AGROS № 2, 2026
AGROS № 2 (82), 2026 2 ГРО National Union of Food Exporters is a voluntary non-profit organization created to bring together, coordinate and represent the common interests of exporters of Russian food and agricultural products. The Union was founded in 1999 by three Russian food producers: the largest Russian producer of juices ("Wimm-Bill- Dann"), the largest producer of vegetable oil (“Efirnoye") and the meat producing company "Protein Product". Currently, among the members of the Union are the largest producers and exporters of Russian foodstuffs, suppliers of unique products, insurance and legal companies, exhibition organizations, consulting firms, publishing houses, academies. National Union of Food Exporters represents the interests of Russian exporters of agricultural and food products in legislative and executive authorities - the State Duma, Ministry of Economic Development, Ministry of Agriculture, Ministry of Industry and Trade of the Russian Federation. Union representatives are members of the Committee on development of agro-industrial complex of Chamber of Commerce and Industry of Russia, and also of Council on foreign economic activity of CCI. National Union of Food Exporters interacts with Russian trade missions abroad. National Union of Food Exporters takes part in the preparation of state programs and annual plans. Membership in the Union gives its members a number of benefits: • assistance in finding new markets and partners; • business missions to foreign countries; • press promotion in Russia and abroad (publications in the journal "AGROS"); • assistance in obtaining legal support; • eliminating trade barriers; • assistance in attracting foreign investors; • sending commercial offers; • participate in contests ("For the wealth and prosperity of Russia", "Best Russian Exporter"); • Logo placement on the website of the Union; • invitations to discussions (the State Duma, Ministry of Economic Development, Ministry of Agriculture, Ministry of Industry and Commerce of Russia, Chamber of Commerce and Industry of Russia, International Agribusiness Club, international food and agriculture organizations). More information on National Union of Food Exporters is available by phone: +7 (495) 354-39-08, E-mail: nfeu2000@mail.ru www.prodexport.ru
AGROS № 2 (82), 2026 3 CONTENTS News Russia Increased Agricultural Exports by a Quarter in 2026 4 Russia will tighten controls on imported quarantine products. 4 The Ministry of Industry and Trade has named the most in-demand chemical products abroad 5 Russia launches SPOT system to control imports from the EAEU 5 The Cabinet of Ministers of Russia has extended the sulfur export ban until the end of the year 5 Export & import Policies of Foreign Countries World and regional policy 6 Neighboring Countries 9 Far-Abroad Countries 11 Russian companies on foreign markets FOOD TEAM 14 The real gift of Altai 16 Holding “ALTAMAR” 17 Our Foreign Partners Monicom Agrar 19 SWAMIS 22 Shyam Dhani Industries Limited 23 Saffron Heaven 25 IIAU Global Trade 27 NEIMHEX 28 Linkin Guargums 29 Shreeji Export 31 Exhibition News At the MAP Russia 2026 exhibition, the results of 25 years of development in Russia’s meat industry were announced. 32 ASEAN Food & Beverages Exhibition 2026 35 Product promotion S. Ilyukha Producer in an omnichannel environment. What to focus on? 36
AGROS № 2 (82), 2026 4 NEWS Russia Increased Agricultural Exports by a Quarter in 2026 In the first five months of 2026, Russia increased agricultural exports by 26% in volume and 22% in value. Grain typically drives international exports, but at the beginning of this year, exports of oils and meal, fish, and seafood also grew steadily. Furthermore, almost half of international exports were value-added products rather than raw materials. It's too early to talk about a successful year; the strong ruble is holding back future export prospects. Forbes examined what could hinder grain export growth in the second half of the year and how the reduction in export duties will impact oil exports. In the first five months of 2026, Russia shipped over 33 million tons of agricultural products worth over $16.5 billion to international markets (excluding the Eurasian Economic Union), according to estimates from the Federal Center for Agricultural Export Development, Agroexport. Compared to the same period last year, growth was 26% in volume terms and 22% in value terms. The top five importing countries in monetary terms were China, with a 25% share and a 42% increase; Turkey, with an 11% share (+34%); Egypt, with 6% (+23%); Belarus, with 6% (+16%); and Kazakhstan, with 6% (+28%). Considering that agricultural exports grew significantly not only in monetary terms but also in volume terms, their key driver was not price increases, but rather physical shipments of key raw materials, notes Dmitry Krasnov, Managing Director of the Reksoft Consulting Competence Center for the Agricultural Industry. The growth in agricultural exports was driven by deliveries of grains, oilseed products, fish and seafood, and food and processed goods, says Ilya Ilyushin, Director of Agroexport. "Exports of processed products with high added value grew by 12% in value terms in the first five months of this year, exceeding $7 billion. Such products already account for 43% of overall exports," Ilyushin reported. Russia will strengthen control over imported quarantine products. Russian President Vladimir Putin signed a law enhancing the traceability of quarantine products imported into Russia to prevent the import of sanctioned and anonymous goods. The corresponding document was posted on the official website for the publication of legal acts. The document aims to improve plant quarantine regulations in the Russian Federation. According to the explanatory note, its implementation will facilitate the effective traceability of quarantine products and prevent the import of sanctioned and anonymous goods into the Russian domestic market. The law grants Rosselkhoznadzor the authority to trace batches of quarantine products in accordance with the legal acts of the Eurasian Economic Union, in
AGROS № 2 (82), 2026 5 accordance with the procedure established by the Russian government. The Ministry of Industry and Trade of Russia has named the most in-demand chemical products abroad Russian mineral fertilizers, petrochemicals, polymers, and synthetic rubber are the most in-demand domestic chemical products abroad, said Mikhail Yurin, Deputy Minister of Industry and Trade of the Russian Federation. Yurin emphasized that Russia holds its strongest position in mineral fertilizers. This is one of the key export segments of the Russian chemical industry, where domestic producers are among the world leaders. "The main demand comes from countries in Asia, Latin America, the Middle East, Africa, and the EAEU. These products are directly linked to food security, and therefore remain in high demand in foreign markets," added the Deputy Minister of Industry and Trade. Russia launches SPOT system to control imports from the EAEU Starting June 1, Russia will launch a national system for confirming pending goods (SPOT). Importers supplying products from Armenia, Belarus, Kazakhstan, and Kyrgyzstan are now required to submit advance electronic notifications, according to the Eurasian Economic Commission website. The new rules require the preparation of a document regarding the upcoming delivery—including details of the recipient, supplier, and carrier—at least two days before crossing the border. After this, the importer is issued a special QR code. Furthermore, the rules introduce a mandatory security deposit, but it will take effect slightly later, on July 1. This deposit must be no less than the amount of indirect taxes (VAT and excise duties) payable on the imported goods. In the initial phase, SPOT requirements will only apply to road transport. The Federal Tax Service will operate the new system. The Cabinet of Ministers of Russia has extended the sulfur export ban until the end of the year The Russian government has extended the temporary ban on the export of certain types of sulfur. The export restrictions will last until the end of 2026. The ban will apply to liquid, granular, and lump sulfur—critically important raw materials for the mineral fertilizer industry. "This decision is aimed at maintaining current fertilizer production volumes and ensuring the country's food security," the government explains. For countries of the Eurasian Economic Union (EAEU), as well as Abkhazia and South Ossetia, there will be no restrictions—raw materials can be freely supplied to these countries. There will also be no restrictions on deliveries as part of humanitarian aid, international transit shipments, or life support on Spitsbergen. The sulfur export restrictions will be in effect from November 2025. They were introduced to stabilize shipments of raw materials to the domestic Russian market.
