case history


A Family company in the large scale distribution sector, customer-oriented and has been operating for over 35 years in the Umbria, Tuscany and Marche Italian regions, through the Famila and A&O brands.
Organization and control model

Trading function reorganization: new structure development and new Category Management process formalisation. No division between purchase and sales functions, solely through the management of the entire commercial chain.

Categories revision process
  • Promoting the Business Intelligence system
  • Integrating corporate data with external sources
  • Defining the company market share
  • Identifying missed opportunities and analysing potential causes of the issue investigating market leverage solutions that could be implemented for Marketing, Category Management and Space Management.
  • Implementing the required actions according to best practices that have been defined internally.
  • Monitoring and analysing the results of downstream products and initiatives undertaken which support the recovery of market shares and margins.
Corporate information management
  • Business information management in one single Business Intelligence corporate solution.
  • Information protection to verify the robustness and quality of the management system data 6 direct users in the sales area over a total of 50/60 staff members
  • The IT Budget dedicated to Business Intelligence is less than 50%
Advantages and outcomes
  • Project characterized by a strong involvement of the Sales Management office and the sponsorship of the Directing office.
  • Pre-existing, analytical data and processing models from other similar businesses allowed a quick implementation of the system thanks to the cooperation of Dialog Sistemi/Bis Retail.
  • Advantages are measured in quantitative terms by the company, for each product category, at the end of every revision cycle.
  • During the last few years, at a company level, market shares have increased with improved margins as well.
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