El 36th International Blueberry Seminar 2025, which just concluded in the halls of the Hard Rock Hotel in Guadalajara, was the place where the industry's main leaders firmly and with common cause addressed the most important challenges affecting blueberry producers and exporters, and the Mexican agricultural export industry in general.

The recent meeting could be a turning point for the Mexican industry, given that, on the one hand, there is a shared vision of rejection of the US tariff threat and, on the other, there is also consensus on the steps that must be taken to regain competitiveness and continue growing as an industry, climbing to leadership positions in the global berry market and taking advantage of the opportunities offered by this second wave of global consumption.

Leaders

In the Conversation Panel, “The blueberry industry, current status, strategies and trends”, in which the president of Aneberries, Miguel Curiel; the CEO of Hortifrut Mexico, Rigoberto Guerrero; the CEO of Berries Paradise, César Ortiz; the Finance Director of North Bay Produce, Roberto Samano; and the Director General of Agrovision México, Rodrigo Orozco, the challenge of the tariff threat and the political and commercial scenario in which Mexico finds itself were addressed in depth and with great frankness.

Indebtedness

Roberto Sámano, Finance Director of North Bay Produce, addressed the financial aspect and the recommended level of debt in the agricultural sector. In analyzing the capital structure and debt in the agricultural sector, particularly in berry cultivation, he recommends maintaining a reasonable level of debt, not exceeding 20% ​​to 25% of total capital. This level allows for sustainable operations and meeting financial obligations without compromising business liquidity.

Risk and USMCA

Sámano identifies two risk axes: the first, climatic (magnetic north), and the second, political and economic (geographic north), linked to the movement and intervention of public policies in the U.S. Given this changing environment, it is crucial for producers to strengthen their productivity, optimize costs, and maintain robust financial structures to cope with potential exchange rate fluctuations and tax increases. Likewise, a solid commercial arm is essential to guarantee the placement of fruit in strategic markets, even during periods of instability.

Mexican berries are protected by the United States-Mexico-Canada Agreement (USMCA). This protection is guaranteed through certificates of origin that allow exports with preferential tariffs. However, some uncertainty persists due to external factors, particularly related to the US government's immigration, trade, and labor policies.

Financial arm

Roberto Sámano stated that it is essential to avoid a capital structure that involves partners or entities with high return requirements, as is often the case with some investment schemes. In this sense, bank financing may be more advantageous if long-term terms are negotiated, allowing for payments to be amortized over five to seven years. This strengthens the company's financial arm without jeopardizing the operation.

Financial institutions are currently actively interested in the berry sector, given its profitability and export potential. However, an increase in interest rates has been observed, which has generated caution among producers. Despite this, financing schemes remain viable, especially those backed by government programs or organizations such as the Ministry of Finance. FAIR (Trusts Established in Relation to Agriculture), which grant preferential conditions.

Access to preferential financing

In the same vein, Rigoberto Guerrero, CEO of Hortifrut México, points to the state level, noting that there are state and federal programs, backed by FIRA, that offer preferential financing rates to agricultural producers. These schemes not only provide loans with flexible terms, but also access to agricultural insurance and technological platforms that promote agricultural technology. This support represents a key tool for improving the sector's competitiveness and resilience.

Ultimately, there is a consensus among leaders and the industry that ongoing financial support is essential to address these types of crises or threats, which are becoming more frequent every day, whether stemming from politics, the economy, market fluctuations, the challenges posed by climate change, a pandemic, or social conflict, among many other sources.

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