood consumption was a luxury for coastal areas of China. Now every section of Chinese society in every region aspires to enjoy seafood as a part of their diet, said Guolian Director Li Chunyan.

A chart displaying seafood spend as a proportion of income by different sections of Chinese society showed that even poorer income families will spend a significant proportion of their income in seafood - a higher proportion than they do on meat.

Young childless adults and middle-aged families with children are the two largest groups in terms of seafood spend on e-commerce platforms, said Li. “Younger consumers without children - they are not interested in saving money,” said Li. “They are more bothered about making their day to day lives happy.”

-- Rachel Mutter



对中国沿海地区来说,吃海鲜是一种奢侈享受的时代已经一去不复返了。如今,中国社会各个地区各个阶层都渴望让海鲜成为日常饮食的一部分。” 国联水产的董事李春艳表示。




Nov. 7, 7:10 pm CST

Sunnyvale Seafood targets sales of $350 million in next five years

Sunnyvale Seafood CEO Kevin Tang gave the audience at Guolian’s Qingdao suppliers' event a look inside the company’s rapid growth in the US market.

Sunnyvale, which Guolian acquired in 2012, has chalked up rapid growth in recent years, importing 31.9 million pounds of shrimp into the US market in 2017, making it the 5th largest importer of the shellfish last year.

Its $280 million (€243.7 million) in sales makes it “the fastest growing US seafood company,” Tang said, but with organic growth and acquisitions, he estimates sales will reach $350 million (€304.7 million) in the next five years.

--Drew Cherry


森尼维尔海鲜(Sunnyvale Seafood)未来5年的销售目标是3.5亿美元

桑尼维尔海鲜首席执行官Kevin Tang在国联水产青岛供应商大会上向来宾介绍了该公司在美国市场的快速成长。




Nov. 7, 3:30 pm CST

Another record

Jessica Redmayne of SeaFare, which organizes the China Fisheries and Seafood Expo, told IntraFish late Wednesday that early numbers on the show look like it will be another record year of attendance.

"I expect that we'll hit over 30,000 people," Redmayne said.

Unique this year, she said, is the increasing number of events outside of the expo itself, which Seafare hopes to see grow in the coming years.

In addition to the IntraFish Qingdao Leadership Luncheon Thursday, Seafare is co-organizing the Fishtech awards, a seafood startup competition. The event will be held in Room M01 on the 2nd floor of the main registration hall.

--Drew Cherry


Nov. 7, 1:00 pm CST

Dealing with the rise

News of a lower Atlantic cod supply isn't welcome when you're one of the companies vying for product, but for Jenny Hou, sales director at squid and whitefish processor Yantai Five Star Foods, the silver lining is that her retail clients have been understanding of the supply and demand dynamics, and willing to accept price increases.

Demand has picked up for Atlantic cod in the past few weeks after an unusually slow few months, Hou said, both in part because the market has had time to digest the quota figures, and because, given the upcoming holidays and the two-month turnaround time (one month to process orders and one month shipping), buyers are beginning to realize that orders need to be made, regardless of how unhappy they may be with the price level.

--Drew Cherry



如果你是竞购公司之一,那你一定不希望听到大西洋鳕鱼供应量减少的消息,但对于鱿鱼和白鱼加工商烟台五星食品有限公司的销售总监Jenny Hou来说,一线转机则是其零售客户已经理解供需动态,并且愿意接受价格上涨。



Nov. 7, 12:30 pm CST

Exports are taking care of themselves

Wang Wandong, deputy general manager of state-owned seafood processor Shandong Ocean International, said his company has kept its strong position in the re-processing space over the past six years by developing solid relationships on both the supplier and buyer side.

Among the sea of processors operating in China -- dozens upon dozens upon dozens at the show alone -- Shangdong hasn't needed to aggressively hunt for short-term business, but has instead cultivated relationships with key retail clients in Europe and the United States.

"We already have our export orders for 2019 filled," he noted.

Domestically, the seafood industry has the wind at its back, Wandong said, but Chinese companies must now focus far less on competing on price, and pay far more attention on quality, sustainability and promotion, particularly if they want to tap the Chinese market.

