{"id":30013,"date":"2026-02-25T12:25:00","date_gmt":"2026-02-25T12:25:00","guid":{"rendered":"https:\/\/www.cepisilos.com\/senza-categoria\/igor-riccardi-more-than-just-sales\/"},"modified":"2026-04-28T12:02:04","modified_gmt":"2026-04-28T12:02:04","slug":"igor-riccardi-more-than-just-sales","status":"publish","type":"post","link":"https:\/\/www.cepisilos.com\/en\/news\/igor-riccardi-more-than-just-sales\/","title":{"rendered":"Igor Riccardi: more than just Sales"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"30013\" class=\"elementor elementor-30013 elementor-25818\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-c4cc711 elementor-section-height-min-height elementor-section-boxed elementor-section-height-default elementor-section-items-middle\" data-id=\"c4cc711\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8372ed9\" data-id=\"8372ed9\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-61899b7 elementor-widget__width-initial elementor-widget elementor-widget-heading\" data-id=\"61899b7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">MORE<br>THAN JUST<br>SALES<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f486f03 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f486f03\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6e26a04\" data-id=\"6e26a04\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7e483bf elementor-widget elementor-widget-post-info\" data-id=\"7e483bf\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"post-info.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-inline-items elementor-icon-list-items elementor-post-info\">\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-d4350b4 elementor-inline-item\" itemprop=\"datePublished\">\n\t\t\t\t\t\t<a href=\"https:\/\/www.cepisilos.com\/en\/2026\/02\/25\/\">\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-calendar\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M12 192h424c6.6 0 12 5.4 12 12v260c0 26.5-21.5 48-48 48H48c-26.5 0-48-21.5-48-48V204c0-6.6 5.4-12 12-12zm436-44v-36c0-26.5-21.5-48-48-48h-48V12c0-6.6-5.4-12-12-12h-40c-6.6 0-12 5.4-12 12v52H160V12c0-6.6-5.4-12-12-12h-40c-6.6 0-12 5.4-12 12v52H48C21.5 64 0 85.5 0 112v36c0 6.6 5.4 12 12 12h424c6.6 0 12-5.4 12-12z\"><\/path><\/svg>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-date\">\n\t\t\t\t\t\t\t\t\t\t<time>February 25, 2026<\/time>\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t<\/li>\n\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-d3067e3 elementor-inline-item\" itemprop=\"about\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-icon\">\n\t\t\t\t\t\t\t\t<svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-tags\" viewBox=\"0 0 640 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M497.941 225.941L286.059 14.059A48 48 0 0 0 252.118 0H48C21.49 0 0 21.49 0 48v204.118a48 48 0 0 0 14.059 33.941l211.882 211.882c18.744 18.745 49.136 18.746 67.882 0l204.118-204.118c18.745-18.745 18.745-49.137 0-67.882zM112 160c-26.51 0-48-21.49-48-48s21.49-48 48-48 48 21.49 48 48-21.49 48-48 48zm513.941 133.823L421.823 497.941c-18.745 18.745-49.137 18.745-67.882 0l-.36-.36L527.64 323.522c16.999-16.999 26.36-39.6 26.36-63.64s-9.362-46.641-26.36-63.64L331.397 0h48.721a48 48 0 0 1 33.941 14.059l211.882 211.882c18.745 18.745 18.745 49.137 0 67.882z\"><\/path><\/svg>\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-terms\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-post-info__terms-list\">\n\t\t\t\t<a href=\"https:\/\/www.cepisilos.com\/en\/tag\/interviews\/\" class=\"elementor-post-info__terms-list-item\">interviews<\/a>, <a href=\"https:\/\/www.cepisilos.com\/en\/tag\/people\/\" class=\"elementor-post-info__terms-list-item\">people<\/a>, <a href=\"https:\/\/www.cepisilos.com\/en\/tag\/thebeatgoeson\/\" class=\"elementor-post-info__terms-list-item\">thebeatgoeson<\/a>, <a href=\"https:\/\/www.cepisilos.com\/en\/tag\/whowhathow\/\" class=\"elementor-post-info__terms-list-item\">whowhathow<\/a>\t\t\t\t<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9ea3f7d elementor-widget elementor-widget-text-editor\" data-id=\"9ea3f7d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><em>Igor<strong> Riccardi<br><\/strong><\/em><em>Sales Director<\/em><\/p><h4 class=\"fusion-responsive-typography-calculated\" data-fontsize=\"16\" data-lineheight=\"20.8px\"><b data-fusion-font=\"true\">Sales, design, networking: taking it one step at a time to write the next chapter of our story together.