Benoît Escande is the owner of French fruit nursery Pépinières Escande, which owns the trademark for the Juliet organic apple variety. Mr Escande also owns BEE (Benoît Escande Editions), whose role is to discover and develop markets that best match the characteristics of individual fruit varieties.
How did you first get into the fresh produce business?
BE: You could say I’ve been in the business ever since I was born. My grandfather started our business in 1938, then my father followed in his footsteps, as did my brother and I, so it’s a family tradition. My brother takes care of the marketing side, while I research, breed and test varieties in the orchards. Together we decide which ones to plant.
When did you start working for Pépinières Escande?
BE: I took over in July 1999. Before that I worked a bit for my grandfather. But first I had to finish business school in Toulouse.
What do you see as the biggest challenge facing the fresh produce industry?
BE: The main challenge is managing costs. Only quality produce can be sold, but we have to be able to produce at low cost so that prices can be kept reasonable. We mustn’t end up with very high quality at a very high price. Conversely, we mustn’t end up with very low quality at a very low price.
Additionally, we need a stronger commercial network. We need partners in distribution in order to increase loyalty and avoid non-payment. This is very important at the moment during the current financial crisis.
Describe your typical day-to-day schedule?
BE: I recently had two children, so at the moment I’m spending as much time as possible with my family and only going into the office once or twice a week. But there is no real day-to-day schedule. It is constantly changing. I visit the orchards, check emails in the office, visit clients. But I’m a field man really. I look for any excuse not to be stuck in the office. I definitely feel better when I’m outdoors.
Do you prefer doing business over the phone or via email, or both?
BE: Both are important. There are some things that are best done over the phone, and others that need to be done by email. But nothing beats a face-to-face meeting.
How much travelling is involved in your work?
BE: My wife recently counted the number of days that I’m away. She wasn’t happy. Since September, I have apparently been away for 95 days. I’d say I spend between a third and a half of my year away. A big third or a small half.
Between 20 July and 15 August is the only time we can go on holiday. By this time, the nursery is completely done. If it doesn’t look nice by then, it will never look nice.
Where have you been lately and where are you planning to go next?
BE: I was in the States last week, and Spain the week before. Soon I need to go to Italy, Spain and Slovakia.
What do you love in particular about your job and what, if anything, would you change?
BE: There is always something new to discover, and you are always meeting new people.
If I could change one thing, I’d choose less paperwork on my desk. There is too much bureaucracy in France. I’d also be happier if the supermarkets put less pressure on prices, but sadly that’s not going to happen.
What do you do to unwind after a tough day at work?
BE: Unfortunately I have no more hobbies left. I used to drive Motocross bikes and play in a band. We were called the Toxic Farmers! Now, though, I spend time with my family and friends, enjoy a nice glass of wine and go swimming.
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