AGROS № 2 (82), 2026 6 EXPORT & IMPORT POLICIES OF FOREIGN COUNTRIES World and regional policy FAO Food Outlook: Global food commodity market trends face rising geopolitical and weather risks The outlook for global food commodity markets continues to be relatively favourable, with the 2026/27 cereal production forecast to remain historically elevated, though easing from record highs. However, market prospects remain highly contingent on weather developments, including the emergence of El Niño, volatility in energy and fertilizer markets roiled by conflict, geopolitical tensions, uncertainty surrounding trade policies and broader macroeconomic headwinds, according to a new report published by the Food and Agriculture Organization of the United Nations (FAO). Worldwide harvests of wheat, coarse grains and rice are set to decline from record levels in the year ahead, but remain elevated, with supply to be buoyed by ample stocks, according to the new FAO Food Outlook. The biannual publication provides updated market assessments and forecasts for the production, utilization, trade, and stocks of major food commodities including cereals, oil crops, sugar, meat, dairy products, and fisheries. The new edition offers additional insights into the implications of alternative fuels and clean energy regulations in international maritime shipping, the linkages between sugar prices and energy products as mediated by ethanol, fertilizer markets, and the global food import bill. “Agrifood systems appear robust at a production level, but risks are growing and many of them have the potential to have rapid and adverse effects for global supply and access,” said FAO Chief Economist Maximo Torero. “We need to double down on resilience by keeping trade flows open and supply chain functioning, while preparing for local weather shocks.” Aggregate global cereal output is forecast to decline by 2.0 percent in 2026 from the previous year to 2 982 million tonnes, while utilization is expected to continue to grow, with a 1.0 percent increase in output used for human consumption. Per capita cereal consumption in Low-Income Food-Deficit Countries is expected to decline marginally, by 0.4 percent. Salient takeaways from the commodity analyses include: --Global wheat production 2026/27 is anticipated to dip by 3.8 percent to 810.9 million tonnes, due to smaller harvest among major exporting countries and regions, notably Australia, the European Union, and the United States of America, where a 21.3 percent decrease is currently expected. --World coarse grain production in the coming year is expected to decline by
AGROS № 2 (82), 2026 7 1.2 percent to 1 619 million tonnes, due to lower plantings and yields in North America, even as prospects in South America appear robust, notably for maize in Argentina. --Global soybean production in 2025/26 is predicted to set a fresh record of 432.3 million tonnes, as continued growth in Brazil and the Russian Federation will likely more than offset anticipated reductions in Argentina, India and North America. --Global meat production is expected to rise by 1.0 percent to 391.3 million tonnes, with poultry output rising by 2.5 percent while bovine output set to decline. --Global vegetable oil consumption is forecast to outpace production in 2025/26, resulting in tighter market conditions and ending stocks declining for the third consecutive season. --Global fisheries and aquaculture production is set to expand by 1.0 percent in 2026 to 200.5 million tonnes, with aquaculture output rising by 2.9 percent led by shrimp, salmon and carp, even as capture fisheries dip by 1.1 percent, largely due to reduced quotas for important North Atlantic stocks including mackerel, herring and possibly cod, as well as Peru’s anchoveta. FAO Food Price Index broadly stable in May even as cereal quotations increase The benchmark measure for world food commodity prices remained broadly stable in May, as declines in vegetable oil quotations offset increases in those for cereals and sugar, according to new data released Friday by the Food and Agriculture Organization of the United Nations (FAO). The FAO Food Price Index, which tracks monthly changes in the international prices of a basket of globally-traded food commodities, averaged 130.8 points in May 2026, down 0.2 percent from its revised April level and 2.9 percent higher than its year-earlier level. "While global food commodity markets have remained broadly resilient, rising cereal prices underscore vulnerability to weather-related risks and disruptions in energy and input markets. Continued uncertainty affecting key trade routes, including the Strait of Hormuz, could reduce fertilizer use and place additional pressure on food prices, highlighting the need for coordinated international action,” said Boubaker Ben-Belhassen, Director of FAO’s Markets and Trade division. The FAO Cereal Price Index increased by 2.6 percent from April and was nearly 5.0 percent higher than a year ago, reflecting higher prices across all major cereals amid higher fuel and fertilizer costs globally and weather-related pressures. World wheat prices rose 3.4 percent on the month – and 7.8 percent from their year- earlier level - supported by smaller expected harvests in major exporters, including the United States of America, where winter wheat crop conditions are among the least favourable in decades. U.S. Hard Red Winter wheat prices in May 2026 were 28 percent higher than in May 2025. Maize prices rose 1.9 percent – 3.9 percent annualized - on the back of stronger import demand in key markets, tighter availability in Brazil and the United States and firmer energy prices that boosted ethanol-related demand. The FAO All-Rice Price Index increased by 2.7 percent from
AGROS № 2 (82), 2026 8 the previous month as weather concerns and higher crude oil and derived product prices underpinned quotations in some leading Asian exporting countries. The FAO Vegetable Oil Price Index, by contrast, declined by 4.6 percent from April, its first monthly decline in 2026. International palm oil prices declined due to expectations of weaker global import demand and uncertainty in crude oil markets, while world soyoil price trends were mixed, with seasonal increases in exportable supplies pulling prices down in South America even as firm biofuel demand supported values in North America. Rapeseed and sunflower oil prices rose on tight supply conditions. The FAO Meat Price Index inched up 0.1 percent. World bovine meat prices rose on the back of robust import demand, particularly from China and the United States of America, while pig meat prices declined, mainly due to lower prices in the European Union amid abundant supplies and subdued import demand. The FAO Dairy Price Index declined by 0.5 percent from the previous month, led down by international butter prices. Cheese prices were mostly stable while skim milk powder prices increased. Whole milk powder prices showed mixed developments. The FAO Sugar Price Index rose by 7.5 percent in May, pushed up by data indicating a lower share of Brazil’s sugarcane output being allocated to sugar production, raising expectations of greater diversion to ethanol, as well as concerns that El Niño conditions could adversely affect production in India and Thailand in the year ahead. Nearly 90% of global soybean production in 2025/26 will come from the top five producing countries. Approximately 90% of global soybean production in 2025/26 will come from the top five oilseed-producing countries. This fact was stated by Laura Pereira, Commercial Director of the Soft Oils division at Aboissa Commodity Brokers, a commodity trading broker, in her speech at the conference "Fat and Oil Industry 2026 European Edition." "Brazil remains the undisputed leader, with 180 million tonnes of production and 42% of global production in the current region. The US will also produce over 100 million tonnes of the oilseed – 115 million tonnes, or 27%," the analyst noted. Argentina also made it into the top five for the season with 48 million tonnes (11%), China with 20.9 million tonnes (5%), and Paraguay with 12.1 million tonnes (3%). "In total, 83% of global soybean production in 2025/26 will come from countries in South and North America. If we consider only South American countries, their share is 56%," added L. Pereira. The Eurasian Economic Commission (EEC) approved recommendations to expand agricultural trade between the EAEU and BRICS countries On May 19, 2026, the Board of the Eurasian Economic Commission (EEC) approved a recommendation aimed at deepening trade and economic cooperation between the Eurasian Economic Union and
