In a country that produces more apples and pears than any other in the world, standing out requires more than simply supplying quality fruit. It requires earning consumers’ trust.
That is why Topsun Fresh, Tru-Cape Fruit Marketing’s long-standing Chinese importer, has invested its own money in installing two prominent billboards promoting the Tru-Cape and Flash Gala brands at two of China’s leading wholesale fruit markets. The campaign, launched earlier this month, aims to strengthen confidence in Tru-Cape apples among wholesalers, retailers and consumers in a market where buyers have no shortage of choice.
One billboard has been installed in the importer trading zone at the Guangzhou Jiangnan Wholesale Market, one of China’s largest wholesale fruit markets and the country’s biggest hub for imported fruit. The market handles about 70% of China’s fresh fruit transactions. The second was erected at the Shanghai Huizhan Wholesale Market, which specialises in imported fruit. Topsun Fresh is also exploring an even more prominent location within the Shanghai market to maximise visibility.
According to Neil Wan, General Manager of Topsun Fresh, the campaign is believed to be a first for the South African pome fruit industry.
“As far as I know, South African citrus companies have displayed billboards in these markets before, but Tru-Cape is the first South African apple and pear company to be promoted in this way,” says Wan.
For Wan, the billboards represent far more than advertising—they reinforce trust.
“China produces more apples and pears than any other country in the world, so consumers are not short of fruit,” he says. “A strong brand gives buyers confidence that they will receive the quality they expect every time. It differentiates one supplier from another and helps build long-term customer loyalty.”
Consistency builds confidence
Wan says Chinese buyers increasingly value consistency over price alone.
“Customers are prepared to pay more for fruit that consistently delivers on quality. Investments made by Tru-Cape’s growers and packhouses have improved quality year after year, and the market recognises that.”
He believes Tru-Cape’s close engagement with the Chinese market is a key differentiator.
“The Tru-Cape team regularly visits China with technical, marketing and commercial specialists to better understand market trends and meet the specific quality and packaging requirements of Chinese buyers. That level of engagement is unique. They don’t simply ask about prices; they work with us to understand market trends and customer needs.”
South African apples match changing consumer preferences
Chinese consumer preferences have evolved significantly over the past decade.
“Imported apples were once bought mainly as gifts or because they represented a healthy lifestyle,” Wan explains. “Today they are increasingly consumed as convenient everyday snacks, while consumers have many more fruit options, including berries, grapes and stone fruit.”
That shift has created an opportunity for South African apples.
“Consumers increasingly prefer smaller apples that are easy to eat at school, at work or on the go. South African apples are well-suited to that trend, while their sweet flavour and consistent eating quality encourage repeat purchases.”
A long-term investment in China
For Topsun Fresh, the billboard campaign reflects confidence in both the Tru-Cape partnership and the long-term potential of South African apples in China.
“Our role is to connect growers with customers and create lasting value for both. Strong brands create confidence, and confidence creates sustainable demand.”
Tru-Cape Marketing Director Conrad Fick welcomed Topsun Fresh’s initiative, saying it demonstrates the confidence that Chinese partners have in the company’s brands.
“China remains one of our most important long-term growth markets. The opportunity is far greater than the volumes we currently export. Although strict phytosanitary protocols and registration requirements govern the market, exporters who consistently deliver high-quality fruit are well rewarded.”
Fick says South African apples have steadily gained acceptance since market access was secured more than a decade ago.
“When South Africa first entered China, there was scepticism because our apples were generally smaller than those from traditional suppliers. Today, consumers appreciate the sweet taste, eating quality and convenience of South African apples, and as recognition of our brands grows, so do repeat purchases.”
He believes South Africa is well positioned to benefit from changing consumer preferences.
“Chinese consumers increasingly favour sweeter, redder apples, which aligns well with South Africa’s production profile. By continuing to invest in quality, branding and strong customer relationships, we can grow our presence in this important market.”
For more information, please contact Lucille Botha at lucilleb@tru-cape.co.za or visit www.tru-cape.com. Follow Tru-Cape on X (@TruCapeFruit), Facebook (@Tru-Cape Fruit Marketing), TikTok (@trucape), and Instagram (@trucapefruit).
