Paolo Sala reveals the success secrets of his firm, standard bearer of Made in Italy footwear and leather goods worldwide, and champions an always positive and innovative approach to products as well as keeping close contact with its customers' needs as the golden rules to follow today.

From your personal point of view what is the situation on the footwear market?

Definitely difficult for various reasons: inequality of European policies, a strong euro, lack of protection for European manufacture, political, bureaucratic instability, uncertainty as regards credit... Nevertheless, it is no good complaining. The important thing is to keep on working towards a common objective to upgrade and find new solutions to satisfy clients. Therefore we must invest in new technology and products, so that in the final count Made in Italy can come back into the spotlight. All things considered, I have confidence in the future.

What factors must a firm like yours concentrate on most to achieve success?

The commitment of myself and my team is to constantly enhance every aspect: from punctual delivery to constant product quality, rapid response to requests for assistance both when ordering and post-sales.

At Lineapelle you introduced also your new Internet site... any other novelties planned?

Certainly. During the year, for example, together with some clients we have developed an 'iron-on' film which offers excellent adhesion to oiled leathers which we present on the market for the first time. Then, as one can deduce from the above replies, APC is a firm always on the move and the fair will be a great opportunity to meet potential new business partners as well as consolidate already established work relations.

In what sense is the video/tutorial project set up together with Ars Sutoria connected with your products?

The idea emerged from a need to work closely with clients in the application of our products. Therefore we decided to launch an innovative project for the footwear sector: a sort of guide to our products using a video/tutorial series clearly explaining the advantages of using APC products and how to apply them correctly. Ars Sutoria is a partner in this project, unique in the sector. The editorial staff of the magazine and teachers at the Ars Sutoria School, together with APC, have set up various videos which will gradually cover the diverse products offered by our firm. A policy of collaboration, that has already existed for many years, born of our confidence in the future and awareness of the vital importance of training youngsters of today - who will be the executives of tomorrow - in the footwear and leather goods sector.

Flexibility not only in the organization of production, but also in knowing how to accommodate the demands of the market; APC, while maintaining its core business in the leather and footwear, transforming plastic films and textiles of various kinds and consistency with resins. prints, dyes, packaging and other processing operations, in order to make them interchangeable for the end user, has also decided to diversify into the field of furniture and sanitary.

"Before the crisis of 2009, says Paolo Sala, managing partner of the company, we have created an investment plan aimed to furnishings, from which some products were born. Regarding the health field, on a proposal from a client, we realized parts of make-up cleaning pads"

A diverse production that takes place exclusively in Italy: "The Italian Companies are essentially processors, an important function that makes use of a supply chain in the context of the districts. I think it's time to start supporting policies that discourage production abroad, or we may only have a market of buyers, but do not have purchasing power. This regardless of the particular moment that we are experiencing. There is also a need to reform the rules: Italian law has large flaws that allow some operators to cheat the system.

Yet APC was able to cope with the crisis, not laying off any of its twenty employees, and making limited use of the layoffs: "Everyone working here is not a number, but it is a story that deserves the utmost respect ". In addition to a strong moral sense, Sala has also focused on a strategy where the relationship with the customer is crucial: orders are processed in two days and is always trying to satisfy the demands of the market. APC, in addition to being present in the internal market is also working with the East Asia and South America.

"We also have relations with Africa, Sala explains, a country that is becoming more and more important."