chapter titleiFrom the Ground up
the FirSt FiFty yearS oF mcCain FoodS

dan i el StoFFman
I n c o l l a b o r at I o n w I t h

t o n y va n l e e r s u miiFrom the Ground up

chapter titleiii

ContentS

Produced on the occasion of its 50th anniversary

Copyright © McCain Foods Limited 2007

byAll rights reserved. No part of this book, including images, illustrations, photographs,

mcCain FoodS limited

logos, text, etc. may be reproduced, modified, copied or transmitted in any form or used

BCE Placefor commercial purposes without the prior written permission of McCain Foods Limited,

181 Bay Street, Suite 3600

or, in the case of reprographic copying, a license from Access Copyright, the CanadianToronto, Ontario, Canada

Copyright Licensing Agency, One Yonge Street, Suite 1900, Toronto, Ontario, M6B 3A9.

M5J 2T3
www.mccain.com
416-955-1700

Forewordby Wallace McCain / x

Prefaceby Janice Wismer / xii

Chapter One

the beGinninG / 1

Chapter Two

CroSSinG the atlantiC / 39

Chapter ThreeaCroSS the Channel / 69

Chapter Four

down under / 103

Chapter Fivethe home Front / 125

Chapter Six

South oF the border / 165

library and archives canada cataloguing in publication

Stoffman, Daniel
For copies of this book, please contact:
McCain Foods Limited,
Director, Communications,at growingtogether@mccain.com
or at the address above

From the ground up : the first fifty years of McCain Foods / Daniel Stoffman
in collaboration with Tony van Leersum.
Includes index.
ISBN: 978-0-9783720-0-2
1. McCain Foods Limited – History.
3. McCain, H. Harrison, 1927–2004.

This book was printed on paper containing
post-consumer waste, which saved:
42 trees

2. McCain, Wallace, 1930– .

I. Van Leersum, Tony, 1935– . II. McCain Foods Limited

III. Title.
HD9217.C34M338 2007

338.7'664028530971

C2007-903193-5

29 million BTU’s of energy
4,626 pounds of greenhouse gases
15,163 gallons of water

Project management and design: Counterpunch / Linda Gustafson

2,509 pounds of solid waste

Editor: Judy Phillips
Printed in Canada by Friesens Printers

Chapter Seven

new worldS to Conquer / 187

Chapter Eighta world oF ChanGe/ 225

Calculation based on research by
Environmental Defense and membersof the Paper Task Force.

photo credits : Many of the photographs are from the extensive picture archives,

both historical and contemporary, that McCain agronomists and other employees have

Afterword

by Dale Morrison / 240

contributed to, including the photographs of Erika Fitzgerald, Erik Haasken, Luis Lago
Castro, David Morgan, Ghislain Pelletier, David Pullan, John Walsh, Tony van Leersum, andmany others. The collection of historical photographs is maintained by Dawn Shaw at
Florenceville, New Brunswick.
Other photographs are by: Keith Blackmore (107), Bart W. Bradbury (164), The Woodstock

Acknowledgements / 242
Index / 244

Bugle (126), Carl Court (61 left), Doug Forster (x), Mark Howard (174), Mike Kipling (38),Michael Mahovlich / Masterfile (138 right), Trish McCain (ii), Diana Murphy (140), Mike
Ridewood (133 various), Henk Ruitenbeek (129, 133 various), Clive Schaupmeyer (124), Eerik
Schipper (68), Sid Tabak (i, vii–ix, 93, 138 left, 139 top, 144, 159, 161, 162, 163, 238, 239),
and Graeme Williams (192).
Efforts have been made to locate the copyright owner of the photographs used in thispublication. We would be happy to include any omissions in future editions.

iv

From the Ground up

chapter titlev

nobody, leaSt oF all themcCain brotherS, imaGined thatthe little Frozen FoodS plantthey opened in 1957 would,
beFore the Century waS over,make FlorenCeville the
FrenCh Fry Capital oF the world.

top : Harrison McCain andbottom : Wallace McCain, c.1980s.
facing page : The Florenceville plantby night, 2006.

vi

From the Ground up

chapter titlevii

v i ii

From the Ground up

chapter titleix

wallace mccaIn

Foreword

I am writing this on my own behalf and on the behalf of mybrother Harrison. We were a team. I wish he were here to add
his own, most distinctive, voice, but I think I know what hewould feel and say.
We were two young guys, eager to have a business we could
call our own; eager to succeed. We never really started out with
grandiose ambitions. We used to think just maybe we could
build a business that might make a million dollars. And, wenever really did it for the money. We just thought business was
fun – it was a game and a challenge. We liked building things,
and we loved the people we worked with. That’s why we did
what we did.
Our success wasn’t because we were great financial engineers– we weren’t. It wasn’t because we had the very best plants –often we didn’t. And our success wasn’t because we built a sophisticated strategic plan – in fact, we never prepared one in all
our years! We had some good timing, and we had some goodluck. But mostly, we were able to build a team of truly great
people. People who cared a lot. People who didn’t care so muchabout the material things of power, title, and money; they justwanted to get things done (quickly), just like Harrison and me, and they wanted
to make a difference. People who were honest, hard working, persevering, direct,
and dedicated to success; people who shared our dreams – that’s what made McCain
Foods Limited a smashing success.
This book, on the occasion of our fiftieth anniversary, will tell the story of hundreds of those very people. It tells stories of our victories, and some of our failures(we had many, but we learned from them). It tells war stories and love stories (we all
loved the business). This book is an important collection of stories to describe thepast: fifty years of success led by two people but driven by thousands. I am proud of

Wallace McCain, 2003.

x

From the Ground up

what we accomplished together. I am proud of the unique relationship Harrison andI had, with the support of our older brothers, even after what transpired and when hepassed away. I am proud of all the people described in these stories, and they shouldbe equally proud, because it is their story also.
One of the things that made Harrison and me pretty good leaders was that wealways looked forward, never back. After these stories get told and the memories areembedded, it is just as important for us to keep facing forward into the future. No
matter how good Harrison and I, and our people, were in our day, it should never be
the same. Great companies renew themselves. The McCain family has renewed itself– from a family business into a business family. And just as important, McCain Foods
is renewing itself under exceptional professional management, with the world’s best
professional management techniques of large global enterprises. That means change,and of course change can be difficult, but it is necessary to perpetuate the legacy that
Harrison and I, and the people described in these stories, have built. Inside difficultchange is opportunity, and we have the opportunity now to take a great twentiethcentury organization and make it a great twenty-first century organization.
I believe in that. I know Harrison would believe in that. And I think the hundredsof people who were our partners would also believe in that. In fact, it’s just as exciting today as the day in February 1957 when we turned on our first fryer to make a
McCain frozen french fry.
On behalf of Harrison and me – thank you all for fifty amazing years.
G. Wallace F. McCain
Toronto, Canada
March 2007

Forewordxi

JanIce wIsmer

preFaCe

There is a certain simplicity to life at McCain that many large,
public companies today are trying to achieve. Underlying that
simplicity is a purposeful resolve to win. That winning attitudeis deeply ingrained in the culture of McCain, a culture that values treating all people at all levels – customers, employees, andsuppliers – with respect. That a small-town Canadian businesscould become, fifty years after its founding, a global megabrand and one of the world’s most respected companies is atestament to the loyalty and efforts of its employees.
It doesn’t matter where you travel with McCain in theworld, whether it be Ballarat, Australia; Scarborough,England; Johannesburg, South Africa; or the place that started
it all, Florenceville, New Brunswick, the stories of the founding fathers and the vision that they inspired to build the finest global food business in the world, are endless. Woven
through all these stories are common threads: The joy ofwatching young people develop and rise through the leadership ranks. The constant craving to learn on the fly. The acceptance of mistakes in the pursuit of excellence. Embracing
the local culture and respecting small-town values wherever McCain developed
operations. The great pride in being a family business in a global village.
This book is an attempt to tell the whole tale of Canada’s most successful entrepreneurs – Wallace and Harrison McCain – but it’s really a book about great leadership.
There is so much for us all – current and future employees – to learn from withinthese pages. Even the story of how this book came to be holds a lesson: that it is thestories we share that help us to grow and keep our culture constant and rich.
It was at the first board meeting of the McCain Learning Centre – governed bytalented McCain leaders from around the world – that the seed was planted to write
this book. The McCain Learning Centre itself was the product of a vision set out with

Janice Wismer at the
McCain offices at BCE Placein Toronto, Canada, 2005.

x ii

From the Ground up

the launch of a new strategic plan in 2004. Its mission is clear: to provide the tools
for all employees to continuously learn and grow, achieving excellence in every job
every day, making McCain the preferred choice in all our markets. The board, which
represents the interests of employees around the world, strongly believes that sharing
the experiences, entrepreneurship, and sheer fortitude of the remarkable people who
built McCain into the global force it is today would inspire in our employees the caring, committed attitude that has carried McCain forward and that will take us to thenext level of performance.
We have all been chosen – and have chosen ourselves – to be a part of this family. We
have been given a great gift – a global success story, a place where we can learn, grow,and be valued for our contributions. It’s up to us now to be the standard-bearers for the
future. I have every confidence that we will continue to make the family proud.
Janice Wismer
Vice-President, Human Resources
McCain Foods Limited
Toronto, Canada
May 2007

p r e Fa c e

xi i iCHAPTER ONE

THE BEGINNING

In 1955, Harrison and Wallace McCain were looking for a business to start. Both had
been working for one of Canada’s most successful entrepreneurs, K.C. Irving. But
neither intended to spend a lifetime as an employee. They had learned a lot and now
they were ready to run a company of their own.
They had plenty of street smarts, loads of ambition, and all the energy and confidence they would need to be successful entrepreneurs. They also had some money
they had inherited from their father, A.D. McCain, who had built a business as anexporter of potatoes to the Caribbean and Latin America and was a successful stock
market investor. What Harrison, then twenty-eight years old, and Wallace, twentyfive, didn’t have was a good idea.
It was almost three years since they had started talking about launching a businessand still they hadn’t hit upon that elusive something they really wanted to do. They
had thought about, and rejected, dozens of schemes and suggestions, from buying
a seat on the Montreal Stock Exchange to setting up a Coca-Cola distributorship to
operating a laundry business.
Harrison had spent five years as a sales manager for Irving Oil. “I had an excellent
time there,” he said in an interview in 1997. “But I had an overriding drive to be in
business for myself. I thought something would turn up some day. And one day I decided nothing was going to turn up.” So he resigned from Irving Oil to devote himself
full time to the search for a business opportunity.
While Harrison was exploring possibilities, Wallace who had just married, continued working for the Irving hardware chain, Thorne’s Hardware. One day in January
1956, Harrison called Wallace to tell him their elder brother, Bob, had suggested they
consider the frozen food business.

xvi

From the Ground up

the BeGinninG

FACING PAGE : Potato

harvesting in the early daysof McCain Foods. Mechanicallifters pulled the potatoes
out of the soil and pickers
piled them into barrels. Local
schools closed for weeks
during the annual fall harvest.

1

A.D. McCain and McCain Produce
It was natural, Harrison McCain said, that he and his brothers would earn their livings in the potato business. “Ourfather was a potato dealer and a farmer. Our grandfather wasa farmer. Our great-grandfather was a farmer and a landclearer. He saw a piece of woods, cleared a farm, and started
growing potatoes.”
Clearing land was back-breaking labour – chopping downpine trees and burning the stumps. Farming too was hard
work, but hard work alone wasn’t enough. Success in farming
also required good business skills.
Harrison and Wallace McCain always said they knew
nothing about the frozen food business when they started
McCain Foods in 1957. But they had grown up immersed in aworld of agriculture and business. As for hard work, that wasa way of life in the McCain family.
Wallace and Harrison were the two youngest of Andrew
and Laura McCain’s six children. In 1909, Andrew, known by
his initials A.D., started a potato export company, McCain
Produce, in partnership with his father to export seed potatoes. When the Americans placed high tariffs on potatoes,
A.D. McCain travelled to the Caribbean and South America
to find new markets. He also proved to be a shrewd investor, amassing a small fortune in the stock market, as well as
extensive landholdings in Carleton County.
When A.D. McCain died in 1953, his widow Laura (“Mrs.
A.D.”), who had been a school teacher before her marriage and2

From the Ground upthen a homemaker, took over the family business. “Dad nevertalked business at home,” Wallace McCain recalls. “After he died,my mother ran McCain Produce. Andrew and Bob, my brothers, worked for Mother. She had no business experience, andyet she made more money than Dad did in the stock market.”Andrew, the eldest of the McCain brothers, became presidentof McCain Produce, developing new markets for the company
in the Mediterranean countries of Europe and North Africa.
Agricultural industries are marked by boom and bustcycles as food prices rise and fall. Consequently, McCain
Produce would make money one year and lose the next
– one reason Laura McCain did not want all her sons to continue in the produce business and why A.D. McCain insisted
they attend university. It also led to Bob McCain’s interestin the more stable processing side of the food business,
prompting him to suggest to his brothers that they starta frozen foods factory.
As of 2007, Stephen McCain, a son of Harrison andWallace’s brother Andrew, and Vernon Thomas wereco-managing directors of McCain Produce. They have had
to contend with a major challenge: the nations of SouthAmerica, Europe, and North Africa have banned the importation of North American potatoes. The official reason is toprevent the spread of plant diseases. In response, Stephen
McCain and Thomas have successfully repositioned McCain
Produce’s business by developing new markets for table
potatoes and plant protection materials.
Stephen McCain is also chairman of McCain Fertilizer,
which operates factories in New Brunswick, Prince Edward
Island, and Maine.

TOP LEFT : McCain Produce potatoes are loaded onto a shipin Saint John, New Brunswick.
ABOVE : A McCain Produce building in Florenceville. Seed

New Brunswick potatoes were being shipped to Maine, where they were processed
as french fries, frozen, and packaged. Canadian peas were also being frozen in the
United States. Why not freeze Canadian potatoes and peas in Canada?
The brothers, who had been close since childhood, were intrigued by the idea.
Neither knew anything about freezing food, a technology then in its infancy. On theother hand, they were no strangers to the food business. The McCain family had been
involved in agriculture, in one way or another, since it had first arrived in Canada
from Ireland in 1825. Harrison and Wallace had grown up in Florenceville, a farming
community. As boys, each had his own cow to milk before going to school.
Before working for Thorne’s, Wallace had sold insecticides and fertilizers for Green
Cross, a job that required him to travel around the Maritime provinces calling on
farmers. “I learned more about agriculture doing that than I had at home,” he says. “I
sold fungicides for potatoes, so I learned a little about potatoes.”
The more the brothers found out about frozen food, the more interested they became. They liked the notion of being innovators in a new branch of food processing.
It seemed like the right idea at the right time. Within a month, they had decided tobuild a factory to freeze potatoes and other vegetables. And they decided to do it
where the raw materials were located, in their hometown of Florenceville.
That was the beginning of McCain Foods Ltd. On February 23, 1957, the plant
opened on what had been a cow pasture on the shore of the Saint John River. Everyhour, the new factory, with thirty workers, produced almost seven hundred kilograms of frozen produce. Total sales that first year were $153,000.
By 2007, as McCain Foods prepared to celebrate its fiftieth anniversary, annual sales
were around $6 billion, with 77 percent of those sales outside Canada. The company

LEFT : The McCain plant, on

the left bank of the Saint John
River, dwarfs the village ofFlorenceville, 1981. The village
is clustered around a bridge
downriver; Harrison andWallace’s houses are on theright bank of the river.
RIGHT : Florenceville’s famous

partially covered bridge,
spanning the Saint John River.

potatoes stored here are shipped to international markets.

the BeGinninG3was producing close to half a million kilograms of potato products per hour, as well
as a host of other frozen food items. It had twenty-one thousand employees working in fifty-seven factories in fifteen countries on six continents. Yet its home base isstill the rural village of Florenceville, where a road sign at the town limits declares:“Florenceville – French Fry Capital of the World.”
The sign is not a boast but a simple statement of fact. Almost all eaters of frenchfries at some point will eat a McCain french fry, whether or not they are aware ofit. McCain french fries are everywhere – in McDonald’s and KFCs and thousands ofother restaurants and supermarket freezer compartments in more than a hundred
countries. One of every three french fries sold worldwide is a McCain french fry,which translates into one hundred million servings of McCain french fries each andevery day.
Canada doesn’t have many brands recognizable to consumers around the world.
Canada Dry and Canadian Club originated in Canada but the companies that produce

Harvesting potatoes near
Florenceville, 2005.

4

From the Ground upthem are no longer based there. BlackBerry, the wireless email device; Bata footwear;
Four Seasons hotels; and Harlequin, the romance book publisher, are Canadianbased global brands. So is McCain, still owned by the McCain family and so popular internationally that, in 2003, A.C. Neilson, the marketing information company,
named it a “global mega brand.”
Yet, back in 1956, Harrison and Wallace were not even dreaming of creating a
multinational business empire. “We just wanted to get something going, make somemoney,” recalls Wallace. “I know it never crossed my mind that we would be an international global business.”
A good product is an essential ingredient of business success. So is hard work. And
so is good timing. Harrison and Wallace McCain had picked the perfect time to starta frozen food business. They were entering a new industry just when
the technology that made the industry possible was being developed.
At the same time, the Canadian population was growing rapidly, thanks
to the loudest baby boom of the industrialized world and a high rate ofimmigration. More people meant more mouths to feed and more business for food processors.
More important still, a momentous social change was getting underway, one that would fuel the growth of the industry through the 1960s
and beyond: the entry of ever-increasing numbers of women into thelabour force. With both partners working, families had less time andenergy to prepare meals. Anything that made the task easier – frozen
french fries, for example – was welcome. The proliferation of fast food restaurants was
also in part the result of the entry of married women into the labour force. Families
with two wage earners had less time to cook at home and more disposable income tospend in restaurants. Eating out, once reserved for special occasions, became routine.
Before World War II, only a minority of Canadians owned cars. During the 1950s,
car ownership increased rapidly. To cater to hungry drivers, the restaurant industry
built drive-in and other quick-service restaurants. French fries, which can be eaten
without utensils, were the perfect food for the automobile era.
In 1948, brothers Dick and Mac McDonald revamped their restaurant in San
Bernardino, California, to feature counter-style quick service, offering fifteen-centhamburgers and ten-cent servings of french fries. Ray Kroc bought the right to franchise McDonald’s from the brothers and, in 1955, opened his first McDonald’s outlet in Des Plaines, Illinois. The first Kentucky Fried Chicken opened in 1952. But
it wasn’t until the 1960s that these and other chains began to spread rapidly acrossthe BeGinninG

5North America, then to Europe and the rest of the world. McCain grew along withthem as one of their most important suppliers.

The Florenceville plant up andrunning in 1957.

6

It is fitting that one of the world’s major frozen food companies is based in Canada
because it was the Inuit of Canada’s Far North who invented frozen food. Theirfavourite method of freezing a fish was to toss it on theice as soon as it was caught. The Inuit knew hundredsof years ago that a fish frozen quickly in the dead of
winter tasted better when thawed than did a fish frozen
more slowly in the spring or fall, when temperatures
were milder.
When food is frozen slowly, ice crystals form thatdamage the food’s cellular structure, thereby also damaging its colour, texture, and flavour. Quick-frozen
food, on the other hand, is virtually indistinguishable from fresh once it has been
thawed. Clarence Birdseye, of Brooklyn, New York, studied biology and then worked
as a fur trader in northern Labrador, where he figured all this out by observing theInuit. Back in the United States, Birdseye invented a “quick freeze machine” and, in
1925, founded Birdseye Seafoods.
The business was not successful because the public, based on previous experience,
disliked frozen food. As well, few grocery stores had freezers, and home refrigerators
lacked freezer compartments. Four years later, Birdseye sold his company to General
Foods, which kept the brand name but split the word in two – “Birds Eye.” Gradually,
the frozen food business picked up and, during the 1950s, it enjoyed explosive growth
as American families, now equipped with modern fridges and home freezers, discovered the joys of TV dinners and frozen orange juice.
At the age of fifteen, Jack Simplot leased an Idaho potato farm and became oneof the biggest shippers of potatoes in the western United States. The J.R. Simplot
Dehydrating Company perfected a new method of dehydrating potatoes and, during World War II, became an important food supplier to the U.S. military. After thewar, Simplot decided that frozen foods were the wave of the future. And what better
product to offer than the french fry, which was becoming increasingly popular andyet was so time-consuming to prepare?
The problem was that raw potatoes that had been cut up and frozen turned to

From the Ground up

mush when thawed. Ray Dunlap, a scientist working
for Simplot, solved the problem. He found that precooking the potato stabilizes it so it can be frozen andthawed later without breaking down the cellular structure. It took several years of work, but Dunlap and Ray
Kuenemann, another Simplot food scientist, cameup with a frozen fry as good as a fresh one. In 1953,
Simplot started selling them – just as, on the other sideof the continent, Harrison and Wallace McCain werelooking for a business to start.
While Harrison and Wallace were working for
Irving, their brothers, Andrew and Bob, were operating McCain Produce, the family produce firm. It raised
cattle and shipped seed potatoes around the world. Like
all growers, the firm wanted more stability in the market for its products.
It was the search for stability, says Bob’s son Andrew, that piqued his father’sinterest in the frozen vegetable business. Andrew is chairman of McCain Foods
Group Inc., the official name of “Holdco,” the family holding company that owns
the shares of McCain Foods Limited. “My father originated the idea of a frozen
food company,” he says. His father was thinking not just of himself but of the otherfarmers in Carleton County who were at the mercy of fluctuating potato prices. If
a factory could be built in the area to process potatoes and other vegetables, theresult would be increased demand for the raw materials and, Bob hoped, morepredictable prices.
Bob and Harrison visited a french fry plant owned by John Baxter in Corinna,
Maine. As Wallace McCain recalls it, Baxter’s advice was “Don’t do it.” The raw material for processed french fries was better in the west, they were told. Idaho, not New
Brunswick, was the place to be.
But the McCain brothers didn’t have enough money to go into business in Idaho
even if they had wanted to. Anyway, they were set on Florenceville. It was home, it
had plenty of potatoes, and the New Brunswick government was prepared to help
them obtain financing to build a factory that would provide an important new market for New Brunswick farmers and boost the province’s economy.
Harrison and Wallace each put in $30,000, and their elder brothers, Andrew and
Bob, contributed $20,000 a piece. Harrison and Wallace each owned one-third of thethe BeGinninG

TOP : Bob McCain shows avisitor Thomas Equipment’s
AirVac harvester, which
separates stones frompotatoes.
BOTTOm : Andrew McCain,

1980.

7

Harrison reviews constructionplans with Bob and Andrew.
The steam peeler behind them
could handle 135 kilograms ofpotatoes at a time.

8

company shares. Andrew and Bob, who were receiving
salaries from McCain Produce, which they managed,
each got one-sixth. McCain Foods Ltd. and Carleton
Cold Storage Ltd., the company set up to own the cold
storage facility, issued a total of $420,000 worth ofbonds, which were guaranteed by the province of New
Brunswick.
“That was a big deal for us,” recalls Wallace, because
the government guarantee allowed the new company
to borrow money at an interest rate it could afford.
“Who was going to buy McCain Foods bonds without
a guarantee? Nobody. And it didn’t cost the government anything except the risk it took.” The brothers also
persuaded the Carleton County Council to temporarily
forgo property taxes on McCain Foods.
Under a program to encourage construction of cold storage facilities to help farmers, the federal government provided Carleton Cold Storage with an $87,000 grant.
To qualify for this grant, Carleton Cold Storage had to be a public company. McCain
Foods owned shares in the company and eventually bought all of them. (It absorbed
Carleton Cold Storage in 1979.)
Harrison and Wallace paid a visit to the Bank of Nova Scotia in Saint John, where
they met with the bank’s supervisor for New Brunswick and Prince Edward Island.
They wanted a $150,000 line of credit that would be used as working capital, with the
new company’s inventory and receivables as security. As they were making their pitch,
the supervisor interrupted them. It so happened that the president of the bank, Horace
Inman, was touring the province and was about to visit the branch. The McCain
brothers would have to wait until the president’s visit was over. Then they would be
able to continue making their case for the bank’s support.
“Inman was a very outgoing guy,” recalls Wallace. “He sees us sitting there in theanteroom, waiting, so he asks who we are, and we told him.”
Inman knew the McCain family from his time as supervisor of the bank in New
Brunswick. He said, “You want to start a frozen food business? That’s interesting. Did
you get the money?”“We don’t know yet.”“Don’t go anywhere.”Inman went into the supervisor’s office. He came out fifteen minutes later andFrom the Ground up

The McCain family, left toright: Harrison, Wallace, Bob,
Laura, Rosemary, Andrew, Jed
Sutherland (Marie’s husband),Marie, Billie, Margie, Marjorie.

confronted the brothers. “Your grandfather did business with this bank, too,” hesaid. “He owed this bank a lot of money, and when he owed it he was actually broke.
But your father paid all the money back. We never lost a nickel from any McCain.
You’ve got your money.”
Raising money for a factory was one thing; actually building it was another. Wallace
and Harrison were salesmen. They knew nothing about building a manufacturing
facility. But good leaders recognize their limitations, and the brothers, as they built
the company, repeatedly recruited the best talent they could find in manufacturing,
engineering, agronomy, and finance, among other fields. They began that pattern in
Florenceville by seeking help from Olof Pierson.
Pierson had designed the Baxter plant in Corinna, Maine, and the McCains wanted
him to design theirs. Wallace recalls Pierson, a graduate of the Massachusetts Institute of Technology, as brilliant but disorganized: “He smoked a lot. He would come inand talk about what we were going to do, and he would draw something on the backof his cigarette package. He never wrote anything down. He had it all in his head.”
Sometimes Pierson would forget things – such as the motors that were needed to
run the conveyor belts on the production line. It didn’t occur to him to get them until
Wallace asked him about it, shortly before the factory was scheduled to open. On theother hand, he was inventive and liked to design new machinery. This was important

the BeGinninG

9

LEFT : Harrison and Wallace

at the site of the Florencevillefactory, 1956.
RIGHT : Opening ceremony,

February 23, 1957. Wallace
McCain (far left) watches on
as New Brunswick premier
Hugh John Flemming (farright) and Milton Gregg,
federal minister of labour,
cut the ribbon.

because the frozen food industry was still young, and its machinery and methodology were far from fully developed.
While the factory was being built, Wallace and Harrison moved their young
families from Saint John, a big city by New Brunswick standards, to the village ofFlorenceville, home to just a few hundred people. Wallace’s wife, Margaret (or Margie,
as she is known), recalls the house she and her family moved into as small, cold,
mouse-infested, and having a leaky roof. It was only later, once the company was successful, that the couple obtained a mortgage from the bank to build a better house,on a site overlooking the Saint John River. Wallace and Margaret hired an architect
to design a $40,000 house, but Wallace couldn’t raise more than $30,000 from thebank. He solved the problem by having the contractor “cut off ” a third of the rooms,
at the back of the house.
Harrison and Marion (Billie) McCain built a house next door to Wallace andMargie. Both houses were enlarged in later years, though the original fronts remainin place.

The official opening of the McCain Foods factory was a major event, not just forCarleton County but for all of New Brunswick. Premier Hugh John Flemming cut the
ribbon for the factory and Milton Gregg, the federal minister of labour, came from
Ottawa to do the same for the cold storage unit. They were among the seven hundred
people who crowded into the Florenceville high school for the opening ceremonies
and speeches.

10

From the Ground up

Few of them understood how big a challenge the McCain brothers had set forthemselves. Florenceville and its surroundings were farm country – not home tothe skilled trades people needed to keep a large manufacturing operation going.
Wallace McCain recalls going to garages looking for mechanics who would be able
to maintain the equipment in the new factory. “No one knew anything about thetechnical part of the business,” he says. “There were no machines like that around
Florenceville.”
Fortunately, Frank Hickling, who had assisted Olof Pierson in designing the plantand had been maintenance manager of the Birds Eye plant in Maine, stayed on asmechanic and plant manager. He had never finished high school, but he was smart
and he knew how to run a frozen food factory. Nobody else did. “If we hadn’t had
him, I don’t know what we would have done,” says Wallace. “Nobody else had any
experience.”
There was rarely a dull moment. The fryers sometimes overheated, causing the accumulated potato crumbs or oil filter paper to burst into flames. Wallace says he used
to make sure he had his clothes within easy reach when he went to bed in case he wascalled out to one of these fires in the middle of the night. (Now all McCain plants useheat exchangers with high-pressure steam systems to heat the fryers. They also haveflame extinguishing systems in the hood above the fryers, thereby eliminating therisk of fires.)
One of Pierson’s innovations was a machine that used steam to peel the skin off thepotatoes. It was shaped like an oil drum and had a door on the side through which
the potatoes were loaded. The only problem was that sometimes the pressure of thesteam would blow the door off.

the BeGinninG

LEFT : The trim table, 1957.

This was “positive trimming,”
in which each potato was
individually trimmed.
RIGHT : Opening-day tour:

Wallace explains the packing
area to Minister Gregg(centre), while Harrison chatswith Premier Flemming.

11

TOP : Unloading barrels of

potatoes onto the production
line, 1957.
BOTTOm : Packing frozen

french fries into cartonsby hand.
FACING PAGE : In 1959,

McCain was producing frozen
potato patties, broccoli, andpeas. The middle photo shows
employees Frank Hickling andGene Bulmer receiving an orderof fresh broccoli; the truck bears
the old McCain Produce logo.

12

Flying doors were just part of the local colour at the
McCain Foods factory. Another feature were the huntersand fishermen tramping through the factory with theirtrophies to be stored in the public lockers the McCains
had included in the cold storage area in order to qualify
for the federal grant. But these were the least of the problems. The brothers quickly realized that John Baxter, who
had cautioned against basing a potato-processing businessin New Brunswick, was right. “Our first products weregreasy, black fries,” Wallace says. “If there was such a thingas Grade F, that was what we were producing. We had never heard of sugar content in potatoes, or ACD [darkening
caused by a chemical reaction in some potatoes after they
have been cooked].”The problem was simple: the local potatoes weren’t
good raw material for french fries. “We should have gonewest … even to Manitoba or Alberta,” Wallace says. “We
didn’t. We thought New Brunswick had the best potatoes
in the world, but it probably had the worst for processing.
The potato growers were growing good seed potatoes, but
the poorest you could imagine for processing into frozen
french fries.”
To make good french fries, you need a long potato consisting of at least 20 percent solids – a potato such as theRusset Burbank, a variety prominent in the U.S. Pacific Northwest, which produces
a long, crisp french fry. New Brunswick, with its short growing season, didn’t growthe Russet Burbank, a long-season variety. Instead, farmers in the Saint John River
Valley and neighbouring Aroostook County in Maine grew round potatoes such as
the Kennebec and Katahdin. Easterners found these varieties tastier than the Russet
Burbank as table potatoes. But they are far from ideal for french fry processing because of their round shape and lower solid content, which result in a short, moist,or limp french fry. And the stony soil of New Brunswick is also less than perfect for
potato growing, since the stones can damage the potatoes during harvesting.
Not only were the potatoes less than ideal, but the farmers didn’t know how tohandle them properly. Potatoes produced for the fresh table and seed market – theonly market the growers knew – are stored at low temperatures to keep them firm

From the Ground up

and prevent sprouting. But at low temperatures the potato transforms its
starches into sugar, which caramelizes when the potato is fried. This produces a dark brown french fry. And consumers do not want dark brownfrench fries; they want light golden ones. So the growers needed to be educated on how to grow, store, and handle potatoes destined for processing.
In the beginning, McCain Foods had no choice but to do the best it
could with what farmers delivered to its plant. In the early 1960s, overfarmers’ protests, it introduced the Russet Burbank to New Brunswick. But
because of the shorter growing season, the potatoes were smaller than theones grown in Idaho.
Happily for McCain, Donald Young, a plant biologist and specialistin potato variety breeding at the Agriculture Canada Research Centre inFredericton, was trying to develop a processing potato better suited forthe short eastern Canadian growing season. In 1983, he succeeded. The
new potato, called the Shepody, was a boon for McCain and has since become one of the three most grown varieties in North America. Because of
McCain’s efforts, the Shepody is now grown around the world.
“Don made an enormous contribution to McCain Foods,” says Wallace,“first through the Shepody variety, and later in a number of projects, fromteaching and guiding our global team of agronomists for many years,
to greatly improving yields in Manitoba and research in areas where weplanned to build.”
Since its first french fries weren’t top quality, it was just as well that
McCain, in its early period, was well diversified into other vegetables.
For a while, frozen peas were a big part of the business, along with frenchfries. McCain also packed strawberries, broccoli, cauliflower, beans, andBrussels sprouts. Later, however, the company decided to focus on frenchfries and stopped processing vegetables other than potatoes.
In the long run, having to struggle to obtain the kind of potatoes itneeded benefited McCain by forcing it to acquire expertise in agronomy.
Tony van Leersum, who joined McCain in 1978 to head European operations and later became corporate vice-president for agriculture, believes
this expertise enabled the company to operate successfully wherever it
went. Because its major competitors, Simplot and Lamb Weston, enjoyed
an ideal growing environment in the U.S. Northwest, they lacked experience in adapting to less favourable locations. As a result, the U.S. french

the BeGinninG

13

TOP : Jean Lawler and teamin the test lab. Lawler was astickler for quality: if she didn’t
approve of a batch, it wasn’t
shipped.
BOTTOm : Betty Betts in thefry giants have had less success in expanding outside
North America.
The knowledge that McCain Foods began to acquirein Florenceville in 1957 is being applied today in locations as far-flung as China and India. “Today we will
not invest in production facilities in a market until weknow exactly where to grow the potatoes and where thebest potatoes are,” says Terry Bird, vice-president of corporate development and emerging markets. “In China,that took us seven years. We would go to one area, we’dgrow, we’d test. Then we would try someplace else.”
The location of the best place to grow determines
the location of the factory. “It takes a kilogram of potatoes to make half a kilogram of french fries. If yourfactory is hundreds of kilometres away from where thegood potato fields are, that adds a lot of cost to theoperation,” Bird explains. “We want the fields within ahundred kilometres of the factory.”
Although the Florenceville plant had many inadequacies during its early years,
McCain Foods has never depended on technology and machinery for its success. Its
success was, and still is, based on people. In his Christmas message in the company
paper, The Star, in 1972, Harrison McCain said: “We well know that people, not buildings and equipment, are the chief asset of our group, and we know that our continuing growth is strictly conditional on the loyalty and efforts of our employees.” Bysaying this, he wasn’t just being nice – he was speaking as the realist that he was.
Especially in the early days, it took phenomenal efforts to make a success of
McCain Foods. “Most people don’t realize just how hard Harrison and Wallace
worked to get this business off the ground,” says Allison McCain, chairman of
McCain Foods. “They put their heart and soul into it.”
Recollections of veteran employees published in the twenty-fifth-anniversary edition of The Star capture the flavour of those early times. Here’s Betty Betts describing
the beginning years at the Florenceville plant:

quality-control lab, 1959.

The first summer that I worked on peas, Harrison ran the line and Wallace worked
in the field. It would be ten, eleven at night and Wallace would come dragging in,
and would he ever be tired. They worked, they really worked! They know where

14

From the Ground up

their first dollar came from because they
worked for it. They would tell us everything that was happening, everythingthat they were going to do and how wewere part of it. And we really believedthat we were part of the McCain family,
believe you me!

Betty Betts is a good example of thekind of person who helped build McCain
Foods. So is Lester Cox, or “Bud.”
Dubbed the “granddaddy of all supervisors” by The Star, Cox trained more thanfifty production management trainees
and supervisors. He joined McCain as alabourer in the cold storage building two
years after the company began production in Florenceville. At the time, the freezing of the product, the packaging, and theshipping were part of the cold storage department. Work that today is done by machines, such as packing the frozen food in plastic bags, in those days was done by humans. Seven-day weeks of fourteen-hour days were common. Management, including
Harrison and Wallace, helped out wherever help was needed.
Cox recalled labouring alongside the bosses in the cold storage. “Wallace McCain
must have fired me a hundred times,” he told The Star in 1992. “You had to think andact like them in order to survive. They like people to do things their way. If you do,
you will make out okay.”
Among the future supervisors Cox trained were members of the younger generation of McCains, including Allison, Scott, Michael, and Peter, as well as several
other university graduates who would later become directors of McCain companies.
“I trained them pretty hard; they knew what work was, anyway,” Cox said. He trained
these younger McCains in what he called “the McCain way,” which means getting thejob done quickly and efficiently. He told them, “Maybe later I will have to work foryou, but now you work for me, and you do as I say.”In the Star article on Cox, Scott McCain explained the McCain way like this: “Ourproduction people have been trained over the years to say, ‘Don’t tell me it can’t bedone, just do it.’ … If it means you have to run seven days a week, do it. If the line

the BeGinninG

Bertha Lunn kisses Harry
Kinney at his 1983 retirement
party, as (left to right)
production manager Scott
McCain, production foreman
Sherdon Cox, and production
supervisor Bud Cox watch on.
Plant manager Murray Lovely
is on the right.

15

Laura (Mrs. A.D.) McCain
Mrs. A.D. was Florenceville’s leading philanthropist,
involved in a wide range of community activities, fromstarting a Boy Scout troop to founding the Florencevillepublic library. She collected used clothing at her house sothat anyone in need could drop by and choose an item. She
ran her own social housing program, renting out about adozen houses in the town at low rents.
“If someone in Florenceville needed help, she was theone they went to,” says McCain Foods chairman Allison
McCain. “Maybe someone needed help with a mortgage;
the bank wasn’t interested in people who had no resources,
so they went to her. If people got let go at the factory, theywould go to her and say, ‘I really need that job.’“Once when I was the production manager I fired a guy– it was the right thing to do. The next day, when I walked
into the personnel manager’s office, he was on the phone.
‘The production manager just walked in and he was theone who fired him, so you can talk to him,’ he said into
the phone before handing it to me. Turned out it was mygrandmother on the other end.
“The guy I had fired had gone to her. We didn’t end up
taking him back, but I do know of a couple of cases where
people did end up coming back to work for us because ofher intervention.”
Laura McCain was also well known for her driving.
“We used to be terrified,” recounts her grandson Andrew
McCain. “She insisted on giving us a ride home from school

16

From the Ground up

if she happened to be there. It was absolutely terrifying
to be in the car with her going over the bridge. She could
barely see over the wheel, and she would be driving
almost a hundred kilometres an hour. But she always got
us home safely.”
The bridge in question is old and narrow. Mrs. McCain’s
car was big. “She waited until there wasn’t any traffic and thenscooted across down the middle of the bridge,” recalls retired
McCain food scientist Paul Dean. If a local resident happened
to be driving on the bridge in the oncoming direction, thatdriver knew to back up and let Mrs. McCain pass.
She kept a close watch on her own children, not only
when they were growing up but also as adults. Joe Palmer,
former owner of Day & Ross and a friend of the McCain
brothers, sometimes received phone calls from Mrs. McCain
asking that he intervene to change some behaviour ofwhich she disapproved. As Palmer recounts in his biography, Mrs. McCain would call, state the problem, and thenhang up before Palmer had a chance to reply and without
saying goodbye. A typical call would go like this: “Joe, this is
Laura McCain. I wish Wallace wouldn’t swear so much. He’lllisten to you.” Then she would hang up.
Palmer estimated he received two dozen such calls about
Mrs. McCain’s four sons. “In twenty-four or twenty-five phone
conversations, I never once got a word in before she hung up.
She was a great woman, and I had a world of respect for her.”

could run ten thousand pounds per hour, the McCain
way would be to have it run at twelve thousand pounds.
Ten isn’t acceptable. It was an attitude of never saying
no. Never giving up. As a company, we have survived
for thirty-five years using that philosophy.”
Bud Cox made another contribution to McCain
Foods: he had nine children and all of them worked
for the company at one time or another. On one night
shift, his son Tony was working under his supervision.
During the shift, Bud fired and rehired him twice. As of
2007, six Cox offspring were McCain employees.
Cox and others who worked at McCain in the earlydays had to be generalists. If a machine needed fixing,
you figured out how to fix it, even if you didn’t know
how to fix machines. Cox said: “We trained ourselves,
got a little manual, called the serviceman, who probably didn’t know more than we did. If we were lucky webought a piece of equipment that would work and give the results we wanted. If webought a piece, put it in the line, didn’t get results, then we had to figure out what we
had to do to that piece to make it work.”
Sometimes innovative methods were employed. In one legendary incident, an engineer and a production supervisor were trying to figure out what was wrong withthe freezing tunnel. To investigate, they donned snowmobile suits and rode throughthe tunnel on the belt. On another occasion, when an underground pipe plugged andattempts to unplug it were unsuccessful, someone decided to shoot a gun into thepipe to clear it. It didn’t work.

TOP LEFT : Laura

McCain and family:

TOP : Carl Morris (right) with(left to right) Wallace,

Dave Morgan, winner of a

Eleanor, Harrison,
Laura, Mr. A.D., Marie,
Bob, Andrew.
RIGHT : Mrs. A.D.,

the family matriarch,
was as famous for her
driving as she was forher philanthropy.

The McCains knew they needed good people if their business was to succeed, and sothey went looking for them. They tried to lure an engineer named Carl Morris fromthe Birds Eye plant just across the border in Maine. Morris declined. “I didn’t thinkthey were going to amount to much,” he explains. How, he thought, could such asmall company compete with the likes of General Foods?
McCain was packing some products under the Birds Eye label, and Morris had
met the two brothers during his visits to Florenceville to ensure its production was

the BeGinninG

1969 safety contest for his
suggestion to install Dutch
doors in the mezzanine of theFlorenceville building.
BOTTOm : Marilyn Strong,

1971. Strong joined McCain in
1961 as Harrison’s secretary.

17

TOP LEFT : Bob Ferguson,

New Brunswick snack foods
sales supervisor, next to a
McCain potato-chip truck.
TOP RIGHT : Pop-a-Doodle

production, 1970.
BOTTOm : McCain chips camein a variety of flavours.

18

up to Birds Eye standards. “I got to know Harrison and Wallace quite well,” he said,“and we became good friends.”
Although he turned down the job offer, Morris still got involved with the company. “I became the first engineer to consult for McCain – without pay. If they were
working on a project, such as putting in a new blancher, they would say, ‘How big
do you think that ought to be?’ We would be having dinner and I would draw it ona napkin.”
Gradually, Morris changed his opinion: maybe Harrison and Wallace would
amount to something after all. He liked their ambition to develop the company andtheir ability to make decisions quickly. General Foods never made a wrong decision,
he says, but the company leaders took so long to make it that any advantage wasoften lost.
So, on April Fool’s Day 1962, Morris started working at McCain Foods as plant
manager. He relished the chance, absent at Birds Eye, to work in an environment
where decisions were made quickly and where it was permissible to make mistakes.
“If you were wrong, you got a heck of an education and you probably didn’t make that
mistake again. If you were right, you were so far ahead of everybody else that it was amajor coup for the company.”
Early errors by McCain Foods included a foray into the popcorn business. The

From the Ground up

product was called Pop-a-Doodle andhad a sweet topping on it. One Christmas, the McCain marketers had thebright idea of offering two-foot-longbags of Pop-a-Doodle coloured red andgreen. Almost none sold.
In the 1970s, the company operateda snack food division with a factoryin Saint-André, close to Grand Falls,
producing potato chips. But the freightcosts to major Canadian markets were
too high to gain a significant market
share, so the business was sold. McCain
then decided to focus exclusively on frozen foods, which it produced at its original plant in Florenceville and at a bigger
one in Grand Falls, opened in 1971.
Like other McCain veterans, Morris describes the early days as fun. Part of thatfun came from participating in an ambitious project: to build McCain Foods into
the biggest french fry producer in the world. “If Wallace and Harrison had started tomake eyeglasses or footballs, they’d have had the same vision – to be the biggest in
the world,” says Morris. “They would have had the same goal and they would haveaccomplished it. Because they were very ambitious. And just a helluva lot of fun to
be around.”Yet Morris also recounts a brutal work schedule: “I am not kidding when I say weworked seven days a week, eighteen hours a day.” But the work was enjoyable because
everyone pulled together. “Lots of times there would be two truckloads that had to go
to Toronto or somewhere and there weren’t enough bodies to load the trucks. So we’d
all go over, Harrison and Wallace included, and load trucks.”
Some managers would view hard labour as beneath them. But Wallace andHarrison weren’t professional managers. They were entrepreneurs with everythingriding on the success of their fledgling company. For them, loading trucks was a way
to make good on promises to their customers, to earn the respect of their employees,
and perhaps most important of all, to learn the business.
In later years, they took what they had learned in Florenceville around the world,
to France and South Africa and Argentina and many other countries, where they

the BeGinninG

McCain switchboard
operators Helen Hallett
and Mabel Carter.

19

built factories to process potatoes and other raw materials into frozen food products the consumers of the world
wanted to buy. “How did they know how to do somethingin Australia?” asks Carl Morris. “Because in Florencevillethey had done every job that was to be done: harvesting potatoes, cutting them, sorting them, cooking them,packaging them, putting them in the cold storage, loading them on the trucks.”
While Wallace and Harrison were learning the basicsof the manufacturing process, they were also learning
how to run an organization and how to recruit the talent
without whom they knew they would never realize theirambitions. Morris went on to become vice-president of
manufacturing for McCain Foods Canada, then senior
vice-president, and then launched McCain’s business inJapan and South Korea as president of McCain Japan.
Another key early recruit was Tim Bliss, who alsojoined in 1962 and became corporate vice-president of engineering. Bliss was a friendof Wallace McCain’s from their college days at the University of New Brunswick. Bothspent summers as officer cadets in the University Naval Training Division and during
the summer of 1951 were stationed together at Esquimalt, on Vancouver Island. Their
ship took a one-month training cruise to Hawaii, where they spent seven days. Oncethey had completed their time in Esquimalt, they returned to New Brunswick via the
Panama Canal on a cruiser, the HMCS Ontario, accompanying a destroyer returningfrom the Korean War.
Bliss likes to point out that he didn’t use his friendship with Wallace McCain to
get a job at McCain Foods. He was working for Engineering Consultants Inc., a firm
owned by Irving, when he heard that McCain was looking for an engineer. “Irving
and McCain had a gentleman’s agreement not to rob management personnel fromone other,” Bliss recalls. “So McCain couldn’t contact me, but I could contact them.”
Bliss called not Wallace but Harrison McCain, who, after consulting with Wallace
as he always did, promptly hired Bliss. Morris and Bliss provided the expertise
Wallace and Harrison themselves lacked. “They made a dramatic hit with the company,” Wallace says, “because one understood production and one understood engineering, which Harrison and I knew nothing about.”
One advantage of living and working in a village is that you don’t waste time com-

Les McIntosh, personnel
manager; Tim Bliss, chiefengineer; and Don Wishart,purchasing manager, 1969.

20

From the Ground up

muting to and from work. Bliss soon discovered the advantage of living five minutes
from the plant: he could get there quickly when he was awakened in the middle ofthe night.
“One night that we were running peas, I came into work three times. And one
Christmas Day, I got a phone call at eight in the morning from the watchman. He
said, ‘You’d better come up here and have a look. A wall of that new cold store we’rebuilding out back just fell down.’ So I went to the plant in the howling wind andblowing snow. We went out and had a look. There wasn’t anything we could do except
survey the damage and start Boxing Day to fix it.”Bliss enjoyed working in a place where a constant sense of urgency prevailed: “It
was a case of production trying to keep up with sales. We just couldn’t make enoughproduct.” The factory was shut down in the summer because it ran out of potatoes– there wasn’t yet technology to store them year round. But that didn’t mean work
stopped. The production downtime was used to build additions to the factory andupgrade equipment in order to increase the plant’s output and keep up with soaring
demand. And in the couple of months before the new season’s potatoes arrived, thefactory processed other vegetables.
That McCain’s french fries had become so popular so quickly was a testament to theselling skills of Harrison and Wallace. “We produced some damn poor products, but

the BeGinninG

LEFT : At the 1976

International Food Show,
London, England.
RIGHT : Harrison promotes

McCain products at a 1970
food show.

21

ABOVE : Wallace and Dick

McWhirter in Australia, 1968.
FACING PAGE : A samplingof the product line of theearly 1970s.

22Harrison was a superb salesman. We both did a lot ofsales work, and we sold the product,” says Wallace. Fortunately, they had little competition. Zeropac, a Quebec
company, was the only other processor of standalonefrozen french fries in Canada at the time. Fraser Vale, ofChilliwack, British Columbia, produced frozen fries but
only to include as part of a package of fish and chips.
The early years were ones of constant travel acrossCanada for Wallace and Harrison. Each spent around
150 nights a year away from home. Usually, at least oneof them was on the road. After Morris and Bliss arrived,
the brothers knew the factory would be in good hands, soboth of them often travelled at the same time. Harrisonand Wallace sometimes had to walk down the production
line to borrow travel money from the workers. There wereno credit cards, automatic teller machines, or extended
banking hours then, and the employees knew how important the sales trips were to the company’s success. “Harrison would get two dollars fromone person and five dollars from another,” says former employee Florence White. “Hewould always pay back the money. The faith everyone put in him was amazing.”
In the 1960s, North American demand for french fries was growing by around20 percent a year. This demand was fuelled by the explosive growth of quick-service
restaurants. One early McCain customer was A&W, which opened its first Canadian
restaurant in Winnipeg in 1956. But the biggest buyer was Kentucky Fried Chicken.
At the time, most Kentucky Fried Chicken outlets were using fresh potatoes for theirfrench fries, as many continued to do until the late 1970s. However, Wallace andHarrison persuaded some outlets to switch to frozen. Wallace recalls: “When we went
to a town, the first thing we asked was, ‘Is there a Kentucky Fried Chicken here?’ They
were big users.” At the time, the individual franchisees made their own decisions as towhich french fries to use; such decisions are now made by the corporate office.
These early sales trips were gruelling. Harrison and Wallace quickly figured outthat winning over chefs was the quickest way to success in the food service market.
So they spent their days on the road demonstrating frozen french fries to chefs inrestaurant kitchens. After a day of demonstrating, their clothes smelled of frying oil.
To get rid of the odour, they hung their suits out the windows of their modest hotel
rooms to air out overnight.

From the Ground up

This was the beginning of the end-user system of selling to the foodservice industry that became one of the most important drivers of McCain’s
success in Canada and around the world. Like many great ideas, the enduser system is common sense. The traditional way for a manufacturer to get
its product to a customer is to convince a distributor of its worth and leaveit to the distributor to sell it. But the distributor has lots of products to sell.
So why not go directly to customers with just one product – yours – anddemonstrate its superiority?
Dick McWhirter, a salesman who came to McCain in 1960 from
Kellogg, perfected the end-user system. The purpose of the system, whichis still used by McCain salespersons all over the world, is to persuade
chefs who have always prepared their french fries from fresh potatoesthat frozen fries are a better choice. This was especially difficult when frozen french fries were still a novelty. Chefs had always prepared fries from
fresh potatoes and doubted that a frozen product would be accepted bytheir customers. Moreover, fresh potatoes were cheap – around one anda half cents a kilogram at the time, while McCain was asking nine cents akilogram. Why pay more for processed, frozen ones?
The best way to make the case for frozen fries is to do a side-by-side
comparison. The salesperson has the chef peel, cut, and cook fresh potatoes. The raw potatoes are weighed before being prepared and the oillevel in the frying pan is measured. Meanwhile, the McCain rep prepares the frozen fries. Then he or she compares the preparation time,
the weight of the finished product, and its appearance, taste, and texture.
Finally, the sales rep calculates the per-serving cost, including labour, ofeach method.
In this test, the advantages of McCain frozen french fries become clear.
The chef sees that the apparent lower cost of fresh potatoes is illusory:
once fresh potatoes have been peeled, cut, and cooked, ten kilograms ofpotatoes yields less than two kilograms of fries. Frozen fries absorb lessoil than fresh fries and take less time to prepare, thereby reducing labourcosts. Moreover, their quality is more consistent throughout the year. In
the spring, for example, raw potatoes that have been in storage for months
tend to be high in sugar, resulting in soggy fries that are unappetizingly
dark. And of course there is another advantage: with frozen fries, there areno peels and starchy water that need to be disposed of.

the BeGinninG

23

McCain chicken picnic,
1973: (left to right) Harrison,
Tim Bliss, Carl Morris, Dick
McWhirter (his face partially
blocked), and Archie McLean(vice-president of marketing).

24

Sometimes, an unconvinced customer offers to take acase to try out the product. “If he does that, you know
you are not going to keep the customer,” says Wallace. “So
you say, ‘You’ve got to use this for a month before you canknow for sure.’ If you can hold the customer for a month– we have found from experience – he has let the guy
who ran the peeler go, so that restaurant won’t be goingback to raw potatoes.”
McWhirter was the second salesman hired by
McCain. The first, Ralph Orr, also came from Kellogg.
Orr worked the Maritime provinces while McWhirter
was based in Hamilton, Ontario. A third salesman, Peter
Laurie, worked out of Ottawa. One day when Laurie
was visiting the Florenceville headquarters, Harrison
challenged him to a sales contest in nearby Woodstock.
The challenge was to see who could sell the most product on the main street, witheach taking one side of the street. Harrison won but, says Laurie, that was because
Harrison knew Woodstock better than he did and picked the side with the mostpotential customers.
McWhirter was appointed sales supervisor for Ontario, then national sales manager. In 1969, he became vice-president of sales. Like Carl Morris, McWhirter left ahuge American company to come work for a small Canadian one. In a Star interview
in 1983, McWhirter said he had two reasons for joining what was then an almost
unknown company. First, he could see that grocery stores were starting to install
frozen food sections and he thought frozen foods had big potential for future growth.
Second, he was impressed by the McCain brothers.
As a Kellogg salesman, McWhirter had never had to demonstrate how to prepareCorn Flakes, so selling frozen french fries was a new challenge for him. “When I
talked to a chef, I was selling to the buyer who bought the product, cooked the product, tasted the product, and served the product. No hot air – I had to know my facts
and sell with enthusiasm.”
One of his major responsibilities, at a time when McCain was just beginning toassemble a sales force, was to find people who would excel at selling products whose
worth was, to many, still unproven. Just because someone had worked at a major foodprocessor such as Campbell, Kraft, or Kellogg was no guarantee that person could
sell McCain frozen french fries. Quite a few did join up, McWhirter said. “Just like

From the Ground up

HarrisonDuring the latter years of the 1970s, fundraisers in Toronto
were busy calling Canada’s captains of industry to solicit
money for the construction of a new home for the Toronto
Symphony Orchestra. In exchange for the largest donation, they were offering naming rights for the spectacular
new hall designed by prominent Canadian architect Arthur
Erickson. Among those called was Harrison McCain. Would
he be prepared to contribute $5 million in exchange for theright to name the new hall?
“Yes,” he said, “I would. Name it the Florenceville Dance
Hall and you’ve got your money.”
The offer was declined and instead the new building
was named Roy Thomson Hall, in honour of the late media
magnate, in exchange for a $4.5 million donation from theThomson family. Paul Tellier, a long-time member of the
McCain Foods board, is sure that Harrison would have written a cheque if Toronto’s cultural elite had been willing toaccept the colourful name he proposed.
Harrison McCain was almost as famous for his sense of
humour as for his brilliance as an entrepreneur and businessman. The stories of his escapades would fill a book.
In the mid-1960s, Stanley Wagner visited Harrisonin Florenceville. Wagner owned Caterpac, a British food
distributor that McCain Foods wanted to acquire. He was
known as a jokester, so Harrison thought he would play ajoke before Wagner had a chance to. As Harrison describedthe episode years later in an interview, he and Wagner
talked in his office at McCain Foods until late afternoon.
Harrison then invited him home for dinner. On the way,
they drove through Florenceville’s low-income neighbourhood. Harrison pulled into the driveway of an unkempt,
decrepit house and said, “Well, here we are.”Wagner was speechless.
An old woman was hanging out underwear on theclothesline, the garments flapping in the wind. Harrison
said, “There’s Billie hanging out my drawers.”“Stanley’s mouth dropped open,” Harrison recalled.
“He didn’t know what to say.”Harrison contentedly watched Wagner “writhe andsuffer” for a minute. Then he backed his car out of theHarrison, Connie Bliss, and Shirley Morris sing Christmas carols at theFlorenceville McCain Christmas party, 1970.

driveway and drove home, where Harrison’s wife, Billie,
awaited them.
Harrison was good at seizing opportunities to havesome fun. James Downey, former president of the
University of New Brunswick and a close friend, told thestory of Harrison’s visit to a posh restaurant in London,
England. He was standing near the door waiting for afriend, and, as usual, was nattily dressed. An older man
accompanied by a young woman arrived and, mistaking
Harrison for the head waiter, asked to be shown to a quiet
table. “This way, sir, madam,” said Harrison, leading them toa table and taking the order for “champagne.” Harrison theninformed the head waiter of what he had done and conveyed an order for the most expensive bottle of bubbly.
For Downey, this story told a lot about Harrison McCain– quickness of mind, acting ability, and sartorial elegancecombined with a lack of pretension. “Most of us, and certainly most CEOs, would have felt sufficiently offended tobe mistaken for a waiter that we would have put the snotty
gent to rights immediately.”

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25

Wallace
Margaret McCain likes to say that her husband, Wallace, isbilingual – he speaks Maritime English and cursing. No one
felt the brunt of his salty language more than ice hockeyreferees when they made what Wallace considered unfair
calls against the Potato Kings, a Florenceville team sponsored by McCain Foods during the 1970s.
“Wallace was an enthusiastic hockey fan,” recalls Ian
Cameron, who played left wing and centre. “His language at
the games was just awful. To hear him yelling and screaming at referees would just turn your hair.”
So keen a fan was Wallace that he selected employees
for McCain Foods on the basis of their hockey skills. Most
turned out to be excellent employees and in some cases
strong managers. Cameron, for example, has worked insenior management positions for McCain Foods for three
decades.
The Potato Kings played in the Republican League, anamateur circuit in New Brunswick. Many of the players
worked for McCain. Tim Bliss, vice-president of engineering,
was the team’s coach. In 1972, Bliss heard that Cameronand Bill Adams, both recently hired by Day & Ross, McCain’s
trucking company, were good hockey players. Adams, whobecame a McCain vice-president, had rated a tryout with
the Toronto Maple Leafs.
“Pretty soon they were in Florenceville working as production management trainees and playing hockey,” recalls
Bliss, who says about eight McCain employees were hired
to strengthen the Potato Kings.
When Bliss got too busy to be the head coach, McCain
hired John French, who had played professional hockey
in the World Hockey Association, to replace him as headcoach and work in the accounting department.

