EN 
PT_BR 
Brazilian fish farming is undergoing a period of change. Faced with new trade barriers and increasing international competition, the sector is intensifying its search for alternative markets for tilapia — which is currently highly dependent on the United States, the destination of approximately 92% of exports.
According to Francisco Medeiros, president of Peixe BR, the current scenario calls for a change in strategy and opens up space for growth. "We are entering the golden years of national tilapia farming. It's not a path without challenges, but it's a period with more opportunities for those who are prepared," he emphasizes.
Even with the concentration in the North American market, recent performance indicates resilience. According to researcher Manoel Xavier Pedroza Filho from Embrapa Fisheries and Aquaculture, exports grew by approximately 21% in the last year, despite the adoption of tariffs starting in August. He believes this shows that, even in the face of adversity, the sector remains competitive. "But dependence on a single market requires attention," he warns.
Francisco Medeiros, President of Peixe BR: “We are entering the golden years of national tilapia farming. It is not a path without challenges, but it is a period with more opportunities for those who are prepared.”
With the new scenario, Latin American countries are gaining relevance in the expansion strategy. Mexico stands out as one of the main targets. The country imports around 92,000 tons of tilapia per year, more than half the volume acquired by the United States. Despite this, the Brazilian presence is still limited. "It's a market that has begun to be explored more recently, still with modest volumes, but with great growth potential," explains Pedroza.
Other destinations, such as Colombia and Peru, also appear as concrete opportunities. In addition to the significant volume of imports, geographical proximity can guarantee Brazil a logistical advantage over Asian competitors.
Industrial bottleneck hinders progress in high-volume markets.
Currently, the main obstacle to progress in these markets is not production, but the type of product offered, shares Medeiros. Today, Brazil exports mainly fresh fillet, an item with higher added value, but on a smaller scale.
In the global market, the dynamics are different. That is, the volume is concentrated in frozen products, which are cheaper and largely dominated by countries like China and Vietnam. "Given this context, the Brazilian industry is undergoing a period of reorganization. The expectation is that new regulations will allow for increased competitiveness in frozen fillets, which could change the country's position in the international market," explains the Embrapa researcher.
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The potential relaxation of industrial standards is seen as a key point for this change. For Medeiros, the impact could be immediate. “The gain in competitiveness can come much faster than in other areas. Industrial adjustments have the potential to generate results in the short term, unlike productive advances, which take years,” he emphasizes.
According to him, the advantage of Asian competitors is directly linked to industrial efficiency — and not necessarily to primary production. "It is this difference that Brazil needs to reduce in order to compete in larger volume markets," he emphasizes.
In addition to competitive challenges, the sector faces significant trade obstacles. The main one is the closure of the European market to Brazilian fish since 2017.
According to Medeiros, reopening depends on diplomatic negotiations and sanitary adjustments, which are beyond the direct control of the productive sector. "This lockdown further reinforces the need to diversify markets and reduce risks," adds Pedroza.
Coordination and market intelligence gain prominence.
With a more competitive landscape, the collaboration between industry, associations, and research gains importance in the sector's strategy. The joint efforts between Peixe BR and Embrapa have guided the identification of markets and the direction of companies. "The association organizes information, points out paths, and anticipates trends. The decision rests with the entrepreneur, but it is fundamental to have clarity about where the opportunities lie," reinforces Medeiros.
Therefore, market expansion should mark the next phase of Brazilian tilapia farming, with greater international integration and pressure for competitiveness. In addition to tilapia, native species such as tambaqui are emerging as growth drivers, especially in the domestic market and, in the long term, in exports. "The key word for 2026 is market expansion, both inside and outside Brazil," summarizes Manoel Pedroza.
