Exporting

Palm​​ Sugar from

Cambodia to Europe

Source: Khmer Times

Source: Wikipedia

Source: Fresh News Source: Khmer Times

Content IV. REQUIREMENTS 16
1. Legal requirements 16
I. PRODUCT DESCRIPTION 5 a. Tariffs and rule of origin 16
1. Presentation of product 5 b. Taxes 16
2. Cambodian product offer 5 c. Customs documentation 16
a. Production 5 d. Food safety and contaminants control 17
b. Sector associations 5 d. Pesticides residues 17
C. Geographical indication 5 e. Genetically Modified Organisms 17
2. Added requirements 18
II. INTRODUCTION TO THE EU MARKET 6 a. Documentation 18
1. European imports of palm sugar 7 b. Representative Samples 18
2. Target markets and potential for exports 7
3. European imports of palm sugar from Cambodia 8 V. CERTIFICATIONS AND CERTIFIERS 19
4. Competition 9 1. General certifications 20
5. Market channels 9 1. Organic certification 21
6. Segmentation of the market 10 2. Sustainability and CSR certifications 22
3. Main guidelines to get certified 23
III. TRENDS AND CONSUMER NEEDS 12
1. Health and well-being 13 VI . LOGISTICS 25
2. Ethical sourcing 13 1. Transport/incoterms 25
3. Organic 13 2. Logistics steps 27
4. Sustainability 13 3. Freight forwarding companies 28
 I Product definition Tip:
• To learn more about the sweeteners market in Europe, read the CBI study on alternatives
Palm sugar is a sweetener that originates from
to sugar: https://www.cbi.eu/news/sugar-alternatives-under-review
different varieties of palm trees.

1 Presentation of the product 2 Cambodian product offer

The five main sources of palm sugar are: More than just a sugar-producing tree, the palmyra is a true symbol of Cambodia and is fully part
of Khmer culture and tradition.
• Date palm and its two varieties (Phoenix
Used for hats, roofing, mats, baskets, boats, souvenir, houses, furniture, as well as in many dishes, it
dactylifera and Phoenix sylvestris), which
is said that palmyra tree has 108 uses in the country.
are found in the Middle East and Asia,
respectively. Date palms are mainly grown
for their fruits, the dates.
A. Production
• Palmyra palm (Borassus genus), found on Today, Cambodia has more than 3,000,000 palmyra trees.
the African continent, in Asia, and New As palm sugar production greatly depends on weather, production per year largely fluctuates.
Guinea, can be useful for thatching, hats,
writing materials and some food products. As a relatively new commodity, statistics on total production of palm sugar in Cambodia are
Of course, its wood is also used. unclear, but it was estimated at around 14,000 tonnes in paste form in 2019, which can produce
approximately 9,100 tonnes of sugar powder.
• Nipa palm (Nypa fruticans) can be found in
the tropical and coastal regions of the Indian B. Associations
and Pacific Oceans. Its particularity lies in
its favored biome: mangroves. Indeed, it Created in 2009, the Kampong Speu Palm Sugar Promotion Association is Cambodia’s main palm
is the only palm tree that grows partially sugar association. It includes around 200 producing families and 10 trading companies that supply
underwater. Its tap is rich in sugar and is domestic and international markets.
used to produce palm sugar.
It acts as an inter-professional/non-profit organisation and aims to promote and protect Kampong
• Sugar palm (Arenga pinnata) is native to Speu palm sugar, particularly by connecting producers with traders.
Asia’s tropical and coastal regions and is
mainly grown in Indonesia and China. C. Geographical indication3
• Coconut palm sugar (Cocos nucifera) is In 2019, the European Union granted protected geographical indication (PGI) status to Kampong
also found in the coastal tropical regions of Speu palm sugar.
the Pacific and Indian Oceans. This sugar is
produced from the blossom and is therefore According to Sam Saroeun, president of the Kampong Speu Palm Sugar Promotion Association,
often referred to as coconut blossom “Prices will remain stable thanks to the PGI, which should allow farmers to have a better standard of
sugar. Major producers are Thailand, the living. The indication should also allow us to protect the name of our product from counterfeiting.”
Philippines, and Indonesia.

• HS code

There is no separate HS code for palm sugar,

which makes it difficult to source statistics.
Palm sugar can be traded under multiple HS
codes, including 1704.9090, 1901.9090, and
1702.9010.1

4 Exporting Cashew Nuts Kernels from Cambodia to Europe Exporting Palm Sugar from Cambodia to Europe 5
 II Introduction to the EU Market 1 European imports of Palm Sugar

Since palm sugar production in Europe is virtually nonexistent, it relies entirely on imports. Industry
sources estimate the total European market for palm sugar to be anywhere between 1,500 and
3,000 tonnes.

