Transcript US and Regional Markets for Tilapia Carlos Pantoja, Ph.D. y Kevin Fitzsimmons, Ph.D. Universidad de Arizona Managua, NICARAGUA Augusto, 2003

US and Regional Markets
for Tilapia
Carlos Pantoja, Ph.D. y
Kevin Fitzsimmons, Ph.D.
Universidad de Arizona
Managua, NICARAGUA
Augusto, 2003
Introduction
Review
basic production guidelines
(stocking rates, feeding rates, and
protein requirements)
Worldwide tilapia trade
The US Market
Suppliers and consumers in the US
Opportunities to expand markets
Tilapia trade
Currently
second in volume to carps
Prediction: Tilapia will become most
important aquaculture crop in this century
Widest demand, no religious/cultural
concerns, few environmental concerns
More genetic potential
Greatest variety of production systems
Ponds and
cages
Intensive tank culture
Tanks in Arizona
Tanks in California
Intensive
raceways
Raceway Systems
Extensive
raceways
Intensive farms in buildings in
cool climates
Intensive farms with recirculation
in greenhouses
Integrated with crop irrigation
Basic production parameters
 Fastest
growth between 25 and 29 degrees
 Growth slows with dissolved oxygen below
4 mg/l (4 ppm)
 Growth slows with ammonia above 0.25 mg/l
 In ponds, important to check dissolved oxygen
level before first light in morning
 In cages, even more important to check
dissolved oxygen during night and early in
morning
Basic feeding parameters
 Crias
need highest protein level 45 - 50%
First feeding fry
 0.02 - 2.0 g
 2.0 - 35 g

 In
45 - 50 %
35 - 40 %
32 - 35 %
hatchery with green water, protein can be
lower
 In hatchery with very clean water, protein
level should be maintained
Basic feeding parameters
 Growout
needs lowest protein level 28 - 30%
35 - 200g
 200g – harvest
protein

 In
31 - 33 % protein
28 – 30 %
pond with green water, protein can be lower
 In cages, even with green water, protein should
be maintained close to 30%
Genetic improvements in tilapia
(From: Mair, G., 2002)
Strain evaluations
 For
saline waters - Hybrid red strains are
preferred
 For cage and pond culture Chitralada strain
of O. niloticus originally from Thailand and
further developed in Brasil.
 The GIFT strain of O. niloticus, originally
developed in Philippines is most common in
Philippines and China
 YY Super males - Genetically Male Tilapia
Expected growth rates
Total days
Expected growth rate
800
Fish weight (g)
700
600
500
Fry
Fingerlings
Phase 1
Phase 2
400
300
200
100
0
0 - 30 days 30 - 90 days 90 - 120
120 - 250
days
International Research
ISTA
(next in Manila, Philippines, Sept 2004)

International Symposia on Tilapia in Aquaculture
Established market demand
Accepted
in many national dishes
Popular in many forms (live,
whole, fillets, fresh and frozen,
smoked, sashimi, fried skins)
World Tilapia Production of 1,491,232 mt
in 2002
Cuba
3%
Colombia
United States
3%
1%
Brasil
Costa Rica
5%
1%
Indonesia
3%
Ecuador
2%
Egypt
4%
Others
4%
China
46%
Mexico
7%
Thailand
7%
Philippines
8%
Taiwan Prov.
6%
Major Tilapia Producers
(for year 2002)
China
- 706,000 metric tons / year
Philippines - 122,277 mt / year
Mexico - 110,000 mt / year
Thailand - 100,000 mt / year
Taiwan Province - 90,000 mt / year
Brasil - 75,000 mt / year
Indonesia - 50,000 mt / year
Global Tilapia Sales (farmgate)
For
year 2000
US $ 1,706,538,200
(FAO Fisheries Circular No. 886)
Estimated cost of production
 China
- $0.70/kg
 Philippines, Indonesia, Brasil - $0.80/kg
 Thailand, Peru - $0.85/kg
 Ecuador, Honduras, Costa Rica - $0.90/kg
 Mexico - $1.00/kg
 Taiwan Province - $1.05/kg
 US - $2.00/kg
 Canada - $2.10/kg
Tilapia production in the Americas
Production of Tilapia in the
Americas 2002 (by volume)
COSTA RICA
5%
CUBA
12%
JAMAICA
2%
OTHERS
1%
BRAZIL
23%
HONDURAS
4%
COLOMBIA
7%
ECUADOR
8%
US
3%
MEXICO
35%
Mexico - 102,000 mt
Tilapia-shrimp farm in Sonora
Pond Tilapia farm
in Tamaulipas
Markets in Mexico
Raceway system, Tamaulipas
 Strong
domestic
markets; on ice,
fillets in grocery
stores
 All domestic
consumption Will eventually
develop export
markets.
