Task definition
- Clarification of the causes for the declining margin over the years
- Creation of transparency for countermeasures
Industry / Function / Environment
- SME, Wholesale/Logistics
- Interim CFO
- Vacancy bridging
- Dipl.- Kfm. Frank Wedekind
Situation:
- Company with strong sales development and at the same time declining margin for years
Measures:
- Formation of a cross-functional project team from IT/BI, accounting, controlling and sales
- Analysis of the existing data landscape in the ERP and accounting system
- Reconciliation of sales and financial requirements for controlling purposes
- Development of the target picture for customer contribution margin accounting
- Process adaptation for differentiated data collection and data preparation and its implementation
- Change management for finance and sales
- Improvement of data collection, data preparation and data quality for sales management
- Establishment of an extended BI/DWH environment as a data basis for customer contribution margin accounting
- Establishment of a meaningful customer contribution margin calculation (online, daily updated, benchmark, customer portfolios, country portfolios, etc.)
- Identification of customer-specific margin-influencing starting points (special bonuses, discounts, credit notes, goodwill, freight costs, distribution costs, etc.)
- Identification and reduction of loss-making customer relationships
- SME, wholesale/logistics
- Customer portfolio: B2B large customers with own department and furniture stores as well as DIY stores
- Product portfolio: Gifts and home accessories