Realising the table grape industry’s export ambitions

From 2017 to 2020, the investment Table grape export readiness and market access (TG17000) continued industry work into market access and development.

Delivered by the Australian Table Grape Association (ATGA), the project provided a point of contact for growers, exporters and others looking for expert industry advice in relation to the export of Australian table grapes. Disseminating relevant information, including season updates and data on shipping and market conditions were also priorities.

Project activities ensured that a cohesive approach was taken by the table grape industry towards export and market access. During the timeframe of the project, the table grape industry experienced a 43 per cent increase in export volume, 65 per cent increase in export value and a 67 per cent increase in unit price.

In 2022, a Hort Innovation impact assessment found that the project had a 17.1 to 1 benefit-cost-ratio and identified a number of benefits, including:

• Sustainably increased production due to increased export demand and improved market access for producers
• Maintenance of existing export markets via relationship management
• Grower cost savings in the facility export registration process, attributable to the roll out of ATGA registration software
• Increased capacity and understanding of export markets and trade negotiation
• Increased contribution to regional community socioeconomic wellbeing from an expanding table grape industry.

Meet Phillip Brancatisano, Export Sales Manager at the Grape House Group

“My role as Export Sales Manager had me focused on growing our export book, and as an individual grower this can be challenging. Through this project, the Australian Table Grape Association (ATGA) was able to build the profile of Australian table grapes overseas and successfully increased demand for our produce, allowing businesses like ours to grow our exports.

Through the project, I had the opportunity to attend trade missions to several countries including South Korea, Vietnam, Japan and the Philippines. We met with stakeholders involved in the importation of Australian table grapes and attended trade fairs such as Asia Fruit Logistica.

With the general increase in demand for Australian table grapes resulting from the project, and the contacts I had made for buyers, over the project period our export business doubled from approximately 500,000 boxes of grapes to about one million. As a business we have taken advantage of the price premium by shifting our produce from domestic to export markets.

Even if we had not been involved directly in the project, our business would have benefited from the increased demand for Australian table grapes. However, I think that being involved has sped up (and potentially increased) the benefits.

This increased knowledge of export markets and protocols, combined with the exposure to new customers has been invaluable.

I openly tell other table grape growers how helpful it was to be involved in this project. For me, it really highlighted how important it is to get to know your customer.”