Interviews

Barbara Roscini and Monica Villacampa about fashion, retail, startups and more

By 15 April, 2020 No Comments

As you may know last Thursday we launched our first Instagram Live Talk with the promise to be closer to our clients, partners, other entrepreneurs. Our first guests were Barbara Roscini, the Art Director of Brunello Cucinelli and Monica Villacampa, the Sales Manager of Salesforce.

Probably some of you did not have the time to attend the live session, so we are presenting a short recap of the talk here:

Barbara Roscini

How is covid-19 affecting the way you approach your partners and collaborators? Are their requests and expectations changed?

Answer: This crisis is changing our way of thinking, our priorities. We start thinking and valuing more of our health and the health of the planet. This, in turn, is changing our values and creating new behaviors. We are making a shift from consumerism to a more thoughtful way of purchasing goods. We will start paying more attention to what we buy, where it’s made and how it’s made. And for this reason, sustainability is one of the major themes that the fashion industry is facing. As we know, the fashion industry is also one of the most polluting industries. Many fashion designers are rethinking their collection and how to produce them. Producing so many collections are causing major pollution in the world, so it is now changing. Technology can be of great help to cease this. Now, most of the companies will shift to eCommerce, but technology, creativity, and the human aspect should go hand-in-hand. These technologies will help the brands to sell, to communicate, to advertise focusing on maximizing sales and engagement through technology and human contacts. Improving personal shopping, targeting clients and their needs.

Which shift has the biggest impact on the conversion of luxury goods?

Answer: Now people would be looking at what they are actually buying, they want to know the exact value of the product, and most probably, they would like to buy something aseasonal, minimalistic, something that lasts.

3 key insights that will mark your industry in the short and medium term.

Answer: Technology – creativity – sustainability

Monica Villacampa

How is your team work changing due to the current situation?

Answer: I think we are all in the learning course right now. Nobody was expecting this situation. So we all are trying to adapt to it. Of course, it is tough working from home, because you don’t realize but you are all day in front of the computer, all the time with headphones, with little or no breaks. In the beginning, it was tougher, now our team is getting better prepared to work from home.

Pros: Save commute timings, force some companies to have future flexibility (WFH, Selling from home, Doing business from home) 

Cons: Time management (+ amount of calls, family is around, time management, no difference between work & live impact the wellbeing)

Tips: Take care of your people  – show empathy, keep them engage (Daily huddle meetings, reduce meeting times, put them monthly challenges, virtual plays – initiative to keep the motivation)

Business (Business calls during the morning – start earlier, work with tools that help productivity, Be concise and clear giving messages – Short and sweet).

Recovery plan, survival plan or disruption plan? What would you suggest to companies which have being affected the most by the current situation? 

Answer: Focus on relationship: Relationship building — that’s what the old world of selling involved. Face-to-face selling was a requirement for success, especially in a B2B context. But now, sales reps are facing a different world.

Use technology: With data-driven insights being handled by artificial intelligence (AI), reps can easily identify the individuals and accounts with the greatest propensity to buy, freeing up their time to do things that can’t be automated.

Collaboration across business units will become more critical.

How is the relation between VC and startups changing? New approach and communication?

Answer: Startups are more dependent on the VCs. They need to re-work on their business plans and find efficiency with their providers. It’s also important to take this time to prepare the business to come out from this situation stronger than before. 

  • Challenge the software that the company is using
  • Challenge the systems you are using – are this helping to work close functional efficiency
  • Invest in your people (Webinars, courses)

This was the short recap from the first live session, stay tuned because we will be having so many other interesting guests.

Leave a Reply