According to Sam Ahilan, CEO of the firm, “when we entered the market about 15 years ago, people were asking: what is coir? And in time, while competing with some big players, we took leadership. In China, we saw an opportunity, although it is a difficult market, as they want the product to be very cheap, but they also demand the best quality. In any case, we created the market and I predict that in about 5 years, many others will follow.”
The team of FibreDust at the Hortiflorexpo IPM Beijing trade show in China
Imports to China, unlike in Europe or the U.S., are controlled by the Government and each province has different limitations, “but it is a good market if you have the right partners,” affirms Sam. “We have divided it into three parts: the professional side, the retail side and the grower side, which includes both high-tech vegetable growers and plant nurseries.”
Although greenhouses are gradually changing from soil to soilless growing medium, especially coir, Sam explains that “many are not willing to pay the price, so the change is taking place very slowly. It all comes down to promotion and trials; to allowing growers experience the advantages of these new practices for themselves.”
Dr Hugh A. Poole, international consultant and agronomist working for FibreDust, added that “from a technical standpoint, in China they don’t know how to recognise quality, so everything is geared towards price. The other issue is that you can try going after large growers able to purchase many containers, but this market is dominated by small and medium growers, and finding a distributor able to provide such services is a challenge, also in terms of logistics.”+
Su Yang, the firm’s partner in China, has been helping Fibredust market the product in this country for the past seven years. “Even though nobody in the beginning knew what coir was, now many have discovered its advantages in doubling productivity, and not only are they using it, but they have also learned to identify good from bad quality, which has been very positive for our company.”
For more information:
FibreDust LLC
Sam Ahilan
product.manager@fiberdust.com
34 Lazy Valley Road
Glastonbury, CT 06033
Office: 860-659-4333
Fax: 860-633-1444
www.fiberdust.com