26

From the Ground up

For Wallace, sometimes the welfare of the team tookprecedence over that of the factory. On one occasion, Bert
Inman, a good player, was called away from the fryer when
nobody else was present to operate it because Wallace
wanted him to travel to Campbelltown to play for the team.
“Wallace was a big supporter of our team and the gameof hockey,” says French. “If he had customers or employees
in from out of town and there was a game on, that’s where
they ended up, whether they wanted to be there or not.”Wallace played on the Florenceville high school hockey
team and then on the junior varsity team during his one
year at the University of New Brunswick. “I was never muchof a player, but I had a lot of fun at it,” he says.
After a few years, the Potato Kings folded. “It started out
for a laugh because I liked hockey and there wasn’t muchto do in Florenceville,” says Wallace. But after a few years,
he decided that the $50,000 a year it was costing McCain
to sponsor the Potato Kings was too much, especially since
the championship seemed out of the team’s reach. “I don’t
like to lose,” Wallace says.
His son Scott, now a Maple Leaf Foods executive,
carries on the family hockey tradition as majority ownerof the Saint John Sea Dogs of the Quebec Major Junior
Hockey League. Scott also played for the Potato Kings.
“He was a great player,” says Wallace.

TOP LEFT : The Potato Kings in action, 1979.
TOP RIGHT : The 1974–75 Potato Kings, with Bill Adams inhockey uniform at bottom left. Coach Tim Bliss is on the far
right, middle row, with manager Don Wishart beside him.

I had decided to take a chance on McCain
Foods, I guess my enthusiasm convinced
them to take a chance with me, and with
McCain. For many of them, it proved to
be a very satisfactory career.” As the years
went by, however, the company preferred
to hire inexperienced people rather than
recruit veterans from other companies.
“Training them ourselves, we have better
results,” McWhirter said. “More loyalty
and fewer bad habits.”
McWhirter enjoyed a challenge, andone of the biggest during the early years
was trying to persuade western Canadians to buy french fries processed in theeast. “We had a lot of fun in the 1960s selling in western Canada,” he told The Star.
“I mean, who wanted to buy a truckload of frozen potatoes from New Brunswick? The
first question from the distributor was, ‘Where the hell is Florenceville?’ Also, many
distributors said, ‘You’re crazy, McWhirter, we’ve got enough potatoes here in Manitoba and Alberta to satisfy us all.’” In addition to helping introduce McCain to western
Canada, McWhirter pioneered sales in Singapore, Australia, and the Caribbean.
Another important early recruit was Carl Ash, who joined McCain in 1965 ascomptroller. When Ash applied for the job, Harrison asked Ken Cossaboom, who
was then accountant for McCain, to speak with Ash and get back to Harrison withhis opinion. Cossaboom said, “The signature on his CV is ‘C. Ash.’ So I think he is theright man to handle the company’s finances.”
McCain Foods has been a financial success from the beginning. Its first operatingstatement, for the period ended May 31, 1957, showed a profit of $1,822, and the company
has made money ever since – an almost unheard of achievement. It was growing rapidly,
but rapid growth is no guarantee of increased profits. Costs must be kept under control.
Harrison and Wallace McCain knew that if they were to manage McCain’s growth effectively, they would need better financial information than they were getting.
At the time, Ash was manager of finance at the Dominion Bridge Company inMontreal. But he had grown up in Nova Scotia and New Brunswick and wanted toreturn to the Maritimes. Every year, he and his wife drove to Amherst, Nova Scotia,

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Harrison and Wallace on a
Thomas Equipment tree
shearer, 1969.

27

for their summer holidays. “There wasn’t any TransCanada Highway then,” Ash told The Star in 1987. “Themain road went right alongside the McCain plant. Eachyear I drove by, the company was larger. I always had in
my mind that at some point in my career I would liketo join a company that had started out small and was
expanding.”
In 1965, an employment agency was advertising for
a comptroller. The ad didn’t name the company but did
say it was located in northwestern New Brunswick neargood hunting and fishing. Recalls Ash: “I said, ‘It can
only be McCain Foods.’” After he applied for the job,
Wallace and Harrison McCain invited him for an interview and hired him.
The fly-fishing suited Ash, but the budgeting process
at McCain Foods needed work. One manual accounting
machine served the entire company. “They had virtually no systems at all,” Ash told The Star. “You have to plan where you are going andyou have to know what your costs are – it was a real challenge because there wasn’t
anything to start with.”
Ash designed the management control report (MCR), which Bruce Terry, who became director of finance in 1990 and later CFO of McCain Foods Limited, describes
as “the bible of the company.” Ash had been trained in standard cost accounting at
Dominion Bridge and he introduced that approach at McCain. “Standard costing
drives you toward understanding where you are overachieving and where you are
underachieving,” explains Terry. “Underachievement is where you are losing. So thisapproach allows you to identify and focus on the big issues.”
Bill Mabee, who was vice-president of finance and later succeeded Ash, played an
important role in the successful implementation of MCR, working with managers ofthe different functions within the company to help them get used to the new system.
“They all needed to learn to speak the language of the other disciplines,” he recalls.
Mabee spent a lot of time with Carl Morris translating McCain’s manufacturing processes into a system of administrative control.
Wallace and Harrison soon became strong believers in the MCR and used it tohelp them guide the company’s fortunes for more than four decades. “At every
monthly management meeting we combed through the variances in the MCR,” says

Wallace and Harrison at theFlorenceville plant, 1970.

28

From the Ground up

Terry. And the MCR created a low-cost mentality at McCain which, in Terry’s view, drove thecompany’s worldwide success. “In manufacturing, he who has the lowest costs wins. You haveto market, you have to do everything else right,
but if you can’t do it at the lowest cost, somebody else can ultimately copy you and takeaway your business.”
Yet another early hire who became a McCain
mainstay was Paul Dean, who arrived in 1959 totake charge of quality control. A native of upstate New York, Dean studied food science at the
University of Georgia and turned down eightjob offers to come to Florenceville and work for
McCain. Recruiting highly qualified individuals to come to out-of-the-way Florenceville has
always been a challenge but, in Dean’s case, thelocation was an attraction. He came for the climate, preferring the cool Canadianweather to what he would have experienced had he chosen to work for Coca-Cola in
Atlanta or one of the other U.S. companies that wanted him.
Like Carl Morris, Dean thought at first that the ambitious McCains might be overreaching. “Harrison would say he was going to be the largest french fry producer inthe world. I used to roll my eyes. I didn’t think it was possible because the Americans
were so big. But he had great single-mindedness of purpose. He put the blinders on,
and he was headed right that way.”
Dean echoes many employees who say that one of the satisfactions of working forthe company was the variety of the work. “It was management by crisis. You never
knew what you were going to be doing on a given day.”
There was an urgent purpose to it all – the desire to keep getting bigger and better.
But this came with a price: hard work that could wear a person down. “We couldn’t
get enough help,” Dean recalls. “We were always short of production people and supervisors. So we worked six or seven days a week. Harrison and Wallace worked thatway, and they expected everyone else to. I just got worn down.” Dean left McCain
for the federal government food research station at Kentville, Nova Scotia, where heworked for six years before returning to McCain.
Like Terry, Dean believes that attention to detail, especially on the cost side, has a

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Wallace and Harrison
discussing robotics in 1972.
By 2007, most of McCain’s
packing departments wereroboticized.

29Superfries, which quickly became a resounding success, increasing retail sales of
McCain fries by 30 percent. They are also a bestseller in Great Britain and Australia
as “Oven Chips” and in Europe as “1.2.3 Frites” or “Just Au Four.”

LEFT : Wallace and Harrison

listen as Carl Ash addresses
McCain employees at the
1977 Christmas party.
RIGHT : Carl Ash at his desk,

1987.

30

lot to do with the company’s success. At one point, Dean spent several months looking into whether McCain should make its own cheese for its pizzas rather than continue to rely on an outside supplier. Once he had everything figured out, including
the design for a production line, he took the proposal to Wallace, who immediately
spotted a flaw. It takes a hundred kilograms of milk to make twenty kilograms ofcheese. The rest is whey, a milky water that has little value (though in dried form, it isused in some food products). “Wallace saw right away that it would be too expensive
for us to try it,” says Dean. (Although McCain Foods did not end up making cheeseat its New Brunswick plants, it later bought several cheese plants in Ontario.)
Archie McLean came aboard in 1972 as vice-president of marketing, eventuallyrising to the position of president and CEO of McCain Foods Canada Ltd. Soon after
joining McCain, he found that 55 percent of consumers were preparing their frenchfries in the oven rather than deep-frying them, resulting in a french fry lacking incrispness.
“We should have a product that can be heated in the oven but tastes like it was
prepared in the deep fat fryer,” he said.
Carl Morris set to work in the test kitchen to turn McLean’s vision into reality. He
succeeded in developing a process that gave oven-prepared fries a deep-fried crispness and flavour. Part of the process was patented and, in 1975, McCain launched

From the Ground up

Part of the exhilaration of building McCain Foods was that it was a learning experience for everyone, including all its senior executives. Nobody in the company had
an MBA. Instead, the executive ranks were filled withyoung, energetic managers who weren’t afraid to try
new things and who knew how to learn from their
mistakes.
The first overseas employee hired was Charles “Mac”
McCarthy, who joined in 1965 to launch a British
branch of McCain Foods. He had a good job withan English frozen food processor, Eskimo Foods.
So why leave to join a risky foreign start-up? “It was
the people,” he says. “The people with Harrison andWallace – Andrew and Bob, Timmy Bliss, Carl Ash,
Carl Morris, Don Wishart, Bob Wishart, Paul Dean,
and lots more – all good fellows, all working hard, all enthusiastic, just a great crowd,
and none of us was a sophisticated business operator. We learned as we went on. We
had our experience, and that taught us what to do the next time.”
Good people are vital to building a great company, and so is money. Just as McCain
had the perfect timing for starting a frozen french fry company, so it was fortunate inits choice of banker. The Bank of Nova Scotia has strong roots in the Maritime provinces and is the most international of the Canadian banks. While some Canadianbanks dislike lending money against foreign receivables, Scotiabank, which had
branches in Jamaica before it had one in Toronto, tends to be more understandingof the needs of companies doing business internationally. Historically, says former
chairman Cedric Ritchie, the bank grew by financing the trade in sugar, rum, andmolasses from the south for codfish and lumber from the north.
Ritchie grew up in Upper Kent, near Florenceville, and started his banking careerin nearby Bath. He knew the McCains before he started his ascent up the executive
ladder, which culminated in his appointment as chairman and CEO in 1974, a position
he held until he retired in 1995.

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TOP : Archie “Only the Bold

Will Prosper” McLean, 1982.
mIDDLE : The launch ofSuperfries gave McCain its
most successful product to
date.
BOTTOm : Mac McCarthy,

1977.

31

“Without Cedric we could not have built this business,” says Wallace. “Mostly deals were done by phone,no big documents needed. There was trust. It helped
that he came from the same province, he knew where wecame from, he understood us and what we were doing.
He knew we were honest and responsible people.”
When Harrison travelled, he carried a letter signed by
Ritchie saying that the Bank of Nova Scotia would honour a cheque for any amount signed by Harrison McCain.
Bruce Terry tells of the time Harrison flew to Australia tobuy a business for $15 million with a cheque. The Australian company’s bank said it couldn’t accept a cheque forsuch a large amount. Harrison produced Ritchie’s letter,the banker called Canada, and the cheque was honoured.
Wallace’s son, Michael, who during the 1990s ran McCain’s
U.S. business, used to say that Harrison and Wallace had asimple financial strategy: 1-800-CALL-RITCHIE.
Cedric Ritchie says Wallace and Harrison inspired confidence from the first.
“They were likeable, ambitious, very energetic. They knew where they wanted to go,
and they knew how to get there. There wasn’t much grass growing under their feet.”
As a native of the Saint John River Valley, Ritchie is particularly impressed withthe economic benefits the success of McCain has brought to the area. “Potatoes area seasonal industry. The crop all comes off in six weeks in September and October.
Before McCain started, most of the crop was shipped to Montreal and Toronto. The
glut would reduce the price. McCain brought stability to the marketing and to theprice. More importantly, it brought the value-added processing to the area, and thatcreated steady employment. Before, it was all seasonal employment.”
The farmers obtained price stability by signing pre-season contracts to sell all orsome of their crop to McCain at a set price. The growers still had crop risk, but McCain
Foods took on the market risk. As it turned out, during most of the 1960s and 1970s,
the contract price was higher than the market price at the time of delivery.

The Florenceville plant in
winter, early 1970s.

From the beginning, transporting was a major problem for McCain. Florencevilleis far from the company’s major Canadian markets and as production levels soared

32

From the Ground up

Gail Seeley hands documents
to the driver of a Day & Ross
double trailer “B-train,” c.1970.

during the early years, getting the goods to the customers on time became increasingly difficult.
Elbert Day and Walter Ross founded Day & Ross in 1950. They had one truck
for hauling potatoes from New Brunswick to Quebec. Joe Palmer, a colourful New
Brunswick grower turned entrepreneur, later bought a share of the company. Once
the Florenceville factory was opened, it didn’t take long for McCain Foods to become
Day & Ross’s biggest customer. In 1965, it bought majority ownership of the company;
Palmer retained a small interest and stayed on as president.
As McCain grew, so did Day & Ross, and by the end of the 1960s it owned four
hundred trucks. The company had good returns for many years but then got into
financial difficulty. New management was later able to overcome those problems andreshape Day & Ross into one of Canada’s most successful trucking lines and a significant contributor to the overall success of McCain Foods.

As the 1960s began, McCain Foods’ sales were growing ever larger each year.
Florenceville was becoming more prosperous. The shops were bustling and people were driving newer cars. One payday, just to demonstrate the importance of
McCain to the local economy, the company paid everyone in two-dollar bills,
which soon overflowed the tills of the local storekeepers.
Harrison and Wallace weren’t paying themselves lavish salaries or dividends.

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33

TOP : The September 1967

edition of Executive magazine
featured the McCains.
BOTTOm : George McClure,

1970.

34

They were bringing home only $100 a week when employees
such as Frank Hickling were earning $150. Everything the company earned was being ploughed back into it. “Some people arein business to clip dividends or make a certain amount of profit,”
Harrison told Canadian Business magazine. “We’re in businessto grow.”
By the end of the 1960s, growth was well underway. In his
1968 Christmas message to employees, Harrison remarked that
McCain had already become the largest frozen vegetable company in Canada and one of the largest frozen french fry producers in the world.
Much bigger companies saw what the McCains were accomplishing and wanted in. Heinz, Imasco, General Foods, and others offered to buy McCain Foods. The brothers could have sold
and retired from fourteen-hour workdays to lives of leisure. “Wenever considered it,” says Wallace. “It never crossed our minds.”
For them, building a great business was more fun than sailing or
playing golf.
“You’re in love with the game,” Harrison explained to Executive magazine. “Thegame is action, what’s going on. There’s something new all the time – buying companies, building factories, hiring guys, motivating people, seeing advertising programs,
taking positions on commodities, borrowing money, settling lawsuits.”
George McClure, an economist who had held senior government positions, joined
McCain in 1970. He was attracted by the energy and optimism that the company’s
leaders brought to work with them every day. They were going to do big things andnothing was going to stand in their way. “It was a sense,” says McClure, “of ‘the world
is our oyster.’”
Maritimers are international traders. Their own home markets are too small tosustain large businesses, so they need to look elsewhere, not only west to the rest of
Canada but south to the United States and east across the Atlantic. It did not escape
the notice of the McCains that the freight rate from New Brunswick to England was
lower than the rate to Vancouver. Nor did they fail to observe that nobody was making any serious attempt to sell frozen french fries to the British, a nation of chip eaters. A vast market was there for the taking.
“Our dad was an exporter of seed potatoes and he taught us the world is small,”Harrison McCain told the Toronto Star in 1975. “We were lucky to have our vision of

From the Ground up

the whole world as a market. Our business succeeded because we didn’t want to sit
here on our arse in New Brunswick.”
Being part of the McCain team in its first decades was exhilarating, in part because
the McCains were so quick to pounce on new opportunities. “It was ready, fire, aim,”says McClure. “We were out to dominate the processed-potato business in the world.
It was a crazy goal but we just had an intuitive feeling that we could do it. It was aremarkable feeling, and you can’t duplicate that in many jobs … The best thing andthe thing that appealed to me most was a great sense of adventure.”
As the 1960s progressed and the company continued to grow, the McCains were
having far too much fun to even think about selling the company. The adventure wasjust beginning.

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Florenceville employeescelebrate McCain’s twentyfifth anniversary.

35

Special thanks also to ...
McCain has survived and thrived with the dedication andgenerous hard work of so many people over the years,
people whose contributions and stories would fill many
books. Some have been named and quoted in this one,or appear in the pictures.
Because there is not enough room to honour andacknowledge everyone, thirty long-term McCain employees and retirees were asked to name candidates for a list of

CANADAKen Antworth
Dwight Arbeau
Camile Beaulieu
Alberta Bell
Nelson BernierGeorge Bourgoin
Bob Brown
Ken Brown
Dan Chartier
Bob Chernecki
Tom Davidson
Wayne Devine
Steve Dowbiggin
Marie Giberson
Doug Howatt
Bob Hurst
Burt Inman
Harold Kilfoil
Gilles Laforge
Kevin Lelievre
Angus “Gus” Lyall
Claude Lord
Alden Lunn
Peter Mabee
Wanda McCarthy
Wilfred McCarthy
Dave McInroy
Ron Minty

36

From the Ground up

Alton Morrell
Ken Nichols
Elaine Norton
Dave O’Brien
Bev O’Keefe
David Parfitt
Ray Peterson
Jean Pinette
Madeline Post
Reg Reid
Arthur Rioux
Winston Ruff
Ken Seeley
Leonard SlippPeter Smith
Stan Spavold
Les Thomas
Allen Tompkins
Lloyd Tompkins
Jeff Vesey
John Walker
Bud White
Gilbert White
Gilbert Whittaker

employees who became legendary and who helped build
the company in some significant way. Many more could be
added to this list if space allowed.
The real aim of this list, however, is to convey to readersthat the success of McCain Foods Limited is based on many
more people, at all levels of the company, than those whoare given voice or face here.

UNITED KINGDoM

AUSTrALIA /Gussie Archer
Robin BattenPeter Beswick
John Collins
Geoff Dent
Pat DrummondPeter Eddleston
Dave Ferrar
Pam Hume
Colin Jenkinson
Julie Leivers
Allan Milton
Don Morris
John Sissens
Barry Tetley
Bob Thompson
Ernie Thompson

NEW ZEALAND

Warner Blake
Damien Varnis
Ian Wilmot
Bob Wilson
Trevor Wilson
CoNTINENTAL
EUroPE

Rinus Ars
Rob Buurma
Bram de Kok
Anton Roos
Ad TraasoTHEr

Pierre Chamas
Steve Prater

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37

CHAPTER TWO

Crossing the AtlAntiC

Harrison McCain stood on a hill in the seaside town of Scarborough, on England’s
Yorkshire coast, and stared in amazement. Then he turned to Wallace McCain and
Mac McCarthy and said, “You must both have been drunk when you bought thispiece of land.”The land in question was to be the site of a McCain Foods factory. On completion,in 1969, it would become the company’s first manufacturing facility outside Canada.
But it was hardly an ideal spot to build a frozen foods factory. The sloping terrain
would increase construction costs and result in awkward internal arrangements, suchas the cold storage area being almost two metres above the rest of the plant. However,it was the best site available at the time.
Scarborough, England, bears no resemblance to the sprawling suburb, part of theGreater Toronto megalopolis, that is its Canadian namesake. Rather, it is a beach resort on the North Sea with a permanent population of about fifty thousand, rising to
two hundred thousand in the summer.
It wasn’t the company’s first choice – that had been McCarthy’s hometown ofGrimsby, close to Lincolnshire’s potato country, where McCain Foods already had
an office. But no suitable site was available there and so the company settled on
Scarborough. Scarborough did have several advantages, including an abundant supply of both water and labour. Wastewater from the plant could be piped directly into
the North Sea. Also, Scarborough was in a depressed area where the British government was prepared, in an effort to attract industry and create jobs, to subsidize construction of factories. And its municipal council was eager to attract McCain because
a food processing plant would be an ideal complement to the short summer tourist industry that employed many female workers in hotels and restaurants for threemonths but left them without jobs the rest of the year.

c r o s s i n g t h e At l A n t i c

FACING PAGE : North Yorkshire,with the purple heather fieldsof the moor in the distance.

39

McCain’s first overseas plant
was in Scarborough, England.
Scarborough Castle, on the
North Yorkshire coast, can beseen at cliff’s edge.

40

In retrospect, the decision taken in 1967 to build a factory in Britain and becomea major producer of frozen food in that country was a masterstroke, a perfectly
timed move that would begin the transformation of a small Canadian company into
a global powerhouse. Of course, Wallace and Harrison McCain couldn’t know thatat the time. What they did know was that if McCain Foods was going to continue togrow, it had to expand outside Canada. Building a plant in Britain was a gamble, but
it seemed like one they had to make.
The alternative of expanding into the United States might, at first glance, seemthe more logical choice. After all, it was right next door, its people spoke the samelanguage, and it was the biggest french fry market in the world. The problem wasthat it was also the most competitive french fry market in the world. In the early
1950s, Simplot had led the way in developing the technology to make frozen frenchfries. Then, in 1960, Gilbert “Gib” Lamb, president of Lamb Weston, an important
producer of frozen peas, turned his attention to frozen potatoes. By the latter yearsof the 1960s, the two companies were well entrenched as the dominant frozen french
fry processors in the United States. McCain Foods didn’t have the financial muscle
to take them on.
Great Britain was a different story. Here was a nation of fifty million people, justa day’s trip from Florenceville. Its people also spoke the same language as Canadians

From the ground up– more or less. It didn’t matter that they called frenchfries “chips.” What mattered was that chips were oneof their favourite foods and per capita consumption ofthem was among the highest in the world. Best of all,the American french fry giants weren’t there in a big
way. “Our major competitors grew up in the UnitedStates and stayed in the United States,” explains McCain
Foods chairman Allison McCain, who worked for thecompany in Britain for sixteen years before returning
to Canada. “Because their own domestic market is solarge, they didn’t have as much need as we did to expand internationally.”
This didn’t mean that McCain had no competition in
Great Britain. Other companies were producing frozen
chips there, but the market wasn’t nearly as developed
as in the United States: McCain Foods could build a
new market for its products rather than having to wrest
existing market share from others.
Exporting to Great Britain from Canada was not a good long-term option after thepound sterling sharply devalued, as it meant Canadian-made products were not competitive in price with locally produced products. In addition, because of the primitive shipping methods of that era, McCain’s products often arrived badly damaged. If
McCain wanted to sell chips in Britain, it had to make chips in Britain.
McCain Foods was not a newcomer to the British market when it made the decision to build a factory. It had been present since 1960, when Harrison McCain went
over to try to unload surplus peas. At the time, McCarthy was production director forEskimo Foods, a processor of frozen fish, chicken, and vegetables. It just so happened
that Britain had a pea shortage just when McCain had a pea surplus. The young company urgently needed to sell the peas because it did not have the money to financeanother year’s production with the previous year’s still unsold.
“I wrote to the Canadian High Commission to give me addresses of people who
freeze peas in Canada,” says Mac, who insists on going by his nickname (indeed, being addressed as such testifies to the unusual degree of informality at McCain at thetime, especially in England). “One of them was McCain Foods. The very next day I
had a phone call from a fellow saying, ‘I’m Harrison McCain. Can I come and sell
you some peas?’”c r o s s i n g t h e At l A n t i cHarrison and Mac McCarthy,
1970.

41

Wallace and Harrison in 1967,
at the opening of Thomas
Equipment.

42

Surprised by the speed of the response, Mac replied,“I wrote only yesterday.”
Harrison said, “I haven’t got the letter. I’ve been in
London for a week.”“I believe in fate,” said Mac. “Come down now.
“I bought two hundred tons of peas from him,
which he was delighted to sell me. I later discovered
they had an excess from the year before, so it was very
good for them.”
The two businessmen had dinner together and then
Mac returned Harrison to his hotel. It was not one of
the grand London hotels that he would later frequent as
the company became more prosperous but a small inn with a few rooms over a pub.
By the time they got there, it was locked for the night.
“I took him to my house and he slept in one of the kids’ bedrooms,” says Mac. “We
stayed up until the early hours of the morning learning about each other, putting theworld to right, and I can clearly remember saying as he retired to go to bed, ‘I havenever met anyone who can speak so long and so fast as you.’“He said, ‘You should meet my brother, Wallace. He’s a ball of fire.’“I thought, ‘Gosh, the two of them together must be a real ball of fire.’”By selling Canadian-grown peas in Britain and forging a relationship with a
British wholesaler, Harrison McCain was groping his way toward the beachheadstrategy that would serve the company so well in the decades ahead: from that pointon, McCain always entered a new market by exporting product to it from its factories
elsewhere, thereby establishing a beachhead. Only when the McCain brand was wellestablished would it begin production in the new territory.
At first, however, McCain did not sell its own brand in Britain. Instead it shipped
french fries and other items produced at Florenceville to be sold under the brandsof Eskimo and other British packers. Every four months or so, Harrison McCain
showed up in England to make deals.
“Every time he came over, we met,” says Mac. “Sometimes he stayed with us. We
always did something together. He was always enthusiastic about everything he did,and I loved it. We became very, very close friends.”
Harrison decided he wanted Mac to work for McCain Foods – in Canada. He
refused. “The beer was too cold and there was no cricket and there wasn’t really the
football that I was used to here. It wasn’t my life. I didn’t want to do that.”

From the ground up

Mac had a better idea: he would stay in Britain, McCain would launch its own
operation there, and he would run it.
Harrison wasn’t sure that was a good idea. McCain was selling its products to foodpackers in the United Kingdom who might not appreciate a supplier going into competition with them. But McCain was going to lose that business anyway, replied Mac,because eventually the major companies would decide to process their own products.
In 1965, Mac came to North America on a business trip. “I went to see Harrisonand Wallace every weekend, and on the third weekend they agreed to start a company
in England.”And so, at the age of thirty-seven and with a wife and five children to support, Mac
left a good job with a strong company to launch the first foreign subsidiary of a small
Canadian food processor that nobody in Britain and even few Canadians had ever
heard of. Clearly, he had great confidence in the potential of the business.
McCain’s first U.K. headquarters was Mac’s Grimsby home, where his wife, Sheila,
handled phone calls, dealt with bills of lading for imported food from Canada, anddid the typing. He spent his days on the road trying to convince wary British restaurateurs of the merits of frozen chips. Those were his pioneering times, he recalls– years of long workdays and seven-day work weeks.
He relied on the same system of demonstrating the product in restaurant kitchensthat had worked so well in Canada, having been perfected by Dick McWhirter. It
was, Mac points out, the same system used for many years by door-to-door vacuum
cleaner salespeople: “You know, somebody comes in and vacuums the carpets. ‘Oh,
that’s a wonderful vacuum cleaner, I’ll buy it.’ Well, with our french fries, we would
go in and try to persuade the caterer to allow us to fry our french fries and compare
the quality and cost with the product they were using – usually chips made from fresh
potatoes.” Most restaurants in those days did not have freezers, and McCain would
sometimes supply one as a way of getting its frozen chips accepted.
In 1965, McCain bought the London-based company Caterpac, a group of twelve
frozen food distributors. The following year, the name was changed to McCain
International Ltd. and later to McCain Foods (GB) Ltd., when the Florencevillebased sales organization McCain International was established. McCain Foods GB
is responsible for Great Britain – England, Scotland, Wales – as well as for Northern
Ireland and the Republic of Ireland.
At first, Mac concentrated his efforts entirely on the food service industry, as thatwas the fastest way to acquire volume. Once demand had been created by selling to
the end users, McCain chose wholesalers to distribute the product.

c r o s s i n g t h e At l A n t i c

Ads targeting the foodservice industry, comparing
the advantages of McCain
frozen french fries withthose of fresh potatoes.
Ads top and middle,
1966–67; bottom, 1975.

43

In October 1965, Mac recruited Hal Kinder to join McCain’s new British venture asaccountant. Kinder, with remarkable foresight, could see that the fledgling Canadiancompany had a good chance at success. It was “in the right place at the right time,”
he recalled in a 1984 interview in the McCain’s Star. “The frozen french fry market in
Britain really hadn’t been exploited. The market was absolutely new … We had the
product and we had a unique way of selling the product.”
Good leadership is indispensable to both building a company and inspiring confidence in employees. In Mac, McCain Foods had chosen just the leader it needed tobuild the company in the United Kingdom. It was his presence that prompted Kinder
to leave a good job as chief accountant in a retail group of companies: “I can remember meeting Mac for the first time. It was really his personality and enthusiasmthat told me the company was going to succeed … Mac described the operation of
McCain Foods in Canada to me and said that the intentions were to develop a market from scratch for McCain Canadian products, which would lead eventually to an
investment in a manufacturing unit. This might take two years, three years, ten years– there was no real time frame planned. It depended on the success of the effort.”
At that time, Kinder was one of only four McCain employees based outside
Canada. The others were Mac, a secretary, and Harry Harrison, who handled orders
and logistics.
Just as the beachhead strategy was first developed for McCain’s U.K. and, later, Australian markets, so was the policy of exporting the company’s accumulated knowledge and expertise by sending experienced personnel from an established location to
help get things started at a new one. Shortly after Kinder came aboard, McCain sent
four people from Canada to train a British sales force in the end-user system.

LEFt : Construction of the

Scarborough plant begins:
Mac McCarthy at the sodbusting.
RIGht : The Scarboroughplant under construction,
as seen from the bottomof Havers Hill.

44

From the ground up

It worked. “Everybody involved in the company in those early days was so enthusiastic about the growing achievements,” said Kinder. “Each week and each month we
saw improvements on the previous period.”
The company’s intense focus on producing one product, french fries, for one market segment, the food service industry, enabled it to boost volumes quickly. Before
long, McCain had the problem every manufacturer wants – it couldn’t keep up withdemand. “We had to import all the product from Canada, and this was becoming aproblem in organizing the number of shipments that we needed to maintain supplies,
as the volumes were growing so quickly,” Kinder said.
And so, just two years after launching McCain Foods in Britain, the company
made the decision to build a factory. The plant in Scarborough would become, fora time, the largest french fry plant in the world outside North America. Although
the $2.6 million McCain invested does not seem so large in light of the far greaterc r o s s i n g t h e At l A n t i c

McCain joins in Scarborough’s
annual carnival in thesummer of 1968. Its float,
consisting of a tractor and a
Thomas Equipment harvester,announced the company’s
impending arrival.

45

LEFt : Mrs. A.D. McCain andher four sons – (left to right)
Wallace, Andrew, Bob, andHarrison – at the Scarboroughopening.
RIGht : Mac assists Mrs. A.D.

at the official unlocking of
the plant.

46

sums the company has invested in other countries since, it was nevertheless a big risk
– McCain wasn’t yet financially strong enough to sustain a major failure. If the factory failed, so would the company.
In early 1968, work started on the Scarborough hillside, and in March 1969 thefactory was ready. All four McCain brothers attended the opening ceremonies, alongwith their mother, Laura. It was a major event in the town and local dignitaries were
present to see Mrs. McCain unlock the plant door and proclaim, “May God bless thisfactory and all who work in it.”For the first few months, it seemed she hadn’t been heard. The Scarborough plant
experienced major problems, caused by equipment that didn’t work properly andby employees who didn’t know how to use the machinery that did work. “It was anightmare,” says Wallace McCain. Adds Mac: “It was the only bad time for me after
joining McCain.”
Almost every morning, the motors powering the apparatus in the potato-receiving
area were burnt out and needed to be rewound. The design of the steam boilers didn’t
allow for sufficient expansion, and so the ends sometimes blew off, halting production.
The peeler, which used caustic soda to soften the potato skins, frequently broke down.
And then there was the problem of waste disposal: french fry processing involves
getting rid of large quantities of potato peels.
The Scarborough operation pipes its effluent up the hill and then down into a
bay about three kilometres from the factory. But in the early days, the pump often
malfunctioned, flooding the plant with effluent. The pipe also broke several times,
causing even worse flooding. Even when the pump did work, it didn’t succeed in getting the waste out into the North Sea, where it could break down. Although peel andFrom the ground up

excess bits of potato were, in theory, supposed to be screened out before the effluent
was piped out to the ocean, in practice this didn’t always happen.
“We had loads of complaints about potato peels on the beach,” says Ken Wilmot,
who was production supervisor at the time and later became quality-control manager and then technical manager. “There was a rock formation on the sea side of thepipe discharge which held in everything and didn’t allow it to get out to sea. We had
to blast that rock away eventually so that the effluent could get taken out to sea.”(McCain has long since upgraded its waste treatment techniques. All suspended
solids are now removed before the effluent is pumped into the North Sea througha two-kilometre-long pipe. In 1997, measures were taken to ensure that European
Economic Community bathing-water standards for Scarborough beaches are sustained.)
The rough start-up was painful, but it was probably inevitable. McCain built the
Scarborough plant the same way it had built the Florenceville factory and the sameway it was building the company as a whole: through a process of trial and error. The
new factory was much larger than the one at Florenceville, and some of the machinery in it was the first of its kind. But Scarborough was an invaluable learning experience for McCain. The company put the lessons learned there to use immediately inbuilding another new plant, in Grand Falls, New Brunswick.
Harrison McCain had the problems in Scarborough on his mind at nine o’clock
one sunny Florenceville morning in the spring of 1970 when he walked over to the
production area to talk to Milford Kinney, one of his most experienced managers. As
Kinney recalls it, they sat down on a junk pile behind the plant.
Harrison said, “We’ve got trouble in England, and I want you to go and straighten itc r o s s i n g t h e At l A n t i c

LEFt : Margie and Wallace

McCain at the Scarboroughopening reception, along
with:mIddLE : Sheila and Mac

McCarthy, and
RIGht : Billie and Harrison

McCain.

47

Leaving for England: (left toright) Murray and Beatrice
Lovely, Dennis and Esme
Jesson, Milford and Margaret
Kinney, and Clarence andElaine Antworth.

48

out. I want you to go for a year. Take three people
with you – a supervisor for each shift and someguy you can train for a plant manager, and when
you get that done, you can come home. Comeand see me in Wallace’s office at one o’clock andtell me who you are going to take.”
This is but one example of the trait Kinney andmany other McCain employees cite as a reason forthe company’s rapid growth under the leadershipof the McCain brothers: quick decision making.
The McCains did not procrastinate when it cameto making decisions. Kinney didn’t feel he wasbeing ordered to go to England – just strongly
encouraged. “If you thought you could do a job,
you didn’t say no to them,” says Kinney, who waseighty-four in 2007. “I am sure if I had a good reason, I wouldn’t have had to go.”Murray Lovely and Clarence Antworth accompanied Kinney to England that fall,along with Dennis Jesson, an Englishman who had been hired in Britain and had been
training in Florenceville, most recently as cold store manager. (At the time, “cold store”
included freezing, packaging, and shipping the product.) Kinney became production
manager while Lovely and Antworth worked as shift supervisors. At the same time,
Mac McCarthy’s brother James, who had been plant manager at Scarborough, became
manager of the U.K. division of Thomas Equipment, McCain’s farm equipment company. Kinney, Lovely, and Antworth stayed for one french fry season, from August
to May 1971, when the factory ran out of potatoes to process. Back in Florenceville,
Lovely became legendary for his skill as plant manager at the flagship McCain factory,
where he trained many other plant managers from many countries.
Dennis Jesson stayed on as factory manager and eventually became production
director of the British company. Jesson was an Oxford graduate who had played
three varsity sports and was an Oxford Triple Blue. (A “blue” is awarded to athletes
at Oxford and Cambridge who compete at the highest level of university sport.) It
was often said that Jesson’s management style resembled his style on the rugby field,
where he let no obstacles stand in his way. Although rugby can be a brutal game, italso requires coordination of the roles of the fifteen players on the team. And, unlike
Canadian or American football, there are no timeouts.
Steve Bullock, a Yorkshire native who worked at Scarborough as training manager,

From the ground up

credits Jesson with bringing order to the Scarborough operation. Bullock cites, as
an example of Jesson’s practical approach to problem solving, his method of ensuring that the women selected to work on the trim table would not get overly excitedwhen a field mouse showed up among the potatoes. “Buy some mice and put themin a box,” Jesson ordered. “When you open the box, some of the women will scream.
Those are the ones we do not want on the trim belt. Send them to the packaging
department.”
Jesson had a simple strategy for overcoming problems and making a resounding
success of the Scarborough plant: bull-headed determination, careful organization,and non-stop work. If he hadn’t succeeded, McCain would not have been able tomeet the growing demand and might have lost its chance to claim a major share of
the British market. Jesson went on to become managing director of another french
fry company in England acquired by McCain, Potato Allied Services, in Grantham.
After his retirement, he helped launch a new McCain factory in Argentina.
Jim Evans, who joined McCain in 1967 in the engineering department at Florenceville, experienced a bit of culture shock when he started work in England notlong after the Scarborough plant opened. Florenceville may be rural and isolated, but
most of the workers at the original McCain factory had telephones and cars. Not sofor their Scarborough counterparts in 1970.
Evans, who was production manager for the day shift, sometimes arrived at work
to find a note left by the night manager noting a mishap that had occurred. “I couldn’t
just call him up to get more information, like I could in Canada,” says Evans. “Not justlabourers, even most of my supervisors were not ‘on the phone,’ as they said. So I had
to send somebody out to ‘knock him up’ before I went home so that I could talk to him

c r o s s i n g t h e At l A n t i c

Operations at the
Scarborough plant, 1971:(left to right) taking a sample
for grading; Dennis Jesson
and engineer John Irons; anunidentified technician in thecontrol room.

49

and find out what happened when, say, the end blew off
the pipe. And since hardly anyone had a car, the person
who went to get him would usually go on a bicycle.”

Scouting a field of a purpleflowered potato variety for
disease.

50

Lack of storage capacity at the plant was a major problem. The storage problems were compounded by thewide variety and erratic quality of the raw potatoes
coming into the plant. McCain has two grades of french
fry – the top or “McCain grade,” and a lower grade, usually containing a higher proportion of shorter fries, thatis packed under the Caterpac label in Britain, Favorita
in continental Europe, and Valley Farms in Canada andelsewhere. If the plant is depending on truck deliveries
and the suppliers can’t be counted on to deliver the desired grade, production is disrupted. And that’s what happened at Scarborough.
When the potatoes arrived at the plant, they were tested for size and colour. The
McCain-grade potatoes went in one bin and the lower grade ones in another. But thebins were relatively small – holding only enough potatoes for about two hours worthof processing. If the plant was processing chips to be sold under the McCain brandand too many trucks came in with the lower grade potatoes, there was no place to put
them. As well, the plant lacked space to store enough plastic bags and boxes to packthe finished product.
Most of the potatoes came from Yorkshire and the adjoining county of Lincolnshire,a journey of up to three hours. Trucks that didn’t arrive at the scheduled time could
cause production to stop if there weren’t enough raw potatoes on hand.
The raw materials were also a problem. English farmers, like the Canadian farmers in the Saint John River Valley, were used to producing table potatoes for the retailmarket: they weren’t set up to switch overnight to potatoes suitable for processing.
Cultural differences complicated matters. New Brunswick growers were often small
operators scraping out a living, eager to supply to an important new customer. The
English farms tended to be large estates, some of them centuries old, run by professional managers.
“These farmers were descended from families that had been in farming for hundreds of years,” recalls Evans. “The farmers would drive up in a Land Rover or a

From the ground up

Mercedes. They were used to growing certain varieties that suited their customers or
their type of earth or their part of the country, and some smartass guy from the colonies comes over and tells them to grow Russet Burbank. They said, in effect, to takea hike.” Although Russet Burbank was the preferred potato for french fries in North
America because of its length, it was not grown in Britain at the time.
French fry manufacturing then was labour intensive. Electronic defect removal
systems had not yet been invented, and McCain depended on short-term female labour to operate the trim table. The company invited prospective employees for coffee
at a local nightclub on Saturday mornings. Advertisements showing women in bikinis read “Come work with us for eight weeks and earn money for a vacation in thesun.” The workers were each offered a free hairdo and, because they had to stand forlong periods, the services of a chiropodist.
All the effort and aggravation of getting the Scarborough plant running smoothly
had a huge payoff for McCain. As the 1970s began, the company had the largest french
fry factory outside North America just when demand for that product was about
to take off, both in Britain and continental Europe. The same social and economic
trends that favoured the french fry business in North America were appearing acrossthe Atlantic. Women were entering the workforce in growing numbers, increasing
the demand for frozen food that could be quickly prepared after the work day.
To appeal to that same demand for convenience, the major fast food chains wereexpanding out of their North American base. Kentucky Fried Chicken (whichchanged its name to KFC in 1991), Burger King, and McDonald’s all set up shop in
Britain, and all three became McCain customers. Mac is especially proud that the
British branch made the first McCain sale anywhere to McDonald’s. The deal gavec r o s s i n g t h e At l A n t i c

LEFt : Harvesting potatoes

in England.
RIGht : Sampling potatoes

early in the growing cycle.
The number of tubers oneach plant is an indicatorof crop size.

51

LEFt : MacFries coming off

the line, late 1970s.
RIGht : Trimming in the earlydays was labour-intensive.
bELow : The Russet Burbank.

52

the company a boost because other potential buyers saw the success McDonald’s washaving using fries supplied by McCain.
Mac deserves credit for the McDonald’s breakthrough, according to Wallace McCain.
It helped that a U.K. dock strike was forcing McDonald’s to fly its fries in from Idaho
at high cost, making a local source of supply all the more attractive. At the same time,
he had to overcome a handicap in dealing with McDonald’s, namely that Harrison andWallace had seriously annoyed the chain’s top executives by refusing to let its representatives visit McCain’s Grand Falls factory. “We told them we knew how to make fries
and did not need them to check or teach us,” Wallace says. “Supplying them in the
United Kingdom broke the ice, also with the decision makers in Canada, the UnitedStates, and elsewhere.”
The fundamental characteristic of a chain is that customers are served the identical product no matter whether the outlet they enter is in Mexico City or Manchester.
This is what gives a chain its advantage over individual restaurants: a new outlet ofa ubiquitous chain like McDonald’s has loyal customers the day it opens its doors
because those customers have enjoyed its food in other locations. In contrast, a new
non-chain restaurant must build its business from scratch.
Because of its desire for uniformity, McDonald’s wanted Russet Burbank fries, justlike the ones it served in the United States. “Eventually,” says Mac, “we gave them
their Idaho potatoes right here in Yorkshire, but it took time.”
It wasn’t just a matter of picking up the phone and telling suppliers to start supplying Russet Burbank. If McCain wanted a new variety of potatoes produced in Britain,
it was up to McCain to develop seed potato production. Because of European plant
health regulations, North American potatoes could not be imported into Britain.

From the ground up

McCain was granted permission to import, under strict quarantine, just eight Russet
Burbank seed tubers. Over a period of five years, these were multiplied until there
was enough seed to grow potatoes for processing.
To make quality seed available to the contract growers, McCain bought a Scottish
seed potato company and established McCain Potatoes GB, in Montrose, Scotland.
The new subsidiary was successful and, because of McCain’s efforts, British growers
were able to produce Russet Burbanks for McDonald’s and for the rest of the rapidly
growing McCain Foods (GB) business.
Sales were so strong that the Scarborough plant was expanded in 1972, with theaddition of a second production line at a cost of $3.2 million, a dehydration line, andmore storage space. And when Scarborough could no longer satisfy the demand, thecompany opened a second British plant, at a cost of $16 million, in Whittlesey, a townof fifteen thousand in Cambridgeshire. This plant at the time was the largest frozen
food factory in the world, with an annual capacity of two hundred thousand metrictons of potatoes. Cedric Ritchie, then chairman of the Bank of Nova Scotia, officiatedat the opening.
Establishing itself as a major force in the British food industry made McCain aninternational company, and that had important repercussions. For one thing, it madethe company more attractive to Canadians as a place to work, since a job at McCain
Foods held the possibility of foreign travel.
Allison McCain had no intention of working in the family business when he visited England in 1975. He had lunch in London with his uncle Harrison McCain and
Mac McCarthy; they suggested he tour the Scarborough plant and the new one in
Whittlesey, which had just started production.

c r o s s i n g t h e At l A n t i c

LEFt : The pizza line in

Scarborough, c.1979.
RIGht : Mac adjudicating a

McCain pizza eating contest,
1980.

53

LEFt : Mac and Sheila

McCarthy with Wallace at the
opening of the Whittlesey
plant, 1976.
RIGht : Harrison speaking

at the Whittlesey opening
ceremony.

54

He was impressed. “The guys there were all excited about what they were doing.
I decided that’s the kind of environment I liked. I went home and I went to see Harrisonand said, ‘I want a job.’” The international aspect was a big attraction for Allison: “I had
the travel bug.”
For prospective British employees, McCain appealed for another reason: its informality and lack of bureaucracy. Nick Vermont became managing director of McCain GB
in 1998 and in 2005 was named regional CEO for Britain, Ireland, South Africa, andeastern Europe. He first joined the company in 1983 as the product manager for chips
after working for the catering division of British Rail. The British national railroad
was organized along military lines, he says, and “everything was done by numbers
and processes and procedures.
“British Rail was very slow and bureaucratic. I remember coming to my first interview at McCain. I was being interviewed by a senior product manager and hereported to the marketing director, who reported to the managing director, who reported to Harrison McCain. So it was a much flatter chain of command, and I knew
things would happen fast.”
Steve Bullock, retired personnel manager, and John Blackburn, retired training
manager, both joined McCain in the early 1970s, and both were impressed by the informality of the workplace. This reflected the personalities of the McCain brothers but
also that of Mac McCarthy. Although English, he had none of the stuffiness Canadians
sometimes associate with English people. He would stop and talk to everyone, regardless of their position in the company, and make sure everyone knew what was going on
and what management was thinking about. For example, if heavy rains were affecting
a harvest, employees would be warned of the problems they could expect.

From the ground up

In 1982, McCain bought the french fry plant of Potato Allied Services (PAS) in
Grantham from Salvesen Group, a refrigerated transport company. Working for acompany that is taken over by a competitor is always unnerving, and Graham Finn,
who had been with PAS since 1969, didn’t know what to expect. He was amazed by
the attitude of his new bosses when he first met Harrison McCain and Mac: “Herewere the owner of the company and the boss in England talking to you about thebusiness. They were absolutely awesome – they could talk about the FFA [free fattyacid] level in the fryer, asked you about the retention time and temperature in the
blancher, what your blanching losses were, your giveaways in the packaging department, the fan capacity and stack height in the potato storage, which Delta-T you
would normally use for ventilating. They knew everything there was to know about
our business.
“I remember coming out of the first meeting with them wet as a dish cloth. They
tested you, what you knew, what you thought. Salvesen’s would not know a potato
from a turnip; these guys knew more than you did. It was a complete revelation. The
transition went very smoothly.”
Finn liked the new environment so much that, as of 2007, he was still working for
McCain GB, as associate director of agriculture. As he recalls, what impressed him
and his colleagues most of all was that suddenly they were being treated as people.
“With PAS we were a number; with McCain we became persons, with names.”
The U.K. employees had a boss who was comfortable with North American informality. “There’s nobody in my company in Britain who called me anything but ‘Mac,’
whether they swept the floor of the factory or they were the marketing director,” Mac
McCarthy says. “I was ‘Mac’ to every single person. And Harrison was ‘Harrison’ andc r o s s i n g t h e At l A n t i c

toP LEFt : Opening of theWhittlesey plant: (left to right)
Harrison, Eleanor, Billie, Jed
Sutherland (Marie’s husband),Marie, Wallace, Margie, andPatrick Johnson (Eleanor’shusband).
toP RIGht : A tour groupat the plant opening stops
to watch the action at thetrim table.
bottom : Graham Finn,

associate director of
agriculture, 2007.

55

Wallace was ‘Wallace’ throughout the whole company. If you overstepped the markyou knew who was the boss, but there were no airs and graces.”
In the McCain philosophy, trying and failing is better than not trying at all. And
mistakes are all right as long as they aren’t repeated. Harrison McCain introduced
Nick Vermont to that philosophy during a meeting in 1984, a year after Vermont
joined the company as product manager for chips.
“I had run a consumer promotion that had come in something like five times overbudget in terms of redemption and therefore cost. And I had spent about two weeks
of sleepless nights wondering how I was going to tell Harrison this. And I gingerly got
up and did my presentation and in the end I said, ‘Well, I do have to confess that I got
it horribly wrong and it’s cost five times what it was budgeted for.’”Harrison replied, “Nick, Nick, I don’t mind if you were five times over budget,
don’t mind that at all, if it meant you sold five times as much, and I don’t mind anybody making a mistake once. But just never make the same mistake again.”

Nick Vermont, 2006.

56

From the ground up

Allison McCain held a series of jobs in Britain after being trained in Florencevilleand working for three years as manufacturing director in Australia. His first British
assignment was as plant manager at Scarborough. He then became director of manufacturing for McCain GB, deputy managing director, managing director, and finallyCEO. He points out that while the U.K. company had autonomy, “there was a Canadianflavour to it or, more precisely, a Harrison and Wallace style of management to it.
We’ve been able to take the best elements of what we do in Canada and apply themelsewhere without going in with a formula that says, ‘This is the way you are goingto do it.’“A lot of American companies have more control from head office. Instead, we
have a managing director reporting to head office and the other people reportingto him. I used that as a positive in England when I hired someone. I would say, ‘You
don’t have to worry about working for somebody in Canada, you work for me. I haveto worry about working for somebody in Canada.’”c r o s s i n g t h e At l A n t i c

An English potato field.

57

The ability to make decisions quickly gave McCain a
big advantage over its competitors. In the mid-1980s, theScarborough and Whittlesey plants had a severe problem
with potato blight, a devastating disease in which a fungus
causes internal rot. In the past, it has destroyed entire potato crops and led to mass starvation, as with the Irish potato famine of the 1840s, when one million people died.
The factories could control the advance of the diseaseby using fans in the potato storage areas, but they didn’t
have enough of them. “I remember going with Allison tosee Mac to tell him we needed to increase the fan capacity
promptly, and it would cost us ₤275,000,” says Finn. “Macunderstood immediately, and said, ‘Let me call Harrison
to give him a chance to have his input.’ He called and, ten
minutes later, said, ‘Okay guys, go ahead.’”
McCain gives out freesamples to launch its retailproducts in England, c.1976.

The building of the British and Australian businesses set a pattern that would be
followed wherever in the world McCain decided to go. The first step is to establish amarket by importing McCain products to sell to the food service industry. Then, if
the market potential is sufficient and good potatoes can be grown at a competitive
cost, McCain either builds or buys a factory to produce locally. The final step is toenter the retail market.
McCain entered the British retail market in 1976. Since then, its retail french fry
business has been hugely successful. Happily for McCain, the British supermarkets
were moving to central warehousing systems rather than requiring processors to ship
products directly to individual stores. This made it easier for a new competitor toenter the market because it would not have to acquire a fleet of trucks to deliver tohundreds of locations all over the United Kingdom.
Mac gives credit to Roger Lillyman, his first marketing director, for establishinga successful retail business in the United Kingdom. The big breakthrough occurredin 1978 when McCain GB launched Oven Chips, the British version of the productknown in Canada as Superfries. Although market research for fries that could bebaked in the oven wasn’t favourable, McCain had seen the success of the product inCanada and had confidence consumers would accept it once they understood they58

From the ground up

could have deep-fried taste without the inconvenience, smell, and dangerof deep-frying at home.
McCain succeeded in retail through consistent advertising, aggressive
selling, and product quality. By focusing on one product, Oven Chips,
McCain stole the frozen chip market away from its competitors, including Birds Eye, Findus, and Ross. Steady innovation helped increase boththe chip market and McCain’s share of it. The company relaunched Oven
Chips on a regular basis with new cuts and fresh marketing. And, in 1985,
it introduced Micro Chips, which could be prepared in the microwave.
During the late 1980s and early 1990s, although McCain’s retail business continued to grow, private labels were growing faster and overallmarket growth was declining. McCain revolutionized the market again
in 1997 by introducing McCain Home Fries, a thick-cut chip that usedcoating technology to deliver a crispy outside and a moist, fluffy texture
inside, just like a British homemade chip.
Home Fries were an overnight success. Despite an initial dip in Oven
Chip sales at the time of the launch, the total sales of Home Fries andOven Chips by 2007 was almost two and half times McCain’s chip sales
before the launch of Home Fries. Today McCain has more than a 50 percent share of the British frozen chip market, a share five times bigger than
the next brand. Private labels are McCain’s main competition.
“McCain in Great Britain today is primarily a potato business,” says
Nick Vermont, “but this hasn’t been for lack of trying other productcategories.” Indeed, buoyed by the success of Oven Chips, McCain GB
tried to establish itself as a broad frozen food business during the 1980s.
It launched a range of products, including pizza, ready meals, breakfast
meals, frozen orange juice, desserts, fish products, and snack foods. Someof these categories were already successful in Canada. But the same competitors that McCain had quickly beat in the french fry market were wellestablished and committed to these categories – and better prepared foranother attack from McCain. While McCain was a brand leader in theretail market for frozen pizza for many years, its other categories were notas successful and have since been dropped.
In 1983, McCain GB acquired Britfish, a frozen fish supplier in theYorkshire city of Hull. However, the competition from Birds Eye was toostrong and McCain decided to get out of the retail frozen fish market.

The evolution of Oven Chips: (top tobottom) 1985, the first health positioning– 40 percent less fat than deep frying; 1991,
the focus is on 5 percent fat and the use ofsunflower oil; 1998 sees a broader healthmessage; 2006, the It’s All Good campaign– just potatoes and sunflower oil.

c r o s s i n g t h e At l A n t i c

59

Today the Hull factory produces appetizers and finger foods for Britain and continental Europe.
McCain never sold any vegetable other than potatoes in the U.K. retail market,
though they were an important part of McCain’s food service assortment in the earlyyears of production in Scarborough. Eventually, McCain GB withdrew from vegetables to focus on its rapidly growing potato business.
McCain was also unsuccessful in its attempt to implant its farm equipment company, Thomas Equipment, in Britain. The Canadian harvesters weren’t well adapted
for English fields and soil conditions, and Bobcat, a U.S. company, proved a toughcompetitor against Thomas’s skid steer loaders.

Home Fries: (top to bottom)
1997, original launch
packaging; 2003, “Taste thechip from heaven!”; 2006, a
new look for the It’s All Good
campaign.

60

In the first years of the new century, the issue of health and its relationship to what
we eat became increasingly important both in North America and Europe, especially
Britain. Fast food, in particular fried foods, were attacked as unhealthy and as major
contributors to obesity, cancer, diabetes, and other ailments. Oven Chips had originallybeen promoted for their convenience. In 1985, well before the health issue rose to prominence, McCain GB repositioned its product as the healthy way to eat french fries.
Because french fries are a more significant part of the U.K. dining-at-home menu
than the North American, McCain, with its Oven Chips, has had a positive impact
on the British diet. In the past, most homes had a deep fryer, which produced muchgreasier chips while also risking burns and fires. McCain Oven Chips not only arehealthier than those deep-fried chips, they are safer. Oven Chips now account for
90 percent of all frozen chips sold in British stores. McCain estimates that since thelaunch of Oven Chips, some twenty million pans of fat, containing half a billion calories, have been removed from the British diet.
Although McCain had been selling a healthy french fry for nearly twenty years,
that wasn’t enough to overcome the barrage of negative publicity that came to a headin the spring of 2005. Chef Jamie Oliver’s “Jamie’s School Dinners” campaign was
aimed at improving the food served in schools, including reducing the amount offried foods. At the same time, scares involving food additives resulted in more thanfour hundred items being removed from store shelves. McCain products weren’t implicated, but these incidents weakened consumers’ confidence in convenience foods.
Politicians, doctors, nutritionists, and the food industry were all drawn into a national debate about health, obesity, and food quality. Critics of globalization jumped into

FROM THE GROUND UP

PHOTO NOT AVAILABLE FOR WEB

the fray, targeting international food brands for special abuse. McDonald’s became
the poster child for bad nutrition.
According to John Young, who became managing director of McCain GB in 2005,
frozen french fries have been “unfairly demonized, not based on any facts but on misguided perceptions.” Consumer research revealed that many people thought all chips
were high in fat, and many didn’t even know that Oven Chips were made from fresh
potatoes. For the first time in twenty-five years, the British retail market for frozen
chips stopped growing.
In September 2006, McCain relaunched the brand with a campaign based on theslogan “It’s all good.” The campaign included new packaging, new products, and new
advertising on TV, radio, and in movie theatres, as well as promotion through posters, the press, the internet, and points-of-sale. The goal was to overcome consumer
confusion and shatter the myth that all french fries are unhealthy.
“The simple premise,” says Young, “is that McCain is a good company making
good food from simple, wholesome ingredients simply prepared – it’s all good.”“McCain’s job,” says Sue Jefferson, McCain GB’s marketing director, “is to meet theneed of consumers. We have a history of responding to consumers’ needs. That’s why
we began using sunflower oil in 1988, when consumers asked for healthier choices. And
when consumers became concerned about genetically modified foods, McCain communicated that its retail chips were made from Maris Piper, a traditional British variety.
The big issue now is to give consumers the facts to help them make informed choices.”
McCain GB is a major force in the British food industry. It has won several awards
from McDonald’s. The trade publication for British grocers named it the best branded frozen food supplier three years in a row. In 2003, McCain’s Home Fries won

C R O S S I N G T H E AT L A N T I C

TOP LEFT : McCain

demonstrates potato growing
to schoolchildren in the
London borough of Hackneyas part of the It’s All Good
campaign.
TOP RIGHT : Commercial

still from the It’s All Good TV
campaign, 2006.

