From Steady Growth to Stronger Leadership
For several years, Steve Giglio worked with Vias, Ltd, an international wine importer experiencing steady growth. As the company expanded its offerings and extended its reach into new markets, leadership recognized that the evolving demands of the business required a stronger, more aligned team. They turned to Steve once again for support. Here’s what followed.
The Challenge
By 2018, the company had reached an inflection point.
- Growth had outpaced existing management frameworks
- Leadership roles were evolving but not clearly defined
- Sales and management responsibilities needed structure
- A new generation of leadership was emerging
In particular, Federico Zanella (a key executive and later CEO) needed support developing leadership, sales management, and organizational skills to guide the company into its next phase.
He realized that the company required:
- A clearer management framework
- Stronger leadership capabilities
- Better alignment between strategy, execution, and accountability
The Engagement
Phase 1: Executive & Team Coaching (2018)
Steve Giglio was initially brought in to provide executive coaching for Zanella and two other senior leaders. This included both individual coaching and team coaching sessions focused on leadership effectiveness, communication, and sales management.
Phase 2: CEO Transition & Organizational Transformation (2024–2025)
As Zanella stepped into the role of CEO, the scope of Steve’s work expanded significantly. Over an 18-month engagement, Steve partnered closely with key executives including:
- CFO
- Chief Commercial Officer
- VP of Distribution
Steve met monthly with the leadership team, immersing himself in:
- Daily and monthly operational realities
- Strategic priorities
- Industry regulations and competitive pressures
His role evolved into that of a trusted advisor, guiding the CEO and leadership team towards shaping a new management structure and operating framework.
Accomplishments Achieved
Over time, Steve partnered closely with the Zanella to bring clarity, focus, and structure to both leadership and operations. By sharpening strategic thinking, aligning the management team, and establishing a shared framework and common language, Steve helped turn complex challenges into clear priorities—backed by defined value, measurable KPIs, and strong accountability across the organization.
- Helped the CEO put challenges into perspective and address them in an organized, efficient way
- Facilitated strategic thinking and decision-making
- Clarified what was truly valuable to focus on—and what was not
- Defined a shared leadership framework that the CEO shared across the company
- Supported the development of a new management team
- Established a clear value proposition, KPIs, and accountability structure
- Translated leadership and management concepts into a “common language” the CEO could use consistently across the organization
Steve’s ability to deeply understand the wine industry—its regulations, margins, competitive dynamics, and seasonal ups and downs—gave him immediate credibility with the leadership team.
Results
By the end of the engagement in late 2025, the company achieved meaningful and lasting outcomes:
- Increased CEO visibility and effectiveness across the organization
- Clearer understanding of company processes, people, and performance
- Greater confidence that the right people were in the right roles
- Clearly defined expectations and accountability at every level
- A management structure capable of supporting future growth
Most importantly, the company now operates with a modern leadership framework designed not just for today—but for the next 40 years.
Team Feedback
Steve was met with zero resistance from the leadership team. Instead, the feedback was overwhelmingly positive:
- Grateful for his involvement
- Appreciative of his humility, decisiveness, and respect
- Valued his strong yet approachable personality
- Noted his deep preparation and industry understanding
- Enjoyed working with him on a personal level—“charming, fun, and genuinely invested”
His ability to listen, challenge thoughtfully, and genuinely care about the business made him an integral part of the leadership team.
Long-Term Impact
“As a result of the work we did with Steve, we pivoted from the way we ran the company for our first 40 years to a new way of operating—one that will carry us into the next 40,” noted Zanella.
“The leadership framework, management structure, and accountability systems now in place are already driving the company forward and positioning it for continued national growth.
Steve is viewed not just as a consultant, but as a business partner and trusted friend—someone who remains available, engaged, and invested because he truly cares about our staff, our company and our future.”
