continued. . . 

But, Sal, business has been a challenging financial struggle for you.

I’m still here after 25 years though and I’ve always adapted to changing times despite a sinking boat. You can always learn how to swim. Adaptation is the key to success in anything. I try as much as possible to face hard times with a smile because I know deep inside that everything’s going to be okay. And smiling is infectious. Maybe you won’t get a reaction the first, second, or even the third time, but eventually they’ll smile.

Years ago when we first met I used to believe that nice guys finish last because others will stampede over them to get what they want. Knowing you for more than 20 years, I’ve changed my thoughts about that.

There are always people who will exploit weaknesses. I have no control over what they do. I can only control what I do and who I am. There are things I cannot change and I have to work around them. I can’t judge anyone. Everyone is basically good. For example, a buyer to whom I proposed some overstock merchandise insisted on a bigger discount than I was prepared to offer. I explained simply how by accepting my price he would enable me to pay a factory that was depending on me. After a moment’s hesitation he agreed, with a smile of understanding. The point is Amy, I know there’s more to life than business.

You insisted that we use pictures of people you’ve worked with over the years instead of product in this article.

The people are what I remember most about business. These people – designers, manufacturers, father figures who have passed – gave light to Deruta of Italy and I owe them a lot. Many of these people are alive in my business and in my heart. That goes on despite the fact that they’re not physically present.

How do you see the future of the industry?

Looking in the streets of large cities, I see signs of the future. You can’t avoid noticing the enormous amount of mixed marriages and the striking results. The tearing down of the barriers of nationalization and selfish pride have begun in earnest. It’s already building a virtually united world. It only takes more individuals to acknowledge and thereby improve the economy of all nations. There’s so much reason to hope.

But when and if that happens, will it be too late for Deruta of Italy?

I don’t question that anymore. I’ll be here until the end, whenever that is. Twenty-five years is a long time to be in business. There will be a time that I will be out of business and that’s normal, natural, and perfectly all right.

This industry cannot possibly be prepared to lose people like you who are our heart and soul and represent the best of who we are.

There are many more. I’m not the only one. Look, Amy, I learned an important lesson years ago and that is life is not just about plates. If business fails today I know that tomorrow something good will happen as long as you sow the right seeds.

. . .end of article