What is the company’s background ?

My grandfather Louis-Philippe started the company in 1930-1935 at Les Halles de Paris, rue Jean-Jacques Rousseau. Initially a retailer, he later became a wholesaler. Then my father Claude succeeded him in 1954. In the 1960s, my father sold 50 tons of potatoes a day from his 20 m2 stall, as well as garlic, onions, shallots, carrots and dried vegetables. My father began working at 16 and was running his own business at 24. I represent the third generation.

How did the company develop ?

My father developed the business with deliveries (75% volume). Three lorries used to depart every day. The move to Rungis came in 1969. At that time, the company had seven employees, including my mother, Jeannette, who handled the administrative management. At first we had a 6 m stand and we are now at 18 m today. We gradually wound down the delivery service between 1969 and 1976 to concentrate on developing our presence on the floor.

When did you take over the business ?

I learned the business very young because I worked there during the school holidays. My father had health problems in 1976i. I was 18 at the time so I came to work for the company after getting a dispensation from the business school where I was studying. That was when I caught the business virus. I finished my courses and officially joined the family company in August 1977, where I did every job. My father retired at 65, in December 1995, and I became CEO of the company on 2 January 1996. My wife Annie and I bought the company from my parents and she agreed to come and work with me, although it meant leaving a job as head clerk at a firm of lawyers. She comes from a family of seed merchants, so she already understood the background to this business.

What products do you sell ?

Our line has six base products: potatoes, garlic, onions, shallots, carrots. We are quality-conscious so we market our products in line with the seasons. The number one product is potatoes at 8,500 tons a year, representing 70% of our volume. We carry over fifteen varieties selected for their perfect quality. They are principally potatoes with a firm flesh, like Amandine, Charlotte, Pompadour, Belle de Fontenay, Ratte, Chérie, Franceline, Vitelotte, Agatha and Bintje, as well as early varieties like Ile de Ré, de Noirmoutier, etc. White garlic, Lautrec pink garlic (July to February, great quality but expensive, 80% of sales) and purple garlic represent about 200 tons a year in total. Traditional shallots from seedlings (certified) with stalks removed by hand. The onions include the famous AOC sweet onion from Saint-André des Cévennes (the most expensive, 75% of sales), the Grano from Spain and the Italian from Parma, totalling 3,000 tons a year. The famous Créances (50) carrot is a hand cultivated “must”, available from 20 September to 20 April. Potatoes from the Nord-Pas de Calais region represent 20% of our volumes with the emblematic Bintje and other varieties like Agria and Samba.

What is your growth strategy ?

Our growth strategy is based on finding products that are increasingly sophisticated in terms of quality, and properly targeted. In the last year, we’ve been supplying local stores near the more upmarket large and medium-sized supermarkets. For us, this search for quality, inherent in our clientele’s demand, is fundamental and constant, and built on total mutual trust. Eight out of ten customers never ask us the price. Our business does not suffer from price squeezing. The tonnage received in the morning is sold in the day, if not by the end of the morning. The store turns over in under 48 hours. To do this, you have to be rigorous and selective about the quality of the products. The shippers we work with fully understand our commercial procedures and respect them. Our way of working can be summed up in two words: trust and quality!

What do you think about Rungis Market ?

It’s an efficient working tool and a strategic point, well-served by the various means of transport. Despite being designed in the 60s, this wonderful logistics platform is still suited today to the activity of professionals and completely fills its purpose. However, it is a pity that there is not enough space between the buildings given the size of lorries today. Rungis Market’s continued success is tied to the quality of the products, specialized operators and service.