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Monday February 4 2019 THE NATIONAL MOTORCYCLE MUSEUM, BIRMINGHAM
MARK FOXGeneral Sales Manager of EPE Group at Bradford in West Yorkshire On the road
I have regular meetings with our strategic brand partners too. This can involve joint meetings with the brands and the independents.
I also jointly sit in board meetings and am
involved in discussions with the directors to provide an oversight and strategy to further develop the future of EPE.
What’s your background? I began my career in the Regular British Army, serving with the Royal Artillery. From there I moved into retail, working at Sainsbury's as a department manager. I then moved into sales with Vimto Soft
Drinks, followed by an account management role with Silver Spring Soft Drinks. More recently, I was with Spectrum Brands working within the Varta Consumer Batteries Division. I was there for eight and a half years. I’ve been with EPE since April, but it doesn’t
feel like a new role because I’ve worked closely with EPE managing director Noel Pamment as a key supplier for the past three years. I’m absolutely delighted to be working for a company that has been listed in the ‘1000 Companies to Inspire Britain 2018’ report by the London Stock Exchange Group [an annual celebration of some of the fastest-growing and most dynamic small and medium-sized enterprises (SMEs) in the UK] and to have the opportunity to have an input in their continued growth.
How do you spend an average day? I start with a gym session as it gives me the energy I enjoy!
I then spend the day engaging with my
sales team: either accompanying them on visits to customers or via phone and email contact.
What’s keeping you busy? I’m introducing myself to all our customers, engaging with the key brands and attending meetings at their relevant head offices. I’m spending time with my team and implementing new procedures to ensure the sales team become even more efficient and proactive account managers. This, in turn, will ensure we exceed our sales targets.
What’s the best aspect of your job? Without a doubt the best aspect is mentoring, developing and coaching the sales team to achieve their goals through my professional guidance.
What’s the worst aspect of your job? Not achieving targets! However, as a team we will achieve and exceed targets with my positive and enthusiastic attitude.
What car do you drive and why? A Toyota RAV4 Hybrid. It’s very fuel-efficient which benefits me, the business and the environment.
What’s the biggest issue facing the housewares industry? The demographics and behaviour of customers using various ways to engage with retailers. Also, retailers understanding that brands carry and resonate awareness. EPE is working closely with the brands and
the retailer to make value from the current footfall by, for example, in-store executions.
What are the biggest challenges facing retailers? Retailers need to understand and be aware that the brands innovate - but the brands are challenged by sub-brands that allegedly offer large margins which, in reality, they sell for a cheaper price. This is reflected in turnover, which then leads to the question: does this work? Again, EPE are working with the brands to
offer retailers their combined knowledge of the industry. using current GFK market data and trends.
And the biggest opportunities? Buying through EPE! We give retailers a greater buying power. We offer 37 market-leading SDA brands with over 1,500 SDA products across 17 SDA product categories. We have a national sales force and we offer £100 carriage-paid. EPE offers retailers an easy engagement with
brands, and distribution to get the products in their stores efficiently.
What advice would you give to someone starting a career in housewares sales? Listen to your customers’ needs, take advice from the brands and engage with market data and trends.
What do you do outside work? I spend time with my family. We walk, and we love holidays - especially visiting our family in Australia. I follow most sports but I particularly like
rugby, football and boxing. A healthy lifestyle is very important to me and my young family.
Fifteen years ago this month in Housewares Magazine…
• Tefal teamed up with Jamie Oliver to develop a range of stainless steel cookware designed by the celebrity chef. The Jamie Oliver Professional Series by Tefal was due to hit shelves by October.
• Selfridges won Housewares Magazine’s Mystery Shopper report of Manchester city centre. The department store at Exchange Square beat rivals Kendals, Bhs, Debenhams, Marks & Spencer and Peter Maturi & Sons for ‘combining excellent, enthusiastic service with a massive range and stunning visual merchandising’.
• Rayware wood placemats and coasters; KitchenCraft JarKey can opener; Butterfly Elite stainless steel tea, sugar and coffee canisters; Alessi electric kettle; and Meyer Anolon cookware were the best sellers at Red Barn Trading (Darlington), Bennetts (Derby), The Kitchen Range (Kent), La Cuisine (Portsmouth) and Scott & Sargeant Cookshop (Horsham) respectively.
• South-west homeware chain Lawsons was moving its Plymouth store and due to extend its Totnes outlet. No changes were planned for the Tavistock branch but a new shop was on the cards (Ivybridge opened in 2006). The family business was also preparing to celebrate its centenary in 2004.
• The winners of the four housewares categories of the Industry Awards 2003, organised by Housewares Magazine, were Boa Housewares Clam knife block (kitchen equipment category), Gaggia Evolution Espresso coffee maker (small electrical appliances), Le Creuset Formula cookware (cookware & bakeware) and Villeroy & Boch New Wave tableware (tabletop products).
Source: Housewares Magazine May/June 2003
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