Partnering for Customer Value: case study - Zespri International

Page last updated: Friday, 28 February 2020 - 4:15pm

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The P4CV initiative commissioned 11 case studies profiling 14 agribusinesses in the horticulture, livestock, dairy, grains, seafood and processed foods sectors, across small, medium and large enterprises that were from Australia, New Zealand, Europe and the United Kingdom.

Zespri International is the world’s largest marketer of kiwifruit, selling into more than 50 countries and managing 30% of the global volume.

Formed in 1997, grower-owned Zespri’s global headquarters are based in Mount Maunganui, New Zealand. During 2018–19 Zespri sold 167.2 million trays of premium-quality Zespri kiwifruit globally, worth NZ $2.94 billion.

Read the Zespri International - snapshot for quick details on the case study.

Zespri International - snapshot image

Patterns of success demonstrated by the Zespri International case study: 

Zespri International - patterns of success

Why you should read the Zespri International case study

  • in-depth explanation of the customer development process
  • real world examples of value chain partnerships
  • detailed description of Zespri International’s approach to market segmentation