AGROS № 2 (82), 2026 9 BRICS countries in the agricultural sector and food. According to the EEC's analysis, between 2019 and 2024, mutual trade between the EAEU member states and BRICS countries doubled, reaching $27.3 billion. The following categories predominate in the export structure and delivery destinations: - meat and meat products (main markets: China, UAE); - dairy products (Egypt, Indonesia, UAE); - fish and shellfish (Indonesia, China); - grain crops (Egypt, Indonesia, Iran, the UAE, Ethiopia, South Africa, and other countries). Gohar Barseghyan, Minister of Industry and Agro-Industrial Complex of the Eurasian Economic Commission (EEC), noted that the approved recommendation will serve as a guide for member states when analyzing the potential for expanding export routes to the markets of key global importers from the BRICS countries. Regarding the digital transformation of the agro-industrial complex, the EEC Board recommended that Union member states support agricultural producers in the implementation of digital technologies, including the use of ground and aerial unmanned systems, precision farming methods using artificial intelligence and geographic information systems, and develop digital services for weather forecasting and agricultural risk assessment. "The implementation of measures to develop digital technologies in the agro- industrial complex is aimed at reducing the technological gap, increasing the competitiveness of the Union's agricultural sector, and ensuring the sustainable development of the industry in the context of the digital economy," Gohar Barseghyan emphasized. Neighboring Countries Belarus and Russia are moving toward joint processing of agricultural products. Russia and Belarus are increasing mutual supplies of agricultural products and food. Now, instead of a simple "purchase and sale" model, a system of joint processing of agricultural products is being developed in the Union State, Rossiyskaya Gazeta reports following a survey of experts. If the current growth rate in trade continues, Dmitry Krutoy, Head of the Presidential Administration of Belarus, and Alexey Overchuk, Deputy Prime Minister of the Russian Government, even predict that mutual trade could reach $70 billion by the end of this year. The agricultural sector will also contribute. According to the federal center Agroexport, Russia supplied over $1 billion worth of agricultural products to Belarus in the first three months of 2026. This represents a 16% increase compared to the same period last year.
AGROS № 2 (82), 2026 10 The Republic is also increasing its agricultural exports. According to the Belarusian Ministry of Agriculture and Food, the country's food exports reached a record $10 billion in 2025. Russia accounted for approximately 67%. Indirect evidence of this positive trend is the overall export of goods, which increased by 20.3% from January to March 2026 to reach $11 billion, notes Sergei Gebel, General Director of the Agency for Investment and Industrial Solutions and member of the General Council of Delovaya Rossiya. Kazakhstan plans to create a unified digital database for managing the transport and logistics chain by the end of the year Kazakhstan plans to create a unified digital database for managing the transport and logistics chain in real time by the end of 2026. Prime Minister Olzhas Bektenov noted the importance of implementing digital solutions and artificial intelligence for the development of the transport sector. He cited China, Japan, and the European Union as examples, where digital solutions and artificial intelligence are actively being implemented in the transport sector. He noted that these solutions serve to optimize train schedules, reduce downtime, and improve network capacity and maintenance. "The Ministry of Transport, together with Kazakhstan company Temir Zholy, must take steps by the end of this year to create a 'data lake' that will facilitate the management of the entire transport and logistics chain in real time. Overall, the Ministry faces the task of improving the quality of service in rail transport, increasing transit traffic, and increasing export freight. Relevant decisions on industry development must be made proactively to ensure the overall development of Kazakhstan's economy," Olzhas Bektenov emphasized. Kazakhstan to restrict registration of some foreign- made railcars New regulations for state registration of railway rolling stock will come into effect in Kazakhstan on July 12, 2026. The changes impose restrictions on the registration of foreign-made railcars and locomotives. According to the Ministry of Transport of the Republic of Kazakhstan, the changes are aimed at protecting domestic railway infrastructure from the use of worn-out and outdated foreign rolling stock. According to the new requirements, registration of traction and special-purpose rolling stock with a remaining service life of less than 60% of the manufacturer's specified service life will be prohibited. An exception is made only for unique track equipment that has no domestically produced equivalent. Registration of freight and passenger cars will only be possible in two cases: if the car is new and no more than one year old, or if it is specialized rolling stock, such as hopper cars, tank cars for transporting acids and other chemicals, refrigerated cars, insulated cars, and similar equipment.
AGROS № 2 (82), 2026 11 Azerbaijan's agricultural exports increased by 62.8% over the past decade Azerbaijan's agricultural exports increased by 62.8% over the past decade. Over the past ten years, Azerbaijan's agriculture has demonstrated steady growth, with agricultural and food exports increasing by more than 60%. This was stated by Azerbaijan's Deputy Minister of Agriculture, Zaur Aliyev, at a press conference dedicated to the State Program for the Development of Agricultural, Fisheries, and Aquaculture Production and Processing for 2026-2030. According to him, over the past ten years, the country's agricultural sector has seen stable positive dynamics in both crop production and livestock farming. "Over the past 10 years, overall agricultural growth in real terms has amounted to 37.8%. This figure for crop production reached 48.2%, and for livestock farming, 29.6%. Another positive trend is that agricultural and food exports increased by 62.8%," Aliyev said. Azerbaijan has imposed restrictions on the export of subsidized agricultural machinery. Azerbaijan has imposed restrictions on the export of subsidized agricultural machinery Agricultural machinery purchased in Azerbaijan under preferential terms cannot be exported from the country for five years from the date of financing. This provision is stipulated in the decree of Azerbaijani President Ilham Aliyev "On the introduction of a decree "On improving state support for agriculture and leasing activities in the agricultural sector" dated December 19, 2018." According to the document, data on subsidized agricultural machinery will be transmitted in real time via the "Electronic Agriculture" information system to the State Customs Committee's information system. Far-Abroad Countries India is losing interest in palm oil and choosing alternatives for large purchases Soybean oil imports into India increased by 38% and reached a five-month high of 497,000 tonnes in May 2026, as Indian buyers are shifting en masse from palm oil to soybean oil due to the rapidly narrowing price differential between the two products, according to the All India Edible Oil Traders Federation. It is the leading national association of Indian importers, distributors, and wholesalers of edible oils. The organization coordinates the domestic market in India, the world's largest importer of vegetable oil. Shankar Thakkar is the president of the federation. Palm oil was long India's favorite oil due to its low cost (it was more than $100 per ton cheaper than soybean oil). However, global palm oil prices have risen sharply, and the premium for soybean oil
