From Skepticism to Success: The Journey of Madagascar’s Caviar Empire

At over $10,000 per kilogram, Africa’s first caviar is surprising the luxury food industry

How a Bold Vision and Resilience Built a Thriving Business

The Journey of Madagascar’s Caviar Empire

When Delphyne Dabezies first announced her plans to launch Africa’s first caviar manufacturer, some people were incredulous. They were from the luxury food industry.

But now, 15 years since she founded her company, Acipenser. With its Rova and Kasnodar Caviar brands, Dabezies’ products have entered some of the most prestigious kitchens in the world.

Lake Mantasoa, high in the mountains of Madagascar, is just east of the capital Antananarivo. It has emerged as an unlikely source of this opulent ingredient. “Every expert was saying it was impossible,” Dabezies said.

Caviar, a delicacy made from the salted eggs of sturgeon fish, traditionally came from Russia’s Caspian Sea. It gained luxury status in the 17th century when Tsar Alexei Mikhailovich I made it a state monopoly. Over time, production spread globally. With Acipenser’s establishment in Madagascar, caviar is now produced on every inhabited continent except Australia. Caviar is highly valued due to its cultural significance. The long maturation period of sturgeon fish—between eight and 20 years—further increases its value. Some caviar can command prices as high as $27,000 per teaspoon.

When Delphyne Dabezies first shared her vision, she wanted to launch Africa’s first caviar production facility. The luxury food industry dismissed the idea. They did not believe in its potential success.

“Every expert said it was impossible,” Dabezies said.

Yet, 15 years later, Acipenser has disrupted the global caviar market with its Rova and Kasnodar Caviar brands. This success proves that innovation and persistence can turn dreams into reality. The company’s success story offers valuable insights for entrepreneurs and business leaders alike.

1. Embrace the Unlikely

Success often comes from places no one expects. Acipenser’s sturgeon farm sits high in Madagascar’s mountains at Lake Mantasoa, a location far removed from the traditional caviar-producing regions. The lake’s unique climate allows the sturgeon to grow two years faster than in other locations. This growth advantage gives Acipenser a competitive edge. Startups should embrace unconventional ideas and explore unique advantages within their environment.

2. Overcome Skepticism with Persistence

Dabezies watched a television program on sturgeon farming in France. She, her husband Christophe, and their friend Alexandre Guerrier decided to pursue a similar project. They chose to develop this in their adopted home of Madagascar. They began “without any knowledge” of caviar production and struggled to find support. Their breakthrough came when Francoise Rennes, a retired sturgeon farming expert, arrived in Madagascar on vacation and offered her skills. This highlights the importance of mentorship, adaptability, and unwavering belief in a vision.

3. Let Your Product Speak for Itself

Dabezies and her team understood that breaking into the luxury market required direct engagement with top chefs and culinary experts. The turning point came in 2019. It was at the Sirha Lyon culinary expo. Europe’s finest chefs tasted and embraced Rova Caviar. Today, it is featured on high-end menus worldwide. This includes the five-star Hôtel de Crillon in Paris and the Hôtel du Palais in Biarritz. For startups, demonstrating value through product quality and user experience can be more powerful than any marketing campaign.

4. Leverage Strategic Partnerships

Acipenser worked with renowned chefs like Julia Sedefjian. She described Rova Caviar as “a buttery, brioche-like flavor with a hazelnut finish.” Through these collaborations, Acipenser positioned itself among the world’s top caviar brands. The caviar has also gained popularity in Africa. It is served at Le Saint-Gerán Hotel in Mauritius. It is also served at the Constance Lemuria and Constance Ephelia in the Seychelles. Collaborations with industry leaders can offer credibility, expand market reach, and accelerate growth.

5. Give Back to the Community

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Acipenser employs 300 people, 80% of whom come from the local municipality of Ambatolaona. The company provides training in fish farming and caviar production. It offers medical coverage, literacy courses, and family planning education. The company has secured a lease to reforest and protect 200 hectares of land around Lake Mantasoa. Additionally, Acipenser has implemented sustainability measures. These include restocking the lake to support local fisheries. They have also installed a water monitoring system to prevent pollution.

6. Aim for the Top

The ultimate goal for many caviar producers is to make Beluga caviar. It is the most luxurious and expensive type. Beluga caviar is known for its large eggs and delicate texture. As of last year, Acipenser had its first Beluga sturgeon in Madagascar. This year, it aims to produce Beluga caviar for the first time.

Final Takeaway: Turn the ‘Impossible’ into ‘Possible’

Acipenser’s journey from an improbable dream to a global caviar powerhouse is remarkable. It showcases the power of vision, resilience, and strategic execution. Entrepreneurs should take inspiration from this story—bold ideas and perseverance can redefine industries and create lasting impact.

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