Diversification Farmer Award shortlist: Jill & Callum Clark
Three very different ventures challenged the judges visiting our finalists for the 2012 Farmers Weekly Diversification Farmer of the Year Award. However, what those businesses share includes enthusiasm, determination and the ability to successfully pursue projects which have moved their businesses forward in very challenging times. Johann Tasker reports on what on what one of those shortlisted for the title, Jill and Callum Clark, are doing to make their business stand out.
Jill & Callum Clark
Connage Highland Dairy
Jill and Callum Clark have overcome the challenges of farming in a remote location by making award-winning artisan cheese which adds value to the milk from their 150-cow organic dairy herd.
Set up to create an additional outlet for the farm’s milk following the collapse of the liquid organic market, their Connage Highland Dairy, near Inverness, is now in its sixth year. It has become a visitor attraction in its own right as well as producing a range of sought-after cheese.
“The unique climate and clover rich pasture in the Moray Firth area supports the herd and makes our organic milk extra special,” explains Jill. “We’re firm believers that life isn’t just about products, it’s also about your geography and regionality.”
Over the past six years, the quantity of cheese sold has increased by 15% annually. Turnover has increased by 170% and the business now employs seven staff in addition to four family members. But it hasn’t all been plain sailing.
“We definitely made the right decision to diversify, but that doesn’t mean we are now without issues and barriers. The economic climate means people think carefully about their shopping baskets and try to cut down. So we work hard to ensure the taste of our cheese outweighs any cost concerns.”
Challenges have been there from the start. With no experience of cheese-making, it was a struggle to secure funding for the business. But the family pulled together and project managed all the building work for the production facility themselves.
“We had to learn how to make cheese from scratch,” says Jill. “Once cheese-making was more or less mastered, we had to deal with something that none of us was trained in – sales and marketing. We still spend weeks away from home at trade shows and at buyers’ meetings.”
“Businesses in the Highlands are very isolated and so by working with other producers you can come up with ideas and markets which go beyond a simple product. You are forced to think differently and cross-fertilise ideas to the benefit of your entire region.”
Callum Clark
Dealing with wholesalers and resolving issues around price, logistics and distribution has been a challenge too. But sales have grown and cheese is also sold through a dedicated website that highlights the close links between dairy farming and cheese production.
“Neither side of our business could survive without the other. Adding value to our dairy business has allowed us to remain profitable in what is a very tough time for dairy farming. Connage Highland Dairy is the perfect combination of family passion, talent and Scotland’s fertile land.”
Collaboration with other companies such as the Hebridean Smokehouse has helped develop new markets – and woo new customers – by creating products such as Crowdie cheese with peat-smoked salmon and black pepper. There’s no place for selfishness in the Highlands, says Callum.
“Businesses in the Highlands are very isolated and so by working with other producers you can come up with ideas and markets which go beyond a simple product. You are forced to think differently and cross-fertilise ideas to the benefit of your entire region.”
A new development has seen a series of cheese and wine evenings run in the shop next to the farm. These events offer up to 12 people at a time the chance to come along, sample the range of cheeses and hear from invited experts about the products they are sampling.
“Despite the challenge of our remote location, these events are regularly sold out. Visitors can also come to the farm, watch the cheese-making in progress and see the milking being done via a large screen in the shop.”
Gradually, the hard work started to pay off. The business won British Cheese Awards in 2008, 2009 and 2010; and a World Cheese Award in 2007. More recently Connage Highland Dairy has seen its cheese listed by Harrods in London.
“Winning awards means we have been able to grow ourselves a wider market within Scotland, the UK and abroad, keeping the cheese business and our dairy herd viable. Successful diversification is an achievement we are enormously proud of.”
A word from our sponsors
“It’s always important that we all look for fresh opportunities to grow our businesses and maximise the use of our resources, which is why Firestone is championing this award. The Diversification award recognises innovation and achievement – and applaudds farmers who find new ways to make profits.”
Barry Coleman, Firestone
See more
Find out more about the 2012 Farmers Weekly Awards including details of how to book tables for the event’s glittering London awards bash.