<\/b><\/h4><p><i>Igor Riccardi is Sales Director at CEPI. He has a two decades experience in working with global food markets and coordinating with engineering and technical teams to develop customized bulk-handling solutions. His customer-first approach prioritizes the optimization rather than subversion of the working model of food manufacturers.<\/i><\/p><p><i>After studying economics, he immediately began working in CEPI\u2019s sales department: his very first day involved a car trip to D\u00fcsseldorf for Interpack 2002. Perhaps that unusual start is why trade fairs have always fascinated him. <\/i><\/p><h5 class=\"fusion-responsive-typography-calculated\" data-fontsize=\"12\" data-lineheight=\"15.6px\">Today, looking ahead to Interpack 2026, he shares his vision for the future.<\/h5><p>Welcome to CEPI\u2019s sales office, where strategic vision meets operations\u2014a precisely managed environment where design expertise and the interpretation of needs find their highest expression in the \u201cTechnical Sales\u201d profile: the point of reference capable of translating every requirement into a concrete result. And now, we turn it over to Igor Riccardi.  <\/p><p><b data-fusion-font=\"true\"> <\/b><\/p><h2 class=\"\" data-fontsize=\"24\" data-lineheight=\"33.6px\">You are the Director of the Sales Department. What impact does this office have within CEPI? <\/h2><p>CEPI is a sales-driven company; the role of the department is fundamental. Every member of the team does way more than just acquire clients and process orders. They \u2018live\u2019 the market: listening to the challenges companies face on the ground and gathering the insights that drive our R&amp;D efforts. They understand what customers need, guide design choices, and transform those needs into concrete results.  <\/p><p>This approach works because every member of the team has a solid technical foundation: they know the product and understand the process, allowing them to step in at every stage of the project. This ensures a streamlined and organized workflow that minimizes the loss of time or resources. Every opportunity is followed with care and competence. <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-e965685 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e965685\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-efd8425\" data-id=\"efd8425\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-94b5e5a elementor-widget elementor-widget-image\" data-id=\"94b5e5a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"800\" height=\"534\" src=\"https:\/\/www.cepisilos.com\/wp-content\/uploads\/2026\/03\/IMG_4329-scaled-1-1024x683.jpg\" class=\"attachment-large size-large wp-image-29992\" alt=\"\" srcset=\"https:\/\/www.cepisilos.com\/wp-content\/uploads\/2026\/03\/IMG_4329-scaled-1-1024x683.jpg 1024w, https:\/\/www.cepisilos.com\/wp-content\/uploads\/2026\/03\/IMG_4329-scaled-1-300x200.jpg 300w, https:\/\/www.cepisilos.com\/wp-content\/uploads\/2026\/03\/IMG_4329-scaled-1-768x512.jpg 768w, https:\/\/www.cepisilos.com\/wp-content\/uploads\/2026\/03\/IMG_4329-scaled-1-1536x1024.jpg 1536w, https:\/\/www.cepisilos.com\/wp-content\/uploads\/2026\/03\/IMG_4329-scaled-1-2048x1366.jpg 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-633a3f9 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"633a3f9\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a4ea665\" data-id=\"a4ea665\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-26c2e7c elementor-widget elementor-widget-text-editor\" data-id=\"26c2e7c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-1 nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\"><div class=\"fusion-builder-row fusion-row\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-0 fusion_builder_column_1_1 1_1 fusion-one-full fusion-column-first fusion-column-last\"><div class=\"fusion-column-wrapper fusion-flex-column-wrapper-legacy\"><div class=\"fusion-text fusion-text-2\"><h2 class=\"\" data-fontsize=\"24\" data-lineheight=\"33.6px\">How would you define the role of a salesperson within CEPI?