61

the Queen’s Award for Enterprise: Innovation. And, in 2005, McCain was named a
British superbrand by the Superbrands Organization, which promotes achievements
in branding.

AbovE : Print ads for the

So Good for You campaign,
which preceded the It’s All
Good campaign.

AbovE : The career of a chip:an It’s All Good campaign
print ad.

62

Peter Burman joined McCain in 1970 and has spent his entire career with the company, mostly in manufacturing jobs of increasing responsibility. He was responsible for production in Burgos, Spain, then became plant manager in Hoofddorp, theNetherlands; then manager of the pizza plant in Scarborough; manufacturing director for McCain Foods USA; manufacturing director of McCain Alimentaire in Harnes,
France; and then production director for McCain GB. In 2006, he was appointed theBritish company’s manufacturing and innovations director.
Burman exemplifies McCain’s manufacturing culture. Having started the process of management training and people development in Britain, he has seen manychanges, not least in processing technology. Larger scale production lines, automation, computerization, and electronic defect removal have dramatically increased
production per man-hour. Meanwhile, hot-air drying before frying and coating havesignificantly improved product quality.
Perhaps the biggest change Burman has witnessed is in the french fry market itself,from rapid growth to slow growth. “You just assumed it was going to keep growing
at 15 percent a year,” he says. “Because it was growing, the biggest problem was justsupplying sales and keeping up. But in later years, the problem is getting more sales
to keep the factories going.”
Ian Cameron, too, has had an international career with McCain. In 1972, Joe
Palmer hired him straight out of university to work for Day & Ross, McCain’s trucking company. Within a year, he had joined McCain Foods at Florenceville and later
worked as plant manager in Australia before becoming manufacturing director for
McCain Foods USA in Maine. In 1983, while Cameron was working in the UnitedStates, Harrison McCain asked him if he was interested in the position of factory
manager at the Whittlesey plant.
Cameron said, “Not really. I’ve been away from home for five years.”
Harrison said, “You’ll enjoy it. Just go for a couple of years, we’ll get somebody else
trained and you can come back.”
So Cameron agreed to go to England for two years. That was in 1983. In 2007, he
was still there. “Business was growing like mad; I had an important job. After a while,

From the ground up

Retired McCain GB employees with management, 2007. Front row: (left to right) Robin Negus, Peter Burman, Val Walker, Hal Kinder (retired),
Pam Procter, Mac McCarthy (retired),* Mick Baddley (retired),* Ken Campbell (retired), Ken Wilmot (retired).*Back row: Dave Chelley, Richard Harris (retired), John Young, Bob Briggs (retired),* Mick Robinson (retired), Steve Bullock (retired), Eion
Johnston, Dave Elliott (retired),* Malcolm Howes (retired), Fred Johnson (retired), John Blackburn (retired), Derek Hood (retired), Doug
Hague (retired),* Alan Pickup (retired),* Nick Vermont, Alan Drury (retired),* Ian Cameron.
Asterisks indicate retirees with thirty-five years or more of service. The other retirees all have between twenty-five and thirty-five years of service.

this became home.” He has never lost his Maritime accent, but he has two grown sons
who speak like the Englishmen they are.
Having worked in Australia and the United States under Wallace’s supervision,and in the United Kingdom under Harrison’s, Cameron is well placed to compare the two McCain brothers who built the company. “Wallace is more of an operations person. Dealing with Wallace, you had to justify every penny you spent,
whereas Harrison was a little bit less critical. When we had a meeting, he would
have more to say about marketing and sales. They were great as a team. I sat inmany meetings with either or both of them and also with Mac McCarthy, who waslike the third brother. They had enthusiasm and foresight. Sometimes you didn’t
have to have 99 percent of the facts. They would just say, ‘That’s the right thing todo, let’s do it.’”c r o s s i n g t h e At l A n t i c

63

By 2007, things were different. The company was much bigger,
and it was being run by professional managers who were responsible to the owners, rather than by the owners (and founders)
themselves. As a result, a decision on a capital expenditure thatmight have been approved after just one phone call now may
require board approval and inevitably takes longer.
Nevertheless, Britain, along with Australia, is one of the
McCain outposts where the original McCain company culture
remains strong. In both cases, there was a strong relationshipwith one of the founding brothers over many years. Both are also
English-speaking Commonwealth countries with close ties to
Canada.
“We say there is one culture [across McCain] but that is notexactly right,” says Vermont. “It depends on the extent of the influence Wallace and Harrison have had on those businesses, howlong those businesses have been part of McCain, how much they
have been added to by acquisitions, and the continuity of management.”
Britain was the first McCain operation outside Canada, andboth founders, in particular Harrison, spent a lot of time there.
Their influence persists. Vermont worked with Harrison fornearly twenty years, and several others who were or are still active in the company also worked with him for a long time. Several either came from or worked in
Florenceville at some point in their careers.
The success of McCain in Britain paved the way for the success that followed incontinental Europe. McCain used its U.K. products to build a beachhead on the continent before it began production there.
The head of the U.K. operation played a vital role in establishing the European
operations as vice-chairman of the European companies. “Mac looked and sounded
British but spoke and acted European” says Tony van Leersum, who became managing director for Europe in 1978. “In those years, when the company allowed us only
one transatlantic phone call per week, Mac was Mr. McCain–in–Europe for us, andthe best coach you could wish for.”
McCain could not have made a better choice to lead its first foreign venture. He
was referred to as the “third McCain” because he had the same combination of energy, decisiveness, and bluntness that made Harrison and Wallace such a formidable

Allison McCain, 2004.

64

From the ground up

force in building their company. “Mac had a temper, but
he was so motivating, everybody would do anything forhim,” says Ken Wilmot.
Howard Mann, who preceded Dale Morrison as president and CEO of McCain Foods Limited, paid tribute tothis “third McCain” when Mac retired in 1998, praising him
for his ability to get to the core of complex issues. “One of
his great strengths is his willingness to give a clear, concise
opinion – he is a very difficult man to misunderstand.”Not only was Mac passionately devoted to his work, he
was also a philanthropist with a keen interest in both theatre and sports. He was president of local cricket clubs andthe driving force behind the building of a live theatre venue in Scarborough. He involved the company in community causes, reflected today in the name of Scarborough’s
soccer arena: McCain Stadium.
“I was fortunate to go to the United Kingdom as manufacturing director working for Mac McCarthy,” says
Allison McCain. “I am certain the mix of McCain and
McCarthy made us one of the early leaders in the United
Kingdom of progressive management practice. McCain
GB was always considered to be the ‘jewel in the crown’ of the group – it was profitable, growing, and very solid. I suspect that was extremely important in the early daysof our expansion internationally. It gave us the confidence and the resources to push
farther into Europe.
“I enjoyed my years at GB. It’s a wonderful country. The people made the work
fun: they were experienced, extremely loyal, and proud of their success – and justifiably so.”
McCarthy served in key roles in several British food organizations. In 1993, Queen
Elizabeth invested him as Commander of the British Empire in recognition of his
contribution to the British food industry. He was made Honorary Freeman of the
Borough of Scarborough in 1996.
As McCain Foods grew and expanded around the globe, clashes arose between
the corporate head office in Canada, which wanted modern, unified systems to link
the branches, and the heads of the local operations, who guarded their autonomy.
None was more jealous of his autonomy than Mac. Take, for example, the initiativec r o s s i n g t h e At l A n t i c

toP : Mac McCarthy, 1988.
bottom : Mac McCarthy wasawarded the Commander ofthe British Empire, New Year’s
Eve 1993 honours list.

65Canadian, eh?
During a royal visit to New Brunswick, then premier Frank
McKenna mentioned to Prince Charles that the province
is the home base of an important multinational company,
McCain Foods.
Not so, replied the Prince. He was well acquainted with
McCain, he said, and knew it was a British company.
The Prince’s error was a common one. In fact, few people know that the world’s largest producer of french fries
originated in the Maritime province of New Brunswick andstill maintains factories there and offices in the village ofFlorenceville.
Mac McCarthy recalls a meeting attended by a British
agriculture minister who cited “the great example of that
British company McCain Foods, which started from small
beginnings in Scarborough.”
Informed McCain was Canadian, he shot back, “It’s not. I
know the people there, and it’s definitely an English company.”
Tony van Leersum remembers flying from Florenceville to
Chicago in 1985 with Harrison and Wallace McCain to try to

66

From the ground up

persuade McDonald’s CEO Fred Turner to buy McCain frenchfries. “You must be tired after that long flight,” Turner said.
The McCain executives were baffled by the comment until
they realized that Turner assumed they had flown in fromBritain where, he thought, McCain had its head office.
Unlike IKEA, which makes a point in its advertising to
identify itself as Swedish, McCain has chosen not to emphasize its origins. This, says Nick Vermont, CEO of McCain
Foods GB, “is a reflection of the considerable autonomy eachof the local companies has had in the areas of marketing
and advertising and the way in which the brand is presented to the consumer. We found that consumers in
Britain do not think of McCain as being Canadian – British
or perhaps Scottish, but certainly not Canadian.”
Harrison McCain cared about whether people bought his
product, not whether they knew the company’s nationality:“We’re a British company in Britain and a Canadian company
in Canada.”

in the early part of the 1980s to centralize the company’s
financial administration. The various McCain companies
around the world were asked to send their financial figures by satellite to Florenceville, where a monthly profitand-loss statement was to be created. Mac refused.
“No financial figures leave our office before I have had
a look at them and agree with the conclusions,” he said.
“Not even to Harrison. I will not agree to anything thatmeans that Harrison will have figures before I have seen
and agreed to them.” The program was not implemented.
(By 2007, however, 97 percent of McCain’s transactions
worldwide were being processed at the Florenceville Data Processing Centre, buteach operating managing director or president sees the results before they are published in Canada.)
Yet, Mac did understand the need to change with the times. In 1996, Anil Rastogi,
corporate vice-president and chief information officer, wanted the U.K. operation tobuy £300,000 worth of personal computers. He was told, “Mac will never agree todo this.” So Rastogi went to see him in England. He entered the office prepared for adifficult hour of explaining. Mac started by asking him why McCain should spend somuch money on new computers. Rastogi, in five minutes, summed up his reasons.
Mac said, “We cannot stop progress, can we?” and authorized the expenditure on
the spot.
Success in business never happens without risk, the risk being the possibility of failure. Mac McCarthy took a risk when he left a secure job to launch a small, unknown
Canadian company in Britain. The McCains also took a risk in Britain and continued
to take risks as they planted the McCain flag around the world. “For many years, maybe ten, as with any small business growing rapidly, you bet the bundle every year, year
after year,” Harrison McCain told Executive magazine in 1984. “If you’re wrong once,
you’re out. We kept pushing the business as hard as we could, borrowing all we could,
building and borrowing and building. We were risking it all on deal after deal.”
By successfully establishing itself in Britain, McCain Foods acquired a strong position in a market twice the size of its home market. And just across the English
Channel, there were more deals to make and other markets to conquer.

c r o s s i n g t h e At l A n t i c

AbovE : Mac and Wallace.
FACING PAGE : Harrisonand Mac at the Scarboroughplant. Mac has just received
his twenty-five-year pin.

67

CHAPTER THREE

Across the chAnnel

It was a sunny day in August 1971 and George McClure was about to leave for the
Netherlands to launch the continental European division of McCain Foods. McClure;
his wife, Donna; and their four children were sitting in a car in the driveway ofHarrison McCain’s house in Florenceville. In a couple of minutes they would be on
the highway en route to the Fredericton airport, the first leg of a trip that would end
in Amsterdam.
As their driver turned the ignition, Harrison McCain leaned into the car andlooked McClure in the eyes. “I guess I should tell you what your mandate is,” he said.
“Your mandate is to dominate the frozen french fry business in Europe.”
The recollection brings a smile to McClure’s face. “That was so typical of Harrison,”he says. “It was the only instruction I ever got.”
Some mandate. A small food-processing company based in a New Brunswick village was supposed to dominate a vast, multilingual continent with a population of
more than four hundred million. It didn’t faze Harrison McCain that the continent heproposed to dominate with McCain french fries was where the french fry had been
invented, about 170 years earlier.
Nobody knows the genius’s name, but it’s generally accepted by culinary historians that it was a Belgian, sometime around the start of the nineteenth century,
who first dropped a potato strip into boiling fat, thereby creating the first frite.
“We call them French fries, but they really are Belgian fries,” says Jean Bernou,
who is French.
Bernou heads McCain’s European operations, presiding over a division that, in
2005, had almost $900 million in sales and spans thirty-five countries and twentyfour languages. McCain operates eight factories on the continent, including one at

Across the chAnnel

FACING PAGE : A potato

field and traditional windmillin the Netherlands.

69

Annemarie Oosterhoff Harbo,
country manager, Denmark.

70

Matougues, in France’s Champagne district. It is themost modern McCain factory anywhere, producing
thirty metric tons of fries an hour.
In the fall of 1971, however, McCain had no European
factories and no European customers. It didn’t evenhave an office. Its European operations consisted of one
employee, thirty-five-year-old George McClure, working out of his house in the Netherlands. The employee
had an impressive title – managing director of McCain
Europa – but he had never sold a french fry, or anythingelse for that matter, in his life.
McClure did, however, have a wealth of experiencein academia and the civil service. After serving in theRoyal Canadian Navy, he had obtained a PhD in economics from the University of California. He worked as an economic planner forthe state of Hawaii; was a management consultant; taught at the Royal Military
College in Kingston, Ontario; served as an economic advisor to the Nova Scotia
government; and then was appointed Atlantic program director for the federal department of regional economic expansion. In that capacity, he chaired a federal–provincial committee on Atlantic transportation. At a meeting in Fredericton in
1969, Harrison McCain made a presentation on behalf of Day & Ross. As usual,
Harrison made a strong impression. “He was,” recalls McClure, “energetic, dynamic,
and self-confident.”
McClure must have made a good impression too because Harrison invited him todinner. Afterward, Harrison told McClure, “Keep in touch. Keep in touch,” repeating
himself, as was his habit.
McClure had already decided he wanted to switch to the private sector. “I knewthat if I stayed in government too long, it would be hard to leave,” he says. “I was looking around and I got a call from Harrison, who asked me to consider McCain Foods.”
He went to Florenceville to talk to Harrison and Wallace. Moving from Ottawa to avillage in New Brunswick wasn’t a problem for McClure because he was used to small
towns, having grown up in Georgetown, Ontario. The drawback was the size of thecompany – by big business standards, McCain Foods, with only $40 million in annual sales, was still small potatoes.
“But I just had a gut feeling,” McClure says. “These guys were going places. They
were optimistic, ambitious, hard driving. You just had a sense when you met them that

From the Ground up

you had met somebody special.” The other attraction was the prospect ofliving abroad later, which appealed to both McClure and his wife.
He started work in July 1970 as Harrison’s assistant and spent thenext few months learning all aspects of the business, from agriculture
to sales, and did some acquisitions for Day & Ross. In January 1971,
Harrison sent him on a scouting mission to Europe. Harrison said, “Putyour hands in your pockets and just walk around Europe and learn all
you can about potato growing and potato processing.”
Most of Europe’s potatoes are produced in the northern part ofthe continent. So McClure went to the Netherlands, Belgium, France,
Germany, Denmark, and Sweden and talked to everyone he could find
who knew something about potatoes and potato processing. He learned
that the Netherlands was the heart of the European potato industry. It
had the best soil and the best climate for potatoes, and it produced themmore efficiently than other European countries. The Netherlands is small, but mostof its land is arable, and it was growing twice as many potatoes as all of Canada andas much as Germany or France.
When he returned to Canada, McClure prepared a report on his findings. To his
delight, Wallace and Harrison read it immediately. “That is very flattering to an employee,” McClure says. “I have worked for other organizations and written detailed
reports and nobody would read them for weeks and weeks. Harrison and Wallace
always had a sense of urgency. They were very responsive.”
In the 1980s, Harrison and Wallace decided they would each oversee different
foreign markets, with Harrison assuming responsibility for Europe. But in the earlydays, they were still running the whole company together. So it was a joint decision ofboth brothers, following McClure’s report, to make the Netherlands McCain’s base ofoperations in Europe even though Germany and France were the largest markets.
McClure and Harrison McCain both thought being an outsider was an advantage
for McCain Foods. Despite the existence of the European Economic Community,
few companies in the 1970s operated across Europe. “We didn’t have any baggage,”says McClure. “We decided we would be Europe-wide and would look at Europe as asingle market. A lot of companies weren’t thinking that way.”
McClure didn’t know anybody in the Netherlands, so he went to the Canadian embassy in The Hague to see if it could offer any help. The commercial officer there wasgoing on home leave for two months, and he offered McClure the use of his office.
The officer’s assistant helped with communications and arranging appointments.

Across the chAnnel

George McClure and his
family, 1971.

71

Medaillon D’Or: McCain
Europa BV received a gold
medal from a European foodorganization for its frozen
mini pizzas, 1981. Pictured are
Harrison; Iet van den Boom,the first female manager
at McCain; and Tony van
Leersum.

72

McCain had a two-pronged strategy. First it would dowhat it had done in England, Australia, and the UnitedStates: establish a beachhead by shipping in McCain
products from elsewhere and trying to sell them. One
shipload arrived from Canada, and subsequent ones
came from the Scarborough plant in England. Second– and this was a departure from what had been done
in England – instead of building a processing plant,
McCain would try to buy one or more existing plants.
This would be quicker than building a new plant andwould come with a customer base.
McClure had left a prestigious job, one that wasworthy of a PhD in economics, in which he dispensed economic advice to cabinet
ministers. Now here he was on the streets of Amsterdam, knocking on the doors ofrestaurants, trying to persuade skeptical Dutch cooks of the virtues of frozen frenchfries from Canada.
It wasn’t easy, especially when the combination of freight charges and import duties made the McCain product more expensive than locally produced french fries.
“It was very discouraging,” says McClure, “because the prices were high and people
would say, ‘Why do we need french fries from Canada? We’ve got the biggest french
fry processors in Europe right here in the Netherlands.’”
He had to convince the chefs that the frozen fries were of better quality and moreconvenient than the chilled fries – which were cooked and delivered the same day andhad a shelf life of only a few days – that many of them were using. With persistence,
McClure succeeded in getting some orders and arranged for a distributor with a cold
storage warehouse in the port city of Rotterdam to handle the McCain products.
The next step was to hire two salesmen, Dick van Dalen in the Netherlands andPierre Jar in Belgium, and an assistant, Iet van den Boom, who could communicate
with customers in Dutch, English, French, or German. Now McClure could focus
on his main job: building a McCain presence on the continent by buying existing
factories.
He started negotiating with two french fry processors. One, Huzo, was locatedin Lewedorp, in Zeeland province, while the other, Favorita, was in the town of
Werkendam, in the province of North Brabant. “The Werkendam factory wasn’tvery good,” says McClure, “but we were desperate to get a base.” Tim Bliss, vicepresident of engineering, came over from Florenceville to look at the factory andFrom the Ground up

decided that, with a few upgrades, it would be workable. Harrison McCain and Mac
McCarthy also had a look and agreed the Werkendam plant would do as McCain’s
initial European base.
The factory had Dutch management and Turkish workers. Anton de Boef, who
was skilled both in factory management and sales, had worked for the previous owners and stayed on as director of sales.
Wayne Hanscom, who arrived in the Netherlands a year later to be the accountant for the European operation, has vivid memories of the Werkendam plant. “It
was in an industrial zone, with other buildings and plants all around it,” he recounts.
“Our office was in a trailer next to the plant. George was in there, and me and a secretary. If I walked from my end of the trailer, the whole thing tipped, and if George
walked to my end, it would tip. So the three of us had to be careful how we positioned ourselves.”
With Werkendam in place as a McCain factory, McClure turned his attention to
Lewedorp, and the deal with Huzo was sealed two months later. John Huige, son of
one of the brothers who had owned the Lewedorp plant, stayed as manager. Bothdeals cost McCain less than it would have cost to build new plants. With the two
acquisitions, McCain overnight became a player in the french fry business in four
countries. Each plant had different customers in the Netherlands. Favorita also didbusiness in Germany, while Huzo shipped french fries to Belgium and France.
With imports continuing from Scarborough, the company now had three plants
manufacturing product to sell in Europe. However, the English potatoes could not
be mixed with the Dutch Bintje potatoes because the English potatoes had whiteflesh while the Dutch ones had yellow. So the English shipments were earmarked

Across the chAnnel

LEFT : The Werkendam plant,

1972. The office is in the
trailer to the right of thefactory.
RIGHT : A truck carrying aload of potatoes arrives atthe Werkendam factory.

73German sales team in 1981 ata meeting in the resort townof Winterberg. Front row: (leftto right) Yke Veraart, Hartmut
Boesch, Richard Flor, Gisela
Muenker, Johanna Christine
Goenner, Reinhard Schacht,
A. Harrison of Benton andBowles, Tony van Leersum.
Back row: (left to right)
Dieter Weinreich, Edgar Thiel,
Stefan Mieth, Roland Zwick,
Leo Deiting, Josef Schmidt,
Friedbert Schelling.

74

for France, and the Dutch production
was shipped to other European countries where consumers preferred yellowfleshed potatoes.
For every successful acquisition, there
are usually several that don’t succeed.
The German plant owned and operatedby Ernst and Hildegard Schnetkamp
is one such example. Ernst had been
captured by Canadian soldiers in 1945,and he liked to say, “Now you’re trying to capture me again.” That was because McCain Foods badly wanted his
plant. George McClure and later Tonyvan Leersum made repeated visits, trying their best to make a deal, and Harrison McCain visited the Schnetkamps several
times, but they refused to sell.
In 1972, McClure hired a multilingual American, Percival Stybr, as sales manager
for all of Europe, leaving John Huige to concentrate on agriculture and manufacturing. Styber’s job was to build a sales team in the major markets of Germany andFrance and to supervise the expansion of McCain into other countries, including
Italy, Austria, and Denmark. By now, McCain was one of the few companies that had
sales in more than half a dozen European countries.
It was around this time that Hanscom, a New Brunswick native, showed up at
McClure’s house. He had been working as accountant for McCain’s Australian operation, which, like Europe, was in its start-up stage. Hanscom was in his twenties andmore interested in exploring the world than building a career. He had joined McCain
in Australia, where he had been working for an accounting firm. Before that, he had
been in Florenceville working on McCain’s books while employed by a Canadianaccounting firm. Wallace McCain, on his way home from Japan, interviewed Hanscom
on a park bench in Melbourne and offered him the job.
Hanscom accepted on the understanding that it was temporary. When he announced he was leaving, informing Wallace that he and his wife, Margaret, were going to travel overland to Europe via India, Afghanistan, Iran, and Turkey, Wallace
told him that if he could get to the Netherlands in four months, he could go to work
there for McClure. Hanscom agreed.

From the Ground up

Hanscom was a slim man, and the rigours of the journey left him even slimmer; by
the time he got to the Netherlands, he weighed fifty-five kilograms, the same weightas the two suitcases he was carrying. He arrived just before Christmas as McClureand family were about to depart for a holiday in Spain. Recalls McClure: “I gave him
the keys to the mini and the house and said, ‘Settle in and put some weight on.’”Hanscom remembers his time in the Netherlands as a great learning experience.
“George was the best mentor you could ever imagine. He would confide in you,bounce ideas off you.” The only problem was that McClure liked to get up early,
and sometimes he wanted to talk to Hanscom right away. “Once he phoned me at
4.30 am. He wanted me to meet him for a walk on the dike because he had an idea
he wanted to discuss. George is a war historian. We are walking along and he’s telling me a story about the Battle of Waterloo, and somehow it was an analogy aboutsomething we were going to do. I said, ‘Did you really have to get me up here at 4:30
in the morning to talk about the Battle of Waterloo?’ But I felt very privileged that
he would talk to me and confide in me. Despite all his education, you could have agood time with him.”
Hanscom’s business education was also furthered by attendance at monthly
management meetings of the European company. Either Harrison or Wallace usually attended these meetings, often accompanied by Mac McCarthy. Sometimes, themeetings lasted all day and into the night. One of the most memorable involved a
discussion of whether McCain should operate under its own name in Germany orwhether it should adopt a German name. It was a passionate debate, with most of
those present adamant that “McCain” wouldn’t do as a brand in Germany: it was
too English for the Germans, and a Germanic name was needed instead. By 8 pm,

Across the chAnnel

LEFT : George McClure (left)and Harrison McCain (right)
with the Schnetkamp familyin Muenster, Germany, c.1985.
RIGHT : Lewedorp, 1983.

A worker sorts potatoes as
Paul van der Wel (thirdfrom left) and John Huige(far right) look on. The
Canadian ambassador to
the Netherlands is standing
next to Huige.

75the matter still wasn’t settled. Harrison
McCain, as was often the case at suchmeetings, hadn’t said much, preferring
to listen as the conversation went backand forth and take a few notes.
Finally, he intervened. “Boys,” he said,“that was a great conversation. Great.
Lotta input. Now here’s what we’re going to do. We’re going to call it McCain.
We’re going to call it McCain. Now let’s
go and eat.”
Today, McCain products, bearing the
McCain brand, have a strong position inGermany’s retail market for frozen foods.
McClure understood from the start
that, if McCain was to be a major force
in Europe, much of that success would
have to come from France. Along with Germany and Italy, France has one of thelargest populations in western Europe, potatoes are an important part of the French
diet, and the country has an important potato-growing region. In the early 1970s,
McClure and Hanscom scouted France, looking for a site to build a plant. But thecompany decided to put the project on hold since it was planning to build a second
British plant, to open at Whittlesey in 1976, that could supply the French market for
the time being.

TOP : Harrison the horse,

Mac McCarthy, Harrison
the man, Herman Verloop(managing director, McCain
Europa BV), and Henk van
Tuyl after the purchase of
the Hoofddorp factory, 1978.
BOTTOM : The Hoofddorp

factory, 1978.

76

Early one morning in the mid-1970s, McClure and Harrison McCain drove up to
see Henk van Tuyl, in Gameren, about an hour from the Amsterdam airport. Van
Tuyl owned the largest potato business in the Netherlands and had three french fry
factories. Harrison wanted to buy the business. He decided on a direct approach.
“Mr. van Tuyl,” he said, “I want to buy your factory, and I’ll give you good money for
it now. If you don’t sell it to us now, we may come back later, but don’t expect to get
the same price.”
Van Tuyl wasn’t at all impressed by the overconfident Canadian in the black fedora. Van Tuyl was a proud man, and he wasn’t used to being talked to in that way.

From the Ground up

Nor was he going to do business with Harrison McCain.
But in 1978, finding himself short of cash, he decided tosell his Hoofddorp french fry plant. He sent his secondin command, Tony van Leersum, to the United States tolook for a buyer. Cargill, the huge U.S. agriculture company, was one possibility; Simplot was another. The one
company Van Leersum had been ordered not to talk to
was McCain.
In the international potato business, word travels
fast. Mac McCarthy had heard that Van Leersum wasin the United States and suspected he might be trying
to sell a french fry factory. McCarthy alerted Harrison,
who phoned Van Leersum in Othello, Washington, where he was trying to interest
french fry company owner Pete Taggares in the Dutch plant.
He said, “Mr. Van Leersum, we hear you are in the United States and that this ispossibly about finding a partner for your business, as this is not the best year thatyou’ve had in potatoes. Why don’t you come over to Boston, and I’ll have somebody
pick you up in our plane, and I’ll put you on the next plane back home. Let’s havea talk.”Van Leersum now was faced with a dilemma. Cargill and Simplot had expressedinterest but neither was prepared yet to make an offer. The Van Tuyl business needed a cash infusion immediately. Van Leersum knew Harrison’s earlier meeting with
Van Tuyl hadn’t gone well. Nevertheless, Van Leersum decided to disregard his
boss’s orders and go to Florenceville to see what McCain had to say. Harrison said
he would have a serious offer ready in two weeks and wanted to conclude a deal
quickly. So Van Leersum went home and persuaded Van Tuyl to give the Canadiancompany another chance.
A week later, Harrison went to Amsterdam to meet with Van Tuyl. This time,
instead of bluntly making a take-it-or-leave-it offer, he raised what he knew was
Van Tuyl’s favourite subject: horses. Van Tuyl owned seventy-five of them. Harrison
said, “If we do a deal, you have to give me one of your horses.”
Van Tuyl was delighted at this. Wallace paid a quick visit, and the deal was madethe next day. At a celebratory dinner, Van Tuyl presented McCain with a piece of
paper, transferring ownership of the tallest horse in his stable. The horse had been renamed Harrison. “I am giving you the horse FOB,” he said, meaning that the receiverwould have to pay the freight.

Across the chAnnel

Tony van Leersum, Harrison,and George McClure,
Rotterdam, 1978.

77

Harrison never took delivery of Harrison the horse,
but McCain Foods did take delivery of Van Leersum,
who agreed to stay on at the Hoofddorp plant for acouple of months to ensure a smooth transition andinstead spent the rest of his career working for McCain,in a variety of roles. When Harrison hired him, he told
Van Leersum, “You work for me, but you also have tosatisfy my brother. Whatever Wallace tells you to do,that is also my decision.”
McClure, who had never intended to stay in Europe
permanently, returned to Canada in 1975. One morningin 1978, Van Leersum got a call from Harrison, in Paris.
McClure’s successor had departed the night before and Harrison wanted to offer thejob of managing director for Europe to Van Leersum. “We have booked you on aflight for Paris. It’s leaving in an hour,” he said.
Van Leersum’s first job as managing director was one he had little taste for. A
French distributor, Pomona, had exclusive rights to McCain products in France.
These products, coming from the English plants, with their more modern equipment,
were superior to the product coming out of McCain’s Dutch plants. Harrison had
decided he wanted to supply France from the Netherlands and that Pomona would
no longer have exclusive rights to McCain’s fries but would have to share the McCain
rights with the two French distributors for the Van Tuyl company. This decision reflected McCain’s position as the company with the best potato-processing technology
in Europe. It was now strong enough to insist on the most advantageous terms foritself in its arrangements with distributors.
Harrison McCain, McCarthy, and Van Leersum arrived at the Pomona office tomeet with the company’s officials. It was only as they were walking up the stairs that
McCain told Van Leersum that it was he who would have to inform Pomona of the
new arrangement. The meeting was warm and friendly until Van Leersum broke thebad news. Pomona, not surprisingly, was unhappy with the decision. Although it
nominally remained a distributor, for several years afterward it made little effort to sell
McCain’s products. As of 2007, however, a good relationship had been re-establishedand Pomona was once again a valued McCain customer.
By this time, the attention of the leadership of McCain Foods was focused on
France. Van Leersum’s mandate was to expand the company’s presence there. McCain
incorporated in France as McCain Alimentaire, and Van Leersum became the first

TOP : Truck advertising“three-star” french fries, atthe Harnes factory, 1981.
BOTTOM : Francis Dupont,

managing director, McCain
Alimentaire, 1981.

78

From the Ground uppresident of the French company, dividing his time between the Dutch and French offices.
After leaving Europe, George McClure headed
McCain’s U.S. operation, then left the company to go
back into public service with the government. But in
1979, he came back as vice-president of corporate development. One of his jobs was to help McCain get established in potato processing in France. The company
was growing rapidly on the continent for the same reasons it had grown in Canada and Britain – the spread ofquick-service restaurants and the movement of women
into the work force, which triggered greater demandfor quick meal preparation at home. It needed more capacity to meet the demand;the question was where to put it. Germany was the largest market, but it was ruledout because costs were higher there. The company already had three plants in the
Netherlands. France seemed the logical choice.
“France had a huge potato production that was totally untapped by processors,”
explains McClure, who ended up commuting for sixteen months between Canada
and France in search of a site. He engaged the help of Alain Thiers, the former secretary of the French Potato Growers Association. Thiers, who had been a member of
the French army’s last horse-mounted cavalry operation during the war in Algeria,
knew everyone in the French potato industry. With his help, McClure looked at potential sites in all the potato-growing areas but could not settle on one.
One day, McClure and Thiers were driving through Harnes, in the northwest partof the country near the Belgian border, when they spotted a large copper wire factorywith a for sale sign on it. McClure pulled over. The building was about the size of
McCain’s new plants in Canada and Great Britain, and he wanted to show Thiers,
who had never seen a modern french fry factory, how big such a factory was.
The copper wire plant had high ceilings and plenty of land around it. It dawnedon McClure that this might be just what he was looking for. Tim Bliss came from
Florenceville to have a look, as did Wallace and Harrison McCain and Mac McCarthy.
They all agreed with McClure. But they knew that doing business in France was not aseasy as doing business in Canada or Britain, as the French government imposed moreregulations that limit the freedom of action of private business. So McCain Foods, rather than buy the factory, bought an option to buy it. “We wanted to see what problems
we would have with the French government,” says McClure. “And there were lots.”

Across the chAnnel

TOP : The Harnes factory in

2000, a potato field in theforeground.
BOTTOM : Cor Koster, chiefof operations for continental
Europe, 1986.

79

LEFT : Gilles Lessard, Harrison,

Claude Charland (thenCanadian ambassador toFrance), Paul van der Wel,
Harnes, 1989.
RIGHT : The Beaumarais

factory in Bethune, France.

80

McClure contacted the French government’s regional development agency. He explained that McCain was proposing to invest $30 million to create a manufacturing
facility that would employ 120 people to process French-grown potatoes, many ofwhich would be exported to other countries. Naturally, the officials were pleased andsaid they would be happy to approve the project. “The only constraint we are going to
put on this,” McClure was told, “is that you must have a French majority partner.”
McClure replied, “That’s a non-starter for us. We are family owned and we haveno partners.”“I’m sorry, Mr. McClure, that’s our policy. Any foreign investors must have a
French majority partner.”
McClure said no, and the discussion ended.
McClure and Thiers went to see the Charlie Moizard, a potato grower who waspresident of the Potato Growers Association in that region of France. They knew
they had to get the potato growers on McCain’s side if they were to budge the government’s stance. They decided to take a group of French potato farmers to Britain to see
McCain’s operations there.
Twenty French farmers went to Scarborough, where they were hosted by Mac
McCarthy. He gave them a tour of the plant and introduced them to English potato
growers, who praised McCain Foods as a good customer. Once back in France, thegrowers began to put pressure on the government.
McClure’s task was complicated by the fact that the project involved French gov-

From the Ground up

ernment agencies in the fields of agriculture, energy, finance, the environment,
and transportation, as well as local municipal officials. The various government
agencies did not communicate among
themselves, so any piece of correspondence had to be copied and hand delivered to each of them.
McClure had another meeting withthe development agency. He was told
there had been a change in the government’s position. McCain could go ahead
with its investment in France as long as
it had a French minority investor. Again
McClure said no.
“We then got more and more of the French growers involved and got them toturn more and more heat on the French government. Finally, the French government agreed that we could be 100 percent foreign investment. That was very unusual, particularly in the food and agriculture sector, because they look at that aspart of France.”
Some of the McCain people were concerned about the local political situation.
The French Communist Party was powerful in the region, and the Harnes mayor
was Communist. But the mayor was as keen as any other politician would have been
to get new economic development. “I will help you hire people who are not troublemakers,” he promised.
McCain proceeded to convert the copper wire plant at Harnes into a state-of-the-art
french fry factory. When it opened in 1981, not only was the manufacturing equipment
the best available, so was the environmental technology that purified the wastewater
before it left the plant. In processing, water is used in washing, transporting, and cutting the potatoes, leaving the water with bits of potato and starch in it. If it is released
untreated into a river or lake, the wastewater consumes oxygen needed by the plants
and wildlife in that river or lake. So the water has to be clarified, a process that releases
methane gas. At Harnes, McCain employs an anaerobic system that cleans the waterand recovers the methane, feeding it back into the factory to provide energy.
All the effort of getting permission to build in France turned out to be well
worth it. The opening of the Harnes plant launched McCain as a major player

Across the chAnnel

Jean Bernou, CEO forcontinental Europe, with
Anne-Sophie Fontaine, thesales director for France, in a
French supermarket, 2006.

81

in the French food industry. By 2007, France had become McCain’s biggest European market, with thecompany holding strong positions in the retail as wellas quick-service and other restaurant markets. It wasworth it for the French government as well, and notjust because of the economic boost to local farmers.
Because the Harnes plant was the most environmentally advanced in France, it became a showpiece towhich government officials proudly brought a steadystream of visitors.
Before the Harnes factory was built, André Bonduelle,president of the largest vegetable canning and freezing
company in France, had warned Harrison McCain andTony van Leersum that the French farmers could notprovide raw materials as good as the Dutch potatoes
McCain was used to. At first, it seemed he was right: all
the potatoes McCain shipped from the Harnes area tothe Hoofddorp factory for testing were rejected.
The French growers considered the contract prices McCain was offering too low
and the Dutch quality conditions too strict. They put a full page ad in the local paper,
La Voix du Nord, urging farmers not to supply McCain. As a result, no contracts weresigned and the factory used potatoes from the Netherlands and Belgium. But that
couldn’t be a permanent solution. The company hired Michel Delaître, himself a former grower, as potato procurement manager. It also brought in its own agronomists
to work with the growers. As of 2007, the potatoes supplied by the French growers
were, on average, even better than those produced by their Dutch counterparts.

Paul van der Wel, CEO,Continental Europe, 1991.

If you had business qualifications and experience and you came into contact withHarrison McCain and made a positive impression, the chances were good you would
get a job offer. Even on purely social occasions, Harrison had business at the back of
his mind, and he was always on the lookout for talent to help make McCain Foods
the world’s largest french fry producer. George McClure was hired after he chaired
a meeting Harrison attended. Paul van der Wel became a McCain executive after attempting to sell McCain some fish processing factories.

82

From the Ground up

In 1980, Van der Wel was general manager of
Associated Fisheries of Canada, a New Brunswick fishprocessor that was selling factories in various partsof the Maritimes. He met with Harrison and Wallace
McCain to try to make deal. A week later, Harrison
called him and said McCain didn’t want the factories
but it did want Van der Wel.
In 1981, Van der Wel joined as manager of special
projects, based in Florenceville. But the multilingual Van
der Wel was destined to help McCain Foods in its drive
to dominate Europe. Soon after joining the company, he
was sent to the Netherlands to take over as managing
director of McCain Foods Holland, with responsibility
for the Netherlands and four other countries.
Van der Wel had been born and raised in the Netherlands, where he attended the State Agricultural College.
He then completed his education in Canada, obtaininga BSc in food management from McGill and an MBA in international business from
Hamilton’s McMaster University. He worked for several Canadian companies before
the McCain job sent him back to the Netherlands. There, Van der Wel found a European division that was “in the starting blocks” but not yet racing down the track. The
main problem, in his opinion, was that McCain in Europe was “a production-driven
culture, as opposed to a marketing culture.”
What is the difference? In a production-driven culture, the emphasis is on selling
what is produced, rather than on producing what the market tells the sales force it
wants. “A marketing attitude says that you must adjust your agriculture and quality
control to what the market wants,” explains Van der Wel. “If you don’t have the best
potatoes, you have to make compromises, but in general, quality goes above production efficiency. You have to satisfy the needs of the consumer. Otherwise yourreputation goes down the tubes.” The problem existed, Van der Wel thought, because
McCain had taken over European operations in which the production mindset wasstrongly imbued. This attitude was the natural result of an era in which production
employees were focused on the need to keep up with demand. Van der Wel set it as
his task to instill a marketing culture in his employees.
McCain at the time was based in the Netherlands, with three factories there. But themost potential for growth and profit was in Germany, and so that is where Van der Wel

Across the chAnnel

The McCain booth at the1998 Intercool food fairin Düsseldorf. The display
celebrated McCain’s twentyfifth year in food service inGermany and its twentiethyear in the retail market.

83

Opening of the Lelystad
plant, 1997: Harrison; Folkert
Sneep, managing director for
northern Europe; and Howard
Mann, president and CEO,
McCain Foods Limited.

84

focused his attention. “There are more people and moremoney in Germany, and the Germans pay more for quality
than the Dutch,” says Van der Wel. As well, German consumers prefer to prepare their french fries in the oven.
“The value-added is higher in oven fries than in regular ones,” says Van der Wel. “They are more difficult to
produce, so competitors can’t copy you as readily, andyou have a competitive advantage, which you can market
in an advertising campaign, building yourself a strong
market position. In the Netherlands, we could not do that
because there was not the money to advertise, and the demand for oven fries was much lower than in Germany.”
To become intimately acquainted with the German market, Van der Wel spent six
weeks there, travelling with each of McCain’s German salespersons. This allowed him
to see stores and restaurants, to meet customers, and to evaluate the strengths of thesales force. After that, he went to Germany every other week.
In 1983, Van der Wel became CEO for McCain Foods for Europe, including France,
which had been under separate management before. At the same time, Tony van
Leersum moved to Florenceville to take on responsibility for corporate developmentin Europe and the Middle East. He also served as McDonald’s international accountmanager.
The following years were a time of rapid growth for McCain in Europe, with sales
over a ten-year period ballooning from $70 million to $450 million. The growth was
the result of increasing the market for french fries, introducing many new products,
and acquiring new businesses. These included a frozen food company, Frima, withproduction facilities in Ostend and Grobbendonk, Belgium, which became McCain
Frima NV; and Beaumarais, a fries and potato-flake manufacturer in Bethune, France,near Harnes. In 1988, McCain spent $33 million to double production at Harnes.
And in 1991, McCain picked up its fourth french fry plant in the Netherlands, in the
town of Lelystad.
Van der Wel cites several reasons for McCain’s rapid growth. For one, the senior
management team collaborated well and were all committed to rapid expansion.
Van der Wel has worked at several major food companies but at McCain he experienced “by far the best teamwork I ever had in my career.” Also, McCain wasentering big markets – Germany, France, and Italy – that were underdeveloped inprocessed potatoes.

From the Ground up

A strategic decision by Harrison and Wallace was another important factor. They
differentiated McCain from competing companies by strongly supporting their own
brand rather than private labels. “That requires heavy investments in marketing,which reduced short-term profitability, but it was an excellent long-term decisionbecause it is now very profitable,” says Van der Wel. “We were marketers. The competition were merchandisers.”
Sometimes, however, marketing doesn’t work the way it’s supposed to. The selling
point of oven fries is that they have less fat and less odour than their fried counterparts. In the early 1980s, an advertising agency came up with a French TV commercial
that showed a poodle coming into the kitchen while fries were being prepared. The
dog has its tail in the air when fries are in the oven, but when the dog comes back into
the kitchen and the fryer is going, he runs away in disgust.
“It got the prize for the least effective commercial in Europe,” says Van der Wel. “You
don’t identify human food with dogs. It was humorous, but it didn’t work at all. And
it was premature for France because the French weren’t interested in oven fries.” Theadvertising agency and marketing director were both fired. “We lost a lot of money.
McCain was down the drain. We couldn’t get listings, we couldn’t get distribution. Later,
we changed our whole approach to fried french fries in France.”
Another miscue occurred in Germany with a new product, onion-flavoured hashbrowns called Rösti Ecken. The art on the package showed six triangular potato pieces.
But the equipment in the plant making them couldn’t be relied on to produce six per
package. Although the total weight of the package contents was accurate, sometimes
there were seven pieces instead of six. “The Germans are meticulous,” says Van der Wel.
“They want what is inside to be the same as what is shown on the bag. If the bag shows

Across the chAnnel

LEFT : The 1984 fire at the

Lewedorp factory reduced
the building to a burnt-out
shell. The ground is litteredwith potatoes.
RIGHT : Jan van der Neut-

Kolfschoten, chief engineer,
Europe; Paul van der Wel; andHarrison at the site of the fire.

85

six, that’s what they want – not seven. I got thousandsof complaints. When you are in the consumer marketingbusiness, you don’t make those mistakes.”
An important aspect of the McCain philosophy isthat problems exist to be overcome. Rather than being demoralized by setbacks, the company’s founders
were energized by them. Van der Wel was called at one
o’clock on a Saturday morning in February 1984 by the
Lewedorp plant manager, who reported that part of
the factory was on fire – but that it didn’t look too bad.
Later, he called to say that the wind had picked up andthe fire had spread to the roof. By the time Van der Wel
got there, three hours later, the building was destroyed.
That afternoon, Van der Wel called Harrison McCain
with the bad news. Harrison said, “Paul, make a proposal. We are going to rebuild.” Van der Wel, along withJohn Huige and his production and engineering people,
wrote up a proposal indicating what had to be done
and what it would cost. He sent it by telex on Monday.
Within twenty-four hours, he got a telex in reply. It read
“Please proceed.”
The rebuilt – and much improved – factory wasrunning six months later. The episode, Van der Wel told The Star later, was “anexample of McCain spirit and true cooperation and of very fast decision making,”
as well as an example of the confidence the company’s leadership had in its regional
management.
A high point of Van der Wel’s McCain career was the surprising success of McCain
fries in Italy, the land of pasta. McCain’s sales went from four thousand metric tons offrench fries a year to forty thousand metric tons during the 1980s. Some of the credit,
Van der Wel believes, should go to Pope John Paul II. The Vatican owns several restaurants, which played host to thousands of potato-eating tourists from Poland after
the Polish Pope was elected in 1978. “We sold the Vatican restaurants hundreds oftons of french fries,” says Van der Wel. “The Vatican was our best customer.”
More important than the Pope to McCain’s fortunes in Italy was Rolando Palazzi,
who has represented McCain there since 1976. Palazzi first met Harrison McCain in
1956, when Palazzi was a boy of fifteen. McCain Foods had been in business just a few

Rolando Palazzi (right)
receives the Best Partnerof the Decade award from
Jean Bernou, 2005.

86

From the Ground up

months when Harrison decided to scout business opportunities in Europe. Palazzi’s
father, Nino, ran one of the best restaurants in Rome and also catered for airlines, including the now defunct Canadian Pacific Airlines. Someone at the airline suggested
to Harrison that he contact Palazzi. They talked about the food business, and Palazzi
introduced his young son to the Canadian visitor.
In the mid-1970s, Rolando Palazzi was working for a state-owned frozen foodcompany that was doing business with Favorita, one of the Dutch plants purchased
by McCain. Anton de Boef, who joined McCain when that factory was acquired,wanted someone to represent the company in Italy. Palazzi decided to quit his job andgo into business for himself as a distributor. His first supplier was McCain.
In his first year, he sold four hundred metric tons of french fries for McCain.
PomFrit, a Dutch company represented by another Italian agent, sold nine hundred
metric tons. As of 2007, McCain’s Italian sales were ten times those of its Dutch
competitor.
Such success was the fruit of much hard labour. To help build up the Italian market, Anton de Boef and later Tony van Leersum spent eight or more days per monthcriss-crossing the country with Palazzi setting up a distribution network. When theweather made it too dangerous to cross the mountains at night, they slept in the car.
By 2007, McCain was selling more than thirty potato products in Italy. Its Italianbusiness was being managed by twelve area managers and 250 distributors servicing
thousands of restaurants. Italy is unusual in that the quick-service chains have notdone as well as they have in most other industrialized countries. McDonald’s operates in Italy, but it doesn’t have many outlets and the food service industry remains
dominated by independent restaurants.
The end-user system – demonstrating the advantages of McCain frozen fries tochefs – has been instrumental in cementing the company’s dominant position in the
Italian food service industry. This has been achieved even though competitors canoffer lower prices. McCain has been able to get the message across that a small additional cost per portion is worth it for the better quality. Just as the proprietary name
Kleenex has come to mean a tissue, so the McCain brand has become synonymouswith french fries in the Italian food service industry. “Give me one McCain means
give me one case of french fries,” says Palazzi.
In an ideal world McCain would make french fries only under its own brand, but
in the real world it can’t avoid the private-label business entirely. Supermarkets want
low-cost products bearing their own labels, and if McCain won’t provide them, thecompetition will. The acquisition of Beaumarais in 1986 gave McCain two factories:

Across the chAnnel

Alain Olivier, CFO forcontinental Europe, 2002.

87

Left to right: Folkert Sneep,
CEO, northern and central
Europe; Michael Figeac, CEO,southern Europe; and Gilles
Lessard, CEO, continental
Europe, 1996.

88

the one in Beaumarais, and a second, PAS, in England,
producing fries for private labels. “Buying Beaumarais
was very good for us,” says Van der Wel, “because it allowed us to compete with the Dutch and Belgian companies with a low overhead company that could sell big
contracts to private-label customers and still keep ourmarket share.”An important contributor in organizing the financial
affairs of McCain Alimentaire in France and later theEuropean operation as a whole was Alain Olivier, whojoined McCain in 1982. Olivier was working for Xerox in
the Netherlands when a recruiter approached him with
the news that a job as financial director of an international food company was available in his native France.
Told the company’s product was french fries, Olivier
said he wasn’t interested – he didn’t think a company
producing such an unsophisticated product had much of a future.
However, after hearing from his Dutch colleagues of McCain’s reputation for highquality products, he accepted an invitation to Florenceville for an interview. There,
Wallace and Harrison McCain, along with Carl Ash, now vice-president of finance,changed his mind, and Olivier went to work for McCain Alimentaire. He was shocked
to find no proper financial procedures in place for such basic functions as invoicing
and payments. He had been told in Florenceville that McCain was an entrepreneurial
company. Maybe, he now thought, it was too entrepreneurial.
But the informal management style had its advantages. Olivier recalls an occasion
on which, two years after he joined, McCain Alimentaire had a cash shortage of six
million French francs. Harrison told him to call Wim Broer, his counterpart at theDutch company, and ask for the money. One phone call and the cash was transferred
immediately.
Olivier later took on the job of financial director for Beaumarais while continuing to perform the same function for McCain Alimentaire. Later he became CFO
for McCain, continental Europe. He retired in 2007 and was replaced by a Belgian,
Erwin Pardon, who had been managing director for northern Europe.
Olivier has vivid memories of meetings with Harrison McCain, who went toFrance on a regular basis. Harrison would expect every manager to understand thefigures in the management control report, even if they were not directly related to that

From the Ground up

manager’s field. In meetings, if Olivier wanted to answer
one of Harrison’s questions, he was often told: “Alain, I
know that you can explain this figure, but don’t tell me. I
want to know whether others know, because that’s what
we pay them for.”In another management meeting, Harrison, dissatisfied with the company’s progress in penetrating the
French retail market, dropped the news that he had
recruited a Canadian, Gilles Lessard, to head McCain
Alimentaire and that Francis Dupont, president of
McCain Alimentaire, would be running Beaumarais instead. Olivier believes it was news to everybody present,
including Dupont.
Lessard came to McCain from the Quebec supermarket chain Metro-Richelieu, where he had been assistantto the chief operating officer, with responsibility for frozen foods. He went for interviews at Florenceville, where Harrison told him of his
frustration with two failed attempts to launch oven-prepared french fries in France’s
retail market. After talking with Lessard for a couple of hours, Harrison opened thedoor between his office and that of his brother so that Wallace could have a shortmeeting with Lessard. Then Harrison went into Wallace’s office and shut the door,leaving Lessard alone. Five minutes later he came back and said, “Gilles, my brotherand I just had a board meeting, and you should consider yourself hired as the president of McCain Alimentaire. Of course, we will speak with our managing director[Van der Wel] for continental Europe, but you should prepare yourself to go overthere ASAP.”A Paris advertising agency had advised McCain that its anglophone name precluded any possibility of success in the French retail market. Harrison McCain responded that if the agency could guarantee success, he would change the brand to
the non-anglophone name of McCainski. The agency declined and McCain did notuse its services.
Gilles Lessard didn’t think the problem was the McCain name. The reason ovenprepared french fries were a hit in the United Kingdom, the Netherlands, andGermany, and not in France was that the northern Europeans preferred to avoid deep
frying, while the French liked it. The French used the deep fat fryer at home for otherfoods as well and did not mind the odour or fat content as much.

Across the chAnnel

The northern Europe
management team in 1996:(left to right) John Huige,
Hans van Rouwendaal,
Sylvia Patijn-Lodewijks,
Cees van Rijn, Kees Oreel,Frank van Schaayk.

89

LEFT : Celebrating McCain’s

first contract with Polishpotato growers.
RIGHT : The Polish sales force

Lessard decided to launch a better quality frozen french fry for deep frying at
home. He put them in an attractive retail package with a premium price. It worked.
The new McCain fries took the French retail market by storm.

on a team-building rockclimbing expedition led by
Edgar Thiel, a sales manager

Despite the existence of a customs union and a common currency that is shared bymany of its countries, Europe remains a complex market. Differences persist in cuisines, language, consumer behaviour, working habits, laws, market structures, anddistribution systems. In 1989, when the Berlin Wall came down, Van der Wel’s job as
the head of McCain Europa became more complex still. Overnight, Communist East
Germany joined capitalist West Germany. The West German retail stores McCain was
supplying rushed into the former East Germany. They bought land and started building, but they couldn’t wait to start selling. So they erected tents with freezers to sellfrozen food supplied by McCain.
It fell upon Van der Wel to train a group of East German salespeople. Inevitably,
there were culture clashes. The salespeople he hired were accustomed to driving
Trabants, two-cylinder East German cars infamous for being noisy, slow, and prone
to falling apart. McCain gave them brand new Volkswagen Golfs as company cars.
The East Germans were thrilled by the power and speed of their new vehicles – too
thrilled, as it turned out. “Within a month, most of them had driven their cars intoa tree or ditch,” recounts Van der Wel. “Nobody got killed, but the cars were ruined.
I had to make it a rule that anybody who wrecks his car would be fired. After that,everything was fine.”from Germany.

90

From the Ground up

The most intriguing market for any consumer products company is the mostpopulous. Among the former Soviet satellite countries of central Europe, that was
Poland, with almost forty million people. Poland was also a potato-producing andpotato-eating country and therefore of great interest to McCain. Van der Wel hired a
Polish sales manager, and the two of them drove all over Poland looking for a french
fry factory to buy. But the existing factories bore the same relationship to modern
ones as Trabants did to cars manufactured in the West. “In every building we saw, thecafeteria was larger than the factory floor, and the equipment was from forty years
ago,” says Van der Wel. Worse, the Polish government imposed strict conditions on
potential buyers. If McCain took over one of the existing small factories, it would be
able to run it with about thirty employees. But under the existing staffing policy, thePolish factories had about four hundred employees, including quite a few idle welders, carpenters, and cleaners. The government would not allow a buyer to fire any ofthese employees.
Given these circumstances, Van der Wel advised McCain to delay entering Poland
as a manufacturer and instead build up a market by importing from other McCain
factories. After most of a decade had elapsed and capitalism was better entrenchedin Poland, McCain, in 1998, spent $79 million to build a new factory in Strzelin near
Wroclaw. As well as supplying Poland, it exports to neighbouring Russia and othercentral and eastern European markets.

Across the chAnnel

LEFT : The opening of

Moscow’s first McDonald’s,
in Pushkin Square, 1990.
RIGHT : The lineup for ahamburger and fries woundaround the square.

91Growing potatoes
Harrison McCain used to say, “If you don’t measure it, you do not
manage it.” McCain’s agronomists apply this principle when helping
growers make the right decisions to maximize quality and yield.
The agronomists pass on the knowledge gained from trials carriedout in various parts of the world so that growers everywhere may
implement and benefit from the best practices in growing potatoes
for processing.

A Russian potato field in theblack soil region.

92“If you don’t get the agronomy right,” Harrison McCain once said, “nothing else matters.” The reason is obvious: you can’t make a good french fry from a bad potato. No
potato-processing company works harder on agronomy than McCain. The company
employs one hundred agronomists in various parts of the world to maintain and improve the quality of the potatoes its growers produce.
An important issue for McCain in Europe was that its big customer, McDonald’s,
wanted potatoes of the same variety, Russet Burbank, that it used at home in the
United States. The Russet Burbank is not grown at all in the Netherlands, and growers
in other parts of Europe avoid it because of the risk of disease and the higher fungicide requirements than other varieties. The other problem with Russet Burbanks in
Europe is that a russet-skinned potato isn’t a popular table potato, as it is in North

From the Ground up

1. Plowing is usually done in the fall,
to minimize weeds and to incorporate
remainders of the previous crop.

2. French fry processors want varieties
with large, long potatoes. In many
regions, large seed potatoes are cut in
two or more seed pieces.

3. This planter plants two rows ofpotatoes at a time.

4. Good soil preparation and goodseed assure that the potato plants
emerge from the soil evenly.

5. After the plants have fully emerged,
the cultivator destroys weeds andenhances the ridges on which thepotato plants grow.

6. Hilling further builds a ridge toretain moisture and maintain the rightsoil temperature while protecting
tubers from direct sunlight.

7. Fields are scouted for diseases
as part of the integrated pest
management program to minimize
use of artificial chemicals.

8. Sampling during the growing
period provides a preview of thequality and yield of the coming crop.

9. Potatoes may be harvested
while still green if they are used
immediately for processing.

10. Harvesting crews wait in the earlymorning for the soil to warm up.
Harvesting when the soil is cold candamage potatoes.

11. The windrower lifts potatoes andputs them in between the rows forthe harvester to collect.

12. The harvester’s movable belt
carefully deposits the potatoes into
an accompanying truck.

13. A grader removes excessive
soil and foreign matter before thepotatoes are put into storage.

14. Potatoes are transferred to aventilated storage building, where
they are piled over ducts emitting
forced air to dry and cool them.

Across the chAnnel93

Potato variety and seed potato production
Although hundreds of potato varieties exist, breeders continue tosearch for new, hardier ones. Once a new variety is created, it takes
years of experiments to find the best ways to grow it. Varieties that
do well in one region may not perform as well in others. Only when
the best management practices are perfected is the new variety
recommended for french fry production.

3. Each potato variety has its own
characteristic sprout, which emerges
when the tuber is exposed to
sunlight. Shown here is the Kennebec.

7. Each true seed in a berry resulting
from cross-pollination is that of a newvariety, one with characteristics ofthe parent plants.

11. To speed up multiplication of newplants, a tissue culture is done by
cutting the stems and planting themin test tubes.

94

4. A Russet Burbank sprout.

8. Potato plants are grown from thetiny seeds, in a greenhouse.

12. These test tubes are kept ina laboratory under controlledtemperature and light conditions topromote rapid growth.

From the Ground up

1. Each potato variety has a distinctive
colour and shape of flower. The sparse
white flowers of the Russet Burbank
are star shaped.

