Mergers & Acquisitions – They say selling a business is an art – we’ve turned it into a science
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Jonathan Gardner, a seasoned deal maker with extensive experience in strategic sourcing, discusses the importance of relationships and value-add services in the food and beverage industry. He shares insights from his tenure at Starbucks, Dell, and GM; stresses the significance of leveraging technology, such as AI and machine learning, to enhance procurement processes and improve cost savings; and underscores the importance of making procurement conversations more contextual and strategic.
“Distributors are all about efficiency. If you want more out of your distributor, you need to tug them into an area that’s typically not where they’re focused.”
Jonathan Gardner
| What’s the role of relationships in deal-making? [2:50] | |
| How important is product or service differentiation for a supplier? [5:16] | |
| Are there different strategies for buy-side or sell-side when sourcing products? [10:03] | |
| How can a distributor help a producer find the right product? [12:37] | |
| What’s the best way for a producer to set themselves up for success with a distributor? [15:34] | |
| What lessons has Jonathan learned from his career in procurement? What does he wish he had known when he started? [25:48] | |
| How will sourcing change in the future? How is AI and technology changing the landscape? [31:04] |
Jonathan Gardner brings his experience in strategic sourcing and adjacent supply chain functions from powerful brands like Starbucks, Dell, Albertsons, and General Motors to mid-market and medium-sized companies. Over the course of his career, he has personally negotiated over 250 contracts and signed a couple hundred more as an executive. Since 2020, Jonathan has built a boutique consultancy helping clients buy better and sell smarter.
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