As interest in healthy, high-quality snacks continues to surge worldwide, Chilean nuts are making their mark in some of the most competitive international markets. Renowned for their premium walnuts, dried plums, and raisins, Chile is now focusing on the Middle East—a region celebrated for its rich tradition of nut consumption and growing appetite for nutritious foods.
At the Gulfood 2025 Expo in Dubai, Chile’s nut industry made a strong impression on buyers, distributors, and consumers from across the Gulf region, India, China, and the broader Asia-Pacific markets. As Dubai solidifies its position as a hub for international trade, Chilean exporters are looking to expand their footprint in this dynamic market.
In an exclusive interview with Latin&Gulf.ae, Juan Esteban Rodríguez, President of the Chilean nuts (Gremio de Frutos Secos), discussed Chile’s growing presence in the Gulf, the challenges of competing with other global suppliers, and the strategies his association is using to position Chilean nuts as a premium choice for health-conscious consumers.
What types of Chilean nuts are most accepted in the Gulf markets?
The most popular nut by far is the walnut, which I have the privilege of representing. Alongside walnuts, dried plums and raisins are also gaining significant traction in the Gulf region. This market is incredibly important for us, and we’ve been steadily growing our presence at Gulfood over the years, thanks to collaboration between various industry groups.
While Dubai remains our primary focus, its role as a gateway to the broader Middle East has also helped us connect with buyers from India, China, and the Asia-Pacific region. Year after year, this trade fair becomes increasingly relevant, opening new business opportunities as international demand for premium nuts grows.
While Dubai remains our primary focus, its role as a gateway to the broader Middle East has also helped us connect with buyers from India, China, and the Asia-Pacific region
What are the main challenges in exporting Chilean nuts to the Middle East?
One of our biggest challenges is staying competitive in a market where global giants like California dominate. Even though Chile typically exports during the off-season, California’s stock often overlaps with our harvest cycles, creating tough competition.
Fortunately, in recent years, we’ve seen a rise in consumption combined with lower global production due to poor prices, which has helped reduce competition and eased the market pressure. Our focus now is on maintaining that momentum and growing sustainably in the region by offering superior quality and reliability.
What strategies are you implementing to differentiate Chilean nuts from other international suppliers?
One of our most important strategies is targeting India, which we believe will become the leading market for nuts in the coming years. As the world’s most populous country—having surpassed China—India offers enormous potential for growth. The market is still largely underdeveloped from Chile’s perspective, making it a top priority for our industry.
Over the last four years, we’ve invested significantly in a marketing campaign aimed at Indian consumers, and the results have exceeded our expectations. Beyond promotional efforts, the real differentiator remains the quality of Chilean walnuts, which are regarded by many international buyers as the best in the world.
That said, the biggest obstacle we face is awareness—many people still don’t know much about Chile or its agricultural excellence. Our approach has been to combine effective marketing with the superior quality of our products, and this strategy has proven to be a successful formula.
How has the demand for nuts evolved in the region, and what factors are driving this growth?
The consumption of nuts has been steadily increasing across the Middle East and India. These regions have a strong cultural affinity for nuts—offering nuts is a symbol of hospitality here, unlike in Chile, where coffee and cookies are typically served to guests.
The rising interest in healthy eating and the growth of vegetarian and vegan diets have also fueled demand. Nuts, particularly walnuts, are rich in healthy fats, protein, and essential nutrients, making them a natural fit for consumers seeking nutritious food options.
The recent recognition of walnuts as a heart-healthy food by the U.S. Food and Drug Administration (FDA) has further boosted their global appeal, especially in regions where health consciousness is rapidly growing.
What expectations does the industry have regarding trade agreements or strategic alliances following your participation in Gulfood 2025?
We generally have excellent trade relations with most countries, and we don’t face major tariffs in the Middle East. However, India remains a significant challenge due to a 100% tariff on Chilean nuts. This has limited our ability to compete effectively in what could be one of our most important markets.
The good news is that there’s movement on this front. A presidential visit is scheduled for April 2025, during which President Gabriel Boric of Chile will meet with Prime Minister Narendra Modi of India. We’re hopeful that this meeting will result in the signing—or at least the initiation—of a trade agreement that could significantly reduce tariffs and open up the Indian market for Chilean exporters.
Looking Ahead: Chile’s Global Expansion in the Nut Industry
As demand for premium-quality nuts continues to grow across the Middle East, India, and the Asia-Pacific region, Chile is well-positioned to expand its global market share. With world-renowned walnuts, effective marketing strategies, and ongoing diplomatic efforts to remove trade barriers, Chilean nut exporters are poised to strengthen their global leadership in the industry.
With platforms like Gulfood 2025 offering unmatched exposure to international markets, Chilean producers are set to build stronger partnerships, penetrate new markets, and increase brand awareness across the Gulf region and beyond.
(C) Latingulf.ae 2025
