Enterprise Inns has asked its suppliers to target their offers at each of its 12 operating segments, which it has stressed as the forefront of its strategy.

Delegates at Enterprise’s annual supplier conference in Northampton head from sales and marketing director James Armitage that there were opportunities for suppliers to support the company’s rolling 18 month sales and marketing plan. However, he said it was crucial that they did not consider Enterprise as a c5,000-strong pubco but rather tailor their offers towards the 12 segments.

“It shouldn’t be one size fits all, you need to think about where your products and services best support the pub’s retail offer,” added Armitage.

Suppliers heard the segmentation tool had also provided an added benefit in supporting Enterprise’s publican recruitment drive. Enterprise said an ideal publican profile had been created for every segment and potential candidates could be more accurately targeted through bespoke marketing activity.

In separate presentations from Enterprise’s procurement director Miles Selby and senior procurement manager Paul Hine suppliers heard how the company is evolving its ways of working with suppliers.

Updated policies covering risk management, ethical business practices and the tender process have all been introduced and the company stressed that suppliers would need to demonstrate how they could support Enterprise’s revenue growth and bring service and cost efficiencies.

All suppliers were encouraged to “bring ideas to the table” and told they would have an opportunity to take part in a supplier survey which would help identify how Enterprise could further improve its effectiveness and working relationships.