Sales Performance Management: Guido Berlucchi S.p.A

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Executive Summary

Guido Berlucchi & C. S.p.A., Borgonato (Brescia), is the parent of the Berlucchi group which was founded in 1955 by Guido Berlucchi, Franco Ziliani and Giorgio Lanciani. Faced with growing competition, strong expansion in global markets, saturation at home and ever more demanding consumer behaviour, management at Berlucchi identified a series of priorities intended to sustain effectively the company's growth strategy. The tool selected for the project, BOARD, was chosen because of its ability to support both the analytical processes and the planning and targeting systems.

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