5. Pollen is extracted from the potato
flower anther. Cross-pollination can
produce new varieties with characteristics desirable for potato processing.

9. True seeds from the same plant can
produce potatoes of different colours
and shapes, deriving from earlier
generations.

13. Plantlets from tissue culture aregrown in an aphid-free environment
to produce disease-free small tubers.

2. The Shepody has abundant lightviolet flowers with an orange-green
centre.

6. The berries of the potato plantcontain potato seeds, or “true” seeds.
Only pollinated flowers produce seedberries.

10. New varieties are test-grownin the field for several years and indifferent locations to see how they
respond to local environments.

14. McCain specialists discuss
performance of a new variety inthe field.

America. So if a crop isn’t suitable for french fries, thereis less of a market for it as table stock.
McCain’s agronomists have been instrumental indeveloping varieties that are almost equal to the Russet
Burbank in length and solids while less prone to disease.
These include the Santana and the Innovator, an offspring of the Canadian Shepody variety. Innovators are
now grown for McCain in all the European Union countries, as well as in Australia, Argentina, and China.
No country is identified with potatoes more than
Russia, with its millions of hectares of land devoted to potato production. Yet in nocountry is it more difficult to get the agronomy right. Any potato-processing company
would be interested in a potato-eating country of 143 million people, especially whenmany of those people were so desperate for a taste of American-style fast food that they
were willing to line up for hours in the January cold for the opening of McDonald’s first
Russian outlet in Moscow’s Pushkin Square in 1990.
There was no french fry–processing plant in Russia, so in 1990 McDonald’s Russia,
a venture of McDonald’s Canada, had to build its own. McDonald’s was eager for
McCain to build a factory, but before McCain could do that, it needed to build amarket and know if satisfactory raw material would be available.
As of 2007, McCain was continuing to experiment with agronomy in Russia, growing potatoes on about two hundred hectares, in a continued effort to develop a viable
agriculture program in Russia. Meanwhile, it continued to supply McDonald’s andother customers from its Polish factory.

Across the chAnnel

TOP LEFT : Oksana Lopyreva-

Belyaeva, Pieter Toxopeus,and Erik Haasken, membersof McCain’s Russian team, ina trial field in Lipetzk, Russia.
TOP RIGHT : Erik Haasken

and Gera Sitnik check tuber
development.
BOTTOM : Ian Cameron, Dell

Thornley of McDonald’s, Gera
Sitnik, and Oksana LopyrevaBelyaeva en route to an
island near Archangelsk, innorthwestern Russia, where
McCain grows seed potatoes
in isolated conditions.

95

RIGHT : The Russia teamin 2006: (left to right)
Elena Pankova, Anna
Kolochinskaya, Pieter
Toxopeus, Irina Mokhnatkina,
Erik Haasken, Irina Tishkina,
Tatiana Vlasikhina, GeorgiySitnik, Ksenia Baranova,
Mikhail Aksenev, Oksana
Lopyreva-Belyaeva, Elena
Yulina, Dmitry Zavgorodniy,
Svetlana Pronchenko,
Nadia Timakova, Ekaterina
Gavrish, Eldar Aleskerov,
Viktoria Volkova, Olga Berkut,
Sergey Mysyakov, Irina
Kuznetsova, Natalia Baranova,
Natalia Kulaeva, Karina
Shirmazanyan, Alexander
Buyanov, Svetlana Sakina.
BELOW : Russian-language

packaging.

96

McCain almost had a french fry factory in Ukraine. It bought the plant when it
was under construction but never took possession of it because the Ukrainian seller
and the bank that financed the plant both went bankrupt in the wake of a severe devaluation of the Ukrainian currency.
Russia and the other republics of the former Soviet Union are designated by
McCain as eastern Europe and are under the management of Nick Vermont, CEO
for Britain. The former central European satellite countries, such as Poland andHungary, are part of the territory of Jean Bernou, CEO for continental Europe. The
central European countries historically had close ties to western Europe, and most ofthem had democratic and capitalist traditions before being forcibly attached to theSoviet bloc after World War II. Russia and other former Soviet republics are a different story: most of them were never democracies, and they lack the legal and institutional framework necessary to facilitate new business ventures.
Vermont has an odd geographical assortment under his purview – Britain, eastern
Europe, and South Africa. Dale Morrison, president and ceo, McCain Foods Limited,
has told him he has one developed market (Britain), one developing market (South
Africa), and, in eastern Europe, one blank sheet. “Eastern Europe is a very exciting
place, and it has huge long-term potential. But, culturally, it is a very different place todo business,” says Vermont. “And, legally, it is a very difficult place to do business.”

From the Ground up

One Friday night in 1995, Jean Bernou, a forty-twoyear-old executive in the French office of Mölnlycke,a Swedish disposable hygiene products company, waswatching a documentary on French TV about a business story in Canada – the dispute between Harrisonand Wallace McCain over the future managementof McCain Foods. To his amazement, he received aphone call the following Monday from a recruiter, inviting him to interview for a job as managing directorof Beaumarais, the French manufacturer of privatelabel potato products owned by McCain Foods. Bernou
knew that the European division of McCain was under
the supervision of Harrison McCain, whom he had just seen on TV. “The program
featured a lot of interviews with Harrison,” Bernou says. “I had a really good imageof him.”Normally, Harrison McCain would have interviewed Bernou, but Harrison wasill. So Gilles Lessard of the European McCain office interviewed Bernou and hired
him. Shortly after that, Bernou received his first phone call from Harrison. “He often
repeated what he was saying. He said, ‘You are the managing director? I want to seeyou, I want to see you. If I don’t like you, I won’t hire you.’”
Since Bernou had already been hired and was at work in the Beaumarais office, he
was taken aback. Then Harrison said, “People have told me you are a nice guy so I
don’t need to interview you. So you are hired.”
Bernou joined McCain because he was looking for a job with a lighter workload
than the one he had at Mölnlycke. He was assured that the McCain job would takeup less of his time. And it did – for one year. Then he got a call on his car phone. It
was Harrison. He said, “I have a job for you. I want you to take charge of McCain
Alimentaire.”
Since McCain Alimentaire is the company’s major enterprise in France, producing
McCain-branded products for the retail market and french fries for restaurants, running it is a bigger job than running the private-label manufacturer, Beaumarais.
Bernou said, “No, thank you. I am very happy where I am. I don’t want that job.”
Harrison said, “Think about it, and I will call you back.”“Okay, Harrison, I’ll think about it.”“You can take your time to think about it.”“Thank you, Harrison.”

Across the chAnnel

TOP : McCain’s microwaveable

fries, launched in 2004,
garnered the Innovation
Oscar that same year,
awarded by one of France’s
leading retail trade
publications, LSA.
BOTTOM : Lucille Degrave,

vice-president of marketingfor continental Europe,says the French consumer’sreference for quality in frenchfries is now McCain.

97

Wallace

The Matougues plant, 2007.
This new-generation factory
has McCain’s biggest single
production line.

98

Five minutes later, the car phone rang again. It was Harrison. “Okay, you’ve hadtime to think about it. I want you to start as soon as you can.”Bernou took the job. He also developed a friendship with Harrison McCain thathe treasured. He particularly appreciated that Harrison offered help for certain family problems Bernou was experiencing. “He was very, very helpful opening many
doors for me to get the right doctors. He would call my wife, too. This created a verystrong link between Harrison and me. This is one of the reasons I am still with thecompany, because when you build this kind of relationship, you say, ‘Okay. I have tostay.’ Harrison could be very tough but he could also be a wonderful guy.”
After Bernou had run the French business for two years, Harrison asked him totake over responsibility for all of southern Europe. At the time, southern and northern Europe were being run as two separate divisions. Harrison had divided the continent in two because he thought having two managers and teams looking after sucha complex and large region would allow the business to grow faster than having only
one. But eventually it became apparent that two captains were not better than one. So
Gilles Lessard, based in Brussels, was named CEO for all of continental Europe, with
the CEOs of the two continental European regions reporting to him. Then, in 2002,
Bernou was given the job of merging and running the two divisions, northern andsouthern Europe. In 2005, central Europe was added to Bernou’s responsibility. Whilemost of the major European french fry companies are still based in the Netherlands
and Germany, McCain since 2002 has maintained its continental European headquarters in France.
Although Europe, with its slow population growth, is often considered a mature
market, McCain Foods is growing and thriving there. Some of the growth comes fromwinning consumers over to McCain products. For example, the French for many

From the Ground up

As a manager, Wallace McCain was famous for his masteryof detail. CFO Bruce Terry admired his ability to “talk about
various cost ratios and speak about thirty years of history
with absolute accuracy. I used to say he could probably stilltell you what the specific gravity of peas was in 1961.”
John Walsh, a crop scientist in charge of potato research,attended a meeting in St. Louis, Missouri, with Harrison
McCain and representatives of Monsanto in the late 1980s to
discuss genetic engineering of potatoes. When he returned,
he met with Wallace, who was eager to find out everything
about the meeting. Wallace had even set up a flip chart inhis office so that Walsh could make drawings to explain his
answers.
“I was very impressed by his knowledge of the subject
and the kinds of questions he asked,” recalls Walsh. “Hewanted to make sure that he understood the technology
properly and whether I thought the technology was viable
or not. He kept me there for an hour and a half, until he wassure all his questions had been answered. I left exhausted.”(Walsh did not recommend doing a deal with Monsanto,and Wallace agreed. To date, McCain has not used genetically engineered potatoes.)
Wallace McCain understood that, in manufacturing, thewinner is the company that can produce the highest possible quality at the lowest possible cost. Pennies are important because pennies add up to dollars.
“Wallace would call you into his office at ten minutes
to five,” recalls Jim Evans, a veteran production manager.
“He might be sitting there behind a stack inches thick ofpurchase orders to authorize or invoices to approve for payment. He wanted to know exactly why you had to purchasethis or that, why this many pieces, why it had to be of that
quality and price level.
“He wanted to make sure you knew exactly what you were
doing, and how you were spending the company’s money.
Once you knew what Wallace was looking for, you prepared
for it. If anything deviated 5 percent from budget, you madesure you had all the answers before talking to Wallace.”
Like his late brother Harrison, Wallace McCain is unpretentious. Both brothers had huge ambitions for their

Wallace, 1969.

company but never took themselves too seriously. Board
member Paul Tellier recalls a visit in 2006 by the McCain
board to France’s Champagne region to see the company’s
Matougues plant. The Matougues factory is impressive bothin its size and the attractiveness of its surrounding grounds.
Tellier, who was sitting next to Wallace on the bus, expected
him to be bursting with pride. After all, he had started a littlecompany in New Brunswick and now here he was arriving
at this magnificent factory that bore his family name and it
was in Europe, in the country that had given the french fry
its name.
Tellier said, “You must have a tremendous sense of pride
looking at this.”
Wallace replied curtly, “No. I’m just looking at the sizeof the goddamn thing and I’m wondering why it’s so big.
Maybe we could have made more money if it was smaller.”

Across the chAnnel

99

The continental European
management team, with visitors
Janice Wismer and Simon Jones,at the mid-year meeting in
Chantilly, France, 2006.
Front row: (left to right)
Erwin Pardon, Andrzej
Czudowski, Pedro Alexandre,
Helga Hofmeister, Lourençode Sottomayor, Francine
Bouquillon. Second row fromfront: Han van den Hoek, Janice
Wismer, Lucile Degrave, Laurent
Ferré, Frédéric Jaubert, MichelDelaître, Furny Soerel. Third row
from front: Bertrand Delannoy,
George Ghonos, Jean-Louis
Gilardi, Simon Jones. Back row:
Alain Olivier (in black sweater),Philippe Théry, Ronald Felius,Jean Bernou, Jean-François
Delage, Christophe Rigo, JeanClaude Blaimont, Yves Roptin.
Absent: Kees Oreel.

100

years resisted oven fries, which have long been McCain’s biggest seller in Germany
and Britain. But by 2006, they were quickly gaining popularity.
For the most part, however, McCain tries to adapt its product offerings to existing consumer preferences. In the Mediterranean regions, people cook most of theirfood, including potatoes, in an oiled pan. In northern France, Belgium, and theNetherlands, most still prefer the deep fryer for french fries. Germans prefer using
the oven. Italians also use the oven, but they like to roast potatoes as part of a main
dish of fish or meat. McCain has a variety of potato products to address these different culinary styles.
The decision to build a huge, state-of-the art plant at Matougues demonstrates thecompany’s confidence that it can continue to thrive in Europe. In 2006, as McCain
was celebrating its twenty-fifth anniversary in France, a third shift was added to the
Matougues plant. In the same year, however, McCain closed its factory in Hoofddorp,
in the Netherlands, because the company had more manufacturing capacity than was
warranted given a slow-growing market for french fries.
Bernou finds that his European employees are proud of being part of a familyowned company whose practices reflect the values of honesty and trust, and respect
for the individual, exemplified by its founders. They must like working for McCain,because they tend to stay a long time. The average worker at the original French plantin Harnes has worked there for thirteen years, and one-quarter of the employees haveworked at Harnes for more than eighteen years.

From the Ground up

Nowhere more than Europe, with its many different cultures, is it more obviousthat McCain’s global success is based on its ability to adapt to local conditions. McCain
Hellas, for example, could not possibly have been successful without the leadershipof George Ghonos and his team. When Harrison McCain hired Ghonos, he told him
not to worry about making profits for the first five years but to concentrate on building up a market. At the time, Dutch and Belgian frozen french fry processors wereunloading their lower-grade products at low prices in Greece. Paul van der Wel, then
McCain’s senior director for continental Europe, advised Ghonos to take on the lowcost suppliers at their own game by taking the lower-grade product from Beaumarais.
Ghonos rejected that advice, deciding instead to differentiate McCain in Greece on
the basis of quality. And so he imported only top-grade product.
The strategy worked brilliantly. Ghonos has “written the bible on how to succeed
in an emerging market,” says Jean Bernou. In a country of just eleven million people,
McCain’s sales volumes are as high as in some other countries with three times the
population.
In Greece, the art of winemaking has been practised for four thousand years, so
the McCain motto “drink the local wine” is especially appropriate. Drinking the local
wine in Greece means offering an assortment that fits the local cuisine. That means
heavier, thicker cut fries to go with souvlaki, for example.
Harrison and Wallace McCain were always ready to travel long distances to create local links in their global empire. Four decades ago, while Harrison McCain was
expanding McCain Foods from Florenceville to Britain and continental Europe,
Wallace McCain had his sights set on a much more distant market, seventeen thousand kilometres away on the other side of the world.

Across the chAnnel

LEFT : The French

management team: (leftto right) Michel Delaître,Stéphane Renault, Francis
Dupont, Michel Figeac, Jean
Pierre Zilinski, Jean Bernou,
Alain Olivier, 2001.
RIGHT : Allison McCain with

George Ghonos in an Athens
supermarket.

101

CHAPTER FOUR

Down UnDer

In 1971, Wallace McCain took a trip to Daylesford, a village about a hundred kilometres north of Melbourne, in southern Australia. Daylesford is known in Australia for
its rejuvenating mineral springs, but Wallace didn’t come to take the waters.
He came because Daylesford was in Australian potato country and a french fry
plant there was for sale. The plant, a former woollen mill that was being used toprocess dehydrated potatoes, was small and dilapidated but it was going cheap. More
impressive to Wallace was what he saw in the nearby fields.
He phoned his brother Harrison to tell about his remarkable discovery, somethinginconceivable in New Brunswick: “I was in a field today; they were planting potatoes
and right across the road in another field they were harvesting potatoes.”
The Daylesford plant had no potato storage facilities, but that wasn’t a problem,
Wallace thought, because in the temperate Australian climate potatoes could be kept
in the ground until needed. It was only after he bought the plant for McCain Foods
that he discovered how wrong he was.
It doesn’t freeze during the Australian winter, in June, July, and August, but it rains
a lot. When there are a few dry days, the farmer harvests his potatoes but by then they
have too much sugar and are too low in solids to make good french fries. “We didn’t
understand it,” Wallace says now. “We just didn’t understand the agronomy.”
The lack of storage at the Daylesford plant wasn’t the only thing that went wrongin Australia. In the early years, not much went right. McCain was shipping productfrom New Brunswick, and sometimes the cardboard boxes of french fries – often
called chips in Australia, as in Britain – were crushed during the voyage. The firstAustralian manager Wallace hired got into a dispute with the Australian government over payment of import duties. He also put his in-laws on the McCain payroll.

down under

FACING PAGE: View of New

Zealand’s Heretaunga Plains,
looking north toward Napier,Hawke’s Bay. Gum trees, seen
here in the foreground, arecommon in New Zealand.

103

The Daylesford factory, 1974.

104

Meanwhile, McCain was trying to carve out a place
for itself in a market dominated by a well-known local
company, Edgell.
McCain decided to replace the Daylesford plant witha new one in nearby Ballarat, in the heart of the Central
Highlands potato farming district. The construction
company hired to build it went broke in the middle ofthe project. Relations with the Australian labour unions
were often hostile. So were relations with the farmers
who claimed McCain wasn’t paying enough for theirpotatoes. The environmental authorities threatened
to close down the new plant. McDonald’s decided thequality of the product coming out of the new Ballarat factory was so poor, because ofinferior raw material, that it dropped McCain as a supplier, leaving it with a new plantand no business from any quick-service chain.
All of that was thirty years ago. Today Australians buy the most McCain products
per capita of any market in which the company operates. McCain is the leader infrozen dinners in Australia, the only country where it is strong in that category. It
also has good businesses in frozen vegetables and pizza, as well as french fries and afull array of other potato products. McCain has seven factories in Australia and New
Zealand and employs sixteen hundred people in the two countries. Mention McCain
to someone in Australia and chances are they will reply, “Ah, McCain, you’ve done it
again,” the catchy slogan that ends every TV commercial. “I would say 90 percent of
the population in Australia know the McCain brand,” estimates John Clements, theman Wallace McCain hired in 1975 to fix his Australian problems.
To those who remember the early difficulties, McCain’s success in Australia is
still a source of amazement. Ian Cameron, a Canadian sent by McCain to Australia
shortly after the business was launched there, thinks only a privately held firm with along-term perspective could have overcome the many early setbacks. “If it had been apublic company, you’d have closed her,” he says. “You had to have deep pockets to stayin and a lot of balls. It would have been easier to walk away. Australia wasn’t the mostsophisticated country. You had to wonder whether there was any future in it.”
Certainly, it was reasonable at the time to ask why a New Brunswick–based foodprocessor would want to start a business on the other side of the world in a country
with barely half as many people as Canada.
For Wallace, who as of the mid-1970s had primary responsibility for Australia,

From the Ground up

the answer was obvious. Australia is a wealthy, potatoeating nation and one whose official language is thesame as Canada’s – an added advantage. Also, the quickservice chains were growing in Australia, so the market
for frozen french fries would grow with them. It neveroccurred to him that McCain Foods, despite its earlyproblems, would not become a major player in the foodbusiness down under.

As it had been in Canada in 1956, McCain Foods was in
the right place at the right time in Australia in 1968. The social trend that favoured
convenience food in North America – the movement of women into the workforce– was also happening in Australia, but it had started later. So by coming to Australia
in the late 1960s, McCain’s timing was perfect.
McCain started by bringing in product from Florenceville in refrigerated vessels.
Boxes weighing fourteen kilograms were stacked two metres high in bulk holds. If
the refrigeration during the ocean trip was cold enough to keep the contents frozen,
the shipment usually arrived in decent condition. But, in the beginning, the cardboard containers McCain was using weren’t strong enough and sometimes arrived
badly squashed.
The quality after the long voyage was poor. Fortunately for McCain, the qualityof the products offered by the local competition wasn’t any better. But importingwas not a long-term solution. Australia was too far from the potato fields of New
Brunswick, currencies were subject to unpredictable fluctuations, and the Australian
government charged duties on imports.
However, the Daylesford plant turned out to be more of a problem than a solution. “If you thought the one we built in Florenceville was bad, this was a hundred
times worse,” says Wallace. From the outside, the plant looked like a small barn with ahouse attached. It produced about 2,225 kilograms of french fries an hour, comparedwith the 32,000 kilograms the largest modern plants produce today.
None of the effluent created in the manufacturing process was treated – wastewater went straight into the sewer system. The resulting pollution wiped out a local trout
hatchery and killed a popular trout stream. (Both have since been restored.)
One manager thought he had a solution to the peel waste problem: he would feed

down underWallace McCain inspects anAustralian potato field, 1974.

105Milton Rodda and technicalservices manager Dan
Dawkins, 2007.

106

it to his cattle. The waste contained a caustic chemical then used in the
peeling process but the cattle seemed to enjoy it and ate all that was offered to them. This experiment ended when the cattle got sick.
The best that could be said about the Daylesford factory was that itwas colourful. “At night, you could see stars through the roof any time
you looked up,” recalls Cameron, who was transferred to Australia from
New Brunswick in 1975. With such a roof, it is no surprise that the plant
flooded whenever it rained. On one occasion a maintenance employee
went up on the roof, which was made of corrugated asbestos, to make a
repair. He fell through and landed, unhurt, on the factory floor, having
missed the boiling-hot fryer by just a few feet.
“We had possums,” recalls Cameron. “We stored cartons there, andyou’d be pulling possums out of the cardboard packaging.”
The plant manager was a Canadian, Keith Thompson. Sometimes hechatted with the young man who was the vacation fill-in for the regular postman who brought the mail to Thompson’s house. His name wasMilton Rodda, a twenty-seven-year-old Daylesford native who earned
most of his living by hunting, fishing, and doing seasonal jobs such as logging andharvesting potatoes and fruit. He had chosen this life after quitting a job as a bankteller because he wanted more freedom.
“In 1974, Keith offered me work at McCain should I ever want it, but nothing was
farther from my mind,” Rodda says. “At the time I was working in the forest driving
a Timber Jack retrieving hardwood logs for transport to a local sawmill. My boss andgood mate was killed while delivering one of these loads. And since I was suddenly
without work, I contacted Keith and agreed to a one-week trial at the Daylesford
plant as a labourer unloading potatoes.”That was the start of a thirty-year career with McCain Australia during which
Rodda became a field manager whose expertise in potato agronomy played an important role in improving the raw materials that came out of the Australian potato
fields and into McCain factories.
In a modern processing plant, truckloads of potatoes from the field are delivered
directly into huge storage bins. In those days, they arrived in seventy-kilogram bags
and were tipped into half-ton wooden storage crates. Rodda’s job that first week was
to unload the potatoes and then transfer them to the start of the production line.
“Keith and I had a discussion at the end of the first week, and I agreed to stay alittle longer. Keith asked me what I thought a fair wage would be,” says Rodda. “I saw

From the Ground up

a chance to end my period of poverty and suggested anamount quite a bit higher than what I had been used
to as a farm labourer. Keith agreed and I was pleased
with myself. Shortly after, I discovered I was getting
less than the women on the production line. Anotherdiscussion with Keith solved this problem.”
Because Daylesford couldn’t supply all the product the market demanded, McCain continued to ship
french fries from Canada. The Daylesford employees
had to unload the shipments onto pallets to be placedin the cold storage unit. Unfortunately, shipboard refrigeration wasn’t always reliable and the Canadianfries sometimes rotted en route.
“You have not lived until you’ve stood in front of a container of potatoes turned
into five feet of slurry after a few weeks’ decay at sea,” observes Rodda. “And thenthere was the job of following the load to the local tip and scraping the lot out. We
earned our pay those days.”
Another of Rodda’s jobs was keeping the fryer supplied with cooking fat. In atwenty-first-century french fry plant, liquid oil is pumped in at the press of a button.
At Daylesford, the fat was in the form of twenty-kilogram blocks of tallow, stored in
cardboard boxes. “My job was to climb onto a pallet, held by a forklift, full of theseboxes. The forklift raised me above the fryer and, while taking care not to fall in, I
had to unpack the blocks of tallow and slide them into the fryer while avoiding theboiling oil that splashed with each block I released.” To reduce the risk, this practice
was changed so that a heated rod liquefied the blocks of fat. The liquid then poured
into the fryer.
Despite the plant’s many defects, employees made every effort to ensure that all
the food shipped from it was good. “We fried everything in boiling oil and later froze
everything and to my knowledge never killed a soul,” says Rodda.
Labour relations at the plant, however, were poor. Workers sometimes showed
their displeasure by spraying water into the cold storage area, ruining the packages offrench fries stored there. Clearly, if McCain was going to stay in Australia, it needed
a better facility. The company decided to build a new factory in Ballarat, a city with apopulation then of about seventy thousand.
The workers were angry about losing their jobs in Daylesford, especially those
whose entire family was employed at the plant, and labour relations continued todown under

A potato crop at D&Y Pike’s
farm in Gippsland, New South
Wales, Australia.

107deteriorate. The problems became so acute that McCain closed Daylesford early in
1975, well before the Ballarat plant was completed. The company had to rely entirely
on product imported from New Brunswick until the new factory was ready. (Daylesford was reopened temporarily a few years later as a pizza plant.)
Jim Evans, an engineer, came from Canada to be project manager, working withthe construction company to get Ballarat built. When the construction company wentbankrupt halfway through the project, Evans took on the role of general contractor.
His toughest problem was dealing with the unions. It was a period of high inflationand the unions demanded that quoted prices be adjusted in line with inflation. “It wascalled ‘rise and fall,’ says Evans, “except Wallace used to say it was always rise, neverfall. If you made a deal with the bricklayers union and the plumbers got a raise, thenthe bricklayers had to get the same raise. It meant you could never know how mucha job would cost.
“Once a building was up to two storeys, everyone got an extra twenty-five cents anhour bonus for working at a higher level even if they never left the first floor. Whenthe site got dusty, everyone got an extra fifty cents an hour. It wasn’t that the labourcosts were a lot higher than in Canada, but they were less predictable.”
The labourers themselves were unpredictable. Tim Bliss, who went to Australia tohelp oversee the construction and opening of the Ballarat plant, recalls that on Friday
nights the mechanical and electrical construction crews went back home to Melbourne
for the weekend, promising to return first thing Monday morning. “Monday would
come and they wouldn’t show up,” recalls Bliss. “We spent all Monday and Tuesday
calling them. The last ones would roll in sometime Wednesday.”
Production at the factory was supposed to start in January 1975 but didn’t until
August. The final cost was twice as much as had been budgeted. And even after theplant went into production, the labour troubles continued. The McCain workers werepart of a national union, so if there was a problem with an employer in another partof the country, they sometimes stopped work in solidarity. Cameron recalls arriving
at the plant in the morning to find the workers outside on the street.
“What’s going on?” he asked.
“We’re on strike.”“Why?”“We don’t know. We were just told to come out.”
John Clements took over management of the Australian operation in 1976, notlong after the start of production at Ballarat. He had spent his whole career in thefood industry and had previously worked for Cerebos Foods, a British company.

John Clements, 1976.

108

From the Ground up

Before even seeing the Ballarat factory, Clements spent three months
at Florenceville learning about
McCain and the frozen food industry. He returned to Australia tofind nothing but trouble. The labour
problems – the union was staging
intermittent strikes because wages
were below world standards – were
just one of many headaches.
The product was selling poorly,
partly because of its poor quality
and partly because the sales force hadn’t learned McCain’s end-user technique forselling to the food service industry. The company had huge stocks of french fries
piled up around the country, some of it unsaleable.
“The potato growers were up in arms because their contract price had dropped,”says Clements. “The second day I was on the job in Ballarat they marched on the factory in a group, demanding to speak to me about better prices or they would refuse
to contract with us. That was the only time I have seen potato growers angry enoughthat they would march in a group.
“As well, we had huge environmental problems because our plant was causing bad
odours over the city of Ballarat, and the Environmental Protection Agency for the stateof Victoria was threatening to close us down if we didn’t remedy the situation. After I
had been in Ballarat about a week, I thought, ‘What have I gotten myself into?’”As engineer Neil Murdoch recalls it, there was no waste treatment at the timebut, rather, waste handling. It was, he says, a matter of “What the hell do we do withthis crap?”
Caustic peel waste was being dumped into lagoons on twenty hectares of land
McCain had purchased about thirty kilometres from the Ballarat factory. The site
was about six kilometres from the nearest town, though there were a few farmhouses
nearby. “The waste treatment started quite naturally with these lagoons bubbling
merrily and, of course, making quite a stink, which the neighbours didn’t appreciate,”
Murdoch says. When there was more waste than the lagoons could handle, a student
was hired to spread it on the Ballarat property.
This situation threatened the future of the plant and was demoralizing for the employees, says Clements. “We were probably the most disliked company in Ballarat.”

down under

The Ballarat factory, 1976.

109

Dennis Jesson (centre),
production director in Britain,
on a 1975 visit to Australia.
Ian Cameron (left) was
Australian plant manager andKeith Thompson (right) was
manufacturing director.

110

Some of the employees were afraid to say
where they worked because of the company’s
poor public image.
The problem came to a head in 1978 when
the state Environmental Protection Agency
gave McCain three weeks to stop dumping thepeels into the lagoon or the plant would beshut down. This was an impossible demand,
as a new treatment facility could not be completed in three weeks. Fortunately for the company, local politicians were on its side: they
could see that McCain was going to play animportant role in job creation. With their help,
Clements got through to Sir Rupert Hamer,
the premier of the state of Victoria. Clements
promised that, given eighteen months, McCain would build a proper waste treatment
plant. The premier agreed.
The treatment plant was built on schedule and performed as promised. Now theBallarat plant’s waste is fermented, producing methane, which is recycled to provide
some of the energy that runs the plant’s boilers.
None of McCain’s problems in Australia was insurmountable. Clements tackled
the problem of poor sales by dividing the sales force into separate retail and foodservice teams. This was done because the two markets presented different problems.
This move, in tandem with proper implementation of the end-user sales technique,led to rising sales in Australia from the late 1970s and into the 1990s. For most of that
period, Allen Pellat headed the food service sales force, while Mike Dawson led theretail team. “They and their sales forces deserve much of the credit for our sales success,” says Clements.
As of 2007, labour relations were much improved, not just at McCain but for allunionized Australian companies, thanks to new legislation introduced in the late1980s. “Despite what happened, the reality of today is that we enjoy excellent relationships and loyalty from our staff in Australia and New Zealand,” says human resources
director Derek Duncan. Many McCain employees have stayed with the company formore than twenty years. Contract negotiations can be tough, but once they are settled, the employee relations are smooth. “Our local communities view McCain as agreat place to work,” Duncan says.

From the Ground up

Milton Rodda, as field manager, was given the job of forging better relations withthe growers. “For a farm kid at this time to take a job at McCain was like defecting
to the enemy,” says Rodda, “and looking back now, I feel that, for me, this was part of
the attraction.”
The farmers resented McCain because it was a foreign company offering contracts
that paid them just slightly more than it cost to produce the potatoes. “In those days,
potato growing was like betting on a horse,” Rodda explains. “One grew potatoes in
the hope that supplies for the fresh market would be limited at the time you wereselling, thereby ensuring a good price. Often this was not the case, but occasionallysmall fortunes were made.
“Contracts were seen more as a safety net for farmers to fall back on should freemarket prices be lower than the contracted price. That is, you honoured the contract
if free market prices were low and did all in your power to avoid delivering if market
prices were higher. It was against this background that I became field manager, anda great part of my job early on was to change this culture. After a few court cases, thegrowers began to understand that contracts were for real and also that this new fieldmanager – a traitor from their own ranks – was awake to their tricks.
“Things rapidly improved from then on, to the point where a McCain contract isnow a valuable document. Irrigation brought about huge changes. Yields improved
massively, making contract growing a better option while at the same time taking a
lot of the boom and bust from the industry. Irrigation also allowed new regions to
produce potatoes for the first time, thereby reducing the demand for Ballarat potatoes for the fresh market. Local growers began to understand that their futures wereincreasingly becoming tied to growing for processing, making my job a lot easier.”

down underlEFt : Ballarat trim tables,

2007.
rIGht : Quinton Wilkinson,

R&D manager; Dave Nichols,
McCain Competitive Edge
manager, prepared foods
plant; and Gavin Lett, plant
manager, french fry plant,
2006.

111

However, it got harder again in the mid-1980s
when Wallace McCain made one of his regular
visits to Australia and announced that he wanted
Australia’s potato growers to supply McCain with
Russet Burbank potatoes, the variety favoured by thefast food chains, instead of the Kennebec and Sebago
varieties the Australian growers were producing.
“This was a thunderbolt out of the blue to me,”says Rodda. “We had previously imported some
Russets and done token trials with them without any
knowledge of the correct agronomy. The result was a
total failure – and a strong belief that with Australianconditions, the variety would never succeed.”
As it turned out, the Australian farmers converted to Russet Burbanks successfully
over a few years. Rodda collected all the information he could on how to grow them,and Australian growers visited U.S. potato farms. In the mid-1990s, an American
expert spent two seasons in Australia training Rodda’s field crew and growers in theart of raising Russet Burbank potatoes.
Australia, in particular Tasmania, now produces one of the best Russet Burbank
crops in the world, supplying most of McCain’s needs in Australia. For an early season potato, the Australians use the Canadian Shepody variety. Because of the threatof water shortages in the region, McCain is gradually converting to varieties that areless susceptible to heat and water stress.
toP : McCain boughta vegetable factory in
Smithton, Tasmania, in 1984.
bottoM : Basil Hargrove,

Although Australia was under Wallace’s supervision, Harrison made the occasional visit there, just as Wallace visited Harrison’s European domain from time to time. During
the 1980s, Harrison and Basil Hargrove, a native of New Brunswick who had gone toAustralia in 1979 as finance director of the Australian company, met with potato growers. The farmers were complaining about how tough it was for them to make a living
because the price they were getting for their potatoes was too low. McCain, a big, prosperous company, should recognize that, they said, and offer more generous contracts.
Harrison replied, “Do you know how many french fry processors there have beenin the business worldwide?”“Maybe ten or twenty,” said the farmers.

1978.

112

From the Ground up“No,” said Harrison. “There have been ninety-five.”
Hargrove told Harrison later that the number soundedhigh to him.
“I’ll send you a list,” said Harrison, which he did.
Ninety-five companies, all but a handful no longer in existence, were on the list.
Harrison’s point was that it’s a tough business, and if acompany can’t keep a tight lid on its costs, it won’t survive.
As the potato-processing business consolidated, high-cost
producers were being absorbed by more efficient ones.
McCain was a consolidator. One of the reasons it was able
to expand so successfully, in Australia as elsewhere, wasbecause it bought up competitors and integrated theminto the McCain empire. This isn’t an easy task. It’s hard
work, first to analyze the prospective purchase and decide
whether it is worth buying, and then to negotiate a pricethat is fair to both buyer and seller.
McCain’s first purchase in Australia was a potatoflake plant in Ballarat, which it bought from Unilever.
Subsequently, McCain supplied Unilever with potato
flakes from its own Ballarat plant, where they could be
produced more cheaply as a by-product of french fries. It then converted the former Unilever facility into a pizza factory.
Wallace McCain always enjoyed the hunt for new acquisitions. In 1984, he wasinvolved in the purchase of a frozen vegetable plant in the southernmost part of thecountry, the island state of Tasmania. Clements and Hargrove had done the preliminary due diligence, deciding what the business was worth and what McCain could afford to pay. Now it was up to Wallace to close the deal. The problem was that Wallace
had set a maximum price he was prepared to pay, and the owner, McCain’s major
Australian competitor, Edgell, wouldn’t budge from its own higher price.
On the last day of Wallace’s stay in Australia, he met again with Edgell’s negotiator. It was a Friday afternoon, and Wallace’s return flight to Canada was that evening.
John and Wallace’s son Scott, who had accompanied his father to Australia, were withhim at the meeting, which was spent bickering over the price, neither side preparedto make the compromise necessary to close the deal.
Wallace recalls: “He wasn’t giving in. He was a stubborn bastard like me. I said,

down underPremier Robin Gray turns thefirst sod for the McCain chipprocessing plant in Tasmania,
1987. Looking on are local
official Ken O’Halloran (farleft) and McCain managing
director John Clements.

113

Plant manager Bill Goodridgeand project manager Paul
Andrew assess the sweet corn
waiting to be processed at
the Hastings factory in
New Zealand.

114‘John, I have to get to the airport. We’re leaving here intwenty minutes. Get the car; I’ll meet you at the door.’”
Clements and Scott left the room, leaving Wallace
and the Australian alone. “I wanted that business so bad,
I was licking my chops,” Wallace says. Finally, still without an agreement, he got up to leave. The Australian followed him to the corridor. Wallace pushed the elevator’s
down button. The elevator arrived and the door opened.
Just as Wallace was about to step in, the Australian said,“It’s a deal.”
Ten minutes later, Wallace emerged into the parking lot, looking glum. His son turned to him and asked,“How did you make out?”
Wallace’s face lit up. “We own it.”
“I was there only as a bystander trying to learn frommy father,” says Scott McCain. “It was a great learning
experience.”
In 1987, McCain bought a frozen dinner business,
R.M. Gow’s Chalet Foods. In 1990, it expanded into New
Zealand by buying a frozen vegetable business from
Alpine Foods, in Timaru, on the South Island. In 1992, it bought Safries, a potatoprocessing business in Penola, in southeastern Australia. In 1996, it bought Griff ’s
dinner line from Comgroup Supplies and, in 1997, another frozen vegetable businessin New Zealand, Growers Foods, in Hastings. And, in 2003, it bought a frozen potato
and vegetable plant from Heinz-Wattie’s Ltd. in Fielding, New Zealand.
In Australia, as elsewhere, McCain turns down more deals than it accepts. An
important key to the company’s success has been its ability to stay focused on thebusinesses it understands. “You have to know what not to buy as well as what to buy,”says Basil Hargrove, who in 1995 followed Clements as head of Australian operations,later becoming CEO for the Asia Pacific region and a member of Opco, McCain Foods
Limited’s board of directors.
While it was buying up other companies, McCain did not neglect its existing facilities. It continued to invest in upgrading them, with the objective of building McCain
into a dominant player. This strategy has succeeded. Nowhere, not even in its Canadianhomebase, does McCain have a more balanced market position than in Australia. This
unusual balance is the result of the Australian company’s strength in four separate

From the Ground up

categories: frozen potato products including fries, otherfrozen vegetables, pizza, and dinners.
In Britain, McCain dropped frozen dinners because it
was too far behind other brands; it does not like to be aminor brand in any category. In Australia, the timing was
better. When McCain acquired the frozen dinner business of R.M. Gow in 1987, the market for that category
was in its early stages but on the verge of major growth.
The acquisition immediately gave McCain a 20 percent
market share.
Clements says much of the credit for McCain’s success in the dinner category belongs to marketing director David Boyle and to Quinton Wilkinson, the research and development manager.
Steve Yung also played an important role.
Yung was born in Vancouver and raised in Australia. During his twenty-year career with McCain, he has spent thirteen years in Australia, one in New Zealand, andsix in Canada. His year in New Zealand was sandwiched between two assignments in
Florenceville. “I think I’m the only one in the company who has ever been transferred
to Florenceville twice,” he says.
In 1987, Yung came to McCain from R.M. Gow as product manager for frozen dinners. Although he wasn’t keen on moving from Queensland to the State of Victoria, he
was lured by the opportunity to manage a brand that he knew the company planned
to invest in – for example, through TV commercials. He also was attracted by theBallarat plant’s proximity to Melbourne, just 112 kilometres away. “It was a chance tobe noticed by the Melbourne marketing community,” he says. “I thought I might last
two years and then move to Melbourne. Twenty years later and I’m still here.”
As of 2007, Yung was managing director and CEO for Australia and New Zealand.
He thinks McCain Australia has done well in frozen dinners because it “just plunged
in,” undaunted by the notorious difficulty of the category. Dinners are more difficult to manage than french fries, vegetables, or pizza, since each package is made up
of several items. Consumers want variety, so the producer needs to offer a range ofitems, or what the trade calls SKUs (stock keeping units). “Every year we launched
twenty to thirty SKUs,” says Yung. “Sometimes we would get a little frustrated by how
hard it was, but I think we’ve come to realize our frustration was misplaced. It was
hard because the business was hard.”
When McCain first entered the frozen dinner business in Australia, it was thedown under

Aerial view of potato fields on
a Tasmanian farm.

115

a frozen version for the food service market with the potato bits left overfrom the french fry production.
“You can’t be serious that people would actually want to eat this,” said
Wallace. “But it’s your market and you know best. Good luck.”
Potato Cakes quickly became McCain Australia’s bestselling specialty
item. They still are.

smallest of its retail categories. Now it’s the largest, and the company works hard tomaintain the category’s strength. It employs a chef to create recipes. Then it’s up to thefood technologists to determine whether it can be profitably mass produced. Before
a new dinner, or any other product, is sent to the stores, sensory testing is done byvolunteer community members.
The lineup of dinners changes constantly as new ones are launched and older ones
withdrawn. To cater to Australia’s sizeable Asian population, there are several Asianflavoured dinners, as well as a line of stir-fry vegetables. Hargrove points out that theadvent of the microwave oven has been a big boost to McCain’s continued success inboth the dinner and pizza categories, and the quality of both has steadily improved.
Pizza has been a McCain strength in Australia from the beginning. Its first successin the retail market was a product called pizza subs – a french bread stick with a pizza
topping. The popularity of this product also helped McCain boost sales of its frenchfries to supermarkets. By the late 1980s, however, sales of pizza subs had declined andthe product was dropped. McCain relaunched it in 2006 to great success.
Another big success for McCain in Australia is Potato Cakes, the credit for which
belongs to Boyle and Wilkinson. Boyle, who had worked with John Clements at
Cerebos before joining McCain in 1984, was amazed to discover on his arrival thatthe marketing department consisted of one secretary, while research and development consisted of Wilkinson.
Soon after starting his new job, Boyle travelled to Florenceville, where he met
Wallace McCain. He presented Wilkinson’s proposal for potato cakes. A popularsnack food available in every fish-and-chip shop in Australia, a potato cake is athinly sliced piece of potato covered in tempura batter. Wilkinson’s idea was to make

McCain Alfresco pesto
tortellini; dinners on the
Ballarat production line;
Griff’s curried prawns.

116

From the Ground up

Many Australians and New Zealanders are worried about obesity andother health issues, yet the reaction against fast food has not been as
widespread or intense as in the United Kingdom or the rest of Europe.
Yung believes McCain pre-empted the issue by offering products thatappealed to health-conscious consumers before the obesity issue cameto public prominence. In the early 1990s, the company launched McCain
Healthy Choice, a range of low-fat, low-cholesterol, low-calorie meals.
The Healthy Choice brand has since been extended to include frenchfries and pizza.
In addition, McCain Australia is the retail market leader in vegetables
other than potatoes. As mother always said, vegetables are good for you.
“That creates a halo effect for McCain,” says Yung. In other words, thecompany’s prominence in vegetables casts all its products in a healthy
light. “When I joined twenty years ago, the consumer would have thoughtof McCain as fast food. McCain stood for french fries and pizza. Today
consumers think of McCain as an all around trusted healthy brand. So
there is quite a different image of our brand, one that has been built up
over the years.”
The health issue is one that McCain can control to an extent by ensuring that it continues to offer wholesome products and communicates thenutritional qualities of those products to consumers. What the company
cannot control is the weather. In late 2006, Australia, the driest of theworld’s continents, suffered the worst drought in its history. The flows ofwater into the major rivers that sustain the country’s agriculture were atrecord lows, grain harvests were down sharply, and some cattle ranchers
were selling their livestock because they couldn’t afford feed.
Potato growers were happy to see the rains at the beginning of 2007

down under117

put an end to what the Australians called “the big dry.”
Meanwhile, McCain’s agronomists were developing
programs to encourage growers to adopt potato varieties less susceptible to growing disorders and early maturing caused by dry spells. The McCain agronomists
were also pushing for enhanced irrigation systems.
McCain employees were reminded of the drought every time they passed Lake Wendouree, site of the rowing competition in the 1956 Melbourne Olympics. The
lake, in Ballarat’s most prestigious residential area, wasbone dry.
“The Central Highlands of Australia [where Ballarat
is located] are a very good potato growing area, but these extreme drought conditions are of great concern to us,” says Dan Dawkins, a New Brunswick native who,
after working for McCain in Canada and Europe, became technical services manager
for McCain Australia. “Water is becoming scarce, and we will have to adapt.” Luckily
for McCain, the water shortage is less severe in Tasmania and, as of 2007, still nonexistent in New Zealand.

Basil Hargrove, CEO,Asia Pacific, 2006.

The growth of quick-service chains in Australia was about ten years behind that ofNorth America. These outlets did not start to proliferate until the late 1970s, justas the Ballarat plant had overcome its teething problems and was producing highquality french fries. McCain had no quick-service business in the late 1970s. By
1992, it was a major supplier to almost all Australian quick-service restaurants.
Long before the U.S.–based chains came along, Australia had an abundance ofindividually owned takeaway restaurants and fish-and-chip shops. They don’t do asmuch business as a McDonald’s, which sells at least ten times as many chips as a fishand-chip shop, but there are so many of them that it was worth McCain’s while to try
to get their business. It has succeeded.
McCain is the market leader in the Australian food service industry. It’s the result,says Yung, of simple perseverance – a large sales force making thousands of cold callson thousands of restaurants. “It’s good old-fashioned hard selling, and we’ve kept atit,” he says.
McCain’s expertise in french fry technology has been a major reason for its success

118

From the Ground up

in Australia’s diverse food service industry. In the field of
french fries, one size definitely does not fit all. “There area lot of different cuts,” explains Clements. “The fast foodchains all have their own specifications. McDonald’s inparticular is very strict about its specifications being met.
But apart from the specifications of the fast food chains,there are all sorts of things you can do with french fries.”
To try to appeal to as many of Australia’s ten thousand
takeaway and fish-and-chip shops as possible, McCain offers fries in several thicknesses, from shoestring to chunky.
The shoestring chip is the crispest since its outer surface– the part that crisps – is a high percentage of the total
chip. A thick chip is not as crisp since the outer surface is only a small percentage ofthe total chip. The thick chip, however, has a stronger potato flavour because the frying oil doesn’t impregnate all of the potato, as it does with a thin chip.
Another difference is the cut: crinkle or straight. “In the early days,” recalls
Clements, “crinkle cut was all the rage because it was different. It was something
you could get with a frozen chip that you couldn’t get at home. Now crinkle cuts arelooked at as old-fashioned and the majority of McCain’s fries are straight cut.”
The off-cuts – what’s left over after the fries have been cut – are also put to gooduse. They are mashed up, shaped, and fried into various specialty products with such
names as Potato Gems, Potato Cakes, and Potato Tops, for the retail market.

Lake Wendouree sufferingfrom “the big dry.”

New Zealand is one of the world’s most beautiful countries, but Steve Yung didn’t
get much chance to enjoy the scenery after being assigned there by McCain Foods in
1994. He had been working in Florenceville as group product manager when he wasappointed marketing manager for New Zealand.
“Our furniture had barely arrived in New Zealand when I was made vicepresident of marketing for Canada back in Florenceville,” Yung recalls. “In fact, ourhouse in New Brunswick never sold, and we just put our paintings back in the sameplaces they had been. For a time in 1994 and 1995, we lived for about thirty weeks
without our household items because of moving from Canada to New Zealand andthen back again. Once we were back in Canada, we had to borrow camping cots
and kitchen utensils.”

down under119

McCain’s Timaru plant, on
New Zealand’s South Island.

120

As of 2007, Yung was managing McCain’s New Zealand business as part of his
job as CEO for Australia and New Zealand. “We don’t call New Zealand the seventh
state, as that is offensive to New Zealanders and arrogant on the part of Australians,”
he says. Instead, Yung borrows from the government of China: “When it took Hong
Kong back, it referred to ‘two countries, one system.’ So here we say, ‘two countries,
one company.’”
The two countries are effectively run as one marketplace out of the Ballarat headquarters. Other than plant managers, the only executive based in New Zealand is thesales manager for that country. When McCain first entered the New Zealand market
in the 1980s, it ran it as part of the Australia operation, but the two markets were given separate management in 1997. They were converted back to one in 2005. McCain’s
major customers, such as McDonald’s and Woolworths, the supermarket chain thatis the largest retailer in Australia, operate in the same way.
“The consumers are not different enough to not treat it as one business,” Yung says.
The main difference for McCain in the New Zealand retail market is that it is not theleader, as it is in Australia, but second behind Heinz-Wattie’s. Wattie’s, now owned by
the U.S. multinational Heinz, is a well-established New Zealand brand that launchedits business there much earlier than did McCain.
Obviously, a company owned by Heinz is not going to be a pushover. Neither are
McCain’s major competitors in Australia. Simplot, another major U.S. food company, now owns Edgell, McCain’s chief competitor in french fries and vegetables. In
dinners, the main competition comes from Nestlé with its brands Maggi, Findus,
and Lean Cuisine. Nestlé is also a major competitor in the pizza category with its
Papa Guiseppe brand. McCain is the market leader in both food service and retail inAustralia and a strong second in New Zealand, but there is no room for complacency:
all of its major competitors have deep pockets.

From the Ground up

John Clements spent seventeen years with McCain, running the Australian operation and later, for a couple ofyears, serving as a member of the McCain Foods Limitedboard of directors (Opco). He has been able to observe
the company’s growth and success, both from a distanceand close-up.
“The secret of the success in Australia and worldwide,”
he says, “was the way Wallace and Harrison did business. They were very good delegators, and so we had anenormous amount of autonomy in Australia. They wererushing around the world opening factories in different
countries and starting new companies, and they didn’t
have large amounts of time to devote to Australia.
“Also, they were always more keen on expansion than on milking the company
for profits in the short term. There was tremendous willingness on the part of the
two McCain brothers to spend capital and allocate resources to any new project thatlooked promising. That suited me too because there were lots of opportunities in thefrozen food business in Australia.
“For example, although we started off purely in fries, within a short time webuilt a pizza plant, a specialty plant, then, by acquisition, we got a full range of frozen vegetables. Then we went into frozen dinners, where we are the market leader.
Then we went into New Zealand and bought companies there and built a french
fry plant.”
McCain’s success in Australia is a good example of the utility of the company’s“drink the local wine” philosophy, which allows it to adapt effectively to each market it enters. In Britain, consumption of french fries is greater and, consequently,
McCain was able to build a strong consumer presence with that product alone,
dropping other product lines where competitors were strong. Such a strategy would
not have been possible in Australia where, as a result of immigration patterns, riceand pasta have greater importance in the national diet. To build a successful retailbusiness in Australia required more diversification. McCain had no choice: it had tobuild strong positions in vegetables, pizza, and dinners to stay profitable.
In 1976, Clements’s first year, McCain lost money in Australia. In his second year,
the company turned a small profit and has been profitable ever since. During theearly years, all of the profits went back into the company to pay for advertising andmarketing.

down under

toP : Community

involvement: McCain
employee Stan Brett is chiefof the volunteer Hellyer,
Tasmania, fire brigade.
bottoM : John Clements,

1990.

121

As has been the case wherever McCain has expanded, the Australian branchbenefited from the expertise of McCain employees who came from other countries.
In some cases, these were experienced executives bringing their knowledge and experience with them. In others, younger employees were sent to Australia to gain
experience and be groomed for important jobs elsewhere. Ian Cameron, Bill Mabee,
Sherry Brown, Bill Mackay, Allison McCain, Rod MacDonald, Bruce Phillips, and Dan
Dawkins all came from Canada, while Paul Turner arrived from Maine and Frank van
Gils came from the United Kingdom.
Other key players in building McCain Australia included Robin Cuy and Gerard
Richmond in finance, Owen Porteus in manufacturing, Tony Ford in agronomy, andErnie Jones, who for many years headed the purchasing and procurement department.
A facet of the McCain management style, much appreciated by Clements and other regional directors, was that the company’s leaders were present when they wereneeded and absent when they weren’t. “Although they gave a great deal of autonomy,”
continues Clements, “if there were problems – of which there were quite a few – they
were only too happy to discuss them. You didn’t have someone breathing down yourneck all the time, but if you did have a problem, you always had a ready ear.”

Pea harvesting, 1979.

122

From the Ground up

Harrison and Wallace always asked their senior executives to be open about theirproblems. If a serious problem arose in Australia, they wanted to hear about it from the
managing director for Australia, not from somebody else. Knowing that they would
be kept informed, the two heads of the company felt confident delegating authority.
The McCain management style resulted in an unusually enjoyable work environment.
“In most large companies there is a lot of politics going on,” observes Clements. “I know
because I worked in two such companies before I went to McCain. People jockeyed for
positions. In McCain, it was virtually non-existent.”
Milton Rodda, because of his thirty years of service, is in a good position to assess
the reasons for McCain’s success. “Pig-headed determination and never accepting noas an answer went a long way in the early days,” he argues. “Luck backed up by hard
work also helped. By ‘luck’ I mean that the McCain boys got into the right business at
the right time and pushed hard.”
Its success in Australia gave McCain a major presence in the food industry on
three continents. Meanwhile, there was plenty of action back home in Canada.

down underLong-time employees: (left toright) Peter Donovan,* Robin
Cuy (seated),* John Orton,
Margaret O’Brien,* Graeme(Bennie) Stewart,* Tony Ford,
Ernie Jones,* Leigh-Anne
Burgess,* Ian Dwyer, Steve
Yung. Asterisks indicate McCain
employees with thirty years ormore of service. The others haveat least twenty years of service.

123

CHAPTER FIVE

The home FronTSan Francisco had its “Great Fire.” So did Chicago. And so did McCain. On the last
day of the 1980s, Sunday, December 31, 1989, much of the Florenceville factory wasdestroyed by a fire that raged all day in bitterly cold temperatures.
It started at 5:45 am. Workers were building a new freezing tunnel when a sparkfrom a cutting torch set fire to old insulation. Smoke engulfed the site and the fire wasquickly out of control. Paul Dean, a food scientist and long-time McCain employee,rushed to the scene to help, as did the town’s volunteer fire department, company
employees, and other Florenceville residents.
“It was twenty-five or thirty below zero, and the wind was blowing,” Dean recalls.
“It was so cold that by the time the firefighters got the water out of the hydrant, a lotof the hoses had frozen.” Eventually, firefighters were able to use a hook and laddertruck to place hoses above the roof of the plant. They punched holes in the roof andhosed water through them, dousing much of the fire.
Because of the efforts of firefighters from fifteen communities in New Brunswick
and Maine, the blaze was extinguished before it could spread to the adjacent corporate offices. But two freezing tunnels, french fry and vegetable packaging areas,
and three cold storage rooms were destroyed. Although the potato processing line
wasn’t affected, production had to stop until the rest of the plant could be rebuilt.
But McCain’s customers didn’t notice, since extra shifts at nearby McCain plants inGrand Falls, New Brunswick, and Easton, Maine, took up the slack. The American
authorities cooperated by letting Florenceville employees cross the border to work in
Maine. Those who weren’t needed in the other plants worked on the cleanup and the$25 million rebuilding project in Florenceville.
About four-and-a-half-million pounds of food with a retail value of $4 million

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FACING PAGE : Planting timein Alberta, in the bottomlandof the Oldman River valley.

125

ABOVE and LEFT : Fire at the Florenceville factory, December 31,

1989. BELOW : Firefighter with volunteer firefighter Jim Bushby(right), of McCain.

126

from the Ground up

couldn’t be sold because of smoke damage. But it was
still good to eat, so ninety-three tractor trailer loads
rolled out of Florenceville to deliver it to food banks in
the Atlantic provinces, Quebec, and Ontario.
The significance of the great fire is in what it revealed
about the company and how far it had come since it
first opened for business on that very spot thirty-two
years earlier. Such a fire in the early years would havebeen a calamity, perhaps closing McCain Foods down
for good. In 1989, however, the partial destruction andclosure of the company’s flagship plant was a nuisancerather than a disaster. It was merely an unfortunate end
to an excellent year.
In 1989, McCain achieved $2 billion in sales for the
first time in its history. This was a remarkable achievement considering that the company had passed the$1 billion mark only four years previously. By reaching $2 billion in 1989, McCain surpassed the goals it
had set for itself in 1985 of doubling sales in five years.
Instead, it did it in only four by increasing sales of existing products, developing
new ones, and acquiring other companies.
In the 1980s, Japan was in its heyday as the world’s new economic superpower, andmuch was written about the management style responsible for the country’s success.
What it all boiled down to was an obsession with quality. The Japanese knew that theway to achieve high quality in manufacturing was through a constant flow of small
improvements in the manufacturing process. Over the long term, those small improvements added up to major improvements and higher profits.
McCain’s management understood that from the beginning. As Wallace McCain
said in 1989, “At the same time that competition is getting tougher, we are more thanmeeting the challenge by increasing productivity and improving quality on a continuing basis.” Or, as Harrison liked to say, “If you are standing still, you are goingbackwards.”
Only one direction was acceptable: forward. That meant expanding to new territories and building or buying new production facilities. And it meant constant striving
for improvement in the methodology of growing potatoes and processing them.
Morris and Tim Bliss, vice-president of engineering, visited the various plants

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Wallace in the lab, surveying
an assortment of McCain
packaging.

127

The Manufacturing Directors
Council ready to sail on theZuiderzee – what is now
the IJsselmeer lake – in the
Netherlands.
Front row: (left to right)
Pieter van Lipzig, Ken Wilmot,
Henk Jongstra, Bruce Phillips,
Hans den Daas, Rob Bakker.
Back row: Maarten Stam,
Rod MacDonald, Jeff Twomey,
Kees Oreel, Carl Morris, Lloyd
Borowski, Dave Rogers, Oscar
Orbetta, Jean François Cousin,
Seth Gaunch, Dale McCarthy,Peter Burman, Meindert Jan
Kramer.

