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enjoy the opportunity to purchase more specific items for their own customers.”
Companies also look to service trends in natural options. “Organic is growing in smaller independent stores,” says Frank Ferrarelli, general manager of Essex Conti- nental Distributors. “This is an increasing trend, and there will be more organics in the future in all formats.”
Cavazos says the organic trend goes beyond strict organic. “Consumers are really into natural products,” she says. “Even if it’s not 100-percent organic, consumers orient toward anything with a GMO-free or natural wording on the label.”
Local produce is trending more and more according to Lavorato.
Essex differentiates itself in being a producer and local. “We produce about 75 percent of what we sell,” says Ferrarelli. “Of our total sales, 95 percent are mushrooms. Our product is grown within a maximum of six hours from Montreal by truck.”
SERVICE-ORIENTED
Synergy between produce companies and customers strengthens the business for all. “More than ever, retailers are coming to
us because of how we can
serve them,” says Lavorato. “There is a lot more pres-
sure on the retailer to perform. One example of
this is how circulars have changed. Stores used to promote one or two items
in produce. Now, they put
a loss leader but will have
10 to 14 different produce items.”
Botsis credits the customer orientation of the business for keeping consumers coming back. “We are very hands-on,” he says. “My brothers and I work the business with my dad, who is 84 years old. We focus on quality control and service for our customers. Being a family business is a big deal. We can relate to growers and customers who have family businesses.”
Gaetan Bono’s Lavorato is second-gener- ation and took over the company a year ago. “My brother Michel, my son Salvatore and I took the helm to continue the tradition and reputation built by my uncle,” he says. “Our company has been around for almost 40 years, and we are committed to doing things right to serve our customers. We base our business
C. Isabelle et Fils: Gabriel Isabelle, Michel Isabelle, Louise Isabelle, Daniel Isabelle and Patrick Prud’homme
on buying what is the best out there. Quality will sell more than price most of the time.”
Smaller and independent retailers rely on the relationship with local wholesalers to keep their business thriving. “Having flexibility when buying from wholesalers gives smaller retailers an advantage,” says Lavorato.
Ferrarelli of Essex credits wholesalers with helping introduce new products and offering more direct service. “Smaller and independent stores are always looking to introduce prod- ucts and cater to customers by finding specific products the customers want,” he says.
Serving Montreal’s foodservice scene is also all about going above and beyond, according to Botsis. “When a chef wants a specific hot pepper only found in one place, we do whatever we need to get it,” he says.
PRODUCE BUSINESS / MARCH 2019 / 79