Case Study
Sector: Food  | Chile

When knowledge of the product, the market and logistics turns a need into an opportunity.

A Chilean client looking to sell high-quality Italian coffee approached 2306 to identify reliable producers and set up an initial project to test the Chilean market. When you import food products, transport is a critical factor. Coffee, for example, must be protected from humidity, condensation and temperature fluctuations.

The problem: for a first order, shipping LCL (Less than Container Load) means higher costs and more complex handling. 

2306’s solution: from logistical constraint to new sales opportunity 

Knowing the product and the client’s needs, we didn’t just think about how to ship the coffee. We thought about how to optimize the entire operation. 

The most cost-effective shipping solution was a 20-foot container, and we knew that some food products have shipping requirements similar to coffee’s. 

So we went over the client’s sales strategy with them and concluded that, among the products that sit alongside coffee at retail and can be shipped under the same conditions, the best opportunity was to test the market for chocolate and filled chocolates. The idea wasn’t to fill the available space: it was to turn a logistical constraint into a new sales opportunity.

Before even looking for suppliers, we carefully assessed the transport risks: chocolate, like coffee, is sensitive not only to humidity but also to temperature, which needs to stay roughly between 10 and 18 °C, with no sudden swings. Once we had considered both products’ transport requirements and what they meant for packaging, we started looking for producers.

Selecting the right producers

We tapped our network of Italian producers and selected two companies particularly well suited to the project.

The choice was based on:

• product quality
• competitive terms
• value for money
• company size and structure
• flexibility
• willingness to help develop a new international market

We favored smaller mid-sized companies offering excellent quality at the right price and, above all, the flexibility to build and grow the market with our client.

From producer search to shipment

2306 facilitated discussions between the client and the producers, supporting both sides as they negotiated the terms.

Thanks to long-standing relationships and direct contact with the Italian companies, we aligned the producers’ needs with the buyer’s and took the deal through to a signed agreement.

Then, with the producers’ approval and in line with the transport specifications, the coffee and chocolate were shipped in a full 20-foot container, FCL (Full Container Load), keeping transport efficient without compromising product quality.

Making the most of the available space allowed the client to test two product categories within a single logistics operation, reducing the impact of freight on the overall cost of the first shipment.

What our client gained

In this project, the value for the client wasn’t simply finding a producer. They received strategic and operational support, built on our knowledge of their market, the products and the Italian suppliers, which allowed them to:

• find Italian producers suited to their needs
• begin working directly with the producers
• get transport that was cost-efficient, safe and fully managed by us
• test two product categories in their market at the same time

Knowing the markets, the products and the producers is what allows us to spot the opportunities that can make an international project more effective, viable and solid.

Looking to import Italian food products into your market? Let’s talk.