How China Swiped the Secret to American Blueberries

0:00Are colleague John Emont is based in Singapore where he writes about business and geopolitics. And recently he's become somewhat of a blueberry expert. What do you think makes a good blueberry? That's a great question. There are four things that you're looking for in a blueberry, okay? So there's taste, of course. You want a nice balance between sweetness and acidity. And then there's size, ideally you want a large plum blueberry, crispness. You want a crisp blueberry. And then here's the fourth one, something called the Bloom BLOM. You might notice that in blueberry sometimes there's this sort of whitish powder. You could even sometimes confuse it for a mold, but it's not. It's a sign of freshness. The reason John knows so much about blueberries is that he recently went down a reporting rabbit hole.

1:00The story had to do with driscolls, the American berry giant. So I go to the grocery store and I've started noticing that driscolls was selling all these berries in Singapore grocery stores that were grown in Yunnan and Southwest China. And you know, I'm quite familiar with China. I did not remember there being like lots of blueberries grown in Yunnan. And so I was just sort of intrigued and they were making their way all the way to Singapore. What is going on here? What was going on was that driscolls placed a huge bet on China. And it worked so well that it ended up backfiring. Because now many of the blueberries being grown and sold in China aren't even driscolls. They're copycats. And the copycats are taking over. China was hardly producing any blueberries 15 years ago. And you know, by 2021 it overtook the US as the top world's top blueberry producer.

2:03So like China has become a blueberry juggernaut. Yes, a blueberry superpower overnight. That's right. A blueberry superpower. It's sort of funny, but it's not funny if you're driscolls. No, no, this is deadly serious. Welcome to the journal, our show about money, business, and power. I'm Ryan Kuhnutsen. It's Tuesday, September 29th. Coming up on the show, a very serious episode about how Chinese companies elbow their way to blueberry supremacy. This episode is presented by Accenture. When your advertising operations fall out of sync, everything else follows. Spotify and Accenture are working together to reinvent the rhythm of ad sales, using automation,

3:04analytics, and smarter workflows to simplify campaign delivery and access better data across the business. The result? Less time spent on operations, more time connecting brands with the moments and fandoms that matter most. Learn more at Accenture.com slash Spotify. This episode is brought to you by Indeed. The right hire can make or break your company, especially if you're a small business. And relying on luck to find that person isn't really the best strategy. But you know what is, using Indeed Sponsored Jobs. You can use it to boost your job post to make sure it reaches more people with the right talents, certification, location, and more. Sponsored jobs posted directly on Indeed are 95% more likely to report a hire than non-sponsored jobs. Spend less time searching and more time actually interviewing candidates who check all your boxes. Less stress, less time, more results. When you need the right person to cut through the chaos, this is a job for Indeed Sponsored Jobs. And listeners of this show will get a $75 sponsor job credit to help get your job the premium status it deserves at Indeed.com slash podcast.

4:07Disco to Indeed.com slash podcast right now and support the show by saying you heard about Indeed here. Indeed.com slash podcast, terms and conditions apply. Hirey now? Then this is a job for Indeed Sponsored Jobs. For most of its history, China had been a land of no blueberries. And then the 2010s, Driscolls decided it wanted to change that. When did China get on the radar and what were they thinking? Yeah, so about 15 years ago they were looking to expand further and they were looking at places to grow and China just quickly came to the top of the list. These fruit makers were already in China growing strawberries. And after deciding the raspberries and blackberries were too foreign for the Chinese palette, Driscolls decided that the Chinese market was ripe for blueberries. They saw something really smart, which was that there were all these macro trends converging in China. I mean, from just lightning economic growth to people wanting to eat healthier foods, they

5:11thought they'd an hour of window of time to get in fast and sarco and before others came. And so Driscolls sent their top blueberry expert to the southwestern Chinese province of Yunnan to scout for places to grow. Yunnan had a lot of potential. The climate lends itself to growing berries. But there were some challenges too. They had some issues when they first rented land where like waste was being dumped near their farms. They had issues with soil quality. You need really high quality soil to grow the best berries. And so these were real challenges for Driscolls to grow there. They just needed to make sure that the water was going to be clean, that their neighbors were going to sort of understand what they were doing. Driscolls had to develop new technology to grow berries, like high-tech greenhouses. And instead of planting the blueberries in soil, they used coconut husks. This allows you to perfectly control the amount of nutrition the blueberries getting.

6:13It also can help prevent diseases because you're not actually getting diseases from the soil. This sounds like a very difficult technology way. Yeah, yeah. Driscolls told me that this was the most expensive or hector. It was the most expensive growing that they did anywhere. So if you think China is going to be cheap, it said this was not cheap. In addition to the greenhouses, Driscolls also had to find the right variety of blueberry. When Driscolls came in, they struck licensing deals with genetics companies. At a certain point, they developed something called Urika Sunrise, which is just this really, really tasty blueberry. There are varieties of blueberries just in the same way that there are grapes and apples, like the honey crisp versus the Fuji. Exactly. And you're trying to make sure it's right for various climates, right? Because a blueberry that is right for a main wouldn't necessarily be right for you, not right? Driscolls worked really well in Yunnan and Driscolls license it exclusively.

