Commercial negotiations: the absence of distributors at a preparatory meeting deemed “paradoxical” and “counterproductive” by Bercy

One month before the official start of annual negotiations between major brands and their major brand suppliers for 2027, the situation remains tense between the different links in the food industry. But also between mass distribution and the government, Serge Papin in the lead. Summoned this Monday to Bercy, like the agricultural unions and the agri-food federations, by the Minister of Purchasing Power and SMEs and the Minister of Agriculture Annie Genevard for a meeting to prepare for these negotiations, the big brands did not respond to the invitation, in accordance with their threat brandished ten days ago.

At issue: their demand for greater transparency on the margins of their suppliers, when entering the negotiation boxes. They also call for differentiated negotiations between consumer goods giants and agri-food SMEs. “We deplore this absence which is at the same time disappointing, regrettable, counterproductive and above all paradoxical,” says Serge Papin’s office.

In fact, half of the brands' requests have already been taken into account. This is the case for example in the agricultural emergency law which establishes a differentiated timetable for negotiations between large groups and SMEs (below 350 million euros in turnover, Editor's note). » » READ ALSO - Black Friday, Christmas holidays... Distributors fear sluggish consumption by the end of the year Other meetings to come If around forty other participants (food federations, agricultural unions, etc.) were present this Monday afternoon, the absence of the Federation of Commerce and Distribution (FCD), the union representing the major brands, is at this stage a blow to the "responsibility pact" desired by the government.

This must ensure a “fair distribution of value between the links in the food chain”, explains those around Annie Genevard. A sign that distributors, who have been warning since September of the return of inflation, are being closely scrutinized, “this pact must also allow, if inflation in food prices there is to be, that this is done for the benefit of farmers and SMEs in the agri-food sector, who this year have been particularly affected by the drought and the inflation of their costs. And while maintaining a level of inflation that is compatible with the purchasing power of the French,” concludes the two ministerial offices.

Manufacturers, who in certain sectors are hoping for price increases of 8 to 10%, have until December 1 to send their general conditions of sale to their distributor customers. They will then have until March 1 to negotiate future for 2027 on this basis. Until then, the government plans other meetings to follow up on these negotiations, without a precise timetable having yet been set.

Machine-translated from French