128

and passed on information from one factory to another. If, for example, a European
plant came up with an improved method of blanching raw potatoes, Morris andBliss would ensure that all the other plants in the McCain network found out
about it.
In the 1980s, Morris decided the company needed more direct communication
among its factories, so he initiated manufacturing conferences that took place atleast once every two years. These were meetings of all McCain plant managers fromaround the world, convening at a different location each time. Each manager was assigned a particular subject to prepare a paper and then speak on, such as peeling or
frying. His role would be to research the topic and instruct all the others about thestate of the art in that particular process. Each paper was discussed and critiqued, andeach manager went home with a package of papers that, as a whole, constituted themost advanced practice to that date in potato processing.
The big advantage of this system is that there is usually one person with a particular strong suit. By having that person bring everyone else up to his standard, “thewhole operation is then as good as our best man on that particular subject,” Morris
says. And if a plant manager later has a problem, he can look at the conference paper,
but he can also pick up the phone and call the manager at the other plant who is especially strong in that area.

from the Ground up

Although the manufacturing conferences worked well, McCain eventually had too
many plant managers to include them all in one meeting. In 1997, the Manufacturing
Directors Council was formed, grouping together the manufacturing director from eachcountry as well as engineering and technical people. This council meets twice a year,
usually at a plant where a new improvement has recently been made. The members of
the council relay what they learn to the plant managers in their home countries.
Harrison McCain had two cardboard plaques heliked to give to his managers. One said, “There is nothing a man can’t achieve if he does not care who gets thecredit.” The other said, “If you can’t measure it, you can’t
manage it.”Harrison put the latter slogan into practice by asking Morris to investigate Total Quality Management(TQM), a system developed by Edwards Deming, an
American management expert, to help Japanese manufacturers become efficient producers of high-quality
products. Morris customized TQM for McCain and in
1989 launched the McCain Quality Performance (MQP) system as a data-driven set ofstandards and problem-solving methods. Measuring performance was an important
aspect of MQP. It allowed McCain to introduce a system of internal benchmarking bywhich all units were expected to match the performance of the most effective ones.
Morris hired Neil D’Souza as global MQP manager, to guide the MQP managers at
each factory. For many years, the program was successful at finding ways to improvethe manufacturing process through employee involvement.
In 2005, a new performance enhancement system, McCain Competitive Edge
(MCE), replaced MQP. Based on a continuous improvement methodology known as
Lean Six Sigma, MCE’s mandate is to improve safety, quality, and productivity.
Lean and Six Sigma are complementary process-improvement techniques. Lean
focuses on eliminating non-value-added activities and waste from processes, while
Six Sigma’s aim is to reduce variation and improve quality.
“Lean makes sure we are working on the right things, while Six Sigma makes sure
we are doing the right things right,” explains Morris.
An important facet of MCE is the kaizen event. In Japanese, “kaizen” means “change
for the better.” Once a month, in every facility, teams of about ten people meet for fivedays to review part of the operation. During these meetings, activities are reviewed
and changes implemented that transform some part of the business.

the home front

A meeting on lift truckissues during a Kaizen event,
Lelystad, 2007.

129

This approach depends on the contributions of the individuals who know the mostabout the area under review – the operators and managers who do the job every day.
“This results in tremendous ownership for the identified improvements and fosters
a culture of continuously reviewing and improving all aspects of the operation,” says
Lloyd Borowski, global vice-president of engineering and manufacturing. “It’s allabout continuous improvement, involving everyone – managers and operators alike– to eliminate unnecessary activities and costs throughout the system, to improve safety and quality, and to
give customers 100 percent satisfaction.”
In his 2006 webcast to McCain employees around theworld, CEO Dale Morrison said that MCE will improvesafety, quality, and productivity, first in individual plants
and then across the entire organization. “It will make usa better company because it captures the imagination,energy, creativity, perspective, and ideas of our people.”
As just one example of many, he pointed to the device
developed by Ben Jenson, an employee at the Othello,
Washington, plant that helps operators test the jaws on packaging equipment to makethe packaging process more efficient. To honour its inventor, the machine is called a
Ben-dicator.

Cutter cannons.

Someone passing the parking lot of the Lamb Weston potato-processing plant inWeston, Oregon, in the late 1950s might have glimpsed an unusual sight: the ownerof the plant, Gilbert Lamb, an engineer, shooting potatoes out of a fire hose. He wasdoing experiments that later developed into a device known as the Lamb Water Gun
Knife, a major improvement over the simpler cutting devices that Lamb Weston,
McCain, and other processors used when the industry was in its infancy.
The water gun knife uses high-pressure water flow to launch raw potatoes at a
speed of eighty kilometres an hour through a set of steel blades that can be arranged
to produce different sizes and shapes of french fries. McCain licensed the technology
from its competitor, Lamb Weston, on the understanding that McCain would shareany improvements it made in it.
The water gun, as originally designed, took strips out of the square centre of thepotato for french fries and slabs out of the side, which were sent directly to the130from the Ground up

specialty product line. McCain wanted to increase the yield of fries from each potato. It did this by altering the gun to cut the entire potato into strips and then using the strips unsuitable for fries for the specialty products. The water gun knife
handles more volume than other cutting devices. Most
important, it increases yield by cutting a straight line
through the longest axis of the potato, thereby getting
the longest possible finished product out of it. In otherwords, the water gun knife makes the average potato
more valuable.
Customers expect the cones of french fries they buy
in fast food restaurants to be full. “The longer the frenchfry, the less weight it takes to fill the container,” explains
Morris. If it is filled with shorter fries, four to five centimetres long, it will weigh as much or more than one
filled with nine-centimetre-long fries, but it won’t look
as full. That’s why long fries have become the norm in
the quick-service restaurant industry. “Fast food is soldon the basis of appearance rather than weight, and thatis the primary reason for trying to make the productlonger,” says Morris. Longer fries also have better “plate
coverage” than shorter fries – important for sit-down
restaurants.
Since the first factory began operating, in 1957, every
piece of equipment in a McCain factory has evolved into
something better. Automation is the reason for muchof the improvement. In the early years, for example, alltrimming of potato defects was done manually. During
the 1970s, McCain invested in technology that uses cameras to detect the defects andautomated knives to cut them out. A light is shined on the raw potato strips, which havebeen peeled, preheated, and cut but not yet blanched, while a bank of cameras measures
the amount of reflected light. Because a defect absorbs light, the system detects when
one of the strips needs attention, and a knife comes down and slices off the bad part.
In making french fries and other potato products, the raw potato is a major part ofthe cost. So the company has become focused on making the most of each potato thatcomes into its factories. In 1998, McCain launched Raw Material Utilization (RMU), a
program designed by Carl Morris dedicated to that objective.

the home front

TOP : Knives are inserted into

the knife box, which is similar
to a cannon barrel: potatoes
are fired through it.
BOTTOM : Potato strips

emerge from a water cutter.

131how french fries are madeIn the fifty years since McCain started making frozen french fries
at Florenceville, the manufacturing process has been constantly
improved, with the aim of producing the best french fry at thelowest cost with the greatest efficiency. In 2007, it takes one hour
to transform a raw potato into frozen and packaged french fries.

LEFT : The control room in the

Matougues, France, factory.
rIGhT : State-of-the-art

machinery optimizes raw
material use.

132

Making the most of a potato means converting the highest possible amount of
it into french fries. It also means that as much as possible of the rest gets converted
into other saleable potato products. To give every plant a model to strive for, Morrisand his team designed the perfect factory on paper. It was called Plant X. “We took in
the very best of every facility we had and the very best of all the knowledge we had,
and we designed this plant on paper that could give us certain recoveries and certain
costs,” Morris explains.
To implement the program, Morris formed a committee consisting of him, Neil
D’Souza, David Rogers, and Lloyd Borowski. By comparing each existing plant with
Plant X, the committee was able to come up with a capital budget to bring all of themup to state-of-the-art level. At the same time, each plant would be standardized inits processing procedures, so that all the plants around the world would receive, cut,process, and package potatoes in the same way.
Implementing RMU requires that every factory, old or new, has the latest technology and methodology. “It was basically the handling of that raw material to cut it in
the most efficient way so that everything is used for finished product,” says Morris.
RMU didn’t really include anything that wasn’t already well known within the company – it was just a matter of putting it all together in one package and taking it toeach factory. By giving each factory help in its areas of weakness, the average level ofproductivity was raised.
It’s a matter of applying knowledge in a systematic and comprehensive way.
“Through RMU, we upgraded the shortcomings in all our factories,” says Morris.
“Even though there were many changes during my time at McCain, that is probably
our most rewarding operation.”from the Ground up

1. McCain plants are located near
potato farms. Here, fresh potatoes areunloaded into storage bins.

2. After stone removal, high-pressure
steam loosens the skins. Automatedbrush peelers remove remaining skin.

3. Workers near the start of the line pickout bad potatoes and remove foreign
matter.

4. Potatoes are shot by a water gun
through knives that cut them into
strips.

5. Automatic defect-removal
machines rid the cut potatoes of any
remaining imperfections.

6. Blanchers remove sugars thatwould cause the french fries todiscolour.

7. After drying, the potato strips are puton the equilibriation belt to balance themoisture within the potato strip.

8. After equilibriation, the potato
strips are fried.

9. In the freezing tunnel, fries are kept
for twenty minutes at a temperatureof -39° Celsius.

10. The packaging machine weighsout batches of french fries and drops
them into plastic bags.

11. The machine then folds, seals, andcuts the bags into packages for the
food service market.

12. Machines pack the bags into
cardboard boxes and then onto
pallets, which are stored at -23°
Celsius until shipped.

13. McCain fries being transferredfrom a cold storage room to a waitingdelivery truck.

14. Wastewater from the french fry
production process is treated behindthe factory.

the home front

13 3

TOP LEFT : Trial field in

Maine of organically grownpotatoes.

Just as McCain Foods had little expertise in food-processing technology when it
started operations in 1957, so it possessed minimal expertise in agronomy. But it
quickly became evident that the better the raw materials, the better the product, andthe McCain brothers made it company policy to build up expertise in agronomy.
The potato is far more complex than it looks. The quality of the potato that arriveson the processing line depends on many factors, including good seed, climate, soil
chemistry, pests and viruses, and the conditions in which it is stored before processing. McCain conducts agricultural research and development at its various operations.
In Canada, research is carried out at the McCain Research Farm at Florenceville.
McCain Foods has a global virtual breeding program for developing new potato varieties. Its specialists look at hundreds of potential new varieties each year from breeders around the world. They also do contract breeding with specialized institutes.
“If we were to start over again and travel the world to decide where we weregoing to start with a factory, I don’t think Florenceville would be high on the list,”says Ghislain Pelletier, vice-president of corporate agriculture. New Brunswick
has a short growing season, which makes it difficult to grow Russet Burbanks,
the potato of choice for french fries in North America. Moreover, the shorter season results in smaller yields than can be obtained in regions with longer seasons.

134

from the Ground up

the home front

TOP rIGhT : Don Young,creator of the Shepody
variety, and grower Pablo
Serra in a field of elite-grade
Panda potatoes near Temuco,
Chile.
FACING PAGE : A field of

Shepody potatoes.

135

LEFT : At the research farm,

across the river from theFlorenceville plant. Stephen
McCain of McCain Produce
is front left. Also pictured
are variety development
specialist Gary Hawkins(fourth from left) and Yves
Leclercq, chief agronomist,
McCain Foods (Canada),
third from right.
rIGhT : Checking out newvarieties at the research farm.

136

Another disadvantage is that it’s not practical to use irrigation in New Brunswick.
For a processor, the main objective is having a reliable supply of good raw materials and an irrigated crop delivers that better than a crop dependent on rainfall.
An ideal place to grow potatoes would be one where it never rains during thegrowing season, the sun shines every day, and irrigation water is cheap and plentiful, says Pelletier. A potato crop needs four centimetres of water per week and, on
average, that’s what the skies of New Brunswick deliver. The problem is that sometimes ten centimetres falls in a single day, followed by three weeks with no rain at all.
Irrigation puts four centimetres on the crop each and every week.
Of course, the Carleton County potato crop could be irrigated with water from theSaint John River, but that doesn’t make economic sense. It costs too much to install
an irrigation system that might be needed only once or twice a season during dry
spells. Even then, it would be risky to irrigate, says Pelletier, because of Murphy’s Law– “right after you irrigate, there will be a thunderstorm, resulting in too much water.”That’s bad, of course, because overwatered potatoes are likely to rot.
McCain eventually figured all this out. That’s why there is a McCain plant inOthello, Washington, one of the best places in the world to grow potatoes. It is located in the semi-desert region east of the Cascade Mountains. Because it is so dry

from the Ground up

there, growers can control, through irrigation, how much water the crop gets, andthe long growing season is perfect for Russet Burbanks. Ideally, a Russet Burbank
crop will get from 130 to 140 growing days, but in New Brunswick, it has only 120.
Nevertheless, advances in agronomy are allowing New Brunswick farmers to growthe variety successfully.
“McCain has made a huge investment to learn how to grow and store that variety,” Pelletier says. “For example, we have agronomists going into storages with
CO2 meters to see if there is enough fresh air. This was unheard of fifteen years ago.
So, because of the technology, the Russet Burbank is now doing pretty well in New
Brunswick.” But the yield in eastern Canada can’t compete with that in Washington
state. In New Brunswick, the growers have to put in fewer plants per hectare to give
their potatoes a chance to grow to a decent size during the short growing season. So
the commercial yield in New Brunswick is about thirty metric tons per hectare, compared with Othello’s sixty-five.
If Florenceville was not the easiest place to grow potatoes, it was also not the perfect location for the headquarters of a large multinational corporation. In 1988, theToronto Star asked Harrison McCain to explain why McCain Foods was based in arural village rather than a major business centre such as Toronto.

the home front

LEFT : Crop rotation trial on

Prince Edward Island.
rIGhT : Clarence and Eil

Waldner of Brookdale,
Manitoba, the 2005 McCain
champion potato growers
for Carberry, Manitoba.

137

PHOTO NOT AVAILABLE FOR WEB

LEFT : View from the airstrip

near Harrison and Wallace’s
houses, looking across the
potato fields and river valley.
RIGHT : McCain’s head officein downtown Toronto is on
the thirty-sixth floor of BCE
Place (centre foreground).

1 38“I like it here,” he answered. “It’s nice. It doesn’t make any economic sense at all.
It means a huge travel bill and a lot of weariness. We’re perfectly satisfied to be here
and to pay a certain price for that.” Part of the price is maintaining an airstrip so thatcompany planes can shuttle McCain personnel to and from Toronto. The airstrip,
which sports the McCain logo on its pavement, is not a luxury but a necessity if thecompany is to keep its corporate headquarters in Florenceville.
In 1995, when Howard Mann arrived as president and CEO, McCain established a
global headquarters office in Toronto. As of 2007, CEO Dale Morrison and other key
executives were based on the thirty-sixth floor of Toronto’s BCE Place, on Bay Street,
the Canadian equivalent of Wall Street. The headquarters of McCain’s Canadian operations are in Florenceville, where Fred Schaeffer, CEO of McCain Foods Canada,
lives. As well, some global functions, including the legal department, corporate engineering, corporate agriculture, part of corporate financing and taxation, and thedata processing centre, remain in Florenceville. In 2006, the company announced a$70 million plan to rebuild the Florenceville factory. It also decided to renovate thehead office, which is adjacent to the factory.
Because of the dramatic advances in communications, it may be more practical in the twenty-first century to maintain the Florenceville head office thanit was in the company’s earlier years. Tony van Leersum recalls that, when hejoined McCain in 1978, there was no fax or email and just the occasional telex.
Most communication was by ordinary post and telegram. “As managing director of continental Europe at the time I was allowed only one transatlantic phone
call a week, because of the high cost. Mail from New Brunswick to Holland took
twelve days. If posted in Maine, it took eight days.” Today, of course, Florenceville

FROM THE GROUND UP

Air McCain
From early on, the McCain planes and airfield behind their houses
made it possible for Harrison and Wallace to have a global reachwhile remaining based in a small village. The first plane was alittle Piper Aztec (left) purchased in around 1963. A Mitsubishi
MU-2 was acquired in 1970 (below left, with the Aztec on the
Florenceville airfield) and used from 1970 to 1982. The Falcon
50 jet is now in use (below, at the Florenceville McCain hanger,
2002), along with the Learjet 45, pictured above preparing for
its scheduled early-morning run to Toronto, 2006.

THE HOME FRONT139LEFT : Harrison with then prime minister Jean Chrétien andRussian president Vladimir Putin, 2000. Putin was meetingwith Canadian business leaders on this, his first visit to
Canada. Marilyn Strong, Harrison’s companion during his
latter years, is on the far left.
BELOW : Harrison mans the barbeque at a Florencevilleparty, along with Malcolm McLeod, then agriculture ministerof New Brunswick.

harrisonHarrison McCain liked to socialize. One of Harrison andWallace’s methods for collecting information useful to
McCain Foods was simply to call up other companies andask if they could drop by for an interview and a tour. Terry
Bird, who ran Day & Ross before becoming vice-presidentof corporate development of McCain Foods, was often told
to have a look at one or another U.S. trucking company.
Harrison would say, “Just phone them up and say you’rein town, and they’ll welcome you in.”To his surprise, Bird found Harrison was usually rightabout that: “I used to travel with Harrison, and this happened all the time. One time in Minneapolis, Harrison
picked up the phone and then off we went to see the president of Pillsbury.”That’s how Harrison got to know Jim Pattison, theVancouver billionaire whose company, the Jim Pattison
Group, owns an array of enterprises in food retailing, magazine distribution, and broadcasting, as well as the Ripley’s
Believe It or Not entertainment company.
According to Bird, one day when Harrison was inVancouver he called Pattison and said, “I’m Harrison McCain,
I’ve heard a lot about you, I’d like to come and see you.”140

from the Ground up

They became close friends. Pattison often attended
parties thrown by Harrison in New Brunswick and was alsopresent at the opening of the Coaldale processing plant inAlberta. Billie and Harrison McCain were weekend guests at
Pattison’s lavish desert retreat in Palm Springs, California, ahouse famed for its collection of memorabilia left behindby its former owner, Frank Sinatra.
On another occasion, Harrison called Conrad Black at
Black’s home in Palm Beach, Florida, and was invited tovisit. He later told Bird that Black seemed nervous throughout the entire meeting. “He kept waiting for the other shoe
to drop – does he want to sell me something, does he wantto buy something?”
There was no other shoe. Black was an interesting character, and Harrison McCain was simply curious to meet him.

is instantly connected to anywhere in McCain’s global empire by telephone andinternet.
Florenceville is a company town, and the ties between company and community
remain strong. In a medical emergency, any local resident, whether McCain employee
or not, is transported to a major hospital on a McCain plane.
McCain also covers half the cost of beautification projects, such as planting flower
beds, in Florenceville and nearby towns. Beautification committees in each town
were set up during the 1980s at Harrison McCain’s urging and under the guidance of
his wife, Billie.
Bruce Terry, who joined McCain in 1990 as CFO, recalls that Harrison McCain
raised the issue of living in Florenceville when interviewing him. “He was very concerned about the way people fit the business,” says Terry. “He knew not everyone was
comfortable moving to a small town. He interviewed my wife for an hour to makesure she would fit. Because you need a certain maturity and a certain family relationship and character to fit in.”
Some potential employees don’t want to live in a rural area far from the urban
amenities to which they are accustomed. On the other hand, McCain’s presence in
Florenceville has advantages for some, including those employees whose spouses arefarmers, with no benefits, such as a prescription drug plan. The McCain job is ofgreater value to such employees than it would be to a family in which both spouses
had benefits through their workplace.
Also, the small-town environment facilitates communication among employees.
“Because people know each other and talk, you have an incredible real-time communications system that is not based on technology,” Terry points out. “You have aconstant communication about the business in terms of living and breathing what’s
going on.”David Morgan, a retired long-time McCain employee, has been mayor of Florenceville since 1995. Although McCain is the financial engine of the area, it doesn’tinterfere in local politics, he says. The company got a tax break when it started, but
now it pays taxes at the same rate as any other business.

TOP : Bruce Terry, former CFO,

McCain Foods Limited.
MIddLE : Arnold Park, CEO,

McCain Foods (Canada) Ltd.
(retired), 2005.

The hiring of Bruce Terry in 1990 as CFO signalled a shift in the way McCain Foods
was run. Previously, the vice-presidents of McCain Foods Canada, the operatingcompany in Canada, also acted as officers for the companies outside Canada. Carlthe home front

BOTTOM : Michael Campbell,

vice-president and general
counsel, McCain Foods
Limited, 2005.

141

TOP LEFT : Nancy Oliveira andSuzy Tremblay on the pâtéline at the Tour Eiffel meatprocessing plant. McCain owns
Tour Eiffel’s two plants, inBlainville and in Quebec City.
TOP rIGhT : The Grand Falls

plant, built in 1979, makes
pizza, juice, and potato
products.
BOTTOM : Pizza line at Grand

Falls, 2007. Carol St. Amandensures the holder is filled withsalami, ready for automatedslicing onto the pizzas.

142

Ash had developed and implemented the Management Control Report (MCR) system
around the world. His successor, Bill Mabee, had guided regional directors of financeand coordinated financial transactions and tax-related matters between them. Bliss
and Morris acted more or less as corporate officers, but the task of coordinating theactivities of the organization as a whole fell mainly to Harrison and Wallace.
By 1990, McCain Foods, with more than $2 billion in annual revenues, was too big
to rely on such an informal structure. Terry had the job of integrating and harmonizing the financial affairs of McCain worldwide, a mandate that did not always makehim popular with managing directors used to doing things their own way. “There
had been other corporate people before me,” Terry explains. “There was Tony van
Leersum guiding people about potatoes and Tim Bliss, who was chief engineer. They
were the welcome corporate interveners. But I was the one who was changing things,
and that wasn’t particularly welcome.”
Terry’s mandate was not precisely defined. “I was to become the first CFO of thecompany and find areas where improvements could be made,” Terry says. He started
out in areas where he had significantly more expertise than anyone else in the company. One was information technology, a field in which McCain could learn fromother organizations of its size.
Secretaries were still using typewriters and the salesmen were taking their orders
in longhand. At a meeting with a group of salesmen, Terry said, “Why wouldn’t you
have a portable computer with all the data about your customers on it? You could
take the orders on it and transmit them automatically.”
A salesman replied, “I will never take a computer into one of my customer’s establishments. They will think I’m spying on them.”from the Ground up

A few months later, Terry convened the Canadian management team to watch afilm made for Frito-Lay, the snack food company, showing its sales force using handheld computers. The McCain management soon realized that it was time to enter thedigital age if the company was to continue its success.
Terry’s most significant initiative was to hire Anil Rastogi in 1995 as chief information
officer, with a mandate to centralize information technology for the worldwide operation in Florenceville. To explain the importance of this, Terry points to a system McCain had installed across its worldwide operations, the Pansophic Resource
Management System (PRMS). This is an enterprise-wide management system thatallows the company to track all its order entry, distribution, production, and financial functions from start to finish. The problem was that each of twenty-five separate
McCain businesses insisted that the system be modified so that none of their processes changed. No one at head office had the ability or authority to prevent PRMS being
implemented in twenty-five different ways. Rastogi developed a world version of thesystem, and it was implemented over the objections of many of the regional offices.
Terry needed the support of Wallace and Harrison to implement his projects,
and that didn’t always come automatically. He recalls how he managed to change
Harrison’s mind about an initiative that was finding resistance with the European offices. Terry wanted to bring in a centralized finance group in Europe to take on more
responsibility. The managing directors in Europe saw this as an infringement on theirautonomy. Wallace supported the move, but Harrison was resisting it because of opposition from the European executives.
Over Scotch one night in Harrison’s office, Terry asked, “Harrison, how long haveyou been running the business?”the home front

TOP LEFT : Winnipeg mayor

Bill Norrie presents Harrisonand Wallace with honorary
citizen’s awards, 1979.
TOP rIGhT: Official openingof the Prince Edward Island
plant, 1991.
BOTTOM : Anil Rastogi, chief

information officer, McCain
Foods Limited, 2006.

143

mcCain’s nerve centre
When one of McCain’s Australian customers submits an order to
McCain’s Australian headquarters in Ballarat, the order and invoice areprocessed on the other side of the world, at the global technology
centre in Florenceville, New Brunswick. The same is true for businessgenerated by McCain’s companies in the United States, Europe, South
Africa, Asia, and South America.
The modern, light-filled building is the nerve centre of McCain’s
worldwide operations. Adjacent to the company’s original offices andfactory, it houses 270 information technology staff representing manynationalities – their presence makes Florenceville perhaps the most
multicultural rural community in Canada.
McCain entered the information age in 1966 with a mechanicalpunch-card system. In 1969, it acquired its first computer which was used
to process financial applications. During the early 1970s, the computer
was upgraded several times to support new applications. A mainframe
computer was installed in Florenceville in 1988.
Until the mid-1990s, the various McCain operations around theworld ran their own information systems. In 1995, Anil Rastogi joined
the company as chief information officer with the mandate of unifying IT functions in one location. Not long after his arrival, he told
Harrison McCain that IT needed a new building. “Nobody thought hewould approve it, but he did,” Rastogi says. Harrison was not an expert
in information technology but he understood its importance.
The data centre has squash courts, saunas, a state-of-the-art
exercise room, a chess-playing area, and meeting rooms named after
potato varieties. Its computers are used to develop and maintain business applications standardized for all regions. As of 2007, Florencevilleprocessed about 97 percent of McCain’s transactions and more thanseventy thousand emails daily across a global network connecting
more than eight thousand personal computers.
To attract qualified technology experts to Florenceville, McCain
provides housing at low cost. The newcomers must sign a contract
to stay for at least three years. Most stay longer, enjoying the friendly
village environment and nearby outdoors activities such as canoeing
and fishing.
For Rastogi, people are more important than technology. And his
people must understand that their job is not to run computers but tofacilitate the management of a multinational food-processing company. “The greatest compliment I can give to a member of my staff is,‘You understand the business,’ not, ‘You understand the hardware andsoftware,’” he says.

144

from the Ground up

TOP : Marion Boyerlearns how to use
the punch-card
system.
LEFT and BELOW :Data processing’s
early days,
Florenceville.
FACING PAGE :The lounge at
Florenceville’s
data centre, 2006.

the home front

14 5

Cedric Ritchie (centre) of the
Bank of Nova Scotia inducts
Harrison and Wallace into
the Canadian Business Hallof Fame, 1993.

146“Thirty-four years.”“And you’ve been dealing with every
aspect of it – agriculture, sales, everything?”“Yes.”“Well, I’ve been doing nothing but finance for twelve years, so I guess I know
a lot more about it than you, so why don’t
you just accept my recommendation?”
Harrison said, “Okay.”
It had taken Harrison and Wallace ayear to fill the CFO job, and clearly they
were prepared to put a lot of trust in
the person they had finally chosen. This
management style was again illustrated
when the brothers were approached
by a Calgary-based engineering company that wanted to engineer the new McCain plant planned for Portage la Prairie,
Manitoba.
“Harrison and in particular Wallace believed we should engineer the plants ourselves,” says Jim Evans, a Florenceville-based engineer at the time. But the Calgarians
insisted they could do a better job for less cost, and they insisted on meeting withHarrison. “Finally, Harrison agreed to see them. So they came to Florenceville, twoguys in leather suits, wearing lots of jewellery. Harrison just listened.
“Then, looking over the rim of his glasses as he often did, Harrison said, ‘Gentlemen,
Mr. Bliss and Mr. Evans have convinced me that you will build the plant for a million
dollars less. But I think the plant will then be worth more than a million dollars less.
Therefore, I suggest that you go back home. We will not use your services.’”
In his efforts to centralize administrative and financial functions, Terry also had
the full support of Howard Mann, McCain’s first professional president and CEO, who
directed the day-to-day operations of the company from 1995 until 2004. Mann also
backed the work of Rastogi in reorganizing the company’s information technology
and encouraged Lloyd Borowski’s work in standardizing factory processes.
When Mann, who grew up in London’s working-class East End, first arrived at
McCain, he admitted that he knew “nothing whatsoever about potatoes.” But he knew
plenty about the food industry, having worked in it in the United Kingdom for twenty-

from the Ground up

seven years. For his services to the industry, he was named an Officer of the Orderof the British Empire (OBE) in 1994.
Mann left his mark by establishing theToronto office and convincing Harrison
McCain of the need to sell some companies that were not part of McCain’s
core business or which could not attaina sufficient market share or profitability.
Despite selling off those assets, McCain’s
revenues grew from $3.5 billion to almost$6 billion during Mann’s tenure. And
it was Mann who persuaded Harrison
McCain that, although MacFries are nota McCain brand, McDonald’s should be
one of the company’s core businesses.
Mann established corporate vicepresident positions in engineering and agriculture. He formed the senior executives
council through which he promoted coordination among the regional operational
CEOs and corporate vice-presidents. This paved the way for Dale Morrison’s policy ofdeveloping more corporate, as opposed to regional, decision making.
Mann got along well with chairman Harrison McCain, to whom he reported until
Harrison’s health deteriorated.

Howard Mann speaking at
the opening of the new plantin Coaldale, Alberta, 2000.

Companies grow in two ways. One way is organically, meaning that if you are producing frozen food, you produce more of it in your existing facilities or you expand
those facilities or you build new ones. The second way to grow is by buying othercompanies.
Over the five decades of its existence, McCain has successfully used both methods: half of its growth has been organic, and the other half has come through acquisitions. By 2007, the two routes to growth had resulted in a McCain manufacturingbase in North America of sixteen processing plants, nine in Canada and seven in the
United States.
The two New Brunswick plants, in Florenceville and Grand Falls, had been expanded

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147

Harrison was named to Maclean’s magazine’s
1990 honour roll.

LEFT : George McClure, 1992.
MIddLE : (left to right)

Des Doucette, John Corey,
Tim Bliss, Cor Koster, Colin
Richardson, and Dave
Munslow attend a 1985
energy conservation
conference in Europe.
rIGhT : Terry Bird, vice-president of corporate
development and emerging
markets, 2005.

148

and upgraded. As of 2007, Grand Falls was producing juice, both frozen and in aseptic
packaging, as well as pizza, french fries, and other potato products. Three other french
fry plants were added to the McCain chain of factories – McCain built a plant in Portagela Prairie, Manitoba, in 1979 and another in Coaldale, Alberta, in 2000. And it bought
Midwest Foods in Carberry, Manitoba, in 2004. The Coaldale plant produces frenchfries for the Far East markets, while most of the production from the Manitoba factories
goes to the United States.
In Wallace McCain’s opinion, McCain Foods should also have a french fry plant on
Prince Edward Island, a province famous for its large potato crop. C.M. McLean Ltd.
owned a struggling frozen foods factory in New Annan, Prince Edward Island. When
McLean put it up for sale in 1979, Irving, Wallace and Harrison’s former employer,
snapped it up. The plant was Irving’s entry into the frozen french fry business; its
Cavendish Farms brand remains a McCain competitor.
McCain had passed up a chance to bid on the McLean factory. “Not buying it wasa mistake,” Wallace admits. “We thought no one would buy it because it had almost
gone broke three times.” However, McCain then built a potato specialties plant in
Borden-Carleton, Prince Edward Island.
George McClure, who spearheaded McCain’s expansion into Europe, became
the first chief buyer of companies as head of corporate development from 1979 to
1995. He played a key role in McCain’s expansion by buying companies in Europe,
the United States, and Canada. In 1995, McClure retired and Harrison McCain offered the job to Terry Bird, then chairman and CEO of the New Brunswick Telephone
Company. Previously, Bird had been president and CEO of Day & Ross, McCain’s
trucking company.

from the Ground up

harrison
As a boss, Harrison McCain was tough but fair. He andWallace wanted their managers to try new ideas, and they
understood that new ideas don’t always work out.
“Harrison told me he was always quite careful about
criticizing the marketing department because he wanted it
to try new product ideas and new promotions,” says Allison
McCain. “New ideas are expensive, and the failures are
expensive. But he didn’t want people to stop trying. You
can’t tell people we want you to be innovative but if you
get it wrong we’re going to drop on you like a ton of bricks– because then nothing would happen.”Harrison expected people to work hard but not at theexpense of their health or family life. He didn’t like to see
his managers working late at night. On two occasions,
Florenceville mayor David Morgan, then a McCain manager,
was sent home. Once, Harrison came into the office at
10 p.m. and spotted Morgan at his desk.
“What are you doing here, David?”“I’m working.”“I see that. That’ll keep until tomorrow. Good night.”“Well, I need to …”“Good night.”

Anil Rastogi, who took over as head of information
technology in 1995, was warned that Harrison had little
patience for long presentations. But Rastogi had worked
out a new strategy for IT that called for the centralization of some functions. It wasn’t something that could be
explained quickly. Rastogi decided to ignore the warnings
and plunge ahead. He was right to do so. Harrison listened
to him for six hours. The issues were new to him; he knew
how important they were and wanted to understand.
At the end, he told Rastogi, “I think you know what you
are doing. I think this is important for our company andgrowth. You have my support.”
Harrison McCain was a bundle of energy. “He was a fast
walker and a fast talker,” says Marilyn Strong, who was his
secretary and assistant for four decades and had to learn
to walk fast to keep up with him. He was extremely sociable and loved parties, but he sometimes craved solitudeand quiet. After a long day at the office, he liked to relax inhis book-lined den and read biographies, novels, and business books.
His interests weren’t confined to business. He was a
supporter of cultural institutions, especially those in New
Brunswick, and was keenly interested in politics. When
Pierre Trudeau ran for the leadership of the Liberal Party
in 1968, Harrison McCain was one of his earliest supporters. “I’m a Liberal,” he told the Financial Post Magazine,“a middle-of-the-road, hair-to-the-left-of-centre Liberal.
I believe in social justice and taxes.”
He could talk to anyone and give that person his full
attention. “He was equally at ease with the Queen or Fidel
Castro or the guy on the plant floor,” says Strong.
Not just a fast talker and a fast walker, Harrison was
also a fast driver. One morning, en route from Florencevilleto Grand Falls, he was stopped for speeding. As the RCMP
officer wrote out a ticket, Harrison asked if he would stillbe patrolling the highway that afternoon. The officer said
he would.
“Then you might as well give me two tickets,” said
Harrison, “because that’s when I’m coming back.”

the home front

14 9

TOP : McCain produces anassortment of pizza productsin Canada, Australia, theUnited Kingdom, and several
European countries.
BOTTOM : Karen Basian,vice-president of corporate
strategy, mergers andacquisitions, and innovation,
2006.

150

Bird said, “I can’t do that; I’ve been an operator all my life, I don’tknow finance.”
Harrison replied, “It doesn’t matter, it doesn’t matter. Don’t worry
about any of that nonsense, you can hire financial guys. Just go out
and buy me some damn businesses.”
On reflection, Bird decided he could do the job after all. “I had
no skill in finance, but I was a good negotiator and I was diligent.
Harrison felt I had good interpersonal skills and could put people
at ease.”Bird has taken the lead in many acquisitions. Since 1995, he has filtered out more than five hundred potential targets. Of the twenty-two
companies acquired, the most significant of these were the Anchor
appetizer business and the Ore-Ida food service business, which
made McCain USA a major player in the American food industry.
Corporate strategy has to adjust for changes in the marketplace. In the first decadeof the twenty-first century, the growth of fast food business in the developed countries is slowing down. In addition, consumers are more health conscious. Rather thanordering a super-size french fries, the typical consumer in 2007 is more likely to ask
for a regular-size portion. The result is that the total volume of french fries sold isdown, while the number of servings is up. Because of more convenient and healthier
options, including microwaveable and oven-prepared potato products, consumers
continue to make potatoes a core part of their diets.
Karen Basian is vice-president of corporate strategy, mergers and acquisitions,and innovation. She believes changing demographics in the developed markets andthe shift to healthier, more convenient products offer McCain a huge opportunity togrow through innovation. “The consumer’s concern about health and convenience isa function of aging populations, increasing obesity, and busy lifestyles,” she explains.
“At McCain, we are part of people’s everyday lives. With this new focus, we see theopportunity to provide them with better-for-you products and more accessible solutions. Our transition to healthy oils around the world is a great example of basic
things we can do to help our consumers and customers.”
It’s an exciting time to be the head of strategy and innovation, she says. “Thereis so much opportunity to innovate and continue to build McCain while delivering
good food that is fun, easy, and affordable. That’s our magic. We like to think of it as‘creating smiles.’“And we are excited about our emerging markets. McCain has always been ready tofrom the Ground up

invest in developing markets. We think of South America,
China, and India as presenting the same opportunities as
Europe did in the 1970s and look forward to seeing themgrow and become significant parts of the McCain familyof companies.”
A major win for McCain in the United States had been
the appetizer business it entered via acquisitions. It is expanding this business through further acquisitions because of the growing popularity of the category, as wellas its good profit margins. In Canada, McCain in 2002
bought Wong Wing Foods, the largest manufacturer inthe country of frozen Chinese dinners and appetizers
such as dim sum and egg rolls. The Wong Wing purchase was part of an overall
strategy to build McCain’s strength in appetizers, a strategy that also included thepurchase of a Chinese food manufacturer in Taiwan. McCain bought Belleisle Foods,
a New Brunswick company specializing in egg rolls, in 2003.
“There’s no such thing today, in our perspective, as Chinese food, Indian food, or
Mexican food,” says Bird. These have become global foods, and McCain’s marketerslook for new ways to use them, perhaps combining various ethnic foods or tastes into
innovative products.
At the same time, the company won’t neglect its “country jewels” – product categories in which McCain has a strong presence but in one region only. So, because
McCain is the market leader in frozen dinners in Australia but nowhere else, it mightundertake acquisitions in that category in Australia. In Canada where, uniquely in
the McCain network, the company had a strong position in frozen and aseptic juices,
it acquired the Old South brand in 2000.
That McCain is a privately owned company is an advantage for its strategic planners, observes Rick Pryde, vice-president of finance: “We don’t have to worry about
what Bay Street or Wall Street says our quarterly earnings should be. We have theluxury, as long as we don’t abuse it, of taking long-term approaches to issues.”

TOP : McCain acquired Wong

Wing Foods of Montreal in
2002.
BOTTOM : Fang Zhao Ceworks on battered chickenball production, Wong Wing.

McCain Foods began investing in Day & Ross in the 1960s, not because McCain was
eager to expand into a different business but out of necessity. The company it had
been relying on to get its goods to market, Maine Maritime, was bankrupt. McCain

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151

TOP : Joe Palmer, president of

Day & Ross, 1972.
BOTTOM : John Doucet,

president and CEO, Day &Ross Transportation Group,
1999.

152

had to make certain that Day & Ross stayed in business because somebody’s trucks
had to get McCain products from New Brunswick to the rest of the continent.
Decisions based on necessity sometimes turn out better than ones based on a
grand strategy. As we shall see in the next chapter, McCain got into appetizers almost by accident when it ended up owning an appetizer business as a result of a
french fry acquisition. Appetizers have turned out to be a huge win, and so has Day& Ross. From a struggling regional transport firm, it has grown into a major trucking operation with 2006 sales of $600 million and recognition as one of Canada’s
fifty best-managed companies, an award sponsored by the national accounting firm
Deloitte, CIBC Commercial Banking, the National Post, and the Queen’s University
School of Business. As of 2007, only about 10 percent of Day & Ross’s business waswith McCain Foods. McCain has big plans for Day & Ross. “Our ultimate goal,” says
Day & Ross CEO John Doucet, “is to be the brand name in transport that McCain is
in french fries.”
Elbert Day and Walter Ross founded Day & Ross in 1950 in Hartland, New
Brunswick. At a time when the railroads dominated the transport business, they were
pioneers. Their trucks hauled anything that needed hauling, from potatoes and roofing materials to fertilizer and manufactured goods. Joe Palmer, a Hartland potato
farmer, was a customer and eventually bought control of the company, which he expanded rapidly, although not always profitably. McCain gradually bought Palmer out
during the 1960s.
Palmer stayed on as president and, in 1977, hired Terry Bird as senior vicepresident. “The company was a basket case,” says Bird. Things were so bad financiallythat Day & Ross was delaying mailing out cheques it had already printed.
Palmer was a boss with a style of his own. While Bird was deciding whether totake the job, he and his wife went to meet Palmer at his home. “It was 10 am on a
weekday,” Bird recounts. “He interviewed me in his bedroom. He was still half asleep.
Afterward, my wife said, ‘If you join this organization, you have to be crazier than I
thought you were.’”He did join and discovered that, although Palmer was no early riser, he was a hard
worker. “He would work all afternoon, play cards all evening, and then come backand work on central dispatch through the middle of the night.”
Under Palmer, Day & Ross had become one of the largest transport companies
in eastern Canada. However, when the economy weakened in the early 1970s, thecompany got into financial trouble. It was dependent on a small number of large customers that provided small profit margins. Bird decided that targeting small shippers

from the Ground up

was the way to boost profits, and so Day & Ross became an LTL (less than truckload)
specialist. An LTL transporter moves smaller shipments between terminals. At theterminal, the shipments are transferred to another truck for local delivery.
Day & Ross’s rapid growth during a booming economy had hidden underlying
weaknesses, including a lack of qualified managers. Bird went to the universities torecruit a stronger middle-management team. He initiated the creation of a procedural manual covering all aspects of the company’s operations. He worked to improve
relations with the owner-operators who drive the trucks
and to improve the company’s accident record, thereby
lowering insurance costs.
Still, the company wasn’t making money. “Day & Ross
was haemorrhaging,” says Bird. Harrison would call me
every week. One time I told him what I planned to do
and he said, ‘I don’t agree, but you’re the boss, and if
that’s what you want to do, go ahead and do it.’ Neveronce did he ever come back to me and say, ‘See, I toldyou.’ One of the things Harrison and Wallace did well
was know when to give you a compliment and when to tell you to do a bit better.
And it was never when you thought it would be. They were constantly motivating
you to do better.”
There was certainly room for improvement. When David Sanchez arrived in 1991
as CFO, he found, he says, a disaster. Day & Ross lost $20 million that year largely
because of an acquisition that didn’t work out, of a company in California.
In 1992, McCain hired a new CEO, John Schiller, whose mandate was to make Day& Ross profitable. He hired John Doucet, an experienced trucking executive as chief
operating officer. When Schiller left in 1998, Doucet became CEO. “Transport is notthat complicated,” he observes. “We’re only moving boxes around when you get rightdown to it.”
The important thing is to get the boxes to their destination intact and on time. In
the previous twelve months, Day & Ross’s on-time delivery rate was only 60 percent.
To improve on that, Doucet introduced what he calls pro-active tracking. This meant
that, if a delivery was going to be late, the local terminal manager had to call thecustomer between 8 and 10 am and inform him. “The terminal managers soon got
the message that if they didn’t want to spend the morning on the telephone, they had
better get the freight delivered on time.”
Doucet offered improved service for higher prices and said goodbye to thethe home front

TOP : Day & Ross has Canada

covered coast to coast.
BOTTOM : Terry Bird, 1982,

then president and CEO
of Day & Ross.

153

LEFT : Harrison and Billie with

their children, 1976.
Front row: (left to right) Ann,
Gillian, Billie.
Back row: Peter, Harrison,Mark, Laura.
rIGhT : Family photo: Wallace

and Margie (far left and right),
with Eleanor, Michael, Scott,and Martha, 1979.

154

customers who wouldn’t pay. Sales dropped, but the company became profitable. To
keep the momentum going, he introduced bonus schemes for key employees basedon several factors, on-time delivery and sales growth among them. Day & Ross has
become one of the most successful operating companies in the McCain group. A key
ingredient, Doucet says, was the financial backing McCain provided. “If we want tobuy equipment and put in more terminals and infrastructure, it’s always positive.”
When Doucet arrived in 1992, Day & Ross was doing $180 million worth of business a year. By 2007, sales had climbed to $600 million and the goal, by 2009, is toachieve $1 billion through a combination of organic growth and acquisitions.
Day & Ross celebrated its fiftieth anniversary in 2000. The Day & Ross transportgroup includes such well-known companies as Sameday Right-O-Way, a courier service, and Fastrax, a truckload operator. The Day & Ross companies operate fromcoast to coast in Canada, as well as in the United States under the name McCain
Transport. As of 2007, the group boasted a fleet of 1,500 owner-operated trucks and2,500 company-owned trailers, operating out of forty terminals across Canada, with
4,100 employees and owner-operators.
Because the drivers are owner-operators rather than employees, they are highly
motivated, says Doucet. “You’ve got all these people, several thousand of them,running their own business and trying to generate more business for themselves.
When Day & Ross loses a customer, the driver could lose his job, so he’s got totake care of those customers. They are just as much or more his customers as they
are mine.”
One of the industry’s problems is attracting skilled and motivated long-distancedrivers. “It’s a hard way to make a living,” Doucet says. “The driver may make anfrom the Ground up

average of $40,000 a year. And they are on the road every day.” But Doucet doesn’t
think a driver shortage will impede his ambitious growth plans. “If you pay the rightrate, if you treat your people right, you’ve got a better chance to attract them than
the next group. That’s what we try to do, treat them right and tell them they are partof the success and the winning team.”
In 2007, Doucet marked his fifteenth year working for Day & Ross. He is also amember of the McCain Foods senior leadership team that advises Dale Morrison on
strategy for the McCain group as a whole. But in 1992, during only his second week
on the job, Doucet wasn’t sure his career at McCain would be a long one.
Harrison McCain’s wife, Billie, had bought some furniture in Montreal andHarrison asked Doucet to have one of his trucks pick it up. “I was worried that if anything happened to that furniture, I would only have a job for two weeks,” Doucet recalls. “I got two guys to go up, take a truck, get some blankets, and get that furniture.
I told them, ‘Don’t put it in with other stuff. You’ve got to take care of this furniture.’“When they got to Florenceville, Billie wasn’t there, but the maid let them in. They
took the cover off the furniture, and then they called me – it seemed that the furniture
had rubbed against something; it looked damaged.
“I called Fredericton, got hold of an upholsterer, and said, ‘I don’t care what it
costs, you’ve got to get up here now and fix that furniture.’ So he drove up. Billie washome by then. The upholsterer said, ‘I’m here to fix the furniture.’ She said, ‘It’s antique furniture, there’s nothing wrong with it. It’s supposed to look worn.’”the home front

LEFT : Wallace and Margiecelebrate Wallace’s receipt of
the Order of New Brunswick,
December 3, 2003. Wallace
is wearing his new Order ona ribbon under the Orderof Canada; Margie wears
the insignia of the Order ofCanada, a Knight of the Orderof St. John, and the Order of
New Brunswick.
rIGhT : Harrison and Billie in

Bermuda, 1985.

155

LEFT : Scott McCain presents

an award to a Grand Falls
employee.
MIddLE : Allison McCain(centre), in Turkey, 1998. Han
van den Hoek, vice-presidentof agriculture for continental
Europe, is on the far left;
beside him is Folkert Sneep,CEO for northern, central,and eastern Europe.
rIGhT : Michael McCain andBill Boehm of Kroger at a
McCain party, c.1992.

156

By the 1980s, the days of Wallace and Harrison pounding the pavements trying toconvince restaurant chefs of the advantages of frozen french fries were long gone. The
company had built up a full-time sales force, one of whose members was Wallace’sson, Michael. After graduating from the University of Western Ontario with a business degree, Michael stayed in London, Ontario, to begin his McCain sales career,
later moving to Hamilton.
When Michael moved to Florenceville to work in marketing, his mentor was
Archie McLean, senior vice-president of marketing, who later became CEO of
McCain Foods Canada. He sent Michael a note upon his arrival. “I don’t care if yourname is McCain,” the note read. “That’s not worth a cup of coffee to me. Time to get
to work.”
A year later, McLean gave him another piece of advice that stayed with him.
Michael was complaining about not having enough responsibility to get necessary
things done. McLean told him, “Don’t ever forget this: responsibility is 90 percent
taken and 10 percent given.”
Michael wasn’t the only member of the McCain family eager for responsibility. Allison McCain, chairman of McCain Foods Limited, worked his way up fromdraftsman in the Florenceville engineering department to coldstore manager andproduction manager in Florenceville, manufacturing director in Australia and thenthe United Kingdom, and CEO of McCain GB.
Michael’s brother, Scott, started as production supervisor in the Scarboroughplant in England, then had several production positions in Florenceville before
becoming manufacturing director for McCain Refrigerated, a cheese business inOakville, Ontario. He also was general manager of the Grand Falls, New Brunswick,from the Ground up

operation, which includes potato-processing, pizza, and juice factories. Scott andhis family moved to Grand Falls, helping to cement good relationships among the
McCain family and company, its employees, and the community. Scott later became
vice-president of manufacturing for McCain Foods Canada.
Harrison’s son Peter joined McCain Foods Canada in 1981. He took the manufacturing training program in Florenceville and then worked as a salesman. Peter
had a series of management jobs before being appointed vice-president for export
sales for McCain Foods Canada. In 1994 he became the first president of McCain
International. Peter died in a snowmobile accident in 1997.
Harrison’s other son, Mark, for many years worked as a business analyst for the
corporate development department and was instrumental in launching the company’s South African business, of which he is chairman.
In family-owned businesses, the issue of who will lead the company once thefounding entrepreneur steps down often provokes discord. That was certainly thecase for McCain Foods. The company needed to plan for a future without Harrisonand Wallace. But the brothers couldn’t agree on what that plan should be. Their inability to reach agreement led to an open family dispute that damaged the working
relationship that had so successfully built McCain Foods into a major multinational company.
Most families avoid the problem of next-generation leadership by selling thebusiness. According to the Business Development Bank of Canada, only 30 percent of family-owned businesses are passed on to the second generation. Only
10 percent move on to the third generation, and subsequent succession rates areless than 5 percent.

the home front

LEFT : Peter McCain on a 1989

sales trip to Japan.
rIGhT : Mark McCain (second

from left), on a feasibility
study trip to South Africa
during the 1990s. Ponnie
Marais of the West Free State
Seed Growers Association is
on the far right.

157

Kathryn McCain chairs the
McCain Foundation, whose
grant recipients include theAtlantic Veterinary College.
At the grant presentation,in 2005, the college’s dean,
Timothy Ogilvie, holds a rare
P.E.I. blue lobster.

158

But the McCain family was not interested in selling.
The four brothers who had owned the company since its
inception in 1957 had eighteen offspring among them.
Should Wallace and Harrison McCain pass on the reins
to one of them? Or should a professional manager notnamed McCain be hired to assume leadership of thecompany?
By the latter part of the 1980s, these questions werebeginning to preoccupy Harrison and Wallace. Their twoelder brothers were gone – Bob had died in 1977, Andrew
in 1984. Wallace would turn sixty in 1990, and Harrison
was three years older. Agitated by the growing disagreement between their uncles, the heirs of the older brothers were beginning to push for more involvement in thecompany.
During the 1980s, two members of the second generation, Allison, son of Andrew, and Wallace’s son Michael,rose to hold important jobs in the McCain organization.
Harrison considered Allison or perhaps one of his own
sons to be a possible future CEO, while Wallace thought
Michael was the best-equipped family member to assume that role.
The working arrangement between the brothers as co-CEOs was, with few exceptions, that they agreed on a course of action or they did not proceed. Unilateral
actions by each of the brothers revealed the growing disagreement between them.
In 1990, Harrison appointed Allison as managing director in the United Kingdom;
Wallace objected but acquiesced. Later that year, Wallace appointed Michael as theCEO of U.S. operations with Harrison’s apparent agreement, which he withdrew laterthat day.
At that point, the conflict, which had been simmering for several years, became
public. It triggered lawsuits, an arbitration before a senior New Brunswick judge,
more litigation in New Brunswick, an unsuccessful offer by Wallace to either buy
out other shareholders or have them buy him out, and an unsuccessful attempt by
Harrison to buy Wallace’s shares.
In 1991, as Harrison and Wallace tried to work out their differences over succession,
the governance of the company was changed. Under a plan designed by Harrison, thefrom the Ground up

family holding company, McCain Foods Group Inc. (Holdco), became an active
shareholders’ vehicle, its board populated with second-generation McCains representing the four family groups.
Holdco gave the family members a better window on the operations of thecompany and provisions to protect their position as owners, without their involvement in the day-to-day management of the company. The board of McCain
Foods Limited (Opco), the main operating company in the McCain Group, wasrestructured to include independent directors, management representatives, anda representative from Holdco.
As the dispute between the brothers continued to escalate, the families of
Andrew and Bob sided with Harrison and, in 1994, the Holdco board voted
to fire Wallace from his job as co-CEO of McCain Foods. However, Wallace
remained as vice-chairman of Opco and retained his one-third ownership ofthe company.

At the research farm in 2006. In the
background, across the river, is theFlorenceville plant; the village ofFlorenceville lies to the right. Leftto right: Don Wishart (retired),*Dick Cyr, Jim Bushby, Don Peabody(retired),* Milford Kinney (retired),
Ken Cossaboom (retired), Paul Dean
(retired), Murray Lovely (retired),*Marilyn Strong (retired),* Scoop
Fredstrom, Paul Page (retired),* DaveMorgan (retired). Asterisks indicate
retirees with thirty-five or more yearsof service. The other retirees all have
between twenty and thirty-five yearsof service.

the home front159

In 2000, Food in Canada
magazine saluted McCain
Foods as Processor of theCentury. The cover features
Howard Mann, then president
and CEO of McCain Foods
Limited, and Arnold Park,
president and CEO of McCain
Foods Canada, with Harrison
McCain and a selection of thecompany’s top-selling potato
products.

160

Harrison, who had suffered a heart attack in 1992, was ready totake a step back from day-to-day operations. The Opco board undertook a search for a new CEO for McCain Foods. After looking
for more than a year, the board selected Howard Mann, a British
food executive, who took over in 1995. Harrison remained chairman. In 1999, Allison became deputy chairman, taking over aschairman in 2002 when Harrison took the honorary position offounding chairman.
Before Wallace left active management of the company, the dispute, remarkably, did not unduly affect the management of McCain
Foods, which continued to prosper. “We would have management
meetings once a month, and you would never know there was afight on,” recalls Tim Bliss. “They kept the business separate fromthe personal fight.”“Never in a meeting would you know there was anything goingon,” agrees Wayne Hanscom. “They always just talked about thebusiness issues.”
Could the disagreement between the two brothers have been resolved without escalating into court battles and a public airing of hard feelings? Some who knew theirolder brothers, Andrew and Bob, agree that together they may have been able toprevent the escalation of the dispute or to settle it sooner. There is no way to know
for certain.
Wallace McCain still had an appetite for business. In 1995, backed by the TorontoDominion Bank and the Ontario Teachers’ Pension Plan, he bought control of
Canada’s largest food processor, Maple Leaf Foods, becoming chairman, while hissons Michael and Scott took senior executive positions in the same company.
The McCain feud was painful, not just for the family and the managers who
worked with Wallace and Harrison but also for other employees and the residents ofFlorenceville, who worried that the company might be broken up or sold, depriving
the village of its source of prosperity.
“When Harrison and Wallace separated, you did not know how to act or what tosay,” explains long-time employee Jim Evans. “It must have been an awful time forthem and their families. It also was for us and for the people in the village. They wereboth such great guys; you loved them both.”from the Ground up

The boards, 2007
McCain Foods has two boards of directors:
the family holding company McCain Foods
Group Inc. (Holdco), and the operating company McCain Foods Limited (Opco).
Holdco represents the McCain family
members who are the owners of the company. Reflecting the share ownership, it
has two members each from Harrison’s andWallace’s families and one each from thefamilies of the two elder brothers, Andrew
and Bob.
One non-family member also sits on the
Holdco board, which approves the annual
operating and strategic plan, as well as
capital expenditures above $25 million. The
Holdco board also approves the hiring of a
selection of top executives and appoints themembers of the Opco board.
The Opco board oversees the business
operations of McCain Foods.
The structure of the Opco board is somewhat complicated. Currently it is composedof ten members: four independent directors(representing the best of Canadian businesspeople); four family members, and two
McCain executives, including the CEO. The
CEO reports to Opco rather than to Holdco.
There are five committees of the Opcoboard: corporate governance; management
resources; compensation; audit; and environment, health, and safety.
Previously, McCain had one board. Past
members of that board are Andrew McCain,
Robert McCain, Jed Sutherland, and Roger
Wilson.
Past directors of the Holdco board are
Laura McCain Jensen and Allison McCain.
Past directors of the Opco board are
Arden Haynes, John Clements, David Morton,
Mac McCarthy, Kendall Cork, Howard Mann,and Basil Hargrove.

The holding company board (Holdco): (left to right) George McClure, Stephen
McCain, Andrew McCain, Scott McCain, Ann McCain Evans, Michael McCain,
Mark McCain.

The operating company board (Opco). Front row: (seated, left to right) Mark
McCain, Wallace McCain, Allison McCain, Andrew McCain, Frank van Schaayk.
Back row: Victor Young, Paul Tellier, Jacques Bougie, Dale Morrison, J.P. Bisnair.

the home front

16 1

Wallace McCain

Scott McCain

Eleanor McCain

Martha McCain

Michael McCain

Will Apold

Beth Apold

Mark McCain

Laura McCain Jensen

Gillian McCain

The shareholders, 2007
As a family-owned company, McCain’s shareholders are all related to the original shareholders:Andrew, Bob, Harrison, and Wallace. Missing among these photos of the first- and secondgeneration shareholders are Marjorie McCain Pearson, Rosemary McCain-McMillin, Joyce McCain,
Mary McCain, and Andrew McCain.

