Mach<strong>in</strong>e ToolsGROWTH PLANS<strong>Berco</strong> expects 2006 to be a year <strong>of</strong> researchand cont<strong>in</strong>uity with past actions"2005 began with slight signs <strong>of</strong> rec<strong>over</strong>y andended with a positive result and significantgrowth as compared to 2004, negatively<strong>in</strong>fluenced by a crisis at global level ".Andrea Prampol<strong>in</strong>i, sales manager for <strong>the</strong>mach<strong>in</strong>e tools division, underl<strong>in</strong>es <strong>the</strong> efforts<strong>the</strong> company is mak<strong>in</strong>g <strong>in</strong> <strong>the</strong> research anddevelopment <strong>of</strong> quality solutions.What were <strong>in</strong>vestments concentrated on<strong>in</strong> 2005?In our market, <strong>in</strong>vestments have to be plannedand made <strong>in</strong> <strong>the</strong> medium-long term if <strong>the</strong>y areto achieve tangible results. <strong>Berco</strong> has alwaysbeen very active <strong>in</strong> this area, both for itsundercarriage components production<strong>in</strong>frastructure and its mach<strong>in</strong>e tools division,which is considerably <strong>in</strong>fluenced by <strong>the</strong> <strong>in</strong>tensepush towards evolution that all <strong>the</strong> company'sproduction technologies are subject to. It isfor this reason that <strong>Berco</strong>, for many yearsnow, has been committed to <strong>in</strong>vestmentsthat can lead to <strong>the</strong> global growth <strong>of</strong> <strong>the</strong>company, provid<strong>in</strong>g effective responses tocustomers' needs. This mentality has been<strong>the</strong> guid<strong>in</strong>g light <strong>in</strong> reorganisation driveaimed at streng<strong>the</strong>n<strong>in</strong>g <strong>the</strong> company's marketapproach.From <strong>the</strong> products po<strong>in</strong>t <strong>of</strong> view, this hasmaterialized <strong>in</strong> <strong>the</strong> creation <strong>of</strong> a state-<strong>of</strong><strong>the</strong>-artCNC orbital gr<strong>in</strong>der, <strong>the</strong> Lynx 2000, formedium-large series production <strong>of</strong> crankshaftsand camshafts: a choice that led an <strong>in</strong>crease<strong>in</strong> sales, <strong>the</strong> growth <strong>of</strong> <strong>the</strong> company andgreater market visibility, especially<strong>in</strong> Europe.What does be<strong>in</strong>g competitiveon <strong>the</strong> Italian market mean?The Italian market is a very particular market, with ahigh concentration <strong>of</strong> manufacturers and lots <strong>of</strong> <strong>over</strong>lapp<strong>in</strong>gproduct ranges, ei<strong>the</strong>r complete or partial. This fitsentirely <strong>in</strong>to a wider European context, where <strong>the</strong>determ<strong>in</strong><strong>in</strong>g factors for <strong>the</strong> success <strong>of</strong> a sale are strongly<strong>in</strong>fluenced by price. In a period <strong>in</strong> which orders are <strong>not</strong>exactly flourish<strong>in</strong>g, <strong>the</strong> competition acts as a lever on orderpurchase prices, to <strong>the</strong> detriment above all <strong>of</strong> <strong>the</strong> morehighly qualified and better established competitors.However, price alone is <strong>not</strong> enough to orient customer choice.The prospect <strong>of</strong> gett<strong>in</strong>g good value for money can, <strong>in</strong>fact, turn <strong>the</strong>ir attention to products with a highertechnology/product content, and hence towards “qualityproducers”.What are <strong>the</strong> factors that determ<strong>in</strong>e <strong>the</strong> purchase <strong>of</strong>a mach<strong>in</strong>e?The performance differences that stood out <strong>in</strong> <strong>the</strong> pasthave been partly reduced. It is true, though, thatmanufacturers provid<strong>in</strong>g above-average quality standardshave ma<strong>in</strong>ta<strong>in</strong>ed a competitive edge <strong>over</strong> <strong>the</strong>ir rivals.Even though <strong>the</strong> quality factor is <strong>of</strong>ten taken for