We are grateful to Diageo and other leading spirits companies for their ongoing support for our sector.

Last year my resolution was to operate a more effective appointments diary and to listen more to colleagues, customers and suppliers. Alas, it lasted a very short time. Can I do better this time around?

The trading team needs to concentrate on maximising overrider income on a number of critical agreements. In this crazy world we end up buying goods we don’t need to achieve a volume target which then jeopardises our negotiating position for the coming year. Suppliers know that changing lifestyles, health concerns and variable weather conditions add to the unpredictable nature of trading and new ways of rewarding our loyalty to their brands must be found.

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