Case Study: Berlucchi achieves integrated sales planning and performance reporting with Board

Sales Performance Management Guido Berlucchi S.p.A.

Berlucchi, an Italian leader in classic-method sparkling wine producing over five million bottles a year, needed a unified way to manage its growing commercial and operational complexity. Management sought to optimize channel strategy (especially large retailers), formalize sales planning and incentives, improve credit management, and make timely, role-based information available across the sales force and commercial teams without disrupting existing systems.

Berlucchi implemented the Board decision-making platform in a two‑phase program: first building a multidimensional reporting and control model (orders, invoicing, credit, customer analysis, benchmarking and sales targeting), then rolling out an integrated commercial planning environment that supports top‑down and bottom‑up budgeting, vintage-aware volume planning, pricing and incentive calculation. The consolidated database and BI tools delivered greater precision and flexibility in analysis, improved target setting and monitoring, reduced variances through better sales-force targeting, and provided a reliable input for economic and financial planning, with plans to extend financial models and external data integration.

Berlucchi

Roberto Sciolli

Chief Financial Officer