Your purchasing for you

My name’s Tony Brammerand I’m a caterer

established 1994 with Graham Dixon specialists in purchasing and supply chain

Your purchasing for you

Yates’s JDW Massarella Greenalls RoadChef Next

Pret Moat House Rail Gourmet Gate Gourmet Eldridge Pope Pernickety

GoodBean Capio Whitbread Watling Street Coffee Republic

Why me? manufacturing experience distribution experience end user experience

yourpurchasing

foryou

Maximising sales and relationship opportunities with operators –The weakest link in the chain

End user experience hotels vending employee feeding holiday centres ferries pubs restaurants event catering

airlines rail hospitals coffee shops fine dinning shoppers catering motorways

yourpurchasing

foryou

Over 40 development people

Customers

don’t plan can’t forecast won’t commit

yourpurchasing

foryou

Not true!

we do plan we can forecast we will commit we just don’t communicate

TT – show me the money yourpurchasing

foryou

How you can help?

force the issues at the beginning talk about the whole process provide market information previous experience report against the plan

TT – devil’s in the detail yourpurchasing

foryou

Getting a foot in the door how will the product be regenerated? what packaging format do they prefer? what portion size? cooking time? what price point? how will it be distributed? who makes the decision? what feedback will I get?

TT - do your homework yourpurchasing

foryou

Innovation

is it innovation? is there a USP to the customer? is there a value to the customer? what research was carried out? can you substantiate the benefits? do I have to change my business?

TT – don’t generalise yourpurchasing

foryou

Open book

sharing information (both ways) more detailed the better profit declaration review mechanism

TT – ask questions yourpurchasing

foryou

What are we looking for?

raw material - substantiated cost, yieldpackaging – inner, outer, labelprocess – labour, time mechanisationdistribution – pallet, volume relatedadministration – office, marketing, accountsprofit – fixed, %TT – dated, linked and authenticated your

purchasingforyou

Mistrust!“if you see a supplier hit him, if he’s not

doing anything wrong he’s going to”

yourpurchasing

foryou

the tools of mistrust• benchmarking• spamming• PEPs • unannounced visits TT – get it right

trust

management information expert analysis supplier PEPs demonstrate best in class practise get it right enthuse

TT – communicate yourpurchasing

foryou

partrenshpis

understand the customers business detailed cost breakdown plan of improvement, targets management information dedicated resource review process

TT – set down your requirements yourpurchasing

foryou

What did he say?

get detail at the beginning understand your customers in depth target innovation partnerships should be mutual give what you get

TT – communicate yourpurchasing

foryou