To put things in perspective, the 2019/2020 total EU production of sugar accounted for over 16.5
million tonnes.8

Please note that products with very small exports – such as palm sugar - can strongly fluctuate, as
a result of bad crops for instance.

Tips and useful readings:

• See the website of the Export Helpdesk of the European Commission and the trade
statistics published by the ITC for analyses of the trade of various sugars.

• For a broader overview and analysis of European economies, visit the World Bank or IMF
websites, which offer data and statistics.

2 Target markets and potential for exports

As mentioned in the introduction, official data on palm sugar imports do not exist. However, it is well
known that Northwestern countries - with a relatively high income - are the most likely to try new
and innovative products. Traditionally, suppliers select the UK as a test market for new products,
quickly followed by other Western countries (such as France, Austria, Belgium, and Scandinavian
countries), with Eastern and Southern Europe usually being the last to adopt such products.

Checking the highest adjusted gross disposable income is a good way to see a market potential
for niche and pricey products.

According to the Cambodian Ministry of Commerce, a single palm tree can produce as much as
80kg of sugar powder, which leads to an estimated possible production of around 240,000 tonnes
Sugar is one of the most consumed ingredients not cultivate sugar cane. The remaining sugar a year.
at a global level. Its total market reached 185 market consists of palm sugar, maple sugar, and The current production is estimated at 9,100 tonnes, which only represents 4 percent of the potential
million tonnes in 2021 while 64 million tonnes sorghum. production.
are traded on average per year.4 Sugarcane
Palm sugar is still a niche market with a global At a value of US$2.7 per kilogram of powder, the potential export value is US$648 million,
comprises 74% of the market while sugar beets
volume of 747,525 tonnes in 2017.6 Its growth representing a huge opportunity for Cambodia’s producers and traders.9
account for around 25%.5 Note that sugar beets
is predicted to be quite strong in the coming
are extremely popular in European countries
years, potentially reaching 1,000,000 tonnes in
(much more popular than sugarcane), since
2025.7
Europe produces its own sugar beets but does

6 Exporting Palm Sugar from Cambodia to Europe Exporting Palm Sugar from Cambodia to Europe 7
 Figure 1: 10 highest adjusted gross disposable income of households per capita in the Europe
4 Competition
Competing products
The main products you are competing with are competitor.
raw cane sugar and coconut blossom sugar.
You will also compete with natural sweeteners
Cane sugar is much cheaper than coconut
such as agave and corn syrup, as these products
Norway
Finland 34710 and palm sugar but provides much less health
are increasingly used to replace sugar. Palm
benefits. Coconut blossom sugar has gained
sugar is harder to process and more expensive.
momentum and can be seen as a powerful

Competing countries

Denmark Coconut and sugar palm trees both grow in Countries in the Middle East and North Africa
25897 Southern Asia, which will make your competition also have date palm trees and produce palm
Netherland largely regional. Indonesia, India, and Thailand sugar. These countries bear watching, as
are the major palm sugar producers and palm sugar producers in these regions have
Belgium Germany represent your main competitors as well. the strong advantage of being close to the
European market.

France Austria

5 Market channels Major market channels for

palm sugar in Europe

Natural food importers and specialised

importers are the most important for you as
Switzerland
a palm sugar exporter. European specialised

Developing
importers include Raw-Superfood, Rapunzel,

Country
Naturata, and RealFoods .
Source: Eurostat. (2020). Adjusted gross disposable income of households per capita.
Specialised retailers – such as organic and
healthy shops - concentrate much of palm
sugar sales in Europe.
3 European imports of palm sugar from Cambodia

Under HS codes 1704.9090, 1901.9090, and Indeed, Cambodian palm sugar is very popular
1702.9010, we speculate that palm sugar has in foreign markets and orders keep increasing.

European
Market
become an established export commodity. It is
In 2018, KSPSPA - Cambodia’s largest palm sugar
sold to several Asian and European countries.
association with more than 200 members -
The total value of exports increased from exported to 16 countries, with Japan, Taiwan,
virtually zero in 2014 to $332,000 (107 tonnes) in South Korea, and France as its main importers.11
2020, a large jump for a relatively small sector. In
In 2020, just 10 member companies of KSPSPA
2020, three of the top four export destinations

End Consumer
exported a total of 70 tonnes to 15 countries in

Segments
were European countries, with Spain claiming
Asia and Europe.
the top spot ($97,000; 34 tonnes), followed by
France ($42,000; 24 tonnes), Korea ($88,000; 21
tonnes), and Italy ($37,000 USD; tonnes).10

