PROFILE: MAUI JIM


Maui Jim begins 2018 with ‘very healthy’ double-digit growth after a difficult year


A


fter the sad and unexpected passing of former Maui Jim Travel Retail Sales Manager


Asia Pacific Jeremy Tan at the end of 2016, the start of last year was never going to be easy. Replacing the popular and highly-


valued Tan, who joined the company in 2013 and immediately embraced the Maui Jim culture, was always going to be difficult. But with Asia Pacific representing


one third of the company’s DF&TR business, it was an immediate priority. After beginning 2017 in a difficult


position, prompting a slow start to business, things eventually took a turn for the better. Maui Jim Director Global Travel Retail Giles Marks tells TRBusiness: “I was fortunate enough to


connect with Grace Lee who now represents Maui Jim. She started last May specifically at the (TFWA) Singapore show. “Grace came to Maui Jim with


many years’ TR experience so I was very pleased to welcome her on board. She also had experience in the sunglasses category which was a bonus.” The appointment of Lee meant


the company could put a slow and difficult start to the year behind it. “We ended up squeaking out with


a very strong finish of double-digit growth in Q4. “I was very pleased with that


taking into account the many challenges myself and the company had in travel retail entering into 2017.” The strong finish to the


year certainly proved the catalyst for a positive start to 2018, according to Marks. As Q1 was drawing to a close, Marks says Maui Jim is on course to register very healthy double-digit growth over last year. “This is a tremendous result and


due to the hard work of my team,” Marks explains.


MAY 2018


Following a difficult start to 2017, Maui Jim finished the year with a flourish and took this momentum into 2018. Director Global Travel Retail Giles Marks tells Andrew Pentol what makes the duty free and travel retail business tick and how he expects it to evolve in the future.


Team unity A strong team ethic fostered during his 12 years in the role has helped create a balanced DF&TR geographical portfolio. Marks explains: “I am often asked where we are strong and weak. “Under normal circumstances,


a third of my business comes out of Asia Pacific, a third out of the Americas, a third out of Europe and 10% out of the Middle East. “The Middle East is a real challenge


because of geopolitical situations.” Marks adds: “I have an ideal balance and am not under exposed or overly exposed in any particular region. My biggest global opportunity is definitely Asia Pacific. “We look forward to partnering


with retailers across that region and bringing the brand to the forefront.” Speaking of Asia, Marks is relishing


the opportunity to exhibit once again at the upcoming TFWA Singapore show having targeted specific points of sale in the region.


“We will be there with Grace who will have had one year under her belt with Maui Jim. She will be in a wonderful position to meet existing customers and hopefully some new ones.”


Asian emphasis The importance of the various Asian markets is not lost on Marks and his DF&TR team. “All Asian markets are important


with their own challenges for different geopolitical and monetary reasons.”


“Under normal circumstances, a third of my business comes out of Asia Pacific, a third out of the Americas, a third out of Europe and 10% out of the Middle East.”


Giles Marks Global Travel Retail Director, Maui Jim


TRBUSINESS 29


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