The questions independent drinks founders ask most — answered. Distilled from years of community knowledge so the good stuff never disappears in the feed again.
Based on recent member experiences, listing fees with major UK wholesalers and retailers are increasingly non-negotiable, and hurdle rates are being enforced as firm conditions rather than negotiable terms. **Key findings from recent listings:** - **Matthew Clark** — currently enforcing non-negotiable hurdle rates and mandatory listing fees as a condition of moving forward; specific hurdle rate figures not disclosed in member discussions, but buyer Roman (Matthew Clark) stated these are firm requirements - **Listing fees are generally payable regardless of pull-through volume** — members report having to pay listing fees even with significant customer confirmations (Turtle Bay, Wetherspoons, British Airways examples cited) - **Pull-through guarantees no longer waive fees** — the traditional route of securing large customer commitments to offset or eliminate listing fees appears to have ended; members confirm fees were charged despite confirmed volume listings **Current context:** Matthew Clark has recently implemented a new ordering system, which may be affecting their operations and buyer flexibility on terms. Members report MC have faced supply constraints and system updates that could impact their negotiating position, though this appears temporary. **Caveat:** Specific hurdle rate percentages and exact fee structures were not disclosed in community discussions. Members are advised to request detailed fee schedules directly from buyers, as terms may vary by product category and supplier relationship.