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In conversation with…
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Ian Campbell-Smith
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We speak to the co-founder and director of Palladio Associates, one of the UK’s leading fashion agencies.
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Q&A
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How did you get into the fashion sector?
I started work folding sweaters in Benetton when I was 18. I was so happy; Benetton was the coolest place to shop in my local town at that time, so I loved my job.
What made both you and your business partner Shaun start your own fashion agency?
We had both been working for British designers in the late 1980s (Sara Sturgeon/Ally Capellino) and I was travelling between Hong Kong, Los Angeles, New York and London, and could see the growth of contemporary brands. We thought there was a gap in the market for an agency to offer something different that was not so branded and that would appeal to younger customers. We opened our doors in 1990.
Can you recall some of the first designers you both represented?
We represented Ally Capellino, Artwork sweaters (who pioneered the use of denim yarn in knitwear) and John Rocha.
How would you describe your agency?
A family business with a great service ethic.
How do you know which labels are right for the UK market?
We both listen to what our customers are looking for and also work on instinct when bringing on new brands.
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How involved do you both get with your brands?
That depends. With some of our brands we work really quite closely with the designers at the planning stages and we have a big say over what is brought to market, with other brands that is not the case. There is always a feeling of great expectation when the cardboard boxes with the new collection inside are opened up before the sales campaign starts.
How do you ensure there is no conflict of interest between the designers you represent?
We look for category businesses that buyers would naturally buy together. Then we try and add complete total look collections from brands that have their own DNA. Hopefully it works!
Palladio has supported Scoop since it launched in February 2011 and has showcased many of your collections at the show. Why is Scoop an important exhibition for you?
Scoop is the event we most look forward to in our sales season; it is the party you cannot wait to go to. It is slickly produced, exceptionally well curated, well attended by a great mix of buyers and it is held within beautiful surroundings.
What is the secret of your successful agency?
There are no secrets. We try and give the best service we possibly can and at the same time be as helpful and honest with our customers. We look to build long term relationships with the retailers we work with. And have some fun along the way.
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