Brasil - 75,000 mt
Tilapia production & Markets in Brasil
Production
in Southeast and Northeast
Red tilapia in Southeast for fee-fishing
and food
Cage farms allowed in NE reservoirs.
Tilapia leather industry
Jump in interest with ISTA 5 in Rio.
Developing export markets.
Tilapia production in Ecuador
27,000 mt
Replacing
shrimp because of white
spot and other shrimp diseases
Using shrimp infrastructure
Exporting to US and EU
Benefits to shrimp culture with
polyculture
Tilapia production in Ecuador
and shrimp viral infections
TILAPIA PRODUCTION IN ECUADOR
30,000
25,000
Production (mt)
20,000
15,000
10,000
White Spot
5,000
Taura
IHHN
0
1990
1991
1992
1993
1994
1995
1996
Year
1997
1998
1999
2000
2001
2002
Red strains of tilapia most popular
for brackish polyculture systems
Tilapia production in outside
ponds with shrimp in covered
ponds
Costa Rica - 15,000 mt
Acuacorporacion ponds in Cañas, Costa Rica
Jamaica - 5,200 mt
Tilapia production 1980-2001
6000
Tonnes
5000
4000
3000
2000
1000
0
80
82
84
86
88
90
92
Year
94
96
98
2000 2001
Nicaragua - 500 mt
 Survey
conducted and report by Neira y
Engle
 La mayoría de las fincas acuícolas son
pequeñas, 0.01 ha, y son usadas
principalmente para subsistencia.
 Mercado domestico para tilapia cultivada
podría reducir riesgo de mercado.
 Nicaragua es un país con gran potencial
para el desarrollo de la acuicultura.
From: Neira y Engle, 2001
Metodos de entrevistas
Selección No.
%
Restaurantes
Muestreo 118 100%
Supermercados
Censo
35 95%
Puestos en mercados Censo
108 100%
Entrevistas personales directas fueron
conducidas en las regiones pobladas de
Nicaragua en Agosto/Septiembre, 2000.
From: Neira y Engle, 2001
Porcentaje de locales que venden tilapia
Puestos en mercados
Restaurantes
65%
16%
55%
21%
8%
22%
13%
Supermercados
3%
29%
26%
42%
Venden tilapia
No venden tilapia
Vendían tilapia
No venden pescado
From: Neira y Engle, 2001
Razones dadas, por las cuales no se vende
tilapia
Porcentaje de respuestas
80
Sabe a tierra
Contaminación
No hay demanda
Actitudes negativas
Almacenamiento
70
60
50
40
30
20
36
31
21
1717
Desconocimiento
No hay oferta
Sólo marino
Precio elevado
36
32
27
24
18
24
21
10
0
Restaurantes
Supermercados
Puestos
From: Neira y Engle, 2001
Probabilidad de que se venda tilapia cultivada el
siguiente año
Porcentaje de respuestas
100
90
91
80
70
60
64
Muy probable
Un tanto probable
Muy improbable
Un tanto improbable
No sabe/No responde
50
53
40
30
20
10
0
Restaurantes
Supermercados
Puestos
From: Neira y Engle, 2001
Formas preferidas de los productos
Restaurantes
Puestos en mercados
27%
54%
20%
46%
53%
Supermercados
4%
60%
36%
Entero fresco eviscerado
Filete fresco
Filete congelado
From: Neira y Engle, 2001
Porcentaje de respuestas
Comparación de los volumenes actuales de
venta de tilapia con respecto al año anterior
70
Más
Igual
Menos
No sabe
60
56
50
40
40
44
33
30
20
21 19
10
0
Restaurantes
Supermercados
Puestos
From: Neira y Engle, 2001
Porcentaje de respuestas
Consistencia en la oferta de tilapia
100
Oferta consistente
Oferta inconsistente
80
60
70
68
56
40
20
44
32
30
0
Restaurantes
Supermercados
Puestos
From: Neira y Engle, 2001
Porcentaje de respuestas
Problemas mencionados con la
inconsistencia en la oferta de tilapia
Cantidad insuficiente
Abastecimiento inconstante
Otros problemas
100
93
80
84
60
60
40
20
40
21
20
20
26
0
Restaurantes
Supermercados
Puestos
From: Neira y Engle, 2001
Tamaño promedio ponderado de tilapia al
mayoreo
2
Entero fresco eviscerado
Size (lb)
1.5
1
Filete fresco
1.4
1
0.5
0.3
0.4
0.6
0
Puestos
Restaurantes
Supermercados
From: Neira y Engle, 2001
Precio promedio ponderado de tilapia al mayoreo
2
Entero fresco eviscerado
Filete fresco
$/lb
1.5
1.4
1.3
1
0.9
0.5
0.7
0.4
0
Puestos
Supermercados Restaurantes
From: Neira y Engle, 2001
Restaurantes
2.5
$/lb
2.0
Tilapia
Corvina
Guapote
Pargo rojo
Tilapia
compite con
1.5
1.0
0.5
0.0
Entero fresco
eviscerado
Filete fresco
$/lb
Supermercados
2.5
2.0
1.5
1.0
0.5
0.0
Tilapia
Corvina
Guapote
Pargo rojo
Entero eviscerado
y
Filete
Guapote
Entero fresco
eviscerado
Filete fresco
Pargo rojo
Corvina
From: Neira y Engle, 2001
CONCLUSIONES
 La
tilapia silvestre ha penetrado en el
mercado.