"People don't have a great sense of seafood," Wandong said. "The key is how to attract them, and how to get them to change their habits."

For him, that means promotion, via all channels available, in particular web platforms such as we chat.

"People are buying medicine via promotions online," he noted. "We should be talking to people about fish as medicine."

With 100 million people in Shangdong alone, Wandong said, the opportunity is too big to overlook. Shangong generates around CNY 1 billion ($144.3 million) in revenues from seafood out of its four factories, which accounts for around 50 percent of the group's revenues. In terms of the bottom line, however, seafood overdelivers, and accounts for 70 percent of profits.

--Drew Cherry












Nov 7, 12:15 pm CST

Salmon is front and center for Rich Group

Dalian-based Rich Group has a natural affinity for salmon, and has even adopted the fish as its totem animal for its corporate culture, citing the dedication and persistence shown in their spawning migration.

So it makes sense that the company would put the fish front-and-center in its domestic marketing work.

XingJun Li, planning department director with Dalian Rich Enterprise Group, which focuses on the company's domestic sales operation, said China's consumption of salmon last year rose by more than 10 percent, and he expects that to continue as companies like his promote the fish and attract more consumers to the category.

Rich features salmon in its new Seafood Master pop-up restaurant concept, where customers can get their usual favorites, but also get exposed to high-end items such as salmon. Rich plans on franchising the Seafood Master concept to around 300 units next year, mainly across Southern China.

Chinese tastes in salmon aren't yet overly sophisticated -- they wouldn't know much about where it's grown, for example -- but it's "a very well known health food," Li said.

"They know that it's good for them, they know about omega-3s, they just need more education," Li said.

In general, Chinese consumers are far under-consuming seafood, Li said.

Just 5 percent of the average protein intake comes from seafood. What will it take to change that?

"That's what everyone at this show is asking," Li said. "We really need everyone to come together to make this happen."

Rich has a goal of being a leader in developing the domestic sector; currently around 50 percent of its CNY 1 billion in revenue comes from domestic sales, and the company hopes to move that toward 70 percent in the coming years.

--Drew Cherry







Nov. 7, 11:46 am CST

Pacific Andes, Alibaba subsidiary strike strategic partnership

Chinese processing group Pacific Andes reached a deal with Alibaba Group supply chain subsidiary Win-Chain to supply branded and private label products through the e-commerce giant's national network.

Under the terms of the deal, Win-Chain will use Pacific Andes' global sourcing network to supply the Chinese market with frozen and value-added seafood.

Read the full story here.

-- Drew Cherry, Rachel Mutter


Pacific Andes平洋恩利与阿里巴巴子公司建立战略合作伙伴关系

该项协议将令Pacific Andes平洋恩利的产品进入全国数百万的新客户市场。

Pacific Andes 平洋恩利与阿里巴巴集团供应链旗下的云象供应链达成协议,借助该电子商务巨头的全国网络供应该品牌及自有品牌产品。

根据该协议条款,云象供应链将利用Pacific Andes平洋恩利的全球采购网络,向中国市场供应冷冻海鲜及附加值产品。

Pacific Andes平洋恩利将同时在其红岛工厂及其他附属机构进行产品加工。

包括渔大师品牌在内的Pacific Andes平洋恩利产品将通过天猫零售平台、欧尚超市、三江购物、大润发超市、盒马鲜生以及其他阿里“生态系统”的成员进行分销。


Nov. 7, 11:30 am CST

Pelagia signs JV with Chinese food manufacturer

Seafood giant Pelagia inked a partnership deal with Shanghai-based food manufacturer COFCO Premier Foods to introduce Pelagia’s mackerel to the Chinese market, the company said.

The cooperation will include activities to rise awareness about mackerel to Chinese consumers unfamiliar with the product.

-- IntraFish Media





-- IntraFish Media


A seat at the table

Don't forget to register for IntraFish's Seafood Leadership Luncheon on Nov. 8 at the Grand Mercure Qingdao Nanshan Resort, located adjacent to the Qingdao International Expo Center. We'll be talking about China's growing appetite for shrimp, and how consumer tastes are changing. Seating is limited for this FREE event so register early!



