A E P O R U E Nbusiness in Italy www.european-business.com

CONTENTS TEXTILE & FASHION INDUSTRY Conte of Florence Distribution SpA An Italian revival: Tribute to sportive fashion Cris Conf S.p.A. Italian Luxury Fashion: Where Style is DNA Santori Pellami s.p.a. A tradition of fine leather CONSUMER GOODS Deoflor S.P.A. The scent of sustainability FlavourArt srl The tasteful side of smoking INTERIEUR DECORATION & OBJECT MANAGEMENT NovaBell S.p.A. Turning nice into stunning with ceramics 4 6 8 9 10 12 3 www.european-business.com FOOD & BEVERAGES Buscaini Angelo S.r.l. The fresher the better CONSULTING Lutech S.p.A. Facilitating the digital revolution 14 16 INDUSTRIAL SUPPLIES, SERVICES Color Project European Srl First impressions count ELECTRICAL ENGINEERING HSD SpA Leading the way with mechatronics 20 22 IMPRINT Publisher: International Business Verlag GmbH Address: Landersumer Weg 40 · 48431 Rheine · Germany Phone: +49 5971 92161-0 · Fax: +49 5971 92161-854 info@european-business.com · www.european-business.com Editor-in-chief: M. J. Brinkmann

Conte of Florence Distribution SpA Cte Luini Snc 55011 Altopascio (LU) Italy  +39 0583 201600  www.conteofflorence.com The place where designs and production meet: The Conte of Florence headquarters in Tuscany Italy. But I believe there is much ther that will make it succeed on ers. They are exactly the kind new ideas with his team. And he more potential out there in the the globalized fashion market. of sophisticated and yet sports- works hand-in-hand with our pro- world. Beside key European mar- If one takes a closer look at the loving clientele we would like to duction, most of which is still in kets like Germany and France I fashion and apparel products sold reach now in the US market,” Europe,” says the CEO. “We have am currently looking at the US in by Conte of Florence, the urban explains Carlo De Carolis. Conte achieved the best results with this particular. We will distribute Conte fashion sportswear philosophy of Florence has also developed tandem approach and are well- of Florence fashion there this stands out in both the women’s unique products for the more ur- equipped for the future due to it.” spring. This is a very exciting step and men’s segments. Knitwear ban crowd though. Their ‘cappello Conte of Florence is also looking for us!” And Carlo De Carolis does and polo-shirts are amongst the gioiello, a booble hat for women at a bright future simply because not like half-hearted decisions. best-selling items, but there are featuring shiny crystals, is among the brand speaks for itself. “Story- For his business development jackets, pants and accessories as the highlight products of the telling is a big buzzword these plan he got the former VP USA of well. A market that comes natural company’s accessories. Of course days. But you do not make a poor Geox on board. Yet another man to Conte of Florence is the market such products do not come by product better simply by adding with a proven track record in tak- of golf enthusiasts. “Golf players chance. “We have a dedicated a good story to it,” muses Carlo ing a company just that step fur- are somehow our natural custom- art director who develops brand De Carolis. “Our current brand re- vival is authentic because we truly can go back to our roots, a tailor’s shop in the center of Florence, and we do still sell quality – at an affordable price in the 21st cen- tury. That is hard to beat by the competition.” Carlo De Carolis is on a mission. And he excels at it: “In times of change and new developments, the cultivation of relationships is key, within the company and with new and old business partners. It’s fantastic to be part of this.” ❙ N A E P O R U E business Accessories are leading ahead in the design fac- tory of Conte of Florence Only the best materials are used – and classic shirts and sweaters are still bestsellers 5 www.european-business.com

