IN this week’s SME Focus an expert in ceramics used by the ancients explains how modern information sources such as Google helped her develop a flourishing rapeseed oil business.

Name:

Louise Elder.

Age:

Halfway there!

What is your business called?

Black & Gold.

Where is it based?

Haddington in East Lothian.

What does it produce?

Cold pressed rapeseed oil, vinaigrette and cold processed soap from our farm. The fields of oilseed rape which flower yellow in May produce tiny black seeds which we press into glorious gold cold pressed rapeseed oil (hence our name Black & Gold) which is used increasingly for cooking.

I am one of seven producers of cold pressed rapeseed oil in Scotland. Despite the fact that some would argue we are in competition with each other, we collaborate as the Scottish Rapeseed Oil Group (supported by Scotland Food & Drink) to drive sector growth and highlight health benefits. Over the last 18 months we have seen sales of cold pressed rapeseed oil increase by 18 per cent and been delighted to see that 33,000 Scottish shoppers have bought the product for the first time in that same time period.

Also in the spirit of collaboration fellow producers Supernature now press and bottle our oil for us. They operate on a larger scale than we do so it makes sense to share equipment. We harvest the seed and then it travels the very short distance to them to be processed. It’s great to have such a good working relationship with someone else who understands what you do.

Whom does it sell to?

Independent retailers, farm shops, deli’s, butchers, restaurants and hotels and I have a regular slot every month at Haddington Farmers’ Market.

What is its turnover?

Growing but not yet high enough!

How many employees?

Just me.

When was it formed?

September 2010.

Why did you take the plunge?

A family illness gave me the catalyst. Some people run marathons but I decided to produce oil that is low in Omega 6. Some Omega 6 is essential but too much is inflammatory. I had been reading a lot about inflammation in the body and many books, including “Foods to Fight Cancer” by Richard Beliveau, encouraged us to use the phytochemical properties of plants at our disposal in the fight against cancer.

I was actually amazed at how simple the process was. I googled ‘cold pressing oil’ and found out that just a few months earlier a farmer from the West Country had diversified into it on his farm. I found a contract press in Northumberland and sent my first tonne to them.

I subsequently learned, through research carried out by Queen Margaret University and funded by a £5,000 Interface Innovation voucher, that my oil was full of naturally occurring antioxidants and these are helpful to have in our diet. Given that the seeds are cold-pressed - most vegetable oils are extracted using high temperatures – I could be sure that the natural antioxidant properties of the plant could be preserved.

I didn’t really think past the first 400 bottles. At the time I thought ‘what is there to lose’? I certainly didn’t have a business plan, distributor price list or wholesale price. I really did take the plunge.

What were you doing before you took the plunge?

I had just finished writing a book on how ancient potters painted pots in Cyprus! I trained as an archaeologist at Edinburgh University and specialised in the circulation of small containers made of clay which were exported from Cyprus to the Middle East in the second millennium BC – and guess what... they probably contained oil!

How did you raise the start-up funding?

I had savings and my husband matched them. I also worked with a great local printer, East Bearford Press and they got me started with adhesive labels, business cards and most importantly a logo. We drew the logo on the back of an envelope. Everyone was willing to help and there was a great appetite for local East Lothian produce and I think everyone was excited at the prospect. I had orders from local farm shops and delis before I had even produced a single drop.

What was your biggest break?

After six weeks trading my neighbour persuaded me to contact Harvey Nichols. I was terrified but the general manager, Gordon Drummond, was very encouraging and he introduced me to his executive chef at the time, Stuart Muir. Stuart loved the oil and to have that acknowledgement was really rewarding. Robbie Meldrum, the current Head Chef of Harvey Nichols Forth Floor restaurant, is also a huge fan of the oil, and it is now sold in the Food Hall.

What was your worst moment?

When temperatures were at minus 14 in November 2010 our oil, which had been very golden, was suddenly green. It tasted the same but we worried that customers would be expecting consistency but actually they celebrated the fact that the oil was unhomogenised. We had to rip up the rapeseed plants in the winter of 2012 as it was such a wet winter that the crop didn’t grow. We grew spring rape in place of the winter rape and customers noticed it was lighter in taste.

You never know though from one harvest to the next what the end product will taste like. What we do have consistently though is long daylight hours, a relatively mild climate in the East of Scotland, a good soil base in East Lothian and a farmer (my husband) who knows what he’s doing! There are the variables common to farming – mainly weather dependent – but also we can be affected by the global market prices. I have to negotiate my prices for the year ahead. When I first started the price was about £350 per tonne now it is more like £250. That’s good for the consumers and our profit.

What do you most enjoy about running the business?

It is not an area that I knew anything about but I have thoroughly enjoyed meeting other food producers. We have been really well supported by food and drink agencies, including our own East Lothian Council and the Scottish Rapeseed Oil Group.

What do you least enjoy?

I have always been used to working in a team and making a lot of decisions on your own can be challenging. When my husband comes in from the farm for a coffee I use that as a brainstorming meeting. Poor guy – he just comes in for a break!

What are your ambitions for the firm?

Selling products is obviously important to keep Black & Gold in business but I am aiming for global awareness of the benefits of using an oil low in Omega 6.

What are your five top priorities?

Market what I think is a fantastic Scottish, local, healthier product to the world; convert consumers to local oil; convert food manufacturers to Scottish oil ; converse with health practitioners to help patients change dietary habits; extend Black & Gold with a range that complements the oil.

What could the Westminster and/or Scottish governments do that would help?

The Scottish Government are extremely supportive of the food and drink industry but I think that they could consolidate Innovation development and support into one or two centres to help speed up the process. Businesses need development and innovation fast and a dedicated Centre for Innovation with onsite funding would be a huge asset.

What was the most valuable lesson that you learned?

Trust your gut feeling.

How do you relax?

I play racquetball at my local Squash club.