我们特别邀请到阿里巴巴供应链高管John Liu(刘昊)先生和其他来自国际对虾产业的发言人,以及中国最具影响力的海鲜贸易企业高管之一,美国张氏国际集团的创始人兼首席执行官Jerry Chang(张建荣)先生作为午宴发言嘉宾。



From big to bigger

It's another sellout for the China Fisheries & Seafood Expo (CFSE), show organizers said on Thursday.

The event, now in its 23rd year, will fill all 10 exhibit halls at the Qingdao International Expo Center.

A record 1,600 companies from 50 countries will be exhibiting this year. This year's show covers 45,000 square meters in exhibit space and is expected to attract 25,000 visitors from 100 countries.

The number of Overseas Exhibitors at CFSE has increased about 12 percent over the 2017 show, said Jennie Fu, the show’s marketing manager.

“We added space in a new hall for Overseas Exhibitors this year,” she said. In addition to individual companies the show has 19 international pavilions, many of which booked additional space this year.

“The basic market forces that have now made CFSE the largest seafood show haven’t really changed,” said Peter Redmayne, president of Seattle-based Sea Fare Expositions, Inc., the co-founder and overseas organizer of the show. “China’s population is increasingly affluent, they love seafood and the logistics of their distribution systems keep improving.”

What has changed in China, Redmayne said, is it’s getting much easier to import seafood. China has signed numerous Free Trade Agreements with seafood-producing countries, which has greatly reduced tariffs, in many cases to zero.

Local customs clearance has also become much more efficient, and shipments of live seafood, for example, can be cleared through Chinese customs, often in less than a few hours.

Finally, said Redmayne, there is much more air freight capacity as nonstop flights from Europe, North America and Asia now serve second and third-tier cities, in addition to the major international hubs of Guangzhou, Shanghai and Beijing.



第23 届中国国际渔业博览会目前已全部订完。此次展会将使用青岛国际会展中心的10 个展馆。今年将有来自50 个国家和地区的1 ,600 家公司参展。展会信息请按此链接。

IntraFish 是渔博会的官方媒体赞助商。


Exploding retail sector driving seafood growth

Getting seafood to the kitchens of Chinese consumers is also getting much easier, said Yang Hong, general manager of Beijing-based Sea Fare (China) Ltd.

Supermarkets are proliferating at the same time as the once ubiquitous wet markets are disappearing. The Internet giant, Alibaba, for example, plans to open 2,000 of its high-tech Hema stores in the next five years. Shoppers at these stores, which showcase seafood, can purchase at the store, select their food at the store and have it delivered, or simply order online and have it delivered. If the consumer lives within 3 kilometers of a store, delivery time is 30 minutes or less.

“The Chinese government knows it will have to rely more and more on imported seafood to meet the country’s growing demand,” said Redmayne. “That’s because Beijing has adopted increasingly strong measures to conserve and better manage its own fisheries resources and reduce the negative environmental impacts of aquaculture. That’s great news for seafood producers around the world who are looking for new markets.”



将海鲜送上中国消费者的餐桌变得越来越容易了,北京雅图海洋展览 有限公司总经理杨泓说。

曾经无处不在的菜市场正逐渐消失,与此同时,超市数量激增。例如 ,互联网巨头阿里巴巴计划将在未来五年内开设两千家高科技门店— —盒马鲜生。门店内设有海鲜展示柜台,消费者可以在门店里购买, 在门店挑选所需食品并享受送货上门服务,或者简单线上订购后直接 配送到家。如果消费者居住在门店方圆3公里以内,配送时间仅需3 0分钟甚至更短。

“中国政府知道,为了满足国内日益增长的消费需求,将不得不更多 地依赖于进口海鲜产品,”雷德梅因(Redmayne)说,“这 是因为北京采取了越来越强硬的措施来保护和更为妥善地管理本国的 渔业资源,以减少水产养殖业对环境的负面影响。这对于正在世界各 地寻找新市场的海鲜生产商们来说是个好消息.”