Case Study: GSK Consumer Healthcare Italy achieves unified sales and promotion planning and improved forecasting with Board

Streamlining Sales and Promotion Planning at GSK Consumer Healthcare Italy

GSK Consumer Healthcare Italy, the No.1 player in Italy’s OTC, oral care and supplements markets with a £9bn consumer portfolio, faced a fragmented Customer Business Planning (CBP) process built on dozens of Excel worksheets. That manual approach consumed time, introduced consolidation errors, reduced transparency across Sales, Marketing, Supply Chain and Finance, and limited the company’s ability to forecast volumes, manage promotions and align trade spending with business goals.

GSK implemented Board’s integrated sales planning & analytics platform as a single, role-based IBP solution that unifies channel models, connects external promotion and reporting systems, and supports a four-step planning cycle (startup/pricing, volumes, promotions/investments, reporting). The result was faster, more transparent collaboration, aligned sales and business planning calendars, better promo ROI and forecast visibility (e.g., Promo Intensity Index), fewer surprises and a higher percentage of business targets achieved—on a scalable, flexible platform.

GSK

Vincenzo de Renzis

Sales & Business Development Manager