A Conversation with Luigi Vallero, Managing Director of GIU

Since stepping into the role of Managing Director on June 1, 2024, Luigi Vallero has been leading GIU through a period of transformation and expansion. Following the retirement of Adriano Alessio, he brings a strategic vision that unites office and educational sectors, maximises opportunities for members, and strengthens partnerships with vendors.

We sat down with him to discuss his journey, the group’s latest initiatives, and his outlook for the future.

Now, let’s dive into the conversation!

What inspired you to take on this role, and how has the transition been?

When Adriano Alessio announced his retirement, the GIU board invited me to step in. Having spent 15 years as General Manager of the CIAC Group, mainly in the educational sector but with connections to the office department, I was already familiar with many vendors and operational aspects. This made the transition smooth.

I was fortunate to be welcomed warmly by my colleagues and team members, who have shown great cooperation from the start. However, my real motivation was the vision of uniting the two groups, into a unique project in Italy—integrating both office and educational sectors to offer top-tier service, access to vendors, co-ordination with BPGi and opportunities to our members.

How has the integration of 14 former CIAC members impacted GIU?

It was a carefully planned project designed to create something new—something different. Our guiding principle is to “make a difference,” and we are committed to doing just that.

With a significantly increased turnover, we now rank among the top customers for many vendors. Strengthening these partnerships is a daily priority. We have also expanded our team, hiring new staff for marketing and considering additions in purchasing and accounting. Bringing in young talent is an essential part of our strategy, as they offer fresh perspectives and insights.

How is GIU adapting to evolving market trends?

Our market is mature, and customers are more informed than ever. They have specific needs and expect high-level service. While overall consumption may not grow significantly in the medium term, we see strong opportunities in specific sectors.

We recently launched a new furniture catalogue featuring innovative office and home-office solutions. Our updated PPE catalogue will follow soon, and we are expanding our offerings in hygiene and cleaning to help members stay competitive.

Additionally, some of our members are finding success with office equipment rentals. Companies increasingly value the service aspect of these rentals, which presents an area of growth. To stay ahead, we must continue leveraging the collective expertise of over 30 experienced businesses in the sector.

Are there plans to develop a unified e-commerce platform for GIU members?

Yes, we are actively working on multiple digital initiatives. We recently revamped our institutional website, www.inufficio.com, for office department customers and launched www.cartoshop.it, which now connects over 1,800 affiliated stationery shops in the educational sector.

Additionally, we have strengthened our marketing and communication strategies across major social media platforms, allowing us to engage directly with end customers and adapt to changing digital trends.

How is GIU addressing sustainability within its operations and product offerings?

We are deeply committed to environmental sustainability. For our private-label products, we are developing plastic-free packaging, and our catalogues prominently feature eco-friendly products to promote sustainability across the market.

However, in Italy, the price gap between eco-friendly and standard products remains significant, and price sensitivity is still a major factor for customers. Our goal is to encourage sustainable choices while ensuring competitiveness.

How does GIU support its members in facing digital transformation and market challenges?

We are bringing in young professionals who are highly attuned to market trends and innovations. Since the beginning of the year, we have been exploring collaborations with companies utilising artificial intelligence, as we believe this technology offers exciting new opportunities for our members.

With over 130 preferred vendors, how does GIU manage supplier relationships?

Rather than expanding the supplier network, our focus is on strengthening existing partnerships. While competition among suppliers is essential, reliability, professionalism, and high performance are even more critical. Strong partnerships enable us to secure competitive pricing and exclusive opportunities for our members.

In fact, we are currently preparing for our IN UFFICIO DAY 2025, which will be our biggest corporate event yet. With 55 vendors, over 200 sales agents, and more than 100 guests, this event will be a key moment for exchanging knowledge, strengthening relationships, and driving new business.

What is your leadership philosophy?

Leadership, to me, is built on two main pillars: economic performance and psychological motivation. While productivity is crucial, creating a motivated, engaged team is just as important.

I strongly believe that teamwork is the foundation of success. Outdated individualistic approaches do not serve modern business needs. To be effective leaders, we must:

• Promote equity and fairness.
• Remember that authority is granted, not self-imposed.
• Treat others as we wish to be treated.
• Apply the same standards to ourselves that we expect from others.

Ultimately, true leadership is about fostering an environment where people can thrive.

What are your aspirations for GIU in the next five years?

The pace of change is rapid—just look at how the pandemic reshaped the world in a single year. That’s why we have set ambitious goals for GIU, centred around collaboration and innovation.

Being part of an international group like BPGI provides us with a constant flow of new ideas and business opportunities, which will be the foundation of our strategy. Our key objectives include:

• Expanding our customer base.
• Strengthening our sales network and offering new opportunities.
• Building a high-performance team to consistently exceed our members’ expectations.

The road ahead is exciting, and we are committed to delivering exceptional value to our members, vendors, and customers.

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As we wrap up this insightful conversation, we extend our sincere thanks to Luigi Vallero for sharing his vision and expertise. His leadership is steering GIU toward a future of innovation, collaboration, and growth.

We wish him success in his role and in tackling the challenges and opportunities that lie ahead in 2025 and beyond.

Visit: https://inufficio.com/