The first issue is not new but is of fundamental importance to every company supplying another – sustainable relationships between supplier and customer. All suppliers strive for a good relationship with their customer, representing the quality product and service they deliver. Everybody understands the increasing challenges put upon the supply chain from the retailer, leading to lengthening payment terms, chasing the ultimate need for a “good deal”. However, a good deal is not only one where a buyer achieves the lowest price on the longest terms. It is one that works for everybody within the chain to enable long term benefit as well as short term gain. According to Altradius Collections, the payment practices barometer, in 2017, more than half of the invoices of respondents in Great Britain were not paid by the due date (49%). This is four percentage points higher than in 2016 and higher than the 41% European average. Evidence from the Federation of Small Businesses indicates that more than half of small businesses are not paid promptly by large companies with the average payment time of 58 days, nearly double normal contract terms. And the situation has intensified in the current economic climate. In the end, it is the customer who decides whether a product’s price is right but, good value is not the same as cheap. Value comes from a quality product sold at a price everybody can afford and not a product sold at a price so low or payment terms so long that the supplier overtrades into insolvency. Whilst discussing the challenges of ensuring that the customer is able to supply his/her product at the best value to the customer, without impairing the sustainability of the supplier, another word came to the fore - “Unity”. Unity is Strength. “Unity is strength... when there is teamwork and collaboration, wonderful things can be achieved.” This is not only a quote from American poet Mattie Stepanek, it has been the strapline for BFBi, formerly the Allied Brewery Traders’ Association, since 1907. Unity is at the very heart of what BFBi is about – the first Object of Association is “To enable its members to act together in all matters appertaining to their trade or professional interests”. History shows that this unity, not only of members but across the beverage industry, has proved powerful in many issues over the years. However, with today’s electronic media and communications, face-to-face discussions and meetings are becoming increasingly rare. The “old school” values of developing personal contact into trust have become viewed as outdated. Part of my job is to ensure that BFBi’s strategy fits today’s business environment and it is something I have been working hard at. But, perhaps – just maybe, I have been missing the point. Perhaps we need to realign today’s very individualistic business environment a little more towards one of face-to-face discussions, ensuring that better communications between supplier and customer and a “joined up” supply chain develop trust, resulting in an entire sector growing in strength. I would ask all BFBi members to stand loud and proud and promote unity, not only between themselves, but across all sectors of our fantastic industry. As Henry Ford once said “Coming together is a beginning; keeping together is progress; working together is success.” And he didn’t do too bad….. Ruth Evans MBE, BFBi C.E.O. 6 BREWING & BEVERAGE INDUSTRIES BUSINESS Representing the entire value chain supplying the Brewing, Food & Beverage Industry Brewers & Distillers - the BFBi is open to you too! - See Page 82 for more information January has been a month where I have been able to meet with a large number of the membership, representing all sectors of the supply chain. Throughout all discussions, two issues have come to the fore. For a full calendar of BFBi events visit: www.bfbi.org.uk/industry-events/consolidated-programme-of-events With unity, “wonderful things can be achieved” Word from the BFBi RUTH EVANS MBE 6_Layout 1 12/02/2018 09:32 Page 1