Italy Managing Partner IPLC Adjunct Faculty
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Paolo is currently Managing Partner in Expertise on Field a company active in Management Consulting, Internationalization and New Market Entry, in Training and Learning by Doing. He is Partner in IPLC – The Retailers Brand Specialists and Italian and Mediterranean Partner of Alliance experts, to help companies to boost their business in over 30 countries. At BBS Paolo is Director in the Private Label Development & Innovation Program, Food & Wine Distribution and Retail Adjunct Professor at Global MBA, Management Adjunct Professor at Food & Wine Full-time Master. Paolo has a wide management and consulting experience in Consumer Goods Retail, Food & Wine, International.

He’s engaged in marketing and technology innovation in Retail and he has been working in Clevel positions for CONAD, Centrale Italiana – Sigma D.IT, Altromercato fair trade and with E.Leclerc, Booker, Edeka, Systeme U, Daymon Worldwide, in Emons (American Express) as Board Advisor. He launched the main Conad Retail Brands including “Sapori & Dintorni” and he’s author with Nomisma of the book “Marketing dei Prodotti Tipici” the enhancement of food products of the “territory”: problems, perspectives and relationships with large retailers. His main education track has been in SDA Bocconi Retail and Marketing Management programs, MCE – AMA Marketing Program, Master in Agricultural Sciences at Bologna University. Paolo loves to be a chef, a singer and an insatiable explorer.


In an industry where globalization has deeply modified many consumption patterns, go-to-market models are probably the most important success factor. This course compares trade structures in Europe, USA and BRIC markets, and provides the strategies and tools to choose the right network for mono-channel or multi-channel distribution strategy. Special attention will be dedicated to sales management and to commercial services provided to partners: sampling, credit, warranties, logistic support, trade marketing mix.

This course takes an in-depth look at argi-business. Exploring all factors including the economic and management issues related to enterprises engaged in different sectors of the food and wine sector in the context of the gradual process of internationalization and globalization of the economy. In addition the course studies the implications for agricultural and food and wine businesses of the growing competitive pressure. Evolution of the concept and the role of quality in the food and wine industry: from typical production methods to genetically modified products. The strategies of multinational corporations, form large to small and medium-sized enterprises. Internal, external growth and concentrations. The development of modern forms of distribution channels and the new structure of trade channels in the food and wine sector. The application of the tools of strategic planning, tactical adaptation and audit for food and wine businesses.

Gestione d’Impresa – Food & Wine