Volatility from inside and out: Navigating China’s pear export market

China is the world’s largest producer and consumer of pears. The fruit is deeply ingrained in the daily diet and cultural practices. Yet despite this significant production, only 2-3 per cent of Chinese-grown pears are exported.

In the international market, Chinese pear exporters position their product as providing value for money. This approach makes the export volume closely linked to domestic prices. When domestic prices rise, sourcing costs increase, leading to a loss of competitive advantage and a subsequent decline in export volumes.

Geopolitical conflicts also impact the demand side of the pear export market. Unfortunately, as a trading commodity, pears have sometimes been used as leverage in these conflicts. The fluctuations in both supply and demand have contributed to the volatility of China’s pear export business.

Xu Quancheng, general manager of Onedayone North China, says the company’s pear exports have seen a steady increase in recent years. This growth is attributed to its strong client service and improved grading and sorting processes.

“Better grading and sorting keep our pears at a high consistency level in both appearance and taste, thereby increasing market value for our clients,” says Xu. “Our clients prefer white-skinned, round-shaped varieties, mainly the Nashi pear, with medium to smaller sizes, weighing around 250g per pear.”

He further points out that as the market develops, the demands of high-end customers are becoming more specific, particularly regarding moisture, aroma, and sweetness. Therefore, more pears that meet these requirements are being developed for the European market.

Chinese pears differ significantly from their European counterparts, being sweeter, crisper, and juicier, aligning with Chinese sensory preferences. One industry insider comments: “It took years for Chinese consumers to accept European pears, and now their consumption is increasing in China. Conversely, it will take time for European consumers to adapt to the flavour of Chinese pears. Chinese exporters will need to invest more in consumer communication and adapt their pears to fit local consumption occasions, much like their European counterparts have done in China”.