8 Exporting Palm Sugar from Cambodia to Europe Exporting

Exporting Palm
Palm Sugar
Sugar from
from Cambodia
Cambodia to
to Europe
Europe 99
 Tips and useful readings: Diabetics
Countries with large diabetic populations are Germany (by far) followed by France, Italy,
• Join sector associations and cooperatives to increase volumes, benefits from economies of interesting markets to promote palm sugar, Spain, Poland, and the UK are the countries
scale, and access bigger buyers. especially as a sweetener. which are expected to have the largest diabetic
populations in Europe until at least 2030.12
• Do not focus on supplying directly to food manufacturers. They prefer to purchase from
importers, which offer a convenient one-stop-shop. Food manufacturers focus their activities Gourmet
on the development, manufacturing, and marketing of foods.
A relatively small percentage of palm sugar exported to Europe is sold in high quality/premium
• Inform importers about the opportunities of palm sugar for diabetic foods. gourmet products. They target consumers who are willing to spend more money on food than the
• For more information, see CBI’s study on market channels and segments for honey and average consumer.
sweeteners.

Tips and useful readings:

• If you target North-western countries, sell your products as new and innovative. You can
6 Segmentation of the market also promote the low glycemic index to your buyers.

Consumers • To know more about food trends, visit the FoodDrinkEurope website.

• Focus your promotion efforts on importers that supply directly to end users, such as
The consumer market is the largest segment for palm sugar in Europe. It requires palm sugar of
bakeries or consumer markets.
high quality, packed for retails (usually by importers). The retail sector needs small but frequent
deliveries.

Manufacturers
Manufacturers of organic, ethical, and diabetic Considering the high price of palm sugar
products make up important segments. They products, conventional retailers represent just
sell to specialised retailers, health shops, and a tiny share of imported palm sugar and are
organic retailers. therefore minor buyers.

10 Exporting Palm Sugar from Cambodia to Europe Exporting Palm Sugar from Cambodia to Europe 11
 III Trends and consumer needs 2 Ethical sourcing

European consumers show a growing interest toward ethically sourced products, which promote
ethical behaviour toward farmers, employees, and animals.

Fairtrade International – a global leader in ethical certification – has reported significant sales
increases in many product categories.

This provides good opportunities for the development of ethically certified producers.

3 Organic
Organic sales are booming, which is absolutely not the case of organic production within the EU.
Indeed, organic production rarely exceeds 15% in almost all EU countries. Thus, the EU vastly depends
on imports, especially in the organic segment. This offers good opportunities to newcomers as
importers need to identify and tap new sources.

Even for conventional producers, it may be promising to engage in an organic transition, as there
are usually more opportunities for SMEs and less fierce price-driven competition.

As palm trees are often cultivated without added chemicals, getting an organic certification
should be relatively easy.

Source: Knongsrok

4 Sustainability
1 Health and search for refined sugar alternatives Sustainability has become one of the most initiative. It “aims to accelerate our transition to
important topics in the world, due to the risk of a sustainable food system that should: have a
Although European consumers were already inclined to develop better health habits pre-2019, the global nature loss in a short time and customers’ neutral or positive environmental impact, help
COVID-19 pandemic further boosted this trend and has been motivating consumers to support interest in clean and healthy food. to mitigate climate change, adapt to its impacts,
their immune system via better drinks and foods. and reverse the loss of biodiversity.”14
Several sustainability initiatives are already in
As unrefined and brown sugar are seen as healthier than traditional white sugar, artificial sweeteners place in the EU and its supplying countries. This results in European buyers becoming stricter
are quickly being replaced by natural ones in the European market. Consumers and retailers, in general, are in their requirements for palm sugar production.
becoming more interested in sustainably For instance, they increasingly promote the
Cambodian palm sugar seems like the perfect alternative to refined sugar. It is a natural product
produced fruit items. The EU farm to fork collection of sap from trees in natural forests
with no chemical additives, rich in fructose and minerals, and has a much lower glycemic index
strategy is an example of such a sustainability instead of simply cutting down these forests.
than white sugar.13

Tips and useful readings: Tip:

• Promote the exclusivity, origin, and natural features of palm sugar to your buyers. • Promote measures you are taking to improve the sustainability of your product.

• Check the CBI study on trends for honey and sweeteners for more detailed information.

