what I do.

From retail account, channel and distribution management to growth strategy & planning, including every step in the process from concept through to PR - ​I am fluent in all the mechanics of bringing all variety of products to market and the business structure that makes this possible. But my particular area of expertise is in Sales and developing strength of Brand / Brand Equity. My job is to identify opportunities and implement strategies to help you sell more products, more profitably, and more sustainably.
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Major Retail (mechanics).

​The retail market is difficult, demanding and intensely competitive, but it can be lucrative - for those who get it. Increased competition and having too many options has forced brands to get it right up-front. In the modern retail landscape, there's no tolerance for increased liabilities or products that don't sell. Put simply, products have to fit. This requires a combination of knowledge and an intimate understanding of the retail market, it's psychology and buying culture. And to maintain this longterm you will need the sharpest of strategies managed by experts who understand exactly what's required.
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Sales & Relationships (people).

When the sales process is executed correctly, it will do far more than simply ship products. Todays sales strategies start well before the pitch, have no visible end-date and centre around the health of the relationship. And whilst combining the obvious ingredients can 'facilitate' the supply of products, they do not ensure continued support or long term success. If sales matter to you, then relationships really matter. Success in major retail goes well beyond matching products to markets, or hitting attractive price-points. This stuff is temporary. Your products, your marketing, even your wins are all temporary - your relationships however, will outlast them all.

​Despite the radical changes to how we do business, our relationships are more important today than ever before. ​And no matter how much the world around us changes, there will always be a significant advantage for the people who know how to relate to other people and build tight relationships, because people still buy products from people they like. Your sales strategies and your relationships should be at the centre of everything you do and not measured by quarters. They deserve the same consideration as every other pressing aspect of business - I would argue even more so. ​
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bringing it all together (Balanced Formula).

Today, sales requires a more philosophical approach, where the client, our actions and our opportunities are all connected. Balancing liabilities with opportunities, measuring opportunity versus risk, brand value versus net effect. All the elements or moving parts need to be in synch from the ground up. From branding to competition, roadmaps to cost models, technologies to sellthrough and from the colour of the packaging to the messaging on the box. To provide a complete solution you first need to understand how it all works together.

How it's delivered.

I provide a range of bespoke services which can be delivered through a number of appropriate methods from Consultancy through to Execution, Implementation and Ongoing Management. ​

Consultancy

[strategy]

Identify Opportunities for Growth. 

Management

[implementation]

Execution & Ongoing Management.

processes

[development]

Mechanics & Formula.

PERSPECTIVE & KNOWLEDGE

To succeed in major retail you first have to understand how it functions, inside and out.

The reason why great buyers make great sellers, and great sellers make great buyers, is a shared understanding of  environment, language, culture and expectations. They know why to buy, what fits and how to package it.
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My clients benefit from my diverse first hand experience. From the shop floor to the boardroom, I have been a retail proprietor, a national buyer, wholesaler, sales manager, brand manager, marketing, PR, product development and most recently, director of sales. 

The majority of my career has been in consumer electronics, however the methods and strategies translate to other categories, worked with a number of brands in communications, entertainment, gaming, musical products and fashion.
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AND THE STRAIGHT DOPE.

The key advantage of acquiring external independent thinking is; complete unedited honesty. As my client, I only have one interest; growing your business. It's as simple as that. Transparency and honesty.

​To truly understand something you need to completely disconnect from it. Doing this provides a broader and more balanced perspective. In your own company, many of the decisions made, often critical, are influenced by and made purely within the perspective of the internal company view. However, there are numerous external and global aspects (possibly out of view) which also influence how successful your brand or products can actually be.
​In retail we call it "store-blindness".

By working with me, you get the best of both of worlds. I will recognise your potential for success by bringing an outside perspective, without compromising the passion or focus required. This competitive advantage enables you to create and capitalise on possibilities through a clear view of your true opportunities and all the necessary steps required to get you there.
 

A rare but valuable resource.
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Typically, My Clients...

Market or Manufacture products, sometimes well, sometimes not so well. Likely they've been at it while with varying degrees of success (short lived to non-existent). They all share a desire to be a part of 'Major Retail', attracted by the exposure, volumes and profits. But, few understand the level of strategy involved, just because you want it doesn't make it so. There's a significant difference between one-off placement, and long term sustainability, between frustration and success, what separates the two is knowledge and execution.

Unlike channel or direct, dealing with 'Major Retailers' will challenge every aspect of your business and your process - It's a long game, that requires a crystal clear understanding of the market and how to create opportunities. 

There IS a right way to do things - This is where I come in.