AGROS № 2 (82), 2026 12 over its competitors has narrowed. Soybean oil has become much more competitive in the Indian domestic market, explained Shankar Thakkar. He explained that when the price differential between soybean and palm oil narrowed to $40 per ton, palm oil lost its competitive advantage. As soybean oil imports into India increased, sunflower oil shipments plummeted by 32.3% to 294,000 tonnes. According to Thakkar, palm oil imports in May recovered slightly from the previous month, reaching 551,000 tonnes, up from 513,403 tonnes in April, but remained significantly below the historical monthly average of 632,000 tonnes. Effective June 1, the Indian government officially increased the tariff rate for crude and refined palm oil, while slightly reducing the tariff rate for crude soybean oil. This artificially incentivized Indian traders to switch to purchasing soybean oil. Industry analysts warn that below-average purchases by India, the world's largest vegetable oil importer, could lead to stockpiling in leading producing countries such as Indonesia and Malaysia. Overall, India's total edible oil imports rose 2.6% in May to approximately 1.3 million tonnes, almost entirely due to a sharp rise in soybean oil prices. Organic farming is rapidly gaining popularity in Andalusia. Scientists want to export "organic morality" Among its 2030 goals, the European Union aims to ensure that at least a quarter of agricultural land is farmed using organic or ecological methods. In this race, Andalusia has a significant advantage: over 50% of organic farming in Spain is concentrated in the south, making Andalusia a testing ground for agricultural policies that encourage and promote these methods. With the increasing number of farmers adopting organic farming practices, researchers from the University of Cordoba are studying the motives behind choosing organic methods over others. The team surveyed nearly 200 farmers and concluded that moral motives (concern for the environment and the social ecosystem) are just as important as profit- related motives. "Most studies on organic farming focus on the type of crop grown, the business model, or the subsidies received, ignoring the farmer, who is actually the key player. In this case, we focused on their motivations to better understand the Andalusian context and export it as a model to other parts of Europe," the researcher stated. The study's results highlight the diversity of the Andalusian agricultural sector, where practitioners with different socio-demographic characteristics coexist and have varying attitudes toward the organic farming model. Therefore, as Sánchez Cañizares noted, "if the European Union wants to promote organic farming, it needs to diversify its policies based on different profiles and needs." For now, the study suggests focusing on policies aimed at retaining farmers who have already adopted organic farming, with simplification of administrative procedures as a key argument. For those hesitant to make the switch, the study suggests developing policies that appeal to
AGROS № 2 (82), 2026 13 their environmental moral convictions, as well as providing the necessary training and assistance to transition to a new model. Understanding why something works is key to exporting successful models. In Spain, which is still far from achieving the EU's 2030 targets, Andalusia, with over 1.4 million hectares devoted to organic farming, serves as a beacon showing the rest of Europe the way forward. Yemen has proposed making the sale of imported food products when local alternatives are available an economic crime The Yemeni Agricultural Cooperative Union has warned of the problems facing domestic produce and ongoing attempts to undermine its production by importing imported alternatives. According to farmers, such trade policies are aimed at weakening communities' efforts to strengthen local production and self-sufficiency. In a statement, the Agricultural Cooperative Union (ACU) explained that domestic produce is a fundamental pillar of the national economy. The union emphasizes that any attempt to circumvent import substitution and self-sufficiency policies, or to introduce foreign products when local alternatives exist, should be considered an economic crime, according to Sana'a-Saba. Cheap imported produce (especially during the harvest season in Yemen) is driving prices down. Local farmers, facing high costs for fuel for irrigation pumps and fertilizers, are unable to compete with subsidized foreign goods. This leads to the ruin of farms. The Union calls for restrictions on the import of certain fruits and vegetables during the months when local produce is at its peak. For example, importing onions or potatoes during the peak Yemeni season renders the labor of local farmers pointless—they prefer to leave the harvest to rot in the fields rather than sell it below cost. The statement calls on the relevant authorities to assume responsibility for protecting domestic production and take the necessary measures to curb any practices aimed at weakening or marginalizing domestic products in the marketplace, in order to maintain the stability of the agricultural sector and the sustainability of production. The Union also emphasized that supporting and promoting domestic products is a collective responsibility requiring the cooperation of government agencies, civil society, and consumers, as this is one of the most important factors in strengthening economic resilience and increasing competitiveness in the face of modern challenges. In conclusion, the Union of Agricultural Cooperatives reaffirmed its commitment to supporting farmers and local producers, strengthening trust in domestic products, and achieving self-sufficiency.
AGROS № 2 (82), 2026 14 RUSSIAN COMPANIES ON FOREIGN MARKETS The Food Team Group was founded by FMCG specialists and has been working on the market since 2014. The enterprise operates all year round and produces annually about 3.6 thousand tons of fish value added products. In the Russian Federation (from Kaliningrad to Vladivostok) we supply our products through all sales channels: HoReCa, distribution channels, wholesale, federal and local retail chains. Russia is one of the ten’s world leaders in fish catching. Since 2016, aquaculture has been intensively developing, which gives a stable raw material base for the production and development of fish processing in Russia. However, statistic show negative dynamics in the consumption of fish products. One of the important reasons hindering the development of the industry is the underdeveloped culture of consumption of fish products in our country (lack informed consumers, high product price, people a getting away from home cooking, outflow of the target audience, etc.). It takes time to develop a culture of fish consumption and change consumer consciousness. For 17 years, on a day-to-day basis, Food Team has had an important mission -to inform consumers about the proper consumption and benefits of fish products (use conferences, master classes, food show and new solutions of finished products for modern society). The company also develops its chain of cafe- shops Laks +, where everybody can try variety of Food Team products and buy it at an affordable price from the producer. The dream to sell high value added products, as well as many years of experience and high-quality of produced products allowed the enterprise to enter foreign markets (Food
AGROS № 2 (82), 2026 15 Team effectively works with the Republic of Belarus, Armenia, Azerbaijan, UAE, Georgia). The export plan gave the company an impetus to start implementing an ambitious project to build a new fish processing complex with a capacity of 600 tons of finished products per month. In the near future, Food Team plans to increase the share of export supplies of products of its own production with high added value, which allows creating additional jobs in the region and increasing the tax base. The company's export focus is concentrated on the countries of EAEU Customs Union, Latin America, the Middle East and North Africa, and Southeast Asia. To launch our products at markets of these groups of countries, at the plant has been implemented a system of adopting the product line to local tastes and market peculiarities. - The Russian Export Center, the Moscow Region Export Support Fund, and the National Union of Food Exporters support Food Team at each step from the idea to the execution. Food Team thanks all the organizations listed for their support, tracking, training and opening of new opportunities.
