Case Study
Sector: Food | Chile
2306 helped a Chilean client develop a local market for Italian pasta and rice, with a first order sized for demand that was still unproven. The client never had to set foot in Italy.
The client was looking for Italian brands that combined product quality and reliability with a willingness to build a business in the Chilean market.
Because we work directly with Italian producers and know the Chilean market, we were able to put the brands best suited to the project in front of the client: two outstanding Italian companies whose products and positioning were a good fit for the market.
Beyond sourcing the product: building the right relationship
Our work did not stop at selecting the producers. We worked with both sides to reach balanced commercial agreements, looking for the middle ground between what the Chilean client needed and what the Italian companies needed.
The goal was to create the conditions for sustainable, long-term growth in the Chilean market, for the buyer and the producers alike. When producers see a way into a new market, they stop being just suppliers and start helping the importer sell the product.
The producers became partners in the project
Once the collaboration was up and running, the Italian companies also gave the client real support with marketing and business development in Chile.
They provided:
- brochures and sales materials
- product photography and content
- videos
- materials for local communications
- direct access to their own people, ready to answer questions from Chile
When producers give an importer that kind of backing, the project’s chances of success rise sharply: the importer has the know-how, the materials and the tools to present the product properly and make the most of it in the target market.
How the importer reduced the risk on the operation
2306 made the process less risky by working on the initial minimum order. As with any new international project, it was essential for our client not to tie up serious capital before seeing how the market responded.
Because we have long-standing relationships with these producers, we could bring both sides together and settle on a first-order quantity that worked for everyone.
That let the client test the market properly, and gave the Italian producers a new commercial relationship with serious room to grow.
2306’s work did not end with the agreement
With products, commercial terms and quantities settled, the producers started preparing the orders.
2306 then handled the logistics as well, coordinating a groupage sea shipment from the moment the goods were ready through to departure for Chile.
That gave the client one point of contact from start to finish:
- producer selection
- negotiation and closing
- marketing support
- order management
- logistics coordination
- shipment to Chile
What 2306 adds
This case shows how we work.
Knowing Italian producers is not just knowing who sells what. It means knowing how these companies operate, how much flexibility they have, and what they can offer an international client.
At the same time, knowing the destination market is what lets you choose the right partner and the product with the best chance of succeeding there.
The result was a project in which the client and the Italian producers built a commercial relationship based on collaboration, with 2306 as the partner that brought expertise, needs and opportunities together.
Looking to add Italian food products to your range? Let’s talk.
