23 consideramos pueden completar la gama ya existente. Podremos hablar de ellos extensamente más adelante cuando estén total- mente desarrollados. Una pregunta optimista. Con la incorporación de Xavier Farran y los nuevos productos, ¿qué acciones va a empren- der y que resultado espera? En primer lugar queremos consolidar lo que ya tenemos, nuestra clientela es muy fiel y eso nos ha permitido mante- nernos en unos años difíciles.A partir de aquí, tenemos claro que, en un entorno de recuperación económica, estaremos preparados para nuevamente crecer con la ayuda de los nuevos productos y reforzando nuestra actividad comercial, sin olvidar los mercados exteriores Interview José Prat (General Director of Tela Prat): “TOur goal is not to just sell more but to improve customer satisfaction” oday, when textile companies are forced to make structural changes in order to face the challenge of fierce competition and weaker demand levels, we interviewed José Prat, the General Director of Tela Prat, and a company tion with those designing the collection. For in order to work, this department needs to get information directly from clients.That is essential. You are exclusive representatives of Klopman and Rivertex.What is their share in your sales volumes? They make up about a third of our sales volumes. Especially Klopman, so impor- tant to us because we share the same philosophy and they contribute a diffe- rent vision of the marketplace, for their fabrics are of superior quality, and you know that many times, a decision is made based on prices. You are about to present new fabrics. What are they like, and what needs will they meet? They’re mostly fabrics addressing seg- ments we were not addressing, and we feel that we are now completing our pro- duct range.We can talk about them in detail once they’re fully developed. with a history of a whole century. Well aware of the need for ongoing innovation in today’s marketplace, the com- pany is about to present new fabrics, expanding its extensive catalogue, and marke- ting as well Klopman and Rivertex as their exclusive distributors. Tela Prat has also made a substantial change, by designating Xavier Farran as Sales Director. He is an experienced professional who has devoted his career to the textile sector, serving in many prestigious companies. Josep Prat, General Director of Tela Prat, shares his views with us. His company has a young spirit that knows how to adapt to market situations, at all times. Innovating and offering diverse products seem to be your motto It’s the way if you want to continue to be in business. And I’d add quality to that. For we always try to offer clients the very best products, and in the end they recog- nize this as an added value. As to diver- sity, we are also consistent, and try to offer the uniforms sector the most exten- sive and complete number of choices. What do you bear in mind before you design a product? Above all, market needs.We try to bring out innovation so that our products are differentiated, contributing more added value to whatever uniforms or clothes our clients will make. In fact, there are many products that resulted from our close collaboration with clients. Do you believe that your company can provide an integrated solution in terms of fabrics for workwear and uniforms? I’d say that we bring them one of the most extensive and complete range of choices, if you think of Klopman fabrics as the very best in European markets, and global markets as well.Their catalogue complements our own, and meets the needs of specific, differentiated areas. It’s usually said that fabrics are only sold if shown, and you have chosen to bring in an expert in the textile sector, Xavier Farran.What are his most remarkable qualities as a sales man? In the first place, his expertise. Also, his enthusiasm and ability to work. I believe the relationship will be enriching, for both of us. This is an optimistic question: now that Xavier Farran and the new products are all ready to work, are there any actions you will set in place? What results do you expect? Of course, everyone wants to sell more. What are your challenges or goals? I’d say it’s to sell more, and better. It’s not just selling more, but improving cus- tomer satisfaction and generating enthu- siasm in our team, so that every member can contribute their very best. If you attain these goals, then results will be the natural consequence. In the first place, we seek to empower our strengths, our clientele is very loyal and this has made it possible for us to survive for so long, even through difficult times. From now on, we know that within the frame of economic recovery we will be ready to start growing again, and new products will contribute to this, as streng- then our activity, also with an eye on fo- reign markets. What will Xavier Farran’s role be? Xavier Farran will be in charge of the sales area, our sales team, empowering new products and working in collabora- JOBWEAR 69 No II / 2014