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.
How do major UK hospitality groups evaluate tender bids for spirits and wine, and what strategies should independent suppliers use when competing?
Major hospitality tender processes in the UK are heavily dominated by portfolio players. Portfolio suppliers (particularly **Diageo**, **Pernod** and **Bacardi**) win the vast majority of contracts—members report they secure "99% of the time." Evaluation criteria vary, but some tenders are assessed purely on price first; however, **sustainability credentials** and responsibility messaging are increasingly important to large bar groups, alongside retro incentives and listing fees. **What members have observed in practice:** - **Price compression is intense.** One member successfully negotiated Seven Tails XO brandy down from £26 to £18 per bottle by coordinating margin reductions across supplier, importer and route-to-market partner—and still lost the contract to a portfolio incumbent (Martel/Pernod). - **Backhanders and incentives are common.** Members report wholesalers soliciting and offering 15% backhanders to secure contracts pre-tender completion, and note the need to match or exceed these incentive offers (e.g., 16% retro) in future bids. - **Sustainability messaging matters, but money talks.** Large groups (e.g. bar groups moving to large formats in spirits, cans or premix) publicly emphasize sustainability, but acknowledge that "big brand money" and Diageo/Pernod deals will capture the lion's share of business. - **Tender timelines are tight.** Intent to bid deadlines (e.g., 14th) precede actual bid submission by two weeks (e.g., 28th); missing these dates excludes you entirely. - **Portfolio scope is significant.** Members reference tenders covering 8,000+ bottles across multiple locations (e.g., London and Manchester for a single brand). **Caveats:** Members describe some national tender processes as "Kafkaesque time waste," and note that independent suppliers face structural disadvantages against portfolio players backed by major distributors and established relationships with hospitality groups.
Which bottle suppliers are recommended for reliable quality, and what are current lead times and stock issues in the market?
Members report significant stock and lead-time issues across the market recently, with some suppliers unable to fulfil promised availability. For off-the-shelf bottles, **VetroElite** is highly recommended; contact Claire Logan at c.logan@vetroelite.com for enquiries. Members have also mentioned **Rawlings of Bristol** and **Pattersons Glass** (pattesonsglass.co.uk) as options to explore. **Bruni** has been flagged by multiple members for stock failures and delayed production (one member reported being told production wouldn't resume until July despite promised stock holding). Members note this supply chain strain is widespread across suppliers, not isolated to one company. One member conducted a full bottle tender for 200ml glass bottles and has contact details and pricing information available to share. Before committing to any supplier, members recommend clarifying stock availability and lead times directly rather than relying on initial promises.
What platforms and approaches do members use for accessing and bidding on retail and hospitality procurement tenders?
Members actively use dedicated tender platforms to access procurement opportunities from restaurant groups and hospitality venues. The community has direct experience winning accounts through these channels. **Platforms:** - **EzTenda** (www.EzTenda.com) — Members have successfully bid on and won accounts through this platform. It's been used to host significant tender campaigns (e.g. a 700 × 9-litre case spirit tender for a restaurant group), and members report winning new hospitality accounts through the site. **Approach:** Members actively monitor tenders posted on these platforms, bid competitively, and share opportunities with the wider community to alert others to upcoming campaigns.
How should producers negotiate with packaging suppliers when facing significant cost increases?
Members face substantial cost increases from glass suppliers (ranging from 9.5% to 20%+), but pricing negotiations require careful handling. **Key suppliers and their increases:** **Saver Glass** reported 9.5%, **Allied** at 20%, and **Bruni** positioning between the two. **Berlin** has also tightened supply (no stock until Feb 2022 in one case), forcing some to find alternatives. **Recommended tactics:** - **Collective solidarity approach** — Members suggested that individually they are small customers to major glass companies, but combined they represent stronger negotiating power. A coordinated approach to suppliers could soften price increases more effectively than individual negotiation. - **Keep sourcing options open** — Maintain multiple supplier relationships and always have a BATNA (best alternative to negotiated agreement) ready when suppliers apply pressure. - **Don't pass increases directly to consumers** — Members warned that consumers won't accept sizable price rises and will switch to competitor brands in their price point. Retail and on-trade buyers have the same mentality and won't accept rises that affect market fit. - **Beware of cartel concerns** — Members explicitly flagged that sharing pricing discussion or coordinating price increases could constitute cartel behaviour and should be avoided. Cost of goods information and response is acceptable; pricing discussion is "a no go." **Caveat:** The pressure is real—producers are caught between supplier increases and market resistance to price rises, creating a "bumpy ride." The best defence is keeping sourcing options as open as possible.
How should you approach negotiating direct purchase agreements with major mixer brands for competitive pricing?
Members recommend going directly to mixer brands rather than through standard distributors when you're looking for volume deals. **Fever Tree** offers "partnership" deals where they negotiate pricing in exchange for marketing tie-ins and exclusivity commitments — they'll commit to using their tonic as your primary mixer. The trade-off is that brands use these agreements as marketing opportunities, so expect some marketing obligations in return for the discounted price. For specific negotiations, members suggest leveraging existing connections within the community — reach out to other founders in the Kindred Collective who own mixer brands, as they can often broker introductions or facilitate discussions. Going direct works best for large orders (e.g. trade shows or significant volume commitments) where you have genuine scale to offer the supplier.
Where can we source excess or surplus bottle inventory, and how do members share unused stock?
Members occasionally offer surplus packaging stock to the community at no cost, covering only shipping. One member (ELLC) offered approximately 550 pieces of Vetro Elite Chiara 70cl bottles with cork mouth, stored at InBond in Stockton, available FOC with buyer covering freight. The stock was split across 2 partial pallets that could not be consolidated to a single pallet. Members interested in sourcing excess inventory should monitor community channels and reach out directly to those advertising surplus stock. This approach works best when your bottle specification matches what's available from departing brands.
How do hospitality groups like JKS Restaurants publish spirit procurement tenders, and how can suppliers access them?
Hospitality groups publish spirit tenders through **EzTenda**, a tender platform where major restaurant groups list procurement opportunities. Members recommend monitoring **EzTenda's newsletter** for tender alerts and links to active opportunities—this is how JKS Restaurants' spirit tenders become visible to suppliers. Joining EzTenda as a member is recommended by community members as worthwhile for accessing these tender listings.
Which European wholesalers supply hospitality groups in key markets, and how do members access wholesale opportunities?
Members are actively tracking wholesale supply chains for major hospitality groups across Europe. The specific wholesalers serving chains like Soho House in France, Italy, Netherlands, Spain and Greece are a point of discussion, though details are sparse in current threads. **Key platforms and contacts:** - **EzTenda** — A tender platform where restaurant groups (including JKS Restaurants) post spirit purchasing opportunities. Members recommend joining; the platform sends regular newsletters with live tender links, making it a useful channel for wholesale access across multiple European markets. - **LWC (Local Wine Company)** — Has dedicated regional reps, including coverage for SW London; members seek direct rep contact numbers for account management. **Practical approach:** Members are using dedicated tender platforms to identify hospitality group opportunities rather than relying on traditional wholesaler relationships alone. This suggests a shift toward direct-to-group tendering as a route into key accounts. **Caveat:** The discussion doesn't provide a comprehensive list of named wholesalers by country. For specific market entry in France, Italy, Netherlands, Spain and Greece, members appear to still be researching, so this may require direct enquiry or networking within the collective.