granted,<strong>the</strong> end user is still strongly conditioned <strong>in</strong> <strong>the</strong> choiceshe or she makes by <strong>the</strong> reliability and life <strong>of</strong> <strong>the</strong> product.Ano<strong>the</strong>r important factor is <strong>the</strong> <strong>in</strong>creas<strong>in</strong>gly widespreaddemand for solutions that can facilitate <strong>the</strong> work <strong>of</strong> <strong>the</strong>operators, or mach<strong>in</strong>es with automated systems thatmake <strong>the</strong>m easier to use.What are <strong>Berco</strong>'s goals for 2006?The animat<strong>in</strong>g force with<strong>in</strong> our company is <strong>the</strong> desire toguarantee cont<strong>in</strong>uity <strong>in</strong> <strong>the</strong> process <strong>of</strong> <strong>in</strong>novation andexpansion that has dist<strong>in</strong>guished <strong>Berco</strong> throughout <strong>the</strong>whole <strong>of</strong> its long history, with <strong>the</strong> aim <strong>of</strong> susta<strong>in</strong><strong>in</strong>g <strong>the</strong>growth trends achieved <strong>in</strong> markets, turn<strong>over</strong> and product<strong>in</strong>novation. All <strong>the</strong> <strong>in</strong>vestments made aim to <strong>in</strong>creasecompetitivity. <strong>Berco</strong> depends above all on its R&D work,which cont<strong>in</strong>ues to be one <strong>of</strong> <strong>the</strong> ma<strong>in</strong> <strong>in</strong>gredients <strong>of</strong>its market success. In addition, <strong>the</strong> company is cont<strong>in</strong>uouslyassess<strong>in</strong>g new technological solutions, <strong>in</strong> <strong>the</strong> constant driveto atta<strong>in</strong> better value for money, <strong>in</strong>creased pr<strong>of</strong>itabilityand greater customer appeal.6BN45 > Gennaio 2006
SpecialMAKING HISTORYAs most readers already know, a bookrecount<strong>in</strong>g <strong>the</strong> history <strong>of</strong> <strong>Berco</strong>, <strong>of</strong> howit grew from a small craft workshop toa major leader <strong>in</strong> <strong>the</strong> world undercarriagemarket, has been published recently.The book, start<strong>in</strong>g from <strong>the</strong> years when <strong>the</strong>company was first founded, goes through<strong>the</strong> different stages <strong>in</strong> its n<strong>in</strong>ety years <strong>of</strong>history: <strong>the</strong> early pioneer<strong>in</strong>g days <strong>of</strong> VezioBertoni and his partners Roberto Cotti andEdmondo Michel<strong>in</strong>i, <strong>the</strong> war, <strong>the</strong> trade unionstruggles, <strong>the</strong> change <strong>of</strong> generations and<strong>the</strong> <strong>in</strong>ternationalisation.The book ends with chapters on <strong>the</strong> GiovanniBertoni period.The story bases itself on <strong>the</strong> recollections<strong>of</strong> its protagonists, both major and m<strong>in</strong>or,backed up by documents, photographs andreconstructions <strong>of</strong> <strong>the</strong> different historicaland social contexts.The book has been published by T&M AssociatiEditore and is <strong>the</strong> fruit <strong>of</strong> twelve <strong>in</strong>tensivemonths <strong>of</strong> research and historical reconstructionby <strong>the</strong> authors, work<strong>in</strong>g toge<strong>the</strong>r with <strong>the</strong>Market<strong>in</strong>g and Communications staff.LAUNCHING THE BOOKThe book was launched <strong>in</strong> <strong>the</strong> presence <strong>of</strong> <strong>the</strong>authorities, customers, suppliers and employeespast and present before a capacity audience<strong>in</strong> <strong>the</strong> De Micheli Theatre <strong>in</strong> Copparo, Italy,<strong>in</strong> <strong>the</strong> afternoon <strong>of</strong> Saturday, 28th <strong>of</strong> January.Giovanni Bertoni gave us a detailed account<strong>of</strong> his personal experience, with reconstructions<strong>of</strong> <strong>the</strong> strategic choices made dur<strong>in</strong>g hisperiod <strong>of</strong> management and a few amus<strong>in</strong>ganecdotesBN46 > April 20067