Stephen McCain

Allison McCain

162

Linda McCain

from the Ground up

Margaret Roy

Nancy McCain

Kathryn McCain

Many members of the McCain family are involved in an activity related to the company:
Wallace McCain, vice-chairman, McCain Foods Limited (Opco)
Scott McCain, director, McCain Foods Group Inc. (Holdco)
Martha McCain, director, The McCain Foundation
Michael McCain, director, McCain Foods Group Inc.
Allison McCain, chairman, McCain Foods Limited
Stephen McCain, director, McCain Foods Group Inc; joint managing director,
McCain Produce Inc; chairman, McCain Fertilizer Ltd.
Kathryn McCain, chairman, The McCain Foundation
Beth Apold, director, The McCain Foundation
Mark McCain, director, McCain Foods Group Inc; director, McCain Foods Limited;chairman, McCain South Africa (Pty) Ltd.
Ann McCain Evans, director, McCain Foods Group Inc.
Andrew McCain, chairman, McCain Foods Group Inc.

the home front

163

Ann McCain Evans

CHAPTER SIXSouth of the Border

In a famous song about New York, Frank Sinatra sings, “If I can make it there, I’ll
make it anywhere.” The same can be said of the United States as a whole. It is theworld’s largest, most competitive, and most innovative consumer market. Any company serious about being a global force in its industry must be a major player in the
United States. If the company’s business is convenience food, the United States is irresistible. No people has embraced fast food outside the home and convenience foodinside it as enthusiastically as the Americans.
In the post–World War II era, Ray Kroc of McDonald’s and other fast food pioneers built quick-service chains that have become omnipresent in the United Statesand household names around the world. By the turn of the twentieth century, half
the meals served in the United States were eaten outside the home, and half of thosewere consumed in cars.
In the early years of the twenty-first century, critics of fast food branded it unhealthy and claimed it was making Americans fat. But the criticism wasn’t dampening
the American public’s enthusiasm for the fare that the quick-service chains offered. In
2006, 34 percent of all U.S. restaurant sales were in quick-service restaurants, whose
patrons spent U.S.$172 billion, up from U.S.$144 billion in 2005.
The McCain brothers had their eyes on the U.S. market from the earliest years of
their company’s history. And they tested it early on, exporting product into the U.S.
Northeast from New Brunswick and operating french fry plants in Maine.
Wisely, they were in no hurry to make a major commitment. This typified their approach to global expansion: aggressive and cautious at the same time. Asserting thatyour ambition is to be the world’s biggest producer of frozen french fries is aggressive.
The goal could not be attained unless McCain Foods claimed a big share of all major

south of the border

FACING PAGE : B.D. Grass

Farm, Blaine, Maine:
windrowers lift potatoes
from the ground for
harvesters to collect.

165

markets, including the United States. But Wallace andHarrison McCain were also cautious, not committing
to any market until they had the financial and other resources necessary to succeed.
They went first to Great Britain, then to Australia andcontinental Europe, because the competition in thoseplaces was weaker than in the United States. McCain
had to become a major force in its other markets before
it would have the clout to compete with Simplot, Lamb
Weston, and Ore-Ida, the big companies that dominatedthe U.S. frozen potato industry.
McCain began exporting to the United States in 1969.
Rather than battle the big companies for a share of the national market, Wallace andHarrison decided McCain would begin as a regional player, and so focused on thedensely populated Northeast. The major processors were located in the west. McCain
therefore had lower shipping costs to the Northeast than the U.S. companies and thus
could offer competitive prices.
In 1975, an agricultural cooperative based in Syracuse, New York, called McCain
to inquire whether the Canadian company would be interested in buying a french fry
plant in Washburn, Maine. The timing couldn’t have been better: McCain was readyto establish a U.S. base and, given its strategy of focusing at first on the eastern market, nearby Maine was the perfect place for it.
George McClure went to meet with the co-op officials in Syracuse. He discoveredthat “nobody there knew anything about the french fry factory. It was an orphan.”
McCain bought it and went to work upgrading all its systems. The next year, McCainbought another french fry plant in Easton, just thirty kilometres down the road from
Washburn and only forty minutes from Florenceville.
Ian Cameron, a Canadian, came back from Australia to take charge of the U.S.
plant operation from a base in Easton. In those early years in Maine, the company
was able to operate in the black, but the return on investment was nothing to get excited about. McCain had not yet introduced its own brand. Instead, it was bidding forprivate-label business from supermarket chains in the region.
As usual, McCain was in it for the long haul and, with an eye to the future, madea big investment in upgrading the Easton plant. The renovated factory was more efficient than Washburn, and it made good business sense to close Washburn. Naturally,
the Washburn employees, some of whom had worked at the factory for more than

Fall colours in Maine.

166

from the Ground up

twenty years, weren’t happy. McCain offered them all jobs at Easton, where a second french fry line was being installed, but ninety employees refused, considering
the twenty-minute drive too onerous. “They thought it was too far away,” recalls
Cameron. “It was a very parochial little town. Some of the people had never been outof Maine.”
When Wallace McCain learned that ninety of the Washburn workers would not
go to Easton, he began to have second thoughts. “We were ready to announce theclosure of the Washburn plant on a Monday morning,” recalls Cameron. At eleveno’clock on Friday night, just three days before the scheduled announcement, Wallace
McCain called Cameron. He said, “I’ve changed my mind. I don’t want to do it.”
Cameron was stunned. He said, “Wallace, it’s all done. We’ve already told the state
governor. Now we’re just going to make it public.”
Wallace said, “One of the joys I get in life is employing people. We’ve never shut afactory down. I really have difficulty doing it.”“Wallace, we’ve offered them all jobs, a lot of them are coming to Easton. The ones
who aren’t coming are getting a pretty good package.”
After a long pause, Wallace told Cameron, “I’m going to think about it. If I don’t
call you back, go ahead with it. But I might be calling you back.”
He didn’t call back and the Washburn plant was closed. Meanwhile, production at
Easton grew steadily and the factory needed labour. Most of the Washburn workers
who at first had declined to work at Easton eventually took jobs there.
McCain continued to build its base in the U.S. Northeast. In 1987, it bought a large
french fry plant in Presque Isle, Maine, from the J.R. Simplot Company. Three years
previously, it had acquired Tater Meal, another company in the same town. Tater Meal

south of the border

LEFt : Cultivating a potato

field in Maine, 2003.
RIGht : Scouting for diseases

and sampling at a trial field in
Maine, 2005.

167

Wallace

toP : Wallace presents employee John Cox with a “GoldCap” after a piece of steel slipped during construction
and struck Cox’s hard hat, in 1971. The New Brunswick
Industrial Safety Council issued the hats at the requestof a company when one of its workers had been saved
by a hard hat from serious injury or death.
bottoM : Wallace, 2006.

168

from the Ground up

Harold Durost, who worked for McCain Foods for twenty-sevenyears in Canada and the United States, remembers the day
Wallace McCain came to Easton, Maine, for a monthly management meeting. “As was the custom, Wallace wanted a plant tour
before we had lunch in the cafeteria,” he recounts. “As we got tothe stockroom, Wallace noticed the new McCain caps we had forsale and wanted one. As the plant manager scurried to get one
for him, Wallace demanded to know the price. He made a pointof paying the $5.
“This story went through the plant like wildfire the next day– that Wallace McCain was in the plant and had paid for his own
McCain cap. The message was obvious: no matter who you are,you don’t get treated any better or worse than the next person.”
Wallace and Harrison inspired loyalty because their employees
knew the brothers genuinely cared about them. When John Walshhad a serious illness in 1990, both bosses repeatedly called his wife,
Sherry, to check on his condition. Says Walsh, “They told her that if
we needed anything at all, to call them and it would be taken careof. There was never any question of when I was coming back towork. Their only concern was that I get better. They ended up flying
us to London, Ontario, to see cardiac specialists there.”
Wallace McCain became chairman of Maple Leaf Foods,
Canada’s largest food-processing company, in 1995. His son
Michael became CEO in 1998. Wallace isn’t involved in the dayto-day operations of the company and so has plenty of time forother activities, including fundraising for such favourite causes
as Mount Allison University and the National Ballet School. He
also serves on the boards of Brascan Corp. and Toronto’s St.
Michael’s Hospital.
When Wallace turned seventy-six in 2006, he read that a man
his age could expect to live to age eighty-four – eight more
years. “So I made some changes. I booked more holidays. I don’t
do anything here at Maple Leaf Foods anyway. I go to meetings,
I chair the board. I’m not running it day to day, so if I don’t cometo work, they don’t miss me.” In 2006 and 2007, Wallace and his
wife, Margie, travelled to Europe and South America, and took a
cruise on the Norwegian coast and another in the Caribbean.
But Wallace has not lost his taste for business. Most days finds
him in his office at Maple Leaf Foods in midtown Toronto. “My
memory isn’t as good as it was. In the old days, I would know the
price of potatoes in Australian dollars or in Dutch guilders. But
I have to do something. As long as I’ve got a couple of marbles
and am able to walk, I’ll be coming to the office.”made animal feed out of potato waste. Bill Mabee, who was director of
finance for McCain USA at the time, says that purchase is a classic example of the management style that led to McCain’s rapid growth.
Tater Meal was processing the potato waste from McCain’s New
Brunswick and Maine plants into animal feed. Mabee curled with the threebrothers who owned the plant and he found out they were interested inselling. “We determined a fair price and I went to see Wallace about buying
the business,” recalls Mabee, who later went on to become vice-president
of finance for the parent corporation. “We talked for ten minutes about thestrategic value of that business and he said to me, ‘Go buy it.’”

McCain Foods got into the frozen juice business in Canada and theUnited States for very different reasons. In Canada, it had achieved adominant position in french fries and used other frozen food categories
for growth, scale with customers, and to utilize its existing distribution
system. So it packed frozen juice at its plant in Grand Falls and bought the Sunny
Orange juice factory in Toronto. In the United States, in contrast, its position in frenchfries was weak and there was no common distribution system to use. Nevertheless,since frozen juice had been a successful business at home, McCain thought it would
work well south of the border as well. It seemed like a quick and easy way to grow.
Quick decision making is often lauded as a strength of the McCain management
style. But sometimes decisions are made too quickly. The purchase by McCain in 1985of Bodine’s, a Chicago juice company, is a case in point. McCain, alerted by a Brazilian
juice-concentrate supplier that Bodine’s was for sale, had to act quickly, since ConAgra,a food industry giant, was also trying to buy the plant. Bodine’s was the largest orange
juice manufacturer in the Midwest. Owning it would give McCain a significant presence in the American industrial heartland, from which it could build its business, andit would give McCain much more purchasing scale with its Brazilian suppliers.
George McClure visited the plant and recommended that McCain make an offer.
Although McCain knew Bodine’s had been investigated by the U.S. Food and Drug
Administration (FDA), it thought the problems had been resolved. Harrison flew toChicago and made the deal quickly.
Shortly after the transaction closed, Wallace McCain toured the plant and noticed a set of water tanks. He asked what they were for and, to his amazement, thesouth of the border

Ian Robinson, president of
McCain USA potato division,c.1985.

169

McCain won a Supplier of
the Year award from U.S.
supermarket chain Kroger,c.1990; (left to right) Bob
Hodge of Kroger, Michael
McCain, Dick Owens of
Kroger, and Richard Lan.

170

plant manager told him they were partsof a system used to adulterate the juice
by adding artificial sugars, thereby substantially reducing the production cost.
McCain found itself the new owner of abusiness based on outright fraud.
McCain immediately halted theadulteration, but now Bodine’s was nolonger profitable. The existing management was fired, and Wallace’s son
Michael became the president of thecompany, which was renamed McCain
Citrus Inc.
Wayne Hanscom, who had worked
for McCain in Australia, Europe, and Vancouver, had just settled in Toronto to starta new assignment when he was asked to go to Chicago to manage the financial affairsof the orange juice operation. What was supposed to be a one-year stay turned into astay that lasted the duration of his career: Hanscom worked for McCain in Chicago
until he retired in 2005.
Fixing the citrus business wasn’t easy, he says. “The previous owners had put a lotof energy into being crooked. Once that had been stopped, the business’s profitability
didn’t look so good.”“When we went to Chicago, it was immediately apparent that the entire place wastotally corrupt,” recalls Michael McCain. “They were adulterating the products invery sophisticated ways. The FDA was on the hunt to indict the former owners. We
had to take them by the hand and show them how to accomplish this, including how
to piece together the financial trail. The result was that roughly a year after Wayne
and I arrived, the FDA went on air with what they described in their federal indictments as the biggest consumer fraud in American history. I remember CBS News
arriving on our doorstep that day – it wasn’t fun.”To help him turn around McCain Citrus, Michael relied on Hanscom and Richard
Lan, who joined as vice-president of sales after McCain acquired his family’s New
Jersey–based juice business, Dell Products, in 1988. “We had to build an organizationfrom scratch. It took us four years and lots of struggles to fix the business.”
McCain immediately switched to producing pure orange juice that actually waspure. It bought some other juice businesses and added a line of Tetra Pak juice.

from the Ground up“In the tenacious McCain style, we battled on,” says Hanscom. Eventually, McCain
grew from being a small player to one of the biggest in the U.S. frozen private-label
juice business.
The new McCain Citrus was a model of integrity. Harold Durost, who worked insenior positions for McCain USA for many years before retiring in 2005, attended adinner during the 1980s with representatives of the insurance company managing
the McCain pension. At the end of the dinner, someone from the insurance company
tried to pay the bill, but Wayne Hanscom refused to let him pay for the McCain
people who were present. “He was sending the message that his decision to buy services would be based on the best deal we could get, not on relationships or on perks
like free meals,” says Durost. “I think this was driven home by the examples Wallace
and Harrison set and the code of conduct that they lived by and demanded theiremployees uphold.”“Our costs went way up because we were using real juice,” says Hanscom. “By buying other companies and combining them, we got certain synergies. We kept working
it and working it. In the end, we were good operators because we employed the highvolume, low-cost disciplines that had made the french fry businesses successful.”
By the end of the 1980s, McCain Citrus had spent $31 million buying and upgrading plants, including building a new one in California. The company had won the acceptance of retailers who had once shunned it because of Bodine’s tainted reputation.
Major marketing campaigns were launched to establish branded retail beverages, themost successful of which were Boku and Junior Juice, in ready-to-drink Tetra Paks.
In 1991, McCain Citrus made a profit for the first time and was profitable for most of
the ensuing years.
The business had become “profitable and sustainable in a declining market,” according to Richard Lan.
Until 1990, each of the three divisions of McCain USA – juice, pizza, and potatoes– had been reporting to Wallace directly. Harrison and Wallace agreed that there
should be one head of the entire U.S. business, but Harrison did not support any of
the three division presidents for the top job. After more than a year of searching, they
had not found anyone from outside whom they trusted to both fit into the McCain
culture and run the business. Finally, Wallace decided in the fall of 1991 to appoint
Michael president and CEO of McCain USA. Richard Lan became president and CEOof McCain Citrus.

south of the border

Harold Durost, 2005.

171

For all its efforts in the juice business, McCain neverlost sight of its goal to become a big player in frenchfries in the United States. The original base in northern Maine had distribution advantages, but because of
the agronomic limitations of the region and the processing technology of the time, french fries produced
there weren’t yet up to the standards of those producedin the western United States. McCain’s first expansion
outside the Northeast came in 1988 when it acquired
potato baron Pete Taggares’s French fry operations in
Othello, in the prime potato-growing area of eastern
Washington State, and in Clark, South Dakota. The following year, McCain spent $35 million to expand the
Othello plant.
Earlier in 1988, McCain had lost out on a chance tobecome a major force in french fries overnight when
Lamb Weston was put up for sale by its owner, Amfac. Wallace McCain, Tim Bliss,
and Carl Morris toured all the Lamb Weston plants and recommended making a bid.
However, Harrison did not think McCain had the management strength to absorb acompany as big as Lamb Weston. And so, McCain did not make a competitive bid forLamb Weston, and it went to ConAgra instead.
When Michael took it over in 1991, the U.S. business had just absorbed the western
U.S. plants bought from Taggares. Michael was eager for more. The industry had added capacity, causing many competitors to favour volume over profit margins. Michaeland his team proposed acquisitions that would have given the company the scale andproduct portfolio it needed to be competitive. They wanted to buy factories owned
by Nestlé and another owned by Universal, which had an excellent assortment of innovative potato products. But, because of opposition from Harrison, these deals were
not made.
As a result, McCain remained largely unknown in the United States, struggling to
be profitable. Much of its sales were in the lower-priced private-label segments of themarket. The more profitable premium market was still dominated by the big three.
Michael McCain summarizes the problems in McCain’s U.S. potato business at thetime: “Low scale, no brand, poor product and customer mix, and many operatingproblems. Lamb Weston was mauling us in the marketplace. It had the brand, and it
had a product mix that was giving it enormous advantage. Forty percent of its sales

Michael McCain, 1993.

172from the Ground up

were in the new battered potato products and curly fries, with margins we believed to
be exceeding 40 or 50 percent.”
Lamb Weston was making so much money in the specialized segments that it
could afford to be very competitive in pricing to protect its volumes in the conventional segment of the french fry market. “It had a classic mix advantage over us,” says
Michael. “Customer mix, product mix, and brand mix.”
Michael McCain has a well-deserved reputation as a hard-driving executive
who hates to lose. From McCain’s U.S. headquarters outside Chicago, he and his
team worked hard to build good relations with his customers. One of those customers was McDonald’s. Michael established friendly relationships with membersof the McDonald’s management team. As Frank van Schaayk observed later, it
was Michael who “turned the corner” for McCain with McDonald’s for its North
American business.
He also designed the landmark Argentina deal with McDonald’s, that Wallace
completed in 1993: an open price calculation with an agreed return on investment for
McCain for a period, to entice McCain to build a plant in South America. (An open
cost calculation is sometimes agreed to by a buyer and seller for a new product for
which there is no historical cost of production or distribution. In this case, McCain
required that all its costs plus a pre-agreed profit margin be guaranteed before it
would build a plant. McDonald’s thus had an incentive to buy more because a higher
production volume would reduce the cost per unit.)
After almost five years at the helm of the U.S. business, Michael was fired byHarrison, in the wake of the split between the brothers, after which the Wallace
McCain family acquired Maple Leaf Foods. Michael’s new job was as the chiefsouth of the border

LEFt : Tony Allen (centre) of

Allen and Kidd Farms receives
the 2004 McCain Idaho
champion potato growers
award; here with Laurie
Jecha-Beard, vice-president ofagriculture for McCain Foods
USA, and Jerry Swisher, field
representative for McCain
Foods USA, in Burley, Idaho.
RIGht : Field manager Doug

Nelson in Basset, Nebraska,
2000.

173

operating officer at Maple Leaf Foods, Canada’s largest food company. His sixteen
years at McCain Foods had prepared him for the challenge. “Most of my time at
McCain was in very messy, turnaround situations,” he says. “They were challenging,but also great learning experiences and opportunities to make a difference. The best
part was the hundreds of committed, highly capable professional people I had thehonour of working with.”
When Lan followed Michael to Maple Leaf Foods, Peter Reijula, a veteran foodindustry executive and until then vice-president of sales of McCain Citrus Inc., took
over as CEO of McCain Citrus.
In 2000, McCain, following its strategy of pursuing consolidation in the juice business, tried to buy its chief rival from a group of venture capitalists, who counteredwith a generous offer for McCain Citrus. That offer was accepted. In the end, McCain
made a handsome return on its investment in the U.S. juice business. “We bought
something that was trouble but did very well at it over time,” says Hanscom.

Shepody harvest, western
Idaho.

174from the Ground up

When McCain Citrus was sold, McCain Foods, although a growing force in the
United States in the french fry business, was still not a major player. This state of affairs would soon change.
One day in 1997, CEO Howard Mann was meeting with Harrison when the latter
took a phone call from Wallace, who was passing on word from Michael McCain thatthe food service business of Ore-Ida, owned by H.J. Heinz Co., might be for sale. Both
Wallace and Michael were now working for Maple Leaf Foods but, as shareholders,
they continued to be interested in the well-being of McCain Foods. “Harrison promptly
called Heinz chairman Tony O’Reilly, with whom he had had frequent personal contact
over the years,” recounts Mann. He wanted to know if Ore-Ida really was for sale.
O’Reilly said, “If you’re interested, let’s talk.”Harrison and Mann were soon on the McCain plane bound for Pittsburgh, world
headquarters of Heinz. It was a trip that would vault McCain Foods into the major
leagues of the U.S. food business. The $500 million purchase of the Ore-Ida foodservice business brought two major potato-processing plants and three appetizer factories into the McCain fold. The potato factories are located in Plover, Wisconsin,
and in Burley, Idaho. The appetizer plants are in Fort Atkinson and Rice Lake, bothin Wisconsin, and in Grand Island, Nebraska.
In 1997, Harrison McCain asked Gilles Lessard, then CEO of McCain’s continental
Europe operations, to go to the United States as chairman of McCain USA and supervise the integration of Ore-Ida. It was a big change for Lessard; in Europe, McCain
was a strong player with a well-known brand, whereas in the United States, it was
small and unknown. Fifteen other McCain executives arrived from around the world
to help him.
At the time, Frank van Schaayk was global account manager for the McDonald’s
business, a job that Bob Cornella took over as corporate vice-president of thesouth of the border

toP LEFt : Meeting of potato

growers in Plover, Wisconsin,
2000.
toP RIGht : Bug’s-eye viewof Kerry Larson, McCain
agronomist, in Wisconsin.
bottoM : Gilles Lessard,

chairman McCain Foods USA,c.2000.

175

Mc2
In 1967, McDonald’s raised its golden arches for the firsttime outside the United States – in the Vancouver suburb ofRichmond. During one of his West Coast sales trips, Wallace
McCain dropped in to have a look.
He remembers it well because customers were lined up
waiting to get in. Nothing came of the visit, because all purchasing decisions at the time were made at the Chicago headquarters, and McDonald’s was relying on a U.S. company tosupply its french fries.
McCain’s next encounter with McDonald’s was even lessauspicious. Wallace and Harrison met in Toronto in the early
1970s with Cal Goldstein, a McDonald’s buyer, to see if McCain
Foods could get some of McDonald’s business. “We were cocky,”says Wallace. “Harrison said, ‘Give us your specifications, andwe will make it. ’They wanted to have a tour of the Grand Falls
plant and come to see the lab. We said, ‘We know how to makefrench fries, we don’t need you to tour our plant or lab.’ After
that, we did not get a call for ten years.”
Mac McCarthy made the first McCain sale to McDonald’s,
completing a deal in 1977 to supply the chain’s continental
European and British restaurants with McCain-made MacFries.
Howard Mann, who became CEO of McCain in 1995,
worked hard to make McDonald’s a core business. McCain and
McDonald’s have since cemented a strong global partnership.
McCain supplies McDonald’s restaurants in sixty-two countries
and is the largest producer of MacFries.

176

from the Ground up

Ray Kroc, founder of the McDonald’s chain, believed in what
he called the “three-legged stool,” referring to McDonald’s, itsfranchisees, and its suppliers working together as partners. “Whatstarted with a handshake has grown into a global partnership– a premier example of how a world-class supplier can enhance
the strength of the three-legged foundation of the McDonald’s
system,” said McDonald’s CEO Jim Skinner and Frank Muschetto,
senior vice-president and chief purchasing officer, in a joint statement to mark McCain’s fiftieth anniversary.
Robert Cornella, an entrepreneur who built Good Stuff
into the second-largest privately held bakery company in the
United States, joined McCain in 2000 to take charge of the relationship as global vice-president of the McDonald’s Worldwide
Business Unit. Previously, he says, the relationship had been
one of convenience: if both companies happened to be in thesame place, they did business. Cornella’s job is to build andmaintain a worldwide partnership between the two.
McCain and McDonald’s are a good fit because both areobsessive about the quality of the potatoes used to makefrench fries. “Identifying the right potato for the right conditions is what separates McCain from many other companies,”says McDonald’s agronomist Dell Thornley, who worked
for Simplot before joining McDonald’s in 1989. At the time,
McDonald’s was pushing to get Russet Burbank potatoes
grown in Europe, but the growers were not enthusiastic.
Thornley recalls that two McCain experts, Han van den
Hoek in the Netherlands and Tom Matthews in the United
Kingdom, were instrumental in getting Russet Burbank seedproduction in Europe started,
although both were skeptical that the variety could
be successfully grown
there. “Once they saw
that we were not goingto take no for an answer
and that the only way
to supply McDonald’s
was to grow the
Russets, the program
took off,” says Thornley.
toP LEFt : Bob Cornella

on his Harley-Davidson
in front of the Hinsdale,<R!
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McDonald’s business unit in 2000. In 2005, Van Schaayk took over as CEO of McCain
USA when Lessard retired. Van Schaayk says it’s tough to succeed in the world’s biggest market unless you are big. That’s why the Ore-Ida deal was pivotal. “Scale mattersin the United States to a greater degree than anywhere else in the world,” he says. A
small player can survive if it has a unique product and is able to maintain that uniqueness or if it has some other advantage. But if your product is french fries, which are
not unique, “you had better have scale so that you can hold your own against the bigger buyers and somehow equalize the leverage that will be applied against you.”
The most common query after the purchase was, “Who was it that bought OreIda?” Those in the food service industry who asked this question were amazed tolearn that McCain Foods is the world’s largest processor of frozen potato products,
with factories all over the globe. Once they had digested that news, they would say,
“So what are you going to do for me in the United States?”
McCain had proven itself elsewhere and now it finally had the scale to show what
it could do in the United States. As Tom Albrecht, then vice-president of purchasingfor McDonald’s, commented, “You have now Americanized your business.”
But, given the difficulties involved in absorbing a business bigger than itself,
success was not going to come easily. At the time, McCain USA had annual salesof U.S.$325 million; the Ore-Ida division it had acquired had sales of U.S.$550
million. “People knew it would be the biggest integration that McCain ever did,” says
Van Schaayk, “but I don’t think any of us really understood the challenge of an
integration of that magnitude.”
When the deal closed on July 1, 1997, McCain’s immediate task was to extricate theOre-Ida food service business from Heinz and into McCain’s systems. “There wastoP : Othello trim room, 1962.
bottoM : Frank van Schaayk,

2006.

Illinois, McDonald’s.

south of the border177

LEFt : Randy Myles (left)

vice-president of finance and
CFO, McCain Foods USA, with
Randy Wieland, senior vicepresident, food service sales,
McCain Foods USA.
RIGht : Research anddevelopment at the Othello,
Washington, plant. Bill Skorickand Sharon Nelson are on theleft; Liz Jensen, research anddevelopment manager, is on
the right.

178

great fanfare on December 1 when it came onto our system,” says Van Schaayk. But
the excitement quickly turned to disappointment when the service levels of the former Ore-Ida division plummeted overnight. “It was almost a catastrophe. There wereso many things that had not been understood and anticipated as large issues. People
were just overwhelmed.”
The case fill rate fell to the mid-seventies, meaning that if a customer ordered one
hundred cases of product, only about seventy-five got delivered – an unacceptably poorlevel of service. This was because of several problems, including information technology
issues, organization of the sales force, production planning, and inadequate forecasting.
The Ore-Ida acquisition forced McCain to upgrade its entire business system
to a different standard. “It made us get better in all areas of the business,” says
Van Schaayk. Before the acquisition, McCain was the fifth-largest potato company in
the United States, points out David Sanchez, who became vice-president for integration in 1997 to supervise the integration of Ore-Ida. “Our systems and processes were
extremely weak. It was an around-the-clock fight for four to five months just to do
the basics of shipping product and collecting money. In the meantime, the factories
got completely out of control, and we ended up with three hundred million pounds
of inventory, most of it stuff we did not need.” For example, McCain had a two-year
supply of one product that had a shelf life of only eighteen months.
Integrating systems is hard, but integrating people and company cultures is evenharder. The Ore-Ida organization, says Van Schaayk, “had a culture closer to what
you would expect from a corporate food company like Heinz – it had deeper training,
it was well organized, it had high expectations for personal growth, and it was dealing
with a greater number of premium customers. It was a real scramble to get in front offrom the Ground up

that sales force, to begin to paint a picture of what McCain could be with its help, tobegin to try to energize that group and get it excited about helping build McCain as apremier food service business in the United States.”
Randy Wieland, who as of 2007 was senior vice-president of food service sales
for McCain USA, is a U.S. food industry veteran who joined McCain in 1991. He met
with each Ore-Ida salesperson individually. His goal was to inform the sales force of
McCain’s global scale, explain how the company operated, and have it embrace thechallenge of building McCain into a great U.S. food company.
To help the new arrivals to the company better grasp what McCain was all about,several of the key Ore-Ida people were brought to Florenceville for a sales planningmeeting in the boardroom. Florenceville is a rural village, but the illuminated mapon the wall of the boardroom impressively displays a McCain world that spans theglobe. Harrison McCain spoke passionately to the group about the company and its
ambitious plans for the U.S. operations. The point of the exercise was to convince
the Ore-Ida people that they had joined not a small U.S. frozen food company but amajor international frozen food company. “I think the people at Ore-Ida were surprised at the roll-up-your-sleeves attitude at McCain and the involvement of senior
management in all aspects of the business,” says Randy Myles, vice-president andchief financial officer of McCain USA.
Most of the people who came on that trip to Florenceville were still working for
McCain USA in 2007, several of them in high-level positions in the food service sales
force. The larger scale that came with the Ore-Ida acquisition had another important
impact on McCain USA. It meant that the U.S. company could justify recruiting top
personnel from other parts of the global McCain organization.

south of the border

toP LEFt : Rice Lake,

Wisconsin, appetizer plant:
Theresa Schultz and Sherri
Becker position onions for
cutting.
toP RIGht : Amy

Christensen and Cindy Payne
check product in the qualitycontrol lab at the Grand
Island, Nebraska, appetizer
plant.
bottoM : Poppers – stuffed

and breaded jalapeño
peppers – are a popular
Anchor finger food.

179

The executive team of
McCain Foods USA, 2007.
Front row: (seated left toright) Chuck Gitkin, Des
Doucette, Anne Linsdau,
Patrick Davis, Laurie
Jecha-Beard, Randy Wieland,
Randy Myles.
Back row: Keith Orchard,Peter Reijula, David
Cowperthwait, Frank van
Schaayk, Dan Dolan,
Kevin Burdett.

AbovE : McCain’s U.S. head-

office employees work in
a modern building in the
Chicago suburb of Lisle.
bELoW : McCain has a wide

range of speciality potato andsweet potato products.

180

The Ore-Ida employees who stayed with us were, in general, very happy with thechange in style,” reports Sanchez. “You could not ask for two more contrasting styles
than us and Heinz. Heinz was slow, did not take risks, was overly analytical and fairly
political. Almost everyone who came over, mainly in production and sales, thrived
in the McCain culture.”
As well as inheriting skeptical employees, McCain inherited skeptical customers,such as Sysco, the largest U.S. food service distributor. “The challenge over the next
few years, from 1998 to 2001, was to establish ourselves in the marketplace as people
who could produce good product, get it to where it needed to be, and help our customers build their business,” says Van Schaayk.
McCain has succeeded brilliantly in winning the confidence of Sysco. Every year,
Sysco selects the top one hundred manufacturers, whose representatives are invited
to a banquet in Houston. The winners are chosen on the basis of quality, fill rates, andsales and marketing support. McCain finished among the top five in three of the years
from 2002 to 2006 and is almost always in the top ten.
In addition to the Ore-Ida purchase, McCain spent $70 million in 1978 to expand
the Easton plant, doubling its capacity. Between 1998 and 2005, it completely renovated all its U.S. potato facilities. As a result, McCain has become the second-largest
french fry processor in the United States. And its U.S. business encompasses much
more than standard french fries. The wide variety of other products includes Sweet
Potato fries and Baby Cakes. The latter is a small, homestyle potato pancake madefrom the Ground up

for the restaurant industry that was given the grand prize for best new product by achefs association in 2004. “That’s a particularly pleasing award,” says Van Schaayk,“because chefs, the actual users of the product, are saying, ‘This is a great product.’”
Because of the sharp regional differences in the United States, some products haveappeal in certain areas but not in others. Fried okra, for example, was popular inGeorgia and other parts of the South but so difficult to sell anywhere else that McCain
dropped it. Shredded hash browns are a bestseller in the west but a non-seller in theeast. “They’re a western breakfast thing,” Van Schaayk explains.
“The biggest mistake people make is coming to the United States and thinking it’s
one culture. It’s not. The Deep South is completely different from Minnesota, andSeattle is different from southern California. There are different ethnic roots, different eating styles, different consumer styles.”As chairman Allison McCain points out, McCain got into appetizers almost by accident, and yet now the category is a large and growing part of its business. When
Ore-Ida decided to sell its food service potato business, it insisted that the buyer takeits appetizer business as well. McCain wasn’t sure it wanted to. McCain’s strategy had
been to grow into a major player in french fries, not to enter into a category it didn’t
know. Moreover, it didn’t understand the economics of appetizers. The financial

south of the border

AbovE : Moore’s jalapeño

onion rings, and Brew
City battered appetizers,
acquisitions in the Ore-Ida
purchase.

181

McCain desserts for the
food service trade: Bananas
Foster Cheesecake Bites,
fresh-frozen fruit, andNew York Style Cheesecake
Bites – delicious paired withice cream.

182

analyses McCain had done didn’t fully reveal their strategic and financial contribution to Ore-Ida’s business. As it turned out, appetizers were a great companion salewith the potato products.
The appetizer “accident” has turned into a big success for McCain that provides
the company with welcome additional diversification from its potato business andexcellent growth prospects. Many of McCain’s appetizer and snack products are customized and thus difficult for competitors to duplicate. All this adds up to competitive advantage.
McCain quickly realized this was a business worth expanding, and it began hunting
for more companies to buy. In 2001, it acquired the food service business and factories
of a family-owned business, Anchor Food Products, in a three-party transaction inwhich Heinz bought Anchor’s retail brands. Included in the deal was the main Anchor
factory in Appleton, Wisconsin, which, in 2003, received an $18 million upgrade.
The Anchor acquisition was relatively easy for McCain to absorb, as by then
McCain USA had developed deeper management strength. “Again, I think they were
all surprised at the family culture of McCain and the willingness for all levels of management to be involved in the business,” says Randy Myles.
The Anchor purchase turned McCain into the world’s largest appetizer company. CEO Howard Mann asked Lessard to make the Anchor purchase part of a newcompany-wide strategy. “There is great potential in finger food products,” Lessard
said in 2003. “We are well on our way to growing this business worldwide.”
Two of the former Ore-Ida appetizer plants are also located in Wisconsin. “The appetizer business started there as an offshoot of companies that battered fish out of theGreat Lakes,” explains Peter Reijula, who became president of McCain Snack Foods

from the Ground up

when McCain reorganized its U.S. business into
snack foods and potato divisions. “When that battered fish business declined in the 1960s and 1970s,
companies like Anchor started looking to extend
their business. From battering fish, it wasn’t a longleap to battering cheese.”
While McCain often applies its brand to newly
acquired businesses, the Ore-Ida brands were too
well known to discard. For example, Moore’s, oneof the Ore-Ida brands, was recognized as the company that invented the onion ring. Another brandacquired in the Ore-Ida deal was Brew City, a lineof appetizers, such as Spanish onions, jalapeño peppers, and french fries battered in a beer-flour combination, that are a staple in many U.S. bars.
McCain also retained Anchor as a brand, because, says Reijula, it was so well respected in the restaurant industry. “Anchor wasvery much a leader in the appetizer food service business,” he explains. “Their marketing practices were on the leading edge. They were a leader in the sale of valueadded appetizer products. We wanted to keep that legacy alive and we wanted to lift
McCain by associating with that brand. Purchasing Anchor elevated McCain Foods.
All of a sudden we became much better known and much better recognized. We have
won a number of industry awards that we never could have contended for before.”
A research and development team at the Anchor factory in Appleton works to satisfy the restaurant chains, which have an insatiable demand for new products. As Reijula
points out, “Applebee’s doesn’t want to sell what the other chains sell. What researchand development does is customize for large chain accounts. It’s hard to match ourscale. And when you add customization to that scale, it’s an unbeatable combination.”
Scale allows McCain to serve large chains and customization protects it from competition. That’s why appetizers have become key to the profitability of the U.S. company.
As part of its commitment to the snack category, McCain bought two Canadiancompanies specializing in Asian frozen foods and, in 2002, acquired Taiwan’s largest
producer of frozen Chinese dumplings from Goodman Fielder International. In 2006,
McCain USA bought a California-based, family-owned firm, Jon-Lin Foods. It produces
a range of frozen appetizers, including sautéed, grilled, fire-roasted, and smokehouseroasted vegetables. Jon-Lin fits neatly into McCain’s business strategy of diversification.

south of the border

Executive chefs John DaLoia
and Brooke Brantley of
McCain Foods USA, stay on
top of consumer preferences,
creating menu dishes andpresentations to pass on to
McCain’s restaurant clients.

183

It also responds to consumers’ healthconcerns because its products are neither
breaded nor battered.
The Jon-Lin deal is also a good example of the advantages of growth throughacquisition: McCain acquired intellectual capital that it could not quickly
have duplicated on its own. Anyone
with a barbecue can roast a red pepper.
But how do you produce excellent frozen grilled red peppers in large quantities? “The owner and the other people
in this company have through trial anderror spent years learning how to do it,”says Reijula. That’s why Jon-Lin can supply such customers as the Subway restaurant
chain, with its thousands of outlets.
Another 2006 addition to McCain USA’s growing snack food category was Indianabased Kempco, which makes pigs in a blanket and other snacks wrapped in dough.
Van Schaayk and Reijula, as of 2007 vice-president for corporate development for
McCain USA, look for small businesses that, like Jon-Lin, have unique products basedon their own intellectual capital. Typically, Reijula says, “the business is not publicly
for sale. There are no prospectuses to see. There is no investment banker to spin it. It’s
you and the guy who has built the business with his own head and hands. You test the
product and eventually he lets you look at the books.”

McCain acquired the JonLin appetizer business of
California in 2006.

In its early years, McCain would not have been interested in buying a roasted vegetablecompany in California or a Chinese-food company in Taiwan. But times – and consumers – change, and companies have to change too if they wish to grow and prosper.
“The contrasts between the typical household when Harrison and Wallace started tobuild the business and the typical household today are just gigantic,” says Van Schaayk,
who presides over the U.S. business from McCain’s modern office building in Lisle,
Illinois, one of Chicago’s outer suburbs. “Peoples’ demand for convenience because of
the hectic pace of their lifestyles is greater than ever, and their knowledge about the
food that they eat – what’s good for them and what’s not – has increased enormously.”184

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Van Schaayk sees no contradiction between the increased health consciousness ofthe consumer and the continued growth of fast food chains. Because people are in ahurry, they continue to patronize these restaurants. But they expect the meals they purchase there to be good for them. In other words, the delivery mechanism – the quickservice restaurant – is here to stay. It’s the food that is delivered there that is changing.
The United States, because of its wealth, size, and innovative business culture,
is often where new consumer trends start. Van Schaayk remembers travelling as ateenager to the Netherlands and seeing Dutch teenagers wearing sweatshirts bearing the crests of various U.S. universities. “They were Europeans, but they aspired tocertain things in American life,” he says. “There is no question that the export of theAmerican lifestyle has benefited the growth of McCain globally and still does.”
By the end of the 1990s, McCain had achieved its long-standing goal of becoming a major force in the home of the modern fast food industry. McCain USA had
become the largest of McCain’s worldwide operations, in fiscal 2006 accounting for
32 percent of McCain’s sales worldwide. Its new-found prominence in the UnitedStates gave McCain an even stronger base from which to continue its expansion
around the globe. In the first decade of the new century, huge countries such as
China and India were being transformed by rapid economic growth. For McCain,that meant there were more worlds to conquer.

south of the border

Chef Sensations: roasted
vegetables and fruits are a
growing part of McCain’s
business.

185

CHAPTER SEVEN

New worlds to CoNquer

It’s not easy to sell frozen vegetables if most of your potential customers thinkfrozen vegetables are the less desirable parts left over after fresh vegetables havebeen prepared.
That was just one of the problems McCain Foods had to deal with when it began doing business in South Africa in 2001. Another was that 30 percent of South
Africans live in communities without electricity, so they can’t operate freezers even if
they could afford them.
These were problems McCain had never before encountered in four decades of
expanding from its Canadian base to the rest of the world. What to do? What McCain
has always done – drink the local wine.
Drinking the local wine means understanding and adapting to the circumstancesof the market you are trying to enter. In the first decade of the twenty-first century,
McCain is getting established in South Africa, India, China, and many other countries where cultural practices, including culinary ones, differ from those in North
America and Europe. The objective is to get the local people to accept McCain as oneof their own rather than view it as a foreign intruder.
One way to do that in South Africa, McCain discovered, was to offer free samplesof McCain products at funerals. While this would be a poor marketing strategy inNorth America or Europe, it works brilliantly in South Africa. “The black community
makes a huge thing of funerals,” explains marketing director Heather Partner, who
has played a pivotal role in introducing McCain to South Africa, a developing country of forty-four million people. She points out that as many as two thousand people
might show up at a funeral in a black community such as Soweto. The bereaved family is expected to feed its guests, putting a major strain on its finances. “They prepare

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FACING PAGE : Sharon

Kamfer at broccoli harvest
time in South Africa.

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McCain helps feed mourners
at a South African funeral.

188

feasts. It’s very traditional. The women in the family spend the week before the event
preparing the food. That’s where McCain comes in.”
A company team will arrive at the home of the deceased early on the morningof the funeral to pitch a tent displaying the black-and-yellow McCain logo. McCain
provides cups and cutlery as well as frozen vegetables for the meal. Not only does thefamily benefit, but the women from the local community who help out are sparedhours of peeling and cooking vegetables.
It’s a more persuasive way of getting the McCain message out to the publicthan a TV ad. “We’re a new brand and we need to get involved in the community,”says Partner. “International visitors think it’s rude to be promoting at a funeral, but in South African culture that’s not the case. It’s almost like a nod thatyou’ve made it if you’ve got McCain participating at your wedding or funeral ortombstone unveiling. It allows us to demonstrate how well our product fits into
people’s lives.”
Owen Porteus, an Australian who came to South Africa on a temporary assignment and wound up staying on as managing director, was at first taken aback by theidea: “If anybody had told me I would be in the funeral business, I would have said,‘You’re crazy.’ But culture isn’t so simple.”
The only way to prove that McCain vegetables are not the off-cuts of fresh vegetables was to get people to try them. “We had to do one-on-one communication,”
explains Partner. “We go into the townships and we have tea parties. We’ll get a hostess to invite twenty of her friends on a Saturday afternoon, and then we’ll go in anddo a cook-up. And we’ll allow the consumers to cook and eat the product.
“We go to the schools as well, where we have junior chef competitions. The kids

From the GrouNd up

come up with recipes and menus using our product and they do a cook-up. We had
the finals on national TV.”
In addition, McCain gives potato flakes (dehydrated potatoes that can be reconstituted into mashed potatoes) and vegetables to charities that together provide seventy
thousand free meals a month to needy children. The McCain products are combinedwith main dishes to make complete meals.
A good place to catch consumers in a good mood is on the beach during one ofSouth Africa’s many statutory holidays. One campaign featured a huge chip truck decorated with billboards displaying well-shaped young bodies. The point, says Partner,
was that “you can be very healthy and have beautiful bodies if you eat oven-baked
chips.” (In South Africa, as in Britain and Australia, french fries are called chips.)“We hit the beaches during the day. People who work for us who have magnificent
bodies walk on the beaches serving chips. At night we go into the clubs and have our
djs promoting the product, giving away McCain T-shirts and beach balls.”
McCain’s success in South Africa is a textbook example both of the “drink the
local wine” philosophy and of how the company can benefit from leveraging its
global strength. McCain experts in agriculture, information technology, engineering, production, sales, and finance came from Canada, Britain, Australia, and theNetherlands. Some stayed in South Africa for a few weeks, others for a few years. And
they got McCain South Africa off to a flying start.
The groundwork for McCain’s South African venture was laid in the mid-1990s
when George McClure’s corporate development team was looking at several countries as possible sites for expansion. After some discussion in the department, Mark
McCain, one of the corporate development executives at the time, was assigned South
Africa as the country he would study.
It was an exciting time to go to South Africa. Nelson Mandela had been freed fromprison in 1990, becoming the country’s first democratically elected president in 1994.

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McCain is a major contributor
to school lunch programs inSouth Africa.

189lEFt : Mark McCain (centre)

chats with Anton Haverkort(right), scientific reviewer of
McCain agriculture programsaround the world.
RIGHt : Andy Goodwin (left),then director of agriculture
McCain South Africa, at thesigning of an agreementwith Technico, an Australiancompany, to provide pea-size
micro-tubers to produce seedpotatoes in South Africa.

190

Democracy meant the end of apartheid and, consequently, of the country’s economic
isolation. The result, the corporate development team believed, would be accelerated
economic development. “It was the dawn of a new age,” says Mark McCain, who is ason of Harrison.
Travelling around South Africa, he met with people involved in the restaurant andretail sides of the food business, as well as economic staff of the Canadian Embassy,
local banks, government bodies, non-governmental organizations, and the census
bureau chief for demographic information. “I was trying to get a feel for the market
and the potential,” he explains.
Once the corporate development team decided the market was promising, Markbegan studying the all-important agricultural side. If McCain was going to open afactory to make french fries and other frozen products, it would need a steady local
supply of high-quality raw materials.
South Africa grows potatoes all year round but not the preferred varieties that
McCain uses in other countries to meet its international standard of french fries. So
the next step was developing seed potatoes of the preferred varieties and propagating
seed in different parts of the country. Like the United Kingdom, South Africa prohibits importation of potatoes except with a special permit, under quarantine, and invery small volumes. Han van den Hoek, an agriculture expert from the Netherlands,
now vice-president of agriculture for continental Europe, came to help in the agricultural experiments.
The next step was to buy or build a processing facility. Irvin & Johnson, a South
African conglomerate that was one of the Southern Hemisphere’s largest fish companies, also owned a frozen vegetable division and a new french fry factory. But Irvin

From the GrouNd up& Johnson wasn’t interested in selling. “We danced around with them for about five
years,” says Mark. Once McCain decided it wasn’t getting anywhere with Irvin &Johnson, it started looking for a building site. “When we started looking for a site,
we kind of made some noise. I don’t know if that scared them or if there were otherfactors, but they came to the table and we did a deal.”
In 2000, after negotiations led by Terry Bird, who had replaced McClure as headof corporate development, McCain bought Irvin & Johnson’s french fry plant, as wellas two frozen vegetable plants. Then there was another important decision to make.
Irvin & Johnson was well established as a frozen food brand in South Africa, whereas
McCain was unknown. How to switch to the McCain brand without losing Irvin &Johnson customers?
Partner’s first priority was to establish a positive image of McCain in the mindsof South African consumers. The company did extensive consumer research, which
revealed that homemakers would respond to a realistic depiction of their lifestyles.
The message McCain got from its research, Partner says, was “Don’t portray me as
the paragon of virtue who is waiting for her husband with her lipstick on and thechildren with their hair brushed and the perfectly balanced meal on the table. Portraymy life as it is and show how McCain fits into that hectic role.”
So that’s what McCain’s first TV commercials did. They showed a woman working
and trying to run a home and feed a family. At the end, the commercial said, “Life’s
too short to peel a pea … Think again. Think McCain.” The response was overwhelmingly positive. And the catchy slogan, “Think again. Think McCain,” which conveys
the idea of rethinking false attitudes to frozen vegetables, has become well known inSouth Africa.
Yet at the beginning, McCain was nervous about too quickly abandoning the Irvin& Johnson brand, rated in an annual survey as the ninth best-known food brand inSouth Africa. So it decided on a one-year policy of co-branding – putting both brandN e w w o r l d s to Co N q u e r

McCain TV commercial: “Life’s
too short to peel a pea.”

191

Food for Love, a South
African TV series, follows theadventures of a McCain chef.

192

names on the package along with a message explaining that McCain had bought Irvin& Johnson’s frozen food business and intended to maintain the high quality customers expected.
Partner, who is South African and had come to McCain from Irvin & Johnson,
was in charge of implementing the co-branding project. “Our consumers had experienced the overnight deletion of well-known brands and the introduction of global
brands without any warning, and our research showed that they found this very irritating,” she says.
The co-branding was accompanied by the new McCain advertising and many new
product launches, all of which sparked interest among shoppers in the frozen foodcategory. The McCain launch was so successful that the co-branding was ended after
only three months instead of twelve, as had originally been planned.
One of McCain’s best marketing ploys was to buy some time on the South African
national television system to carry a soap opera, Food for Love, about the romantic adventures of Ben, a recipe developer for McCain Foods. But McCain also got
TV exposure by making news. That happened when it opened its new head officein Bedfordview, a suburb of Johannesburg. McCain wanted to put up billboards
but couldn’t because its building is located on a freeway. However, there were no
restrictions on what could be put up above the building, so McCain erected five
three-metre-high scarecrows on the roof with a wraparound on the building showing fresh vegetables.
As a result, everyone driving to and from the Johannesburg airport gets the message that McCain is taking good care of fresh vegetables. “That got us onto national
TV,” laughs Partner.
Mark McCain, who became chairman of McCain Foods (South Africa) Ltd. when
the company was established in 1996, is optimistic because he sees the same trends
occurring in South Africa in the early years of the twenty-first century that wereso favourable to McCain in Canada when the company was launched in 1957. Morefast food restaurants are being built, more and more people have greater disposable

From the GrouNd up

income, and the number of dual-income families is increasing, thereby creating new
demand for convenience foods.
In addition, more homes are getting hooked up to electricity service, allowing
more South Africans to own fridges, stoves, and microwaves. “The growth is comingfrom the people who are moving up the social ladder,” says Mark McCain.
McCain did not let the absence of electricity in South Africa hold it back. “Drink
the local wine” means adapting, so the company also offers small frozen vegetable
packets intended to be used immediately. It’s not just lack of electricity that necessitates small packages but also lack of money. Porteus points out that yogurt was not
accepted by South African consumers until it was packaged in a cup and sold for one
rand, the equivalent of about seventeen Canadian cents. “People have enough moneyfor food for today, not for tomorrow, so you have to sell them just enough for today.”Irvin & Johnson had not targeted what Partner calls “the emerging markets.” All of
its advertising was aimed at higher income groups. “So you’ve got a black consumer
who has never bought a frozen product before, and all of our packs are opaque. There
was this question of why they were opaque and what were we trying to hide. People
couldn’t risk the fifteen rand to buy the product, in case it didn’t perform. It has taken
a lot of money and a lot of resources to communicate that we have only the best inside
the bag.”
Sales of the former Irvin & Johnson potato and vegetable businesses have tripled
since McCain took them over and not just as a result of improved marketing. “Irvin &Johnson had good people, but those people had no access to up-to-date technology,”
says Porteus. “They had no access to proper management systems. They were starvedof those assets. Soon after we took over, we called together all the senior management

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Scarecrows atop McCain’s
office building near
Johannesburg.

193

people from Irvin & Johnson, and it struck me that they were just dying for information. It was as if we had opened the windows and doors and let in the light.”
Suddenly, they had all the knowledge of one of the world’s top frozen food companies available to them. In addition to being able to learn from the various McCain
specialists who travelled to South Africa, a manager could pick up the phone and callanyone in the worldwide McCain organization whenever advice was needed.
McCain now operates three South African production facilities. The Delmas potato plant and Springs vegetable-processing plant are both close to Johannesburg. The
third factory, also for vegetables, is in George on the South Coast.
McCain used to operate frozen vegetable plants in Canada, Britain, the Netherlands,
and Belgium but, as of 2007, the only McCain companies producing vegetables were
those in Australia and South Africa. The South African operation benefits from theexpertise of Porteus, who managed the frozen potato and vegetable plant in Smithton,
Tasmania, before coming to South Africa.
“Australia and South Africa are very different markets,” Porteus says. “South Africa
has a small top-end market and a large low-end market. It is both a developed and an
emerging market in one country. So it should be an excellent learning experience for
McCain going into other emerging markets.”
McCain’s South African venture had all the ingredients for success from the beginning. It was able to buy an existing business that already had the largest market shareand had good local staff. By augmenting the staff and upgrading the plant, McCain
quickly created a profitable business. The South African government welcomed newinvestors. And because most South Africans speak English, they could easily benefit
from knowledge that McCain people around the world were happy to share.

Employees of McCain
South Africa.

194

From the GrouNd up

On the downside, agriculture in South Africa is often problematic. “We’ve gonefrom extreme drought to heavy rains to very cold weather,” says Porteus. “We’ve losta lot of crops. If you are looking at countries that are ideal for growing potatoes, thisis not one of them.”
Some farms in South Africa are big, but many have too small a potato acreage tobe effective suppliers, so McCain has to grow some of its potatoes and vegetables
itself. McCain farms twelve hundred hectares on five farming operations around
South Africa. The locations, selected for seasonal growing conditions, produce about
40 percent of the South African company’s potato requirements.
In 2003, the South African government passed the Broad-Based Black Economic
Empowerment Act with the aim of promoting equal opportunity and increasing theparticipation of the country’s black majority in the economy. McCain has embraced
this goal in the agricultural sector, says Tim Hedges, vice-president of agriculture for
McCain South Africa. “We are able to do this by supporting newly established black
farming operations. The most successful to date is the Makhatini Cotton farming
project in Northern Kwazulu Natal, where we plant an average of one hundred hectares of potatoes per year in the frost-free area. The technology transfer, job creation,and skills development as a result of our involvement has been very beneficial for thecommunity and the operation. And we are involved in four other farming operations
that have been acquired through redistribution of farming land to help black agricultural empowerment.”
As of 2007, black farmers were contributing 10 percent of McCain’s potato needs,
but the company expects their contribution to reach 40 percent by 2014. The rest of
the potato supply comes from white farmers and the farms McCain operates.

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Pea harvesting.

195

Management, McCain South
Africa, 2006.
Front row: (left to right)
Gavin Naisby, Owen Porteus,
Anthony Cripwell, Heather
Partner.
Back row: S.J. de Klerk , Dan
Leger, Ron Mander, Bert
Weenink, Tim Hedges.

An important contributor to McCain’s efforts to obtain good raw materials fromSouth African farms was Andy Goodwin, who first travelled through the country in1996 when McCain was searching for the best potato-growing areas. He moved toSouth Africa from Britain with his wife and two young children in 1997 to becomechief agronomist. He played an important role in selecting the processing varieties
best suited to South African conditions and worked with growers to teach them how
best to grow those varieties. Goodwin became agriculture director for South Africa
before returning to the United Kingdom in 2006 to become director of corporate
agriculture in charge of strategic initiatives.
McCain South Africa exports to other African countries, usually in the wake of
local retailers expanding there. It’s not easy, as the logistics are challenging. Shipping
companies and customers don’t always understand that frozen food has to stay frozen. The result is sometimes what Porteus calls “thermally abused” product that has
been left on a dock in the hot sun, rendering it inedible.
Sub-Saharan Africa has 650 million people, a potential market too large for
McCain to ignore. The solid base it has built in South Africa will help it penetrate
more of that market if and when more African countries enjoy political stability andeconomic development. It may take years until the rest of Africa is ready for McCain.
What’s certain is that McCain will be ready for Africa.

196

From the GrouNd up

The “drink the local wine” philosophy is fundamental to the worldwide success of McCain
Foods. George McClure explains it this way: “Wedidn’t have an ego when we went into a country.
Whether it was Great Britain, the Netherlands,
or South America, we didn’t go in with the attitude, ‘Well, we know more about growing potatoes, we know more about processing potatoes
then anybody else.” We went in and said, ‘Let’s
just watch and learn and see what they’re doing.’
So we watched them grow the potatoes and wewatched them process them and we then said,‘Well, here is an area where we can make some
improvements.’ We went in with an open mind,
and I think that’s primarily what Harrison and Wallace meant when they spoke about
drinking the local wine.”“To drink the local wine literally was not hard in Argentina,” says Ghislain Pelletier,
who went there in 1992 to help McCain establish a potato-processing business inSouth America. “And the people were warm and welcoming. It was an opportunity
to learn about another culture and another language. My wife and I and our two kids
have become fluent in Spanish.”
Pelletier, a native of Grand Falls, New Brunswick, worked for that province’s agriculture department as a potato specialist before accepting a two-year posting to Jordan
for a seed potato project sponsored by the Canadian International Development
Agency. When the Gulf War broke out, the project was shelved. But Pelletier andhis wife, Suzanne, were determined to see the world before their two young children
went into school. Also, Pelletier knew there was plenty to learn about agriculture thathe couldn’t learn in New Brunswick. So he decided to explore the opportunities at
McCain Foods.
He went to see Wallace McCain, who told him that the company was eyeing three
regions for future growth: East Germany, New Zealand, and South America. Wallace
told Pelletier, “I am going to send you there, young guy. You are going to travel theworld. But first I am going to send you to Nebraska.”
McCain was considering setting up a factory in Nebraska, and it also had a study
in progress on growing potatoes under irrigation on four hundred hectares of farmland it had rented. “You measure the water in the soil, and when the soil reaches a

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Traditional potato growing
in Argentina: rows of corn aregrown in between potatoes
so the stalks can be used atharvest time to cover the
potatoes, which are stored
in the field in piles.

197

certain level of water content, you irrigate,” explains Pelletier. “That was my apprenticeship in the science of irrigation.”
From Nebraska, Pelletier moved on to Othello, Washington, where McCain did
have a factory. One day, he received a phone call from Wallace. He said, “Ghislain,when you and I talked last year, you told me you wanted to see the world. Well, I havesomething for you today.”Pelletier asked, “Where?”
Wallace replied, “Argentina. You talk to your wife tonight and give me a call tomorrow.”
Pelletier, eager for travel, accepted the assignment. His task would be to reporton where McCain should locate a South American plant. First, Pelletier went toFlorenceville to be briefed by Bob Coston, an executive who had been hired from
Nestlé to manage the South America program in its initial stages, and by Tony van
Leersum, who had years of experience in South America. Then the Pelletier family,
with eleven suitcases and a couple of Spanish dictionaries, left for Argentina.
He wasn’t the first McCain employee to explore South America. George
McClure had investigated the business and economic environment of the continent, assisted by Don Young, who looked at the agricultural side. Also, McCain
Produce for some years had barter arrangements with South American companies
in which it exchanged seed potatoes for fresh fruit and vegetables. As for Van
Leersum, he had travelled there on sales trips when working for a Dutch company
before joining McCain. He was acquainted with some South American growers,
including the largest farm co-operative in Brazil. Both Van Leersum and McCain
agronomist Han van den Hoek had made many trips to Brazil and Argentina to

Manual harvesting andbagging seed potatoes ina field near Balcarce.

