How Chenail Leverages Blue Book to Propel Its Growth
Tony Bono, Vice President and Chief Operating Officer of Chenail, a prominent distributor of fresh fruit and vegetables in Montreal, relies heavily on Blue Book as a cornerstone of his company’s operations. The family-owned business, established in 1993, has grown significantly over the years, and Blue Book’s suite of tools has been integral in helping them navigate the challenges of the produce industry. From sales and credit intelligence to procurement and market insights, Blue Book offers essential resources that have fueled Chenail’s expansion into new markets and improved its supply chain processes.
Procurement Intelligence: A Key Resource for Global Sourcing
When Tony Bono joined Chenail in 1997, one of his key responsibilities was expanding the company’s product range and sourcing commodities from international markets. He turned to Blue Book as an essential tool to facilitate this growth.
“As the role of a vice president and COO of the company, it was something that was very important for me to implement throughout the company and the buying sources of our business,” Tony said. He noted that Blue Book played a critical role in identifying the right suppliers for various commodities and understanding which regions were growing particular products.
“Blue Book was one of the products we used to understand who’s doing what, which commodity can be served by which supplier, and which area is the growing area for different commodities,” he explained. “It was a way to understand more about where we can source, who the good customers are, and who we are as a customer for the people we were reaching out to.”
This global perspective has helped Chenail diversify its offerings, opening up new avenues for sourcing products from around the world.
Market Intelligence: Staying Ahead of Industry Changes
In the fast-paced and ever-changing produce industry, staying informed is key to success. Blue Book’s Market Intelligence platform has been invaluable to Chenail, helping them stay on top of the latest market trends, news, and shifts in the industry.
Tony emphasized how the weekly updates from Blue Book help keep the team informed about changes in the market, including new customers, suppliers, and emerging trends. “The fact that we’re receiving communication on a weekly basis keeps us informed on the changes of the market, what’s happening in our area, the people that are moving,” he said. “As we know, the produce industry is a people’s business, so when people move, sometimes it’s a new customer, it’s a new journey, it’s a new supplier, things change, and we need to adapt with those changes.”
With the produce industry being so dynamic, Tony relies on Blue Book’s ability to adapt and provide timely information to guide Chenail’s decisions.
Credit Intelligence: Managing Risk in a Complex Industry
The fresh produce industry is fraught with risks, particularly in the areas of logistics and credit management. Tony pointed out that Blue Book’s Credit Intelligence platform is an essential tool for managing these challenges and ensuring smooth operations.
“We’re dealing with fresh product, we’re dealing with logistics, we’re dealing with all kinds of supply chain roles that can affect directly or indirectly the product,” he said. “The Blue Book, as well as the DRC, were always there to support us and to make sure that the procedures of the problems in place get solved in a fast way, saving money for everyone and avoiding conflicts of interest for the future of the business.”
Having access to reliable credit information and support helps Chenail mitigate financial risks, enabling the company to focus on its core business of delivering fresh produce to customers.
Business Builder Intelligence: Showcasing Chenail’s Strengths
Beyond sourcing and risk management, Blue Book has also helped Chenail build its reputation and visibility in the industry. Through Business Builder Intelligence, Chenail has been able to expose its strengths to potential partners and customers, showcasing its credibility and expertise.
“Those publications that we’re doing on a monthly basis or on a yearly basis, Know Your Commodity, people understand more your specific distinguished abilities in the industry,” Tony noted. “They know how to reach out when they know that you’re more professional with a commodity because you’re talking about it, or because you’re looking for it, or because you’re specializing in it.”
This visibility has allowed Chenail to attract new suppliers and international partners, expanding its reach in an increasingly competitive market. “For us, it’s a very good way to reach out to suppliers and for suppliers to understand what we’re doing here as a receiver,” Tony explained.
Sales Intelligence: Streamlining Vendor Relationships
Chenail uses Blue Book’s Sales Intelligence platform to effectively connect with new vendors and strengthen existing relationships. This tool allows them to quickly identify and evaluate potential business partners, saving time and effort in the process.
“I like the fact that you can look by commodity, by product with the Blue Book,” Tony said. “It helps you and avoids you from wasting time by searching to find what you need to really find. It is absolutely a source of information that’s needed in our industry to understand what’s happening on the market.”
Chenail uses its Blue Book rating as a key tool when reaching out to new vendors. “When we reach out to any new vendors, the first thing that we say after we say their name of our company and their name of the person that’s calling is, ‘You can look at our Blue Book rating and evaluate what kind of a company we are.’ So obviously, it is mandatory for us.”
A Human Approach to Business
Tony also values the human element of working with Blue Book, appreciating the personal and responsive customer service. He stressed the importance of transparent communication and mutual support when challenges arise.
“The people at the Blue Book have been great with Chenail’s organization since day one,” he said. “When you call The Blue Book, there’s always someone picking up the phone, communication is fluent, emails are fluent, it’s transparent, and if there’s a challenge, there’s a discussion, there’s always a solution.”
Tony emphasized that working with Blue Book is not just about the tools, but about building a relationship with a team that understands the realities of running a business in a volatile industry. “I would say the one word, human. Very human company. Easy to reach. You’re not talking to a computer, you’re not talking to a big corporation, you’re talking to people that understand challenges.”
The Blue Book: A Vital Tool for Growth
For Chenail, Blue Book has been much more than a resource—it’s a vital tool for business growth and operational success. As Tony reflects on the company’s journey, he credits Blue Book with being an indispensable part of their story.
“There’s absolutely nothing bad to say about Blue Book,” Tony concluded. “It helps people understand what kind of positioning you have in the market that you occupy, what kind of payment history you have, how you treat with troubles when you have troubles. It’s the best reference there is out there for people to understand who you are without knowing you.”
Blue Book’s ability to provide comprehensive sales, credit, procurement, and market intelligence tools has played a significant role in shaping Chenail into the successful company it is today, and it continues to be a key partner in their ongoing growth and adaptation to industry changes.
