Grocery Guru Ep #35: Become a Supermarket Supplier with S.E.L.L.I.N.G
Join Andrew Grant and Darren A. Smith in the thirty-fifth episode of the Grocery Guru. They discuss how to become a supplier to a UK/European Supermarket using their acronym of SELLING which helps you to get 'a foot in the door'.
You Can View the Full S.E.L.L.I.N.G Transcript Below
Darren A. Smith:
Welcome to episode 35 of the Grocery Guru. We are here with that guru. Andrew Grant, how are you?
Andrew Grant:
Morning Das, yes, very good, thank you.
Darren A. Smith:
All right. Good, good. You're off to buy a house soon. So we're going to make it snappy and grab a bit of your time.
Andrew Grant:
Yeah, maybe we should do negotiate. I think whether it's all about selling, maybe you should do negotiation based on what I'm up to today.
Darren A. Smith:
All right. You and I were together yesterday at the Algerian trade conference. How was that?
Andrew Grant:
Well, virtually. I don't think we were actually in Algeria. I didn't notice, but yeah.
Darren A. Smith:
We were. We were. And what came out of that was there was an audience of about 200. There was the minister of trade on the top table. You and I were virtually there as well, offering advice on suppliers who want to become suppliers to UK and European supermarkets. And you and I found a whole bunch coming out of that from the questions they asked. So I'm going to drill into your head and see if we can bring some of that back for viewers today.
Andrew Grant:
Yeah. Well, what struck me was just how desperately keen overseas buyers are to get into Brexit Britain.
Darren A. Smith:
Yes.
Andrew Grant:
They really see us as a land of new opportunity and yeah, they're desperate to do trade with the UK.
Darren A. Smith:
So thinking about your years in supermarkets, what made you want to select this supplier as a supplier and not this one?
Andrew Grant:
Yeah. Now that's a good question. Because I still remember. Particularly when I did produce and a lot of those Algerian suppliers were produce suppliers. I'd get faxes every week with, "Oh, we can supply your melons for X." And it was always half what I was currently paying, but I never did business with them. Because you've got to be able to trust the supplier. And you've got to know that they do the basics in terms of technical and logistics. So can they get the stuff to you? And is it not going to be full of harmful chemicals and stuff when it gets out? Are the two most important things. But what always struck me and I know I've used the analogy before is very often new suppliers, particularly those from abroad would just not do their homework.
Darren A. Smith:
Yeah.
Andrew Grant:
And I would sit there thinking I was almost like a travel agent. "How may I help you today? Yes. Let me guide you through the process of S.E.L.L.I.N.G to me and let me write the tickets out for you and the itinerary. And here's your seat number. And would you like a drink before your meal?" Honestly, it was... Some of the basics they didn't do was scary.
Use S.E.L.L.I.N.G. to help you become a supermarket supplier
Darren A. Smith:
It was. And when we work with current clients and some are suppliers... Who want to become suppliers to supermarkets. One of the things we're trying to share with them is they've got to do their homework. And that's blindingly obvious, yet we are still surprised by how many that don't. How many that don't know how many depots Tesco have or Sainsbury's have and how the supply chain works.
Andrew Grant:
Well. That's... I think it's common courtesy, especially in this day of the internet, to know how many stores a supermarket group has, what fascias they operate on, what their advertising timeline is. That is really basic stuff. If you or I have gone for an interview, you actually bother to find out who your prospective employer is, what they make, how they operate. And it just stick in me because effectively a new supplier ...
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