12 Exporting Palm Sugar from Cambodia to Europe Exporting Palm Sugar from Cambodia to Europe 13
13
 Key takeaways Table 1: Successful Cambodian palm sugar companies

• Take advantage of existing GI certification. Company Background Website

• Gather other Cambodian palm sugar producers and try to win support from the Khmer Organic Cooperative was established www.khmer-organic.com
Cambodian government (promotional activities, presence at major trade fairs, etc). in 2014 to promote regenerative agriculture
and to provide organic, locally grown food to
• Study your competitors. To enter the market, you must be at least as good. consumers in Cambodia. They work along the
whole agricultural supply chain from the farm
• The EU imports of palm sugar is subject to major fluctuations. Take advantage of this gate to the market. In cooperation with various
stakeholders and development partners, they
by always being ready to ship. promote sustainable agriculture and support
small-holder farmers and farmer communities.
• Keep an eye on major producing countries of competing products, such as coconut Khmer Organic Cooperative’s exporting efforts
sugar (Indonesia and the Philippines), raw sugar cane (India, Brazil, China, Pakistan, are focused on premium Cambodian products.
Thailand, and Mexico) and palm sugar (Ethiopia, India, Indonesia and Thailand). Some The best quality palm sugar is sourced from
issues (climate, drought, political instability, logistics problems) might affect them. You farmers in Kampong Speu province. Cambodian
should be able to take advantage of such situations. palm sugar is a natural sweetener that is popu-
lar with health-conscious consumers. Khmer Or-
• Do not focus on supplying directly to food manufacturers, but rather to food importers. ganic Cooperative’s farmers use artisanal palm
sap harvesting techniques.
• Agents are especially interesting if you do not have a strong sales network. The Authentic and unprocessed, palm sugar pre-
website https://www.handelsvertreter.de/de/ is a good place to start looking for a serves essential plant-based vitamins and min-
commercial agent in Germany. erals.

• Note that once you have established a trade relationship through an agent, you Hesed Agricultural Trading is a social enterprise www.hesedcambodia.com
cannot establish a direct relationship with the buyer anymore. that works closely with farmers and communi-
ties in the rural areas of Cambodia by support-
ing and purchasing their products, especially
palm sugar.

Confirel is committed to preserving sugar www.confirel.com

palm trees and manufacturing high-quality and
world-recognised health products. It is dedi-
cated to promoting authentic Khmer products
and values while improving the economic
activities of rural farmers.

14 Exporting Palm Sugar from Cambodia to Europe Exporting Palm Sugar from Cambodia to Europe 15
 IV Requirements • Find the European Commission Regulation here:
https://eur-lex.europa.eu/legal-content/EN/TXT/?uri=CELEX%3A02006R1881-20210831

1 Legal requirements Exports of sweeteners such as sugar do not require a health or sanitary certificate.

A. Tariffs and rules of origin Thus, Cambodia enjoys preferential origin rules. • Contamination by Poly Aromatic Hydrocarbons (PAH) is a potential risk in palm
sugar production when the palm sap is boiled on an open fire.
The rules of origin determine the origin • 0% tariff - if imported directly
of goods, and their place of production • 5.8% - if imported through a third country) • Another issue related to this production is contamination with acrylamide that can
and/or manufacture. form when boiled at a certain temperature. Acrylamide is regarded as a potential
To benefit from a 0% tariff, the product must: cause for cancer.
Cambodia is part of the EU’s
• Be wholly obtained and originate from Cambodia. • The most important aspect of palm sugar production is keeping infections and the
Generalised Scheme of Preferences,
which aims to help developing • Its sugar weight must not exceed 40% of the final multiplication of yeast to a minimum in the palm sap.
product weight.
countries expand their exports.
E. Pesticide residues
B. Value-added tax Maximum residue levels (MRLs) for pesticides results in public blaming and shaming of the
All palm sugar imports are subject to a 7% value-added tax when entering the European Union. in food products have been established by the business if residues are discovered.
European Union. If your product includes illegal
The European Union provides a regularly
C. Customs documentation pesticide residues or higher levels of pesticide
updated list of pesticides approved for use in
Documents required by the European Union’s customs: residues than permitted, it will be removed from
the EU. The European Commission passed 12
the European market. Samples and testing are
• Invoice for importer • Packing list new laws in 2019, requiring adjustments to over
often conducted by both government and non-
80 different pesticides.
• Commercial invoice for customs • Certificate of origin governmental organisations, which frequently

• Bill of lading F. Genetically Modified Organisms (GMOs)

Sweeteners classified as Genetically Modified Organisms (GMOs) are not allowed on the European
D. Food safety and contaminants control
market.
European Union food safety legislation and If a company does not comply with the
buyer requirements are of particular concern European General Food Law, they are reported G. Packaging
in the palm sugar market as this sugar is often through the Rapid Alert System for Food and
produced in an environment where producers Feed, an institution that can be consulted at any Palm sugar is packed in Kraft paper bags or polypropylene (PP) bags with a polyethylene (PE) inner
have little control over hygiene conditions. time by the public. bag, which protects the sugar from moisture. This is necessary as palm sugar attracts moisture.15

