Interview with Bertrand Rigaud:
from pastry chef to artisan sales rep at Eurovanille

After 29 years at Eurovanille as a France-based sales representative serving artisans, Bertrand Rigaud looks back on his career, the evolution of his role, and the changes at the company.
A former pastry chef, he shares his memories, his encounters, and his perspective on the world of vanilla.

Eurovanille

You have just retired after 29 years at Eurovanille: how do you feel as you turn this page?

Bertrand Rigaud

A little sadness, of course, because I have had wonderful times at this company. I am proud to have contributed and to have played my part in building what Eurovanille is today.

Eurovanille

Do you remember arriving at Eurovanille? What was the company like back then?

Bertrand Rigaud

Before joining Eurovanille, I worked as a pastry chef.

 

In 1979, after my two years of apprenticeship and gaining my CAP (vocational diploma) as a pastry chef, confectioner, and ice cream maker, I volunteered early and left to do my 12 months of military service in Germany. When I came back, in November 1979, I had to find a job.

 

As it happened, a large and renowned Parisian patisserie, Coquelin Aîné, was looking for a pastry chef. Two days later, I started working there. I worked there for 17 years.

 

In July 1996, my boss decided to retire. With no one to take over, he closed this hundred-year-old establishment, and so I found myself out of work.

 

In January 1997, I decided to give myself a chance to change career direction. Whenever I saw the sales reps drop by the workshop, it made me want to do the same — especially as I have always got on well with people and enjoy talking to others, despite being rather shy back then. So I started looking for a sales position. First I called all our old suppliers, but none of them were hiring. So — for those who remember it — I got out my Minitel (France’s pre-internet online terminal) and searched through every food wholesaler, without success.

 

I did not give up, and one day, luck smiled on me.

I came across a very kind lady who gave me the names of the suppliers they bought their products from. On the list was Eurovanille.

 

So I called, and I got through to Olivier, Laurent’s brother. He told me he was actually looking for a part-time sales rep, from 8am to noon. At the time, they thought there was no work to be done in the afternoons. I proved otherwise and was hired full-time. I was given an appointment to introduce myself on rue Castagnary in Paris. When I arrived, I started to wonder what I had got into, because I found myself in a basement garage. After a few minutes, Olivier appeared.

 

Following that meeting, I was hired, and the story at Eurovanille began.

Eurovanille

When you started, how would you describe your job as a sales rep serving artisans?

Bertrand Rigaud

When I started, artisans were far more available than they are today. Conversations were much easier.

As we did not have the internet, we had to use the Minitel to find professionals’ addresses. I would jot the addresses down on a notepad and then enter them into a file on the computer. I would enter the address, make my call straight away, and then send out the samples. We had to write down the customer’s order by hand on an order form and, around noon or 1pm, fax all the orders to the factory so they could be processed.

Eurovanille

In 29 years, what has changed the most in your job?

Bertrand Rigaud

Artisans are less available than before. There is a lot more screening, because I think they get many more calls.

 

In fact, what has changed most in 29 years is the technology that lets us do our work: computing, the internet, AI, among others. These advances have saved us an enormous amount of time.

 

But there is another thing that has changed dramatically: the growth of competition.

When I started, I had two serious competitors. Since then, more and more competition arrives on the market every day.

 

That is why you have to stand out by seeking innovative products such as Cœur de Vanille or Perle de Vanille.

Eurovanille

How have you seen artisans’ expectations change over the years?

Bertrand Rigaud

Compared with the early days, artisans expect flawless support from us, along with advice and ideas for putting their recipes into practice.

They appreciate our responsiveness to their requests — for example, obtaining technical data sheets, invoices, analyses, or simply tracking a parcel.

Eurovanille

And more broadly, how have you seen the vanilla market change?

Bertrand Rigaud

Vanilla is an essential product for pastry chefs and ice cream makers, less so for restaurateurs, because when prices rise sharply, they replace vanilla with other products.

Over the past twenty years or so, the vanilla market has changed dramatically, swinging between overproduction and shortage.

In the 2000s, prices exploded because of cyclones and the political situation, and vanilla saw a sharp rise. It is a very cyclical market. There were years when I sold a kilo of pods for €60.

I also saw the emergence of new origins such as Uganda, Papua New Guinea, and even India. When I started, we only had Bourbon and Tahiti.

Eurovanille

Eurovanille changed a great deal during your career: what struck you most in that transformation?

Bertrand Rigaud

The construction of the greenhouse and the spectacular expansion of the factory.

Eurovanille

Is there a product, innovation, or range development that you particularly enjoyed presenting to customers?

Bertrand Rigaud

Yes, Perle de Vanille, which for me is the most innovative product we have developed. Often copied and, never matched.

Eurovanille

Of all these years, which memory, encounter, or anecdote comes to mind first?

Bertrand Rigaud

I have plenty of memories, but one particularly stayed with me: meeting, on our stand at SIRHA, someone I admire and am very fond of, Thierry Marx.

Eurovanille

What would you like to pass on to the new generations, whether to sales reps or to those joining Eurovanille today?

Bertrand Rigaud

If I had to pass on a message to newcomers, I would tell them they are joining a wonderful company, with many opportunities to grow.

I would also tell them that Eurovanille is a company with very strong human values, that every person matters within the company, and that everyone can play their part, as I did for 29 years.

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