​Inside the Fresh Produce Industry: Career Insights with Paul Nicholls, Speciality Produce

The MorePeople Podcast takes a deep dive into industries that matter and, in this episode, we explore the world of fresh produce with Paul Nicholls from Speciality Produce. From supporting UK growers to attracting new talent, Paul shares decades of experience, insights into industry challenges, and guidance for anyone curious about a career in fresh produce.

Speciality Produce: Supporting UK Growers

Speciality Produce is one of 32 registered Producer Organisations (POs) in the UK, representing around a thousand growers. Collectively, these organisations handle approximately 45% of all UK-grown fresh produce, with a focus on soft fruits like strawberries, as well as field salads, lettuces, herbs, and even some root crops such as beetroot.

Paul explains:

“We have substantial supermarket suppliers among our members, and we employ 65 people directly at Speciality Produce. Our team is spread across the head office in Boston and out among the membership to ensure close engagement.”

In addition to supporting growers with marketing and logistics, POs like Speciality Produce play a critical role in navigating funding and government support schemes, which are essential for maintaining the UK’s self-sufficiency in fresh produce.

Navigating Funding and Uncertainty

The UK’s PO funding system has its roots in the EU, but since 2016, the government has been reviewing how financial support is delivered. Paul highlights the challenges:

• A consultation process was promised in 2023 under the then-Prime Minister Rishi Sunak.

• Despite assurances of continued support, communication between DEFRA and the industry has been limited.

• Businesses face budgeting uncertainty for 2026 and beyond, not knowing what level ofsupport will be available.

“For an industry with very slim profit margins, this funding is critical. It ensures employment for thousands and keeps businesses sustainable,” Paul stresses.

The annual UK budget for the PO scheme is around £40 million - a small but vital investment in the nation’s food supply chain.

Paul’s Journey into Fresh Produce

Paul’s career spans 36 years in the industry, blending commercial, operational, and leadership experience. With an academic background in economics and business, he started in marketing and quickly discovered a passion for fresh produce.

“I responded to a Daily Telegraph advertisement for a marketing assistant role at Unifruco. I knew nothing about the business at the time, but it introduced me to the world of fresh produce and the people behind it. That experience shaped my career and my affection for the industry.”

He soon moved to gain exposure to supermarket operations, living in Spalding to work directly with account management for household-name retailers. Over time, Paul transitioned through commercial and operational roles, culminating in leadership positions that allow him to combine practical experience with strategic oversight.

Attracting Talent to the Industry

The fresh produce industry faces a unique challenge: while its products are well-known to consumers, the careers behind them are less visible. Paul identifies education and exposure as key to attracting new talent:

• Early engagement with schools and universities to showcase the opportunities in fresh produce.

• Highlighting broader career benefits, including professional development, impact on health and sustainability, and exposure to a dynamic commercial environment.

• Using case studies and role models to demonstrate career paths and success stories.

“It’s about showing why the industry is interesting, important, and fulfilling. Fresh produce is a virtuous product - it’s good for the individual, the community, and the country.”

Richard Hanwell adds that educating parents and influencers is also essential, helping them understand that a career in fresh produce offers a stable and meaningful path.

Influences and Mentorship

When asked about influences, Paul points to the owners and leaders he has worked with across various businesses.

“Whether in a large corporation or a small family-run operation, I’ve learned from those whose own skin is in the game. Representing someone’s livelihood personally changes the perspective. That engagement has been tremendously rewarding and informative.”

This personal connection to the growers and businesses he represents has been a consistent thread throughout his career.

Key Takeaways

Paul’s insights reveal not only the structure and function of the UK’s fresh produce industry but also why it remains resilient, rewarding, and essential:

• Support and collaboration: POs play a critical role in helping growers navigate complex funding and marketing environments.

• Talent development: The industry must actively engage younger generations and communicate the opportunities available.

• Passion for people: Careers in fresh produce are deeply personal, tied to relationships with growers and businesses.

• Virtuous product: Selling fresh fruits and vegetables contributes to healthier communities and sustainable economic growth.

“Fresh produce isn’t just about business; it’s about people, sustainability, and impact. That’s why it continues to capture my passion after decades in the industry,” Paul concludes.