As such, buyer requirements and EU food safety It is important to note that special import Buyers may have specific packaging requirements as well.
legislation should be taken very seriously. conditions – or even a full import ban - can
be levied on countries that repeatedly do not • Note that organic and conventional palm sugar should be completely isolated
Contaminants in food are undesirable and
comply with European food legislation. These from each other.
hazardous chemicals that can have negative
conditions may include laboratory test results
health impacts on consumers. These
for a certain percentage of shipments from
compounds can be found in food as a result
specified countries.
of various stages of manufacture, packing,
transportation, or storage. To reduce pollutants in food, the European
Union imposes strict regulations by establishing
Official food control inspections can happen
limits for specific pollutants.
at any time, from the moment of import and
during all stages of marketing.

16 Exporting Palm Sugar from Cambodia to Europe Exporting Palm Sugar from Cambodia to Europe 17
 H. Labelling16
You should use markings on your product to track individual production batches.
V Certifications and certifiers
As buyers and consumers increasingly demand efficient, and easier to control. It identifies
Use English for labelling unless your buyer has specific requirements.
standards above EU regulations, being certified processes within your company and highlights
The following information must be displayed: is deeply important. areas for improvement. A certification is
reassuring to the relevant authorities, as it avoids
• Product name A certificate provides certainty to customers
any debate about whether you are complying
worldwide, as it attests that your management
• Batch code with rules and legislation.
system, process, or product meets objective
• Whether the product is destined for use in food products (internationally) recognised criteria and related Getting certified will give your product a good
obligations. reputation on the (international) market. It is also
• Name and address of exporter
an excellent marketing tool and offers many
Certification can improve efficiency: your
• Best before date promotional possibilities.
operations are more sophisticated, more
• Net weight in metric units

• Recommended storage conditions Table 2: Most common food-related certifications

• Organic and ethical trade: Name/code of the inspection body and certification number
Certification Certification Export Market
Scope Program
• The European legislation does not allow health claims related to low glycemic
index of palm sugar. Organic EU Organic To reach the European organic market, the whole chain of
Agriculture organic production needs to be inspected.

2 Additional requirements buyers often have

A. Documentation
Although there is no strict legislation on documentation, European buyers usually require: Food Safety HACCP Compliance to EU regulations is mandatory. HACCP is based on
these regulations and proves that you respect these rules.
• Technical Data Sheets (TDS)
Although not mandatory, HACCP proves that you respect EU
• Material Safety Data Sheets (MSDS) regulations. It is strongly advised to get it.
Also, they often send a questionnaire to their suppliers, with questions regarding the setup of
Operators need to implement and maintain a food safety
companies and factories (self-audits).
management system in their facility.
Refer to the EU Export Helpdesk for more information on the customs document you will need.
ISO 22000 Most comprehensive standard accepted all over the world.
B. Representative samples
Buyers often request samples to check that your products meet their requirements, and of course This is applicable to all organisations in the food supply chain.
all of the EU’s requirements. The samples are analysed and if your product does not meet their
specifications, they will inform you.
These samples should match the rest of your shipment, as these analyses will determine the
potential applications of your products.
Tip:
Always send representative samples of the product you can deliver according to the time frame,
quantities, and quality required by your buyer. First send a pre-shipment sample and wait for
approval from the importer before you ship the order.

18 Exporting Palm Sugar from Cambodia to Europe Exporting Palm Sugar from Cambodia to Europe 19
 1 General Certifications 2 Organic certification
Highly recommended certification
• As most palm trees are cultivated without added chemicals, getting certified
HACCP is not mandatory but it is mandatory to Most European buyers will ask for certifications should be relatively easy.
comply with EU regulations and laws. It is thus recognised by the Global Food Safety Initiative
strongly advised to get this specific certification. (GFSI). For palm sugar, the most common For an imported product to be sold as organic, follow if they wish to market a product as
certification programmes are: it must meet standards equivalent to those of organic. These procedures depend on the
European products. There are procedures in origin of the products.
• International Featured Standards (IFS) (common in Germany)
place for this purpose that all importers must
• British Retail Consortium Global Standards (BRCGS) (Common in the UK)
Mandatory certification/certificate
• Food Safety System Certification (FSSC 22000)
• The EU Organic (EU Regulation EEC. No. 834/2007 of Organic Production) certification regulates
the production, processing, distribution, importation, and labelling of organic food and
Please note that this list is not exhaustive and technical details concerning production. ISO
agricultural products and is mandatory.
food certification systems are constantly under 22000 can be easily upgraded to FSSC 22000, in
development. Most food safety certification many cases by the same certifier that provides This regulation is completed with additional rules, specifically Regulation (EC) 889/2008) :
programmes are based on existing ISO the ISO certification.
https://eur-lex.europa.eu/legal-content/EN/TXT/PDF/?uri=CELEX:32007R0834&from=EN
standards like the ISO 22000.
Most of the mandatory requirements related to
ISO 22000 is a very good starting point the import of processed vegetables and fruits in
while FSSC 22000 includes some additional Europe are related to food safety.
requirements

