Designer Martin Kastner discusses the attention to detail and passion that goes into each piece of the Crucial Detail collection that brings the focus back to food and elevating the dining experience for the restaurant guest.
A question we’re often asked at TabletopJournal is what makes Steelite so special and how do they continue to grow their business? After spending much of today in product review sessions where new product after new product was showcased, along with new uses and updates for existing products….you might well assume that the answers to be those questions would be product related.
| After all, today they had 13 rooms reviewing Steelite and partner company products, with no shortage of creative tabletop in sight….each room offering its own new, creative arrow for the Steelite USA sales quiver. As a tabletop leader, to the outside world it might easily appear that it’s the products and the prices they sell them at that gets Steelite to its leadership rung on the tabletop ladder. And, while strong sales and profit growth were highlighted in the morning’s opening session…it is the growth in Steelite as a leadership brand that stands out among the many positive highlights. |  Steelite's new WNK pattern JAVA is an example of a creative re-vamp of a classic flatware pattern done in 18-10 stainless steel. |
However, from what I have witnessed in my very short visit at this sales conference, it’s far more about the people – and their passion – than it is about the individual product that leads to the success at Steelite. While their products are the most creative products of their types, in the end what is impressive is how the Steelite people use these products to provide solutions to their customer’s tabletop problems.
From VP, National Accounts Tony Taneal to Denver area Sales Rep Ron Gallman to Tabletop Specialist Mary Beth Miller to Midwest Sales Manager Jack Eaton…. they all shared the passion for selling tabletop with each individual encounter we had with them, as did many others whose names I didn't get. It is this passion for providing tabletop solutions that seems to run throughout the Steelite organization.
Today’s product breakout sessions were a good example. Each upbeat and fast moving session was run by a knowledgeable expert whose passion and energy was on full display. You saw it in the informal hallway gatherings - discussing this product or that...how they might work to solve a particular customer's problem. Other companies may try to compete on a product basis, but Steelite seems to be competing on a talent basis….and their inventory of talent runs deep.
From VP, National Accounts Tony Taneal to Denver area Sales Rep Ron Gallman to Tabletop Specialist Mary Beth Miller to Midwest Sales Manager Jack Eaton…. they all shared the passion for selling tabletop with each individual encounter we had with them, as did many others whose names I didn't get. It is this passion for providing tabletop solutions that seems to run throughout the Steelite organization.
Today’s product breakout sessions were a good example. Each upbeat and fast moving session was run by a knowledgeable expert whose passion and energy was on full display. You saw it in the informal hallway gatherings - discussing this product or that...how they might work to solve a particular customer's problem. Other companies may try to compete on a product basis, but Steelite seems to be competing on a talent basis….and their inventory of talent runs deep.
Steelite's recent acquisition of Royal Crown Derby is already yielding new products. Royal Crown Derby Entertains is introducing six bone china patterns all made in England, reinforcing the brand's "self assured" authenticity.
So, while there can be no doubt that Steelite has some truly creative products – with many more on the way - it is the people and their talent – and, yes, their passion - that are perhaps this company’s most impressive assets.