Production at Pinko relies on manual skills complemented by state-of-the-art tech- nology Pinko’s monobrand stores have a great visual appeal and underline the lively and sophisticated character of the brand If one takes a peek at Pinko’s look company’s own design and tailor- cates. “And fashion of course has brand stores as well. Frankfurt and book, one can easily grasp what ing is one factor that assures this. become a major ingredient of all Hamburg are locations we are tak- Mr. Negra means: The Pinko visu- Relying on European and Middle social media networks. We also like ing a closer look at at the moment, als are unique. And they go hand East origin for most of Pinko’s sup- to use these to keep in touch with and also Zurich,”notes Mr. Negra in hand with the names Pinko plies is certainly another. our customers.” chooses for its styles: Military Gold, Pinko is a success story made in Power Glam or Wow White. “We Given the very visual character Another step Pinko is taking is Italy. So what does the future hold? have found the right marketing of fashion, online commerce is a making the brand even more in- “We definitely want to drive up people to support our branding,” major topic for Pinko. “We have ternational. While the company is sales internationally. And possibly Mr. Negra underlines. “Any woman used the online channel for six eyeing up a consolidation in the creating the most desirable Pinko who is dedicated to dressing up in years now - in addition to our col- German and European market, it outfit for a woman will always re- style can relate to these buzzwords lections at stores of course. But we wants to adapt its approach. “So main the greatest challenge. I am – and will want to have the pieces do see that we could intensify this far we have only worked with multi- in her closet.” True to its Italian ap- even further. We handle it in-house brand stores and wholesalers in proach to style, Pinko not only sells now, and that was the first step in the German-speaking market. We good looks, but also quality. The the right direction,” Mr. Negra indi- think it is time to open up mono- happy to take on this challenge,” concludes Mr. Negra. ❙ Cris Conf S.p.A. Strada Communale per Fornio 132 43036 Fidenza (PR) Italy  +39 0524 530811  +39 0524 531157  info@pinko.com  www.pinko.com 7 www.european-business.com N A E P O R U E business Pinko store windows catch people’s attention - a very well intended sales approach

Interview with Veronica Verona, Head of Marketing and Sales, and Anna Nava, Key Account Manager at Deoflor S.P.A. The scent of sustainability For more than 50 years now, toilet cleaning blocks and home air fresheners have been the core competence of Deoflor S.P.A. Today, the Italian family business is well-established as a competent partner for the development and manufacture of bespoke solutions for customers at home and abroad including private label solutions. brand leaders and as private label novation based on an international solutions for retail chains such as shelving study which is updated Carrefour, Auchan, Aldi and Lidl. every six months,” states Ms. Over the past ten years, Deoflor Verona. “We present what is on has experienced ongoing growth the shelves in every country. With with an increase of 17% last year innovative products, simplified pro- to 33 million EUR. According to cesses and market analyses, we Ms. Nava, the many certifications are well on our way to positioning fuelled growth. “We are certified ourselves as experts for products to quality, environmental compat- and for the industry. We have a ibility, health and safety of employ- number of vehicles to this end, ees, and we were the first Italian an updated website with a blog company to get the important IFS answering questions. We are creat- certification. We are also certified ing a magazine with topical news, Innovating and simplifying the industry, the mission of the Deoflor managers Veronica Verona (left) and Anna Nava “We are active in the fast-moving and sustainability will be the next to ISO 27001 for the security of we have videos on YouTube, and consumer goods market, and we trend. For us, sustainability is our confidential data. Confidentiality is we regularly present our products have the know-how and the crea- basic value. Our mission is to in- a much-valued asset for us and for at PLMA in Amsterdam. For two tivity to meet the changing market novate and simplify the industry by our customers.” months now, we have been send- trends,” says Key Account Man- creating sustainability. For exam- ager Anna Nava. Deoflor keeps ple, chlorine is increasingly being As a partner to its customers, Deo- creating new solutions including used for hygiene products. Our flor shares both its product know- solid, liquid and maxi toilet clean- formula has the highest hygienic how and its market know-how. ing products in a variety of colours effect with less chlorine impact.” “Our Virtual Shelf is a service in- ing treasure boxes with samples and gadgets.” ❙ and scents, and home deodorant specialties for deodorizing clothes Deoflor develops and manu- or neutralizing odors in fridges factures products for industrial or dustbins and in small and big rooms. “Our perfumes are not connected with the bathroom world. They are very pleasing,” says Head of Mar- keting and Sales Veronica Verona, who joined Deoflor in February. “Green and blue colours are most requested, and ocean or pine the fragrances. Nature is the trend, 9 www.european-business.com Sustainable solu- tions for toilet cleaning products and home deodor- ants, developed and manufactured by Deoflor Deoflor S.P.A. via Vespolate, 48 27030 Confienza (PV) Italy  +39 0384 64461  +39 0384 64462  anna.nava@deoflor.it  www.deoflor.it N A E P O R U E business

