Tesco's bullying tactics: Supplier tells Mail of harsh treatment by powerhouse
By RUPERT STEINER FOR THE DAILY MAIL
PUBLISHED: 01:03, 22 October 2014 | UPDATED: 01:03, 22 October 2014
Tom Salmon was on holiday in Tenerife when the crisis engulfing Tesco begun to unfold. The former managing director of Hedon Salads, one of the grocer’s key producers of aubergines, tomatoes, cucumbers and peppers, started having flashbacks.
Details that Britain’s biggest retailer had inflated profits by £250m, suspended staff, and launched an investigation into the way it conducts its business with suppliers, even made it over to the volcanic Spanish island.
Salmon, pictured, had experienced first-hand the relationship between the grocer and some of its suppliers that is being examined in an internal probe.
Most of the supermarkets, along with Tesco, strike similar arrangements with their suppliers.
Salmon hopes that by exposing some of the practices of the previous Tesco management, it will help the grocer start with a clean sheet when it updates on the progress of its investigation tomorrow.
His story comes with some qualifications: Salmon left the firm three years ago so his experiences are historic.
However, they reflect a time when the highly regarded former chief executive Sir Terry Leahy was at the helm.
It is also important to know that Hedon Salads collapsed into administration in 2012.
There is no suggestion that this was as a result of any of its dealings with Tesco. It supplied a number of retailers.
Hedon was the prominent supplier of fresh salad to Tesco, owning large glasshouses.
‘My company has supplied all the major retailers and I have over 40 years’ experience in the ways that they work,’ Salmon said.
‘I thought my story may help in some way explain what suppliers have gone through and give a slightly different perspective on the demise of Tesco.’
From 2002 he says Tesco started to change the way it did business and the supplier became more responsible for the prescribed profit margin that Tesco’s buyers had to achieve.
He said that over the years Tesco introduced extra charges to the supplier.
‘As time went by these charges became more onerous, first it was to pay for new quality ideas’, he said. ‘They charged for new a label system, they charged for the introduction of new technology and they took the same line every time.
‘If you want to supply Tesco you have to pay. As the years went by the charges became more unreasonable, the buyer’s profit margin was down and he or she was not going to make their bonus.
‘What were we as a supplier prepared to pay at the start of next season before the buyer would even consider us as a supplier?’
For decades, big suppliers such as Kellogg’s, Coke and Gillette have paid supermarkets to help fund promotions to shift more of their goods. This can mean they contribute to advertising campaigns on television and in newspapers, or they might fund a special display in shops.
Sometimes, when items are discounted, say from £9 to £5, it is the suppliers that pay the £4 difference. On top of this, suppliers also pay supermarkets fees to place their items in the best positions on the shelves.
At the delayed interim results on Thursday new chief executive Dave Lewis will reveal the early results of an internal investigation. It is likely to show a small group of executives struck deals with some suppliers to bring forward the payment of contributions to flatter the earnings of a particular quarter, while pushing costs into a future quarter.
But apart from this ‘inappropriate behaviour’ it may also show a culture where earnings are generated from opaque and arbitrary side deals which appear to have been integral to the financial model.
Salmon says: ‘My company also had to face a wave of supplementary charges.
‘We had to buy all our packing from a stated supplier from which Tesco took a roll [a cut] off the top. The worst case was in 2010 when the weather in Southern Spain was so bad that salad produce was very short.
‘We could not supply aubergines for two weeks and the result was Tesco fined us £45,000 for loss of profit.
‘We declined the fine and said we would not pay, they promptly took the money from our account that they owed us.
‘At the end of 2011 I retired, but I felt that the Tesco bubble was starting to burst. Suppliers could not go on supplying like this.
‘It had become impossible to service Tesco with all these add-on costs and demands.’
A Tesco spokesman said: ‘We did not have the opportunity to examine and respond to these complaints in detail. We value our relationships with suppliers. They are fundamental to the service we offer our customers and we are committed to ensuring that those relationships are based on mutual benefit.’
The reality is that most of the grocers strike similar deals with suppliers. Lewis will reveal tomorrow whether the firm went beyond what most would deem to be normal.
COMMENTS
The comments below have not been moderated.
Old Chap, Caribbean, Grenada, 1 week ago
Wow - an interesting article about corporate bullying at it's worst. Tesco's needed this correction, to get rid of the old stale and greedy bosses and their tactics, and establish a new start. I trust that a new slimmer, smarter and more honest company emerges from this debacle, and look forward to it.
Retired Oldie, London, 1 week ago
As a supplier to Tesco in Poland I can confirm all their practices set out in the article. We supplied baby and children's clothes. The buyer chose the products and then told us how many of each article we had to supply. We once warned a buyer that in our view a product chosen would not sell in the quantities she required. When we were proved correct all Tesco did was to tell us to take them back!. In the end we told Tesco that we would no longer sell any of our products to them. Other suppliers we knew who also supplied Tesco had the same experiences. These practices are not exclusive to Tesco. It is right across the board with Makro Cash & Carry, Auchan, Real, to name but a few all following the same practices
Ratcatcher, Westminster Sewers, 1 week ago
Perhaps you would prefer the French model. Suppliers there formed co-operatives and tell the supermarkets what they will pay. The result? Poor quality food, meat that costs 45£ for a small joint of 2nd quality beef. Bread that is usually sold stale. Milk that may or may not arrive in the supermarkets 5 days after Christmas. Thank your lucky stars you have Tesco, Sainsbury and the others, because Lidl and Aldi are also too expensive by British standards ,in France. If you had to pay French Aldi and Lidl prices the majority of Brits would have a heart attack.
Rich, Swansea, 1 week ago
In fairness, i shopped at the co-op yesterday. First time in years as I find them expensive. However, so many discounts. I'll go there again.
robert, kent, United Kingdom, 1 week ago
I am no fan of Tesco's but this is very slanted reporting. Very cursory examination of this supplier shows that its problems lay elsewhere and as your article reports its failure was nothing to do with Tesco. As a consumer I expect a supermarket to deliver goods at best quality and best price. Suppliers to supermarkets have enjoyed substantial growth of business through the good times (indeed some produce businesses have been successfully built solely on the back of "tied" supply contracts with supermarkets) and should expect to be "squeezed" just as consumers and supermarkets are in this new economic environment.
Maya Az, york, United Kingdom, 1 week ago
I agree with you.As a supplier Tesco have forced many british companies to shut down !!!
Maya Az, york, United Kingdom, 1 week ago
Tesco have ripped off british suppliers thats truth.Tescos downfall Article is bag on for its money !!!
Adam1, sheffield, United Kingdom, 1 week ago
The media have definately got the daggers out for the big supermarkets and Tesco seem to be in the firing line constantly. Aldi and Lidl are pretty poor in comparison but all they get is praise and free advertising.
Russell, colchester, United Kingdom, 1 week ago
The suppliers have only one problem an that's themselves .........What they should do is organize themselves form a consortium and blacklist supermarkets that don't stick to honest trading it's their produce and it's them that should dictate terms simply by withholding their goods fresh produce is the life blood of supermarkets and the threat of empty shelves will soon bring them to their senses.