7:15When Driscolls' berries arrived in Chinese supermarkets, they were a total hit. And Driscolls sold them as a premium, high-end treat. They were very expensive. But as a result of that, it was this type of thing that you'd give us a gift as well. Because they were still this kind of exotic fruit, but it were suddenly being grown in China at very high quality. And Driscolls' private company, they don't disclose their profits or revenue to me. But people who were involved with the company at the time said, yes, Driscolls was minting money in the early days. And how did these blueberries taste compared to the ones that many in our American audience may be used to eating here in North America? The blueberries are amazing. So in case you've got any ideas that, oh, well, well, Chinese blueberries, it's not going to be as good for some reason. No. These berries are exquisite. They're large. They're crisp. They taste really great. We did speak to Chinese consumers who specifically knew this variety of blueberry associated with Driscolls and were like, this is the good stuff. This is the real blueberry.

8:15At first, Driscolls' blueberry-forey and China seemed in itself like a eureka moment. But soon, the blueberry battle would begin. Even though it's a very expensive growing system as we've established with these high-tech greenhouses and fertilization irrigation methods, you could earn that back within one season. Profits were so good in the early days. So as one person told me in the industry, that secret does not last long. And so pretty quickly, we started seeing big Chinese companies get into it. And the thing is, after Driscolls has been doing this with his partners for a few years, there's suddenly a lot of knowledge in China about how to do this. And pretty soon, you have nearly identical farming systems developing. How big of a surgery we're talking about? We're talking about a tidal wave of blueberries juice? Yes. I mean, look, basically between 2021 and 2025, China added more blueberry production than

9:16the United States has in total. And the United States is the world's top blueberry producer. We grow blueberries everywhere from Oregon to Maine to California to Florida. And China in four years just added more blueberry production than the United States has. Wow, that's huge. These days, blueberries are all the buzz in China. You can find things like blueberry cake, blueberry tea. And there's video on social media of travelers absolutely astonished by these giant berries, which can grow to nearly the size of a quarter. All right, let's try this gigantic blueberries. Look at how gigantic these are. Like, wow. Guys, it's really tasty and blueberry here in this region is so sweet. Yeah, way more juice. Lucy, I'm bigger. Lucy, bigger. But it's also more tasteful because normally when a food is... Part of what has helped the blueberry industry in China boom is that the government has encouraged more local companies to get in on the action. And state banks have been giving out a special category of loans.

10:19But some of these new Chinese competitors took a little more than inspiration from Driscolls. That's next. Call us footballers back. So Hilton called to me the superstition concierge to make your fan rituals a reality. Need a room to match your lucky number? We got you. Want to make sure our team doesn't wash your lucky jersey? Oh, that smells lucky. Hilton's unmatched hospitality can keep up with any superstition. Even a marching bandwink up call it 555 and 55 seconds. Hit it! When you need a team that will do whatever it takes on game day, it matters where you stay. Hilton, for this day. This episode is brought to you by PayPal. You know how a mom's bag has everything? Sunscreen, snacks, a stapler, The new PayPal app is like that, but for your money. Shop, pay, manage your account, and earn rewards all in one place.

11:19And with purchase protection on eligible items, biometric security, and pasquies, you're protected at every step. Download the new PayPal app to get started. See PayPal.com slash protection terms. How and when did Driscoll start to suspect that some Chinese blueberry companies might be copying their blueberries? So, they're partner, the company behind Uyuriga. So I started seeing that these really great blueberries that they had developed were being grown. Widenly, by companies that were not paying them any type of licenses or royalty fees, if they hadn't agreed to get the blueberries to. How would these Chinese farmers grow blueberry plants that aren't theirs? How does that work? It's super easy. It's very easy to steal blueberry plants because they are grown inside greenhouses, so they're not, it's not like you can't just drive up to the side of a field and quickly make a cutting.

12:21But basically all you have to do is just cut off parts of a blueberry plant and then you can propagate it and grow your own blueberry plants. And to do it at scale requires a certain amount of equipment and expertise. But this isn't rocket science either. This isn't very difficult. Initially, Driscoll was reluctant to go after these suspected copycats. Driscoll is actually selling these blueberries to grocery stores and it has Driscoll's on the label. So if Driscoll starts suing Chinese farmers and it gets a bad rap because of that, it's a big, you know, American fruit giant that's going around to small farmers and you don't and saying, hey, that's actually not a blueberry or a lot to use. This is our proprietary blueberry. We've got to have to destroy your plants, you're going to have to pay us a lot of money. Well, that could be a real PR nightmare for Driscoll's. So they were worried about that. But the genetics firms that develop blueberry varieties didn't have that same concern. Most consumers probably didn't even know they existed. So they didn't have to worry about PR.

