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HOME > 提言  > 視点  >翼があることを思い出...

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翼があることを思い出せ | 農業経営者 3月号 |  (2005/03/01)

【(株)篠崎屋社長 樽見 茂】
view0503.jpg 現在、篠崎屋の「豆富」(「豆の富をいただく」という理念から、同社ではこう表記する)には、米国オハイオ州の契約農場で採れた大豆を使っている。現地の研究機関が改良を重ねた特別な品種で、タンパク質含有量が多い。はっきり言えば、国内の農家が減反で仕方なく作った大豆とは比較にならない。豆腐は日本が誇る食文化だが、原料の点で全く遅れている。

国産大豆に翻弄された豆腐業界



3年前、国産大豆が大量に売れ残った時、全農は豆腐業界に「在庫の値段を3分の1に下げるから使ってくれ」と頭を下げた。各メーカーは渋々買ったが、翌年、天候の影響で収穫が半分に減ると、途端に大豆の市場価格は上がった。
豆腐は加工食品なので、いったん卸価格が決まれば、そう簡単に値上げはできない。国産大豆フェアに乗せられたメーカーが赤字に苦しむ中、その翌年も収量は減り、大豆の価格はまた上がった。

僕は大豆問屋と一緒に全農に行き、「いっそ、豆腐用の安い大豆はもう日本では取れないと国民に発表してくれ」と頼んだ。しかし、彼らは結局何もしなかった。

そういうわけで、僕は日本の農業を信用していない。しかし、農家を我々と同じ「製造小売業」として見るならば、可能性が大いにあると考えている。

農家が八百屋を経営する



篠崎屋では上場前にスーパーへの卸をやめてしまった。工場直売所という業態をとり、それまでの卸価格と同額で直販するところから、新たなビジネスを始めた。

農業でも同じことはできる。試しにJA出荷やスーパーとの取引をやめ、出荷額と同じ値段で直接消費者に売ってみればいい。流通業には絶対に真似できない、製造小売の強みに気づくだろう。

農家が流通に頼っているのは、同じ品目ばかりを大量に作るからだ。そうではなく、多品目小ロットを揃え、販売スケジュールから逆算して作付けすれば、流通は必要ない。経費を抑え、鮮度と安さを売りにすれば、必ずお客さんは来る。選別もしなくていい。規格外の野菜でも安ければ、きっと喜んで買ってもらえる。

大切なのは「農家が八百屋を経営する」こと。なぜなら、商品について説得力をもって語れるのは、技術者でありメーカーである農家以外にいない。

今、各地の豆腐メーカーは経営難に陥っている。製造小売業という原点を見失い、販売を他人に任せてしまったからだ。ニワトリが翼のあるのを忘れ、飛べなくなったのと変わらない。

農業も自給自足を経て、余ったものを自ら売ったのが原点だったはずだ。自分たちに翼があることを思い出して欲しいと思う。
(インタビュー・まとめ 秋山基)
樽見 茂(たるみ  しげる)
1963年東京都生まれ。大学卒業後、実家で修行。「天然にがり絹ごし豆富」「寄せ豆富」などのヒット商品を生み、95年㈱篠崎屋設立。00年スーパーから全面撤退し、工場直売所「三代目茂蔵」のフランチャイズ展開を開始。その後、外食チェーンにも進出する。03年業界で初めて東証マザーズに株式上場。著書に「豆富バカが上場した!」など。
Posted by 編集部 11:30

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