THE REAL GIFT OF ALTAI Altai is a beautiful land filled with the power of majestic mountains, the sparkling of the purest rivers, the expanse of healing lakes and endless fields, the aroma of hilly meadows and the amazing depth of human history. Altai is a kingdom of pure nature and real products. Altai is a gift. The Studio 3 team has been developing gift product complexes for 15 years, which are as much a reflection of Altai as possible and preserve the naturalness of the products. The Soul of Altai is a gift set that combines the main directions of folk crafts of Altai residents, preserves the natural qualities of products and the naturalness of packaging as much as possible. The contents of the kits combine the main directions of folk crafts: - the barrel is carved from a single piece of linden, treated with real beeswax; - honey for the collection "Soul of Altai" is packaged manually without heating; - herbal collections are exclusively designed for the collection of gifts "Soul of Altai"; - clay products are made of red clay and processed with food glaze; - and even the bed is designed on the basis of natural materials - linen burlap and sisal fiber. A gift from the collection "Soul of Altai" is an exclusive that you present to your business partners and loved ones. The packaging of each individual gift is unique and reflects the creative production and design solutions of Studio 3. The "Soul of Altai" product line includes gift categories from economy to VIP options. The gift collection "Soul of Altai" is the winner of the regional competition "Souvenir of the Year" in the nomination "ALTAI BRAND". .
AGROS № 2 (82), 2026 17 HOLDING “ALTAMAR” The wellness center "Legends of Altai" of the Altamar holding (Altamar — from the words Altai maral) is located in the Nikolskoye maral breeding complex of the Altai district of the Altai Territory. The area of the maralnik is almost 4,500 hectares. More than 1,100 animals are kept here. There are two year-round hotel complexes on the territory. The main wellness procedure at the Legends of Altai center is natural antler baths using a concentrate of antler broth from freshly cut or frozen maral antlers. The key to the high quality of antler products is, first of all, the use of raw materials of our own production. These are nutritional and biologically active food additives from antlers and maral blood concentrate, antlers in honey, antler herbal balms, antler baths for home use, etc. Currently, the beneficial effects of antler baths on the rejuvenation of the body, the removal of physical fatigue and mental fatigue, and increased immunity have been shown. The use of procedures for diseases of the musculoskeletal system, sleep disorders, obesity and metabolic disorders is recommended. The Russian Society of Doctors of Restorative Medicine of the Russian Academy of Medical Sciences (Moscow) has developed a comprehensive wellness and active longevity program "Altai-SPA", which includes the results of research by the center "Legends of Altai" of the ALTAMAR holding.
After taking procedures to restore the body's water balance, cool and hot drinks with non-alcoholic antler herbal balms of the "Legends of Altai" series are very useful. To increase the reserves of physical and mental health, even in practically healthy individuals after prolonged psychoemotional overstrain, chronic stress or physical exertion, the use of Altai honey with antlers is recommended. Products of deep processing of raw materials of antler maral breeding contribute to increasing the body's defenses, mental and physical performance, and slowing down the aging process. These are Pantohematogen from Altai "liquid", pantohematogen dry in capsules Altamar-1 and Pantomar-C in capsules Legends of Altai. Altamar Holding enterprises produce antler products based on high- quality raw materials of their own production. The nomenclature includes more than 30 items. Among them, one can especially highlight the products awarded with gold medals of the International Quality Competition "Best Goods and Services — GEMMA" (Novosibirsk), held between enterprises of Kazakhstan, China, the Volga region, the Urals, Siberia and the Far East.
AGROS № 2 (82), 2026 19 OUR FOREIGN PARTNERS We present to your attention foreign companies interested in promoting to the Russian market MONICOM AGRAR DOO – SERBIA Monicom Agrar with headquarters in Nis, has been operating and developing successfully since 1991. Today, it is one of the most successful private companies in Serbia and a leader in the industries in which it operates. During nearly 35 years of existence, Monicom Agrar has grown from a small enterprise into a successful business group with more than 700 employees across multiple industries. The company’s business portfolio initially expanded from the energy and trade sectors into the construction materials industry, and later into agriculture and fruit processing. The Group operates several production facilities across southern Serbia. The latest investment has been in the fruit freezing and drying industry. After acquiring the formerly state- owned PIK Aleksinac facility in 2015, Monicom completely renovated the plant and installed state-of-the-art technology for fruit freezing and drying. FREEZING TECHNOLOGY Monicom operates a modern freezing facility with a total processing capacity of 12,000 tons of fruit per season. This impressive volume is supported by 7,500 tons of on-site storage capacity. Our commitment to efficiency extends throughout the entire production process. PIGO-R, a leading international manufacturer, designed our highly automated system, ensuring consistent quality and maximal productivity.
AGROS № 2 (82), 2026 20 DRYING TECHNOLOGY Our advanced fruit drying facility has a daily processing capacity of 150 tons of fresh plums. The plant utilizes a modern closed drying system, ensuring the highest quality dried fruit production. The drying process uses natural gas and low temperatures (up to 74°C) to ensure a healthy, natural and high-quality product. Every stage of the process is carefully monitored through computer- controlled systems. Fresh fruit spends between 18 and 22 hours drying in 16 stainless-steel chamber tunnels. Finally, the fruit is rehydrated to the specific moisture level requested by our customers. QUALITY AND CERTIFICATES Located in the heart of Serbia’s finest fruit-growing regions, we source premium raw materials from trusted partners. We strongly believe that long-term cooperation with our suppliers is the key to consistent quality. Through co-financing fruit production and continuous education, we work closely with growers to optimize product quality. Our ultimate goal is to satisfy the expectations of the final consumer. We operate according to the following standards: IFS, BRC, FSSC 22000, HACCP, KOSHER, HALAL and ISO 14001. OUR PLANTATIONS Monicom Agrar has around 500 ha of agricultural land, leased for 30 years, on which raised their own plantations of Oblacinska sour cherries and Stanley plums. Around 100 people are dedicated to our agribusiness sector. PRIVATE LABEL PRODUCTION From concept to shelf, we support our partners in building their own brand identity through professional private label solutions. In addition to fruit processing, we offer comprehensive private label packaging services tailored to customer requirements. Our experienced team and trusted cooperants can design, manage and produce custom packaging solutions that reflect each customer’s brand identity.