The product portfolio also encompasses e-cigarettes and accessories to cover all a vaper’s needs e-liquids are based on the proper- is less damaging to health than ties of different varieties of tobacco conventional smoking,” he says. for a more authentic experience. A “You smoke an e-cigarette like research program with a company you would a regular cigarette, but in Milan supports FlavourArt’s there’s no yellowing of the teeth or product development. With flag- fingers because there’s no tar. You ship stores in five major cities in get flavour instead of a mouth full Europe – Milan, Barcelona, Berlin, of smoke.” Electronic cigarettes London and Paris – customers are a global phenomenon, with have a chance to buy FlavourArt growth throughout Asia and Africa. products in person. Mr. Mancini believes the major to- bacco brands are preparing for the While the company is headquar- change in people’s smoking habits. tered in Oleggio, FlavourArt also After all, they will not want to lose has a partnership called FlavourArt business. “Traditional cigarettes GmbH in Hamburg, Germany, will become a niche product,” the and the Toronto-based FlavourArt CEO adds. “The number of deaths North America is 80% owned by caused by conventional cigarettes the Italian company. A total of 70 is still considerable, so politicians employees work for the company, should be fostering e-cigarette with sales revenues of 14 million technology. It’s a game-changer EUR in Italy, one million EUR in that can alter the balance of the Germany and about seven or eight economy.” Nonetheless, current million EUR in Canada. Exports legislation is contradictory and account for 60%. Fairs in Verona, unclear. “Politicians need to listen Dortmund, London, Paris and to the industry,” Mr. Mancini con- Moscow, such as the InterTabac, tinues. “We could change health improve customer contact. statistics. Many people could live longer, better lives by switching to electronic cigarettes.” ❙ Mr. Mancini foresees a positive future for FlavourArt. “Vaping 11 www.european-business.com

NovaBell S.p.A. Via Molino 1 42014 Roteglia (RE) Italy  +39 0536 861111  +39 0536 851205  info@novabell.it  www.novabell.it NovaBell wall and floor tiles are manufactured using the latest production techniques and only top-quality materials dry cutting system for pavement wholesalers, while in North Ameri- the product.” The financial crisis Our goal is to build on the progress materials. We have also invested in ca, it uses distributors. of 2008 threw the ceramics in- we have made over recent years a very advanced logistics system, dustry into disarray. Mr. Vaschieri and increase our market share. developed together with an exter- Company culture plays a critical describes the market today as Important for us is that the com- nal software companye.” 88% of role in NovaBell’s success. “We effervescent. “We try to optimize NovaBell’s 52.5 million EUR turn- have created a harmonious work- the ‘made in Italy’ label,” he says. pany remains the master of its own destiny.” ❙ over is generated through exports, ing environment, which means 67% of which are within Europe, that employees are committed. the remainder to North America, This is critical for quality and ser- Asia Pacific and Africa. “European vice, and our client relationships,” markets are our focus, in particular notes Mr. Vaschieri. “I believe that France and Germany, which are honesty and reliability are the key stable and professional markets,” to success, and our clients really says Mr. Vaschieri. In Europe, appreciate this. We try to sell the NovaBell sells its products through company in its entirety, not just NovaBell special- izes in interior wall and floor ceramics. Its striking designs can transform an attractive room into a stunning one Interior designers and householders love ceramics for both their practicality and design possibilities The My Space wood-effect collection has been one of the company’s best sellers for the past four years 13 www.european-business.com N A E P O R U E business

