Process and organisation
Compartimenti stagni (Italian for «watertight compartments») is the Italian name for silos: departments that each work on their own numbers and their own targets without sharing them.
The cost shows up in the hand-offs between Marketing, Sales, logistics and customer service, where information stops and the customer feels it. Breaking them down starts from shared objectives, because one more meeting without a common target leaves the silos exactly where they were.
An example
A company selling both in store and online gives the two channels separate managers, separate incentive schemes and a standing fear that one steals the other's sales: that is a silo defending itself. The customer who browses on a phone and buys in the shop crosses that fracture, and meets it again with every stock question or return.
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