CATCHING UP WITH ANDREA AND ALESSANDRO DINI, PAUL & SHARK

“We believe in wholesale, but wholesale has to change.”

Andrea Dini

Based on its maritime heritage and exceptional craftsmanship, Paul & Shark (established in 1976 by Paolo Dini) maintains its deep connection to the sea as well as its adventurous spirit. What’s changed is an even deeper commitment to innovation, balancing quality and style, elegance and practicality.  Here, a brief discussion with the son of the company founder, Andrea Dini, and his son, Alessandro.

What does it mean: a deeper commitment to innovation? How do you balance elegance and practicality?

Andrea: It’s hard to combine elegance and performance but we keep moving in that direction and keep exploring opportunities. What’s interesting is that the differences between what sells in the U.S. and what sells in Europe and Asia are fewer than they once were. In terms of fashion, if not politics, the world is coming together.

Alessandro: I would say the current collection is a little sportier and more refined than in the past. I love the recent developments in fabric technology, which is where the storytelling kicks in. And these days, what you post on Instagram, your message becomes immediately available everywhere. It makes life easier than it used to be.

What specifically are you doing differently for spring 2027?

Alessandro: We’re offering a very strong pre-collection for delivery from end-November to mid-January. This includes several new fabrics in both outerwear and knits for our U.S. customers, most of whom travel.

Andrea: We’re also newly focused on aligning ourselves with our retailers so we can work more closely together. We feel truly honored to work with the fine stores that we’re in, so we’re trying to get more involved with training the staff, organizing special events, even sending people to Italy. We believe strongly in wholesale but wholesale has to change for it to work more effectively.

Alessandro: Yes, it’s unfortunate that several stores have cut staff at a time when strong sellers are most needed. We are doing just the opposite: we want to be in the stores with a strong staff, with real people not training videos. The more physically present we are in the stores, the better our business can be.

Andrea: It’s a simple strategy: good product, a strong price/value ratio, and physical presence in the stores. Once we become top of mind in the stores, they call us. I’d say our team is there on the selling floors six months of the year.

Alessandro: We work with the staff and show them how to suggest without pushing. It’s a close relationship with our customers who seem to appreciate the fact that we’re a family business. It’s a relationship based on trust.