products accounting for more than permarket, consumers are heavily 50% of the lines stocked. “We are influenced by price and value for known for the quality of our fresh money in the end,” says Mr. Bus- produce,” says Mr. Buscaini. “This caini. “In our Iperfamily stores, we is particularly true of our Agorá- also have a strong non-food sec- branded stores. The focus in these tion that includes household white stores is on a varied selection of and brown goods. We rely heavily super fresh foods while the num- on newspaper inserts and radio ber of non-food lines is reduced spots to advertise special offers compared to our other brands.” and generate footfall.” The company’s PIM stores are Buscaini Angelo S.r.l. Via di Torrevecchia 313 00168 Rome Italy  +39 06 355761  +39 06 35576218 more traditional in the range of Buscaini Angelo’s key strength is goods stocked with a lesser focus in fresh food. Each of its stores  info@supermercatipim.com  www.supermercatipim.com on meat, fish and gastronomy has its own in-store bakery, ensur- White and brown goods are available in the group’s largest Iperfamily superstores Non-food items are increasingly popular with shoppers keen to do their whole shop in one store products. Nevertheless, fresh ing that freshly baked bread is on 20% share of the grocery market is also growing demand for organic fruit and vegetables are the larg- shelves throughout the day. These in the region around Rome. With a and functional foods. The sheer est in-store department. Finally, products require greater logisti- new 3,000 m2 Agorá supermarket variety of foods on offer on today’s Iperfamily-branded stores are the cal effort in the supply chain and slated to open in the Casalotti area supermarket shelves is one of the largest outlets within the portfolio more attention to product rotation by the end of the year, this share is biggest changes that we have seen with a sales area of over 4,000 m2. on the shelf. A logistics center in set to rise still further. “In terms of in the more than 75 years that we Here, the pricing structure is much Guidonia with 40,000 m2 for dried trends for the future, we can see a have been in this business. There more aggressive with special offers products and 15,000 m2 for fresh trend away from red meat towards leading the marketing strategy. products ensures that stores are perceived healthier items such as is certainly still growth potential in this business model.” ❙ “While quality and service certainly always fully stocked. Thanks to its pulses, fish and so-called super- play their part in the choice of su- efforts, Buscaini Angelo enjoys a foods,” says Mr. Buscaini. “There 15 www.european-business.com N A E P O R U E business

People are the driving force behind Lutech’s impressive growth over the past decade, and the company does everything it can to attract the best CEO Tullio Piro- vano sees digital transformation as an unmissable op- portunity to do more with less Lutech’s expertise extends across that applies new processes and many core activities, making use of technologies to all communica- technologies that the Internet has tion channels to manage client made all-pervasive over the past contacts more effectively and ef- decade to ring significant changes ficiently. This applies to traditional in the way these areas operate. channels such as telephone, fax gy but actually reaping the rewards “We work as a typical engineering “A good example can be seen and email as well as newer and it offers.” company, supplying the base upon in our CRM and call center solu- less formal routes via SMS, com- which the client is able to build the tions,” says Mr. Pirovano. “Instead munication apps, chats and social This can really be seen in the IT part of the solution. We design of these activities representing a media.” solutions that arise out of the con- and implement application solu- cost center for the company, they sultancy phase. “We have a major tions and technologies in partner- can be seen as an opportunity for advantage in the fact that we can ship with the leading international the direct or indirect generation of act as the interlocutor for end-to- operators in the ICT sector, thus new profits. We make it possible end clients,” says Mr. Pirovano. providing an end-to-end solution.” to implement a business strategy ››› Lutech S.p.A. Via Milano, 150 20093 Cologno Monzese (MI) Italy  +39 0225 427011  +39 0225 427090  info@lutech.it  www.lutech.it 17 www.european-business.com N A E P O R U E business