198

From the GrouNd up

help McDonald’s obtain better fresh potatoes when the chain was still producing
fries in its restaurants.
The issue for McCain was which of the two major markets in South America tochoose as the site for a plant: Brazil or Argentina. McDonald’s favoured Brazil because it has more customers – a population of 180 million, compared with Argentina’s
40 million. The consensus of McCain’s experts, including Pelletier, was that Brazil isa better place for growing oranges than potatoes. The climate is too hot for potatoes,
there are more pests, and the yields aren’t as good as those of Argentina, which has
better soil conditions and cooler nights.
McCain settled on Balcarce, a city of forty thousand people about five hundred
kilometres south of Buenos Aires, as the site for its new plant. Not only is Balcarce on
the outer circle of the area Pelletier had identified as good potato-growing country,
it has an agriculture faculty. “The city is home to many agronomists,” says Pelletier.
“Even the mayor is an agronomist.”
Pelletier hired local talent to work on McCain’s agricultural program, which involved visiting growers and persuading them to grow good processing potatoes.
Gustavo Scioli, one of the agronomists hired, was the son of a local grower.
The most popular locally grown variety was the Spunta, a high-yielding table potato that isn’t much good for processing. “It’s a bag of water,” says Pelletier. He encouraged the farmers to grow the Shepody and Russet Burbank varieties and ran trials
with the help of the local research station. Then he began recruiting growers to workwith McCain. By the time he left, in 1996, McCain was processing the second crop in
its new factory. The first year, McCain bought twenty thousand metric tons of local
potatoes and, in the second year, twice that amount.

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tOP lEFt : Unloading fifty-kilogram bags of potatoes at
the Balcarce plant during theArgentina plant’s early years.
tOP RIGHt : Bulk body trucks

are now used to transport
potatoes from the fields tothe storage facilities.
BOttOM : Grower Sergio

Scioli and Ghislain Pelletier,
1995.

199

tOP lEFt : Harrison, Balcarcemayor Jose Luis Perez, andStephen McCain at the
opening of the Argentina
plant, 1995.
tOP RIGHt : Potato trial field

across the road from McCain’s
Balcarce factory.
BOttOM : Argentinapresident Carlos Menem
presents an export award to
Adolfo Lopez Rouger, CEO of
McCain South America, 2002.

200

Getting the growers to produce good raw materials for the factory was not easy.
They were used to getting paid by the bag without the bag being weighed. But McCain
used a scale, reducing the payout for soil and for low-quality potatoes. The price forgood potatoes remained the same, but the amount of soil was now deducted from thetotal weight and a lesser amount was paid for potatoes that didn’t meet the quality
standards specified in the contract.
“It was quite a learning experience for growers to adapt to the higher standards
we had,” says Pelletier. On the other hand, growers selling to the fresh market inArgentina often had trouble getting paid. “Part of their costs was all the phone calls
they had to make to get a cheque. At McCain, once your crop is accepted at the factory, you knew you would get your money.”
The McCain name was already known to many of the growers, as Van Leersum
discovered when he visited some of them during construction of the Balcarce plant.
“I found potato bags with the McCain Produce logo that they had saved from imports from Canada in the 1970s,” he recalls. In those days, the growers imported
Canadian seed or table potatoes from McCain Produce when their own crops were
small and local potato prices were high. They exported in good years, partly to reduce
the local supply and influence the domestic price upward.
When McCain launched its Balcarce operation, potatoes in the region were still
harvested by hand, the potatoes dumped in pyramidal piles in the field and covered
with stalks of corn that were grown in strips in between the potatoes for that purpose.
None of the growers had climate-controlled indoor storage.
The supply from the fields came in fifty-kilogram jute bags on flatbed trucks. Eachbag had to be emptied onto a conveyer belt, to be transferred to McCain’s storage

From the GrouNd up

buildings at the factory. McCain employed seventy-five workers to do this job, day andnight. Since then, specialized transport and unloading systems have been developed.
The Balcarce factory, which supplies both Argentina and Brazil and neighbouring
countries, including Chile and Uruguay, is one of the biggest in the McCain network.
As well as relying on local farmers for supply, McCain has developed twenty-four
circles of fifty hectares each on a farm of twenty-three thousand hectares. It grows
potatoes there in a four-year rotation. The farm is located in Patagonia, where the climate is better suited for growing and long-term storage of Russet Burbank potatoes.
McCain, with Gustavo Scioli as director of agriculture, also grows potatoes on leased
land in the Balcarce area.
Andrew Green, an engineer from Florenceville, came from Canada to be project
manager for the construction of the Balcarce plant. His most vivid recollection is of
his encounter with a troublesome Argentinian cat. When the construction was almost
finished, McDonald’s, whose presence in South America was McCain’s reason forbuilding the factory, announced it was sending representatives for an inspection tour.
Green decided it was time to get rid of a cat that had taken up residence on the site.
“I kept telling the guys to get rid of that cat, but they couldn’t catch it. One day
I was walking through the factory and right in front of me I saw this nice little cat
nobody could catch. I walked gently up behind it and grabbed it around its body forfear it would scamper off.
“Apparently cats in Argentina are part cat, part mountain lion. The cat spun aroundin my hands and attacked me. But I did not want to let go because McDonald’s
was coming. After the cat had shredded my hands and had a fang embedded in
my knuckle, I decided maybe McDonald’s would understand that sometimes cats

N e w w o r l d s to Co N q u e rlEFt : Enrique Sanchez

Acosta, managing director of
McCain Argentina (far right)
with McCain production
employees, at the start-up of
Balcarce’s second flake drum.
RIGHt : The second flake

drum at Balcarce.

201

lEFt : Adolfo Lopez Rouger

with Eduardo Hadad, chiefengineer, next to the potato
specialty line at Balcarce.
RIGHt : Gustavo Martin,

quality-assurance supervisor
at Balcarce, with an array of
packaging, including thosefor french fries and potato
specialties.

202

get into factories during construction. I let the cat go
and went to the hospital and was bandaged up like amummy for a week.”
Dennis Jesson, who had been a key player in launching McCain’s first foreign plant, in Scarborough,England, came out of retirement to start up the factory’s operations. Importing expertise was necessary
because in Balcarce McCain faced a situation similar
to that Wallace and Harrison confronted when they
started the Florenceville factory in 1957: the local area lacked the infrastructure andpersonnel to support a major manufacturing operation.
Demand was strong enough that McCain expanded the plant in 1996, 1997, andagain in 2000. The total cost, including the two expansions, was U.S.$160 million.
However, the sharp devaluation of the Argentinean peso in 2002 severely diminishedthe market for McCain’s products, and it took several years to recover. A Braziliancurrency crisis three years previously also had a severe impact on McCain’s SouthAmerican business. “A lot of companies would have just shut down,” says Terry Bird,
vice-president of corporate development and emerging markets. “But we stuck with
our South American plant, and it has become a valuable contributor.”
In 1996, Adolfo Lopez Rouger, an executive with the international manufacturer
Unilever, got a call from a recruiter to inquire whether he would be interested in a job
as managing director of McCain Argentina. CEO Howard Mann had told Tony van
Leersum, then president of McCain Argentina, to look for an experienced marketing person for that position. But Van Leersum thought that, to serve the McDonald’s

From the GrouNd up

account well, the managing director
needed manufacturing experience.
Rouger was hesitant to make themove. It seemed risky to leave a hugecompany like Unilever for a smaller
company that was not yet well established in South America. It took several
meetings to convince him that it would
not be a great risk for him and his family, because McCain does not walk awayfrom its investments, even if the results
are poor in the short term.
Mann had asked for at least three candidates, but Van Leersum convinced him
and Harrison to meet Rouger in Toronto. During the meeting, Rouger asked about
the company’s bonus scheme. Harrison said, “Adolfo, we really love to pay good bonuses.” Rouger got the message: McCain pays good bonuses when it makes money– and it likes to make money.
Rouger took the job. Based in Buenos Aires, he oversees McCain’s operations inArgentina, Brazil, Chile, Uruguay, Paraguay, and Colombia. “We have a big market
share in the region because McCain had the guts to come to a non-developed region
well in advance of other companies,” says Rouger. “And that has been the tradition ofWallace and Harrison.”
McCain International, the sales and marketing division responsible for areas of theworld where McCain has not set up a separate operation, was active in South America
for many years before McCain decided to build a plant there. It had been selling its
products through exclusive deals with local distributors. This system worked especiallywell in Brazil, where McCain’s distributor had built up a substantial food service business for the McCain brand. Once McCain had its own factory in Argentina, however,it wanted to build up its own sales and marketing organization, rather than be restricted to exclusive agreements with distributors. The distributors weren’t pleased aboutlosing their exclusivity. The Argentine distributor sued McCain, while the Brazilian
one stopped its payments, forcing the company to take the distributor to court.
McCain didn’t want to rely on just one distributor, especially in Buenos Aires,
where 70 percent of its Argentine business is and where there are thousands of restaurants. Instead, it made arrangements with many small distributors, some of themtable-potato distributors and others individuals new to the food industry who wereN e w w o r l d s to Co N q u e r

Adolfo Lopez Rouger at theoutput end of the dryer on
the fifteen-metric-ton-perhour french fry line.

203

McCain employees at thetenth-anniversary partyof McCain Argentina, in
Balcarce.

the beginning of all
By Gustavo Scioli
Field Department Manager, McCain Argentina
We were awaiting a visit from Harrison McCain. This wasimportant: one of the owners of the company was coming,
and we wanted to make a good impression.
As the date came closer, our nerves increased. The day
would start with field visits, followed by a barbecue lunchwith some of the farmers. In the afternoon, Harrison would
visit the plant.
I was responsible for the field visits. I made sure ouragronomy vehicles were clean and I organized the walkietalkies. Nothing could fail. One of my worries was theweather – rain would complicate things. I checked theforecasts but all indicated good conditions.
The day finally came. We picked up Harrison at the
airport early in the morning. The weather was good, thevehicles looked bright, everything seemed perfect.
The first field we visited was one surrounded by hills, making the vista especially beautiful. It was potato-planting season
and the farmer was conditioning and planting the seed.
Seagulls flew about the seeder. The sun shined. Looking
at the passing seeder, I had a moment of poetic inspiration.
“Look, Mr. Harrison,” I said, “the beginning of all.”He turned to me with a serious expression on his
face and answered without hesitation. “This is not the204

From the GrouNd up

Harrison’s 1998 visit to McCain Argentina: Harrison (in white
shirt) is standing behind the pile of potatoes, with Adolfo
Lopez Rouger (left) and Tony van Leersum (right). The workers
in the foreground are hand-cutting the seed potatoes.

beginning of all. The beginning is when a child asks for acone of french fries in a restaurant.”
That ended the conversation, and he walked away tojoin the rest of the group. I was perplexed by his response.
I had never thought about it in that way. For me, an agronomist, the beginning was always the planting.
But the old sea wolf was absolutely right. If a childdoesn’t ask for french fries in the restaurant, planting is notnecessary. It was a good lesson, one I will never forget.

eager to be their own boss and build up a business themselves. McCain helped themlease small vehicles, paid for painting their vehicles in McCain colours and decorating them with the McCain logo, and trained them to sell frozen french fries. The
same system of demonstrating the virtues of frozen fries to chefs that had worked
elsewhere was successfully used in Argentina, although with one difference: often the
new customers would take only a few bags of frozen fries – not even a full carton.
McCain also helped distributors choose other frozen products to sell, products
compatible with and of a quality comparable to McCain’s products. Selling moreproducts helps the distributor cover overheads faster than if it sold only McCain
products. “This strategy in Argentina was ‘drink the local wine’ and that has provenvery successful,” says Van Leersum. As of 2007, McCain had 120 distributors covering Buenos Aires and the rest of the country. In Brazil, McCain worked with existingfood service distributors to develop a network to cover that vast country.
The McCain approach to South America was the same one it used in other parts of
the world: export first, build when a beachhead has been established, and keep spreading the word to the food service industry that frozen french fries have several advantages over fresh. Of course, it didn’t hurt that McDonald’s was expanding in the region
and needed McCain to supply its famous MacFries. In the early years, McDonald’s was
90 percent of McCain South America’s sales. By 2007, McDonald’s accounted for only
30 percent of McCain’s business. The non-McDonald’s market was growing faster inpart because of the success of McCain salespeople in persuading small chains, independent restaurants, and school cafeterias to switch to a frozen product.
The major difference between the North American and South American markets,from McCain’s point of view, is in the degree to which there is room for growth inN e w w o r l d s to Co N q u e rlEFt and MIddlE : Potato

Smiles are a favourite withkids: TV commercial auditions
for the potato specialty.
RIGHt : A puppet show inschool educates kids about
nutrition.

205

Argentina management,
Balcarce, 2007: (left to right)
Gustavo Scioli, Marcelo
Aguirre, Carlos Becerra,
Patricio Gonzalez Roelants,
Juan Andrade, Maria
Echeverria, Ana Alanis, Adolfo
Lopez Rouger, Ana Sudan,
Enrique Sanchez Acosta,
Alejandra Ibarra, Fernando
Mendoza.

lEFt : McCain Argentina

management, 2007.
Front row: (left to right)
Néstor Zanolli, Carlos Becerra,
Pedro Lelkes (retired),
Graciela Parafita.
Back row: Javier Montenegro,
Adolfo Lopez Rouger, Juan
Manuel Fluguerto Martí(retired), Fabián Bojalil.
RIGHt : Management, sales

and administrative staff ofthe Buenos Aires office, 2003.

206

sales of the company’s primary product, french fries. In North America, most of thepeople who would be interested in buying frozen french fries to prepare at home are
already doing so. Not so in South America, where many people can’t afford what is,
for most North Americans, a low-cost food option.
“People living in a developed country like England, France, or Canada, where income per capita is high, can afford to pay for a convenience product,” explains Rouger.
“When income per capita is low, there is not a big market for these products, and thereis less retail business. This makes us much more focused on the quick-service chains,which is why we came here hand in hand with McDonald’s.”
Per capita consumption of frozen french fries in South America is one-tenth thatin the United States. Because there is so much room to grow in that category, thecompany has chosen not to expand yet into other product lines. French fries accountfor 90 percent of what McCain sells in South America; the remaining 10 percent consists mostly of other potato products.
When Rouger says it took guts for McCain to make a major commitment to SouthAmerica, he means that the company was placing a bet on a region prone to political unrest and economic crisis. Beginning in 1999, the entire region suffered from aseries of bank and currency crises, accompanied by political unrest that often spilled
into the streets. As of 2007, the economy was growing again and so were the quickservice chains. But, because of the bad years, McCain South America in 2007 was two
years behind where it thought it would be by then.
Meanwhile, the town of Balcarce has benefited from McCain’s presence. When
McCain first arrived, employees did not have bank accounts and their wages had tobe paid in cash under the supervision of armed guards. Since then, retail banking has

From the GrouNd up

become common, a giant supermarket has opened, and hotel accommodation is much
improved. The growth in Balcarce is typical of what happens whenever McCain opens
a factory in a rural area. The multiplier is 3.5, meaning that for every dollar invested
by McCain, 3.5 dollars are invested by service industries, fertilizer and agrichemicalcompanies, farm equipment suppliers, supermarkets, banks, transport companies, cardealerships, clothing stores, and others.
Once the factory was up and running smoothly, the group Dennis Jesson had
dubbed the “foreign legion” – McCain people from Canada, Australia, Great Britain,
the Netherlands, and France who came to get the Argentina operation off the ground– went home and left local management in charge. Like the other McCain operations,
McCain South America makes no effort to stress its Canadian nationality, preferringinstead to blend in with the community. Indeed, on one occasion, being Canadian
was a distinct disadvantage for McCain in Brazil. That was during the 1990s, when
the Canadian aircraft manufacturer Bombardier was embroiled in a dispute with its
Brazilian competitor, Embraer, each company claiming the other benefited from illegal government subsidies. Opponents of Bombardier in Brazil urged a boycott of
McCain since it is a Canadian company. “It didn’t affect the business; it was only acouple of leaflets,” says Rouger. “That’s in the past now.”

N e w w o r l d s to Co N q u e r207

lEFt : Dave Morgan withJapanese colleagues at afood expo sampling booth inTokyo, 1998.
RIGHt : Carl Morris (left)

launched and managed
McCain’s Japan business; herein 1996 with George Suzuki,
national sales manager forJapan, and Yon Yamaguchi,
country manager.

208

One day in 1974, Wallace McCain called David Morgan, a veteran McCain employee
who was working at production planning in the Florenceville plant. He said, “David,
I’ve got a customer I want you to look after. He calls most every day, and I want you
to look after him.”
The customer worked for Nichirei, a Japanese food distributor. Wallace McCain
had made contact with Nichirei during a trip to Japan as part of a Canadian trade
mission. The distributor had already sold one container of retail product, and it was
obvious that this was a promising opportunity for McCain.
Japan had emerged from wartime devastation to become, by the mid-1970s, an
important industrial power. It was a populous, wealthy country and getting wealthier
all the time. The Japanese are traditionally rice eaters, not potato eaters, but they were
receptive to Western influences, and the American fast food chains were beginningto make inroads. So David Morgan became the scheduler for exports to Japan and
Korea, with Nichirei continuing as McCain’s agent in Japan.
Because many of the boxes in that first shipment had arrived broken, Wallace decided he needed a trusted employee on the spot to look after this potentially lucrative
new business. Carl Morris, looking for a change after many years on the productionside, got the assignment and made the first of many day-long trips from Florencevilleto Tokyo. From 1974 to 1989, he made two to five trips per year. From 1989 to 1994, hespent six months of each year based in Tokyo, as president of McCain Japan.
It soon became apparent that the Japanese market deserved a full-time McCain
presence, so Morris hired Yon Yamaguchi, a Japanese who had lived in Canada for
twelve years, to head the Tokyo office. Morgan, in Florenceville, reported to Morris
as export manager.

From the GrouNd up

A South Korean office was opened in Seoul in 1990, with Mike Cho as country
manager, a position he still held in 2007. By 1995, McCain had fifty full-time employees in Japan, most based in Tokyo, with a few in Osaka. McCain employees tend
to stay McCain employees, which turned out to be a major competitive advantage
for McCain – the other foreign companies competing with McCain in the Japanesemarket tended to have rapid turnover among their sales representatives. “There
would be different people every two years representing a company,” says Morris. “It
got to the point where some of my customers told me they had been visited in thesame year by the same person representing two different companies.”
It’s common for a Japanese to remain with one company throughout his or her
working career, and Morris found that his Japanese customers were favourably impressed that the McCain representatives stayed put. “It showed them that we were
there to stay.” In addition, the Japanese tend to have a positive attitude toward Canada.
“The average Japanese thinks of the United States as smokestacks in Pittsburgh. Whenhe thinks of Canada, he thinks of clean air and Niagara Falls.”
Although the big U.S. fast food chains are present, the main business for McCain in
Japan has turned out to be what Morris calls “street business” – restaurants other than
the quick-service chains. Japan has thousands upon thousands of restaurants, many ofthem tiny. They don’t have much room for storing frozen products, so the wholesaler
distributing McCain french fries often makes daily or twice-daily deliveries.
“It’s a tough market,” says Morris, “though a lot of people think it’s a lot tougher
than it is. Most people hear about all the difficulties of entering Japan. And it is very
difficult to do it by telephone and emails if you don’t speak the language. You have togo there. A lot of companies haven’t done that, so they say it’s difficult.”

N e w w o r l d s to Co N q u e rlEFt : McCain’s Japan team,

2006.
RIGHt : McCain’s Taiwan

team, 2006.

209

lEFt : A McDonald’s on abusy Shanghai street.
RIGHt : Ronald Muller, project

coordinator, at the start-up of
the Harbin factory, 2006.

The typical McCain policy in any large market, such as France, Poland, China, orIndia, is first to build demand by exporting and then to build a factory. In this sense,
Japan is unusual because no matter how much sales grow, McCain is most unlikely
ever to build a potato-processing factory there. Morris did look into acquiring a factory in Japan but decided it didn’t make economic sense because land is too expensive, as would be the price of locally grown potatoes. It’s cheaper to ship product infrom North America, Australia, or New Zealand and store it in rented warehouses.
McCain’s business in Japan has risen steadily since it began in the 1970s, and Morris
expects this growth to continue. “It’s a good market for McCain, and the Japanese are
wonderful people to work with. I worked there for thirty years and I don’t think I eversigned a contract. It has been all verbal agreements, and everything anyone told me
they were going to do, they have done. And we have tried to do the same.”

Every new territory presents a new opportunity for McCain, but none is more glitteringthan China. With 1.3 billion people, it is the world’s largest market. Its economy is growing at a ferocious pace, and people are migrating en masse into the cities. The Chinese
welcome Western ways, including U.S.-style quick-service restaurants, which is why, asof 2007, KFC was opening a store in China every day. McDonald’s has also targeted China
as one of its major growth markets. Taiwan, with its dynamic capitalist economy and affluent population of twenty-three million, is also an important market for McCain.
Most North Americans associate China with rice, not potatoes. Therefore, it may
be surprising to learn that China produces more potatoes than any other country.

210

From the GrouNd up

According to the UN Food and Agriculture Organization (FAO), China grew 73 million metric tons of potatoes in 2005, twice as much as the 36.4 million produced by
Russia. India came third with 25 million, followed by Ukraine (19.5 million) and theUnited States (19.1 million). About half the Chinese crop is used as table potatoes
and 15 percent is processed into flakes, starch, or alcohol. The rest is lost to disease,exported, or used as animal feed and seed.
With opportunity comes challenge, and no country has been more challenging for
McCain than China. When McCain went to South Africa, it was easy for its personnel from Canada, Australia, and Britain to help train South Africans because theyspoke the same language. No such luck in China. Perhaps most challenging of all isthat the noodles and rice Chinese people have eaten for centuries are cheaper thanfrench fries – important in a country where average incomes remain low. A Shanghai
office worker might try KFC occasionally, but if she can eat lunch in a Chinese restaurant for one dollar, that’s where she’ll take most of her meals.
Still, even a small percentage of 1.3 billion people is a lot of potential customers,
which is why McCain began sending agricultural experts to China during the 1990s.
There was plenty of work to be done.
Ghislain Pelletier recalls his first visit in 1999 when McCain agronomist Wang
Rengui showed him a plot of land that was supposed to be growing Russet Burbank
potatoes. “I scratched my head and said, ‘These don’t look like Russet Burbank.’ The
foliage looked all spindly. I was wondering if we had the right variety or if it wouldgrow there. They were full of disease.”
The problem was that there was no good seed in China of the varieties McCain
wanted to test. “The seed harbours the diseases,” Pelletier explains. “That was why weN e w w o r l d s to Co N q u e rlEFt : Tony Ford (left),agriculture director for
McCain Australia, headed
the company’s project todevelop reliable raw material
supplies in China; here withagronomist Wang Rengui(far right), chief agronomistof McCain China; and Liu
Wenlong (centre), also a
McCain agronomist.
RIGHt : A KFC in Shanghai.

211

needed clean seed to do the trials, to see if it would growat all.” But China, like all countries, is protective of its
agriculture and reluctant to allow the import of foreign
seed. Allison McCain contacted government officials andtold them that McCain would not invest unless it was able
to test with good-quality seed. Finally, the Chinese authorities agreed to allow McCain to import a very small
amount of Canadian high-grade seed potatoes.
The China agriculture project was the responsibilityof Tony Ford, agriculture director for McCain Australia.
The company spent seven years looking for a good location in China to grow processing potatoes, a decision thatwould in turn determine where the first factory would bebuilt. The south of the country was too warm. The temperatures were better in the far north, but the soils there
were too heavy. Finally, McCain’s experts settled on thearea around Harbin, in northeast China. In 2005, a stateof-the-art french fry factory, built at a cost of $50 million,
opened in that city of ten million people.
Since there were no potato farms near the new factory, McCain has had to train growers, as well as rent
land to grow its own potatoes. Just as when the company
first began processing operations in New Brunswick in
1957, the quality of the potatoes in China at first was not
good. Potatoes were damaged during harvesting andwhile being transported to the plant. Consequently, theplant’s early products were not up to the standards of
KFC and McDonald’s, the major customers for frenchfries in China.
As of 2007, McCain was not making money in China.
However, Kai Bockmann, managing director of theChinese operation, predicts that of all the start-ups inrecent company history, it will be the one to break eventhe fastest. The only local competitor is the U.S. company
Simplot, which built a french fry line in a vegetable factory as a joint venture with a Chinese company in 1990.

212

From the GrouNd up

KFC is a huge success in China, and McDonald’s is also growing quickly. The only
other important chain is Dicos Fried Chicken, owned by a Taiwan company. “Thebig problem in China is to get people to eat french fries outside of KFC, McDonald’s,
and Dicos,” says Bockmann. For example, there are more than thirty restaurants inthe food court of the Shanghai office building that has housed McCain’s Chinese
sales office since 1996 but not one of them sells french fries. Typically, the market for
french fries in countries without a french fry tradition evolves from international
quick-service chains to local chains to independent restaurants and then to the retailstores. As of 2007 in China, however, the three major chains were still 80 percent of
the market. As always, McCain is in it for the long haul.
The people of northern China, where the McCain factory is located, are potato
eaters, but they eat their potatoes in stews and soups, not as french fries. Eventually,
McCain hopes, they will enjoy the same fries they ordered at KFC and McDonald’s
in their homes. On the package they will see the same McCain brand and logo thatis familiar in much of the world, but they will also see the Chinese letters that are asphonetically close as the company is able to come to reproducing the word McCain in
Chinese. It’s pronounced “Mei Kang.” In Chinese, that means “perfect health.”

N e w w o r l d s to Co N q u e r

ABOvE : The China teamat the new plant at Harbin,
2006. Kai Bockmann and
Ian Robinson are front row,second and third fromthe left.
FACING PAGE, tOP :Chinese workers cutting
seed potatoes, 2004.
MIddlE : Liu Zhenbao,

McCain seed potato manager,in Keshan, China, proudly
displaying high-class seedpotatoes, a pile of Russet
Burbank seed potatoes
behind him, 2005.
BOttOM : Traditional

harvesting of potatoes in
China, 2005.

213

McCain India: In the middle row, fifth from the left, is agriculture manager Devendra Kumar, the longest serving member of McCain’s India
team. Engineering manager Dominic Rush is sixth from the left in the back row, finance director Rajeev Chauhan is fifth from the left, andcountry manager Jaideep Mukherji is fourth from the left. John Allan, factory manager, is fourth from the right in the second row from the back.

China is not the only country that’s home to over one billion people. Like China, theother member of the exclusive billion-population club is undergoing rapid economic
development and creating a vast, newly affluent middle class.
In one important way, India is even more attractive than China as a market for
McCain Foods: unlike the Chinese, Indians already have a taste for potato specialties.
And so, the McCain plant in India’s Gujarat province produces a variety of potato
products, including savoury wedges, spicy wedges, rösti fingers, rösti rounds, andpom poms. “In India, potatoes are an almost daily staple food,” explains Terry Bird.
“They are cooked in a wok-like pan called a karahi. The wedges and crunchy potato
specialties we produce in a frozen format are similar to what Indians traditionally eat
as snacks.”
On the other hand, almost nobody in India eats french fries. The challenge for
McCain will be to increase the market for french fries. If it succeeds, the rewards
will be great. “In North America,” says Bird, “the average person eats almost fifteen
kilograms of french fries a year. What if we could get the average consumer in India
to eat just half a kilo?”

214

From the GrouNd up

As elsewhere, McCain started its business in India by shipping in its
product. Then it began to produce McCain products at a Mumbai factory
partly owned by McDonald’s. Finally, it decided to build a plant of its own.
As in Argentina and China, it was Ghislain Pelletier’s job to travel thecountry and analyze the suitability of various areas for growing potatoes tosupply a large processing plant. Before McCain invests millions in a plant,
it needs to have a good understanding of the risks involved. The betterthe market, the more risk McCain can afford to take. If business can beestablished beyond quick-service restaurants, in the broader food service
market and in retail, then perhaps construction of a plant is warranted. If
not, it might be too risky. Another major issue is the likelihood of drought or someother weather disaster that could lead to a potato shortage. If McCain is going to invest$50 million in a factory, it needs to be sure it will have enough raw materials to fill it.
In India, potatoes are a winter crop, as the summers are too hot to grow them successfully. They are planted in November and harvested in March. Pelletier travelledaround India with Jaideep Mukherji, the country manager; agronomist Devandra
Kumar; and business development officer Dan Singer. Eventually, they settled on theprovince of Gujarat as the right place to build a factory.
Although Gujarat produces potatoes that so far are smaller than McCain would
like, the quality is good in terms of both solids and colour. “There are always sometrade-offs,” says Pelletier.
As in China, introducing to India the potato varieties McCain favours was a longprocess. The company imported tissue culture, which had to remain in quarantine
for more than a year before being released as plantlets. It then had to set up a seed
program to multiply the plantlets for three years before they were ready for the local
growers to plant.

N e w w o r l d s to Co N q u e r

tOP lEFt : Indian street vendors

offer a range of deep-friedpotatoes and other snacks.
tOP MIddlE : An insulated

minivan for short-distancedeliveries in Pune, a city in thewestern Indian province ofMaharashtra. The van can holdtwenty cases of french fries.
tOP RIGHt : A McDonald’s in

Mumbai.
BOttOM : Taking part in the

groundbreaking ceremony for
the Gujarat factory on August 28,
2005: (left to right) Simon Jones,
Terry Bird, Derrick MacDougall,
Devendra Kumar, Robert Martin,
Larry Derrah, Tom Kaszas, Lloyd
Borowski, Rajeev Chauhan.

215

As of 2007, the growers were producing crops fromthese seed potatoes to their great advantage: yields had
doubled, yet they were using only one-third as muchwater as before. This was the result of irrigation technology McCain introduced to replace flood irrigation, theinefficient and wasteful method previously used. The
Gujarat farmers are eager to learn all they can. When
McCain announces a seminar on some potato-growing
topic, several hundred farmers inevitably show up.
It’s expected that the Gujarat area can reliably produce potatoes from irrigated fields every year. Although
it is dry during the growing season, the monsoon rains
during the summer ensure there is plenty of underground water to use for irrigation.
McCain has also investigated the possibilities in the
Middle East. In the late 1990s, McCain considered building a factory there to supply McDonald’s restaurants in
Israel and Jordan. It would have been a joint venture withan Israeli company that was processing french fries for
McDonald’s. Israel has a highly developed agricultural
sector and grows good potatoes. However, the market
potential is not great enough to offset major risks in theregion, including water shortages, political instability,
and the ever-present possibility of war.

tOP : Agriculture manager Devendra Kumar (in striped shirt) with

Gujarati farmers and the McCain-designed flatbed planter, which
can plant 3.2 hectares a day. A traditional planter can plant only
1.2 hectares.
MIddlE : Harvesting in Pune, July 2001.
BOttOM : Pune farmer, 2002.

216

From the GrouNd up“Join the army, see the world” was a famous recruiting slogan
used by the U.S. military. “Join McCain, see the world” might bealmost as appropriate.
Because it is a global company, McCain attracts people whowant to experience living in other countries. “McCain people loved
going to South Africa,” Mark McCain recalls. “You could work ina young, charged company that was embracing change, and on theweekend you could tour a game farm. There wasn’t anyone that we
asked to go for a week or three months who didn’t want to go.”Dan Leger, from Florenceville, went to South Africa and stayed.
He married a South African woman, developed a South African
accent, and has had family members, some of whom had neverleft New Brunswick before, come to visit.
Ian Robinson left Britain to be plant manager in Hoofddorp, in the Netherlands.
Then he moved to Poland as the first plant manager of the new McCain factory there.
Next stop was Delmas, South Africa, where he managed the french fry plant. He thenspent some time back home in Britain before moving to China to manage McCain’s
plant in Harbin.
Perhaps the best-travelled McCain employee is Kai Bockmann, managing director
for China, whose travels began long before he joined the company. When he was seven,attending grade school in Vancouver, his parents decided his education wasn’t broad
enough. So they bought a camper and hit the road. They soon ditched the camper andspent the next six years hitchhiking around the world, through 120 countries.
After university, Bockmann joined the Canadian foreign affairs department andwas assigned to Colombia. In 1996, while on vacation in Vancouver, he got a call from
McCain Foods, which was looking for a Spanish speaker with knowledge of Latin
America. He met with Terry Bird in Florenceville the next day and joined McCain’s
corporate development department. On his first day on the job, Bird told him: “You’regoing to Chile tomorrow. I want you to go there for a month, visit all the frozen foodcompanies, do a feasibility study, identify acquisition targets, and come back withyour recommendations.”
For someone who had been working in a government bureaucracy, McCain wasa culture shock. “I came from foreign affairs, where you’ve got a manual on how tofill out an expense report, to an environment where you’re expected to learn by doing. There was no training program. I didn’t even know what McCain was making
at that time other than french fries. I was only twenty-six. Yet on the second day on

N e w w o r l d s to Co N q u e r

Employees of McCain
International and McDonald’s
visit the Coaldale, Alberta,
plant 2001.
Front row: (left to right) MarkMacPhail, Emmanuel Araya.
Back row: Richard Bartlett;Lisa Yee, McDonald’s Central
America; Alvaro Cofino,
McDonald’s Guatemala;Marco Gordon, McDonald’s
Guatemala; Paul Tol.

217

A McCain International groupon a 1996 whitewater rafting
excursion in Penobscot,
Maine, to celebrate a record
year. Rafters are DavidSanchez, Debbie Demerchant,Alex Scholten, Chris Wishart,
Marie Smith, Dale Perley, andKeith McGlone. The guide(far left) was not a McCain
employee.

218

the job, they shipped me down to Chile. That’s
pretty amazing.”
Bockmann has been travelling the world for
McCain ever since. “I am just continuing what
was instilled in me as a kid,” he says. “Travel
has always been in my blood.” At the age ofthirty-one, Bockmann, who speaks four languages, became head of McCain International,
the Florenceville-based division responsible
for sales and marketing in all the countries
not assigned to a regional management teamor factory source. McCain International covers
Mexico, Central America, the Caribbean, partsof South America, the Middle East, southeast Asia, most of Africa, Iceland, and small
Mediterranean states, including Malta. Sales
representatives represent McCain in each location.
McCain International was created from the export division of McCain Foods(Canada) in 1994, when the company increased its focus on market development. Its
first president was Harrison’s son, Peter, who was ideally suited to the job. He loved
to travel and was fascinated by foreign cultures and languages. He had worked as asalesman in France for Pomona, one of McCain’s distributors. In addition to French,he spoke Portuguese and some Spanish. He had been a salesman for Day & Ross andserved in the sales, finance, marketing, and export sales departments of McCain before assuming the job of vice-president of export sales for McCain Foods Canada. He
was, therefore, well prepared to launch McCain International.
“Peter was probably smarter than Harrison, which is hard to believe,” says DavidSanchez, who helped Peter get McCain International established and who later became CFO for McCain Foods Limited. “He had the same mix of raw intellect, curiosity, focus on the important aspects of business, and an incredible market sense.”
As of 2007, McCain International had a staff of about one hundred people, somebased in Florenceville, the rest sprinkled around the globe. “McCain International isable to try out new ideas that the rest of the group can latch on to,” says Bockmann, who
ran the division for four years until he was appointed to the China job in 2006. “Forexample, you can try out a marketing idea in one small country. If it fails, it only cost
$50,000. If you were to try it in Canada or the United States, it might cost $1 million.”

From the GrouNd up

A McCain sales trip
By Paul Tol
In 1999, Douglas Henderson, area manager for the
Caribbean, and I visited Guyana, Suriname, and French
Guiana on a sales trip for McCain International. At our first
appointment, in Guyana’s Georgetown, on the north coastof South America, we took an order from a KFC franchiseowner. However, the only store in the area with freezers was
the Texaco Minimart, and it needed them for ice cream: somuch for the retail market and Harrison McCain’s goal of a
McCain Foods bag in every household freezer in the region.
Our flight to the Suriname capital of Paramaribo had been
bumped by two days so we looked for alternate transportation.
Told that a taxi would take eight hours, we left at noon, expecting to dine in Suriname that evening. Nobody mentioned wewould have to cross three rivers by ferry, finding a new taxi after
each crossing. The first two went smoothly, though two guys
with laptops looked a bit out of place on the ferry amid thefarmers, field workers, and other locals.
We arrived at the Suriname river border crossing to learn
that the last ferry of the day had left and the next was not
until morning. For $20, the customs officer was willing tofind someone to transport us – illegally – the two kilometresacross the river. His neighbour had a handmade wooden
canoe with an outboard motor; the fare was $40.
Halfway across the river, it started raining, but we made it.
It was now five o’clock. We found someone who would drive
us the four hours to Paramaribo, first stopping to have ourpassports stamped, to ensure a trouble-free departure. The
officer was not happy to see us: he knew we hadn’t been onthat last ferry. He told us to go back to Guyana the way we hadcome. Debate ensued. But it was dinnertime, and he decided
he would rather eat than argue. He relented, and we were on
our way.
Three hours later and sixty kilometres from our destination, the taxi had mechanical problems. Fortunately, thedriver’s cousin lived nearby, and we borrowed his minivan.
The vehicle had no side windows, the windshield was
cracked, and the rear door hung loose. Still, we arrived at
our hotel at 10:30 p.m.
After our appointments the next day, we went to the
airport for our flight to Cayenne, capital of French Guiana,a French overseas department. At the airline counter, thePaul Tol speaking at a distributor-appreciation night in 2004,
as Allison McCain and Kai Bockmann look on.

clerk refused to check us in, as we couldn’t prove we had
had our yellow fever shots. But the pilot agreed to take us if
we stayed in the Cayenne airport’s transit area and took thenext flight out. However, on arrival, French customs let us in.
The next morning we met with the local McDonald’sowner and visited stores. Then we flew to Martinique,another French overseas department. We enjoyed a fine bottle of wine with dinner and went to sleep early. The next day
we headed to the airport for our short flight to St. Lucia.
Because of a strike, the airport road was blocked. But
by this time we had learned there is usually more than one
route. We took a ferry across the bay: we would approach the
airport by taxi from another direction. But the second roadwas blockaded also. A boat owner said he could get us within
two kilometres of the airport for $100. He did, and a fisherman then got us through to the airport in his pickup truck.
Because of the blockades, no check-in or immigration
staff was on duty. We walked to the departure gate, gave thecaptain our tickets, and away we went.
In St. Lucia, for once, everything went smoothly, including our meetings with KFC and the J.Q. Charles supermarket
chain. I returned to Florida, mission accomplished. I had
arrived home in one piece and with new orders – although
after I turned in my expense account, I had some explaining
to do.

N e w w o r l d s to Co N q u e r

219

c haP T er eIg hT

A World of ChAnge

The McCain brothers were ambitious from the start. But even they could not haveimagined, back in 1957, that McCain Foods would one day own fifty-seven factories
around the world, including one in China. In 1957, when they launched the company,
China was a closed society and a declared enemy of Western capitalism.
The opening of China and its rapid economic growth is just one of the dramaticchanges that have transformed the world since production began in Florenceville
fifty years ago. As the world has changed, so has McCain Foods. Not only has it expanded globally but, in the global village of 2007, the world has come to it, which is
why McCain Foods in Canada produces Asian specialities and pizza, a dish that was
unknown in most of North America in 1957.
No one can predict the future with certainty. The only certainty is that change willcontinue to occur and at a faster pace than ever. Companies that can adapt to change
will succeed, while those that can’t will fail.
Economic development in China, India, and other parts of the developing worldpresent huge opportunities for McCain Foods, as millions more people will want
– and be able to afford – the convenience of frozen foods.
But while some changes present opportunities to exploit, others offer challenges
to overcome. Like all food companies, McCain has to respond to the greater concern and sophistication among consumers about issues of health and nutrition. As
the thinking of consumers evolves, so do their product preferences. In addition, theworldwide phenomenon of population aging is transforming consumer behaviour.
As the eldest members of the North American baby boom approach retirement age,that trend will intensify. Consolidation within the food industry presents yet anotherchallenge. Finally, McCain’s agronomists have to anticipate the possible impact ofclimate change, especially as it may affect crops in some regions.

a world of change

FACING PAGE : Irrigating a

potato field in western Canada.
McCain’s agronomists help
growers use water as efficiently
as possible.

225

Dale Morrison exchanges
ideas with Don Butterfield(left), Murray Holmes, andMichel Lacroix at the Portagela Prairie plant, which in2006 won the McCain North
American MacFry Plant of
the Year award.

226“The world is moving much faster today
than it was even ten years ago,” says Dale
Morrison, the company’s president and CEO,and, he says, success in a changing world requires perpetual renewal. Morrison insiststhat all McCain employees understand thisessential fact: “If the rate of change outside acompany is faster than inside the company,
there is big trouble ahead.”Morrison joined McCain as CEO in 2004,
the same year Harrison McCain died. He is
the second professional manager to head thecompany and possibly one of the few executives ever recruited to McCain Foods who
failed to be taken aback by the smallness of
Florenceville, New Brunswick. Perhaps thatis because Florenceville is three times bigger
than Milton, North Dakota, was when Morrison was growing up there. (The population of this farming community has since shrunk from two hundred to eighty.) He
worked on his family’s farm, which produced barley, wheat, oats, and cattle. One
year, he harvested potatoes on another farm in the Red River Valley. The metropolisof the region was north of the border – Winnipeg, a city Morrison then consideredmonstrous in size. His high school graduating class consisted of thirteen people. “Igraduated in the top ten,” he boasts.
After obtaining a business degree from the University of North Dakota, Morrison
landed a job with General Foods in sales and marketing. Ten years later, he joined
PepsiCo, where he held a variety of positions, including CEO of Frito-Lay uk andToronto-based president of Frito-Lay for Canada and part of the United States. Afterrelocating seven times in fourteen years with PepsiCo, Morrison promised his family
their moving days were over and, in 1995, he accepted a job in Princeton, New Jersey,
with the Campbell Soup Company, first as head of Pepperidge Farms, the bakery
division, and then as CEO.
For his next job, Morrison decided he needed a change from the food businessand so joined a New York–based private equity company managing $1.6 billion in
investments. “I assumed it was the last job I would do,” he says. That was before hereceived a call from a recruiter helping McCain in its search for a new CEO. The

from The ground uPsearch committee wanted to meet Morrison. One of the committee members was
Wallace McCain.
Morrison had turned down several job opportunities since leaving Campbell. He
didn’t want a new job, but he did want to meet Wallace McCain. He thought, “I’mnot going to do this, but how many chances do you get to meet somebody who has
helped create a $6 billion company? It’s like getting a chance to meet Sam Walton [thefounder of Wal-Mart].”After a series of meetings with the committee and members of the board, Morrison
was no longer sure that he wasn’t interested. “While it may not seem totally logicalor rational, there are times in life when you run into a career opportunity and you
conclude that it is the perfect fit for you. That was the case for me with McCain; I
concluded that the company was right for me. I liked the family and the board, I
liked the governance structure, and, most importantly, I felt I could really embraceand build on the McCain culture and the McCain business. It seemed to be the bestof two worlds: a private company with a corporate governance structure close to thatof a public company.”
Morrison says his job is similar to that of a public company CEO reporting to a“progressive, contemporary board.” While he doesn’t have to answer to Bay Street
analysts, he does have to answer to the family. “That’s really the only difference.
Having run a public company and now running McCain, I feel as much weight withtwenty-four shareholders as I did with thousands of shareholders. I would say I feelthe weight even more because I know the shareholders personally.”
Morrison says, “We build on the shoulders of those who came before us. We havesuch a solid foundation to build on.” The first fifty years of McCain Foods were more
about keeping up with demand. But, since then, the marketplace in which McCain
operates has evolved, and, in the twenty-first century, the company must focus moreon creating demand.
In 1957, the newborn McCain Foods had perfect timing. The Canadian, U.S. andAustralian baby booms all started in the 1940s after the war, and women were flocking
into the workforce. This combination of rapid population growth and greater need forconvenience translated into steadily increasing demand for McCain’s products. At thesame time, the technology for a frozen food industry was being perfected and the fast
food industry was just beginning. For years, McCain was able to grow at rates of 10 to
15 percent per year simply by responding to ever rising demand created naturally by
the social and economic environment. Wallace McCain used to tell new recruits: “Thistrain is going to fly by, and your job is to grab it and hold on for the ride.”a world of change

Today’s McCain logo
(second from the top) was
stylized from the original
McCain Produce logo (top).
The Russian logo (second
from bottom) is a phonetic
rendering in Cyrillic letters of“McCain.” At the bottom is the
Chinese version; the English
transliteration of the Chinesecharacters is “Mei Kang,”meaning “perfect health.”227

But the market for processed potato products is now well developed in North
America, the United Kingdom, Europe, and Australia. Most potential french fry consumers are already consuming them. Moreover, the populations of the industrialized
nations are aging. Older people eat fewer french fries than younger people or eat
french fries less frequently, and they need fewer calories in general.
Morrison’s goal is to take McCain deeper into the world by winning over new
populations while at the same time taking it deeper into the food marketplace of thedeveloped world by broadening its product line. And he emphasizes that this does
not imply neglecting potato products. “Potatoes are our core business and will continue to be,” he says. “I think there is enormous growth potential in that category.”
In 2001, Canada Post
honoured McCain byfeaturing it on one ofits stamps.

AbovE : packages of McCain

potato products informconsumers that the contents
are trans fat–free.
FACING PAGE : McCain ads

comparing the nutritional
information of a serving
portion of Superfries to thatof a small potato.

If your major product is french fries and public opinion adopts the idea that frenchfries are unhealthy, you’ve got a problem.
First the food industry had to contend with the low-carbohydrate craze promulgated by the Atkins and other diets that claim carbohydrates such as potatoes cause
obesity. By the turn of the twentieth century, nutritional common sense – that carbohydrates are an essential part of a balanced diet – had prevailed. However, a new
nutritional villain had been identified: bad fats. It was no longer the potatoes thatwere bad for you but the oil they were fried in.
This argument had merit. In restaurants, frozen fries are refried in cooking oil that
may contain unhealthy fats. Animal fats and the tropical oils that were commonlyused in the industry contain about 50 percent saturated fatty acids. These saturated fats can raise blood cholesterol, thereby increasing the risk of heart attacks andstrokes. During the 1980s, the restaurant industry in North America switched to oils
much lower in saturated fats, such as soybean (15 percent) and canola (7 percent).
To stabilize them, these oils were partially hydrogenated, resulting in better texture,
longer shelf life, and greater ease of use in processing. However, during the 1990s, it
became evident that the trans fatty acids created by the hydrogenation process also
boosted cholesterol levels and increased the risk of heart attacks.
McCain’s goal is to remove as much of the saturated fats as possible from its frenchfries. Better factory fryers and other improvements in processing have made it possible touse non-hydrogenated oils, thereby ensuring that the finished product is free of trans fat.
As of June 2007, all McCain branded retail and food-service frozen french fries and otherpotato products are fried in oils that are low in saturated fats and have zero trans fats.

Consumers are thus reassured that the occasional serving of french fries can be part of a healthy diet. As Nancy
Schwartz, a nutrition expert and former professor at the
University of British Columbia points out, “Potatoes are awonderful vegetable. They are low in calories, are fat-free,
and are a source of potassium, vitamin C, iron, and fibre.”
French fries are one of many ways to prepare a vegetable that was discovered seven thousand years ago in
the Andes mountains of Peru and has since become theworld’s fourth most important crop, after maize, wheat,and rice. Potatoes are rich in carbohydrates and thus
a good source of energy. They also contain protein. In
recognition of the importance of the potato, the consumption of which is growing steadily in the developing countries, the United Nations declared 2008 theInternational Year of the Potato.
Once the health concerns about french fries are alleviated, says Morrison, “we are going to give people whohave left the category permission to come back. And
we are going to give people who were buying frenchfries once a week and reduced that to once every three
weeks permission to increase their frequency.” There is,says Morrison, a psychic benefit to eating french fries
that few other foods can offer. He knows it’s the reason
french fries will always be McCain’s core product.
Sustainability is another area that McCain Foods
will focus on in the years ahead. In 1987, the report ofthe Brundtland Commission, convened by the United
Nations, defined sustainable development as that which“meets the needs of the present without compromising the ability of future generations to meet their own
needs.” “At McCain, we describe this as responsibility
and trust,” says Janice Wismer, global vice-presidentof human resources. “We must develop our people anddrive sustainable, profitable growth while caring for theenvironment and being a responsible corporate citizen.”

5IFGBDUTBCPVUPWFOCBLFE
4VQFSGSJFT 
130 Calories

Low inSaturated Fat*

0 Trans Fat
Source ofPotassium

Cholesterol
Free
Source ofDietary Fibre
Source ofVitamin C
Source of Iron

/PXZPVLOPX
www.potatofacts.ca*Per 85g serving of fries as sold. Comparesreasonably with a small potato weighing 170 g.

5IFGBDUTBCPVUQPUBUPFT
130 Calories*

0 Saturated Fat

0 Trans Fat

Cholesterol Free

Excellent Sourceof Potassium

Excellent Sourceof Vitamin C
Source ofDietary Fibre
Source of Iron

/PXZPVLOPX
www.potatofacts.ca*Facts based on a small, skin-on potato.
A 170 g potato is approximately the size of a computer mouse.

228

from The ground uPa world of change229

ToP lEFT : Barb Corey of the

McCain Canada marketinggroup and Peter Reijula at a
McCain-sponsored oneweek course at the Culinary
Institute of America in HydePark, New York, 2006.
ToP rIGhT : McCain means

much more than just frenchfries.
boTTom : Tony van Leersum,

corporate vice-president ofagriculture in 2002.

230

For a food company, sustainable development begins with sustainable agriculture.
McCain Foods, along with Unilever, Nestlé, Danone, Coca-Cola, Kraft, McDonald’s,
and others, is a member of the Sustainable Agriculture Initiative Platform. Membersof the platform commit themselves to promoting sustainable agriculture in their
supply chain.
Some nations, including Great Britain, France, the Netherlands, Canada, and theUnited States, have programs that comply with sustainable agriculture guidelines, andthese are reflected in McCain’s contracts with growers. Integrated pest management
and integrated crop management programs aim to reduce the use of agrochemicals,
improve soil, and reduce disease pressures through crop rotation. In these farming
systems, principles such as sustainability and food safety take precedence over maximizing yield. With the help of McCain agronomists, farmers make these principles
an integral part of their growing practices and decision making.
Climate change may also challenge McCain’s growers as the twenty-first century
unfolds. In several regions, changes in weather patterns may require changes in agricultural practices to reduce the risks of crop failure and to maintain potato quality.
The increasing importance of biofuels is likely to trigger more competition forland and water among crops for food, animal feed, fibre, and fuel. As growers alter
their crop rotations to maximize profits, commodities such as potatoes may become
scarcer in some regions and consequently more expensive. If this occurs, the foodindustry would likely pass on the higher costs to consumers.
Says Tony van Leersum: “McCain has a very extensive agricultural program, second to none in our industry. It includes new variety development and research tounderstand the most water-efficient irrigation systems. Also, we already operate infrom The ground uPdifferent climates. I expect that our near global experience and collective knowledge
will give us a competitive edge in regions where climate change will become evident.”
In the face of such uncertainty, McCain’s international scale is an advantage. For
example, restaurant chains and grocery store owners in Australia know that if theAustralian crop is inadequate because of drought, McCain will be able to ship in
product from elsewhere in its global network, which has happened more than once.
Yet another part of the sustainability agenda is energy efficiency. Making frenchfries is an energy-intensive process that first uses heat to remove water from the potatoes and then refrigeration to freeze them. The company spends a lot of money eachyear on energy. According to Lloyd Borowski, global vice-president of engineeringand manufacturing, McCain improved its energy efficiency by 16 percent in the three
years between 2004 and 2006 and intends to continue improving it. McCain uses
methods ranging from the mundane, such as being more vigilant about turning off
lights, to taking such initiatives as adopting alternate energy sources. In Whittlesey,
England, three windmills will provide 80 percent of McCain’s energy needs when
installation is complete by the end of 2007. For many years, McCain has used biogas
recouped from wastewater treatment as an energy source.
Des Doucette, senior director of engineering for McCain USA, aims to reduce energy costs by 30 percent through conservation and improved efficiency. This makes
both environmental and economic sense. Part of the savings will come from better
equipment and making sure equipment is turned off when not in use. And part ofit comes from catching up to what the Europeans, who have had to cope with highenergy costs for many years, are already doing.
“When you fry french fries, you are evaporating water,” explains Doucette. “A lotof energy goes up the smoke stack. Europeans have had energy reclaim systems on
the smoke stacks for many years. We are going to implement those systems in all our
factories in the United States and Canada.” In this case, McCain’s American operationis learning from its European counterpart. It’s an example, according to Morrison, ofa necessary shift in how the company operates. Under the management of Harrisonand Wallace, the company was highly decentralized. The head of each regional company focused solely on success in that region, “drinking the local wine,” while at thesame time working closely with Wallace or Harrison.
“Our biggest competitive advantage today is our global scale,” asserts Morrison.
“While we need to continue to drink the local wine, we must at the same time takeadvantage of the power that comes from our global footprint. We have to be better attaking a big productivity or product idea from Australia and moving that idea to thea world of change

ToP : Lloyd Borowski, global

vice-president of engineeringand manufacturing.
boTTom : Bruce Phillips, vice-president of global quality
systems.

231

lEFT : A computer renderingof one of three wind turbinesthat together will provide 80
percent of the energy for the
Whittlesey, England, plant
once installed, in 2007.
rIGhT : Solid set irrigation,

as at this farm in Chile, is asystem of irrigation sprinklers
and piping placed in thefield. A more efficient use
of water than flooding, it is
becoming the predominant
irrigation method in Indiaand elsewhere.

232

other regions around the world swiftly.” Morrison’s focus is on ensuring that people
at all levels of the organization are leading and that decisions are being taken at theclosest level to the customer, while at the same time taking full advantage of the best
ideas around the globe. He calls this “distributed and networked leadership,” and it isa key feature of the Growing Together strategy.
For example, if it happens that McCain usa has developed an excellent product,
or a quality or cost-saving idea with global potential, then it is U.S. CEO Frank van
Schaayk’s job, not just Morrison’s, to play an active role in spreading that product tothe rest of the world and the responsibility of the other CEOs to adapt that productquickly to their respective markets.
Van Schaayk sees the Growing Together strategy as an excellent platform for
McCain’s continued push to be a major presence in the American food industry.
Growing Together emphasizes operations excellence in McCain’s core potato business while also stimulating innovation in other areas that appeal to consumers,
Van Schaayk says. “Most importantly, the plan sits on a foundation of people andvalues – no different from when Harrison and Wallace were building the company.”
Through the years, McCain has developed the managerial talent to take on additional responsibility and leadership. Janice Wismer points out that 44 percent of
the company’s more than one hundred senior managers have worked in another region or function, 93 percent have degrees, and almost half have master’s degrees orprofessional certification. “Not a lot of companies can boast that kind of experienceand education,” she says. McCain’s senior leadership team includes both McCain
veterans and new recruits with wide-ranging experience. “This team is totally focused on taking McCain to the next level of performance,” says Wismer.

from The ground uP

As part of the implementation of the Growing Together strategy, McCain has
established several global councils, bringing together McCain people from aroundthe world to share their expertise in different areas. As of 2007, global councils
were operating in agriculture, supply chain, human resources, food service sales
and marketing, retail sales and marketing, quality, manufacturing, and safety.
Each council has a sponsor from a high level of management, either a CEO or vicepresident. In addition to the global councils, McCain has a health and wellness
advisory board.
Morrison is a believer in big ideas. He says he would rather fail to reach a bold goal
than succeed in meeting a modest one. It’s better to aim to increase sales from $6 billion to $10 billion and fail, reaching only $8 billion, than to try to go from $6 billion
to $7 billion and succeed. Real success, he says, requires a willingness to “embrace theart of the possible.”
Says Morrison: “I think Harrison and Wallace always embraced the art of the possible. For the first ten years, they bet the company every year. That’s courage. It’s
having your sights set very high. They could easily have stayed in Canada and had awonderful food business in Canada. Instead, they were talking global food company
before most of the food multinationals were even thinking about it.”lEFT : Fields are monitoredwith the help of satellite
imagery. The yellow areas inthis image are the McCain
fields outside Strzelin, Poland.
The more red a field shows,
the higher the potato yield
per hectare.
rIGhT : The cab of a tractor ina modern farming system is ahigh-tech environment.

Andrew McCain, chairman of Holdco, says the Growing Together plan continues tobuild the company for the long term, and the family is particularly proud that thevalues established in the company over the past fifty years remain the same. Allison

a world of change

233

ToP : Paul Tellier, an Opcoboard member since 1996.
boTTom : Victor Young, an

Opco board member since
1992.

234

McCain, chairman of Opco, agrees, adding that the consistent long-term commitment underpins the strategy going forward.
In his 2006 webcast to McCain employees all over the world, Dale Morrison emphasized that McCain is a values-driven company: “We believe in honesty, integrity, and fairdealing, and we believe they’re integral to our success. Harrison said it: ‘Good ethics isgood business.’ We are multicultural and care about our people, our families, and thecommunities we operate in. We take pride in being a family business.
“We value continuous improvement in our people, our products, in our business.
That’s how we win long term. We cherish the can-do spirit. Trying but failing is okay,
but failing to try is not okay.
“We dare to be different – new ideas, innovation, and differentiation matter.”Just as the values of Harrison and Wallace McCain remain in place, so does the
tradition of a lean management structure. Given its current size and growth ambitions, the company is focused on disciplined global management, which is vital toensure that risks are well identified and managed and that it gains an advantage fromthe ideas and efficiencies generated through its global scale. Nevertheless, McCain
Foods is both leaner and quicker than most companies of its size.
Paul Tellier, a veteran McCain Opco board member, marvelled at Harrison’s unpretentious style. Tellier knows how large corporations work because he was CEO andpresident of both CN Rail and Bombardier. Unlike the heads of most corporations
the size of McCain, Harrison McCain did not travel with a team of assistants. Tellier
recalls attending a McCain board meeting in Coeur d’Alene, Idaho. “There is a lake
there, and one evening we were going to have dinner on a boat. I came out of theboard meeting and heard Harrison himself on the phone checking about the dinner reservations. Here was the chairman of the board who owns a third of the stock,checking on restaurant reservations.”
Conventional wisdom has it that Harrison was the visionary while Wallace was
the nuts-and-bolts mechanic who made sure things worked. Tellier doesn’t buy that.
“Wallace also had strong views about the long term, and Harrison was a very hands-on
manager. I remember that one day there was a request before the board for approving
capital expenditures for a cold storage. They started exchanging among themselves very
detailed accounts of other cold storages. Both of them knew the most minute details.”
Vic Young, another veteran board member, is the former chairman and CEO of
Fishery Products International (FPI) of St. John’s, Newfoundland, Canada’s largest
seafood harvesting and processing company. He says McCain Foods has been successful for a simple reason: it was founded by two brilliant entrepreneurs. “Theyfrom The ground uPwere fabulous risk takers with gut instincts for doing business. And they understood all of the potato business, including the farmers. Can you grow potatoes?
That’s where they always started: can you grow potatoes here? Then they understood how to produce them.
“And their Canadian experience had shown them how to market it. If you review financially the history of every country – they went in there for two, three, four
years and lost a bundle of money, but they understood that if they kept at it, theywould bring it around and have a successful business in the United Kingdom and theNetherlands and France and all over the world. They just had a natural instinct for
doing business and making money.”
During a period of turmoil in the Atlantic fishing industry in the early 1990s, plant
workers and trawlermen staged frequent demonstrations outside Young’s office. The
fish were disappearing, FPI was laying off workers, and Young himself was the targetof the protestors’ anger. Harrison McCain saw a protest on the news one night andcalled Young. They had a conversation Young has never forgotten. Harrison said, “Iknow all these people are picking on you and I know they are saying all these things
about you and I know that your temptation is to push back, but just remember thatthey are fighting for their livelihood. If you were in their position, you’d be doing
exactly the same thing. So even if everything they are saying about you is untrue, be
careful about pushing back.”
Then he compared the fishing industry to the potato-processing industry. McCain
has thirty-five hundred contract growers around the world, whose annual potato
production ranges from fifty metric tons to five thousand metric tons. Harrison told

a world of changelEFT : Brian Ruff, Paul Dean,

Tony van Leersum, andRamesh Manoharan at the
Potato Processing Technology
Centre in Florenceville, 2006.
rIGhT : The Potato Processing

Technology Centre.

