Celebrities under the spotlight 35 Juan Arévalo Ruiz (Juanju): “You should never eat the cow, for then you won’t be able to milk it again” Prendas Industriales Juanju, S.A. is a company that specializes in making workwear. Created in 1985, it was the result of a merger of two firms in this sector, back in 1977, though its ma- nager, Juan Arévalo Ruiz, was already an expert for he had star- ted working in this sector in 1962. We interviewed him to learn about his early beginnings.“I star- ted working in this business with my wife, who used to work in the shirt-making sector. Her name is Juana, so we chose to use both our names for our company: Juanju. Now, the business is managed by our son, Juan Arévalo”. We want to learn what Mr. Arévalo Ruiz thinks of the current situation.“Clients won’t come by themselves.You need to go out and find them.There are many adjustments to be made in order to offer clients the service they need.This is a war, though not like those fought by Roman soldiers.Today, it’s glo- bal and we all take part in it: the countries’ financial interests, the dominance of materials, business agreements...but only a few notice that de-localization in this industry means the wea- kening of an sector that leaves so many people unemployed”. Juan Arévalo also tells us that they are fortunate because, when working for end clients, they service large companies in the industry and healthcare sectors, grouped in corporate agreements, and this means that workwear must be renovated according to terms.“Though price will greatly influence deci- sion making, safety rules and standards must be complies with, so clients choose quality products at good prices.The same is true of Law-enforcement, Civilian protection, Security guards...for all of them need quality workwear with excellent properties and performance. In this regard, our R+D depart- ment carries out tests, to ensure fabrics are the most suitable”. The company makes a full range of workwear items for va- rious sectors: industry, healthcare, hostelry, esthetics, cleaning services, security, in addition to footwear and accessories.This means that the client portfolio will also include medium-size and small clients.We ask our interviewee about the company’s structure and methods, and he replies. “You need to bring new designs and colours into your catalogue, all the time, for this works as an incentive.And we also need to be very accurate in terms of stock, because clients will only order what is strictly necessary. I’d say our secret lies in variety and a very complete collection, and proof of this is that some of our series include trousers in five lengths, shirts in three, and now, we are wor- king on jackets, also in three lengths. In terms of customization, it is truly a good thing for us that we manufacture our own products here, so we can produce small quantities. It means products are virtually custom made.We change and modify not only models and sizes, but can embroider or print (seri- graphy) the name of the employee, or any other ID, if compa- nies sign in for outsourced maintenance, for instance.This is not possible with impor ted products. So this, in addition to our effi- cient post-sales service, means we continue to be successful”. Today, over forty people work at Juanju, in addition to those working at workshops exclusively dedicated to this company. We ask Juan Arévalo what it is companies need to do in order to survive and continue to grow – albeit gradually – at such times as these. He says, “You need to offer clients products that are not just standard, with an excellent, personal service. Innovation, new ideas, longer hours at work and perhaps, a re- duced profit margin, and opening new markets abroad. All of this, together. We are doing this and already have clients in the UK and Portugal.We also started to expand, with a new pro- ject involving clothes in the fashion sector, both classic and ca- sual, carrying the seal of our long experience in what we do”. At the end of our interview we ask what his advice would be to his son.“I tell him he needs to reinvest money in the com- pany, in new equipment, in growth and projection...In our country, we find so many examples of people that would spend their money on new cars or houses.With a company, this will not do.You need to take care of it and invest.You should never eat the cow, for then you won’t be able to milk it again”. JOBWEAR 59 4o TRIMESTRE 2011