pace of change here is particularly with a primary European satellite Pirovano joined the company as subsidiary company in Cologne rapid, with new cashless payment broadcaster, it also enjoys a strong CEO with the task of doubling turn- called Teratron, which is mainly methods supplying both opportuni- presence in Italy in this market. over. By the end of 2016, this goal concerned with solutions for the ties and challenges. “We are very “Here, we are experimenting suc- had been achieved with room to Internet of Things and the automo- well equipped in the finance sec- cessfully with new artificial intel- spare and a record turnover result tive sector. Finally a company in tor both in Italy and abroad with a ligence technologies to generate of 177 million EUR. “We have now Romania works on solutions for the broad portfolio of vertical software greater process efficiency both agreed on a new plan which will credit sector. solutions for the credit sector and internally and with end consum- take us through to 2019 and which specialized professional services ers,” explains Mr. Pirovano. “Since prioritizes consolidation within as Exports already account for 10% of for the banking sector in general,” 2015, we have strengthened our well as outside the Italian market Lutech’s turnover and are gener- says Mr. Pirovano. “We can solve position in these markets through and targets international expansion ated primarily in Germany, France, infrastructure deficiencies and international partnerships.” as a key priority,” says Mr. Piro- the Netherlands and Spain. There solve specific business problems vano. “Together with our new, sole is a growing need for IT expertise by delivering complex systems tai- Lutech has grown rapidly over shareholder, a Frankfurt-based throughout Western Europe, so lored specifically to the sector and the past 17 years after being cre- private equity company, we want it is unlikely that Lutech’s expan- based on practical experience.” ated through the spin-off of the IT to increase turnover to between sion will stop there. “I would like department of Lucchini, a multi- 400 and 450 million EUR through to see us with a greater presence Lutech is also heavily involved national metal company. It merged a mixture of organic growth and in international markets in the fu- in public administration in the with consultancy firm GPLV Power acquisitions.” ture,” says Mr. Pirovano. “I would Lombardy region of Italy. It won in 2004 and began to diversify its also welcome other companies to the tender to manage all of the portfolio. A major milestone was Germany is the obvious first choice the group that share our values IT services used by municipal of- reached in 2009 with the launch for Lutech in its efforts to expand and want to join us on this path fices throughout Lombardy with of a health insurance card system, its international activities, not least to greater expansion. My goal for particular responbility for critical which is now a European leader because its new owner, One Equity the future is to see Lutech ranked services. This is a key contract for with nine million cards in circula- Partners, is based there. In ad- among the top ten multinationals us.” Another important area is the tion in the Lombardy region. By dition to local offices throughout in Italy and with a worldwide pres- telecommunications and media 2012, turnover had grown to 85 Italy, Lutech also has a subsidiary ence.” sector. Through its partnership million EUR. The next year, Mr. in Nantes, France, as well as a New digital payment solutions are making spontaneous purchases much more convenient This ambitious goal reflects the dynamism of a company that has already achieved a great deal in less than two decades. It also re- flects the pace of change that the digital revolution is ushering in. Lu- tech promises its clients the ability to stay ahead of this change and adapt their products and services to an increasingly tech-savvy and social media-connected generation of consumers. ❙ 19 www.european-business.com N A E P O R U E business

