With a volume of 40.000 tons of onions on an annual basis, onion sorter Monie from Nieuwdorp is not a bulk company. Father Wim and son Eric Moerdijk focus on high quality onions. A conversation about doing business in the onion world.
If you stay ordinary long enough, you will automatically become special. This message from insurer Klaverblad is somewhat reminiscent of Monie's attitude. For example, they have their own view on onion cultivation and they stick to that. They do business with a fixed group of suppliers and customers and always do so through personal contact. Last but not least: quality always comes first. "We can turn mass, but we have focused on quality. With better quality onions, you can get a little extra," says Eric.
To make this clear, the sorter has launched its own brand Monie. "That is not easy and you should not think that you can make money quickly with this. We are trying to market our own brand more strongly, because the official class 1 and 2 standards no longer exist. The distinction has disappeared and everyone can make it a class 1. In our opinion, the onion trade is increasingly becoming a price issue and that's where you lose it. Because we try to keep the quality and color stable, certain customers prefer to buy from us. They know that they will actually buy from us. get class 1 onions."
sales
Until December, Monie will sell a large part of the onions to Africa, in addition to destinations such as Asia, Central America and Europe. In the second half of the sales season, the focus is mainly on the European market. A large part of the volume goes to retail in England and Germany. "Markets that set high standards and require certain certifications. We participate quite a bit in this and hope to make a higher price. That is also necessary to cover the higher cost."
A dilemma that, according to Moerdijk, something must be done about in the future. "Export is going well; the Netherlands is everywhere. But both the sorting capacity and the acreage in the 'traditional' cultivation areas are at their limits." Wim does not want to hear anything about an export volume of 1,2 or 1,3 million tons in total. "In order to achieve a healthy market, the sorting capacity must be reduced or we must be able to use it more flexibly. Furthermore, production must be done in a good manner."
In the future, optical sorting can play a role in this, Wim believes. "Optical sorting is the future, but the question is when. I think it is still too early for us to fully invest in it. We cannot yet calculate that it is cheaper, but we will see the opportunities of the new sorting technique."
Wider crop rotation
Of course it becomes difficult to grow a good product if the range of resources becomes smaller, Wim admits. Increasing weather extremes also increase the risk. "It will be a big challenge to supply a high-quality product, but Dutch growers are inventive. That will probably work out. What needs to be done, now that the acreage is at its peak, is accept a wider crop rotation. Perhaps 6 years. "
His advice is to look for the best growing areas and leave the lesser areas. What is the status of sandy soils in this? "Sandy soils are also suitable. These growers consciously opt for onions and in most cases receive good advice. The variety development also does not stand still and a storage onion with good color also comes into the picture on sand."
Award and make margin
Furthermore, the 2 stick to their principle of 'growing together with the farmer'. Monie employs 2 cultivation supervisors for this, who are only involved in the onions. "In the end, what matters is a good end product," Eric says. "Growers appreciate honest and independent advice. What our crop supervisors advise on crop protection, for example, does not depend on agreements with suppliers of the products."
The onions can be grown in partial cultivation, under contract (as with the pink crimsun onion) or via fixed agreements. At the top it is stated that we prefer to do business with growers who go for a high-quality end product. "And there must be trust. An open communication from both sides. Then there can also be talk of awarding and making a margin."
Photo: Monie
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