AGROS № 2 (82), 2026 21 FROZEN SOUR CHERRY Variety: Oblacinska Every year, more than 3,700 tons of first-class frozen sour cherries are delivered to our customers worldwide. We are committed to minimizing waste throughout the production process – even sour cherry and plum pits are further utilized as high- calorie energy sources or in the pharmaceutical industry. FROZEN PLUMS Variety: Stanley Plums are considered one of the earliest fruits domesticated by humans. This diverse fruit group includes more than 40 varieties, although only a few are commercially cultivated today. We annually produce around 1,000 tons of machine-cut frozen plums. DRIED PLUMS – PRUNES Variety: Stanley We annually sell more than 1,000 tons of premium-quality dried plums. Over 95% of our production is exported to international markets, including Germany, Russia, Italy, France, Switzerland, Belgium, England, Bulgaria and Turkey, to reputable customers who recognize the quality and consistency of our products. Monicom Agrar d.o.o. Petra Zeca 68 18220 Aleksinac Republic of Serbia Tel. +381 (0) 18 800 400 Email info@monicomagrar.rs Web www.monicomagrar.rs
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Shyam Dhani Industries Limited Shyam Dhani Industries Limited is a leading manufacturer and exporter of high-quality Indian spices. Established in 1995, Shyam Dhani Industries Limited has been committed to delivering excellence in whole spices, ground spices, and blended spices to both domestic and international markets. As well as we focus on IPM (Integrated Pest Management) Grade Spices for residue- sensitive markets. With an ISO 22000 certified facility and decades of experience, we ensure that every batch meets global food safety and quality standards. Our state-of-the-art manufacturing unit is equipped with modern processing, cleaning, and packaging systems to meet the specific requirements of bulk buyers, retailers, and private label partners. Our core offerings include: • Whole Spices – such as cumin, coriander, fennel, mustard, cardamom, and more • Ground Spices – like chili powder, turmeric powder, coriander powder, etc. • Blended Spices – tailor- made blends as per regional taste profiles • Private Label Packaging – customized packaging solutions as per your brand’s needs • HoReCa segment with bulk packaging through a strong distributor network. • IPM Grade Products: Available with complete documentation and traceability Our export capabilities include: • Customized Packaging Solutions for retail and bulk formats (including private label) • Flexible Container Load Options – including 20FT & 40FT FCL shipments • Minimum Order Commitment – with competitive pricing and consistent supply
AGROS № 2 (82), 2026 24 • Export Documentation & Compliance – handled by an experienced export team - ✅ IPM Grade Spices (Low Residue, Export-Ready): • Whole Spices: Cumin, Coriander, Fennel, Fenugreek, Mustard Seeds • Ground Spices: Chili Powder, Turmeric, Coriander Powder, Cumin Powder • Fully traceable and compliant with EU, USFDA, and Middle East MRL norms • Supported with residue analysis, COA, phytosanitary, and export documentation - At Shyam Dhani, we are committed to delivering spices that are not only rich in aroma and flavor but also meet the strictest global standards for food safety and pesticide residues. Our IPM-grade spices are grown using controlled and eco-friendly practices, ideal for export to markets such as the EU, Middle East, USA, Canada, and beyond. If you are looking for a reliable Indian spice exporter with the ability to offer consistent quality, competitive pricing, and long-term cooperation, we would be happy to connect further. Please let us know your requirements, and we will share detailed product specifications, pricing, and export terms. Looking forward to building a successful association with your esteemed company. Regards MAHNEDRA KUMAR SHARMA SHYAM DHANI INDUSTRIES LIMITED F438-A, Road No.12, VKI Area, Jaipur - 302013 Rajasthan, (INDIA) Factory at: Khasra No 06/1067, Manpura Road, Jatawali, Tehsil: Chomu, Jaipur 303806 Rajasthan (INDIA) Mob.: +91 7014123726 GSTIN: 08AAOCS8729H1ZO || PAN: AAOCS8729H || CIN: U15499RJ2010PLC033117
AGROS № 2 (82), 2026 25 Saffron Heaven In the heart of Srinagar, Kashmir, a tradition of excellence was born in 1890. What began as the vision of a dedicated forefather has flourished across generations, weaving the rich, pure essence of the Himalayas into a global enterprise. For over a century, the company built its reputation on unwavering quality. Then a pivotal shift occurred. Embracing the future, the new leadership took the legacy to the next level, initiating a vibrant re-branding and an ambitious expansion drive. This commitment to innovation, while staying true to its roots, has fueled its explosive growth. Today, the company stands as a bridge between two worlds: rooted in its headquarters in Srinagar, India, and strategically positioned for international growth with its second hub in California, USA. This dual presence allows them to meticulously manage the supply chain from the pristine Kashmiri valleys to the global consumer, ensuring unparalleled freshness and authenticity. The brand offers a curated selection of four extraordinary products, each a testament to the unique terroir * Kashmiri Mamra: Kashmiri Almonds, particularly Mamra variety, offer benefits like improved heart health, enhanced brain function. blood sugar control. & support for weight management. Rich in Vitamin E, magnesium, protein, fibre & healthy fats, they act as antioxidants. promote healthy skin, & digestion & provide a sustained energy boost. Their high oil content also makes them a valuable source of nutrients for overall wellness. * Kashmiri Walnut: Kashmiri walnuts. are rich in omega-3 fatty acids Vitamins & antioxidants, offering benefits for heart health, brain function & immune support. They promote healthy cholesterol levels &reduce inflammation through their high antioxidant content, and their fibre and
AGROS № 2 (82), 2026 26 healthy fats acid in weight management and blood sugar control. Additionally Kashmiri walnuts support a healthy gut microbiome, which is linked to better overall health & reduced risk of certain cancers. * Kashmiri Saffron: The world's most sought-after spice, celebrated for its potent aroma, color, and medicinal properties. * Kashmiri Shilajit: A rare mineral resin, revered in traditional medicine for its powerful health benefits. Shilajit's purported health benefits include heightened male fertility through higher testosterone levels. There is also evidence to suggest Shilajit may lower the risk of bone loss, reduce inflammation and improve exercise performance. With a clear vision and potential new branches on the horizon, this is more than just a company—it’s a carefully cultivated legacy, bringing the finest, purest treasures of Kashmir to discerning customers. Our contacts SAFFRON HEAVEN PVT. LTD. 📧 enquiry@saffronheaven.in 🌐 www.saffronheaven.in 📞 9541454544
IIAU Global Trade Looking for premium quality Indian food products? IIAU Global Trade, based in Lucknow, brings the finest flavors from India to your table. Our Products: Cashews – Crunchy, fresh, and naturally flavorful Foxnuts (Makhana) – Healthy, protein-rich snacks Raisins – Sun-dried and naturally sweet Jaggery & Variants – Powder, cubes, and blocks, unrefined and wholesome. Whole Spices – Aromatic, pure, and authentic Indian Spices Rice & Sugar – High-quality, non- GMO, and versatile. At IIAU Global Trade, quality is our promise. Every product is carefully sourced, rigorously tested, and meets international food safety standards. Whether for retail, wholesale, or food processing, we ensure freshness, purity, and taste in every batch. Bring India’s finest to your customers with IIAU Global Trade. Contact Us: 📍 A-41/A Sarvoday Nagar, Lucknow, India 📱 +91 7081795949 ✉️ info@iiauglobaltrade.com 🌐 www.iiauglobaltrade.com Founder & CEO: Mohd Ifrahim
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AGROS № 2 (82), 2026 29 Delivering Purity and Precision from India’s Guar Heartland Linkin Guargums, a division of Linkin Trade International LLP, is a globally trusted exporter of premium guar gum powder from India. Headquartered in Morbi, Gujarat, the company combines 18 years of experience in manufacturing excellence and professional export management to deliver consistent, certified, and high-performance guar gum solutions to clients worldwide. At the heart of Linkin Guargums’ operations lie two third-generation manufacturing units, both strategically located in India’s epicenter of guar cultivation — ensuring access to the best- quality raw material and the geological advantage of proximity to source. The journey from Guar seeds to Guar Splits and processed powder Unit 1 (Kalol, Gujarat) specializes in industrial and fast-hydrating grades, serving sectors such as oil drilling, mining, textiles, and paper manufacturing. Unit 2 (Jodhpur, Rajasthan) focuses on food and pharmaceutical- grade guar gum, supported by advanced in- house laboratories for physical, chemical, and microbiological testing. Both units operate under Linkin’s technical supervision and adhere to internationally recognized systems, including ISO 9001:2015, ISO 22000:2018, and FDA certifications. The company’s commitment to documentation, transparency, and consistency ensures every batch meets global quality standards — a key reason Linkin Guargums has become a preferred supplier for both food and industrial users. Linkin Guargums corporate office Processing unit for food and industrial grades under ISO-certified systems
