Partnerships that make a difference
Substance over show
A good agency understands its product, responds quickly, and remains reliable. I need partners, not salespeople—people who are honest, listen, and are there even when things get difficult. What's important are strong collections with character, not quantity. Two good ones a year are enough. I'm not impressed by shows, but by substance, personality, and genuine interest. The product has to speak for itself, and the people behind it have to be noticeably genuine." Winni Klenk, owner of Abseits, Stuttgart
www.abseitsgermany.com
@abseitsgermany
Sales is family
"Compared to the past, fashion representatives have now become real families. The cooperation between brands and agencies is more intensive and trusting, even when it comes to product range changes and payment issues. Representatives are playing an increasingly central role between brands and retailers. However, I am critical of the fact that distribution is less targeted and important brands also appear in smaller stores or secondary locations." Tania Boccia and Sandro Verdiani, owners of Girardengo
@girardengodonna
@girardengouomo
More fashion courage!
"I would like my partners to drop by during the season or for new agents to visit me to show me a few items without obligation. More courage is also vital for sales: we can't just sell cashmere sweaters and jeans, we have to show something surprising. Research means work, of course, but no one should hide behind excessive travel costs. Not even us in retail." Isabel Brodt, owner of Identità Italiana
www.identita-italiana.de
Agency as a central meeting place
"For me, it remains extremely important to visit agencies in person and draw inspiration from them. Digital appointments may be practical, but for me they are more the exception than the rule. However, digital influence in general is becoming increasingly significant. Appropriate tools can make ordering much easier, allowing us to concentrate on the essentials. Overall, however, the agency remains the central meeting place." Susanne Reitinger, EK DOB, Kastner & Öhler Mode GmbH
www.kastner-oehler.at
partnership
"Sales thrives on genuine partnerships. Successful agencies combine efficiency with humanity, act as sparring partners on equal footing, and create moments in which fashion becomes emotion again. Digital tools are essential, but trust, understanding, and shared values remain at the core of strong collaboration. Only those who view retailers not as mere sales channels but as equal partners can build relationships that are sustainable, enable growth, and create genuine relevance in the market." Leonie Stockmann and Olivia Zirkel, Simon und Renoldi GmbH
Bringing products to life
"For me, loyalty and service are more important than ever in my partnerships with agencies and suppliers. These classic values are particularly relevant today! What I don't need is to be presented with a new label in the store without being asked, because you rarely have the time or the budget for it at that moment. I prefer to focus my purchasing on showrooms. What do I like? When agents personally present their labels at a store event. It's worthwhile for both sides: for the agency, because our store is also a crowd puller, and for us, because the agency has a different expertise than my employees. It's becoming increasingly important that the products are brought to life and communicated by people." Susanne Lindner, owner of Lindner Fashion
www.lindner-fashion.com
