The global licensing community is powered by an incredible group of professionals whose diverse backgrounds and creative energy drive innovation and excellence. Each week we profile one of these professionals in this ongoing series.  

How did you get into licensing (or how did licensing find you)?
My buying journey began with Target Australia back in the early ‘90s and for as long as I can remember, licensing has been a key part of that. The first big deal that made a major impact on me was with Australis, a make-up brand that was known for its fun and colour. There was also the “Designers for Target” program with Stella McCartney, Missoni, and many more. Customers camped out prior to the store opening for that first launch and stores reporting being sold out by 10 am.

My career moved into menswear, where I had a crash course in sport-related licenses. Key initiatives included the Socceroos, AFL, Cricket Australia, and Shane Warne’s underwear range, Spinners. This was a big deal and I can still remember when he came into the office to speak to us.

Finally, I made the leap into toys, leisure, and licensing where I got to live, eat, and sleep licensing. In those days the Toy Sale was a BIG DEAL with weeks spent in preparation. For one day the entire Target store was turned upside down so we could bring in palettes of toys and kidswear to presell in July for Chistmas. Licensing was such a critical part of this, enabling us to create focal points and introduce customers to many of the latest products.

What’s a “typical” day in your current position?
My job could be best described as “herding cats,” trying to gain an edge between licensors, vendors, the buying team, and marketing to create something special for our customers to enjoy. One of the more memorable collaborations was a Disney week where we took over the catalogue and showcased products in numerous categories.

What are the most significant trends or changes that you’ve seen in the business in recent years?
Today, retail is tough and retailers are cutting costs and being risk averse. The trend is to cut costs, including floor space and staff. However, customers are looking for experiences and if they want boring and basic they can buy that online without staff. This means that anything a bit different is really standing out. Bluey as a license in Australia has been excellent with things being rationed and selling out fast. It is a great lesson for an iconic retailer like Bunnings—which has been struggling with a DIY downturn—to reinvigorate their customers.

What keeps you up at night? What’s your biggest challenge these days?
My job [with Licensing International] will be to share global best practices with the community in Australia and New Zealand. And, to share back to the world what’s trending here and the successes.

In your opinion, what is the top skill every licensing executive should have in order to succeed?
Be a calculated risk taker and keep an open mind about licensing. There is always a new time and a new customer. 

What’s the best piece of advice you’ve ever received, or what’s your favorite quote?
If you are not trying new things all the time and failing at some of them, then you are not trying enough.