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Brewers toast success

Having stormed the Hong Kong market, Mexican brewers are now turning to the mainland to further promote sales.

'China is where the volume and fastest growth is being experienced. It holds the most potential,' said Peter Fortune, regional manager for Sol.

Grupo Modelo, brewers of rival Mexican beer Corona Extra, has adopted the same strategy with export director Fernando Gutierrez saying it is 'vital' the beer gains acceptance among Chinese consumers.

Corona's market share in Hong Kong stands at around 5 per cent among imported brands with more than 500,000 cases sold last year, according to distributors Jebsen & Co.

But Mr Gutierrez said the company would now increasingly target Chinese consumers.

'This is a segment we are keen to penetrate,' he said. 'Asia is a continent where there is lots of room to grow because we are strong in some markets and non-existent in others.' Until now, Hong Kong has proved to be a gold-mine for both brewers on the back of a highly successful marketing ploy - inserting a wedge of lime in the neck of distinctively thin bottles.

Since the early 1990s, sales have doubled every year. Following another 72 per cent boost so far this year, Mexican beer sales should break the $30 million barrier for the first time.

'Our beer exports are unbelievable,' said Mexican Trade Commissioner Federico Chavez. 'Mexican beer is a phenomena.' Annual sales now amount to 12 million bottles - or two bottles for every resident.

As market share increases, however, sales in the SAR no longer double every year, which is why the brewers are turning to the mainland.

'Hong Kong is now seen as a gateway and trend-setter for China and Southeast Asia,' Mr Fortune said.

On the mainland, Sol was 'perceived by the young, emerging affluent market as a super-premium imported beer which personifies a lifestyle with attitude'.

Corona is also targeting India. Imports are banned but the company hopes to penetrate the market.

'We still have to get into India and when they join the World Trade Organisation (WTO) hopefully the market will open up,' Mr Gutierrez said.

'It's the same in China where we are in all the big cities but, unfortunately, there are some restrictions and the duties are high.

'We hope that with China joining the WTO these conditions will loosen up and we can become more competitive.' With global exports to 130 countries growing by about 30 per cent annually, Grupo Modelo recently invested in a new US$400 million brewery.

The brewery, in Zacatecas, 600 kilometres north of Mexico City, is the company's eighth and opened in March.

It gives Modelo the capacity to increase production by 10 per cent this year - and by more than 50 per cent over the next six years.

Modelo's output last year was 2.6 billion litres, making it the ninth largest brewing company in the world.

Sol has worked the same magic for its brewers, Cerveceria Cuauhtemoc Moctezuma (CCM), and local distributors, San Miguel.

CCM exports rose 34 per cent last year, with Sol taking top spot among export beer to Britain and some other European countries.

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