IN this week’s SME Focus we hear how diversification moves by Borders farmers may provide a boost to the local labour market while breathing new life into some of Scotland’s orchards.

Name:

Lorna Fleming.

Age:

64.

What is your business called?

Laprig Valley Fruit. The name actually derives from the Laprig Burn which runs along the bottom of our fields, forming a small valley.

Where is it based?

Near Greenlaw in the beautiful Scottish Borders.

What does it produce?

We are artisan producers of single variety apple and specialty apple juice mixes. Our base range includes the classics such as Bramley, Jonagold and Braeburn, but we also have limited editions depending on the supply each harvest. The variety in the different apples gives a complete full range from dry to sweet apple juices.

On average, it takes the juice of 15 apples to produce one 70cl bottle, and we only purchase apples grown in the UK. We hope to one day source all of our apples from Scotland! This enhances the provenance and saves valuable food miles, which is just as important.

Alongside the core range we also produce a small range of mixes which we have developed over the years and this is something we are looking to expand even further in the future. The current selection includes an Apple and Rhubarb mix and an Apple and Chilli mix, which won a gold award at the Food Talk Awards in London.

To whom does it sell?

Our customer base includes delis, bars and self-catering units. We are always seeking to supply new outlets who value our ethos and products.

What is its turnover?

We are still a very small company but our turnover is building slowly and on target.

How many employees?

At the moment, there are two of us employed in the business. My husband, Jackie, makes the apple juice and I do most of the other tasks, although we rope in other family members to help out when required.

When was it formed?

Production started in 2006. Up until 2015, trading was almost all at Farmers Markets. Although there were a few retail customers at that point, this was not the main trade focus. Footfall, in general, has been declining at the Markets. In 2016 we decided to update our labels and produce promotional literature so we could start entering the retail market.

Why did you take the plunge?

Our farm is a small acreage by today’s modern standards, and not really viable as a single unit. The apple juice appealed to us as a diversification and fitted in well with our other activities.

What were you doing before you took the plunge?

Jackie worked the farm full time on his own. Until 2012, I was a professional accountant in practice. I have come on full time to develop sales and the business in general.

How did you raise the start-up funding?

The business has been entirely self-funded. We started out small and are slowly reinvesting in the business as we grow.

What was your biggest break?

There have been quite a few outstanding events, and joining Scotland Food and Drink has helped enormously. We won a Gold award in the “It’s all in the Taste - Drinks” category at the inaugural FoodTalk Show awards in June with the Apple and Chilli juice. Our Spiced Apple Juice has also recently won a Gold Star in the Great Taste Awards, hosted by the Guild of Fine Food.

What do you most enjoy about running the business?

I love being able to visit and talk to both established and potential customers. I like to find out about their businesses and to meet their needs and requirements. Having a passion for our own products also makes running Laprig Valley very enjoyable.

What do you least enjoy?

Despite my professional background, I still find that red tape and paperwork takes up my time for longer periods than I would want.

What is your biggest bugbear?

We would love to source more Scottish apples. There are a lot of orchards in the country and some are being revived by dedicated community groups, but, sadly, some have fallen into neglect. However, the varieties are often not easily identifiable and we cannot use them, but we are working on this and hope that one day we can use only Scottish Apple varieties in our juice.

What are your ambitions for the firm?

We are committed to growing the business and are constantly targeting new outlets and looking after our existing customers.

What are your top priorities?

Customers always come first. Another top priority is creating new products - the Apple and Chilli idea came from having some spare chillies in the greenhouse! We hope to employ some more dedicated team members which would really help grow the business at a faster pace, but we have to increase our turnover to make this happen.

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

help?

Getting plans in place to have superfast broadband rolled out across Scotland as soon as possible and also listening to the needs of those who live in rural communities. As a small business having access to a reliable and fast internet connection is an important factor in growing the company.

What was the most valuable lesson that you learned?

Believe in your product and remember that you never get a second chance at a first impression.

How do you relax?

I love horse riding when I have the spare time. We also have a large vegetable garden to look after so when the weather is nice and I have some time out of the office I love getting my hands dirty.

Travelling around for the business and living in the countryside also gives lots of photography opportunities when I remember to take the camera!