Situation.
Distributor with approximately EUR 1.1bn revenue, a loyal customer base and EBIT margin of approximately 4%.
Value creation.
Privately held vehicle parts distributor
Challenge.
Margin leaked through unmanaged discounting, the assortment tail and supplier terms. Average realised discount was 22% against a list-price architecture last revised a decade earlier, with no single owner of margin.
What we did.
Built a value-creation plan across pricing architecture, assortment and supplier terms, sequenced by speed of realisation.
The outcome.
Identified approximately EUR 49m of value, equivalent to approximately 4.5 percentage points of EBIT margin, with 40% classified as realisable within 12 months.
Anonymised engagement. Figures are approximate. Targets, assessed potential, approved programmes and realised results are described separately in the outcome. Converted amounts use ECB reference rates dated 18 September 2026, rounded to two significant figures.
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