Tips and further reading: This regulation covers the HACCP principles,
which means you do not need to seek the
HACCP certification if you already have the EU
• Buyer requirements: https://www.cbi.eu/market-information/processed-fruit- Organic one.
vegetables-edible-nuts/buyer-requirements
• The Electronic Certificate of Inspection
• The General Food Law, legislative framework regulation for food safety in Europe: (eCOI)), issued by your certifier in the
https://eur-lex.europa.eu/legal-content/EN/ALL/?uri=CELEX:32002R0178 supplying country and registered in the
TRACES system, is mandatory for your
• The European Food Safety Authority (https://www.efsa.europa.eu/en) (EFSA), in charge
products to be legally allowed in the EU.
of developing particular food safety regulations and establishing frameworks for
official food controls. Please find:

• Detailed rules concerning the import of

organic products from third countries).
https://eur-lex.europa.eu/legal-content/
EN/ALL/?uri=CELEX:32008R1235 EU organic logo displayed on a palm sugar pack

Tips and useful readings:

Find out more on organic regulations:

• (EC) 889/2008 on organic production, labelling, and control:

https://eur-lex.europa.eu/legal-content/EN/TXT/HTML/?uri=CELEX:32008R0889&from=FR

• (EC) 1235/2008 on imports of organic products from third-party countries:

https://eur-lex.europa.eu/legal-content/EN/TXT/HTML/?uri=CELEX:32008R1235&from=EN
20
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20 Exporting
Exporting Cashew
Exporting Palm Nuts
Palm Sugar
Sugar fromKernels
from from Cambodia
Cambodia
Cambodia to Europe to Europe
to Europe Exporting
Exporting Palm
Palm Sugar
Sugar from
from Cambodia
Cambodia to
to Europe
Europe 21
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 3 Sustainability and Corporate Social Responsibility 4 Main guidelines to get certified

1. Find a buyer.

2. Select a certification scheme that suits operational and EU requirements.

• Make yourself familiar with the target market. Which certifications are required by your
potential customers? Which may offer promising value-added?

• Determine the next steps. Assess the finance required to upgrade to such certification.
(Price of the certification, modification of the production set up, future plans etc)

• To get yourself familiar with standards, you can use this website:

https://www.standardsmap.org/en/home

• The Standards Map provides online access to a wide range of information related
to sustainability initiatives, standards and trends, allowing businesses to pick the right
certification or follow the right standards.

3. Develop and implement the certification system requirements in your organization.

4. Conduct an internal audit.
5. Conduct a management review.
6. Adjust according to the output of the internal audit and management review.
7. Verify the corrective actions.
8. Contact a certification body that has the accreditation to issue a valid certificate.
9. Send an application to a certifying body (e.g., Control Union)
10. The application is reviewed by the certifying body.
11. Preparation of the contract.
12. Reviewing of the contract by the applicant.
13. Sign and send back the contract to the certifying body.

Sustainability certifications focus on different 14. The certifying body officially registers the applicant as a ‘client’ and arranges the audit.
Alternatives are:
aspects such as environmental protection and
ethical behaviour toward farmers, employees, • Fair for Life
and animals. Some certificates deal with one Institute for Market Ecology (IMO) Before the audit Factory audit
aspect only while some cover a broader range • Fair Choice Some documents need to be sent to the certifying body. 3 components
of aspects. Control Union These are meant to provide a basic understanding of the • Observation of the factory
company’s operation and its current quality management • Worker interviews
Ethical trade
system. This information will be verified during the onsite • Documents check
Fairtrade – the world’s most famous ethical inspection.
certification – does not have a standard for
palm sugar production. As such, you will not be
able to benefit from its recognition.

22 Exporting Palm Sugar from Cambodia to Europe Exporting Palm Sugar from Cambodia to Europe 23
 If the client complies with the standards, the certificate is issued.
If not, some corrective actions need to be done. VI Logistics
To avert the many pitfalls in logistics and get your products on the markets on the conditions
Minor non-compliance: Major non-compliance:
Time limit: 2 months 1 month
agreed on, working with a good logistical operator is crucially important.

