Strengthening a growing family business in Peru

In 2019, siblings Carlos and Ursula Hassinger turned their shared passion for dairy into a business and founded D’Calucho in Oxapampa, Peru. A year later, their factory began operations, marking the start of a thriving artisanal dairy enterprise. Today, D’Calucho processes 1,350 to 1,800 litres of milk daily, producing award-winning cheeses, yoghurts and butters recognised across Peru and beyond. However, with this rapid growth, the family business is now facing new operational and organisational challenges.

With growth averaging 20% per year, the company reached a critical turning point. Expansion had outpaced its organisational and financial systems. To guide D’Calucho through this phase, the management invited PUM expert Pierre Schonenberg to collaborate and provide expertise in strategic, financial and organisational optimisation.

A family business at a crossroads

While Carlos and Ursula are the official shareholders, their partners are also actively involved in running the company. D’Calucho employs 16 people, maintaining gender balance and offering internships through partnerships with local universities. Yet, as demand continues to rise, D’Calucho is confronting new challenges, from securing sufficient milk supply to managing production limits and strengthening its internal structure. Operating within the UNESCO Biosphere Reserve of Oxapampa brings both opportunities and constraints as it is boosting tourism but limiting agricultural expansion. As local farmland decreases, securing milk supply has become a pressing concern. D’Calucho must now decide whether to expand in Oxapampa, move closer to major cities like Lima, or establish its own dairy farm to ensure long-term sustainability.

Expert insights and key findings

Pierre Schonenberg’s analysis revealed a dedicated and capable team producing high-quality products yet operating without sufficient structure. Management decisions were often ad hoc, and financial information was incomplete. Although 2024 showed the first signs of profit, margins remained below expectations. As Pierre explained: “D’Calucho’s artisanal approach demands more labour, and most profits are reinvested in growth. Without consistent data and clear reporting, true performance is hard to measure.”

Building a stronger organisation

Pierre recommended a new organisational structure based on functional responsibilities, covering input management, operations, sales and finance, with defined roles, KPIs and accountability. Monthly management meetings will track performance and ensure timely decisions. He also introduced cash flow monitoring tools and budget templates to improve financial control. These will allow management to anticipate cash shortages, plan investments, and measure performance against budgets. Benchmarking production and costs with other local dairies, was also advised. To align the team on strategic priorities, Pierre led a SWOT analysis, helping D’Calucho translate challenges and opportunities into actionable projects. These have now been incorporated into a project management plan to guide the company’s next steps.

During Pierre’s visit to Peru, fieldwork was conducted (visits to farmers and other dairy plants), which was vital for understanding the entire process from start to finish. Carlos Hassinger Ramos adds: “With his guidance and support, we identified some points we hadn’t previously considered and that could significantly impact us. Thanks to Pierre’s approach we will be more efficient, profitable, and solidified, which will allow us to develop new products, achieve greater growth, and, consequently, help our community by providing them with employability.”

Future outlook

Looking ahead, D’Calucho will focus on implementing the new management structure, refining financial systems, and exploring new product development and investment options. In addition, discussions have been held with the local Chamber of Commerce regarding their potential role in safeguarding local milk production for the future. Continued collaboration with PUM and other regional producers will support knowledge exchange and sustainable growth.