With the 2026 season projecting Chilean exports close to 170,000 tons (+16–20%), more fruit will be available in the market. But more supply doesn’t automatically mean better results, it means greater pressure to know exactly where and how to position your business.
Europe absorbs around 40–43% of Chilean kiwi exports. Germany stands out as the highest-value market, with CIF prices reaching USD 3.8/kg. The Netherlands operates as a redistribution hub to Germany, Belgium, and Scandinavia.
European importers don’t buy on the spot market—they buy through pre-season programs. Their requirements are clear: GlobalG.A.P. traceability, documented cold chain, and sizes 20s–25s.
According to Dámaso Sáez, Senior Business Manager at Loads:
“Europe traditionally absorbs a wide range of sizes, mainly between 20 and 36, including 20–30% Fancy fruit depending on the client and program. This season, we’ve seen strong pressure to ship quickly to accelerate turnover and sales at destination. However, the highest prices occur in the very early stages of the campaign, when volumes are still limited—while not significant in total volume, they set the first market peaks.
“Where the best returns are truly achieved is with stored fruit, in the window just before the start of controlled atmosphere (CA). At that moment, the market is undersupplied, creating conditions to capture significantly higher prices than the seasonal average. During the regular season, FOB returns tend to stabilize around USD 19–20 per box.” Dámaso adds.
Latin America grew by 14% in 2025 and now represents 25–33% of Chilean exports, with an average FOB price of USD 2.19/kg.
Brazil is the anchor market: growing demand, an optimal window between May and August, and a preference for sizes 25s–30s in organized retail.
Mexico imports 100% of its kiwi. Chile is the second-largest supplier, holding around 29% market share. The 2025 season closed with demand exceeding supply—a clear sign of increasing consumption.
Colombia is an emerging market. It is more price-sensitive than Brazil, with size 30s showing the highest rotation. Trade agreements are also making it easier for Chilean fruit to enter the market.
Having access to fruit is not enough. The outcome of any import operation depends on three key factors that go far beyond price per kilo:
1. The right size for the right market
Europe demands 20s–25s for high-value retail, while LATAM performs better with 25s–30s. Mixing strategies without considering this affects shelf rotation and overall returns.
2. Timing aligned with each market
Europe buys through pre-season programs, not spot. LATAM is more flexible, but the best fruit and prices go first—late buyers negotiate at a disadvantage.
3. A logistics partner who understands each route
Shipping conditions to Rotterdam are not the same as to Santos or Veracruz. Shipping lines, transit times, cold chain protocols, and phytosanitary requirements vary by destination. Any mistake along the way can result in fruit arriving in poor condition, and lost customers.
Relying on a single sourcing origin may seem efficient—until something goes wrong. And in this industry, something always can.
The 2025 season proved it: adverse weather conditions in China affected Shaanxi, the country’s main production region, reducing harvest volumes and pushing prices up globally. Importers dependent on that origin felt the impact directly. Those with diversified sourcing did not (according to the iQonsulting / Agenda Logística report, February 2026).
Each kiwi-producing country comes with its own vulnerabilities. Understanding them is not theoretical—it’s actionable market intelligence.
A base strategy to operate year-round:
We work with selected growers and exporters in more than 18 countries. If one origin is affected, there is always an alternative available.
We take responsibility for the entire operation, not just showing you where your container is.
👉 Visit the Loads Store and start planning your sourcing strategy