Mark and David Van den Bergh:Brothers Mark and David Van den Bergh set up Max Benjamin – named after their twin nephews – six years ago, making scented candles and room diffusers in Enniskerry, Co Wicklow
What’s the most unique thing about your business?
Mark: We’ve created a luxury product that’s not overly expensive. It’s a quality product with natural wax and the packaging is very important. Whereas most candles are made from paraffin wax, ours use natural wax which include materials such as rape seed and bees’ wax. It’s healthier to burn and more environmentally friendly.
What was the best piece of business advice you’ve ever received?
David: That it’s worth investing in the quality of products. Our raw materials are expensive, but they create a product that’s value-added for the customer.
What’s the biggest mistake you’ve made in business?
Mark: We had a unique product that didn’t have a unique selling point. Before Max Benjamin took off, we were making church-style candles and doing really well selling to Selfridges, but then came a lot of imports from eastern Europe. With all the cheaper products on the market, we couldn’t convince the buyers.
And your major success to date?
David: Establishing an Irish brand with an international reputation and selling through the major retailers in the world. We are now selling in shops such as Brown Thomas in Ireland, John Lewis, House of Fraser, Fortnum Mason in the UK, Alsterhaus and Karstadt in Germany and Mitsukoshi and Takashimaya in Japan.
Who do you most admire in business and why?
Mark: The one person who I would have a huge amount of admiration for would be Tamara Mellon, who founded Jimmy Choo shoes. She started a luxury shoe band from nothing. She’s a single mother and borrowed money from her father to start up from scratch.
Based on your experience in the downturn, are the banks in Ireland open for business to SMEs?
Mark: I think they want to be, but they’re not really.
David: We’ve got support from our own bank, but it’s a struggle and you’ve got to really prove yourself.
What one piece of advice would you give to the Government to help stimulate the economy?
David: It would need to address the problems companies have with banks and support from business agencies such as Enterprise Ireland and the County Enterprise Boards.
What’s been the biggest challenge you have had to face?
Mark: It’s one thing getting into stores in Ireland and abroad and another thing staying in them. The challenge is to get re-ordered.
How do you see the short-term future for your business?
David: We’re looking to expand into international markets in the Middle East and Asia. We’re also bringing out new products about twice a year. People ask why we don’t go for the French or American markets, but you have to focus on the markets you’re already in.
What’s your business worth and would you sell it?
Mark: We haven’t had it valued. Our 2012 turnover will be €2 million. We’re enjoying it too much to sell it.
David: We’re too young to sell it yet. We see a long future ahead.
In conversation with
JUDITH CROSBIE
