Small food firms fight for survival Available to Purchase

With the costs of servicing the grocery industry rising at an alarming rate, many more smaller manufacturers are likely to go out of business. Too many supplier companies are willing to do business with the top multiples which achieves high volume sales but is totally unprofitable. Speaking at the Marketing Society in May, Michael Madigan, Managing Director of Spearhead, the sales and distribution company, first called for totally‐new thinking by manufacturers in their approach to national account management, the role of the salesman, and the methods used to distribute goods to the retail and wholesale trades.