AGROS № 2 (82), 2026 30 Linkin Guargums offers tailored guar gum grades to meet diverse client requirements — from viscosity optimization to particle size customization — backed by complete export documentation such as COA, MSDS, and technical data sheets. With strict in-house quality control and traceability from source to shipment, the company guarantees purity, reliability, and performance. Export loading area where shipments are prepared with full documentation Beyond product quality, Linkin Guargums is known for its professional export handling, offering clients a seamless experience built on trust and long- term relationships. The company’s work ethic reflects its guiding philosophy: “For Guar Gum, Trust Linkin.” A Note from the Managing Partner "During my recent visit to Russia I had the opportunity to interact with representatives from several companies and visit their facilities. The Russian market, in my view, is promising and poised to grow steadily in the coming years. The discussions were highly productive, and I found the business culture to be remarkably warm, sincere, and hospitable." "A significant volume of guar gum is already being imported into Russia, supported by leading Indian suppliers. With its ethical business approach, focus on product customization, and professional expertise, Linkin Guargums is confident of establishing a strong presence in the Russian market. We look forward to long- term partnerships built on trust, transparency, and mutual growth." Ashish Tiwari, Managing Partner, during a B2B meeting in Moscow. Contact Us: Corporate Office-No.119 & 120, Capital Market, Ravapar Circle, Morbi, Gujarat, India-363641 📱 +91 97126 87126 📱 +91 95124 35124✉️ info@guargums.in🌐www.guargums.in
EXHIBITION NEWS At the MAP Russia 2026 exhibition, the results of 25 years of development in Russia’s meat industry were announced From May 19 to 21, 2026, the “Timiryazev Center” in Moscow hosted the International Exhibition “Meat & Poultry Industry Russia / MAP Russia” and the associated summit “Agricultural Policy of Russia: Safety and Product Quality.” These events became the main platform for discussion among leaders of agribusiness, representatives of the Russian Ministry of Agriculture, The Federal Service for Veterinary and Phytosanitary Surveillance, industry unions, scientists, practicing veterinarians, and leading industry experts. The MAP Russia exhibition, organized by “Asti Group,” is a unique event fully focused on all stages of animal protein production. First held in 2001, it has grown into an annual gathering of hundreds of participants from Russia and other countries, as well as thousands of visitors. Most participants are foreign partners The geography of the MAP Russia exhibition has significantly expanded. This year, the share of international participants reached 80%. Of these, up to 60% introduced their technologies to the Russian market for the first time. The exhibition featured equipment suppliers, providers of innovative solutions, and feed bases from
AGROS № 2 (82), 2026 33 Brazil, India, China, Turkey, Malaysia, and other countries. One of the notable newcomers was the Russian official distributor of the Chinese equipment manufacturer for egg processing, ZENYER Egg Machinery (Shenzhen Zenyer Egg Machinery Co., Ltd.) — the company ZENYER Russia. They showcased technological solutions for automating sorting, washing, packaging, and labeling of eggs. Additionally, for the first time at the event, products from the Brazilian company BTA Additives – Add Innovation were presented. They specialize in animal feed. «The main goal of our exhibition is to showcase as many innovations for agribusiness as possible» emphasized Narine Bagmanian, President of «Asti Group». «What unites all our foreign partners is precisely this — the development and creation of new technological solutions for the agro- industrial sector». Summit “Agricultural Policy of Russia”: main trends, milestone dates, ready-made food, and Russian exports The business program of MAP Russia 2026 was focused on the Summit “Agricultural Policy of Russia: Safety and Product Quality,” which opened with a plenary session titled “From Field to Table: Strategies for Russia’s Meat and Feed Complex.” During this session, FAO Russia Director Oleg Kobyakov briefed other participants on global trends in the animal protein market — including the sustained leadership of poultry and pork, as well as the changing status of beef, which is becoming a more exclusive product in other countries. At the same time, Ilya Ilyushin, Head of the Federal State Budgetary Institution “Agroexport,” confirmed the growth of domestic meat exports. “By the end of 2025, exports increased by 12% —
AGROS № 2 (82), 2026 34 reaching nearly 1 million tons, with a value exceeding $2.4 billion,” he noted. During the Summit, participants also marked two significant dates — the 5th anniversary of the National Turkey Producers Association and the 25th anniversary of the Russain Poultry Union. According to these organizations, Russia is now the leading country in Europe and the second in the world for turkey production, with the poultry’s share in Russia’s total meat production reaching 45%. Discussing the ready-made food market, participants noted its strong growth — from 92 billion rubles in 2016 to over 480 billion in 2025. By 2030, it is projected to reach 14 trillion rubles. Additionally, during the Summit, two key directions for the development of international cooperation among Russian agribusinesses were identified — China and countries in the Middle East and the Persian Gulf. Status and significance of MAP Russia exhibition The MAP Russia exhibition confirmed its status as a unique specialized platform for animal protein producers, as well as a venue for seeking solutions to accomplish the tasks set by the President of Russia to stabilize and strengthen food security up to 2030. The strategic partners of MAP Russia 2026 included the Ministry of Agriculture of Russia, Federal Service for Veterinary and Phytosanitary Surveillance of Russia, the Russian Export Center, the Union of Grain Exporters and Producers, the Russian Poultry Union, the National Union of Pork Producers, the Meat Processors Union, and others. The “Agricultural Policy of Russia” Summit was supported by global leaders in feed production, Alltech; one of the world’s largest veterinary drug manufacturers, VIK Group; business software developer “Kernel;” and “DNA Technology,” a company uniting scientists from the FMBAS Russia Immunology Institute and the High Energy Physics Institute. Asti Group Press Center pr@meatindustry.ru -
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AGROS № 2 (82), 2026 36 PRODUCT PROMOTION Producer in an omnichannel environment. What to focus on? Market entry is a process faced by all manufacturers, regardless of their length of service or the brand's reputation. Market entry can be defined as offering a product in a previously unexplored segment: • Entering a new territory (country) – introduce potential new customers to your brand and products. • Introducing a new brand – present the brand itself, its continuity, and its place within the manufacturer's overall product portfolio. • Introducing a new product – this is more about convincing the retailer that the product range needs to be expanded and the niche is promising. Recently, the trend of expanding into new distribution channels has become prominent. When moving to online sales, you also need to prove several things to your partners: • The product will sell within 0.5–0.8 of its expiration date. • The product will be in sufficient stock. • The product will be delivered quickly. • The packaging will withstand transportation. • There will be no dumping in the network, and the price offered to partners will be sufficient to achieve a standard profit margin. When entering new formats, for example, the currently fashionable hard discounter format, it is necessary to consider the specific features of the format and product requirements: • Product characteristics must be such as to satisfy customer needs. • Since the format does not allow for a wide assortment, the product must not just be good, but the best according to the criteria: sales potential/retail price/retailer markup. However, these features are more aimed at best satisfying customer needs. New manufacturers, in addition to talking about sales potential, must prove that they are a viable business partner. When entering a new market, it is necessary to prove: • Your reliability as a business partner (ability to organize logistics and ensure volume) • Your adequacy as a partner (understanding of the market, knowledge of business rules and legislation, traditions, etc.) • Their expertise and willingness to invest in sales development (knowledge of working technologies in various formats, the competitive environment, understanding of promotion rules, and experience launching other products). If the manufacturer can prove that they meet the requirements in these three areas, they will be given carte blanche even for a controversial product; if not, they are left with only the product to work with. However, even a well-known manufacturer with a long history and market share has both advantages and disadvantages when developing sales of a
