Foreign producers forum offers insight for Sonoran growers
Foreign producers forum offers insight for Sonoran growers
CIUDAD OBREGON, SONORA, MEXICO - Representatives from some of the top U.S. and Canadian produce organizations discussed the challenges they encounter while conducting business in the North American produce trade during a panel discussion held here as part of the recent trade symposium, Agriculture in Sonora, A Business Opportunity.
David Smith, chief executive officer of B.C. Hot House in Surrey, BC, which offers greenhouse-grown product to the North American market, likened his organization's situation to what is occurring now in Sonora in that it started as a niche market and grew rapidly, "which could serve as a model for Sonoran growers."
As in the rest of North America, consolidation at the retail and production levels are issues in Mexico, and greenhouse operations here need to reduce costs while also improving quality and performance. The long-term objective is to deliver returns to the suppliers and growers, he said.
Mr. Smith continued, Like Mexico, B.C. is export-oriented, and we face some of the same challenges from the falling U.S. dollar, tightened regulations from 9/11 and the need to travel some distance to market.
He also said that there is significant opportunity for greenhouse-grown product, such as cucumbers, peppers and tomatoes-on-the-vine, which command a premium price.
Paul Dempsey, who handles foodservice sales for Vancouver, BC-based Oppenheimer Group, said that it is important for a company to be current on technology and stay in front of its customers.
Our motto, 'Expect the World from Us, reflects our goal to be year round on as many products as possible. We want to keep customers in constant supply so they dont have to go somewhere else.
Donald Long, president of Ag-Mart, a division of Philadelphia-based Procacci Bros. Sales Corp., stressed the need to respond to what the market demands.
The company, which offers the wildly popular grape tomatoes, got into growing the commodity because consumers wanted a great-tasting tomato and are willing to pay more for it, according to Mr. Long.
He also said that suppliers must be able to offer consistent quality and flavor. You cant look for short-cuts, because people need to be sure that they can get the flavor year round, he said.
Mr. Long emphasized that food safety must be a main focus for producers, which should have third-party certification and traceability programs in place. The Ag-Mart executive closed with a poignant thought for the area growers: Just remember, when you lower your price, you wont sell more product. Be proud of your product and get the price that you deserve.
Mike Hulett, director of sales and marketing for foodservice at Farm Fresh Direct LLC, said that his organizations goal is to continuously and consistently supply product that exceeds customers expectations. As part of that effort, Farm Fresh Direct, which was formed in 1999 and is based in Monte Vista, CO, also looks to the market to see whats in demand. In response to the market, the company has launched new products, including the Express Bake microwavable potato, a low-carb potato and a high-antioxidant purple potato.
While Mr. Hulett believes that there is tremendous opportunity for Mexican potatoes, he said that he has no insight about when restrictions might be eased to allow potato shipments to the United States.
David Smith, chief executive officer of B.C. Hot House in Surrey, BC, which offers greenhouse-grown product to the North American market, likened his organization's situation to what is occurring now in Sonora in that it started as a niche market and grew rapidly, "which could serve as a model for Sonoran growers."
As in the rest of North America, consolidation at the retail and production levels are issues in Mexico, and greenhouse operations here need to reduce costs while also improving quality and performance. The long-term objective is to deliver returns to the suppliers and growers, he said.
Mr. Smith continued, Like Mexico, B.C. is export-oriented, and we face some of the same challenges from the falling U.S. dollar, tightened regulations from 9/11 and the need to travel some distance to market.
He also said that there is significant opportunity for greenhouse-grown product, such as cucumbers, peppers and tomatoes-on-the-vine, which command a premium price.
Paul Dempsey, who handles foodservice sales for Vancouver, BC-based Oppenheimer Group, said that it is important for a company to be current on technology and stay in front of its customers.
Our motto, 'Expect the World from Us, reflects our goal to be year round on as many products as possible. We want to keep customers in constant supply so they dont have to go somewhere else.
Donald Long, president of Ag-Mart, a division of Philadelphia-based Procacci Bros. Sales Corp., stressed the need to respond to what the market demands.
The company, which offers the wildly popular grape tomatoes, got into growing the commodity because consumers wanted a great-tasting tomato and are willing to pay more for it, according to Mr. Long.
He also said that suppliers must be able to offer consistent quality and flavor. You cant look for short-cuts, because people need to be sure that they can get the flavor year round, he said.
Mr. Long emphasized that food safety must be a main focus for producers, which should have third-party certification and traceability programs in place. The Ag-Mart executive closed with a poignant thought for the area growers: Just remember, when you lower your price, you wont sell more product. Be proud of your product and get the price that you deserve.
Mike Hulett, director of sales and marketing for foodservice at Farm Fresh Direct LLC, said that his organizations goal is to continuously and consistently supply product that exceeds customers expectations. As part of that effort, Farm Fresh Direct, which was formed in 1999 and is based in Monte Vista, CO, also looks to the market to see whats in demand. In response to the market, the company has launched new products, including the Express Bake microwavable potato, a low-carb potato and a high-antioxidant purple potato.
While Mr. Hulett believes that there is tremendous opportunity for Mexican potatoes, he said that he has no insight about when restrictions might be eased to allow potato shipments to the United States.