 Principales razones para no vender tilapia:
sabor a tierra, falta de oferta, contaminación
del lago de Managua, y desconocimiento del
producto.
 Actitudes positivas hacia la tilapia: tamaño y
precio no son obstáculos para vender tilapia.
From: Neira y Engle, 2001
...Conclusiones
 Más
de la mitad de los encuestados
indicaron que era muy probable incluir
tilapia cultivada.
 El
principal obstáculo: procedencia del
producto (Lago de Managua), lo cual
resultó en la mayor venta de filetes.
From: Neira y Engle, 2001
...Recomendaciones
 Para
penetrar en los restaurantes, tilapia
cultivada debe posicionarse como un
producto de alta calidad de exportación y
dirigirse al segmento de restaurantes no
corrientes.
 Dada la preferencia por filetes en los
supermercados y mercados populares, el
precio al mayoreo probablemente será bajo
para que los cultivadores de tilapia puedan
competir.
From: Neira y Engle, 2001
USA  9,000 mt
 Production
in many states
 Mostly intensive systems, many
recirculating
 Sales to ethnic markets as live fish, high
value
US Tilapia consumption - 2002
(133,140 mt of live weight)
140,000
100,000
80,000
60,000
40,000
2002
2000
1998
1996
1994
1992
1990
0
1988
20,000
1986
Metric tons
120,000
US. Tilapia imports 1993-2002
Sources of imported tilapia to US
(LWE in m e tric tons )
120000
others
Thailand
100000
Indonesia
Colombia
80000
China
60000
Mexico
Jamaica
40000
Ecuador
20000
Costa Rica
Taiw an
0
1993
1994
1995
1996
1997
1998
1999
2000
2001
2002
US Tilapia supply (2002)
133,140 metric tons (live weight)
NICARAGUA
0%
HONDURAS
6%
TAIWAN Prov.
24%
INDONESIA
6%
ECUADOR
16%
PANAMA
1%
US
7%
OTHER
2%
CHINA
31%
BRAZIL
0%
COSTA RICA
7%
$ 174,215,165 (2002)
Value of Tilapia product forms imported to the U.S.
2002
$200,000,000
$180,000,000
$160,000,000
$140,000,000
$ US
$120,000,000
Whole Frozen
$100,000,000
Fillet Frozen
Fillet Fresh
$80,000,000
Fillet Frozen
$60,000,000
$40,000,000
Fillet Fresh
$20,000,000
$0
1993
Whole Frozen
1994
1995
1996
1997
1998
1999
2000
2001
2002
$56,083,527 imports Jan-Mar 2003
$250,000,000
$200,000,000
$150,000,000
Whole
Frozen Fillet
Fresh Fillet
TOTAL
$100,000,000
$50,000,000
$0
Jan-Mar
2003
2003
2003 (est)
Imports should be > $224,000,000
US Consumption of tilapia
$705,000,000
imports in last 10 years
2003 Imports should be > $224,000,000
US production of $30,000,000 at farm
1994 - 2003 US tilapia sales (imports
and domestic) exceed one billion $$$
2003 sales will be $250,000,000
Typical prices for Tilapia products
sold in the U.S. (July 2003.)
Whole live fish
Whole frozen
fish
Whole fresh
fish
Fillets, fresh
Fillets, frozen
Pondside/Processor
$/kg
2.20 - 6.60
1.10 - 2.00
Wholesale
$/kg
Retail
$/kg
2.80 - 7.50
2.00 - 2.35
4.00 - 10.00
2.20 - 5.00
2.30 - 3.00
3.00 - 4.00
4.00 - 9.00
5.00 - 7.00
4.80 - 6.75
6.00 - 8.00
5.50 - 7.80
8.00 - 12.00
7.00 - 11.50
Major tilapia market segments (US)
 Live
fish (supplied by US growers)
 Fresh fillets (supplied by Ecuador,
Honduras, Costa Rica and Panama)
 Frozen fillets (supplied by China, Indonesia)
 Sashimi grades (supplied by Taiwan)
Major fresh fillet buyers (US)
 Major
restaurant chains (Darden Red Lobster,
Bahama Breeze, Olive Garden Landry, Landry’s, Joe’s CrabShack.)
