Glenn Caton, Managing director of Laithwaite’s Wine, tells Retail Week about his life working in retail.

Glenn Caton

What was your first job in retailing?

I worked for Procter & Gamble in a number of roles. It was a brilliant experience in Newcastle, London and Geneva managing accounts for Tesco, Morrisons and Kwik Save.

Which retail company do you admire most and why?

Apple. It has transformed expectations of the retail environment through attention to detail.

What is the trait you least like in yourself and why?

I don’t like losing, I like winning. You push yourself very hard and it’s exhausting.

Who have you learnt most from in your retail career?

Robert Hiscox at Hiscox. He built trust in a category and he had very clear personal values. His message was always “good enough is not good enough”.

What advice would you give someone starting out in retail?

Skills, knowledge and attitude are the key things. It is attitude that sets the best from the rest if you do things with passion.

What keeps you awake at night?

The overall challenge of trying to win in a recession, and motivating a workforce of 800 people in the UK.

What’s the most satisfying part of your job?

Diversity. Every single day is different. It’s a tough market and working with great people to deliver great results is satisfying.

What’s your proudest achievement?

Helping to build the Hiscox brand from an unknown Lloyds insurer to a highly respected, completely differentiated brand in a commodity market.

What job would you have done if you hadn’t become a retailer?

If I was good enough, played professional rugby. And I fancied being an architect.

What’s your favourite shop and why?

Waitrose, particularly the deli and food counter. It has a fantastic range.

What was your last purchase?

A case of Laithwaite’s vintage champagne.