8/Celebrities under the spotlight 57 Dick Casteleijn,Area Commercial Director of FE Engel: “Only the best will survive, and the best are not always the largest” Dick Casteleijn is Area Commercial Director of FE Engel since 2006. The company, founded by Carl J. Engel in 1927 – specializes in manufacturing and supplying high-quality workwear, always in search of offering the best durability and resistance. With headquarters in Hadersley (Denmark), this business has always remained loyal to core its values: reliability, flexibility and the satisfaction of a job well done. This philosophy also applies to other brands by this company: Work Zone, workwear with modern design; Sunwill and its full range of trousers for men; and Deerhunter, hunting clothes. Dick Casteleijn boasts a long history as a professional in this sector, “I work in this sector since 1992, when I joined Zeeland Supply. At that time, I was already interested in workwear and the manufacturing process”. The company located in Terneuzen (Holland) marketed industrial supplies, personal protective clothing and workwear. Casteleijn served as Head of Domestic sales and Production Director, from 1992 to 1997. Later on (1997-2006) he worked as Area Commercial Director for Kwintet Workwear, in Breda (Holland), a subsidiary of Kwintet Kansas from Odense, Denmark, manufacturers of workwear products. So, with some 20 years dedicated to the workwear sector Dick Casteleijn’s expertise and knowledge enable him to suitably assess and value the present, with a clear intuition about the future. “Mainly because of the current financial situation in the world, and also because competition got fiercer, the sector has become much more demanding. This means only the best will survive. I point out that the best are not necessarily the largest. Consumers’ needs change all the time, faster and faster, so it is only companies with updated collections and offering impeccable service that will be able to succeed”. Do you believe that fashion and trends have a major impact on workwear? I do. I believe trends are important because even though it is performance and durability that matters in terms of workwear, this does not mean design, attractive and modern, will not contribute to consumers’ recognition. How important is the R+D+I department in this sector? Do you believe this department is valued as it should, in terms of what users can appreciate? This area is very important, as users’ needs evolve and change all the time, so we are forced to study and develop fabrics and designs that will meet their needs. As to recognizing the actual value, I must say I believe that R+D is not truly seen as it should, and this may be because the public lacks information about what companies are doing in this respect. What would you recommend to the young people who are studying to work in this sector? Mainly, that they need to focus on users’ and potential clients’ needs, and to follow up closely. For these needs change continually. What are the commercial actions that would better help companies in this sector to effectively reach their clients? Without a doubt, the Internet is a great facilitator, in terms of both communications to clients and the promotion of products. But distributing catalogues is also important, and above all, it is that personal contact that makes clients feel they truly matter. Dick Casteleijn is an expert in this sector, but he admits he would not mind a “change of career”. “That’s because my favourite career is that of a millionaire. However, if I can’t do that, then I’ll better continue to do what I’m doing today”.