AUSTRALIA

be buying it from us ?” Belinda explains . “ Last financial year we identified that our customers were buying fresh milk every week . Initially we thought , is it something we could source competitively , so that it would make sense for the customer to get it in one delivery and on one bill ?” Evidently , it was . Milk sales are shaping up strongly and have proven to deliver convenience to key customers and diversification to the business .

Being a family business , sustainability is always at the forefront of the way they operate , Belinda explains . “ An overriding consideration for us as a family is the understanding that we are in this game for the long term , so decisions need to be made with a long term view point ,” she explains .

“ To this end , we have a policy to ensure that no single customer is worth more than five percent of our business , and that is about preventing a knockout punch . We don ’ t ever want to be in a position where if we lost a customer , we ’ re at risk of losing the entire business . That wasn ’ t always the case – we have had times where one customer could have been worth 30 percent – but going forward , this strategy serves our sustainability goals .”

www

. cos . net . au 71