AGROS № 2 (82), 2026 37 new product (in new territories). Advantages of a well-known manufacturer: • It is assumed that they understand the rules of the market they plan to enter. • It is assumed that they have calculated their production capacity, assessed logistics, and are ready to deliver on their promises when introducing a product to a new market. • They have a product portfolio consisting of both new and established products that already enjoy customer trust and market share. • They have experience working with similar formats (when entering a new territory) or similar products (when introducing new products). However, a well-known manufacturer also faces problems arising from their status and reputation: • Working with established products leads to a loss of skills in introducing a product to new markets. New products are typically supplements to existing "locomotives" within large contracts and are not a separate subject of negotiations. As a result, there is no "selling" of the new product and no commitment to sales development. • Working in established markets with a stable and loyal customer base leads to a loss of negotiating skills. Communication with established partners leads to the development of numerous joint cases and the development of specific rules of the game that are effective within the framework of a given contract, but may not be accepted by an unfamiliar buyer or work in another retail chain. Conclusion: Entering a new market or developing a new product requires a full commitment and adherence to negotiation standards from both established and experienced manufacturers, as well as those with a strong reputation in their respective product categories. The process of entering a new market requires a manufacturer to prove that: • There is a niche or problem that is important to customers in the new territory • Filling this niche (solving this problem) is important for retailers operating in the territory (the chain to which the offer is being made). • The offered products will solve the problem • The manufacturer's comprehensive offer is better than those of competitors. Essentially, when entering new markets, it is necessary to develop a value proposition based on an in-depth analysis of customers, the retail chain, and competitors. What needs to be studied? • Your product and your company's capabilities. • Your competitors' products and capabilities. • The retailer's development strategy. • The chain's target customer groups • Positioning and relationships with competitors. Let me remind you once again of the important questions that need to be answered: • Who are the target buyers, what is important to them, and how does the chain attract them? • What is the role of our category for the chains and the buyer?
AGROS № 2 (82), 2026 38 • What objectives does the buyer set for the category? • What are the problems in the category? • Who are our competitors, and what competitive advantages do we have? • What can we offer to beat the competition and make money? I'll cover in more detail the issues that pose the greatest challenges. 1. When assessing a chain's positioning and what attracts customers, it's important to evaluate the importance of the key store selection motivators for the chain's target customer groups. Conventionally, target consumer groups are two, three, or four groups of consumers that account for 50% of the chain's sales in rubles. The manufacturer must describe these groups based on social characteristics, purchasing strategy, price sensitivity, purchasing goals, and consumption situation, and understand the importance of store selection indicators for each group. Each of the indicators listed in Table 1 is assessed on a five-point scale, after which they are weighted and summed to calculate the indicator's rating. As the table shows, price, product selection, and promotions are important to this chain's customers. Based on this, when introducing a new product, the manufacturer can focus on: Products that will strengthen the chain's positioning as a retailer offering products at the best prices: • Well-known products at the lowest price • Unknown products with characteristics similar to well-known brands, but at significantly lower prices. Products that will expand the product range by filling niches of interest to buyers or offering better deals in targeted product categories. Products for which the manufacturer can offer comprehensive promotions that will attract promotion-dependent buyers. 2. The second thing to consider is a competitive analysis of suppliers. Regardless of the chain's positioning and customer interests, suppliers in different product categories face different requirements depending on their role and the buyer's personality type. I identify six areas for evaluating suppliers: 1. Category share and sales potential 2. Earning potential – a combination of revenue in rubles and sales margins 3. Service and reliability – the ability to fulfill orders efficiently and provide service superior to competitors (merchandisers, delivery to retail outlets, high frequency or small delivery intervals, etc.) 4. Efficiency – the level of sales and income across the entire portfolio, calculated per SKU. 5. Commercial terms – this evaluates both the attractiveness of the terms compared to other contracts and the extent to which the terms offered by the retail chain are better than those offered to similar retail chains (usually for top-tier products)
AGROS № 2 (82), 2026 39 6. Risks of working with the product and potential losses. All these indicators have varying significance for the retail chain and the buyer. A weighted summation of these indicators, taking into account their importance, allows one to assess the true strength of competitors and develop a strategy for entering the chain. Evaluating oneself against competitors using indicators that are significant for the retail chain indicates which of its advantages the manufacturer should emphasize in its presentation. Therefore, when entering new markets, a manufacturer must understand three sets of competitive advantages: 1. Which of its products can solve problems important to the chain's target customers. 2. How can the manufacturer, as a manufacturer and supplier, be more useful than competitors in solving the chain's problems or implementing the buyer's plans. 3. What technologies can the manufacturer use to realize its competitive advantages and promote its products. All competitive advantages should be outlined in the commercial proposal. When entering new markets, it is advisable to emphasize not only case studies from traditional markets where the product has long been present, but also examples of effective entry into new markets. S.A.Ilyukha, Ph.D., international expert on retail and commercial negotiations
AGROS № 2 (82), 2026 40 AGROS AGROS is a quarterly publication aimed at the development of foreign trade in agricultural and food products. The magazine is published since 1998 and now it is published with the support of the National Union of Food Exporters. AGROS is a winner of the Contest "Best Russian Exporter" in the nomination "Assistance in promoting exports - the best media covering the issues of Russian exports." Magazine contains business information on the following issues: • key developments in Russian foreign agricultural policy; • announcements; export and import policy of foreign countries; • exhibition news; • organization and practice of foreign trade. The publication is distributed to Russian organizations and enterprises, exporters and importers, retailers, concerned ministries and agencies, as well as Russian embassies and trade missions in foreign countries. An electronic version of the magazine is available online on the website of the National Union of Food Exporters www.prodexport.ru, Foreign companies are welcome to publish information on various products and services and thus to bring such information to potential partners in different regions of Russia. If you are interested in publishing articles and advertising, please contact us: Tel . : + 7 ( 495) 354-39-08 E-mail: nfeu2000@mail.ru Editor-in-chief D.S.Bulatov Russia, 109388, Moscow, Guryanov st., 73-68 Tel.: + 7 (495) 354-39-08 nfeu2000@mail.ru The magazine was registered by the Press Committee of the Russian Federation Reg. No. 017582 dated May 13, 1998. © "AGROS". 2026