19%

Employees

57%

24%

20%

Sales

27%

53%

North America
EuropeAll other

AbovE: These charts show

the geographical distributionof McCain Foods Limited
employees and sales asof 2006.

235

Harrison and Wallace, 1988.

236

Young: “My industry can be nothing and go nowhere without the farmers. And your industry
can be nothing and go nowhere without the fishermen. So if you don’t feel it in your heart to try totreat the fishermen with respect, then you’re in thewrong industry. You’ve got to find a way to keepthat relationship of respect.”
Young concludes: “Harrison and Wallace weregreat marketers and producers, but they never forgot that they had to treat the primary producersof the potato with the respect they deserved, andI think that was why they were so successful. Lotsof people can be entrepreneurial and brilliant, but
if one of their core values is not treating people at
all levels – customer, employee, or farmer – withrespect, then they won’t build a $6 billion international company.”
Both brothers knew that people, not nuts andbolts, were their greatest asset. They were toughbosses, yet they inspired loyalty. Many key managers and other employees stayedwith the company for decades, in the process accumulating priceless knowledge
which they then distributed to McCain operations throughout the world.
In an interview, Harrison McCain said that, while seeing McCain grow into theworld’s largest french fry manufacturer was satisfying, “I think the thing I’m mostproud of is seeing young people rise to the top of the ladder and develop into top
McCain executives.”
Although the company grew too large for the brothers to know everyone, they did
know hundreds of employees by name. “Even in 1990 when they employed around
twelve thousand people, they would walk up to workers at the various factories andask them about their children,” recalls Bruce Terry, former CFO.
Jim Evans, a long-time employee whose main contact of the two brothers waswith Wallace McCain, concurs that strong employee relations were fundamental to
McCain’s success. “You had a distinct feeling that you were part of the organization,of the family. It was different from other companies and that was because of the personal contact with the owners. You were treated as a person, often as a friend.”
Everyone who worked with Harrison and Wallace during the first three decades offrom The ground uP

McCain Foods remembers them in their adjacent offices calling out to each other throughthe open door between the two rooms. Later,
to everyone’s chagrin, the door was shut because of the break between the brothers.
In later years, the brotherly affection reasserted itself. In his eulogy at Harrison McCain’s
funeral in 2004, then New Brunswick premierFrank McKenna recalled his amazement, theprevious Christmas, at being invited to vacation with Harrison. When McKenna asked
where, Harrison replied, “We’re staying at
Wallace’s down in Jamaica.” McKenna told
the mourners that the pair had “left theirbusiness differences aside … Harrison andWallace talked or visited each other almost
on a daily basis.”
In 1957, Harrison and Wallace decided tomake a product, french fries, that almost everyone likes, and they found a better way of doing it. That, plus good timing, goodluck, and incredibly hard work, made McCain Foods a huge success. A measure ofthat phenomenal success was that, fifty years after McCain Foods was founded at one
small factory in the rural village of Florenceville, a New York consulting firm, theReputation Institute, named it one of the world’s most respected companies.
In March 2007, Harrison and Wallace McCain were chosen as the greatest Canadianentrepreneurs ever in an online poll conducted by Roynat Capital. They finished aheadof a long list of business giants, including Jim Pattison, K.C. Irving, Ken Thomson,
Alexander Graham Bell, Frank Stronach, and Joseph-Armand Bombardier. The
McCain brothers were both proud men, but they never overestimated themselves.
“We didn’t know anything about the business in 1957,” Harrison told an interviewer.
“We had to live and learn just the same as everybody else.”
They had great capacity for enjoyment, of work, and of life. Repeating himself as
he always did, Harrison told another interviewer in 2001, “We’ve had a pretty goodrun, we’ve had a pretty good run.”
Adds Wallace: “We had a lot of fun. Raised a lot of hell.”a world of change

Harrison at his front door,
Christmas 2000.

237

Adolfo Lopez Rouger,
CEO McCain South America

Fred Schaeffer,
President & CEO
McCain Foods (Canada)Frank van Schaayk,
CEO McCain Foods USA

Nick Vermont,
CEO McCain Foods GB, Eastern
Europe, South Africa

Jean Bernou,
CEO McCain Continental
EuropeJohn Doucet,
President & CEO, Day & Ross
Transportation Group

Steve Yung,Managing Director, McCain
Australia/NZ

Janice Wismer,
VP Human Resources,
McCain Foods Limited

David Sanchez,
Chief Financial Officer, McCain
Foods Limited

Anil Rastogi,
Chief Information Officer,
McCain Foods Limited

Ghislain Pelletier,Corporate VP, Agriculture,
McCain Foods Limited

Terry Bird,
VP Corporate Development
and Emerging Markets,
McCain Foods Limited

Michael Campbell,
VP and General Counsel,
McCain Foods Limited

The Senior leadership Team, 2007
The Senior Leadership Team (SLT) brings together senior
McCain executives representing various regional businesses and diverse functions within the company. Its
members thus play dual roles: their primary role in theirown region or function and a global role in helping to set
a strategic course for the worldwide McCain organization.
Not shown here: Rick Ciccone, Global Supply Chain Officer.

Dale Morrison,
President & CEO
McCain Foods Limited

238

from The ground uP

Lloyd Borowski,
VP Global Engineeringand Manufacturing,
McCain Foods Limited

Bob Cornella,
Corporate VP, McDonald’s
Worldwide Business Unit,
McCain Foods Limited

a world of change239

Acknowledgements

From Dale Morrison
McCain is filled with many stars … one of those stars deserves a special mention here.
It was the tireless efforts of Tony van Leersum that provided remarkable illumination
to tell this tale. Semi-retired after leading our agriculture division, Tony continues to
be at the forefront of McCain’s development. He deserves enormous credit for building the bridges to bring the right people together on this project, including the author
Daniel Stoffman, who has done an excellent job in bringing life to the McCain story.
In doing so, Tony has honoured the founders and those people chosen by them tobuild the company.

the story of a great international company to life. In her role as book producer, Linda
expertly co-ordinated the project right up until delivery of the finished product fromthe printers.
Editor Judy Phillips was relentless in exposing points that needed further explanation or elaboration. She helped to clarify a complex story.
This book would not exist without the cooperation of dozens of McCain employees, past and present, who gave their time and knowledge to help us tell the company’s remarkable story. Their generous cooperation is greatly appreciated. I would also
like to thank Nina Colangelo of the Toronto office who was always ready to find aphone number or email address and Darlene Koenings for arranging my interviewsin Lisle, Illinois.
Assembling the illustrations to document a history that spans five decades and six
continents was a huge task. Linda Gustafson is especially grateful to the following fortheir help: Dawn Shaw, Edwina McBrine, Scoop Fredstrom, Donna McCarthy, Pam
Procter, Shona Adams, Heather Partner, Francine Bouquillon, Erik Haasken, John
Walsh, Christine Alexander, Sarah Zilik, and the staff of Alethio bv.
Finally, the author would like to thank his in-house editor, Judy Stoffman, for her
advice, support and encouragement.

From Daniel Stoffman
This book exists because Dale Morrison, ceo of McCain Foods, decided that thecompany’s colourful history should be captured and preserved in book form as partof the celebration of McCain’s fiftieth anniversary. Wisely, he assigned the project toquasi-retired McCain executive Tony van Leersum, confident that Tony would notrest until the idea of a book became reality.
Tony was my invaluable collaborator in researching From the Ground Up. He locatedretired McCain people and persuaded them to be interviewed, conducted interviews
himself, and shared his knowledge of all aspects of McCain’s business. After the text
was completed, he spent countless hours checking facts to ensure accuracy, helping
to obtain and select photos and other illustrations, and providing information for
captions.
Janice Wismer, in her capacity as head of the McCain Learning Centre, backed the
project from start to finish. Her enthusiastic support was indispensable. And her son,Kyle Wismer, deserves credit for coming up with the title.
Linda Gustafson, book designer extraordinaire, thinks a book should be a workof art. She worked tirelessly to design the pages into a seamless combination of text
and image. She searched the globe to find the best illustrations available to help bring

242

From the Ground up

AcknowledGements

243indexPage numbers in italic refer toillustrations and photographs

A.C. Neilson, 5
ACD (darkening, potatoes), 12, 13
Adams, Bill, 26, 26
advertising, 43, 51, 53, 57, 58, 62, 78,
85, 189, 228, 229 (See also commercials; It’s All Good campaign;slogans)
aging population, 150, 225, 228
Agriculture Canada Research Centre(NB), 13agrochemicals, 207, 230
agronomy, 13, 92–95, 93–94, 118,
135–37, 136, 137, 195–96, 199, 225(See also sustainable agriculture)
Aguirre, Marcelo, 207
Ahmadabad (India) plant, 223 (Seealso Gujarat [India] plant)
air pollution, 109
AirVac harvester, 7
Aksenev, Mikhail, 96
Alanis, Ana, 207
Albrecht, Tom, 177
Aleskerov, Eldar, 96
Alexandre, Pedro, 100
Allan, John, 214
Allen and Kidd Farms (ID), 173
Allen, Tony, 173
Alpine Foods (NZ), 114
Amfac, 172
Anchor Food Products, 150, 182–83
Andrade, Juan, 207
Andrews, Paul, 114
Antworth, Clarence, 48, 48
Antworth, Elaine, 48
Antworth, Ken, 37
apartheid, 190
Apold, Beth (daughter, Bob
McCain), 163
Apold, Will, 163
appetizers, 60, 150, 151, 175, 179,244

181–85, 184, 185, 220 (See also
snack products)
Appleton (WI) plant, 182, 183, 221
Araya, Emmanuel, 217
Arbeau, Dwight, 37
Archangelsk (Russia), 95
Archer, Gussie, 37
Argentina, 19, 49, 95, 173, 197(See also McCain Argentina)
Aroostook County (ME), 12
Ars, Rinus, 37
aseptic packaging, 148, 151
Ash, Carl, 27–30, 30, 31, 88, 141–42
Asian frozen foods, 151, 183–84, 225
Associated Fisheries of Canada,
82–83
Atkins diet, 228
Atlantic Veterinary College, 158
Australia, 20, 27, 31, 32, 37, 44, 57, 58,
62, 64, 72, 74, 95, 200 (See also
McCain Australia)
Austria, 74
automation, 62, 131
A&W, 22baby boom, 5, 225, 227
Baby Cakes, 180–81, 180
Baddley, Mick, 63
Bakker, Rob, 128
Balcarce (Argentina) plant, 198–207,
198, 199, 201, 204, 206, 207, 222
Ballarat (Australia) plant, 107, 108–
10, 109, 111, 115–18, 120, 145, 223
Baranova, Ksenia, 96
Baranova, Natalia, 96
Bartlett, Richard, 217, 220
Basian, Karen, 150–51, 150
Batten, Robin, 37
Baxter, John, 7, 9, 12
BCE Place (Toronto), 138, 138
B.D. Grass Farm (ME), 164
Beaulieu, Camile, 37
Beaumarais (manufacturer), 80, 84,
87–87, 97, 101

From the Ground up

beautification committees, 141
Becerra, Carlos, 206, 207
Becker, Sherri, 179
Bedfordview (Johannesburg) HQ,
192, 193
Belgium, 69, 71, 72, 73, 82, 83, 84, 194
Bell, Alberta, 37
Bell, Alexander Graham, 237
Belleisle Creek (nb) plant, 221
Belleisle Foods, 151
Benton and Bowles, 74
Berkut, Olga, 96
Berlin Wall, 90
Bernier, Nelson, 37
Bernou, Jean, 69, 81, 86, 96–98, 100,
100, 101, 238
Best Partner of the Decade Award(2005), 86
Beswick, Peter, 37
Bethune (France) plant, 80, 84, 222
Betts, Betty, 14–15, 14
Bintje potatoes, 73
biofuels, 230, 231
Bird, Terry, 14, 140, 148, 148, 150,
151, 152–53, 153, 191, 202, 214, 215,
217, 239
Birds Eye, 59
Birds Eye (ME) plant, 6, 11, 17–18
Birdseye, Clarence, 6Birdseye Seafoods, 6Bisnair, J.P., 161
Black, Conrad, 140
Blackburn, John, 63
Blaimont, Jean-Claude, 100
Blainville (QC) (Tour Eiffel) plant,
142, 221
Blake, Warner, 37
Bliss, Connie, 25
Bliss, Tim, 20–21, 20, 22, 23, 26, 26,
31, 72–73, 79, 108, 127–28, 142,
146, 148, 160, 172
Bobcat (company), 60
Bockmann, Kai, 212, 213, 213, 217–18,
219, 219

Bodine’s (company), 169–70
Boehm, Bill, 156
Boesch, Hartmut, 74
Bojalil, Fabián, 206
Boku (beverage), 171
Bombardier (company), 207, 234
Bombardier, Joseph-Armand, 237
Bonduelle, André, 82
Borden-Carleton (PE) plant, 143,
148, 221
Borowski, Lloyd, 128, 130, 132, 146,
215, 231, 231, 239
Bougie, Jacques, 161
Bouquillon, Francine, 100
Bourgoin, George, 37
Boyer, Marion, 145
Boyle, David, 115, 116–17
brand autonomy, 66
brand recognition, 87, 183, 220
brand uniformity, 52
Brantley, Brooke, 183
Brascan Corp., 168
Brazil, 169, 198, 199, 201, 203,
207 (See also McCain SouthAmerica)breakfast meals, 59
Brett, Stan, 121
Brew City (brand), 181, 183
Briggs, Bob, 63
Britfish, 59–60
British Rail, 54
Broad-Based Black Economic
Empowerment Act, 195
Broer, Wim, 37, 88
Brown, Bob, 37
Brown, Ken, 37
Brown, Sherry, 122
Brundtland Commission, 229
Buenos Aires, 199, 205 (See also
McCain Argentina)bulk body trucks, 199
Bullock, Steve, 48–49, 54, 63
Bulmer, Gene, 13
Burdett, Kevin, 181

Burger King, 51
Burgess, Leigh-Anne, 123
Burgos (Spain), 62
Burley (ID) plant, 221
Burman, Peter, 62, 63, 128
Bushby, Jim, 126, 159
Business Development Bank of
Canada, 157
Butterfield, Don, 226
Buurma, Rob, 37
Buyanov, Alexander, 96
Calgary (ab) plant, 221
Cameron, Ian, 26, 62–63, 63, 95, 104,
106, 110, 122, 166–67
Campbell, Ken, 63
Campbell, Michael, 141, 239
Campbell Soup Company, 24, 226
Canada Post, 228
Canadian Business Hall of Fame, 146
Canadian Business magazine, 34
Canadian High Commission, 41
Canadian International
Development Agency (CIDA), 197
Carberry (mb) plant, 221
carbohydrates, 228, 229
Cargill (company), 77
car ownership, 5Caribbean, 1, 2, 27, 218, 219
Carleton County Council, 8Carter, Mabel, 19Caterpac (food distributor), 25,
43, 50Cavendish Farms, 148
CBS News, 170
Central America, 218
Cerebos Foods, 108
Chalet Foods, 114
Chamas, Pierre, 37Charland, Claude, 80Charles, prince of Wales, 66
Chartier, Dan, 37
Chauhan, Rajeev, 214, 215
cheese, 30, 156
Chef Sensations, 185
chefs, 23, 24, 43, 60, 72, 87, 116, 181,
183, 189–90, 192, 192, 205
Chelley, Dave, 73
Chernecki, Bob, 37
chicken, frozen, 41
Chile, 135, 201, 203, 217, 232
China, 14, 95, 151, 185, 187, 225 (Seealso McCain China)
Chinese frozen foods, 151, 183–84

Cho, Mike, 209cholesterol, 228
Chrétien, Jean, 140
Christensen, Amy, 179
CIBC Commercial Banking, 152
Ciccone, Rick, 238
Clark (SD) plant, 172
Clements, John, 104, 108, 108–10,
113–14, 113, 115, 118, 121, 122, 161
climate change, 225, 230–31
C.M. McLean Ltd., 148
CN Rail, 234
Coaldale (AB) plant, 148, 217, 220, 221
Coca-Cola, 1, 29, 230
Cofino, Alvaro, 217
cold storage facilities, 8, 12, 15, 48
Collins, John, 37
Colombia, 203, 217
Colton (ca) plant, 221
Comgroup Supplies, 114
commercials, 191, 191, 205
computerization, 43, 62, 142–43
ConAgra, 169
continuous improvement, xii–xiii,
129–30Corey, Barb, 230
Corey, John, 148
Corinna (ME) plant, 7, 9
Cork, Kendall, 161
Cornella, Bob, 175, 176, 176, 239
Cossaboom, Ken, 27, 159
Coston, Bob, 198“country jewels” categories, 151
Cousin, Jean François, 37, 128
Cowperthwait, David, 181
Cox, John, 168
Cox, Lester “Bud,” 15, 15, 17
Cox, Sherdon, 15
Cox, Tony, 17
Cripwell, Anthony, 196
crop rotation, 137, 230
cross-pollination, 94
Culinary Institute of America, 230
currency crises, 202, 206
cutter cannons, 130
Cuy, Robin, 122, 123
Cyr, Dick, 159
Czudowski, Andrzej, 100
DaLoia, John, 183
Danone, 230
Davis, Patrick, 181
Dawkins, Dan, 106, 118, 122
Dawson, Mike, 110

Day, Elbert, 33, 152
Day & Ross Transportation Group,16, 26, 33, 33, 62, 70, 71, 148,
151–55, 218
Daylesford (Australia), plant, 103–8,
104
Davidson, Tom, 37
Davis, Patrick, 181
Dean, Paul, 16, 29–30, 31, 125, 159, 235
de Boef, Anton, 73, 87
de Klerk, S.J., 196de Kok, Bram, 37
de Sottomayor, Lourenço, 100
deep frying, 59, 59, 60, 89
defect removal systems, 51, 62, 131,
133
Degrave, Lucille, 97, 100
Deiting, Leo, 74
Delage, Jean-François, 100Delaître, Michel, 82, 100, 101
Delannoy, Bertrand, 100
Dell Products (juice company), 170
Delmas (South Africa) plant, 194,
217, 222
Deloitte (accounting firm), 152
Deming, Edwards, 129
den Daas, Hans, 128
Denmark, 70, 71
Dent, Geoff, 37
Derrah, Larry, 215
desserts, 59, 182, 220
Devine, Wayne, 37
Dicos Fried Chicken, 213
Dolan, Dan, 181
Dominion Bridge Company, 27, 28
Donovan, Peter, 123
Dowbiggin, Steve, 37
Doucet, John, 152, 152, 153–55, 239
Doucette, Des, 148, 181, 231
Downey, James, 25“drink the local wine” philosophy.
See McCain Foods Limited,philosophy
drought, 117–18, 119, 215, 231
Drummond, Pat, 37
Drury, Alan, 63
D’Souza, Neil, 129, 132
Duncan, Derek, 110
Dunlap, Ray, 7
Dupont, Francis, 78, 101
Durost, Harold, 168, 171, 171
Dwyer, Ian, 123
D&Y Pike’s farm (Australia), 107

index

eastern Europe, 54 (See also specificcountries)
Easton (ME) plant, 125, 166–68, 180,
221
Echeverria, Maria, 207
Eddleston, Peter, 37
Edgell (company), 104, 113–14, 120
Efting, Richard, 220
Elizabeth, queen of England, 65, 65
Elliott, Dave, 63
Embraer (company), 207
end-user sales technique, 22–24, 44,
87, 109, 110
energy conservation, 231
Engineering Consultants Inc., 20
England, 31, 34, 43, 50–51, 230 (Seealso McCain Britain)
Environmental Protection Agency(Australia), 10–9, 110
environmental technology, 81
equilibriation, 133
Erickson, Arthur, 25
Eskimo Foods, 41, 42
Esquimalt (BC), 20
Europe. See McCain Europa; McCain
in Europe; specific countries
under McCain
European Economic Community(EEC), 47, 71
Evans, Jim, 49–51, 99, 108, 146, 160,
236
Executive magazine, 34, 67
Fang Zhao Ce, 151
Far East, 148 (See also specificcountries)
fast food restaurants. See quickservice chains
Fastrax (truckload operator), 154
Favorita, 50, 72, 73, 87
FDA. See U.S. Food and Drug
Administration
Felius, Ronald, 100
Ferguson, Bob, 18
Ferrar, Dave, 37
Ferré, Laurent, 100
fertilizers, 2, 3
FFA (free fatty acid), 55
Figeac, Michel, 88, 101
Findus (brand), 59, 120
Finn, Graham, 55, 55, 58
fires, plants, 11, 85, 86, 125–27, 126
fish and chips, 22, 118, 119
fish, frozen, 41, 59

245

Fishery Products International (FPI),
234, 235
flake drum, 201
flame extinguishing systems, 11
flatbed planters, 216
Flemming, Hugh John, 10, 10, 11
Flor, Richard, 74
Florenceville (NB), 3, 3, 138, 141data processing centre, 67, 144, 145
plant, vii–ix, 3, 10–33, 10, 32, 62, 66,
125–27, 126, 138, 147–48, 203, 221
Potato Processing Technology
Centre, 235
research farm, 135, 159
Fontaine, Anne Sophie, 81
Food and Agriculture Organization(FAO), 211
Food for Love (TV series), 192, 192
Food in Canada magazine, 160
food processing technology, 130–33,
130, 131, 132, 133
Ford, Tony, 122, 123, 211, 212
Fort Atkinson (WI) plant, 175, 221
France, 19, 62, 71, 73, 74, 76, 210, 230(See also McCain Alimentaire)
Fraser Vale (company), 22
Fredstrom, Scoop, 159
freezers, 6, 43
freezing food, 6
freezing tunnel, 17
French Communist Party, 81
french fries
cuts/off-cuts, 119
early McCain, 12–13
frozen vs. fresh, 23, 43
growth of market for, 21–22, 62
and health concerns. See healthconsciousness
invention of, 69
longer vs. shorter, 131
McCain grades, 50
manufacturing process, 51, 133
microwaveable, 97
optimal potato for, 12–13
oven-baked. See oven-baked fries–potato ratio, 14
thicknesses, 119
French Guiana, 219
French, John, 26
French Potato Growers Association, 79
Frima (company), 84
Frito-Lay, 143, 226frozen dinners, 6, 104, 114, 115–16,
116, 120, 121, 151

246

fryers, 11, 228
funerals (South Africa), 187–89, 180
Gaunch, Seth, 128
Gavrish, Ekaterina, 96
General Foods, 6, 17, 18, 34, 226
genetic engineering, 99
George (South Africa) plant, 194, 222
Germany, 71, 73, 74, 75–76, 74, 79,
83–84, 90, 98
Ghonos, George, 100, 101, 101
Giberson, Marie, 37
Gilardi, Jean-Louis, 100
Gitkin, Chuck, 181
global councils, 233
global foods, 151, 225
global locations map, 221–23
globalization, 60–61
Goenner, Johanna Christine, 74
Goldstein, Cal, 176
Good Stuff (company), 176
Goodman Fielder International, 183
Goodridge, Bill, 114
Goodwin, Andy, 190, 196
Gordon, Marco, 217
graders, 93
Grand Falls (NB) plant, 19, 57, 125,
142, 147–48, 156–57, 169, 221
Grand Island (NE) plant, 175, 179, 221
Grantham (uk) plant, 222
Gray, Robin, 113
Great Britain. See McCain Britain
Greece. See McCain Hellas
Green, Andrew, 201
Green Cross (company), 3
Gregg, Milton, 10, 10, 11
Griff ’s dinner line, 114, 116
Grobbendonk (Belgium) plant, 84, 222
Growers Foods, 114
Growing Together strategy, 231–33,
240–41
Guatemala, 217
Gujarat (India) plant, 214, 215–16, 215(See also Ahmadabad)
Guyana, 219
Haasken, Erik, 95, 96
Hadad, Eduardo, 202
Hague, Doug, 63
Hallett, Helen, 19
Hamer, Sir Rupert, 110
Hanscom, Margaret, 74
Hanscom, Wayne, 73, 74–75, 76, 160,
170–71

From the Ground up

Harbin (China) plant, 210, 212, 213,
217, 223
Harbo, Annemarie Oosterhoff, 70
Hargrove, Basil, 112–13, 112, 114,
118, 161
Harnes (France) plant, 62, 79–82, 80,
84, 100, 222
Harris, Richard, 63Harrison (horse), 76, 68
Harrison, A., 74
Harrison, Harry, 44
Hartland (nb) (Day & Ross) head
office, 221
Harvesters, 60, 93
hash browns, 85–86, 181
Hastings (nz) plant, 114, 114, 223
Haverkort, Anton, 190
Hawaii, 20, 70
Hawkins, Gary, 136
Haynes, Arden, 161
health consciousness, 60, 150, 184,
185, 189, 225, 228–29, 228
Hedges, Tim, 195, 196
Heinz. See H.J. Heinz Co.
Heinz-Wattie’s Ltd., 114, 120
Henderson, Douglas, 219
Heretaunga Plains (NZ), 102
Hickling, Frank, 11, 13, 34
H.J. Heinz Co., 34, 120, 175, 178,
180, 182
HMCS Ontario, 20
hockey, 26, 26
Hodge, Bob, 170
Hofmeister, Helga, 100
Holdco (holding company board),
7, 159, 160, 161, 163, 233 (See also
Opco)
Holmes, Murray, 226
Home Fries, 60
Hood, Derek, 63
Hoofddorp (Netherlands) plant, 62,
77–78, 77, 82, 100, 217
hot air drying, 62
Howatt, Doug, 37
Howes, Malcolm, 63
Huige, John, 73, 74, 75, 86, 89
Hull (UK) plant, 59–60, 222
Hume, Pat, 37
Hungary, 96
Hurst, Bob, 37
Huzo (french fry processor), 72, 73
hydrogenation, 228

Ibarra, Alejandra, 207
Iceland, 218, 220
Idaho, 6, 7, 13, 52, 173
IJselmeer lake (Netherlands), 128
IKEA, 66
Imasco, 34
India, 14, 151, 185, 187, 210, 211, 225,
232 (See also McCain India)
industrial safety, 168 (See also fires)information technology, 138, 141–45,
144, 145, 149
Inman, Burt, 37
Inman, Horace, 8–9
Innovation Oscar (2004), 97
Innovator potato, 95
Intercool food fair (Düsseldorf,
1998), 83
International Food Show (1976,
London), 21
International Year of the Potato(2008), 229
Inuit, 6
Ireland, 3, 43, 54
Irish potato famine, 58
Irons, John, 49
irrigation, 111, 118, 136–37, 197–98,
216, 225, 230, 232
Irvin & Johnson, 190–94
Irving (company), 7, 20, 148
Irving, K.C., 1, 237
Irving Oil, 1Israel, 216
Italy, 74, 76, 84, 86–87
It’s All Good campaign, 59, 61, 62
Jamaica, 31, 237“Jamie’s School Dinners” campaign, 60
Japan, 20, 127, 128, 157 (See also
McCain Japan)
Jar, Pierre, 72
Jaubert, Frédéric, 100
Jecha-Beard, Laurie, 173, 181
Jefferson, Sue, 61
Jenkinson, Colin, 37
Jensen, Liz, 178
Jenson, Ben, 130
Jesson, Dennis, 48–49, 48, 49, 110,
202, 207
Jesson, Esme, 48
Jim Pattison Group, 140, 237
Johannesburg (South Africa), 192
John Paul II, pope, 86
Johnson, Fred, 63
Johnson, Patrick, 55

Johnson, Eleanor (McCain) (sister,
Harrison, Wallace), 16, 55
Johnston, Eion, 63
Jones, Ernie, 122, 123
Jones, Simon, 100, 215
Jon-Lin Foods, 183–84, 185
Jongstra, Henk, 128
Jordan, 197, 216
J.Q. Charles (supermarkets), 219
J.R. Simplot Dehydrating Company,
6–7, 13, 40, 77, 120, 166, 167, 176,
212
juice, frozen, 6, 59, 142, 148, 151, 157,
169–71, 174, 220
Junior Juice, 171
Just Au Four (french fries), 31
kaizen, 127, 128–29, 128
Kamfer, Sharon, 187
Kaohsiung (Taiwan) plant, 223
Kaszas, Tom, 215
Katahdin potato, 12
Kellogg, 23, 24
Kempco, 184
Kennebec potato, 12, 94, 112
Kentucky Fried Chicken, 4, 5, 22, 51(See also KFC)
Kentville (NS) food researchstation, 29
KFC, 4, 51, 210, 211, 211, 212, 213,
219 (See also Kentucky Fried
Chicken)
Kilfoil, Harold, 37
Kinder, Hal, 44–45, 63
Kinney, Harry, 15
Kinney, Margaret, 48
Kinney, Milford, 47–48, 48, 159
Kolochinskaya, Anna, 96
Korea, 208
Koster, Cor, 79, 148
Kraft Foods, 24, 230
Kramer, Meindert Jan, 128
Kroc, Ray, 5, 165, 176
Kroger (supermarkets), 170
Kuenemann, Ray, 7
Kulaeva, Natalia, 96
Kumar, Devandra, 214, 215, 215, 216
Kuznetsova, Irina, 96
labour unions, 52, 107, 108–9, 110
Lacroix, Michel, 226
Laforge, Gilles, 37
Lamb, Gilbert “Gib,” 40, 130
Lamb Water Gun Knife, 130

Lamb Weston, 13, 40, 130, 166, 172–73
Lan, Richard, 170, 170, 174
Larson, Kerry, 175
Latin America, 1, 2 (See also Central
America; South America)
Laurie, Peter, 24
La Voix du Nord (paper), 82
Lawler, Jean, 14
Lean Cuisine, 120
Lean Six Sigma, 129
Leclercq, Yves, 136
Leger, Dan, 196, 217
Leivers, Julie, 37
Lelievre, Kevin, 37
Lelkes, Pedro, 206
Lelystad (Netherlands) plant, 84,
84, 222
Lessard, Gilles, 80, 88, 89–90, 97, 98,
175, 175, 182
Lett, Gavin, 111
Lewedorp (Netherlands) plant, 72,
73, 75, 85, 86, 222
Liberal Party of Canada, 149
Lillyman, Roger, 58
Linsdau, Anne, 181
Lipetzk (Russia), 95
Lisle (il), McCain US HQ, 180, 184, 221
Liu Wenlong, 211
Liu Zhenbao, 212
Lodi (nj) plant, 221
Lopez Rouger, Adolfo, 200, 202, 202,
203, 204, 206, 206, 207, 207, 238
Lopyreva-Belyaeva, Oksana, 95, 96
Lord, Claude, 37
Lovely, Beatrice, 48
Lovely, Murray, 48, 48, 159
LSA (trade publication), 97
LTL (less than truckload) transporter,
153
Lunn, Alden, 37
Lunn, Bertha, 15
Lyall, Angus “Gus,” 37
Mabee, Bill, 28, 122, 142, 169
Mabee, Peter, 37
McCain, A.D. (father, Harrison,
Wallace), 1, 2, 7, 9, 16, 34
McCain, Allison (son, Andrew Sr.),
14, 15, 16, 41, 53–54, 57, 64, 65, 101,
122, 149, 156, 156, 160, 161, 162,
181–82, 212, 219, 233–34
McCain, Andrew (Sr., brother,
Wallace, Harrison), 2, 7–8, 7, 8, 9,
16, 31, 158, 159, 160,

McCain, Andrew (son, Bob), 16, 161,
163, 233–34
McCain, Billie (Marion) (wife,
Harrison), 9, 10, 55, 140, 141, 154,
155, 155
McCain, Bob (Robert) (brother,
Wallace, Harrison), 1, 2, 7–8, 7, 8,
9, 16, 31, 158, 159, 160, 161
McCain, Eleanor (daughter,
Wallace), 154, 162
McCain, Gillian (daughter,
Harrison), 154, 163
McCain, Harrison, 6family background, 2, 3, 16
and founding of McCain Foods,
1–33
funeral, 237
interests, 140, 140, 149
management style, 48, 56, 57, 149,
234–36personality, 25, 54, 99, 149, 237
political beliefs, 149
relationship with Wallace, x–xi, 3,
160, 237
residence, 3, 10
salary, 33–34
sales trips, 22, 32, 41
and succession dispute, 158–60
visit to Argentina, 204, 204
McCain, Joyce (wife, Peter), 163
McCain, Kathryn (daughter, AndrewSr.), 158, 162
McCain, Laura (“Mrs. A.D.”) (mother, Harrison, Wallace), 2, 9, 16,
16, 46, 46
McCain, Linda (daughter, AndrewSr.), 162
McCain, Margie (Margaret) (wife,
Wallace), 9, 10, 26, 47, 55, 154,
155, 168
McCain, Mark (son, Harrison), 154,
157, 157, 161, 163, 189, 190–91, 190,
192, 217
McCain, Martha (daughter,
Wallace), 154, 162
McCain, Mary (daughter, Bob), 163
McCain, Michael (son, Wallace), 15,
32, 154, 156, 158, 160, 161, 162, 168,
170, 172–74, 172, 175
McCain, Nancy (daughter, AndrewSr.), 162
McCain, Peter (son, Harrison), 15,154, 157, 157, 218, 220
McCain, Scott (son, Wallace), 15,

index

26, 113–14, 154, 156–57, 156, 160,
161, 162
McCain, Stephen (son, Andrew), 2,
136, 161, 162, 200
McCain, Wallace F., x, 6
education, 20
family background, 2, 3, 26
and founding of McCain Foods,
1–33
honours, 155interests, 26
management style, 48, 57, 234–36
personality, 26, 54, 99, 237
relationship with Harrison, x–xi, 3,
160, 237
residence, 3, 10
salary, 33–34
sales trips, 22
succession dispute, 158–60
McCain Evans, Ann (daughter,
Harrison), 154, 161, 163
McCain Jensen, Laura (daughter,
Harrison), 154, 161, 163
McCain-McMillin, Rosemary (wife,Bob), 9, 163
McCain Pearson, Marjorie (wife,
Andrew Sr.), 9, 163
McCain airfield, 138, 139
McCain Alimentaire (France), 62,
78–82, 84, 88–90, 97–98, 99
McCain Argentina, 198–207, 198, 199,
201, 206, 207, 215
McCain Australia, 103–23, 145, 151,
156, 166, 194, 211, 212, 220, 228,
231
McCain Britain, 39–67, 156, 166, 288
McCain China, 210–13, 225
McCain Citrus Inc., 171–72, 174, 175
McCain Competitive Edge (MCE),
129–30, 129
McCain Europa, 70, 90
McCain in Europe, 69–101
McCain Fertilizer, 2, 163
McCain Foods Canada Ltd., 20, 30,
65, 138, 141, 156, 157, 218
McCain Foods (GB) Ltd. See McCain
Britain
McCain Foods Group Inc. See
Holdco
McCain Foods Holland, 62, 69, 70,
71–78, 83, 84, 88
McCain Foods Limited, 28, 156
acquisitions/corporate development, 32, 33, 43, 49, 54, 55, 59,247

72–73, 76–77, 79–82, 84, 87–88,
113, 114, 121, 147–51, 160, 169–71,
172, 174–75, 177–79, 182, 183–84
agricultural program, 229–33
awards and honours, 61–62, 61, 65,
72, 97, 143, 146, 149, 155, 160, 170,
180, 181, 183, 200, 226, 228, 237
boards of directors, 161, 161
business growth formula, 58
celebrations, 3, 24, 25, 30, 35, 45, 204competitors, 22, 40, 41, 59, 113, 120,
148, 160, 212–13
corporate culture/values, 14–15, 17,
19, 31, 34, 35, 41, 54, 55, 57, 64, 86,
100, 234–36, 240–41
and emerging markets, 14–15, 101,
150–51, 193, 194, 240 (See also
specific countries)
employee relations, xii, 14–15, 17,
27, 51, 100, 110, 123, 141, 145, 159,
167, 168, 179, 209, 232, 235–36,
235, 240
environmental initiatives, 229–33
farm equipment. See Thomas
Equipment
future of, 240–41
global reach, 19–20, 27, 29, 31, 34,
37, 39–40, 49, 53, 65, 67, 73, 74, 84,
101, 165–66, 179, 185, 217, 221–23,
231–33, 241
Growing Together strategy, 231–33,
240–41logo, 227
management style, 47–48, 54, 55,
57, 58, 63, 88–89, 99, 122–23,
127–30, 147, 169, 179, 180, 182, 227
manufacturing conferences,
128–29manufacturing culture, 62, 83
marketing culture, 83, 85, 235
philanthropies, 168, 189
philosophy, 56, 86, 121, 129, 187–88,
193, 197, 205, 231revenues/sales, 3, 27–28, 33, 53, 59,
69, 70, 84, 87, 101, 121, 127, 142,
147, 177, 185, 193, 205, 235
Senior Leadership Team (SLT),
238–39setbacks, 18–19, 50, 58, 74, 85–86,
103–4, 107, 108–10, 125–27
shareholders (2007), 162–63
succession planning, 157–60
McCain Foods (South Africa) Ltd.
See McCain South Africa

248

McCain Foundation, 158, 163
McCain Frima NV, 84
McCain Healthy Choice, 117
McCain Hellas, 101
McCain Home Fries, 59, 60, 61–62
McCain India, 214–16
McCain International Ltd., 54, 157,
203, 217–20, 217, 218, 220 (Seealso McCain Foods Limited,
global reach)
McCain Japan, 20, 208–10, 208
McCain Learning Centre, xii–xiii
McCain Potatoes, 53
McCain Produce, 2, 2, 7, 8, 12, 136,
163, 198, 200
McCain Quality Performance (MQP)
system, 129, 129
McCain Refrigerated, 156
McCain Research Farm
(Florenceville), 135, 159
McCain Snack Foods, 182–83
McCain South Africa, 163, 187–96,
196, 217, 220
McCain South America, 197–205
McCain Stadium (UK), 65
McCain Transport, 154
McCain USA, 62, 79, 150, 151, 165–85,
231
McCarthy, Dale, 128
McCarthy, James, 48
McCarthy, Mac, 31, 39, 41–47, 46, 47,
51–52, 53, 54, 55–56, 63, 63, 64–65,
65, 66, 66, 67, 67, 75, 77, 79, 80,
176, 180
McCarthy, Sheila, 43, 47, 54
McCarthy, Wanda, 37
McCarthy, Wilfred, 37
McClure, Donna, 69, 71–72, 71
McClure, George, 34, 34, 35, 69,
70–71, 71, 73, 74, 75, 75, 79–81, 82,
148, 148, 161, 166, 169, 189, 191,
197, 198
McDonald, Dick, 5McDonald, Mac, 5MacDonald, Rod, 122, 128
McDonald’s, 4, 5, 51–52, 53, 61, 66,
84, 87, 91, 92, 95, 118, 119, 120, 147,
165, 173, 176–77, 176, 199, 201–2,
203, 205, 210, 212, 213, 215, 216,
219, 230
McDonald’s Central America, 217
McDonald’s Guatemala, 217
MacDougall, Derrick, 215
MacFries, 52, 176, 205

From the Ground up

machinery, 62, 78, 131–32, 132
McInroy, Dave, 37
McIntosh, Les, 20
Mackay, Bill, 122
McKenna, Frank, 66, 237
McLean, Archie, 24, 30, 31, 156
Maclean’s magazine, 149
McLeod, Malcolm, 140
MacPhail, Mark, 217
McWhirter, Dick, 22, 23, 24, 24, 27
Maggi (brand), 120
Maine, 2–3, 12, 62
Maine Maritime (company), 151
Makhatini Cotton project (South
Africa), 195
Malta, 218
management control report (MCR),
28, 142
Mandela, Nelson, 189
Mander, Ron, 196
Mann, Howard, 65, 84, 138, 146–47,
147, 160, 160, 161, 175, 176, 182,
202–3
Manoharan, Ramesh, 235
Manufacturing Directors Council,
128, 129
Maple Leaf Foods, 160, 158, 173–74,
175
Marais, Ponnie, 157
Maris Piper potato, 61
Martí, Juan Manuel Fluguerto, 206
Martin, Gustavo, 202
Martin, Robert, 215
Martinique, 219
Matougues (France) plant, 69–70,
98, 99, 100, 132, 222
Matthews, Tom, 176
Medallion d’Or, 72
Mendoza, Fernando, 207
Menem, Carlos, 200
methane, 81, 110
Metro-Richelieu (supermarkets), 89
Mexico, 218, 220
Micro Chips, 59
microwave, 79, 97, 116, 150
Middle East, 37, 84, 216, 218
Midwest Foods, 148
Mieth, Stefan, 74
Milton, Allan, 37
Minty, Roy, 37
Mississauga (on) plant, 221
Mokhnatkina, Irina, 96
Mölnlycke (company), 97
Monsanto, 99

Montenegro, Javier, 206
Montreal (qc) plant, 221
Montrose (Scotland), 53
Moore’s (brand), 181, 183
Morgan, Dave, 141, 149, 159, 208, 208
Morrell, Alton, 37
Morris, Carl, 17–18, 17, 19–20, 22, 23,
24, 28, 29, 31, 127–28, 128, 129,
131–32, 141, 142, 172, 208–10, 208
Morris, Don, 37
Morris, Shirley, 25
Morrison, Dale, 65, 96, 131, 147, 155,
161, 226–28, 226, 229, 231–33, 234,
238, 240–41, 240
Morton, David, 161
Moscow, 91, 95
Muenker, Gisela, 74
Mukherji, Jaideep, 214, 215
Muller, Ronald, 210
Mumbai, 215
Munslow, Dave, 148
Murdoch, Neil, 109
Muschetto, Frank, 176
Myles, Randy, 178, 179, 181, 182
Mysyakov, Sergey, 96
Naisby, Gavin, 196
National Ballet School, 168
National Post, 152
Nebraska, 197–98
Negus, Robin, 63
Nelson, Doug, 173
Nelson, Sharon, 178
Nestlé, 120, 172, 198, 230
Netherlands, 7 (See also McCain
Foods Holland)
New Brunswick Industrial Safety
Council, 168
New Brunswick Telephone
Company, 148
New Zealand, 37, 102, 104, 110, 114,
115, 118, 119–20, 197, 210
Nichirei (food distributor), 208
Nichols, Dave, 111
Nichols, Ken, 37
Norrie, Bill, 143
Northern Ireland, 43
Northern Kwazulu Natal (South
Africa), 195
Norton, Elaine, 37
obesity, 60, 117, 150, 165, 228
O’Brien, Dave, 37
O’Brien, Margaret, 123

O’Halloran, Ken, 113
O’Keefe, Bev, 37
O’Reilly, Tony, 175
oils, 59, 61, 150, 228
Oldman River valley (ab), 124
Old South (brand), 151
Oliver, Jamie, 60
Olivier, Alain, 87, 88–89, 100, 101
1.2.3. Frites, 31
onion rings, 181, 183
Ontario Teachers’ Pension Plan, 160
Opco (operating company board),
114, 121, 159–61, 234, 234
orange juice. See juice, frozen
Orbetta, Oscar, 128
Orchard, Keith, 181
Oreel, Kees, 89, 100, 128
Ore-Ida, 150, 166, 175, 177–80, 181,
182–83
Orr, Ralph, 24
Orton, John, 123
Osaka (Japan), 209
Ostend (Belgium) plant, 84, 222
Othello (WA) plant, 130, 136–37, 172,
177, 198, 221
oven-baked fries, 30–31, 58–59, 59,
60, 61, 84, 85, 89, 150, 189, 229
Oven Chips, 62
Owens, Dick, 170
packaging, 15, 96, 127, 130, 133, 148,
193, 202, 213, 228
Page, Paul, 159
Palazzi, Nino, 87
Palazzi, Rolando, 86–87, 86
Palmer, Joe, 16, 33, 62, 152, 152
Panda potatoes, 135
Pankova, Elena, 96
Pansophic Resource Management
System (PRMS), 143
Papa Giuseppe (brand), 120
Parafita, Graciela, 206
Paraguay, 203
Pardon, Erwin, 88, 100
Parfitt, David, 37
Park, Arnold, 37, 160
Partner, Heather, 187–88, 189, 192,
196
Patagonia, 201
Patijn-Lodewijks, Sylvia, 89
Pattison, Jim, 140, 237
Payne, Cindy, 179
Peabody, Don, 159
peas, frozen, 3, 13, 40, 41–42

peel waste, 46–47, 105–6, 109–10,
167, 169
Pellatt, Allan, 110
Pelletier, Ghislain, 135, 136, 137,
197–200, 199, 211, 215, 239
Pelletier, Suzanne, 197
Penola (Australia) plant, 223
Pepperidge Farms, 226
PepsiCo, 226
Perez, Jose Luiz, 200
Peru, 229
pest management, 93, 230
Peterson, Ray, 37
Phillips, Bruce, 122, 128, 231
Pickup, Alan, 63
Pierson, Olof, 9–10, 11
Pillsbury, 140
Pinette, Jean, 37
pizza, 30, 53, 59, 62, 72, 104, 108, 113,
115, 116, 120, 121, 142, 148, 150,
157, 225
plant diseases, 2, 50, 58, 92, 93, 211, 230
Plant X, 132
Plover (WI) plant, 175, 175, 221
Poland, 86, 81, 90, 91, 96, 210, 217
PomFrit (company), 87
Pomona (company), 78, 218
Pop-a-Doodle, 18, 19
poppers, 179
Portage la Prairie (MB) plant, 142,
146, 148, 221, 226
Porteus, Owen, 122, 188, 193–95,
196, 196
Post, Madeline, 37
Potato Allied Services, 49, 55
potato blight, 58
Potato Cakes, 116–17
potato chips, 18, 19
potato flakes, 189, 211
Potato Gems, 119
Potato Kings (hockey team), 26, 26
Potato Processing Technology
Centre (Florenceville), 235
Potato Smiles, 205
Potato Tops, 119
potatoes
discovery, 229
global production stats, 211
growing practices, 93
nutritional value, 229, 229
varieties, 94, 95, 135, 230(See also seed potatoes; specifictypes; table potatoes)
Prater, Steve, 37

Presque Isle (ME) plant, 167
Prince Edward Island plant. See
Borden-Carleton (PE) plantprivate label products, 59, 85, 87–88,
97, 166, 172
Procter, Pam, 63
Pronchenko, Svetlana, 96
Pryde, Rick, 151
punch-card system, 145, 145
Pune (India), 215, 216
Putin, Vladimir, 140
Quebec City (qc), 142
Quebec Major Junior Hockey
League, 26
Queen’s Award for EnterpriseInnovation, 62–63, 62
Queen’s University, School ofBusiness, 152
quick-service chains, 5–6, 22, 51, 79,
82, 87, 105, 112, 118, 119, 131, 183,
185, 192, 208, 209, 210, 213
Rastogi, Anil, 67, 143, 143, 145, 146,
149, 239
Raw Material Utilization (RMU)
program, 131–32
Reid, Reg, 37
Reijula, Peter, 174, 181, 182–83, 184,
230
Renault, Stéphane, 101
Republican League (hockey), 26
Reputation Institute, 237
restaurants, fast food. See quickservice chains
Rice Lake (WI) plant, 175, 179, 221
Richardson, Colin, 148
Richmond, Gerard, 122
Rigo, Christophe, 100
Rioux, Arthur, 37
Ritchie, Cedric, 31–32, 53, 146
R.M. Gow (company), 114, 115
Robinson, Ian, 169, 213, 219
Robinson, Mick, 63
Rodda, Milton, 106–7, 106, 111–12, 123
Roelants, Patricio Gonzalez, 207
Rogers, David, 128, 132
Roos, Anton, 37
Roptin, Yves, 100
Ross (company), 59
Ross, Walter, 33, 152
Rösti Ecken (hash browns), 85–86
Roy, Margaret (daughter, Andrew
McCain Sr.), 162

index

Roy Thomson Hall (Toronto), 25
Roynat Capital, 237
Ruff, Brian, 235
Ruff, Winston, 37
Rush, Dominic, 214
Russet Burbank potato, 12, 13, 51, 52,
53, 92, 94, 95, 112, 135, 136, 176,
199, 211
Russia, 91, 92, 95–96, 95, 96, 211
Safries, 115
St. Amand, Carol, 142
Saint John River (NB), 3, 3, 10, 12, 32,
50, 136Saint John Sea Dogs (hockey), 26
St. Lucia, 219
St. Michael’s Hospital (Toronto), 168
Sakina, Svetlana, 96
Salvesen Group, 55
Sameday Right-O-Way, 154
Sanchez Acosta, Enrique, 201, 207
Sanchez, David, 178, 180, 153, 218,
220, 239
Santana potato, 95
satellite imagery, 233
saturated fats, 228
Scarborough (UK) plant, 39–40, 40,
45–52, 58, 62, 72, 156, 222
Schacht, Reinhard, 74
Schaeffer, Fred, 138, 238
Schelling, Friedbert, 74
Schiller, John, 153
Schmidt, Josef, 74
Schnetkamp, Ernst, 74
Schnetkamp, Hildegard, 74
Schnetkamp family, 75
school lunches, 60, 189, 205
Schultz, Theresa, 179
Schwartz, Nancy, 229
Scioli, Gustavo, 199, 201, 204, 207
Scioli, Sergio, 199
Scotiabank, 8, 31–32, 53, 146
Scotland, 43, 53
Sebago potato, 112
seed potatoes, 2, 7, 12, 34, 53, 94, 95,
190, 190, 197, 200, 212–13, 215–16
Seeley, Gail, 33
Seeley, Ken, 37
Seoul (South Korea), 209
Serra, Pablo, 135
Shanghai (China), 210, 211, 211, 213
Shepody potato, 13, 94, 95, 135, 174,
199
Shirmazanyan, Karina, 96249

Simplot, Jack, 6–7 (See also J.R.
Simplot Dehydrating Company)
Singapore, 27Singer, Dan, 215
Sissens, John, 37
Sitnik, Georgiy (Gera), 95, 96
Skinner, Jim, 176
Skorick, Bill, 178
SKUs (stock keeping units), 115
Slipp, Leonard, 37
slogans, 104, 191, 191
Smith, Peter, 37
Smithton (Australia) plant, 112, 113,
194, 223
snack products, 19, 59, 182 (See also
appetizers)
Sneep, Folkert, 84, 88, 156
So Good for You campaign, 62
Soerel, Furny, 100
South Africa, 19, 54, 96, 157, 157, 187(See also McCain South Africa)
South America, 151, 173, 197, 218,
219, 240 (See also McCain SouthAmerica)South Korea, 209, 210
Soweto (South Africa), 187
Spain, 62
Spavold, Stan, 37
Springs (South Africa) plant, 194, 222
Spunta potato, 199
Stam, Maarten, 128
Star, The (McCain newspaper), 14, 15,
24, 27, 28, 44
Stewart, Graeme “Bennie,” 123
Stronach, Frank, 237
Strong, Marilyn, 17, 140, 149, 159
Strzelin (Poland) plant, 91, 222
Stybr, Percival, 74
Subway (chain), 184
Sudan, Ana, 207
Sunny Orange (brand), 169
Superbrands Organization, 62
Superfries, 30–31, 31, 58, 229
Suriname, 219
Sustainable Agricultural Initiative
Platform, 230
sustainable agriculture, 229–33
Sutherland, Jed, 9, 55, 161
Sutherland, Marie (McCain) (sister,
Harrison, Wallace), 9, 16, 55
Suzuki, George, 208
Sweet Potato, 180, 180
Swisher, Jerry, 173
Sysco, 180

250

table potatoes, 2, 12, 200, 203, 211
Taggares, Peter, 77, 172
Taiwan, 183, 209, 210, 213
Tasmania, 112, 112, 113, 118, 121, 194
Tater Meal, 167, 169
Technico, 190
Tellier, Paul, 25, 99, 161, 234, 234
Terry, Bruce, 28–29, 32, 99, 141–43,
146, 236
Tetley, Barry, 37
Tetra Pak juice, 170–71
Théry, Philippe, 100
Thiel, Edgar, 74, 90
Thiers, Alain, 79, 80
Thomas Equipment, 27, 45, 48, 60
Thomas, Les, 37
Thomas, Vernon, 2
Thompson, Bob, 37
Thompson, Ernie, 37
Thompson, Keith, 106–7, 110
Thomson family, 25
Thomson, Ken, 237
Thorne’s Hardware, 1, 3
Thornley, Dell, 95, 176
Timakova, Nadia, 96
Timaru (NZ) plant, 114, 120, 223
Tishkina, Irina, 96
tissue culture, 94, 215
Tokyo, 208, 209
Tol, Paul, 217, 219
Tompkins, Allen, 37
Tompkins, Lloyd, 37
Toronto-Dominion Bank, 160
Toronto Maple Leafs, 26
Toronto (on) plant, 221
Toronto Star, 34, 137
Toronto Symphony Orchestra, 25
Total Quality Management (TQM)
system, 129
Tour Eiffel plants (qc), 142
Toxopeus, Pieter, 95, 96
trans-fatty acids, 228–29, 228
Trass, Ad, 37
Trudeau, Pierre, 149
Turner, Fred, 66
Turner, Paul, 122
Twomey, Jeff, 128
Ukraine, 96, 211
Unilever, 113, 202, 203, 230
Universal, 172
Uruguay, 201, 203
U.S. Food and Drug Administration(FDA), 169, 170

From the Ground up

Valley Farms (Canada), 50
van Dalen, Dick, 72
van den Boom, Iet, 72, 72
van den Hoek, Han, 100, 156, 176,
190, 198–99
van der Neut-Kolfschoten, Jan, 85
van der Wel, Paul, 75, 80, 82–86, 82,
85, 88, 89–91, 101
van Gils, Frank, 122
van Leersum, Tony, 87, 138, 140, 142,
198–99, 200, 202–3, 204, 205,
230–31, 230, 235
van Lipzig, Pieter, 128
van Rijn, Cees, 89
van Rouwendaal, Hans, 89
van Schaayk, Frank, 89, 161, 173,
177–78, 177, 180, 181, 181, 182,
184–85, 232, 238
van Tuyl, Henk, 76–77, 76
Varnis, Damien, 37
Vatican, 86
vegetables
frozen, 13, 13, 21, 41, 60, 104, 113,
114, 117, 120, 121, 187, 188, 194
roasted, 183–84, 185
Veraart, Yke, 74
Verloop, Herman, 76
Vermont, Nick, 54, 56, 56, 59, 63, 64,
66, 96, 238
Vesey, Jeff, 37
Vlasikhina, Tatiana, 96
Volkova, Viktoria, 96
Wagner, Stanley, 25
Waldner, Clarence, 137
Waldner, Eil, 137
Wales, 43
Walker, John, 37
Walker, Val, 63
Walsh, John, 99, 168
Walsh, Sherry, 168
Wang Rengui, 211, 211
Washburn (ME) plant, 166–67
waste treatment, 46–47, 81, 105–6,
110, 231
wastewater, 81, 105, 133
water gun knife, 130–31, 131, 133
water pollution, 105, 109–10
Weenink, Bert, 196
Weinreich, Dieter, 74
Wendouree, Lake (Australia), 118, 119
Werkendam (Netherlands) plant,
72–73, 73

West Free State Seed Growers
Association (South Africa), 157
West Germany, 90
White, Bud, 37
White, Florence, 22White, Gilbert, 37
Whittaker, Gilbert, 37
Whittlesey (UK) plant, 53–54, 54, 55,
62, 76, 222, 231
Wieland, Randy, 178, 179, 181
Wilkinson, Quinton, 111, 115, 116
Wilmot, Ian, 37
Wilmot, Ken, 47, 63, 65, 128
Wilson, Bob, 37
Wilson, Roger, 161
Wilson, Trevor, 37
windmills, 231
windrowers, 93, 164
Winterberg (Germany), 74
Wishart, Bob, 31
Wishart, Don, 20, 26, 31, 159
Wismer, Janice, xii–xiii, xii, 100, 229,
232, 239
Wombourne (UK) plant, 222
women in workforce, 5, 49, 51, 79,
105, 227
Wong Wing Foods, 151, 151
Woolworths (chain), 120
World Hockey Association, 26
Yamaguchi, Yon, 208, 208
Yee, Lisa, 217
Young, Donald, 13, 135, 198
Young, John, 61, 63
Young, Victor, 161, 234–35, 234
Yulina, Elena, 96
Yung, Steve, 115, 116, 118, 119–20,
123, 239
Zanolli, Néstor, 206
Zavgorodniy, Dmitry, 96
Zeropac, 22
Zilinksi, Jean Pierre, 101
Zuiderzee. See IJselmeer lake
Zwick, Roland, 74