International market beckons; Twins hope to expand beyond current farm-direct-to-office delivery efforts

Ricki and Newton Sahota believe 2008 is the year their blueberry business will finally take off. The 31-year-old identical twins, who started up Twin Berry Farms (twinberryfarms.com) in Pitt Meadows in November 2005, have struggled the last two years getting things rolling. Although their farm-direct-to-office delivery service did grow in 2007, total sales revenues were still a modest $40,000. This year the two brothers (who learned about farming on their parents' blueberry farm) are expanding the business by focusing on value-added products such as blueberry chutney and developing international clients for specialty boxes of blueberries. "The first two years was learning what operating a business really means," Ricki Sahota said in an interview. "And it wasn't too easy. To focus on a single thing [the office delivery service] isn't easy, so that's why we've ramped it up. We're trying something new and different, including premium-pack fresh blueberries for the international market. And we're looking at value-added products: sauces, drinks, dehydrated blueberries." He believes that with the new focus they will see total sales revenues climb to between $200,000 and $300,000 this year. He also said they are planning on turning a large part of their operation into an organic blueberry farm. In the meantime, he said, the core of their business will remain their farm-direct-to-office delivery service, which takes freshly picked blueberries to offices within 32 hours of being picked. Sahota said the company has worked with over 65 companies in the Lower Mainland, and sold over 21,000 pounds of blueberries, primarily to individual employees but also to the companies that provide fresh fruit to workers on the job. As part of the farm's GoodBerry Program, up to 15 per cent of the funds from each purchase goes to Canuck Place, a hospice for sick children and their families, or to another charity of the purchaser's choice. "We are thrilled and honoured to be the beneficiary of this delicious initiative," said Filomena Nalewajek, CEO for Canuck Place, in a statement. "The GoodBerry Program is a great example of community leadership and giving." As CEO of Twin Berry Farms, Ricki is responsible for sales and marketing, quality control, administration and management of the GoodBerry program. Ricki also worked as an environmental engineer before going into business for himself. As Principal of Twin Berry Farms, Newton is responsible for day-to-day operations, human resources and client relations. Newton, a certified cook, holds a Professional Culinary Diploma from the Dubrulle Culinary Institute. Ricki said they first got the idea when he worked as an environmental engineer. "I sent e-mails to my fellow co-workers asking if they wanted fresh blueberries. Over the years, the number of orders got bigger and bigger. I put two and two together and thought what an incredible business idea. What if we did this for other companies? It's very convenient. Without leaving their desk, they order and it's delivered." He said they sell up to 250 boxes per order. "For each company we set up a minimum of two delivery dates. We add a third date if the season is long enough." Ricki said he and his brother are now transitioning Twin Berry Farms, with particular focus on the Japanese market. "They'd be air-freighted to Japan daily. And we're developing five products, including two blueberry drinks, two sauces and dehydrated blueberries." Ricki said they have made their share of mistakes since starting the company. "We spent a lot more money than we should have. We bought too many boxes. And we over projected [our sales]. "The number of hats we had to put on was astounding and overwhelming. Our first year was a lot of learning from mistakes. But this year is the turning point. We're taking our knowledge and applying it in the right direction." Newton Sahota agrees. "Based on our orders, we're at least double last year. And our next big stage is growing into the international market." bmorton@png.canwest.com TWIN BERRY FARMS Year Formed: 2005 Number of employees: Four, including owners