8th Jun 2010 - 00:00
Abstract
In spite of one of the most turbulent trading periods in the hospitality industry’s history, sales and account management teams are busier than ever at Beacon Purchasing, a purchasing consortium for the independent hospitality sector.
In the past 12 months they have signed up over 70 new members - both group and independent companies - worth a potential purchasing spend in excess of £10 million. Beacon's new members include hotels, health, fitness and social clubs, restaurants, pubs and bars and even kids' football sites across the UK. According to Diane Webster, Beacon's head of sales & marketing, this proves that the industry as a whole has become much savvier in their purchasing strategies, with companies wanting to enjoy the security of belonging to an established purchasing consortium, especially during an economic downturn. Chris Durant, Beacon's director, said: "The key thing now is collaboration, and people involved in purchasing are realising that they get much more from working strategically with others, whether it's to secure best value, access new technologies, or tap into new markets. "Getting the best price has always been a key priority and in the current climate it's even more important, but there needs to be a balance between quality, service, reliability and price. "On the supply side over the past 12 months, we've seen suppliers get tougher on credit checks and payment terms driven by fears, and experience, of the rising number of business failures. Customers are seeking longer times to pay to assist with cashflow and suppliers are looking at shorter times. It's a real challenge."