Sensus’ personal approach to grower relationships

For Sensus, a personal relationship with growers is crucial for building long-term collaborations. One example is that new growers receive a personal visit from our colleague Isis de Wit, a management trainee in the Agricultural department. Last year, about 90 new growers joined, and many of them were visited by Isis to ensure personal acquaintance. "We want to show that we are a reliable partner, and that starts at the kitchen table," says Isis.

Since September, Isis has been active at Sensus as a management trainee, with a clear focus: sustainable cultivation and good communication with growers. "Every year we contract both existing and new growers. The number of hectares of chicory roots that Sensus needs for processing in the coming years has increased. This created a lot of space for new growers last year. They are spread across different regions: from Southwest Netherlands to Wallonia."

"We want to show that we are a reliable partner, and that starts at the kitchen table," says Isis.

Isis personally visited many of these new growers. "We prepare an onboarding package with information about Sensus, cultivation, and practical matters. During the visit, I introduce myself and go through the package. Then I ask questions to get to know the grower better. Why are you growing chicory? How have you organized it, for example, with a contractor? Do you know other growers in the area who already have experience?"

What starts with an introduction usually ends in a lively conversation. "Often the grower then has all kinds of questions for us. And that is exactly the intention. This way we get to know each other better. In three quarters of an hour, you already get a good picture of the entrepreneur on the other side of the contract."

Strengthening Long-Term Relationships with Growers

The personal visits are no coincidence, but a conscious choice within Sensus' strategy. "We want to build a long-term relationship with our growers to ensure our chicory supply and at the same time work on a sustainable production chain. Therefore, we work less through agencies and strengthen contact with the grower through our own regional managers. This way we can really show who we are and what we stand for. It is important that the grower knows who they are delivering their roots to – and that they have confidence in us as a buyer."

According to Isis, this is appreciated. "We often hear back that growers find it special that Sensus comes by for an introduction. They feel seen. And it says something about how seriously we take this. We invest time and attention in the collaboration – and they feel that too."

Understanding Growers for Better Support

The conversations yield more than just an introduction. "You learn a lot about how a grower works. What does the crop plan of the different crops look like? How does someone think about weed control? What concerns are there on the farm? We take all that information into account in preparation for the next cultivation year. It helps us to better tailor contracts and support."

And honestly, it's also very enjoyable. "You see all kinds of different companies. You drink a lot of coffee with different entrepreneurs. The conversations are pleasant, but also very valuable. Because ultimately, a good collaboration always revolves around mutual understanding. And it starts with that: at the table with the grower."

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