on the board
the right tone for your audiences have all had to be navigated at once! Thankfully as a Made in England brand with our heartland in the UK and teams overseas in our subsidiary markets, Denby has been insulated to some extent from some of these particular challenges and we have been able to step in where off-shore supply has been disrupted for others. Coupled with a strong Operations outfit, supportive investors and a committed team we are steering the Denby ship well through these odd times.
What is the biggest change you’ve seen? It is well documented now, but the events
of the last year and the impact of the pandemic on our industry, has created a period of greatly accelerated change. From meeting the needs of a consumer who has found themselves spending unprecedented numbers of hours in their homes which have themselves had to become places of work and schooling as well as sanctuary and entertainment, to the huge leaps over a short period into a more online journey for both browsing and purchase. To keep pace with these two factors alone has required brands and retailers to be responsive and tenacious.
On the Board STEVE PLATT, Managing Director of EP Brands
What is your career background? I started my career in management accounting for an overseas investment bank, until my sales and marketing calling was heard. Then I joined my fathers UK distribution company ‘Home Interiors’. After 5 years of strong growth we sold the company, and I started ‘EP Brands’ with a focussed business plan. To become a leading UK commercial manager for prominent European suppliers.
Tell us about the company you work for EP Brands (European Product brands) is one of the largest commercial managers in the UK for tabletop glassware manufacturers from Europe. We specialise in supply and management to a diverse customer base across retail, horeca & B2B markets. All supply is direct from manufacture, offering the most cost efficient supply model to UK companies.
What is a typical day like for you? I start at 7.30am as our European principal factories are effectively 1 hour ahead. Up to lunchtime I tend to focus on liaison and updates with existing customers and factories. After lunch we have more focus on specific customer projects, new customer proposals and marketing objectives with my sales team.
What is the most rewarding aspect of your job? Delivering a tailored story range or specific concept product, that is the end result of a brief from a customer. Equally I have a very experienced team, including Gavin Atterbury & Patrick Mcgonigle. So I enjoy embracing proactive management and marketing projects with them.
January/February 2021
What is the most challenging part of your job? At the moment it is Brexit supply changes, however in business you are faced with challenges daily. Regardless of what they are, I enjoy the principle of a challenge and using EP Brands abilities to accomplish and deliver them. However long term it is key to manage the expectations of customers, so this is an ongoing constant for the company.
What new products have impressed you in the industry?
After enormous 2020 growth, 3 key products from Stolzle Lausitz have impressed me the most. • The ‘Power’ stemware range with its trend shape. This won the 2018 international design award. • The ‘Highlight’ glass with its motion activated light up base. That again won the international design award last year. • The imminent launch of celebrity wine expert ‘Olly Smith’s’ stemware ranges with Stolzle Lausitz.
What retailers have impressed you in the industry?
The Blue Diamond garden centre group have focussed very specifically on their customer demographic and embraced the growth of the ‘Lifestyle Centre’. In addition
Wineware.co.uk have a very focussed online business model that has seen expand with such refinement within their market area.
What challenges are suppliers facing? The Brexit implications on shipping and duty will prove challenging for the first 6 months. With the addition of the
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pandemic, the supply chain to retail has been significantly hit. Therefore the rebuild in supply and confidence within the ‘brick’ retail market will prove the biggest long term challenge.
What is the biggest change you’ve seen? The evolution of price and supply efficiency. Years ago you had prominence in wholesalers, and this efficiently evolved over time into distributors. Now factories are able to supply direct to retailers and even drop ship to consumers. This means that commercial management is key to delivering this most cost effective supply model.
What advice would you give someone starting out in this industry? Hard work, persevere and be innovative. Everything in life and career achievement is attributable to hard work. Persevere as you will get told ‘no’ far more times that you are told ‘yes’, but keep going as you have a reputation and business to build. Couple this with innovation in product and marketing ability and you will deliver long term for your customers and for your company.
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What advice would you give someone starting out in this industry? I would say live the category and try to be the consumer (which is easier in our category than many others). Absorb content from inspirational brands in the Homewares arena and beyond, observe and ask questions of your friends and family. These are all great ways to gain insight and first-hand experience which will enable better ideas, understanding and decision-making. But the most important advice (though clichéd) is to love what you sell – it really does make a noticeable difference when you do.
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