Eko-Holland continues to grow without active recruitment

Eko-Holland can do this thanks to the position that the cooperative has acquired, says chairman René Cruijsen. "For the sale of the milk, we negotiate largely directly with supermarkets such as Superunie and Albert Heijn. They then determine how and where the milk is processed." Eko-Holland does not have to deal with the large processors.

Direct with retail
The fact that there are then also all kinds of different streams of organic dairy in the supermarket is not something that Eko-Holland is enthusiastic about. This often causes unnecessary competition. However, the organization cannot do much about that.

In addition to direct retail, milk is supplied to Arla, which uses this milk for its own brand, and to a manufacturer of infant nutrition, which specifically requests milk that is produced entirely without antibiotics (referred to as USDA milk). In total, Eko-Holland has six or seven substreams within the organic segment.

A bit too much milk flow
"Actually, we may have a bit too many flows. That is logistically less convenient," says a fellow board member. "We also have to be careful that there is not too much difference between them, because there is regular organic milk and one surcharge may be 3 cents per kilo and the other 18 cents."

No Better Life
"Because we participate in all those different milk flows, we see the developments in the market very well. That is an advantage, but the multitude is difficult," adds another board member. Cruijsen: "We may have had ten requests for one flow, but we are not going to do that. That is Better Life. We all like a better life for our cows, but not in that way. What we would still like to see is a barn of the future, which shows how it should look and what we should focus on. We think that would be more useful."  

Controlled growth
There is enough demand for organic milk, Eko-Holland notices. According to the board, the cooperative could therefore use more new members. However, Eko-Holland is not going to do crazy things to attract farmers. Cruijsen: "We have never actively recruited. We have always grown on the initiative of the farmers themselves. They report to us. That also suits Eko-Holland perfectly, because we prefer to see a controlled growth of the milk supply."

Plus current as a stepping stone
Anyone who wants to become a member as a conventional dairy farmer will of course have to make the switch. That requires an adjustment of the business operations and time. However, it is not always necessary to take a big step. "PlanetProof is a nice stepping stone to organic," says Cruijsen. "Better For, by the way."

Although currently 12% to 13% of the milk supply is sold across the border, Eko-Holland in principle aims for as much Dutch sales as possible. That fits the concept best.

Money directly to members
Although Eko-Holland is a cooperative, the members receive their milk money as soon as possible, directly in hand. So there is no back payment or anything like that. "With us, this is also easier," says Cruijsen. "We do not have a lot of money in the chain for a long time, like with the large processors. We receive the money almost immediately. That is why the settlement of outstanding payments or advances received in excess takes place with the payment for December.