<\/h2><p>As I just mentioned, the first thing to note is that our salespeople are Technical Sales Specialists. This is a relatively rare profile, not just in our sector but in general. We are talking about professionals who handle both the financial offer and the relationship with the client to set up the first phase of the project. <\/p><p>Their main role is to deeply understand the needs of those who seek our expertise, translating their needs into concrete solutions: machinery capable of solving their specific problems. It\u2019s a choice we made in our early years which allows the customer to have a single point of contact during the initial stages, which are often the most delicate. This way, they receive immediate, direct feedback on technical feasibility and optimal plant configuration.  <\/p><p>Despite coming from different educational backgrounds\u2014some linguistic, others electronic or mechanical\u2014their skills harmonize within our office. They are woven into a unique fabric based on experience and interpersonal skills. These qualities keep the network alive and strengthen relationships, as each of us places our specific knowledge in service of the team.  <\/p><h2 class=\"\" data-fontsize=\"24\" data-lineheight=\"33.6px\">Let\u2019s talk about your role: how do you set the direction?<\/h2><\/div><\/div><\/div><\/div><\/div><div class=\"fusion-fullwidth fullwidth-box fusion-builder-row-2 has-pattern-background has-mask-background nonhundred-percent-fullwidth non-hundred-percent-height-scrolling\"><div class=\"fusion-builder-row fusion-row\"><div class=\"fusion-layout-column fusion_builder_column fusion-builder-column-1 fusion_builder_column_1_1 1_1 fusion-one-full fusion-column-first fusion-column-last\"><div class=\"fusion-column-wrapper fusion-flex-column-wrapper-legacy\"><div class=\"fusion-text fusion-text-3\"><p>I have chosen to maintain a geographic division of labor, assigning each region to a dedicated sales representative. I have complete trust in these individuals. Since we do not distinguish between back office and front office roles, each sales representative manages the project from start to finish. It does not matter if a lead comes in directly or through our agent network; the sales representative remains the project lead throughout the entire execution, ensuring that every detail meets the agreed-upon requirements.   <\/p><p>Trust in the sales team is the foundation of everything. Each of us must possess strong interpersonal skills because, in this era of hectic schedules and fleeting meetings, we have very few moments to gauge the tone of a conversation. In a matter of seconds, you must have the right intuition and be able to read the situation so that, when the conversation ends, both parties feel they have walked away with something of value.  <\/p><h2 class=\"fusion-responsive-typography-calculated\" data-fontsize=\"24\" data-lineheight=\"33.6px\">And regarding the agent network, how do they fit into this framework?<\/h2><p>We invest a lot in the human and professional relationships we\u2019ve built over the years. Our agents are not just consultants or associates; they are an integral part of CEPI. It\u2019s a relationship we nurture day by day, and meeting in person at trade fairs. We actually decide on trade fairs together, as they are the ones who know are most effective for their region.  <\/p><p>In practice, our salespeople and agents move like a single gear with a clear goal: not just providing machines, but complete solutions.<span data-fusion-font=\"true\" data-fusion-google-font=\"Ubuntu\" data-fusion-google-variant=\"500\"> Something I always say is that our product is the system in its entirety, while our service is its customization.<\/span><\/p><h2 class=\"fusion-responsive-typography-calculated\" data-fontsize=\"24\" data-lineheight=\"33.6px\">How would you comment on the year that just closed, 2025? And what about the newly started 2026? <\/h2><p>2025 was a fabulous year: we reached our all-time sales record: no better way to celebrate our fortieth anniversary. The past year is great proof that the seeds we\u2019ve sown over time are paying off. It really reflects the dedication and quality everyone at CEPI brings to the table every day. <\/p><p><br>Looking ahead to 2026, our goal is to cement our position in the market and push for growth with real determination. There is a great energy in the company right now; there\u2019s a total sense of momentum, and you can feel the desire to succeed the moment you walk in any office. The calendar is already full of appointments, but the event we are all waiting for is Interpack: for us it\u2019s not just a trade fair, but the start of a new chapter, the engine that will drive us into the future.  <\/p><h2 class=\"\" data-fontsize=\"24\" data-lineheight=\"33.6px\">How would you define CEPI\u2019s core value today, and what\u2019s the thing you\u2019re most excited looking ahead?<\/h2><p>If you ask me what I\u2019m most proud of at CEPI, it\u2019s an easy answer: it\u2019s definitely the people. And I\u2019m not just talking about the sales team. I mean the whole CEPI squad and our agent network. I see the value of what they do every day: the expertise, the passion, and honestly, the heart they put into their work. There\u2019s no better feeling than seeing a project come to life through that kind of team effort. <\/p><p>The future is right there for the taking and we couldn\u2019t be more ready. We\u2019ll do what we always do: turn challenges into opportunities and, one step at a time, write the next chapter of our story together. <\/p><\/div><\/div><\/div><\/div><\/div>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6cf3fbc elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6cf3fbc\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-865f0e5\" data-id=\"865f0e5\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bea02d8 elementor-widget elementor-widget-image\" data-id=\"bea02d8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"800\" height=\"534\" src=\"https:\/\/www.cepisilos.com\/wp-content\/uploads\/2026\/03\/3S1A7171-scaled-1-1024x683.jpg\" class=\"attachment-large size-large wp-image-29993\" alt=\"\" srcset=\"https:\/\/www.cepisilos.com\/wp-content\/uploads\/2026\/03\/3S1A7171-scaled-1-1024x683.jpg 1024w, https:\/\/www.cepisilos.com\/wp-content\/uploads\/2026\/03\/3S1A7171-scaled-1-300x200.jpg 300w, https:\/\/www.cepisilos.com\/wp-content\/uploads\/2026\/03\/3S1A7171-scaled-1-768x512.jpg 768w, https:\/\/www.cepisilos.com\/wp-content\/uploads\/2026\/03\/3S1A7171-scaled-1-1536x1024.jpg 1536w, https:\/\/www.cepisilos.com\/wp-content\/uploads\/2026\/03\/3S1A7171-scaled-1-2048x1366.jpg 2048w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>MORETHAN JUSTSALES Igor RiccardiSales Director Sales, design, networking: taking it one step at a time to write the next chapter of our story together. Igor Riccardi is Sales Director at CEPI. He has a two decades experience in working with global food markets and coordinating with engineering and technical teams to develop customized bulk-handling solutions. [&hellip;]<\/p>\n","protected":false},"author":6,"featured_media":29991,"comment_status":"open","ping_status":"open","sticky":false,"template":"elementor_header_footer","format":"standard","meta":{"footnotes":""},"categories":[414],"tags":[430,421,432,431],"class_list":["post-30013","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-news","tag-interviews","tag-people","tag-thebeatgoeson","tag-whowhathow"],"_links":{"self":[{"href":"https:\/\/www.cepisilos.com\/en\/wp-json\/wp\/v2\/posts\/30013","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.cepisilos.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.cepisilos.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.cepisilos.com\/en\/wp-json\/wp\/v2\/users\/6"}],"replies":[{"embeddable":true,"href":"https:\/\/www.cepisilos.com\/en\/wp-json\/wp\/v2\/comments?post=30013"}],"version-history":[{"count":3,"href":"https:\/\/www.cepisilos.com\/en\/wp-json\/wp\/v2\/posts\/30013\/revisions"}],"predecessor-version":[{"id":30016,"href":"https:\/\/www.cepisilos.com\/en\/wp-json\/wp\/v2\/posts\/30013\/revisions\/30016"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.cepisilos.com\/en\/wp-json\/wp\/v2\/media\/29991"}],"wp:attachment":[{"href":"https:\/\/www.cepisilos.com\/en\/wp-json\/wp\/v2\/media?parent=30013"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.cepisilos.com\/en\/wp-json\/wp\/v2\/categories?post=30013"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.cepisilos.com\/en\/wp-json\/wp\/v2\/tags?post=30013"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}