Part two: This month we asked bar managers and licensees to nominate their favourite reps and we spoke to each of the Top 10.
David Coia – Business Development Manager at Dunns Food and Drinks
David, 51, has been with Dunns for 18 months, continuing a longstanding career in sales within the licensed trade. He began his journey selling fruit machines and went on to work with Quattro Stagioni, Woodwards, Brakes, and Drinks Express.
Says David, “My job encompasses meeting with customers to find out their product requirements and introducing new products to ensure they keep up with the latest market trends. Also, a key part of the job is ensuring that customers are happy with service, the company, and providing a face to Dunns.
“It’s always satisfying assisting new business owners in getting their businesses off the ground and watching them grow, such as the Gatsby Bar in Renfrew.
“In recent years in order to attract customers, a lot of business owners have adapted to offer more than just alcohol, adding things like food, entertainment, events etc. Some of the venues that have stood out for me include Golf X, who have brought a different concept to the licenced trade, the Tipsy Cow, who are good at recognising and responding to the latest market trends, and the Imperial Bar, a traditional establishment which is very customer aware and great at responding to this.”
What would you call your own pub?Fur Foxes Sake!
Vicki Heenan, Business Development for Executive CVH Spirits
Vicki has been with CVH Spirits for almost two years and brings extensive experience from the hospitality and drinks industry. Her career history includes time with Anheuser-Busch, Matthew Algie Coffee, and PepsiCo.
Says Vicki, “My role involves visiting bars, traditional pubs and speciality venues to promote the CVH Spirits brands – currently custodians for the distilleries Bunnahabhain, Deanston & Tobermory as well as Black Bottle. I get the most satisfaction from making good relationships with my customers and I also love it when I get to see our brands on menus!
“I look up to Linda Mitchell (CVH Spirits) she is my mentor. I don’t think there is anything or anyone in the ontrade that Linda doesn’t know!
“I think the biggest challenge right now is the economy as every penny is so important to venues, but also to the customer. The customers that impress me are the ones who are agile and prepared to embrace new activation and move with it at short notice.
“A trend I have seen is a more focused approach to the drinks range and a more considered approach to quality. Of course, price is important, but great service and quality products are worth a little more. “In the next few years, I hope to continue my journey at CVH Spirits and working with on-trade customers. I don’t think there is a better job than calling on Scottish hospitality customers and promoting whisky – I really do have the best job in the world!”
What would you call your own pub? Appropriate Libations
Stefan Scott, Business Development Executive Highlands at Pernod Ricard UK
LStefan, 30, has been with Pernod Ricard for just over a year. Prior to that, he spent a decade in the hospitality industry working in various venues across Aberdeen. He also gained experience in off-trade sales during his time at Red Bull.
Says Stefan, “My role primarily involves collaborating with a wide range of hospitality venues in the North of Scotland. My work encompasses various aspects such as contractual agreements, brand activations, and trade advocacy. Essentially, I’m here to support these venues in enhancing their offerings and ensuring they have the tools and resources needed to succeed.
“The hospitality industry has faced numerous challenges in recent years, and this has made our relationships with businesses even more crucial. The biggest challenge has been navigating these tough times and finding ways to support our partners effectively. On the flip side, the most satisfying part of my job is seeing the businesses I work with thrive. Watching them grow and succeed is incredibly rewarding.
“Russell Davidson is a mentor whose guidance has been invaluable in shaping my approach to hospitality management. He taught me the ins and outs of running a successful venue.
“I’m currently in a place where I feel very settled, valued, and challenged, which are all important to me. Looking ahead, I’d love to continue my journey with Pernod Ricard UK and possibly taking on a different role within the company whether it’s specialising in a particular brand, moving into off-trade, or stepping into a management position.”
What would you call your own pub? Tom Foolery
Annie Harrity, Regional Sales Manager at Global Brands Ltd
Annie, 41, joined Global Brands in November 2024, following roles at Jägermeister, Diageo, Quintessential Brands, Brakes Foodservice, and 5pm.
Says Annie, “My job involves developing relationships and business across the on-trade as well as exploring new business opportunities across independent and key account groups in the West of Scotland. The goal is to drive distribution with our brands such as VK, Hooch, Franklin & Son’s and Finest Call.
“I love looking after fun brands such as Hooch, VK and Reef and taking the customers back on that nostalgic journey – everyone you meet has a story about Hooch! One of the biggest challenges that I have faced are late night venues closing or reducing opening hours – this has had a big impact across Scotland. But the ‘Day Out’ is the new ‘Night Out’. Day drinking coupled with activities seem to be growing like wildfire across Scotland, such as Bottomless and Boozy Brunches. I can confirm that this is my cup of tea – especially a wee 90s day disco!
“Customers have had great determination to overcome challenges and still manage to grow. Some customers that are passionate about their brand and have continued success include Buzzworks, Box and Gleddoch House Hotel.
“Two individuals who have truly stood out as mentors to me are Alan Halliday and Cheryl Gordon who have huge drive and determination whatever their role. “I love being at the heart of the On-trade and always have. My relationships with my customers are what make my job.
What would you call your own pub? Opulent or Resonate
Ewan Doyle, Business Development Executive, William Grant & Sons
Ewan, 31, has been with William Grant & Sons for a year. Prior to joining the company, he spent a decade in the hospitality industry as a Bar Manager with Buzzworks. He then transitioned into sales, working for two years in roles such as Territory Sales Manager at Bestway and Brand Development Executive at Edrington UK.
Says Ewan, “My current role involves growing the William Grant portfolio in the West coast on trade, but also looking for ways to bring in some more community through brands such as Monkey Shoulder. I look up to the Sales Manager’s here at William Grant as they are always willing to try out new things and lend some advice where it’s needed.
“One of my biggest challenges is trying to make it round all my accounts as regularly as possible! But being able to lend a hand, even if it’s just being able to send some glassware out, gives me a lot of satisfaction.
“In recent years I’ve noticed a real shift towards the “No & Low” category and some accounts are even offering all their cocktails as alcohol free versions.”
So, what venues are really impressing Ewan currently? He continues, “The new menu concept from the guys at The Absent Ear is exceptional and the team at Sebb’s have really hit the ground running as well”. And as for Ewan himself, he adds, “In the next five years I hope to still be working in the whisky industry.”
What would you call your own pub? Shenanigans
Part One here