What Europe demands: Lightweight wood products for diverse applications

The importance of timber as material for diverse applications has been growing steadily. For example, timber products are nowadays used in the automotive industry and in bridge constructions. It is their low weight paired with numerous sought-after qualities that makes them attractive. In addition, fast-growing species insure long-term availability.

In 2013, Indonesia was the first Asian country to sign a mutual agreement with the EU on legal wood (FLEGT-VPA). Due to this high level of legal certainty, Indonesia is an attractive partner for Europe’s wood-processing industry. Moreover, once the Indonesian SVLK system will be fully recognized by the EU and all timber exports to the EU FLEGT licensed, European importers will no longer have to run the time-consuming due diligence process required by the EUTR. This will be an important competitive advantage of Indonesian timber products and boost demand from European importers.

What Europe appreciates: Your natural and exotic ingredients

Healthy eating and the sustainability of food and other everyday products are becoming increasingly important to European consumers. The demand among European manufacturers for natural and special ingredients is huge, especially in the production of food, pharmaceuticals and cosmetics. Indonesia’s agricultural sector offers a multitude of the natural ingredients so sought after in Europe, e.g. teas, nuts, spices, and extracts. And exotic rarities such as coconut flower sugar and seaweed-based products are of particular interest. 

We will help bring your products to Europe

This is why the IPD selected Indonesia as one of its first partner countries. We provide Indonesian suppliers of wood and natural ingredients with contacts to suitable importers in Europe.


  • Natural ingredients for food, pharmaceuticals and cosmetics, e.g. teas, nuts, diverse spices and salts, essential oils and extracts e.g. from cinnamon and vanilla. Also organic speciality rice, various coconut products (e.g. coconut oil, coconut sugar, coconut nectar syrup, coconut chips, coconut water, coconut powder), seaweed products, cacao.
  • Timber, classic hardwood products (e.g. Meranti, Teak), products made from fast-growing plantation woods (e.g. Jabon, Albasia).



Trade fair in Nuremberg/Germany // 13.02. - 16.02.2019
Trade fair in Nuremberg/Germany // 13.02. - 16.02.2019

Biofach 2019

Establishing contacts to the right buyers

3,218 exhibitors. 50,000 trade visitors from 134 countries: BIOFACH is World´s Leading Trade Fair for Organic Food.
The demand for organic produce is on the rise in Germany and Europe. At the same time, there is a great deal of untapped potential in developing and emerging nations.

At the 2019 event, the IPD will again present new, carefully selected and tested export companies from different partner countries like Egypt, Ethiopia, Indonesia, Kyrgyzstan, Nepal, Tunisia, Serbia, and Ukraine.
These exporters will present their diverse range of organic produce at the joint stand shared by the IPD with the Deutsche Gesellschaft für Internationale Zusammenarbeit (GIZ) and at the respective national pavilions. The products include herbs, spices and tea, essential and cold-pressed oils, cane and coconut blossom sugar, as well as fruit and vegetable specialities from the regions.

All exporters participating in the IPD programme will be well prepared for this event. Thus ensuring they are equipped with the required certificates for the European market and are familiar with the demands of the German trade sector.
Immediately before and during the fair the IPD will offer practical support for the exhibition, including e.g. compilation of current market information, guidance on stand decoration, sales training for successful communication with potential customers.
In particular, the IPD provides support through targeted matchmaking, identifying suitable German importers and arranging initial contacts before the fair begins, accompanying the b2b meetings during the event and supporting the follow-up after the fair is over.

Are you an exporter based in one of our partner countries? And would you like to participate in the IPD programme? To enter the selection process, please contact us.

Angie Martinez

Workshop in Nuremberg/Germany // 13.02. - 16.02.2019
Workshop in Nuremberg/Germany // 13.02. - 16.02.2019

Sales training at Biofach 2019

Achieve new contacts to potential buyers in the EU
Make your sales talks effective and successful
Generate sustainable profits.

These are the goals of face-to-face contact at an international trade fair like BIOFACH in Nuremberg/Germany.
But how to negotiate with European buyers? How to present your products attractively in a short time? How to master difficult dialogues? What are the business practices concerning communication, understanding of time, social manners, and negotiation strategies?

In order to be prepared for these issues, the IPD organises a sales training for exporters participating in the IPD programme.
This specialized training provides you with the skills, concepts and methods that will help you influence the decisions of your counterparts and enhance the prospects of your trade fair participation. The IPD experts will equip you with tools and techniques to present your products to European buyers in a way that they are familiar with – so that intercultural differences will not have  a negative influence on your business talks.