13:22They just wanted to protect their IP. How do you even prove that some blueberry that you find in the grocery store is your blueberry or that somebody else is growing your blueberry? Yeah, I mean, you know, you can't do DNA testing or other... You can like go on Moray Prove and he'll be like, you are the father. I mean, it's like that, right? I mean, you're doing tonight testing. You're saying this blueberry is a genetic match with ours and we haven't logged into, you know, some Chinese system that, you know, this is a proprietary blueberry. And there it is. And to prove it, the genetics companies had to take a page out of the copycat's book. What companies in general started doing was they had to work with private investigators. There are different ways you can go about it. You can be a private investigator, pretend to be a farmer or a trader or whatever. But basically, you need to get your hands on these plants and rush these plants off to do genetic testing and prove that these were indeed their plants. And then you can go to a court and you can say, well, if this nursery is growing my blueberries.

14:26In his reporting, John looked at one company, a Spanish blueberry genetics firm that went after a Chinese copycat. The Spanish company hired a private investigator to go undercover and talk to the Chinese grower. In the conversation that the illicit grower was having with the private investigator, they admitted that, oh, yeah, we have some connections that are Driscoll Farms. We were able to nap the plants and Driscoll's, of course, we never give it to us because it's proprietary, but we managed to get it and we can give it to you, basically. Based on DNA testing and the grower's admissions, a Chinese court ruled that most of its blueberries were being grown illegally, including Driscoll's Ureka Sunrise variety. The Chinese grower had to destroy the plants and pay roughly $23,000 in fees and damages. It's a huge issue in the industry and when I got to Yunnan, it dominated a lot of the talk. From both sides, from Westerners who were there, who thought that this needed to get cleaned up because it was causing huge problems.

15:27And then from the Chinese side, people who were afraid of being prosecuted and paying fines, because they were increasingly being ordered to do that and destroy their production and the pain of the flood issue. Driscoll's has also stepped up in court and filed more than 20 lawsuits against companies in China. It says it's hopeful China will strengthen its IP regulation. But there isn't much that the company can do about the market. With more production, aka more supply, prices have fallen dramatically. This is something that US companies have experienced in China before. After initially finding success, so many competitors flood the market that prices collapse. It's happened with everything from smartphones to coffee to sneakers. Economists even have a word for this extremely intense competitive cycle. They call it evolution, which is just this relentless competition within industries in China. That essentially just erases margins and makes every business no matter how promising,

16:30extremely difficult and competitive. And so it just drives down prices and it makes it difficult to work in these industries. It means that in these industries it's difficult to get raises or promotions because everyone's trying to cut costs as much as possible. It's like the Hunger Games. It is. Addictive for blueberries too. These days, blueberry prices in China have totally crashed. And if you're a blueberry customer, that's great. In fact, people in China are calling it blueberry freedom, where this one-se exotic fruit is now so cheap that anyone can afford it. If you're Driscolls, though, this is bad for business. The company declined to provide specific figures, but according to one former grower and others John talked to, Driscoll's farmers in China are seeing shrinking profits. Despite the cutthroat competition, Driscoll says that has no plans to leave China, and that it's optimistic about its future there. But with prices in China as low as they are,

17:31the company is also focused more on exporting to countries like Singapore, which is why John is now seeing more of their berries in the produce aisle. Is there a lesson for not just other fruit companies, but any company that wants to think about doing business in China? I think the lesson is if you go to China, there are opportunities to mint really good profits, but they're very short. I mean, obviously in any market, you're going to face competitors if you're a successful company that's proved that there's a market for the good you're selling. But in China, it comes at you so fast and at just such a great scale, often with a lot of state financing behind it. And then the thing is these competitors that come up to face you could become your global competitors. Would it be fair to say that Driscoll's blew it? What's clear is that what seems like a very promising market has become an extremely

18:34cutthroat market. And Driscoll's is not the only American company that has learned this. And China is very tantalizing it for all sorts of reasons for just about every company under the sun. But it's cutthroat and competitive. And even if you bring your A-game that companies you hadn't even heard of that weren't even on your radar are going to figure things out fast. I think that's a lesson. That's all for today. Tuesday, September 29th. The journal is a co-production of Spotify and the Wall Street Journal. If you like our show, follow us on Spotify or wherever you get your podcasts throughout every weekday afternoon. Thanks for listening. See you tomorrow. This episode is brought to you by Born in Roma Fregrances by Valentino Beauty, the iconic fragrance duo.

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