26th September, 2025
Procurement Director at Kibsons International
Q: What are the current product trends in the GCC for fresh and perishable products?
A: Daniel is seeing a significant rise in demand for local produce, particularly organic vegetables, tomatoes, mushrooms, and berries. On the import side, he notes a huge growth in berries (blueberries, strawberries, raspberries), especially from the Southern Hemisphere (Zimbabwe, South Africa, Zambia) and Peru. He attributes this growth to an increase in supply, which has made these products more affordable and accessible to a mass market.
Q: How is consumer behavior in the GCC evolving?
A: Consumers are more particular and have more choice, so they are looking for freshness, quality, and taste. They also pay attention to a product’s origin, as some countries are more trusted than others. Daniel’s company focuses on taste to build customer loyalty, believing that a good-tasting product is what brings customers back. He also notes a shift towards healthier eating and a desire for varied diets among consumers.
Q: What role does technology play in the supply chain for perishables?
A: Technology, like live data coverage for temperature and humidity, has brought greater visibility and traceability to the supply chain. This helps in managing transit issues and reducing food waste. Daniel also mentions that data is used for better demand planning and forecasting, which is crucial in a market with seasonal dips like the summer holiday months in the UAE. He emphasizes, however, that while technology is helpful, the fresh produce business still relies on personal relationships with growers.
Q: How do you go about sourcing new products and varieties?
A: It’s a combination of working with long-term suppliers and constantly seeking new ones. Daniel and his team are actively involved in trialing new varieties and attending fruit shows to find innovative products. He highlights the challenge of introducing new varieties to some buyers who are resistant to change, but emphasizes that innovation is necessary for the market to grow.
Q: How do pricing, seasonality, and origin influence buyer decisions?
A: Daniel states that pricing is important, but shouldn’t come at the expense of quality. The goal is to provide fresh products at affordable rates to encourage healthy eating and repeat business. Seasonality is also key; knowing the right time to switch from old-season to new-season produce is vital. Finally, origin plays a significant role, as certain countries are trusted more than others, and this trust influences consumer purchasing decisions.