During BIOFACH, the exporters can put their newly acquired skills into practice. For this, IPD experts accompany pre-arranged meetings with potential European buyers and give direct feedback. With this preparation, business with German and European importers runs smoothly and without any trouble.

Are you an exporter based in one of our partner countries? And would you like to participate in the IPD programme? To enter the selection process, please contact us.

Judith Emmerling (Egypt, GIZ cooperation Serbia)
Nicky Buizer (Colombia)
Kathrin Seelige (Kyrgyzstan, Tunisia)
Tabea Mack (Ehtiopia, Indonesia)
Angie Martinez (Nepal, Peru)

Product Fact Sheets

Product Fact Sheet
Product Fact Sheet

Cherimoya in Germany

As one of the main European markets for exotic fruit, Germany offers interesting opportunities for cherimoya. Producers in Developing Countries (DCs) have most potential by differentiating their products with high quality and marketing stories.

Product Fact Sheet

Palm Oil Alternatives in Europe

Developing country producers who can offer palm oil alternatives at a low price and high volume have an opportunity to sell them on the European market. Consumers are increasingly demanding palm-oil-free cosmetic and food products, due to the negative environmental impact of palm oil production.

Read full document on

Product Fact Sheet
Product Fact Sheet

Coconut Water in Germany

As a new product, competition for coconut water is fairly low on the German market. As such, it offers great potential for German beverage manufacturers to diversify their products on the market. Certifications, particularly organic certification, can be used to add value to coconut water. Suitable preservation of coconut water is key to retaining its sought-after characteristics. This Product Factsheet will focus on the trade of coconut water for industrial use, which is sold in a B2B context.

For information on the export of coconut water to Europe visit

Product Fact Sheet
Product Fact Sheet

Palm Sugar in Germany

Palm sugar exporters from developing countries (DCs) have an opportunity on the German market by positioning their product as a premium and healthier sugar than conventional white sugar. By using the popularity of organic and fair trade products in Germany, palm sugar producers can market their products in premium market segments. As a healthier ingredient than conventional white sugar, palm sugar has particularly good potential in dietetic foods.

Product Fact Sheet

Essential Oils from Indonesia

German demand for essential oils is strong; and increasing competition for these natural ingredients from emerging markets stimulates German importers to search for new sources. They are looking for continuity of supply, stability of prices and quality, and detailed product documentation. If these parameters can be achieved, then buyers are willing to contract producers in Indonesia.

Product Fact Sheet

Virgin Coconut Oil in Europe (provided by CBI)

The European market for virgin coconut oil has grown significantly over the last years. This is mainly because of growing consumer attention to healthier diets. Initially, virgin coconut oil was only available at health shops. Virgin coconut oil has now become popular in mainstream supermarkets and its industrial applications are growing.

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Product Fact Sheet

Sesame Oil in Europe (provided by CBI)

Sesame oil is gaining in popularity, as there is a growing interest in ethnic cuisines, gourmet products and healthier oils. Sesame oil can be sold in bottles to consumers but there is also a growing market for food applications, such as the use of sesame oil in hummus and salad dressings. Most European consumers of sesame oil live in the United Kingdom and Germany.

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Success Stories

Success Story

Coconut flower sugar – a niche product from Indonesia

The ambitious start-up company KULAU GmbH from Berlin has specialised in importing coconut-based products. The name of the enterprise speaks for itself: in Papua-New Guinea’s creole language Tok-Pisin, “kulau” means “young, green coconut”.

The company exclusively sells sustainable, naturally manufactured fair-trade organic products. In its selection of suppliers, KULAU adheres to the highest standards. Both in regard to product quality, good working conditions and environmentally-friendly cultivation methods at the plantations, the German importer makes high demands on its foreign partners. Professional sourcing is therefore very important to the company when it comes to locating suitable buying markets for its products in tropical countries. This is where the help of the Import Promotion Desk (IPD) came in handy. The agency introduced KULAU to the suitable partner, saving the company a lot of time and money.

Success Story

Sustained export promotion: Coconut sugar from Java

“When we entered the export market with coconut sugar we had collaborations with 100 small farmers – today it is already over 300,” says Amir Sudjono, founder of the company PT COCO SUGAR INDONESIA with headquarters in Purwokerto on the island of Java. The Indonesian firm has been participating in the export promotion programme of the Import Promotion Desk since 2015 and has in that time developed to become an international producer and exporter.

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