Food and Drink International - Winter 2016 Volume 2 - 117

Pecans.com
company sprayed trees with fertilizers, kept insects out of the trunks and
cleared away competing plants and
weeds. Still, the quality of the pecans
harvested did not match the company's
high standards for its retail nuts. Its
own farm grows pecans for volume, not
quality or size. Most of its homegrown
nuts are sold through wholesale.
Instead, nuts for the retail operation
are sourced from other growers in the
region who can furnish bigger nuts with
more flavors. "We had to search real
hard to find the kind of quality we like to
use in our retail store and mail order,"
McCasland says. Pecans.com considers
its pecans, pies and candies as specialty high-end products, so only the best
nuts are used. "People expect when
they come in and buy from us they're
going to get the quality they're paying
for - and they do," he adds.

Fostering Loyalty
Even as the Internet has expanded Pecans.com's reach, the company has not
lost its small-town values. McCasland
believes that a handshake is a bond and

is fiercely loyal in the way he conducts
business. "If we tell somebody we'll do
it, we'll attempt to do what we agreed
to do to the best of our ability," he says.
Surviving Texas' drought years was
as much about business relationships
as it was caring for the trees. Pecans.
com does not have an accounts receivable department. When a bill comes it
pays it right away and expects its customers to do the same.
The mutual confidence in each other
allowed Pecans.com, its vendors and
customers to pull each other through
the lean years. "During that drought,
you don't sell equipment to people that
don't have anything to harvest," McCasland says. "They still supported us
in lots of ways and still paid their bills."
Pecans.com's reputation among
fellow businesses in the industry has
given the company stability even
through challenging times. That stability, in turn, creates opportunities to
grow. Pecans.com acquired three different companies to complement its
own business: Texas Collectible Tins,
which makes specialty tins for packing
pecans; Turbine, a wholesaler of hummingbird feeders and nut-gathering
tools; and E-Z Tower, a maker of deer
blind tower brackets.
Those acquisitions signaled Pecans.
com's desire to get into new markets.
Earlier this year, the company hired its
first marketing representative to develop its wholesale market and transition
from a seasonal business to one with
steady sales year-round. The new employee is helping to introduce the company's high-quality specialty pecans to
more grocery store chains, bakeries
and restaurant groups.
"We don't want to do business with
large entities," McCasland says. "We're
trying to stay with the smaller companies so it's more that handshake [agreement] and you're not competing against
all the other suppliers of pecans."
food & drink international * winter 2016 volume 2 * www.fooddrink-magazine.com

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Contents
Food and Drink International - Winter 2016 Volume 2 - Cover1
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Food and Drink International - Winter 2016 Volume 2 - Cover3
Food and Drink International - Winter 2016 Volume 2 - Cover4
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