Trade events ‘key to export development’

Food trade events are the surest route to developing new export markets, says Helen Cahill, director of Cahill’s Farm Cheese — newly returned from successful food fairs in the US and UK.

Based in Newcastle West, Co Limerick, Ms Cahill said food trade buyers are particularly interested in premium Irish produce in the US, home to 35m American citizens claiming Irish ancestry.

Cahill’s has also recently developed new outlets in Australia and the United Arab Emirates, notably for its cheddar blends infused with Guinness, Kilbeggan Whiskey and Elderberry Red Wine.

Ms Cahill said: “The profile of Ireland as a source of high-end dairy produce is very strong right now.

“In the US particularly, people are willing to pay a premium price for dairy products they view as being organic and of high quality. Cahill’s will never be a mass-produced cheese, so we are at the quality end of the market.”

The lawyer turned food producer said that Cahill’s Farm Cheese exports 70% of its product. It has been exporting to the US for 10 years. Selling into the US takes time, she said.

“At the recent Fancy Food, the biggest food show in the US, we got to meet everyone from the large stores like Whole Foods down to the local ‘Mom & Pop’ shops. Every one of them is important to you. You need to meet the buyer so that they can tell your story directly to the customer. At our level, you have to be different.

“We are seeing more and more Irish chefs and food producers gaining international prominence. Simon Coveney is also doing a great job promoting Ireland as a food destination. So too are Bord Bia, Enterprise Ireland and Bullseye Marketing,” said Ms Cahill.

Cork-based Bullseye set up the trade event in Worcestershire, England, hosted by food wholesaler Oakland International, at which Cahill’s developed new UK industry contacts. Other food companies attending the Oakland event included Truly Irish, Charleville, Co Cork; Milne Foods, Birr, Co Offaly; Green Farm Foods, Rathowen, Co Westmeath; and Harty’s Foods, Tralee, Co Kerry.

Oakland International managing director Dean Attwell urged Irish food producers attending the Worcestershire event to “think big” and be ambitious when capitalising on positive UK perceptions of Irish produce: “We’re very receptive to new products and happy to support small producers, once the quality is excellent. There’s an amazing amount of talent in food production in Ireland right now.”