Developing 10 per cent market share for a start-up product category in 12 months.
What would be your dream brand to work on and why?
BMW. I really like the way they manage the brand and the continuous effort to build equity. I also like the product.
I'd be surfing with my son.
What was your big break?
Making a conscious decision to get into the cellular industry in Australia because I thought it would offer a great career path as the industry grew and matured.
Who was your mentor and how did this person influence you?
I have had plenty of mentors along the way.
The first was an experienced sales manager who taught me that the customer was the most important person in our business.
The second was a managing director who allowed me to believe that my ideas could be exploited and that I should always be pushed for what I believed in.
The third was a marketing director who clarified for me that a company must identify the customers it required to market to and to not lose sight of them.
Is there a secret to your success?
I don't think I am very successful yet. However, I think hard work and team work are the winning factors.
How do you handle difficult clients?
Putting yourself in their shoes is always a good way to examine how they might be behaving. Ultimately if a client or a customer does not feel as though they have a good deal, then you have not won. Business is ultimately about some trade-offs.
What advice would you give to the next person to do your current job?
Do not lose sight of the main objectives. Everything else is less important.
What are you currently reading that will help you in your job?
I am reading the Nokia Revolution by Dan Stienbock.
Who is the business person you most admire and why?
I admire many business people and leaders. However, I do like Sir Richard Branson. I think he has wonderful vision and is not intimidated by taking steps.
