Robert Giles is chief executive of Victorian food processor SPC. He answers our CEO Q&A.
The one I have probably taken the most from was a business coach quite a few years ago. He said: “A steady hand at the tiller is the surest way to your destination.”
“Consumers love our products and our brand, because there’s a connection with the farmers and that heritage of growing up on peaches and ice cream”: SPC CEO Robert Giles.
So for me, it was changing my mindset from selling to negotiation. They are always going to buy from us.So again, taking the emotion out of it and understanding what you want to achieve. The retailers also want to achieve consumer demand and good margin, so they will be open to those conversations. It is not easy to make margin, but they need us to be sustainable, and we need them to provide access to the consumer, so you have to find a way through.
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