Ask the Collective
The questions independent drinks founders ask most — answered. Distilled from years of community knowledge so the good stuff never disappears in the feed again.
What payment term delays should drinks founders expect from major distributors and retailers?
Major UK distributors and retailers frequently pay significantly beyond stated terms, creating serious cash flow strain for producers. **Key challenges members reported:** - **Enotria** — invoices 100+ days overdue; stopped responding to chasers - **Luxury retailers** — taking 3+ months to pay; chasing required throughout - **Ocado** — consistently slow payment - **E&C (Edrington & Co)** — historically took well over 90 days; recently received cash injection to clear debts, so payment may improve but members advised to "trade cautiously" during their recovery period **What members noted:** This is a recurring issue that "crops up every 3 months" and appears cyclical. Large distributors seem unconcerned about reputation damage from late payment. Members should budget for extended payment cycles (120+ days) even when terms state 30 or 60 days, and be prepared for extended chasing. Recent capital injections to some distributors may ease terms, but the pattern suggests ongoing caution is warranted.
What late payment terms and fees should we include in invoices?
Late payment clauses are common practice but enforcement can be tricky. Members suggest: - **Bank of England base rate + 5%** — cited as a standard approach in T&Cs, though members note enforcement can be difficult in practice. - Legal precedent around 'penalty fees' vs 'reasonable costs' — the distinction matters, so some members recommend getting specific advice before setting terms. Members flagged that late payment clauses "can be quite delicate" and suggested seeking tailored guidance rather than applying a blanket approach. If you want specific tips on structuring terms, reach out to members who've dealt with enforcement.
What are the most effective strategies for managing invoice payment delays and reducing credit control workload?
Members recommend a combination of automation, credit policy enforcement, and outsourcing to reduce the time spent on invoice chasing. **Automation and systems:** - Set up auto-generated statements and auto-email reminders for customers on credit terms — this reduces manual follow-up significantly - Use an online red letter service as an escalation tool if customers don't respond to automated reminders **Credit policy enforcement:** - Implement a **three-strike rule**: remove credit from customers who delay payment three times - Require all new customers to be on **proforma terms for the first 3 months** before granting credit - Use a **trade store or similar platform** for smaller customers who pay immediately at point of order, bypassing credit entirely **Outsourcing:** - Members report outsourcing invoice chasing to their **external bookkeeper** has significantly reduced overdue amounts - **Offshore Virtual Assistants** are cited as a cost-effective option for handling routine admin, bookkeeping, and payment follow-up tasks **Caveat:** Members noted that managing payment delays from larger retail chains is particularly challenging, especially where the risk of losing listings makes aggressive credit removal difficult. For these accounts, the combination of clear proforma terms upfront and automated reminders appears to be the safest approach.