RETAIL · COMMERCIAL ANALYTICS
The real drivers of customer value, on a marketplace.
Opportunity to accelerate customer acquisition.
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The situation.
A European eCommerce retailer was repositioning to achieve profitability, but disconnected internal data sources left it without a clear understanding of where margin sat.
The process.
We combined data from the buying, selling, returns and logistics teams for the first time and built a clear view of contribution margin at product level, which we then aggregated and profiled. We identified the critical levers of margin improvement: higher prices for high-velocity items, SKU rationalisation to remove unprofitable items, and basket-building promotions.
The outcome.
We identified €3 to 6m of annual profit opportunity, and the company has now achieved profitability for the first time, with several million euros of EBITDA uplift delivered to date.
My favourite consultants. Kudos to the DVS team for always bringing practical concepts to the table.
MORE WORK
Other engagements.
RETAIL · COMMERCIAL ANALYTICS
A rebuilt budget and £3m of strategic levers.
Strategic lever opportunities identified to grow EBITDA and net profit.
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RETAIL · COMMERCIAL ANALYTICS
A strategic plan, rebuilt on performance versus market.
Revenue change decomposed into the underlying drivers.
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