Don Bocarte found a premium gap in markets it thought it knew

Don Bocarte has made high-quality canned and semi-canned fish in Santoña, Cantabria, for almost 30 years. Careful sourcing, processing and service have made it a leader in the premium segment, sold in top restaurants and gourmet shops in more than 40 markets.

A limited view of each market

“Before using xNova, we faced significant difficulties in fully understanding our market,” says Francisco Javier, Export Manager at Don Bocarte. The team lacked detail on the volume and type of imports, could not judge the quality of imported products, and could not assess its international competition.

Three questions xNova answers

• Market volume: general data gives an idea of a market, but the detail of each importer shows a different reality.
• Product type: by checking where imports come from, the team saw that most imported product was of medium to low quality, so a premium segment was still open.
• Competition: few companies in Spain make the same product, but Don Bocarte had no view of their sales abroad. Now it sees who exports, what type of product and to which market.

“Thanks to the platform, we can see who exports and what type of product,” Francisco says. “The main benefit we find in the platform is understanding in-depth the existing offer in the market we want to penetrate.”