You would think with so much competition for every single possible space on restaurant, pub and bar wine lists that a national drinks distributor can’t afford to turn down any business that might come its way. Particularly in the current climate where wine lists are being squeezed, and margins raised as the mainstream and premium on-trade looks to find any way possible to use its wine and drinks list to help offset the rising business, wage and food costs that have hit the sector so hard over the last few years. But for Boutinot the key to its success is having the discipline to say no to any potential business that it feels is not in its long term interest. Which, as it increasingly spreads its net away from its northern stronghold and, in particular, into London and the south east becomes harder by the month. Richard Siddle talks to Kevin Pollard, who heads up Boutinot’s growing London office, about the challenges it faces, but also the huge opportunities it still has to build its profile, presence and influence in wider areas of the UK’s premium on-trade scene.