Behind the seams: Mario Čolić on why true workwear sales start with human connection, not catalogs

When a customer holds a finished piece of custom workwear, they see quality fabric, precise seams and functional pockets. However, behind that single garment lies advanced technology, tradition and genuine human effort.

In our conversation with Mario Čolić, our sales representative, we discover a person who truly embodies this story – from his first stitch on the manufacturing floor to a firm handshake out in the field. His career path perfectly reflects the evolution of our company while teaching us the most important lesson in the protective clothing industry: design matters, but human life is priceless.

From manual tailoring to high-tech automation: mastering 500 garments a day

Mario first arrived at Hemco back in 2009 through a high school internship, but his professional journey officially began in 2015 when he started working in the cutting department. It was an exciting and pivotal time for the company. Just two weeks before his arrival, a technological giant landed on the production floor – a new automated CNC cutter.

Until that moment, everything was done manually using traditional tools and the incredible dedication of experienced tailors and seamstresses. The arrival of automation brought a massive leap in manufacturing productivity:

• Before the CNC machine: daily production capacity was approximately 60 cut suits.

• After introducing automation: production output increased to 300–500 suits per day, depending on the complexity of the garment model.

Mario was among the very first to learn how to operate this machine, learning on the fly how to translate physical textile patterns into digital commands. Six years of working in the cutting room gave him a foundational skill set that almost no traditional sales representative on the market possesses: a deep, tactile understanding of every fabric, weight and garment structure.

Where Style Meets Standards: Why Workplace Safety Always Comes First

After six years in the cutting department, Mario sought a new challenge, but within the company he already felt part of – because even back then, Hemco was much more than just a workplace to him, and Đakovo was a home he wouldn't trade for anything. Management recognized his potential and offered him a transition to the sales team, where his hands-on manufacturing experience became his greatest sales asset.

Out in the field, Mario does not act like a conventional salesperson who simply flips through product catalogs. When speaking with clients, he draws upon thousands of meters of fabric that have literally passed through his hands. This background allows him to provide clients with top-tier education and expert consulting.

One common example involves clients who, as Mario notes, often request a modern, slimmer and more tailored cut for welding protective suits for aesthetic reasons. Although we always strive to design visually appealing and modern workwear, worker safety is always our primary concern – a rule from which we never deviate.

When faced with these requests, Mario explains the technical reality of safety standards and ergonomic workwear: tighter trouser legs lead to direct contact with the skin in the event of sparks and material burn-through, whereas a wider cut creates a vital air cushion that prevents severe workplace injuries.

From this unique blend of manufacturing expertise and genuine customer care comes his core sales philosophy:

“That is why I believe the key step in sales is precisely consulting – guiding the customer and explaining why we offer a specific product that guarantees maximum safety in the workplace.”

People over metrics: a field-first business philosophy built on trust

Although Hemco today manufactures high-performance equipment for major global corporations and utilizes state-of-the-art technology, our field business philosophy has remained true to its 1992 roots, when the company began by working for the “everyday person”.

This mentality is best reflected in Mario's daily work – he never sells anything exclusively over email; to him, every inquiry is a valid reason for a phone call and an in-person meeting. It makes absolutely no difference to him whether he is sitting across from a local craftsman ordering a single protective suit or a corporate board demanding 500 pieces; he approaches everyone with equal care and respect.

In the field, for Mario, a firm handshake, honesty and keeping one’s word are worth more than any piece of paper. Instead of dry, impersonal emails, he chooses direct, face-to-face conversation – an approach that clients deeply appreciate and value.

Thank you, Mario, for this honest conversation, and most of all – thank you for being an indispensable part of our team since 2015. People like him breathe soul into what we do and make Hemco the reliable company it is today.