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He has been at Riopele for over two years and, at 27 years old, is taking on one of the biggest challenges of his professional journey. The new manager for the Italian market at Riopele is now preparing to continue exploring the fashion country and to showcase the best that the company has to offer. ‘It is a market that demands attention, availability, and a strong commercial bond, including negotiating power,’ states Luca Pinhal.
In this interview, he shares his insights on the challenges and opportunities he has faced, both in the domestic market and now in the Italian market, and reveals the strategies he will adopt to continue meeting the demands of both clients and a constantly evolving industry.
Do you still remember your first day at Riopele? How has your journey evolved over time?
Yes, I do remember. It was a day dedicated to getting to know the facilities, the teams, the products, as well as the company's mission and values. Since this was my first experience in the textile industry, the initial months were a significant learning period, supported by experienced colleagues who helped me integrate into the commercial department. It was in this environment of learning and cooperation that my skills and responsibilities evolved.
You are responsible for the Portuguese market. How has the market evolved over the past two years?
I took on the responsibility for the domestic market in the post-pandemic period, when there were still significant disruptions in the markets. However, signs of hope for recovery were beginning to emerge. It was a time of great uncertainty, but, paradoxically, with an accelerated pace. Since then, the market has been stabilising, which gives us greater confidence and allows us to provide better service to our clients, especially regarding response times and delivery.
What are the main challenges in this market?
The main challenge in the Portuguese market is undoubtedly its size, especially when compared to other markets where Riopele operates. Although competitive, this market is primarily made up of small and medium-sized enterprises that lack the resources and distribution channels common in larger markets. These specificities require Riopele, as a company with significant international projection, to adopt a specific approach to consolidate its presence in the domestic market.
You are now taking on a new responsibility: the Italian market. What are your expectations for this new challenge?
It is a market that demands attention, availability, and a strong commercial bond, including negotiating power, especially due to its importance for Riopele. Although we have been operating in this market for many years, I believe there is still much to explore, with significant potential for growth and achieving excellent results.
What will be the main differences between the Portuguese and Italian markets in the textile sector?
Undoubtedly, the size of the markets is a key difference. The Italian market is much larger and consists of highly established companies in the global fashion landscape, being at the forefront of trends. This makes it more demanding, requiring us to have greater capacity for innovation and foresight. On the other hand, the Portuguese market works with smaller projects and tighter deadlines, which presents an additional challenge for teams and suppliers like Riopele.
Italy has a great reputation in the fashion world. How does Riopele continue to innovate in this market and offer new proposals to clients?
Riopele has been operating in the textile industry for nearly a century and is a globally recognised company due to its commitment to innovation and product development. These competitive advantages allow us to partner with other companies, including renowned clients such as Italian brands. Furthermore, we have a network of local agents who have a deep understanding of market demands and act as a bridge between Riopele and Italy. This valuable knowledge is integrated into our development and production processes, enabling us to provide efficient and tailored service.
How important are these two markets for Riopele?
Portugal is the market where Riopele was founded and initially developed. Here, especially in the northern region, there is a strong business fabric linked to the textile industry, serving major national and international brands. For this reason, the Portuguese market will continue to play an important role and offer considerable opportunities for the company's growth. On the other hand, the Italian market is strategically important, as it is home to major companies that set global trends season after season. This requires Riopele to have a great capacity for adaptation and reinvention to keep pace with that which is one of our main sales markets.
What are the short-term objectives you set for this new challenge?
First and foremost, and considering what I have already mentioned about the Italian market, it is essential to maintain and strengthen the trust-based relationships we have been building with clients, in order to bolster and deepen our commercial ties. Additionally, given the current volatility of trends, our goal is to explore and anticipate, whenever possible, the needs and demands of our clients.
