Rabobank has been a participant and partner of GrootGroenPlus from day one. As the main sponsor, the bank plays a prominent role at the international tree nursery trade fair. A conversation with Rabobank account managers John Duijzer and René Dekkers about the trade fair's importance and the challenges within the industry.

Soure: Ralf Pijnenburg

Why is it important for Rabobank to maintain a long-term connection with GrootGroenPlus?

Dekkers: "For forest and hedge plants, GrootGroenPlus is the most important trade fair in the Netherlands. Many of our clients also participate in this trade fair. In our region, the tree nursery industry is a significant financial driver, which is why we are happy to support this event."

Duijzer: "GrootGroenPlus attracts a huge number of growers and creates a network where both suppliers and buyers meet. You can talk to many potential customers in a short period of time. From our clients, I hear that participation doesn’t always lead to immediate sales in the first year, but it often pays off later."

Dekkers: "This partnership fits within our strategy, where Rabobank takes more focused actions and adopts a guiding role. Our Rabo ClubSupport initiative is a good example of this. Through this initiative, we aim to help associations achieve their ambitions by sharing our knowledge and network."

Duijzer: "We must also remember that green spaces, in times of climate change and extreme weather, play a key role in keeping the living environment attractive. That’s why we find it essential to maintain our involvement in the tree nursery industry. We’re happy to facilitate innovations that contribute to a better climate. In this way, we continuously help our clients achieve their goals."

Do you feel that the tree nursery industry is responding well to that climate change?

Duijzer: "In my conversations with clients, I notice that this topic is always in the back of their minds. It concerns both cultivation conditions and how assortments can be designed. These two aspects need to align. The challenge is that you can’t suddenly change everything about cultivation. It’s a process that often takes several years. There’s also the on-going discussion about tree selection: should you choose native or non-native species, or perhaps a combination? Climate change forces entrepreneurs to seriously consider this. As a bank, we try to think along with business owners and understand the issues they face."

Dekkers: "The advantage is that we are truly part of the network of tree nurseries. We hear and see a lot, partly through the various Treeport cafés. We’re very much on the ground and are recognised and acknowledged in the industry."

What are the financial prospects for the tree nursery industry?

Dekkers: "Right after COVID, there was significant growth, but recent years have seen more stabilisation. That said, the financial situation for tree growers is still favourable."

Duijzer: "We do hear that the wet season has caused root damage and plant loss, and some growers missing a growth season. Given these conditions, the availability of certain products may become an issue, but there's no reason to panic. It’s like losing the cherry on top, but the cake is still there."

The number of tree nurseries has been declining for years, according to CBS data. Is this a cause for concern?

Duijzer: "Yes, the number of tree nurseries has indeed decreased, and larger corporations are emerging. Often, skilled professionals still want to grow trees but prefer to market them through a larger organisation. However, we’re not seeing a decline in cultivation area, meaning there will always be a future for tree growers. At Rabobank, we’ve set up a TOP Entrepreneurship Program for tree nurseries, where we challenge entrepreneurs to bring out the best in themselves. The program includes in-depth sessions, personal coaching, personality analysis, and inspiring company visits. We continually stimulate and support tree growers in their entrepreneurship."

Dekkers: "The average age in the industry is increasing, but this issue is common across the entire labour market. In September, the fourth National Youth Day for Tree Nurseries (Landelijkse Jongerendag Boomkwekerij) will be organised. After previous events in Oene, Zundert, and Boskoop, the fourth day will take place in the Opheusden area. I’m pleasantly surprised by the number of young people who show up at these events, but I’m also concerned about how many will actually take over the business. In our region, we're working hard to connect youth to the industry. We do this, for example, through the Groen Zeker Doen initiative, which is part of the Education working group of Coöperatieve Vereniging Treeport."

What will be your role as a participant at GrootGroenPlus?

Dekkers: "The great thing about this trade fair is the large number of unique customer contacts you make. If I had to drive to all those appointments, it would take me quite a while. Because so many of our clients are present at GrootGroenPlus, we can’t miss it either. Whether it’s in the aisles or at our stand, you're always talking with customers. That’s incredibly valuable."

Duijzer: "I have a saying: 'a flying crow always catches something.' If I stay behind my desk, I won’t know what’s happening in the industry, and I can’t seize commercial opportunities. We want to show what we have to offer so we can move forward with the industry together."