Precision is fundamental: The greatest challenge is to faithfully reproduce on paper the specific qualities of each colour Its production facilities, that belong to the largest in the world, enable the company to tint a huge number of colours in a very short space of time ever, the decorative industry has the production process is equally Our greatest challenge is to faith- worldwide. As for the future, Mr. developed to 40% and the auto- important,” says Mr. Colombo. “At fully reproduce on paper the effect Colombo says: “We see great po- motive industry is now at 60%. the end of the chain, precision is any colour gives when applied to tential to grow and increase Color fundamental when it comes to as- a different kind of substrate. We Project European’s presence in Color Project European has two sembling the colours in line with have to replicate not only the exact the market over the next few years. sites in the Bergamo province of the client’s specifications, yet this shade but also the same structure As for 2017, new challenges and Italy. The first, Ponte San Pietro, is precision is key at the start too. It and brilliance – as well as all the new paint lines being developed by responsible for production and tint- is hard to imagine, but new colours colour’s characteristics observed multinational companies mean we ing, while the second at Chignolo come onto the market every single from different angles.” This preci- have to keep on our toes. Only this d’Isola takes care of assembly and day as new pigments are invented sion is exactly what the company administration. The printing work and new effects created. This prides itself on and is why it is way can we continue to provide perfect, lasting first impressions.” ❙ of the samples is outsourced to ex- changes not only the shade of a number one in Europe and in the ternal companies. “Each chain in colour but its very structure, too. top three companies in its field Color Project European Srl Via G. Marconi 39 24036 Ponte San Pietro (BG) Italy  +39 035 49 39 343  +39 035 49 38 407  info@colorprojecteuropean.it  www.colorprojecteuropean.it No software can match the human eye: Color Project European spends much time finding the right staff and training them to become colour specialists 21 www.european-business.com N A E P O R U E business

Like many engineering companies, HSD struggles at times to recruit suitably qualified engineers to fill vacancies. “This is an ongoing problem for everyone in the in- dustry and the answer has to start earlier in schools by encouraging more children to take an interest in STEM subjects,” says Mr. Benelli. “We work together with schools and universities and have our own academy where we provide train- ing for our employees. It is vital that we bring on a new generation of engineers in order to safeguard HSD’s Direct Drive technology for 2-axis heads was launched in 2014 and repre- sents a significant growth area for the company also continue to develop products that are compatible with Industry 4.0. This technology is much in demand from the manufacturing sector and helps to achieve even greater process efficiencies, there- by cutting costs.” With the backing of its parent com- pany, a stock market-listed group, HSD hopes to double its turnover within the next three to five years through organic expansion as well as acquisitions. “This is an ambitious target but the necessary Italy’s position as a center for en- cial crisis, we have grown by 10% ing, the market for machine tools is conditions and opportunities are gineering expertise, which is why per year on average and in the last focused on Europe, China and the all waiting to be exploited,” insists we are playing our own part in the three years by as much as 15%. USA. “By targeting the metal in- Mr. Benelli. “Our fortunes are, of process.” As a result, we will double our dustry in these countries, we have course, closely tied together with production capacity by 2019.” Ac- been able to widen our product those of the machine tool manu- At present, the future looks rosy for cording to Mr. Benelli, the reasons range and generate a significant facturers that we supply, but that HSD. Having got in on the Industry for this rapid growth can be traced competitive advantage,” explains particular industry is also booming 4.0 revolution at the beginning, back to its entry into the metal- Mr. Benelli. “In order to capitalize which is why we can be so optimis- it has cornered a lucrative and working sector in 2006 and the on these gains, we will continue to tic about the future. Nevertheless, growing market. “We are currently consolidation of its sales subsidiar- add innovative new products for we must find new customers as growing at a phenomenal rate,” ies, primarily those in Germany the metal and plastics process- says Mr. Benelli. “Since the finan- and China. Geographically-speak- ing sectors to our range. We will well as grow together with our ex- isting customers.” ❙ Electrospindles featuring HSD’s innovative e- core technology are able to collect data regard- ing their current status and communicate these with the central computer 23 www.european-business.com HSD SpA Via Pesaro, 10A 61012 Gradara (PU) Italy  +39 0541 979001  +39 0541 979050  www.hsd.it N A E P O R U E business