 Major grocery chains (Safeway, Kroger,
Winn-Dixie, Wegmans)
 Food service (supply small restaurant &
grocery chains) - SYSCO, Fleming Co.,
Shamrock
 Brokers - most based in Miami, Tampa,
Houston, Los Angeles, San Francisco, New
York, Seattle
Fresh tilapia fillet products
 Size
(under 3 oz, < 80 g)
3-5 oz, 80 - 135 g
4-6 oz, 110 - 160 g
5-7 oz, 135 - 190 g
over 7 oz, > 190 g
 Skin on, shallow skin or deep skin
 Individual wrap, 2 or 5 kg package, master
pack
Fresh tilapia fillet product prices
FOB Miami
 Size
(under 3 oz, < 80 g) $2.80 - 3.00/lb
3-5 oz, 80 - 135 g
$3.00 - 3.10/lb
4-6 oz, 110 - 160 g
$3.10 - 3.25/lb
5-7 oz, 135 - 190 g
$3.15 - 3.40/lb
over 7 oz, > 190 g
$3.35 - 3.55/lb
 Variation in prices due to skinning,
packaging, volumes and history with buyer
 Additional variations with terms of payment
Expanding markets
Quality
control and assurance
Advertising
Product placement
Endorsements
New recipes and product forms
Quality control and assurance
National
standards
HACCP (Hazard Analysis at Critical
Control Points)
Industry
standards
Buyer standards
Other (NGO’s)
Advertising
Direct retail sales
www.tilapia.org
Product placement
 “Saving
Faith”
 Murder mystery
 Detective fixes elegant tilapia dinner to
seduce the beautiful blonde.
Endorsements
Dear Kevin,
 I recently began using farm raised Tilapia fillets. I buy
these in individual vacuum sealed packages in one
pound bags at Wal-Mart. My husband has diabetes and
we both are very weight conscious. This fish is the
perfect food item for us, I love the way it is packaged,
just use what I need for one meal. It is reasonably
priced, always available in the market and consistently
high quality.
 I LOVE THE PRODUCT!!!!
 Marian Birnie Aug. 12, 2001

New recipes
New recipes
Sashimi
Fried tilapia skins
International/US Supply and Demand
TRENDS
Supply
of fillets primarily from
China, Southeast Asia, Ecuador
and Central America.
Demand for live fish needs to
expand beyond Asian markets
With rapid increases in supply,
demand must increase at least as
fast to support price.
Major Tilapia Producers in
International Trade
China
- whole frozen, IQF fillets
Ecuador - fresh fillets
Taiwan - whole, IQF, sashimi
South & Central America - fresh fillets
Indonesia - IQF fillets
Thailand - IQF fillets
Current International Market Trends
Increase
in demand for all forms of
tilapia
Demand increase will be greatest for
fresh fillets
Prices have been constant for several
years and will remain stable, will not
increase with inflation
Changes and Predictions
Further
intensification in
virtually every country
Changes and Predictions
US
production will increase slowly,
intensifying current production methods
Changes and Predictions
Production
will be 75%
Oreochromis niloticus, 20%
Red strains, O. aureus and O.
mossambicus mostly for
hybridization
Changes and Predictions
Production
will be 50%
intensive ponds, 30% cages,
10% intensive recirculating and
tank systems, 10 % other
Changes and Predictions
Leather
goods from skin will
become a significant contributor
to profitability
Changes and Predictions
Processing
and "value-adding"
will intensify in producing
countries
Changes and Predictions
Polyculture
with shrimp will
become common in most
shrimp farming areas (already
practiced in Thailand, Philippines, Mexico, US,
Ecuador, Peru, Eritrea)
Tilapia - shrimp polyculture
Floating cage
Hapa (net pen)
Changes and Predictions
World tilapia production
(1,265,780 mt in 2000, FAO)
will reach 1,500,000 mt in 2003
and 2,000,000 mt by 2010
2003 sales over $2 billion
2010 sales over $4 billion
¡Muchas gracias!

¿Preguntas?
Costo total unitario en dos
escenarios en Honduras
Honduras
Finca ( 24 ha)
Finca ( 6 ha)
Costo total
Filetes Entero eviscerado
$2.44/lb
$0.86/lb
$0.78/lb
From: Neira y Engle, 2001