The certificate is then issued.

Potential certifiers are Control Union and Bureau Veritas.

Table 4: Potential certifiers in Cambodia

ControlUnion
N°28, Street 288, Sangkat Olympic, Chamkarmon, 12312 Phnom
Penh
023 966 496
[email protected]
https://www.petersoncontrolunion.com/en

Bureau Veritas
#1186, St.371, Sangkat Steung Meanchey, Khan Meanchey, Phnom
Penh, Cambodia.
017 555 638 / +85523 962 280
[email protected]
[email protected]
https://group.bureauveritas.com/

1 Transport/incoterms
Incoterms (international commercial terms)
are a system of international rules that govern
international trade operations.

These rules define the distribution of costs, risks,

and import and export formalities between
the seller and the buyer in the process of
delivering the goods. It allows each party to
make the necessary arrangements related to its
obligations: insurance, costs (logistics, taxes...)
and formalities (regulatory, customs...). Above
all, it allows you to avoid disputes.

24 Exporting Palm Sugar from Cambodia to Europe Exporting Palm Sugar from Cambodia to Europe 25
 The most common incoterms are FOB and CIF.

• FOB/Free on Board. The seller must clear the goods through customs and deliver them
on board a vessel designated by the buyer. The transfer of costs and risks takes place
when the goods are on board the vessel at the port of departure.
Together with your logistic provider, you must ensure the preservation of your products by:
• CIF/Cost Insurance and Freight. This incoterm requires the seller to conclude the
contract of carriage on behalf of the buyer, but also to take out insurance on behalf of • Thoroughly cleaning the holds or containers before loading the sugar.
the buyer to cover the goods during the carriage. Thus, the goods are transported at • Protecting the cargo from moisture during loading to avoid mould, spoilage, and self heating.
the buyer’s risk. According to this organisation, there is a gap between the transfer of
the expenses which takes place at the port of arrival and the transfer of the risks which • Ensuring appropriate temperature, humidity/moisture, and ventilation conditions during
takes place at the port of departure. transportation.

• It is frequently used because it allows the exporter to provide a complete solution • Protecting the cargo from pests such as beetles, moths, etc.17
(customs clearance, transport and insurance) without engaging its responsibility since
it is the buyer who is responsible for the goods during transport. 2 Logistics steps
FOB - INCOTERM R 2020 Do your research to identify the right logistics with a potential buyer. How long does it take
provider. Competitive pricing, good services, to ship to EU? What is the best route or port of
reliability, and the ability to provide good destination for your target market? How about
SELLER LOADED LOADED FIRST ALONGSIDE ON BOARD ON ARRIVAL UNLOADED LOADED BUYER
insurance providers (if CIF) are parameters to combined loads, etc? Importers may have a lot
CARRIER SHIP
https://internationalcommercialterms.guru look for. It is crucial that you familiarise yourself of questions related to shipping options.
FOB FREE ON BOARD PORT OF SHIPPING with some basic information before engaging
SELLER COST BUYER COST TRANSFER OF RISK

1. Do your research to identify the right logistics provider. Competitive pricing, good
services, reliable, on time, and good insurance provider (if CIF) are parameters to look for
CIF - INCOTERM R 2020
2. Before negotiating with your buyer, be sure to have FOB and CIF quotations ready. You
may request these quotations from your logistics provider.
SELLER LOADED LOADED FIRST ALONGSIDE ON BOARD ON ARRIVAL UNLOADED LOADED BUYER
CARRIER SHIP
https://internationalcommercialterms.guru 3. Negotiate with the buyer the terms of the shipment: products, volume, frequency of
CIF COST INSURANCE AND FREIGHT PORT OF DESTINATION shipments, delivery time, testing, and payment. Importers often start with small orders
SELLER COST BUYER COST TRANSFER OF RISK
(just a few pallets) as they want to run a trial first.

4. Usual payment instalment: 50% with all documents ready and product ready to ship, the
other 50% when the product is sold.

Important: 5. Do your homework before negotiating with the buyer. Know the common length of the
logistics process, how long does it take to produce one container load etc.
• CIF price is higher than FOB
• FOB or CIF is negotiated between the buyer and seller 6. Understand the packaging. Good logistics depends on good packaging.

• Factors to choose FOB or CIF include the relations between the producer and the shipping 7. Arrange basic testing on anything relevant before shipping (MRLs, contaminants etc.,
companies, geostrategic location etc. organic if needed), to avoid liability issues and reinforce goodwill with the buyer.
• It is recommended for companies to have both prices ready (FOB and CIF) when beginning 8. Sign a contract with the buyer with payment and shipment terms.
to negotiate with buyers. Price is indicated usually in container loads.
9. Package the goods correctly (in compliance with EU law).
• Usually, importers in Europe are happy to take over shipments at big ports.
• Big ports include Rotterdam, Hamburg, and Antwerp in continental Europe, other ports in 10. Send goods. You may have to track them. Be aware of when the product will arrive at the
the Mediterranean (Valencia, Genoa). port of destination.

