A segment is booming and stimulated export of services, not the trade of goods produced locally to be inserted into international markets .

The mathematical relationship is central authorities do . It supports input sector that gives the gross domestic product (GDP) , obtaining results directly proportional. Thus for 1950 the contribution of agribusiness to the local economy was about 25.7 % , and to the decade between 2000 and 2010 averaged a mere 4.3 % .

The competitiveness and growth of the export of services " is used to compensate the trade balance because that situation is not the same in exports of goods , which goes back and against the wind, and falling export figures for a number of years "says Juan Planells , president of the Panamanian Association of Exporters ( Apex ) .

According Planells , participation in the mining industry has entered mark with intensity in the performance of the activity, "the gold increases its exports and impinges on the outcome of total exports. Then hide the decline in other areas, "he explains .

Also refers to the logistics system as a service that Panama offers the world but " does not necessarily benefit the exporter Panama " .

Immediate solutions ? ? The main weakness of the productive sector is the lack of incentives to keep farming and fishing in decline.

Currently a committee analyzes how incentives would help to alleviate the situation would worsen with the disappearance of existing .

Despite the setbacks the sector, Panamanian companies , adding competitive processes , have entered their products to international markets . Actors talk about their experiences.

A FRESH PEPPERS EU

Besides being a good grower , the agro-export should take care of the packing line and the cold chain is essential for post-harvest handling .

In mid- January this year , the company sent its first container Veggiefresh colorful peppers to the United States ( U.S.) . An experience that is the result of a two-year administration .

According to Guillermo Villarreal , president of Veggiefresh , the success of his proposal was to do things differently than traditional processes used by local producers .

" The business plan presentation begins the reverse of what the industry , which first grows and then goes to look for the client. Here we begin searching the market , identifying what the customer wanted and then potential. "

A native of Chiriqui , Villarreal knew climate and the advantages offered by the region for horticulture , made a business plan and market research considering comparative advantages . "We saw a draft first world to compete in the first world," he says.

The investigation stage of the cultivation process required an investment in travel through several countries to upgrade in the form of hydroponics that would allow access to EU market with their safety and traceability protocols .

The management anticipates agroproductor not only had to be a good farmer but had to take care of the packing line and the cold chain , ie , post-harvest handling .

The other aspect was the funding partners can embed Villarreal who believe in the injection requires Panamanian agricultural sector . Your input combined with bank financing allowed completion of the investment of $ 16.2 million that allowed the establishment of agro-export company with this technology.

Today Veggiefresh nine containers exported red peppers , oranges and yellows to EU market , grown and processed at a plant in the community of El Banco de Rovira in the province of Chiriqui.

Villarreal explains its export opportunity is in an eight-month window , the same season that the extreme temperatures in Canada, U.S. and Mexico allow prices are more attractive to exporters . Veggiefresh planted in June , transplanted the greenhouse in July, and in October export begins its cycle to May 31 next year .

Find the biggest difficulty facing the sector is human capital formation , since the activity requires a long learning curve , for which he had to hire foreign consultants . " We have the market, technology , safety protocol and traceability. Now we depend on the people who give care to the plant and crop management to have the best performance. "

The plant employs 110 people , 88 women of neighboring communities.

DIRECT TRADE WATERMELON

Young agroexporters their way into the European market. Ensure that helped their previous experience in international business.

Another experience is that of the brothers Ariel and Abdiel Pujol , Panamanian young professionals in international business and marketing and advertising who returned to the country because of the economic depression in the United States, a country in which they resided in recent years.

Children santeña family , returning to Panama , do the necessary studies to venture into the business of agro-exports . In fact, this is the first year that exports InteliAzul cucurbits, watermelon specifically Quetzali variety .

In this first project we have proposed ship 2 million 400 thousand pounds of product. Since January of this year to date have sent 27 containers , which will be half of its deliveries to the Netherlands , Germany , Poland , Spain , Romania and the United Kingdom, according to Ariel Pujol .

The idea with this first shipment is " gain a foothold in the market with its own trademark ' Sandi ' , better know our customers and attract new customers ," he says .

With just six months experience in exports, is aware of the situation in the industry year after year is diminished. "Last year there were weather situations , market and certain unscrupulous customers led some producers not to take a chance this year," he says.

