SPARTA, MI — In the last year, the domestic and international sales desk of Jack Brown Produce Inc. has changed, according to John Schaefer Jr., president of the firm.

Last August, Tom Labbe took on domestic sales for Jack Brown, and in September 2014, Maria Rivera became the firm’s international sales manager.

Rivera noted that one of the biggest challenges of international sales is that every country is different. Economics, politics, currency exchanges, duties, phytosanitary rules and freight considerations vary for every country. Trade treaties, of course, are different with each country. Some have reciprocal agreements with the United States while others don’t.

“There are a lot of things in the mix,” Schaefer said. “We work with importers and any way we can to help” internationally to sell Jack Brown’s apples.

“In each country, we have to find out the right time to bring apples through,” he said.

Schaefer said Jack Brown had worked to export apples for a number of years before Rivera was hired. “With Maria, we need to step it up another notch and be profitable for our overseas customers and for Jack Brown, as well,” he said. “With the rising tide of apple volume in this country, it behooves us to explore all markets.”

Rivera, who is originally from Puerto Rico, added that some parts of the year she works on domestic sales to assist Labbe’s efforts.

Labbe grew up in Cadillac, MI, and has a lot of experience in selling food products to retailers. He has sold Coca-Cola, wine and spirits, and potato chips to retail buyers.

“Here, I have introduced Jack Brown Produce to a lot of people who didn’t know who we are,” Labbe said. “I let them know that our quality and freshness are incomparable. We get (buyers) in and show them that we are flexible in our packaging — they can have any package. Our footprint needs to be larger.”

Labbe added, “We have been gearing up for a new harvest season. We are building relationships” and showing Jack Brown’s determination to provide the service to keep customers.

While customers east of the Rocky Mountains are the key target audience for Jack Brown, “I am in contact with buyers in California, Colorado” and other Western states, Labbe said.

Schaefer said other leading staff members are Pat Chase, who works with growers and is key to coordinating the sales effort; Lisa Ingalls, the food-safety director for Jack Brown’s packinghouse; and Scott Van Houten the firm’s logistics director.