Bolivian food companies navigate EU trade with OTGS at their side

Bolivian food producers are taking important steps towards expanding their presence in the Swedish and EU markets, supported by the expert guidance of Open Trade Gate Sweden (OTGS). Through tailored coaching, practical training, and targeted matchmaking, OTGS is helping exporters showcase their products while also communicating the sustainable values behind them.

The value of stepping outside your comfort zone

Agroexport S.R.L. operates on a model of social and environmental sustainability, working with 4,000 small farmers across Bolivia who grow sesame, chia, quinoa, and other seeds. With the support of OTGS, the company participated in both ANUGA and SIAL, two of the world’s largest food trade fairs.

For Laura Loredo, the company’s commercial assistant, the training offered and practical experience gained at the fairs pushed her beyond her comfort zone. “The most challenging [thing] was to go and talk to people, and be open that they might reject me, but do it anyways,” she says. “In my culture, we are very shy. We tend not to be as open or friendly.”

Laura Loredo from Agroexport describes the support her company received from OTGS to attend SIAL.

Agroexport’s export ambitions reflect its business values: long-term relationships built on trust. The training provided by OTGS laid a solid foundation for effective engagement with European buyers.

“I learned how to connect appropriately with my clients. I also learned so much about the European market: what they need, what they want, and what they look for in a company. And I learned that they like the way we work, and we can keep working this way and keep growing.”

Be proactive and walk around the fair to find your clients

Amazonas S.A. exports Brazil nuts sourced from the Bolivian Amazon, offering full traceability from the rainforest to the final consumer. The company exports across five continents, but Europe remains its main market.

For Natalia Barbery, Amazona’s director of operations, attending her first trade fair was an eye-opening experience. “I did not know what to expect, but with the help of OTGS, preparing us for this fair has been very valuable. We have been able to make it more productive. We got more meetings, and I think we closed some deals,” she says.

Natalia Barbery from Amazonas gives advice to companies seeking to export to Sweden and the EU.

Having a product often marketed as a superfood is helpful in the European market, but Natalia emphasises that success also requires effort. “My colleague and I have been very proactive and active, moving around the halls, trying to find clients. It is very important to walk around and try to find clients.”

The support from OTGS included digital training, preparation workshops, and guidance on stand design and marketing materials. However, Natalia points out that the most valuable element was the sales coaching. “All the preparation helped us have the knowledge, but the sales coaching was like the cherry on top.”

Tenacity and training open new doors

Coronilla S.A. is a manufacturer of gluten-free, organic pasta made from high-protein ingredients like quinoa. Although the company is already present in markets from Canada to New Zealand, Sweden remains a key target.

For Paola Mejía, the company’s export manager, the decision to focus on Sweden was only natural. “Sweden is one of the countries where you do not need to explain to anybody what organic or gluten-free means. It is a wonderful market, but also a difficult market,” she says.

Paola Mejía from Coronilla shares lessons from OTGS that help her succeed at trade fairs.

According to Paula, one of the main challenges lies in the way Swedish companies do business, particularly the limited personal contact with the purchase managers. “Everything is by email. You cannot explain in detail how your product works. That is the main barrier.”

The key to breaking through is tenacity. “You have to push, push, and push.”

Support from OTGS has been a valuable part of their export strategy, helping Coronilla S.A become export-ready. The coaching sessions provided practical training on how to approach buyers and present products effectively, which they put into practice during several major trade fairs, such as SIAL.

Highlight what makes you unique

For Andean Valley Corporation, quinoa is not just a crop – it is a commitment to nutrition, sustainability, and rural livelihoods. The company works with nearly 500 farmers in 24 communities and is now introducing a gluten-free pasta made with 95% quinoa flour to the European market.

A decade ago, quinoa was produced almost exclusively in the Andean region of South America. Today, over 60 countries grow the superfood. Despite increasing competition, CEO Javier Fernandez remains confident in the company’s expansion into Sweden and Scandinavia – supported by rising demand for vegan products and OTGS guidance.

Javier Fernandez from Andean Valley Corporation explains how OTGS supported his participation in SIAL.

“The challenging thing is to have the possibility to express all the main differentiator elements of the product to the clients,” explains Javier. “And this work has being done by the consultants. They are excellent. They know the market. They know every single detail in terms of how to have a successful meeting with a client and how to take you to the signing of a contract.”

Thanks to OTGS’s support, the company is now better prepared to present its products at trade fairs, clearly communicating what sets them apart.

Advice for future exporters: know your value and be ready to show it

Breaking into the Swedish and EU markets requires more than a quality product. For the Bolivian companies supported by OTGS, success has come through preparation, persistence, and openness to learning. Whether through building trust, refining sales strategies, or identifying the right buyers, each company has strengthened its export approach.

Laura Loredo from Agroexport has learned the importance of confidence and making a connection with clients. “Be friendly, be welcoming. Ask them questions so they can open up to you. Then they see you better. They see: this person is trustworthy and this company is trustworthy. It is basically to build trust.”

Natalia Barbery from Amazonas highlights the role of preparation. “The preparation was important – all the things that we were told we needed for the fair: brochures, business cards, notes. We also categorise potential customers as someone that is very important, or someone that wants to import tens of containers per year. It is very important, so we know how to follow up with each type of customer and tailor follow-up messages too.”

Paola Mejía from Coronilla emphasises the need for tenacity. “Keep on going. Do not feel like after one or two or three months, it is enough. No, it is not enough. You have to push, push, push.”

And Javier Fernandez from Andean Valley Corporation encourages other Bolivian companies to be persistent. “To have a company in Bolivia is very hard, and you have to persist. We have fantastic products in Bolivia that the world is demanding.”

With continued support from OTGS, these Bolivian companies are not only expanding their reach, but also reshaping their strategies for long-term growth in one of the world’s most promising and demanding markets.