However, motivated states that " in our first year we were able to reach the market in Europe for the first time a Panamanian company takes direct product " , referring to its entry without intermediaries to Poland , Romania and the UK .

To enter these markets InteliAzul meet the various certifications required for the use of quality systems and traceability controls , and GFP Pujol explains .

He notes that the international business experience which have provided them make the corresponding processes , and managed to export soon.

COMMUNITY SKILLS

The work of the hands of 26 craftsmen from six communities in the region of Rio Chico, in Darien , comes eight months to markets in Canada, the U.S. and Europe.

A company with social scope Sparks of Love , connects rural communities global markets . "Knowing the market and consumer demands can help these people to produce nontraditional lines without losing their culture," says Laura Arosemena , manager of the company .

Explains Arosemena lines working in consumer demand and crafts type , as inserted in the fashion world can offer more quantity and variety leveraging seasonal changes and new lines and designs.

Two years have you created the company , and an alliance with the brand Guatemalan Wakami sets the value chain that allows you to enter the markets of Canada , USA , Europe and Guatemala .

There are 26 Embera indigenous artisans in the area of Rio Chico, in Darien , who were trained and develop the collection Jangala ( jungle ), which offers accessories from bracelets, scarves and multipurpose laces .

A Arosemena freight theme not so much concerned because of the support it receives from Easy Export program promotes Panama and bank financing , which helps to balance those costs.

The hard part is in the costs of raw materials , he says.

SPIRITS IN THE WORLD

Competition with other regional actors and the elimination of CEFA could threaten exports Be Alcohols .

Panama 's geographic position is a competitive value . It is true also that identify niches for growth in the markets. But there is also the threat associated with the most competitive prices they can offer other players in the region that have the advantage of economies of scale produce .

Henry Arosemena Chi , commercial director of Being Alcohols, poses this scenario and find that "the elimination of the CEFA ( promotion certificate agricultural exports ) could be the end to it ( exports). Without this incentive I doubt that we can be competitive internationally, "he warns.

Being Alcohols, for 20 years , export variety of spirits and bottled and bulk rum for the spirits industry , for amounts close to $ 6 million annually.

Currently its products in the markets of South America, the Caribbean , Europe and the United States, with the increased requirements of these markets an attractive quality and price, says.

Find the greatest challenge to be Alcohols in international trade is economies of scale for the productions of other countries in the region.

Expand your merchandise revenues in markets that are present are balanced at the rate of amount , although Europe is to be in the most trouble staying about the disadvantages that they represent trade agreements for their products , " that favor other countries than ours in tax issues , "according to details .

He says exports have given the company the opportunity to grow in markets with higher demand for its population , since Panama has a low consumption .

FOODS TO CENTRAL

Proluxsa look now heading south in search of new destinations . This week comes to Bolivia its first shipment , specifically with juices.

The Central American and Caribbean market is its business focus , and Costa Rica its main customer . The company Productos Lux , SA ( Proluxsa ) , dating from 1964 , started exporting in 2001 continuously.

Today is regionalized with their own products and provides with its raw material stronger , vinegar, level multinational companies Unilever and Nestle Mc Cormick , for example.

Processed by Proluxsa Vinegar has a high demand in the food industry in Central America and the Caribbean , and Canada has already sent its first shipments .

Proluxsa also faces south and another new destination . Rosmer Jury CEO mentions Bolivia, which sent the first shipment of juice this week . Just also do business with Peru and Venezuela .

To date, the company exports 60 % of its total production of vinegar and 30 % of other products such as chutneys, juices and vanilla essence .

Jury indicates that what has cost them in the process was to identify markets and products that can be successful .

"Sometimes you do not have much knowledge of the products on the market , because we have the facilities to get that information . We asked for more support in ' intelligence ' market , because we have to do it ourselves . "

" There are great opportunities in the markets, but there is much to do ," says Rosmer Jury.

Lists and other impediments to obtaining phytosanitary permits and restrictions of ingredients, and the absence of risk insurance for exports.

Proluxsa is in a process of ISO 22000 certification , the latest regarding certifications of food security and food safety , and open the door to be consumed throughout the world .