Good Practice Project
This project by the Vianapesca Producer Organisation (PO) focused on adding value to local fisheries products through processing and a marketing campaign.
Faced with the problem of low prices, the Vianapesca PO needed to find a way to enhance the value of low priced fish such as mackerel and sardine. It therefore approached the FLAG with the idea of designing a project on adding value.
The project started with a market study to identify the best way to add value to Vianapesca PO fish.
Observing a growing demand for high quality ready-to-eat seafood products, the PO decided to develop and promote a canned fish range.
This included the development of new packaging in order to graphically represent the PO, its fishermen and to raise the profile of the species captured by the local fleet.
The accompanying marketing campaign focused on the quality, safety and sustainability aspects of the production as well as on the “human” story behind the product. All of these aspects helped to ensure product differentiation.
Aside financial support, the FLAG provided advice in the project design and fostered linkages with other stakeholders involved in the marketing campaign (e.g. retailers and designers).
The project led to the introduction of innovative processing methods, increasing the diversity, visibility and marketability of local products and securing better terms for fishermen.
The volume and variety of production of the PO has increased in line with sales. The size of the wholesale/retail market has grown significantly, both nationally and internationally. In 2014, the PO had 13 canned fish products on the market. This rose to 25 in 2015, including three products using fish species that have never been canned before. Total sales came to €30 000 in the first year and €63 000 in the second year.
A partnership with Loja das Conservas, a central Lisbon delicatessen, has helped to further raise the profile of the PO’s products. This store now acts as the main wholesaler in Portugal and is also connected to a network of international retailers in Paris, Vienna, Warsaw, and Macau (China).
Many fishing communities around the EU and beyond are struggling with the marketing of their production. This project highlights a successful example of a market-led product development process associated to a specific marketing campaign which could benefit such communities.
|Total project cost||€199 917|
|Timeframe of implementation||From Dec 2011 to Dec 2012|
|Type of area|