Central Markets are important links joining on e vast horticulture supply chain. Fresh Perspectives provid es an insight into this rich and varied industry, focusi ng on the characters, and characteristics, of the wo rld of horticulture.
Communication and innovation provides clear path to success Many roads lead to the Brisbane Markets. For grower-wholesaler Trent Sutton it was a matter of taking an opportunity when it presented itself; for providore Virginya McCosker it was a step forward when the path ahead was unknown; and, for builder Max Burns, it was a deliberate move in his business’ growth. No matter the journey it took for them to get here, all three understand the value of communication and innovation in improving their own businesses and those they work with. Mr Sutton is a fourth generation Lockyer Valley grower and wholesaler principal at Sutton Fresh Direct. Six years ago, the family took on a wholesale tenancy at the Brisbane Produce Market, which Mr Sutton manages, while the farm is in the hands of his father Rick and his brothers Dean and Brock. “When the opportunity arose to take on a wholesale business, we took it and it has really been a step forward for our company,” Mr Sutton said. “At the moment, we are focused on streamlining the supply chain, finding new opportunities and increasing transparency, not just with our own farm but with all of our partner farms. We are always looking to expand into new regions and expand our capabilities.” For Ms McCosker, the move into the fresh produce industry occurred 14 years ago, when she was at a crossroads in her life and decided to start a small fruit and vegetable co-op while she figured out her next step. “I started a home delivery service providing about 100 boxes a week and for the first few years I purchased via Public Entry at the Brisbane Produce Market. We bought bulk boxes and then picked and packed from my garage. Eventually, my customer base became too big and I transitioned into being a buyer,” Ms McCosker said. When Ms McCosker was approached by a restaurant to do their fresh produce buying, she decided to start her business, Providore Princess. “Even though I felt trepidation and had minimal wholesale experience, I decided to give it a go and from there it just escalated!” Ms McCosker said.
26 FRESH SOURCE
Summer 2020
After undertaking the odd cool room maintenance jobs at the Brisbane Markets in the 70s, Mr Burns knew that getting a foot in the door on site would help put his business on the road to success, but it wasn’t until 1987 that he got his big break. “We saw an opportunity at Brisbane Markets because of the amount of cool rooms that are on site and the level of maintenance work required allowed for ongoing work between larger projects,” Mr Burns said. “When we first came in, no one knew who I was, and I had to prove that I could do the work. Our big start was provided by Brian Engeman at North Coast Ripeners. We ended up winning the project to build three banana ripening rooms. Because my price was so competitive, they ended up putting in four.” The project paid off, with Mr Engeman providing positive word of mouth amongst markets businesses. As word spread, Mr Burns’ company, SBP Australia, has widened its net across the supply chain, completing projects for growers and transporters. “Since those early beginnings we’ve completed around 500 ripening rooms Australia-wide and have undertaken five major projects at Brisbane Markets, either rebuilding existing infrastructure or new warehouse builds,” Mr Burns said.
Transparency breeds innovation For Mr Sutton, Ms McCosker and Mr Burns, having open lines of communication is an essential part of their business. Before taking on their wholesale business, the Sutton family found they weren’t getting the feedback they needed to improve their farming enterprise. “There used to be a significant block to receiving information from the final sales point – be that the consumer, the retailer or the processor – it just didn’t get back to us as growers. You can be the best producer of your product line, but if you don’t know what the consumer wants and where they’re trending then you won’t be able to improve,” Mr Sutton said.
