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Cavendish Wines' Scott Trutwein - dialogue between indies and suppliers 'is a must'

Published:  26 September, 2011

From the well appointed surrounds of London's Soho Hotel Harper's hosted a thought-provoking debate surrounding the role of suppliers to the independents.

From the well appointed surrounds of London's Soho Hotel Harper's hosted a thought-provoking debate surrounding the role of suppliers to the independents.

Various points were raised from minimum drops, merits of a supplier charter, role of the on-line sector and what constitutes an independent - could a department store be classed as an independent? All agreed the edges have become blurred.

If we, as a collective supply base distribute through the independent channel, which by the fact that we attended the debate either do or wish to must take time to learn and understand the values of the sector  - to me the pivotal factor is honesty and ongoing communication between indie/supplier, buyer/account manager.

Good businesses will know their policy from the top down for servicing this sector, account managers will have knowledge of the independents, know their values whether by research or if we are lucky enough to get  airtime by  listening intently to the needs without falling into the trap of trying to sell before we are clear.

The key word from the debate was 'clarity', perhaps initially the future may see a 'round table' discussion approach on a small scale of around three to five companies from both sides. At least this way we can progress to the next phase. My own view is neither truly understands the process and difficulties we each face. From the supply side that I work on, have we done enough to explain cost build affecting final cost to indies, producer demands, expectations and strategy? Conversely knowing an independent from the inside out allows us to align our responses to their needs ultimately providing solutions.

The debate was set up off the back of a call for an independents' supplier charter, I personally don't believe this is required but ongoing dialogue is a must. However, as a relative newcomer being able to state that you adhere to a 'Principles of Practice' and be endorsed by the top 50 Merchants has  benefits.

We have to guard against creating something too bureaucratic, difficult to implement and ultimately robbing us all of much needed time to deliver returns for our respective business.



Scott Trutwein

National accounts manager

Cavendish Wines

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