26 Exporting Palm Sugar from Cambodia to Europe Exporting Palm Sugar from Cambodia to Europe 27
 Tip: Maersk (Cambodia) Ltd.
No. 298, Mao Tse Toung (St. 245), Next to InterContinental Phnom
• For more information on incoterms: Penh, Room 8A, Mao Tse Toung Boulevard (245), Phnom Penh,
https://www.velotrade.com/guides/what-is-incoterms-2020/ Cambodia
http://www.maerskline.com/

3 Freight forwarding companies

SRVC Freight Services Cambodia Co., Ltd.
Tuol Kouk District Hall, Phnom Penh 12150, Cambodia

DHL Express http://www.srv-cambodia.com/

571, 575 Russian Federation Blvd. (110), Phnom Penh, Cambodia

http://www.dhl.com.kh/
DB Schenker (Cambodia) Limited
Ty Thai Heng Long Building, No. 78, 7th Floor, Mao Tse Toung
Boulevard (245), Phnom Penh, Cambodia
World Bridge Group of Companies http://www.dbschenker.com.kh/log-kh-en/company/contact_
The Bridge level 38, Village, No 14 National Assembly Street, Phnom us.html
Penh, Cambodia
https://www.worldbridge.com.kh/
Swift Freight Logistics Limited
Plot 61, 570- St 331, Phnom Penh, Cambodia
DHL Global Forwarding https://www.swiftfreightlogistics.com/
11th Floor, Heng Asia Building #22, Mao Tse Toung Boulevard (245),
12305, Cambodia
http://www.dhl.com.kh/ CSKHA LINES CO., LTD.
2nd Floor, Kim Hap Bldg., #86EA2, Street 388, Sangkat Prey II, Toul
Svay, Cambodia
CFS Cam Freight Services Co., Ltd. http://www.heung-a.com
313 Street, 85c Phnom Penh, 12152, Cambodia
https://www.ups.com/kh/en/contact.page

UPS Express Cambodia

Camkocity R1, Camko Street Kongkeo Phos Village 2 Commune,
Phnom Penh, Cambodia
https://www.ups.com/kh/en/contact.page

28 Exporting Palm Sugar from Cambodia to Europe Exporting Palm Sugar from Cambodia to Europe 29
 Endnotes Published by: EuroCham Cambodia

1 CBI. (2016). Exporting palm sugar to Europe? Registered Office

2 EuroCham Cambodia. (2020). Sourcing from Cambodia – Palm Sugar. Phnom Penh, Cambodia
3 Kampong Speu Palm Sugar Association.
4 Imarcgroup. (2021). Sugar Market: Global Industry Trends, Share, Size, Growth, Opportunity #30 Preah Norodom Boulevard, 3rd floor BRED Bank Building,
Khan Daun Penh, Sangkat Phsar Thmey 3,
and Forecast 2022-2027
12210 Phnom Penh, Cambodia
5 International Sugar Organisation
6 Australasian Agribusiness Perspectives. (2019). Improving the Cambodian Palm Sugar +855 (0)23 96 41 41
Industry. [email protected]
7 Persistence. (2017). Palm Sugar Market. www.eurocham-cambodia.org
8 USDA. (2021). Sugar Annual.
9 Australasian Agribusiness Perspectives. (2019). Improving the Cambodian Palm Sugar Author: Félix Botineau
Industry. Edited by: Tom Hesketh
10 EuroCham Cambodia. (2020). Sourcing from Cambodia – Palm Sugar. Brian Badzmierowski
11 Phnnom Penh Post. (2018). Making palm sugar harvest attractive again. Christoph Janensch
12 International Diabetes Federation. Ferry Bohnke
13 Kampong Speu Palm Sugar Association.
14 Ec.europa.eu - Farm to Fork Strategy. Content and design by: RUN Sophanith
15 CBI. (2016). Exporting palm sugar to Europe.
16 CBI. (2016). Exporting palm sugar to Europe? In collaboration with: Deutsche Gesellschaft für Internationale Zusammenarbeit (GIZ)
17 CBI. (2014). Product Factsheet Palm Sugar in Germany. GmbH (Business Scouts for Development Program) and Sequa.

As of July 2022

Exporting Palm Sugar from

Cambodia to Europe

30 Exporting Palm Sugar from Cambodia to Europe