Listening to the market
Silvio La Cava, sales manager at Schmid, talks about his experience in the fashion industry and his daily work, revealing some trade secrets
«To do our job properly, you need more than just the ability to communicate with clients. You need passion, curiosity, the capacity to identify and be ahead of new trends and developments in the sector. In a market that is increasingly complex, as it is now, it isn’t easy». With these words Silvio La Cava, sales manager at Schmid, describes his job. «Every day I’m in contact with the sales team on the ground to define and plan medium and long-term initiatives for our clients. But I’m also engaged on other fronts, to attract new clients and ensure that potential clients know us. Personally, I work closely with many fashion houses, supporting them and advising them in the creation of their collections«.
Silvio, can you tell us how you started with Schmid?
«I joined Schmid five years ago. I was attracted by the company. I knew its potential and I knew that its products had very few rivals. I wanted to progress professionally working for a high-profile company, for this reason, when I was contacted I didn’t hesitate and accepted the job».
Were you familiar with the fashion industry?
«Yes, before Schmid I had worked for 10 years with another converter (the Stilla group) specialised in the manufacturing and processing of items for footwear, leather goods and haute couture. But I didn’t start my career in sales. Initially, I was an assistant in the company’s research and design department, then I moved to manufacturing, where I became the manager. That way I obtained excellent technical skills, to the extent that some of the main clients speak directly to me for support and advice. From there to managing the sales team, it was a short step».
In 2010 you joined Schmid. Can you take stock and describe these years with the company?
«Looking back, it seems like I lived them in one shot. We have done many things, especially lately with the new management. We have reorganised and expanded the sales network and gained new clients with a great potential. But above all we have worked on and improved on our products. A revolution that is giving us great satisfaction. Until a few years ago, Schmid was associated with only a few types of products. We have increased the range, offering articles that fulfill the needs of many of our partners».
What are the initiatives introduced by the new management that have struck you most?
«A new frame of mind. There is a greater awareness towards clients and towards what happens in the market place. We have evolved, we speak the same language as the design departments and we are closer to the fashion houses. We have made great strides in terms of communication. We are a more modern company, in sync with the times, and market players are aware of these changes. I am very satisfied with what we managed to do and I think that time will prove us right».
