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


  • Company with strong sales development and at the same time declining margin for years


  • 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